FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 1 of 16 The Long-Term Care (LTC) and Long-Term Care (LTC) Continuation riders are accelerated death benefits and may not be available in some states. Maximum face amount: $5 million with LTC rider; $1 million with LTC Continuation rider. These riders are not considered long-term care insurance in some states. When the policy death benefit is accelerated for long- term care expenses, the death benefit is reduced dollar for dollar, and the cash value is reduced proportionately. There may be additional costs associated with these riders. The LTC Continuation rider is not available in some states including New York. Please go to for a complete list of up-to-date state approvals. For prospective policyholders in New York, this product is a life insurance policy that accelerates the death benefit for qualified long-term care services and is not a health insurance policy providing long-term care insurance subject to the minimum requirements of New York Law, does not qualify for the New York State Long-Term Care Partnership program and is not a Medicare supplement policy. Insurance products are issued by: John Hancock Life Insurance Company (U.S.A.), Boston, MA (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY and securities offered through John Hancock Distributors LLC through other broker/dealers that have a selling agreement with John Hancock Distributors LLC, 197 Clarendon Street, Boston, MA Insurance policies and/or associated riders and features may not be available in all states. MLINY /12 Long-Term Care Riders

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 2 of 16 Long-Term Care (LTC) Coverage Why do people buy LTC coverage? To maintain their independence Remain in their home Protect their income and assets Avoid dependence on family members Access high quality care

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 3 of 16 Individual Long-Term Care Insurance Advantages Customized to the client’s needs, (e.g., shorter elimination period & longer benefit period) Typically designed specifically to cover long-term care Disadvantages Potential premium increases Benefits may not be used at all

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 4 of 16 1 By “value” we simply mean a death benefit, 1, 2, or 4% LTC insurance accelerated death benefits. 2 Life insurance death benefit proceeds are generally excludable from the beneficiary’s gross income for income tax purposes. There are few exceptions such as when a life insurance policy has been transferred for valuable consideration. Comments on taxation are based on John Hancock’s understanding of current tax law, which is subject to change. No legal, tax or accounting advice can be given by John Hancock, its agents, employees or registered representatives. Prospective purchasers should consult their professional tax advisor for details. 3 Cash Surrender Value takes into account any loans or withdrawals taken from the policy as well as any surrender charges. Life Insurance with John Hancock’s Long-Term Care Rider Needs long-term care in their lifetime, or Wants a tax-favored death benefit 2, or Chooses to surrender for net cash value 3 A life insurance policy with the LTC Rider delivers value 1 whether the Insured:

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 5 of 16 Why John Hancock Life Insurance with the Long-Term Continuation Rider? Acceleration of death benefit Choice of guaranteed lifetime Face Amount at a guaranteed premium 4 Experience with long-term care insurance Responsive and experienced claims staff Third party vendors Financially strong, highly rated company Reimbursement model 4 Guaranteed product features are dependent upon minimum premium requirements and the claims-paying ability of the issuer.

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 6 of 16 Acceleration of Death Benefit Approach Advantages to the Acceleration method: Simple to understand Long-Term Care Rider charges are guaranteed never to increase Option to access cash value Any withdrawals, reductions in Face Amount (other than reductions in Face Amount arising solely under the provisions of this rider), or acceleration of the Death Benefit due to terminal illness, during a Period of Care under this rider, reduces the Maximum Monthly Benefit Amount, resulting in a new Maximum Monthly Benefit Amount, as determined by us. Loans and withdrawals will reduce the death benefit, cash surrender value, and may cause the policy to lapse. Lapse or surrender of a policy with a loan may cause the recognition of taxable income. Policies classified as modified endowment contracts may be subject to tax when a loan or withdrawal is made. A federal tax penalty of 10% may also apply if the loan or withdrawal is taken prior to age 59 1/2. Cash value available for loans and withdrawals may be more or less than originally invested. Withdrawals are available in the 2nd policy year.

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 7 of 16 John Hancock’s LTC Rider Acceleration of Death Benefit Approach Death Benefit acceleration options of 1%, 2%, or 4% per month $5 million maximum policy death benefit A single, 100-day Elimination Period Qualified long-term care insurance 5 Payments are made directly to the provider, or on a reimbursement basis to the Insured 5 The riders are not considered long-term care insurance in some states.

