1. Introduction to Individual Disability Insurance
Presenter’s name
The presenter’s title goes on this line
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2. Edward Jones Code of Conduct
Principal is a sponsor of this Regional Meeting. We have contributed a fee to help defer some of the costs of the meeting. Our sponsorship of this regional meeting creates a conflict of interest to the extent that you consider the sponsorship in rendering advice to your clients regarding disability insurance products. As a result, you CANNOT consider Principal's sponsorship in determining which products to recommend to your clients.
Edward Jones Reasonable Access
You are prohibited from recommending our disability insurance products to customers based on incentives provided to this firm and its financial advisors.
DI8833EJ | 10/2015
For producer information only. Not for use with consumers or the public.

3. Insurance from Principal® is issued by Principal National Life Insurance Company (except in New York) and Principal Life Insurance Company, 711 High Street, Des Moines, IA
DI Retirement Security is issued as a non-cancelable, guaranteed renewable, individual disability income insurance policy. It is not a pension or retirement program or a substitute for such a program. DI Retirement Security is not available to anyone who is over insured based on Principal current Issue and Participation guidelines. It may not be available or the benefit amount may be reduced for certain occupations if there is existing DI coverage with lifetime benefits. Additional underwriting guidelines may apply.
This information is provided with the understanding that Principal® is not rendering legal, accounting, or tax advice. You should consult with appropriate counsel or other advisors on all matters pertaining to legal, tax, or accounting obligations and requirements.
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
No part of this presentation may be reproduced or used in any form or by any means, electronic or mechanical, including photocopying or recording, or by any information storage and retrieval system, without prior written permission from Principal®.
Not a Deposit | Not FDIC or NCUA Insured | No Bank or Credit Union Guarantee | May Lose Value | Not Insured by any Federal Government Agency
Principal, Principal and symbol design and Principal Financial Group are trademarks and service marks of Principal Financial Services, Inc., a member of the Principal Financial Group.
DI8833 | 10/2015
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4. Help clients build a solid financial foundation
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5. Top reasons to offer income protection
It’s your responsibility to discuss a complete risk protection strategy
It’s a great door opener
Upon a disability, it helps clients pay their bills – including any products they have with you
It helps diversify your offering
Solutions are available in sought-after markets
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6. Target market Who to look for Where to look Ages 30 to 55
Earn at least $40,000 per year
Have other risk and/or protection products with you
Work in occupations with little manual duties
Consider your natural markets
Ask current IDI clients to refer their friends
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7. Getting started
For producer information only. Not for use with consumers or the public.

8. Educational materials
DI2722
Educational materials
Product and program profiles
Total income protection series (TIPS)
Study group seminars and CE’s
Case studies
JJ1674
JJ2076
For producer information only. Not for use with consumers or the public.

9. Overcoming objections
I won’t need it
It’s not worth it
I’m already covered
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10. I won’t need it
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11. It’s not worth it
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12. I’m already covered
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13. Working together Life insurance Disability insurance
Offers a death benefit to help the people you care about most.
Offers a “living” benefit to help cover daily living expenses if you become too sick or hurt to work.
For producer information only. Not for use with consumers or the public.

14. Key terms
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15. The policy Definition of disability Rider
Helps determine whether or not you can receive benefit payments
A feature you can add to your policy to enhance or limit benefit payments.
For producer information only. Not for use with consumers or the public.

16. Timing Elimination period Benefit period
Often called a “waiting period,” it’s the number of days you have to wait before you receive monthly benefits after you become too sick or hurt to work.
This is how long you receive monthly benefits while you’re not able to work.
For producer information only. Not for use with consumers or the public.

17. Costs and benefits Premium Benefit amount
Like a bill, it’s what you pay for coverage while you’re healthy and working.
The money you receive each month, like a “paycheck”, to help replace your lost income when you’re unable to work.
For producer information only. Not for use with consumers or the public.

