DIVISION OFFICE MANAGER TRAINING

DIVISION OFFICE MANAGER TRAINING
Welcome everybody. For those new faces in the room I am XXXXXX from CompEdge Financial and we are on of your primary resources when it comes to Life Insurance, Annuities & Asset-Based Long Term Care Insurance. Today we are here to talk about “Life” in the Military. Now don’t worry…as someone who did not serve in the armed forces I am not here today to speak to the trials & tribulations of a military career and there will be no PT Test as part of today’s training. What we are going to talk about however are the sales opportunities that exist in which life insurance can play a significant role in protecting one throughout & beyond their military career. Bryan Mueller VP, Field Training & Sales Support Gayle Mueller Life Case manager For Advisor Use Only

Field Training & Sales Support 800-431-4245, Option 1
Bryan Mueller, ChFC VP of Field Training & Sales Support Head of Field Training Marketing Support Case Design & illustrations x1750 Joshua Delgado External Advisor Consultant Field Training CompEdge Website Case Design & Illustrations x1736 Burt Snover, ChFC, CLU President Client & Carrier Relations Field Training x1776 Landon Cain Internal Advisor Consultant Webinars CompEdge Website Case Design & Illustrations x1732 Specifically we want to show you 3 situations/case studies involving upcoming OPAI options/conversion opportunities with AG and how if the client is healthy & insurable better options may exist through the purchase of a new policy with either Liberty Nation or Transamerica Premier. Our comparison template can help you lay out this discussion with clients in a way that may better their situation moving forward while also rewarding you the advisor as well! The template you are about to see in all 3 situations has been around for a few years but we are seeing requests for such comparisons more and more. This is due to the fact that a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well and more recently they approved the Elite Whole Life 2 policy which further reduced Cash Values on policies taken via an OPAI or conversion option. Our first example is going to be a Female, Age 24 (nearest Age 25) who has a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! Mark Ganter External Advisor Consultant Field Training Case Design & Illustrations x1730 Colby Lindsey VP of Operations, Sales Support Case Design & Illustrations x1740 For Advisor Use Only

New Business/Operations 800-431-4245, Option 2
Gayle Mueller Life Case Manager Lincoln New Business AIG In-Force Support NLG/LSW Support AA Training Assistance x1746 Colby Lindsey VP of Operations, Sales Support Case Design & Illustrations x1740 Kim Lucas Exec. Asst. & Office Manager HR Marketing Office Administration x1760 Barb Price Life Case manager ANICO Support AIG In-Force Submissions and Statusing FIA & One America Support x1744 Specifically we want to show you 3 situations/case studies involving upcoming OPAI options/conversion opportunities with AG and how if the client is healthy & insurable better options may exist through the purchase of a new policy with either Liberty Nation or Transamerica Premier. Our comparison template can help you lay out this discussion with clients in a way that may better their situation moving forward while also rewarding you the advisor as well! The template you are about to see in all 3 situations has been around for a few years but we are seeing requests for such comparisons more and more. This is due to the fact that a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well and more recently they approved the Elite Whole Life 2 policy which further reduced Cash Values on policies taken via an OPAI or conversion option. Our first example is going to be a Female, Age 24 (nearest Age 25) who has a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! For Advisor Use Only

CompEdge Website www.compedgeusa.com
Specifically we want to show you 3 situations/case studies involving upcoming OPAI options/conversion opportunities with AG and how if the client is healthy & insurable better options may exist through the purchase of a new policy with either Liberty Nation or Transamerica Premier. Our comparison template can help you lay out this discussion with clients in a way that may better their situation moving forward while also rewarding you the advisor as well! The template you are about to see in all 3 situations has been around for a few years but we are seeing requests for such comparisons more and more. This is due to the fact that a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well and more recently they approved the Elite Whole Life 2 policy which further reduced Cash Values on policies taken via an OPAI or conversion option. Our first example is going to be a Female, Age 24 (nearest Age 25) who has a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! Highlight Advisor Sign-in with Curser then click First Command For Advisor Use Only

Specifically we want to show you 3 situations/case studies involving upcoming OPAI options/conversion opportunities with AG and how if the client is healthy & insurable better options may exist through the purchase of a new policy with either Liberty Nation or Transamerica Premier. Our comparison template can help you lay out this discussion with clients in a way that may better their situation moving forward while also rewarding you the advisor as well! The template you are about to see in all 3 situations has been around for a few years but we are seeing requests for such comparisons more and more. This is due to the fact that a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well and more recently they approved the Elite Whole Life 2 policy which further reduced Cash Values on policies taken via an OPAI or conversion option. Our first example is going to be a Female, Age 24 (nearest Age 25) who has a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! Click “Forgot password or Need to Register?” link On the next page click the First Command Logo under Registration Complete Web Form & hit Submit. CompEdge will then follow-up with you For Advisor Use Only

Specifically we want to show you 3 situations/case studies involving upcoming OPAI options/conversion opportunities with AG and how if the client is healthy & insurable better options may exist through the purchase of a new policy with either Liberty Nation or Transamerica Premier. Our comparison template can help you lay out this discussion with clients in a way that may better their situation moving forward while also rewarding you the advisor as well! The template you are about to see in all 3 situations has been around for a few years but we are seeing requests for such comparisons more and more. This is due to the fact that a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well and more recently they approved the Elite Whole Life 2 policy which further reduced Cash Values on policies taken via an OPAI or conversion option. Our first example is going to be a Female, Age 24 (nearest Age 25) who has a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! For Advisor Use Only

