1. FHC STUDY GROUP March 2015

2. BREAKING NEWS! June 8 th - 9 th 2015 August 31 st – September 1 st 2015

3. Assessing Value in No Lapse UL

4. Questions to Consider: How do you know you are selling a valuable life insurance policy? Do you consider what is most important? How do you convey value to clients?

5. 20 Minute Objective: Demonstrate that a policy’s value goes beyond price by applying “Stress Tests.” Provide a method to find the product that is the perfect fit for your clients.

6. Easy to Relate Value to Clients: Compare to Car What do you consider when purchasing a vehicle? Life insurance is a similar investment Should we take as much care in selecting life insurance as we do in purchasing a car?

7. CarrierProductPremiumGuarantee NationwideYourLife NLG UL11,479.00Lifetime SymetraClassic UL12,262.87Lifetime North AmericanCustom Guarantee12,305.95Lifetime United of OmahaGUL12,954.18Lifetime BannerLife Choice UL12,967.64Lifetime ProtectiveCustom Choice UL13,086.32Lifetime North AmericanGuarantee Builder IUL13,145.51Lifetime LincolnLifeGuarantee UL13,693.56Lifetime PrincipalUL Protector IV14,041.82Lifetime American GeneralSecure Lifetime GUL II14,099.87Lifetime PrudentialUniversal Protector14,483.00Lifetime LincolnVULone14,640.00Lifetime NationwideYourLife Protection VUL14,892.00Lifetime NationwideYourLife Indexed UL14,892.00Lifetime ProtectiveInvestors Choice VUL14,892.19Lifetime VoyaIUL-GDB15,339.73Lifetime ProtectiveAdvantage Choice UL15,556.00Lifetime American GeneralProtection Advantage Select15,706.10Lifetime Minnesota LifeEclipse Protector IUL15,841.00Lifetime Pacific LifeVersa Flex NLG15,926.00Lifetime American GeneralChoice Index GUL16,317.70Lifetime United of OmahaGUL Plus16,636.21Lifetime Pacific LifeIndexed Performer LT17,474.00Lifetime ProtectiveIndexed Choice UL17,890.45Lifetime Pacific LifeIndexed Accumulator 418,167.00Lifetime John HancockUL-G19,385.93Lifetime A typical life request

8. Life Insurance Pricing Simulator Search: Wolfram Life Insurance Pricing Simulation 12 ½%!!! Let’s take a test drive and find out

9. Skip 1 & Skip 2 Skip a premium payment in year 11 Skip premium payments in years 11 & 12 ProductSkip 1Skip 2 NationwideAge 96Age 93 SymetraAge 103Age 83 ProtectiveAge 112Age 106 LincolnAge 78Age 63 American GeneralAge 101Age 72 Male, age 52, standard non tobacco – 1,000,000 death benefit

10. Skip 2 & Pay Late Skip 2 premiums & pay 3 full premiums in year 13 ProductSkip 2 & Pay Late NationwideAge 100 SymetraAge 100 ProtectiveAge 119 LincolnAge 63 American GeneralAge 100 Male, age 52, standard non tobacco – 1,000,000 death benefit

11. Skip 2 & Catch Up at Lapse Skip 2 premiums & when the policy lapses, catch it back up ProductSkip 2 & Catch Up Nationwide-5.35% Symetra-7.93% Protective1.98% Lincoln-1.60% American General-4.04% Male, age 52, standard non tobacco – 1,000,000 death benefit

12. Conclusions Value when Missing Premiums Protective ($13,086.32) –zero cash value at any given time but very flexible chassis Nationwide ($11,479.00) –Excellent price less flexible –Product did not collapse when two premiums missed –VUL with NLG Lincoln ($13,693.56) –Set up EFT premium Payments –Take advantage of best underwriting

13. Other Tests to See Value Death Benefit Reductions ProductReduced DB @ 72 Nationwide706,478 SymetraN/A Protective100,000 (to 94) Lincoln100,000 (to 74) American General702,673 Male, age 52, standard non tobacco – 1,000,000 death benefit The Extra 5% ProductExtra 5% NationwideAge 97 SymetraAge 104 ProtectiveAge 112 LincolnAge 64 American GeneralAge 101

14. Questions & Feedback?