1. Peanut butter pioneer: A deep-dive into Universal Life
Pam Handmaker
Sr. Director, Product & Innovation
Trustmark Voluntary Benefit Solutions
David Fisher
Regional Sales Director, Carolinas & Virginia
Trustmark Voluntary Benefit Solutions

2. Maximize protection and purchasing power
Grow the policy value with no effort
Benefit while still living, not just for beneficiaries
Listening to the needs of our customers

3. Maximize Protection Grow Value Living Benefit Listening to You
Different – how?
Maximize Protection
Grow Value
Living Benefit
Listening to You

4. 12 MILLION 40% 100% 70% 75% 50% 18-64 100% of us will eventually die
50% lack enough coverage
100%
40%
70%
75%
50%
70% over 65 will need LTC
18-64
40% receiving LTC are 18-64
75% LTC claims under 65

6. Trustmark is the Pioneer in offering Universal Life with LTC Benefits that are the most extensive in the industry.
-Our coverage is not a “use it or lose it concept” rather it provides life “AND” LTC protection in a single solution
-An Insured can “double” their protection with our single policy.

7. Families with young children Average issue age: 40
Who are our customers?
Families with young children
Average issue age: 40
Annual premium: $416
Face amount: $50,000
Add talking points for target industries

8. Term Life Whole Life Less expensive Fixed premium Specified term
Flexible
Living benefits
Guaranteed renewable
Age 100
Less expensive
Specified term
Fixed premium
More expensive

9. Universal and Term: A perfect combination
Trustmark is the Pioneer in offering Universal Life with LTC Benefits that are the most extensive in the industry.
-Our coverage is not a “use it or lose it concept” rather it provides life “AND” LTC protection in a single solution
-An Insured can “double” their protection with our single policy.

10. TRUSTMARK-AIRE
Now that David has gone into some of the overview of our UL- we’re going to dive into the details. And what better way to do that than to play ‘Who Wants to be A Trustmarkaire?’ I’m going to ask some questions, follow them with the details. I know that many of you are new – and you probably won’t know the answers, but I hope that there’s at least one veteran here who can play along!

11. For the LTC Rider, how is the benefit paid?
Is this your
Final Answer?
Yes No
$100
$2500/month
2%-6%/month
Reimbursement
4% of benefit / month

12. John Hancock Withdrawing From Long-Term Care Market
Genworth Financial, Jan., 2013
Genworth Announces Suspension of Multi-Life and Long-Term Care Business Solutions Programs
Wall Street Journal, Nov., 2010
MetLife Steps Back From Long-Term Care Market
Insurancenewsnet.com, March, 2012
Prudential Financial latest U.S. Life Insurer to Exit Individual Long-Term Care
Forbes.com, Nov., 2016
John Hancock Withdrawing From Long-Term Care Market
It should come as no surprise that the LTC market is a dying breed, no pun intended. Carriers are leaving the market or raising their rates so much that policy holders can’t afford to keep them. That’s where we come in..

13. Let’s take a deeper look…

14. Now, you can see a visual on how it all pulls together..

15. At what age does UNIVERSAL LIFE EVENTS reduce?
Is this your
Final Answer?
Yes No
70 or after 15 years 65
Retirement
What’s ULE?

16. Standard Universal Life Universal LifeEvents®
Benefits based on an $8 premium for a 35 year old employee
Standard Universal Life
Universal LifeEvents®
$57,376
$57,376
$57,376
Death + LTC benefit
$36,820
$36,820
Death benefit
LTC
LTC
$19,125
Death benefit
LTC
Death benefit
All Years
Working Years
Retirement Years (After 70)

17. Which feature annually increases your benefit amount for Life and LTC?
Is this your
Final Answer?
Yes No
ValueCity
IncreasUL
EZ Value
Add a buck?

18. Initial benefit - $8 5 years - $13 10 years - $18 $117,660
Standard Universal Life
Universal LifeEvents®
$91,596
$75,785
Death + LTC benefit
$57,376
$58,889
Death + LTC benefit
$36,820
Death + LTC benefit
Death + LTC benefit
Death + LTC benefit
Death + LTC benefit
Initial benefit - $8
5 years - $13
10 years - $18

19. Compensation for an $8/week policy (sample illustration)
Policy Year 1 2 3 4 5 6 7 8 9 10 11
Total
Commission with no EZ Value
$416
$20.80
$12.48
$615.68
Commission with 10 year EZ Value
$72.80
$75.40
$78.00
$80.60
$83.20
$85.80
$88.40
$91.00
$93.60
$87.88
$1,252.68
First year commission is paid to the broker for each EZ Value benefit increase

21. The Perfect Sundae LTC with Restoration / Extension
EZ Value for 10 years

23. Win #1 – Employee
Win #2 – Beneficiaries
Win #3 – Broker
(or was it Trustmark)

24. Pam Handmaker David Fisher Sr. Director, Product & Innovation
Trustmark Voluntary Benefit Solutions
David Fisher
Regional Sales Director, Carolinas & Virginia
Trustmark Voluntary Benefit Solutions