Carrier/Product Niches & Key Contacts
LIFE INSURANCE Welcome everybody. For those new faces in the room I am XXXXXX from CompEdge Financial and we are on of your primary resources when it comes to Life Insurance, Annuities & Asset-Based Long Term Care Insurance. Today we are here to talk about “Life” in the Military. Now don’t worry…as someone who did not serve in the armed forces I am not here today to speak to the trials & tribulations of a military career and there will be no PT Test as part of today’s training. What we are going to talk about however are the sales opportunities that exist in which life insurance can play a significant role in protecting one throughout & beyond their military career. Carrier/Product Niches & Key Contacts For Advisor Use Only

Transamerica Premier Quality Whole Life
Competitive Premiums & Cash Values Strong Non-Forfeiture Values Cash Value Reduced Paid-Up Insurance Extended Term Insurance Fully Paid-Up Option (unique to Trans) $100k OPAI Rider Gtd. Insurability of up to $1,000,000+ Option Ages: 22,25,28,31,34,37,40,43*,46*,49* Marriage & Stork Options High Non-Med Limits for Active Duty Up to $350k DT Rider available that can be converted to WL Specifically we want to show you 3 situations/case studies involving upcoming OPAI options/conversion opportunities with AG and how if the client is healthy & insurable better options may exist through the purchase of a new policy with either Liberty Nation or Transamerica Premier. Our comparison template can help you lay out this discussion with clients in a way that may better their situation moving forward while also rewarding you the advisor as well! The template you are about to see in all 3 situations has been around for a few years but we are seeing requests for such comparisons more and more. This is due to the fact that a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well and more recently they approved the Elite Whole Life 2 policy which further reduced Cash Values on policies taken via an OPAI or conversion option. Our first example is going to be a Female, Age 24 (nearest Age 25) who has a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! For Advisor Use Only

Liberty national Liberty Whole Life Competitive Premiums & Cash Values
Strong Non-Forfeiture Values Cash Value Reduced Paid-Up Insurance Extended Term Insurance $100k OPAI Rider Gtd. Insurability of up to $1,000,000+ Option Ages: 22,25,28,31,34,37,40,43*,46*,49* Marriage & Stork Options Military Retirement/Separation from Service Option Aviation Friendly & will cover Special Ops LT 15/20 Rider available that can be converted to WL Specifically we want to show you 3 situations/case studies involving upcoming OPAI options/conversion opportunities with AG and how if the client is healthy & insurable better options may exist through the purchase of a new policy with either Liberty Nation or Transamerica Premier. Our comparison template can help you lay out this discussion with clients in a way that may better their situation moving forward while also rewarding you the advisor as well! The template you are about to see in all 3 situations has been around for a few years but we are seeing requests for such comparisons more and more. This is due to the fact that a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well and more recently they approved the Elite Whole Life 2 policy which further reduced Cash Values on policies taken via an OPAI or conversion option. Our first example is going to be a Female, Age 24 (nearest Age 25) who has a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! For Advisor Use Only

American national (anico)
Signature GUL Lowest Premiums on Permanent Offerings Best rate classes & per unit pricing starts at $250,001 Face Amount <$250,001 Std. NT is best available rate class Built-in ABR for Chronic, Critical & Terminal Illnesses Built-in Cash Out Rider ROP in years 15, 20 & 25 For <$250,001 = 45% in Yr 15, 100% in Yr 20 & 100% Yr 25 up to 45% of Face Amount For $250,001+ = 65% in Yr 15, 100% in Yr 20 & 100% Yr 25 up to 65% of Face Amount Signature Term Competitive Premiums with top carriers Best rate classes & per unit pricing starts at $250,001 Face Amount <$250,001 Std. NT is best available rate class Built-in ABR for Chronic, Critical & Terminal Illnesses on term Convertible to Signature GUL Up to end of term period or Age 65 whichever comes first Specifically we want to show you 3 situations/case studies involving upcoming OPAI options/conversion opportunities with AG and how if the client is healthy & insurable better options may exist through the purchase of a new policy with either Liberty Nation or Transamerica Premier. Our comparison template can help you lay out this discussion with clients in a way that may better their situation moving forward while also rewarding you the advisor as well! The template you are about to see in all 3 situations has been around for a few years but we are seeing requests for such comparisons more and more. This is due to the fact that a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well and more recently they approved the Elite Whole Life 2 policy which further reduced Cash Values on policies taken via an OPAI or conversion option. Our first example is going to be a Female, Age 24 (nearest Age 25) who has a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! For Advisor Use Only

Lincoln Financial VULOne SVULone Competitive Premiums Ages 50+
Great for short pays & 1035 Exchanges Offers some control through potential CV Life Enhanced ABR can be added at a cost No discount on accelerated benefit Covers Chronic, Critical a& Terminal Illnesses Table Reduction Program Tables 2(B) & 3 (C) are automatically bumped to STD NT for clients up to Age 70 Tobacco Program Clients who smoker cigars or use any form Of nicotine other than cigarettes/e-cigs can qualify for STD NT by admitting use on the application Guaranteed Death Benefit SVULone Competitive Premiums Ages 50+ Great for Legacy Planning Table Reduction Program Tables 2(B) & 3(C) are automatically bumped to Std. NT for clients up to Age 70 Tobacco Program Clients who smoke cigars or use any form of Nicotine other than cigarettes/e-cigs can qualify for Std. NT by admitting the use on the app Cash Value upside through Separate Acct could push Death Benefit even higher Guaranteed Death Benefit Specifically we want to show you 3 situations/case studies involving upcoming OPAI options/conversion opportunities with AG and how if the client is healthy & insurable better options may exist through the purchase of a new policy with either Liberty Nation or Transamerica Premier. Our comparison template can help you lay out this discussion with clients in a way that may better their situation moving forward while also rewarding you the advisor as well! The template you are about to see in all 3 situations has been around for a few years but we are seeing requests for such comparisons more and more. This is due to the fact that a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well and more recently they approved the Elite Whole Life 2 policy which further reduced Cash Values on policies taken via an OPAI or conversion option. Our first example is going to be a Female, Age 24 (nearest Age 25) who has a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! For Advisor Use Only