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 8 of 16 How Does a Client Qualify for LTC Benefits? Certification of disability or illness by a licensed practitioner The condition must be expected to last 90 days or longer Disability includes the inability to perform 2 of the 6 Activities of Daily Living, or a severe cognitive impairment These are the same triggers as John Hancock Individual long-term care insurance products

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 9 of 16 The Long-Term Continuation Rider 6 : Doubles the LTC Rider benefit for long-term care assistance Continues payments for long-term care expenses after the policy’s entire death benefit has been fully-accelerated Adds a Residual Death Benefit equal to the lesser of $25,000 or 10% of the initial Total Face Amount Why Include the Long-Term Care Continuation Rider? 6 The Long-Term Continuation Rider is only available when combined with the Long-Term Care Rider.

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 10 of 16 The combination of life insurance and the LTC Riders offers a cost- efficient, convenient way to help your client plan for the future $1,500,000 LTC Benefit The Policy Death Benefit may be accelerated, if needed, to pay long-term care expenses – up to $15,000/mo. for 100 months Any portion of the Death Benefit unused for long- term care is later paid to the beneficiaries. 10 Annual Premiums of $18,806 ($186,060) Protection UL with the LTC Riders Combination of Life & Long-Term Care Guaranteed! Guaranteed product features are dependent upon minimum premium requirements and the claims-paying ability of the issuer. This is a supplemental illustration. Not all benefits and values are guaranteed. The assumptions on which the non-guaranteed elements are based are subject to change by the insurer. Actual results may be more or less favorable. Protection UL, 10-Pay, $750,000 Face Amount with LTC (2% MAP) & LTC Continuation Female 55 Preferred Non Smoker

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 11 of 16 Protection UL Male 55, Preferred Non Smoker, $500,000, Full-Pay ProductAnnual PremiumBenefit John Hancock’s Protection UL$5,568 Protection UL offers death benefit protection for a premium significantly less than the average guaranteed UL policy. John Hancock’s Protection UL with the Long-Term Care Rider $6,096 For a premium that’s still less than the average guaranteed UL, clients can also purchase Protection UL with the Long- Term Care Rider, and get both death benefit protection and up to $10,000 per month to use for long-term care costs. Composite Average of Guaranteed UL Products 7 $6,415 7 Competitor information is current and accurate to the best of our knowledge as of May The data shown is taken from various company illustrations. Current interest rates may be different for each company and may not be guaranteed. This is a comparison of different products which vary in premiums, rates, fees, expenses, features and benefits. Underwriting criteria will differ from company to company; we attempted to use comparable risk classes across all companies. Composite average is based on guaranteed UL policies currently marketed by leading providers of UL, excluding John Hancock, as indicated in the 2011 Q4 LIMRA Universal Life Sales Summary. Guaranteed UL composite based on Lincoln, MetLife, Hartford, Principal, and Trans America. Policies and contracts on which the composite is based may not be available in all states. This comparison cannot be used with the public and complete personalized policy illustrations for each representative company must be presented or discussed with your clients. Please have your clients consult with their professional advisors to find out which type of life insurance is more suitable. Please also see slide 16 for important disclosure information. The Protection UL premiums shown here are based on a solve to endow at age 121 with the death benefit guaranteed to age 82. The composite average guaranteed UL premium is based on a lifetime guarantee.

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 12 of 16 Accumulation VUL, $1,000,000 Face Amount with LTC Rider (1% MAP) 20 Year Non-MEC Funding, CVAT 8 Male 45, Preferred Non Smoker Supplemental Retirement Income Sale Accumulation VUL 8 Assumes an 8% gross rate of return (Weighted Average), Distributions from Age 66-80, Targeting $1,000 at Lifetime. The data shown is taken from an illustration. It assumes a hypothetical rate of return and may not be used to project or predict investment results. Unless indicated otherwise, these values are not guaranteed. We urge you to show your clients a basic illustration showing the impact of 0% and maximum sales charges and any impact it will have on policy cash value and death benefit. Please see slide 16 for important disclosure information. $24,422$24,768 $88,870 $88,552 Premiums Without the LTC Rider $24,422 With the LTC Rider $24,768 Difference 1.4% Annual Distributions Without the LTC Rider $88,870 With the LTC Rider $88,552 Difference -0.4%

