For agent use only. Not for public distribution. cn A Powerful New Sales Tool: The Life Insurance Capacity Calculator

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Neither ING nor its affiliated companies or its representatives give tax or legal advice. The strategies suggested may not be suitable for everyone and you should consult with your own tax advisor and legal counsel before implementing any of the strategies suggested here. These materials are not intended to be used to avoid tax penalties, and were prepared to support the promotion or marketing of the matter addressed in this document. The taxpayer should seek advice from an independent tax advisor. Life insurance products are issued by ReliaStar Life Insurance Company (Minneapolis, MN), ReliaStar Life Insurance Company of New York (Woodbury, NY) and Security Life of Denver Insurance Company (Denver, CO). Variable universal life insurance products are distributed by ING America Equities, Inc. Within the state of New York, only ReliaStar Life Insurance Company of New York is admitted and its products issued. All are members of the ING family of companies. All guarantees are based on the financial strength and claims paying ability of the issuing insurance company who is solely responsible for all obligations under its policies. Disclosures

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn The Life Insurance Capacity (LIC) Calculator is the 1st one of its Kind! It’s Unique to ING Life Companies – No one else has one!

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn It’s a New Tool in ING Presents Designed to: Help Increase Life Insurance Sales & Reduce Financial Underwriting Problems

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn How Can It Increase Sales? Many people take a “Minimalist” approach to life insurance Consider life insurance an “expense” Elect minimal coverage and pay minimal premium The LIC Calculator provides a different perspective

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn The LIC Calculator Seeks to Change the Life Insurance Conversation Life insurance is an asset, not an expense; it can be just as valuable as financial assets and should be carefully managed Potentially delivers thousands of dollars of death benefits income tax free* The LIC Calculator looks at life insurance protection from the insurance company’s perspective It offers a five step process for managing Insurability * Life Insurance death benefits are generally income tax free under IRC Section 101

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn What Does the LIC Calculator Do? Uses ING Life Underwriting Guidelines to Estimate: --Life Insurance Capacity (total insurability) --Insurability Reserve (Capacity not currently in force)

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn What Does the LIC Calculator Do? The LIC Calculator Only Considers Financial Information It’s Not an Offer of Coverage An Applicant Must Still Provide Proof of Good Health and Verify Financial Information If Requested Before a Policy Can Be Issued

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn How Does the LIC Calculator Work? Estimates Total coverage available by applying ING Life Underwriting Guidelines to two categories of needs: Personal Insurance Needs Business Insurance Needs

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn How Does the LIC Calculator Work? Personal Insurance Needs Earned Income Estate Liquidity Charitable Giving

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn How Does the LIC Calculator Work? Business Insurance Needs * Key Executive Coverage Business Succession/Buy-Sell Business Debt Repayment (5 year minimum) *unused coverage available for one of these uses can’t be carried over into a different area

For agent use only. Not for public distribution. cn The LIC Calculator In Action; The Robert Brown Case Age 50--$100,000 annual salary--$1,500,000 net worth--$30,000 average annual charitable gift over last three years--$500,000 in force Business Owner--$100,000 annual salary, $500,000 value of business interest and long term debt (over 5 years) is $125,000--$500,000 in force

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Where Do You Find the LIC Calculator?

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Where Do You Find the LIC Calculator?

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn The LIC Calculator Input Screen

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn The LIC Calculator Report

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn What About Brown’s Business? Will That Change His Insurability Reserve?

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn The Input Screen

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn The Business Input Screen

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn The LIC Combined Report

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn The Business Report Section

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Stage 1--Sell the LIC Report “Would you find it interesting to see how a life insurance company looks at your insurability?”

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Stage 2--Selling From the LIC Report “Does it make financial sense for you to use some of your insurability to provide more protection for your family/business?”

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Stage 3--Selling From the LIC Report “Is there a reason you wouldn’t want to use some of your Insurability Reserve?”

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Often the Problem is the Premium You have the option of explaining alternative ways to pay premiums

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Discussing Premium Payment Strategies Policy / TOLI Review Executive Benefits Purchase coverage inside a qualified retirement plan Premium Financing (for appropriate clients)

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Consumer Theme—The Three “Rights” The Right Amount of Coverage, at The Right Time, for The Right Cost

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Life Insurance Capacity (LIC) Calculator Available Sales Material Producer Guide # Consumer Flyer # Consumer Fact Finder # Consumer Postcard # Producer Postcard # Available for Personalization on the Life PromoCenter

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn The Producer Guide

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn The Consumer Flyer

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn The Consumer Fact Finder

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn How to Introduce the LIC Calculator: “Have You Had a Chance to See ING Life Companies’ New Calculator?” “It’s Really Neat; You’ve Probably Never Seen Anything Like It Before; If You’ve Got Two Minutes, I’ll Show You How It Works.”

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Reducing Underwriting Problems ING Life Underwriting helped build the LIC Calculator Agent can see how ING Life Underwriting Guidelines are applied to this prospect. Agent can attach the LIC Report to the cover letter to justify the amount of coverage on application

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Reducing Underwriting Problems Agent can run the report for him/herself; doesn’t have to show it to the prospect Agent can see in advance if there’s a potential problem and decide how to handle it

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Summary The LIC Calculator is a simple, powerful new sales tool None of our competitors have one It offers a new approach to talking about life insurance People seldom object to owning life insurance; they just object to paying for it The LIC Calculator moves the discussion past the amount of coverage to premium payment strategies

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Summary Test Drive the LIC Calculator yourself; print off your own personal report Few people have too much life insurance coverage; how often do beneficiaries complain about receiving too much in death benefits? The LIC Calculator should help you sell more coverage and reduce financial underwriting problems

Do not put content on the brand signature area Orange RGB= 255,102,000 Light blue RGB= 180,195,225 Dark blue RGB= 000,000,102 Grey RGB= 150,150,150 ING colour balance Guideline For agent use only. Not for public distribution. cn Questions?