Lincoln Financial LifeGuarantee 2013 GUL
Competitive Premiums Ages 55+ LifeEnhance ABR can be added at a cost No discount on accelerated benefit Covers Chronic, Critical & Terminal Illnesses Table Reduction Program Tables 2(B) & 3(C) are automatically bumped to Std. NT for clients up to Age 70 Tobacco Program Clients who smoke cigars or use any form or tobacco other than cigarettes/e-cigs can qualify for Std. NT by admitting the use on the app Life Elements 2017* Level Term “Top 3 carrier” in premiums for the following core cells: $1M of death benefit at ages 45+ for all term periods $500k of death benefit at ages 45+ for 15/20/30 year term periods $500k of death benefit at ages 55+ for 10 year term period Legacy Planning Tobacco Program Clients who smoke cigars or use any form of nicotine other than cigarettes/e-cigs can qualify for Std. NT by admitting the use on the app *product is still LE 2014 in some states Specifically we want to show you 3 situations/case studies involving upcoming OPAI options/conversion opportunities with AG and how if the client is healthy & insurable better options may exist through the purchase of a new policy with either Liberty Nation or Transamerica Premier. Our comparison template can help you lay out this discussion with clients in a way that may better their situation moving forward while also rewarding you the advisor as well! The template you are about to see in all 3 situations has been around for a few years but we are seeing requests for such comparisons more and more. This is due to the fact that a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well and more recently they approved the Elite Whole Life 2 policy which further reduced Cash Values on policies taken via an OPAI or conversion option. Our first example is going to be a Female, Age 24 (nearest Age 25) who has a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! For Advisor Use Only

Appointments & Submissions
LIFE NEW BUSINESS Welcome everybody. For those new faces in the room I am XXXXXX from CompEdge Financial and we are on of your primary resources when it comes to Life Insurance, Annuities & Asset-Based Long Term Care Insurance. Today we are here to talk about “Life” in the Military. Now don’t worry…as someone who did not serve in the armed forces I am not here today to speak to the trials & tribulations of a military career and there will be no PT Test as part of today’s training. What we are going to talk about however are the sales opportunities that exist in which life insurance can play a significant role in protecting one throughout & beyond their military career. Appointments & Submissions For Advisor Use Only

Automatic Appointment
Appointments Carrier Automatic Appointment Transamerica Premier Liberty National American National X Lincoln National NLG/LSW Transamerica Life Specifically we want to show you 3 situations/case studies involving upcoming OPAI options/conversion opportunities with AG and how if the client is healthy & insurable better options may exist through the purchase of a new policy with either Liberty Nation or Transamerica Premier. Our comparison template can help you lay out this discussion with clients in a way that may better their situation moving forward while also rewarding you the advisor as well! The template you are about to see in all 3 situations has been around for a few years but we are seeing requests for such comparisons more and more. This is due to the fact that a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well and more recently they approved the Elite Whole Life 2 policy which further reduced Cash Values on policies taken via an OPAI or conversion option. Our first example is going to be a Female, Age 24 (nearest Age 25) who has a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! For Advisor Use Only

IF APPOINTED YOU CAN USE EXPERT SCAN ON ANICO WEBSITE
Carrier Submit to Carrier Submit to CompEdge Transamerica Premier Fax: Mail: Attn: New Business 4333 Edgewood Road NE Cedar Rapids, IA 52499 X Liberty National Regular Mail: P.O. Box 8060 McKinney, TX 75080 Express Mail: 3700 S. Stonebridge Dr. McKinney, TX 75070 American National Non-NY Mail: Attn: Life New Business P.O. Box 32017 Springfield, MO 65808 NY Mail: P.O. Box 4408 IF APPOINTED YOU CAN USE EXPERT SCAN ON ANICO WEBSITE Lincoln National CE Website: Life Lincoln Submit Forms 6710 Horizon Rd, Suite 100 Heath, TX 75032 NLG/LSW One National Life Drive Montpelier, VT 05604 Transamerica Life Specifically we want to show you 3 situations/case studies involving upcoming OPAI options/conversion opportunities with AG and how if the client is healthy & insurable better options may exist through the purchase of a new policy with either Liberty Nation or Transamerica Premier. Our comparison template can help you lay out this discussion with clients in a way that may better their situation moving forward while also rewarding you the advisor as well! The template you are about to see in all 3 situations has been around for a few years but we are seeing requests for such comparisons more and more. This is due to the fact that a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well and more recently they approved the Elite Whole Life 2 policy which further reduced Cash Values on policies taken via an OPAI or conversion option. Our first example is going to be a Female, Age 24 (nearest Age 25) who has a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! For Advisor Use Only

Tips when working with Transamerica Premier & Liberty National
TRANS PREMIER & LIBERTY Tips when working with Transamerica Premier & Liberty National

Trans Premier New business…
Product Type Non-Par Whole Life Decreasing Term Product Name Quality Whole Life (QWL) LIBERTY NEW BUSINESS… Product Type Non-Par Whole Life Level Term Product Name Whole Life (15 & 20 YR LT only)

TRANS PREMIER AND Liberty National New business…
Apps are submitted directly to carriers, not to CompEdge. Information regarding how to submit is available under the Submit Forms Tab. We don’t have Trans Premier or Liberty National Paperwork & therefore cannot provide it, but FC’s Forms On Line does have it. CompEdge Sales Team can assist with UW Inquiries quotes/competitive analysis/presentations. CompEdge does not status new business HOWEVER we do assist with Escalations…please contact our New Business Team (Option 2) when escalated issues arise.

