1. For advisor use only. Not for use in sales situations. IDI sales opportunities with business owners [Presenter Name] [Presenter Title] [Presenter Company] [Date]

2. For advisor use only. Not for use in sales situations. The market is wide open – for now 1 - U.S. Small Business Administration Office of Advocacy, September 2013. (www.sba.gov). Pie Chart Source: Financial Solutions for Business Owners, research conducted by Harris Interactive for the Principal Financial Group. April 2013. 48% 6% 20% 7% 19% Business needs only Unsure Personal and business needs Do not use Personal needs only There are over 23 million small businesses in the US 1. HOW DO BUSINESS OWNERS USE FINANCIAL PROFESSIONALS?

3. For advisor use only. Not for use in sales situations. Your expertise makes a difference Business owners who work with a financial professional tend to have: More stable businesses Greater peace of mind Target Market Up to 10 owners Ages 30 – 55 Owner is key to the success of the business Rely on the skills of key employees TIP: Host a seminar at your local Chamber of Commerce.

4. For advisor use only. Not for use in sales situations. SALES OPPORTUNITIES Open doors with business owners

5. For advisor use only. Not for use in sales situations. Get Social Consumer Social Media Post: #Businessowners: With all the responsibilities you juggle, a good safety net is a must. Watch: http://youtu.be/CJqVGut6p2w http://youtu.be/CJqVGut6p2w JJ2077, DI9097 and JJ2101

6. For advisor use only. Not for use in sales situations. Comprehensive Planning JJ1834C and JJ1841 Income Protection PERSONAL NEEDS Retirement Savings Business Protection BUSINESS NEEDS Exit Planning 1 2 3 4

7. For advisor use only. Not for use in sales situations. Complimentary Services Buy-Sell Agreement Review Helps identify potential gaps and provides customized recommendations Summarizes current funding provisions and options to address additional needs. Informal Business Valuations Five methods used to value the business First step to exit planning conversations BB10847IDI

8. For advisor use only. Not for use in sales situations. Informal referral relationships Work with these professionals to build a reciprocal referral network and pipeline for additional sales. CPAs Attorneys Financial Institutions TIP: The best way to start a referral relationship is to bring them a referral first. For more information visit principal.com/marketniches

9. For advisor use only. Not for use in sales situations. Employee Benefits 69% of employees said good employee benefits encourage them to work harder and perform better 1. 1 – The Principal Financial Well-Being Index SM, 2012. Flexible and innovative solutions that can wrap around existing coverage Voluntary or employer paid Fully portable Discount opportunities Easy implementation and service JJ1729

10. For advisor use only. Not for use in sales situations. Executive Solutions Executive bonus program - Allows you to bonus cash to employees for the purchase of an Individual DI policy Salary continuation - Formal program that allows you to provide income replacement during a disability to specified categories of employees and have those payments qualify as a tax- deductible expense. JJ764 Individual Disability Income (DI) insurance and DI Retirement Security can be offered on a tax-advantaged basis as a perk for executives and key employees

11. For advisor use only. Not for use in sales situations. WHY PRINCIPAL LIFE

12. For advisor use only. Not for use in sales situations. About the Principal Financial Group ® Leader in the business market A global investment management leader* –$466 billion in assets under management –18.9 million customers worldwide (18 countries) –14,700 employees worldwide (9,900 in the US) Publically traded (PFG) since October 2001 Source: Company Profile – Third Quarter 2013

13. For advisor use only. Not for use in sales situations. Expect efficient case management Helping you get business placed – easily. Dedicated case managers monitor case progress Helps ensure an underwriting decision can be reached quickly. Your point of contact for administrative details

14. For advisor use only. Not for use in sales situations. Count on compassionate claims service Satisfied Claimants 97% satisfied with their experience with The Principal ®. 97% satisfied with receiving benefits promptly. 98% satisfied with the accuracy of benefit payments. “The claims analysts were very good about explaining upfront what was needed and made it very clear how the process would work.” -Mark Cash Source: 2013 Principal Life IDI Customer Satisfaction Survey Testimonial may not be representative of other clients’ experiences. It is not indicative of or a guarantee of future benefits. Mark Cash has not been paid for this testimonial.

15. For advisor use only. Not for use in sales situations. Unmatched total compensation potential Quality Producer Bonus Quality Business Bonus Renewals New sales Cumulative earnings over 10 years: $427,500 Assumptions: HH750, 5A/4A/3A occupation class, 100% persistency, Annual DI Premium = $30,000; Issue Ages of 18-64

16. For advisor use only. Not for use in sales situations. For more information Name Title Phone | E-mail Insurance issued by Principal Life Insurance Company a member of the Principal Financial Group®, Des Moines, IA 50392, www.principal.comwww.principal.com Please remember to abide by the company’s policy on disclosure of compensation. You can obtain more information, as well as a sample disclosure form, at www.principal.com.www.principal.com DI9157 | 10/2014 | © 2014 Principal Financial Services, Inc.