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 13 of 16 Guarantees with Upside Potential Protection VUL $16,894$15,699 Protection VUL, $1,000,000 Face Amount with LTC (1% MAP) & LTC Continuation Riders, 20-Pay, Age 90 Extended No-Lapse Guarantee Premium 9 Female 55, Preferred Non Smoker 9 Assumes an 8% gross rate of return (100% Lifestyle Balanced). The data shown is taken from an illustration. It assumes a hypothetical rate of return and may not be used to project or predict investment results. Unless indicated otherwise, these values are not guaranteed. We urge you to show your clients a basic illustration showing the impact of 0% and maximum sales charges and any impact it will have on policy cash value and death benefit. Guarantees are based on the claims-paying ability of the issuer. Please see slide 16 for important disclosure information. $14,784 Protection VUL Premium with: No Rider $14,784 LTC Rider $15,699 LTC & LTC Continuation Riders $16,894

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 14 of 16 Long-Term Care Rider Opportunities When presenting permanent insurance and client wishes to “shop around” Presenting Individual LTC and client expresses concern that they may never receive a benefit from the policy Addressing a grandparent’s wish to leave a benefit for their heirs… while also not burdening their adult children with long-term care responsibilities or cost

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 15 of 16 For proposals and product information, please call: National Sales Support (Option 2) Please contact , option 2 to obtain product and fund prospectuses or if you are interested in obtaining a selling agreement with John Hancock Distributors LLC (for New York, contact , option 5). The prospectuses contain complete details on investment objectives, risks, fees, charges and expenses as well as other information about the investment company. Please advise your clients to carefully read the prospectuses which contain this and other information on the product and the underlying portfolios, and consider these factors carefully before investing. Variable universal life insurance has annual fees and expenses associated with it in addition to life insurance related charges (which differ with the product chosen), including surrender charges and investment management fees. Variable universal life insurance products are long-term contracts and are sold by prospectus. They are subject to market risk due to the underlying sub-accounts, and are unsuitable as a short term savings vehicle. The primary purpose of variable universal life insurance is to provide lifetime protection against economic loss due to the death of the insured person. Cash values are not guaranteed if the client is invested in the investment accounts. There are risks associated with each investment option, and the policy may lose value.

FOR BROKER/DEALER USE ONLY. THIS MATERIAL MAY NOT BE USED WITH THE PUBLIC. 16 of 16 Disclosures for Slides 11, 12 & 13 Limitations. We will not pay Accelerated Benefits for Qualified Long Term Care Services incurred during the Elimination Period, or for any care, treatment, or charges described in the Non-Duplication of Benefits or Exclusions provisions, below. We will not pay Accelerated Benefits in excess of the Maximum Monthly Benefit Amount for any Calendar Month during any Period of Care, and may modify coverage under this rider following reinstatement. Exclusions. Qualified Long Term Care Services does not include care or treatment: (a) for intentionally self-inflicted injury; (b) required as a result of alcoholism or drug abuse (unless drug abuse was a result of the administration of drugs as part of treatment by a Physician); (c) due to war (declared or undeclared) or any act of war, or service in any of the armed forces or auxiliary units; (d) due to participation in a felony, riot or insurrection; (e) for which no charge is normally made in the absence of insurance; (f) provided by a member of the Life Insured’s Immediate Family; (g) provided outside the fifty United States and the District of Columbia. Non-Duplication of Benefits. Qualified Long Term Care Services does not include charges covered under any of the following: (a) Medicare (including amounts that would be reimbursable but for the application of a deductible or coinsurance amounts); (b) any other governmental program (except Medicaid); (c) any state or federal workers’ compensation, employer’s liability or occupational disease law, or any motor vehicle no-fault law; (d) expenses for services or items available or paid under another long term care insurance or health insurance policy.