TIPS when working with AMERICAN NATIONAL
ANICO NEW BUSINESS Welcome everybody. For those new faces in the room I am XXXXXX from CompEdge Financial and we are on of your primary resources when it comes to Life Insurance, Annuities & Asset-Based Long Term Care Insurance. Today we are here to talk about “Life” in the Military. Now don’t worry…as someone who did not serve in the armed forces I am not here today to speak to the trials & tribulations of a military career and there will be no PT Test as part of today’s training. What we are going to talk about however are the sales opportunities that exist in which life insurance can play a significant role in protecting one throughout & beyond their military career. TIPS when working with AMERICAN NATIONAL For Advisor Use Only

ANICO New business… Product Type Term Universal Life Product Name
Signature Term Signature GUL Apps submitted directly to ANICO, not to CompEdge. Information regarding how to submit is available under the Submit Forms Tab. After advisors are established and have ANICO website Access you may upload app submissions through the Expert Scan tool. Mail or upload are best ways to submit, faxing is not a reliable method. ANICO Paperwork is Available through CompEdge Website via Forms online or on ANICO Website. WE RECOMMEND USING ANICO EXPERTAPP! CompEdge Sales Team can assist with UW Inquiries/quotes/competitive analysis/presentations. CompEdge (Barb Price) will provide a complimentary review of FIRST Applications CompEdge does not status new business HOWEVER we do assist with Escalations …please contact Barb Price at x1744 when escalated issues arise.

Expert APP…

Expert Scan…

ANICO TIPS Case will close as incomplete 45 to 60 days after Application SIGNATURE date (Do Not Hold Apps) Case can be reopened if requirements are received prior to 6 months Multiple policies can be taken on ONE application for ONE insured If an SGUL is involved us SGUL paperwork and always list SGUL as the primary policy Add details for 2nd policy on application page 7, question # 20 and select YES on page 8, question #22 Always submit an illustration WITH the application Cross Border Sales – ANICO does not allow cross border sales involving CA, NY, MN, or AR Example of allowed sale: Client lives in VA and travels to DC to meet agent in their office – use forms for the state where the sale is taking place Add NOTE on App, page 8, Question #23 to explain why

ANICO TIPS - continued Temporary Insurance is limited to a maximum of $500,000 of Face Amount EFT qualifies client for Tempo Coverage – no check needed Military Govt. Allotment qualifies for Temp coverage – must take check for 1st modal premium Replacement Form must be signed prior to, or same date as Application. If replacement form is Signed AFTER application, a new application will be required. Waivers: Term = Choose Premium Waiver on Application SGUL = Choose Waiver of Stipulated Premium on App Available Ages 18-55, not available for Table 2 and up, cannot be added after issue, expires at age 60 ANICO drafts at issue for EFT however, ANICO May need to confirm that it is okay to draft client’s Account if: The client does not put a specific date on Question #25 of the application The premium is other than applied The specified date is prior to approval day of month – Example: draft date is 15th and ANICO doesn’t approve the case until the 26th of the month. ANICO will want confirmation to issue/draft for that month, or Cond. Issue – forward date to the next month and draft the 15th of the month instead.

ANICO TIPS - continued NIA = Not Issued as Applied
If approved better than applied the premium will be lowered and the policy will be issued. If you want the opportunity to have the DB Increased instead, then a Letter of Instructions or a note on Section #23 of the App asking ANICO to hold issue until speaking with you is needed. If approved worse than applied, then an from the FC Team will be sent to the contact on the case (Advisor/AA) asking for instructions on how to proceed. NIA Form will be part of policy packet and can be signed at delivery. Government Allotments: Please ask FC Team or for ANICO Routing information if you & the client are setting up allotment through My Pay. Advisors/AA’s should check the ANICO website a minimum of once a week for follow-up on status of cases. CompEdge does not Case Manage ANICO.

TIPS WHEN WORKING with Lincoln Life
LINCOLN NEW BUSINESS TIPS WHEN WORKING with Lincoln Life

Lincoln New business… Product Type Gtd. Universal Life Level Term
Product Name LifeGuarantee 2013 UL LifeElements 2017* In Some States the Product is still Life Elements 2014 LifeGuarantee 2013 SUL (Survivor UL) --- VULOne (VUL policy) SVUL (Survivor VUL)

Lincoln New business App tips…
Instructions for completing all Lincoln applications are available upon request & are also located on the CompEdge website under the NB Process & Tips. Gayle is also happy to provide them to you via . Please always have Gayle Mueller send your Lincoln application to you. Ipipeline does not highlight all required forms, she can save you a lot of frustration by making sure you have all the forms you need. If the advisor is submitting their FIRST Lincoln Case in a State please contact Gayle Mueller for critical timeframes! States have licensing deadlines which Lincoln and CompEdge must adhere to. CompEdge provides full case management for Lincoln from Illustration generation through a policy being Placed In Force. You do not need to interface directly with Lincoln. CompEdge does all the work. Gayle Mueller is the Case Manager Applications must be for the State the Insured LIVES in Lincoln does not allow cross border signing! VUL Sales must have First Command Pre-Sale Approval, apps without pre-sale approval will not be submitted. We work to submit applications in good order, administratively so that underwriting may begin immediately.

Lincoln New business App tips…
Unlike ANICO, with GUL Applications submit an Illustration Compliance Certification Form, do not submit signed illustration with application. Lincoln Temporary Life requires either a completed EFT form with Voided Check or Bank Letter, or a Permanent Check. Lincoln will draft for Temporary Coverage. Lincoln does NOT accept Temporary Checks. DO NOT Use previous versions of applications you have saved. Forms change over time. The MEDICAL Supplement is a REQUIRED form for Lincoln. Lincoln applications, checks, requirements, delivery requirements all run through CompEdge. We can provide service forms but we do not submit/manage Lincoln In-Force Business. If a client is doing both a Term and UL App, two complete application packages must be submitted. Contact Gayle Mueller for tips on how to make preparation of two apps easier.

TIPS WHEN WORKING with AIG for INFORCE BUSINESS
AIG INFORCE BUSINESS TIPS WHEN WORKING with AIG for INFORCE BUSINESS

PRODUCT CHANGE! As of 10/16/2017 all Whole Life policies issued with an issue date of October 1,2017 or later will now be issued with the Elite Whole Life 2 Product. Please look for bulletin from First Command outlining the changes to the product. Policies submitted prior to October 16, that have a 10/16/2017 or later policy date will automatically be issued as Elite Whole Life 2. If policy date is PRIOR to 10/16/2017, please use EWL for product code. Plan Name should be listed as “EWL2” on your cover memo.

Generic Quick tips… US Life – Base policies issued as US Life will have all options/conversions issued as US Life Tobacco – please ask clients before completing app whether the insured uses any tobacco products, or has smoked cigarettes within the past year. If they smoke, and it is a FIRST OPTION, they will receive Tobacco Rates. If they have quit smoking within last 12 months policy will be issued with a tobacco rating. AIG In-Force: Once NT rate has been established it is grandfathered for ALL future OPAIs stemming from the same base policy. Please double check all First Options for the Tobacco Question being answered YES before submitting the application. Please make sure the premium on your FC Cover Memo, is correct (tobacco/non-tob) Not all policies are eligible for removal of a Smoker Rating POLICY DATES: You CANNOT Save Age on In Force Applications OPAI Policy Dates must Exactly Match Issue Month and Issue Day of Original Policy Term and CR Conversions, policy DAY must match issue day on original policy. Watch out for Age Nearest Issues on Term Conversions. If you in essence want to “Save Age” on a Term Conversion, the term conversion issue date/birthdate combination must not issue age nearest the next age.

When is an AGE option due?
The Insured Birthday is NOT the sole factor in determining when an OPAI/GIO Option is due. Depending on Form#/Contract options can be available at: 22, 25, 28, 31, 34, 37, 40, 43 Actual Age doesn’t always exactly match Option Age. Ex: Age 25 option can be issued at Ages 24, 25, or 26 Very few GIO’s have an Age 22 Option with AG, those that do DO NOT HAVE MULTIPLES Formula for telling what YEARS are OPAI Age Option Years is as follows: Go to AIG’s EStation Website and bring up Client’s Base policy that has the Rider Look at the Maturity Date and the Maturity Age The Maturity Age shown is the last regular option Age for clients who are under the age of 40. For clients 40 and above the Maturity Age may or may not be a “Contingent” option Multiplier Factors for GIO’s with Multiples/GIO Refund Age 25 = 5 X Base Rider – Refund of Rider to premium to issue date Age 28 = 4 X Base Rider – Max Refund – 3 years of Rider Premium Age 31 = 3 X Base Rider - Max Refund – 3 years of Rider Premium Age 34 = 2 X Base Rider – Max Refund – 3 years of Rider Premium Age 37 and beyond = 1 X Base Rider – Max Refund – 3 years of Rider Premium

When is an AGE option due?

SUBMITTING THE APPLICATION…
AIG –ALL Applications are submitted to CompEdge. DO NOT SUBMIT TO AIG Directly! If the Submission window is close to expiring, you must contact CompEdge to obtain a 10 day extension. If the extension is not asked for before the Option Window Closes, AIG will not honor the Application. Send ALL Checks (with a copy of the cover memo) associated with Applications to CompEdge NOT to American General. DETAILS MATTER! Demographics, signatures, dates, questions. Please review all your applications, prior to submission, for missing data and “yes” answers, if a question is answered “YES” they want details, (watch for parenthesis)! If it is a First Option, be sure to review apps for “YES” answers to the Tobacco Question as it may require you to correct your premium. All FIRST OPTIONS MUST have insured’s signature. No longer able to issue First option without insured signature or signature of Power of Attorney or Guardian. If a Licensed Associate is signing the application – put the Commissionable Advisor at the top of the FC Cover memo, but put a note in the remarks section that says Signed by FC Licensed Associate “John Doe – Advisor Code PXXXX”

Submission windows… OPAI/GIO – AGE OPTIONS
120 days AROUND the issue date of the Base Policy. Submitted NO EARLIER than 60 days before & NO LATER than 60 days after the option date If the option window is missed, the option is NOT available CompEdge may obtain a 1 week extension if we are called BEFORE the option window expires. If you call after the window has closed AG may reject the option. The AG Call Center DOES NOT have the authority to grant exceptions! OPAI/GIO – MARRIAGE/STORK OPTIONS Submission within 120 days of the qualifying marriage or birth. Must have Marriage Certificate for Marriage Options Must have Birth Certificate for Stork Options Note AG Policies either have Multiples/GIO Refund or Marriage/Stork Options – NEVER BOTH! Please do not submit cases prior to the option window opening!

Submission windows… TERM CONVERSIONS/ EPUO Conversions
Term Riders and EPUO’s conversions can occur at any time during the year 30 days AROUND the issue date of the Conversion. May be submitted NO EARLIER than 30 days before the option date on the application Must be submitted NO LATER than 30 days after the option date on the application Term conversion/EPUO Policy DAY must always match original Issue DAY of the base policy Example: If original policy was issued 9/15/1996, Conversion/EPUO date would be Month of Conversion/15/Year of Conversion. (Example 12/15/2017) You can’t save age on Conversions If client wants to save age, the conversion date must be prior to the age nearest date.

Submission windows… Child Rider Conversions
May be Converted at 2 different times 30 Days Either Side of the Child’s 25th Birthday 30 Days Either side of the ISSUE DATE closest to the child’s 25th Birthday. Example 1: Child’s 25th Birthday is 7/1/2017; Issue Date on the Base Policy with the Child Rider is 4/1/ In this case the closest Issue Date to the 25th Birthday was the issue date (4/1) PRIOR TO the child’s 25th birthday. Example 2: Child’s 25th Birthday is 7/1/2017; Issue Date on the Base Policy with the child rider is 12/1/ In this case the closed Issue Date to the 25th Birthday is the issue date (12/1) AFTER the child’s 25th birthday.

Submission windows… Child Rider Conversions – continued - The Policy DAY must match the original Base Policy Issue DAY. Example: Insured’s Birthday is 9/27/17, original policy with Child Rider on it has a policy date of 4/1/ The policy date on the Child Rider will be 9/1/ (Month of Child’s Birthday, Policy DAY Matches original policy DAY, current Year) Child Riders converted prior to 25th birthday (without extenuating circumstance shown below) can only be converted for rider amount only and cannot be increased upon 25th birthday. Child riders can be converted to an insurance coverage certificate prior to the child’s 25th birthday only when the rider is set to expire on the parent’s policy (usually due to age of parent) or when the parent has passed away. A new policy will not be issued, but rather a paid up certificate of coverage will be issued, which can be converted to 5X amount on 25th birthday. Note if parent passes away the certificate of coverage is issued as paid up.

AIG Inforce Forms Overview

APPLICATIONs and Forms to use...
ALL FORMS LISTED BELOW ARE SUBMITTED TO COMPEDGE AGLC GIO can now be used for “First Options” that require **** NO Underwriting**** Also used for EPUO (RPU’s are a Service Request) AGLC The 7 Page In-Force Change Application: On these apps there are certain states which are STATE SPECIFIC and they must be signed in the state the Owner Lives In. This form MUST always be signed by Insured and Owner if it used! Adding Waiver of Premium, if WP is NOT on the Base policy, even if it is on previous options taken you must use the In-Force Change application to add WP. WP must be on the base policy to carry over to future options. Child Rider Conversions Term Conversions requiring Underwriting Adding WP without Issuance of New Policy (Not Case Managed) Addition of A Child Rider (Not Case Managed) Smoker Rate/Rate Reduction Changes (Not Case Managed) Increasing Face Value above amount allowed by option (Not Case Managed) AGLC The Reinstatement Application – (Submitted to CompEdge but NOT Case Managed) On these apps there are certain states which are STATE SPECIFIC and they must be signed in the state the Owner Lives In.

APPLICATIONs and Forms to use...
ANCILLARY FORMS WHICH MAY BE NEEDED INCLUDED DURING THE APPLICATION PROCESS Payor Form - Use when the Insured or Owner is not the payor AND not on bank draft Certification of Trust Form (Policy owned by Trust) – Insured must sign this form even if they don’t have to sign the application. TIR form (for states which require it) – This form is ALWAYS signed by the OWNER Bank Draft Forms Change to Bank Draft form (already on Bank Draft – changing Banks Bank Draft Authorization Form Change of Name – ALWAYS confirm Female Insured’s Last Name with AIG Change of Ownership (Only if changing Base & New Policy Owner) If there is been an owner’s death, please contact your death claims department for assistance with the paperwork that would be need to be prepared for deceased owner death. If doing an application these forms would be submitted WITH the application. Foreign Travel Questionnaire – if foreign travel is extensive and client is going through underwriting Affidavit to Affirm Power of Attorney (If anyone signing paperwork is doing so in the capacity of a power of attorney, this form along with a copy of the Power of Attorney must be submitted.

IS AIG ALWAYS THE BEST OPTION?
AIG INFORCE CASE STUDIES IS AIG ALWAYS THE BEST OPTION?

CASE STUDY…Age 25 OPAI vs new WL
THE CLIENT Female Age 24 (Nearest Age 25) Current AG Elite Whole Life Policy for $25k with $25k GIO & WP Rider Upcoming OPAI Available Client is a healthy non-smoker Specifically we want to show you 3 situations/case studies involving upcoming OPAI options/conversion opportunities with AG and how if the client is healthy & insurable better options may exist through the purchase of a new policy with either Liberty Nation or Transamerica Premier. Our comparison template can help you lay out this discussion with clients in a way that may better their situation moving forward while also rewarding you the advisor as well! The template you are about to see in all 3 situations has been around for a few years but we are seeing requests for such comparisons more and more. This is due to the fact that a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well and more recently they approved the Elite Whole Life 2 policy which further reduced Cash Values on policies taken via an OPAI or conversion option. Our first example is going to be a Female, Age 24 (nearest Age 25) who has a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! For Advisor Use Only

The comparison… $125k AG Elite WL 2 w/ WP & Keeping Base GIO
$100k Trans Premier QWL w/ $100k OPAI & WP + $25k AG Elite WL w/ WP $100k Liberty National WL w/ $100k OPAI & WP + $25k AG Elite WL w/ WP Monthly Premium $73.08 $ $16.08 $ $16.08 New Effect on Premium vs Stand-Alone Option with AG $75.19 ($ $ $1.81 for dropping GIO on Base Policy) $76.36 ($ $ $1.81 for dropping GIO on Base Policy AG GIO Refund $543.75 Cumulative Total of Future Options/ Contingent Options $350,000 $900,000 (save Age 25 option by Age 24) Marriage & Stork Options None Available Available + Separation from Service Option Starting on the left we have the option of sticking with AG. At Age 25 our client would have a 5x multiplier on her $25k GIO Rider meaning she could get up to $125k of additional coverage. This would come at a cost of $73.08 per month, would get her a GIO Refund of $ and would allow for to have future cumulative options on her base policy of $350,000 but no Marriage & Stork options. Regarding the GIO Refund, don’t forget that if you take an option, all prior GIO Rider premiums paid are refunded! This is a big deal especially on the first option on what was a juvenile policy in which the rider may have been paid for over a 20+ year period (hence the nice size refund here). Future options will only return 3 years worth of rider premiums and if the Age 25 option is not taken then at 28 you only get the previous 3 years not all prior years so this is important to remember. That being said, in order to get the full GIO refund one does not have to take the full option of $125k! All that is required is that you take at least a 1x multiple which in this instance would be $25k. So what if instead of taking $125k with AG, we instead took $25k with AG & took out $100k with $100k OPAI Rider & WP Rider with either Trans Premier or Liberty National and dropped the GIO Rider on the Base AG Policy? If we did so with Trans Premier the total premium would come in at $2 more per month than $ HOWEVER, we gain the following advantages for that $2 extra per month: We still get the refund check from AG of $ for taking the $25k minimum option. By purchasing a $100k OPAI Rider with Trans Premier and dropping the GIO Rider on the AG base policy we gain $550,000 in potential future guaranteed insurability through normal options & contingent options for a total of $900k (note that Trans Premier is age nearest so we still have our Age 25 option available almost immediately in this situation). We also gain Marriage & Stork options in addition to the options already mentioned! The same holds true for Liberty National! Liberty would be an additional $1 above Trans Premier but all the same benefits apply PLUS you gain the separation from service/retirement option if in the military and exercised before Age 45! These are all great benefits to pursuing a new policy with Trans Premier or Liberty National to better your client’s plan and along the way you get paid more as well. A true win-win again! (LET ME KNOW IF I NEED TO DROP THE COMP TALK ON THIS SLIDE AND LAST)

CASE STUDY…AGE 28 OPAI vs NEW WL
THE CLIENT Female Age 28 Current AG Elite Whole Life Policy for $25k with $25k GIO & WP Rider Upcoming option Available Client is a healthy non-smoker This line of thinking doesn’t just apply to the Age 25 GIO Option however. In fact it applies even more so at Ages 28 and above when options become available. This is because the refund of rider premiums on AG for an option taken only applies to the years in between options. This means the Age 25 option, from a refund perspective, is by far the most important but the other options will only provide a refunds of up to 3 years of rider premiums. Therefore in many of these instances you would turn down the option with AG all together, drop the base GIO rider and take a new policy with Liberty National or Transamerica instead. Here we have a 28 year old female with a $25k policy and $25k GIO Rider (WP Rider as well). She has an upcoming option available and is a healthy non-smoker.

The COMPARISON… $100k AG Elite WL 2 w/ WP & Keeping Base GIO
$100k Trans Premier QWL w/ $100k OPAI & WP $100k Liberty National WL w/ $100k OPAI & WP Monthly Premium $66.31 $72.09 $73.17 New Effect on Premium vs Stand-Alone Option with AG $72.09 total premium ($3.92 more*) *($ $1.86 = $70.23 for dropping GIO on Base Policy) $73.17 total premium ($5.00 more*) *($ $1.86 = $71.31 for dropping GIO on Base Policy) AG GIO Refund $66.75 $0 Cumulative Total of Future Options/ Contingent Options $250,000 $700,000 Marriage & Stork Options None Available Available + Separation from Service Option If we chose to take the AG option of $100k (4x multiple) with WP then it would come in at a cost of $66.31 per month, would provide a $66.75 refund and we would have future cumulative options on the base policy of $250k. If we instead were to purchase a $100k Liberty or Trans Premier WL policy with WP Rider and add a $100k OPAI Rider as well then the cost would be more but only $3.92-$5.00 more per month. This by itself doesn’t sound great but if we didn’t add OPAI then either option would be less than AG. We add OPAI however because of the future guaranteed insurability it can provide when compared to future options on the AG Base Policy. Trans Premier & Liberty would offer up to $700k in future options and contingent options and in addition would offer up the potential for marriage and stork options as well as a Separation option with Liberty!

Finding GIO Rider and Refund Using AG’s E-station
Annual GIO Rider Cost $22.25 Monthly Rider Cost Annual Cost ($22.25) X .0834 $1.855 (Round to $1.86) OPAI Policy Year (2017) – Issued Policy Year (1993) = 24 Years $22.25 X 24 (Years) = $534.00

CASE STUDY…AGE 25 CTR vs NEW WL
THE CLIENT Female Age 24 Child Rider Conversion coming up at Age 25 $10k Child Rider Issue Age WILL BE 25 (no opportunity to 24) Client is a healthy non-smoker Our last case study in regards to AG focuses on a Child Term Rider Conversion vs as GIO Option. Here we have a 24 year old female who is coming up on the last chance to convert a CTR on her father’s policy to a WL policy of her own. The CTR rider is for $10k and the issue age will have to be Age 25 in this instance. The client is once again a healthy non-smoker.

THE COMPARISON… $50k AG Elite WL 2 w/ WP
$50k Trans Premier QWL w/ $50k OPAI & WP $50k Liberty National WL w/ $50k OPAI & WP Monthly Premium $29.70 $30.92 $31.38 New Effect on Premium vs Stand-Alone Option with AG $30.92 total premium ($1.22 more) ($1.68 more) Cumulative Total of Future Options/ Contingent Options $0 $450,000 (save Age 25 option by Age 24) Age, Marriage & Stork OPAI Options None Available Available + Separation from Service Option If our female were to take the 5x multiple on our $10k CTR then she could get $50k in AG Elite WL 2 with Waiver of Premier. OPAI could not be added. This would come in at a cost of $29.70 per month but would provide no future guaranteed insurability. If we instead took out a $50k with $50k OPAI & WP Riders policy with either Liberty or Trans we could get the same amount of coverage today for $1.22-$1.68 more per month BUT build in up to $450k in future guaranteed insurability + marriage, stork and separation from service (Liberty only) options through the added OPAI Rider!

THE COMPARISON… $50k AG Elite WL 2 w/ WP (Max Available is $50k)
$100k Trans Premier QWL w/ $100k OPAI & WP $100k Liberty National WL w/ $100k OPAI & WP Monthly Premium $29.70 $60.92 $62.09 New Effect on Premium vs Stand-Alone Option with AG $60.92 total premium ($31.22 more) ($32.39 more) Cumulative Total of Future Options/ Contingent Options $0 $900,000 (save Age 25 option by Age 24) Marriage & Stork Options None Available Available + Separation from Service Option In this situation though the client likely has a larger need than just $50k and why stop at $50k OPAI! Here are the numbers if we were to do $100k with $100k OPAI instead. While double the price we also have now established a solid foundation of WL with room to add for our client’s future! This wraps up our OPAI section that speaks to the value that OPAI can add to one’s Risk Management Plan throughout their military career. We now want to fast forward to retirement and speak to how life insurance plays a role the decisions one makes when retiring from the military…

The importance of underwriting
UW The importance of underwriting

Underwriting Case study #1…
Female / DOB: 12/10/1986 $100k Whole Life w / $50K OPAI Underwriting: 3 speeding tickets & an accident in 2010 Diagnosed w/ Polycystic Ovarian Age 16: 2 Ovarian Cysts removed2007 On Birth Control to regulate hormones Urinary Tract Infection & possible Interstitial Cystitis History of Situational Depression & Anxiety. Cleared in 2011 and no longer on meds. Binanary Colic, Migraines & lower back pain Our last case study in regards to AG focuses on a Child Term Rider Conversion vs as GIO Option. Here we have a 24 year old female who is coming up on the last chance to convert a CTR on her father’s policy to a WL policy of her own. The CTR rider is for $10k and the issue age will have to be Age 25 in this instance. The client is once again a healthy non-smoker.

Case study #1 RESULTS… Rates Quoted by Other Carriers
Company 1Table 4 NT Company 2 Table 4 NT Company 3Table 2 NT Company 4 Standard NT Our last case study in regards to AG focuses on a Child Term Rider Conversion vs as GIO Option. Here we have a 24 year old female who is coming up on the last chance to convert a CTR on her father’s policy to a WL policy of her own. The CTR rider is for $10k and the issue age will have to be Age 25 in this instance. The client is once again a healthy non-smoker.

Underwriting Case study #2…
Male / DOB: 10/29/1968 $250,000 Permanent Coverage & $1,750, Year LT to replace $2,000,000 of expiring term with New York Life. Underwriting Diabetic with A1C Score of 6.7 Glucose Score of 136 Albumin/Globulin Score of 2.4 Triglycerides – 328 Cholesterol of 6.58 Chewing Tobacco (positive for nicotine – 8.437) Our last case study in regards to AG focuses on a Child Term Rider Conversion vs as GIO Option. Here we have a 24 year old female who is coming up on the last chance to convert a CTR on her father’s policy to a WL policy of her own. The CTR rider is for $10k and the issue age will have to be Age 25 in this instance. The client is once again a healthy non-smoker.

Case study #2 RESULTS… Other companies expected Table F & Smoker Rates
One company offered Table C & Standard Non-Smoker Rates. This company offers a table shave program under age 70. Table A-C ratings on a permanent insurance policy would receive a standard rating class. Our last case study in regards to AG focuses on a Child Term Rider Conversion vs as GIO Option. Here we have a 24 year old female who is coming up on the last chance to convert a CTR on her father’s policy to a WL policy of her own. The CTR rider is for $10k and the issue age will have to be Age 25 in this instance. The client is once again a healthy non-smoker.

624-e Underwriting expectations form…
For Advisor Use Only

624-e Underwriting expectations form…
CompEdge also has underwriting questions for several other chronic conditions. If you’re not sure, check with us to see if we have questions on a specific disease. If we do you we will send you the questions and the blank page of the 624-E is where you will write those questions and answers. This page is for details on your clients underwriting issue. The MORE information you provide an underwriter up front the more accurate the estimated rating will be! For Advisor Use Only

660-e Underwriting prep sheet…
This form is out there to help you find out your clients health risks prior to your appointment. For Advisor Use Only

THANKS This brings us to the conclusion of our time together today. I think you for allowing us to walk you through “Life” in the Military and hopefully everyone came away with at least 1 idea that can be applied to your business when you get back home. Thanks and have a great day! Phone: For Advisor Use Only

DIVISION OFFICE MANAGER TRAINING

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