18. Consumer journey
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19. JJ1239
Awareness
Consumers with very little knowledge of disability insurance and the need for it. Use materials that provide a good overview of the concept in order to entice them to learn more about the product details.
JJ1151
JJ1907POD
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20. Consideration
They are aware of the need, but require additional information (e.g. product details, what are the steps in the application/underwriting process, etc.) Use real life examples to help explain different concepts or features.
JJ1507
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21. Decision
They are ready to review the illustration and make the purchase.
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22. Ongoing support
They have purchased at least one IDI solution from Principal, but they need to know that we will still be there for them if they ever need to adjust or use their policy.
JJ1379
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23. Comprehensive product offering
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24. Comprehensive Offering
NEED
SOLUTIONS
Income Protection
Individual Disability Income (DI)
Core Value Income ProtectionSM
Multi-Life DI / Employer Offerings
PERSONAL NEEDS
Retirement Savings
DI Retirement Security (DIRS)
Business Protection
Overhead Expense (OE)
Business Loan Protection rider1
Key Person Replacement (KPR)1
BUSINESS NEEDS
Exit Planning
Disability Buy-Out (DBO) 1 2 3 4
1 – Not approved in all states, go to: for more information. Not available in California.
For producer information only. Not for use with consumers or the public. 24

25. Individual DI Insurance
Objective: To help cover income in the event of a disability.
Benefits
Helps insure an individual can
Maintain current lifestyle without draining savings or business profits
Continue saving for retirement/future dreams
Provide for his/her family
For producer information only. Not for use with consumers or the public.

26. Core Value Income Protection
Objective: Provides a packaged offering for most 2A and 3A occupations1
Client Advantages
Competitively priced protection from a reputable carrier
Ability to provide for their family
Simplified underwriting process
1 This does not include registered nurses (RNs), court reporters, dental assistants, dental hygienists and dental lab technicians.
For producer information only. Not for use with consumers or the public.

27. DI Retirement Security
Objective: Helps clients continue saving for retirement in the event of a qualifying disability.
Benefits
Upon a qualifying disability, benefits are paid to an irrevocable trust to be accessed as retirement income.
Minimum income of $76,000 to qualify
Target market
Individuals who have maxed out traditional disability coverage
Individuals committed to saving for retirement
Employers who want to offer a comprehensive employee benefits package
For producer information only. Not for use with consumers or the public.

28. Overhead Expense Insurance
Objective: Reimburse a business owner for covered business expenses incurred during his/her disability.
Benefits
Helps insure a business can remain open and the owner can either:
Return to a financially sound business; or
Sell a business that has not depreciated because of the owner’s disability.
For producer information only. Not for use with consumers or the public.

29. Business Loan Protection
Objective: Reimburses owner for covered business-related loan obligations during a disability.
Benefits
Helps keep the business open and operating
Creates goodwill with customers, employees and creditors
Helps maintain business owner’s credit rating
For producer information only. Not for use with consumers or the public.

30. Key Person Replacement Insurance
Objective: Protect small- to medium-sized businesses from the loss of employees critical to the success of the business due to a total disability.
Benefits
Benefits can be used at the discretion of the employer.
Benefits generally received income tax-free.*
*If premiums are paid with post-tax dollars.
For producer information only. Not for use with consumers or the public.

31. Disability Buy-Out Insurance
Objective: Funds a buy-sell agreement; helps buy-out a disabled owner’s interest in the business in the event of a long-term disability.
Benefits
Benefits are income tax-free – the disabled owner is taxed only on the gain from the sale of the business.1
Provides a funding solution for the business.
1 Any portion of the payout that is structured as a non-compete or severance pay may be taxed differently. The gain may be considered an installment sale if at least one payment is received after the close of the tax year in which the sale was made.
For producer information only. Not for use with consumers or the public.

32. Multi-Life/Employer Offerings
Objective: Provide employers with solutions to reward and retain employees
Benefits
Dozens of ways to structure design
Solutions available for key employee and executive perks
Employer-paid, employee-paid or combination
Discounted premiums
For producer information only. Not for use with consumers or the public.

33. Multi-Life/Employer Offerings
PROGRAM
BENEFITS
DISCOUNTS
Fully Underwritten
Up to max issue and participation limits
20%: 3 or more lives required1
Simplified Multi-Life
Up to $6,000/month
Standard Issue (GSI)
Based on census and participating lives
20%: lives2
25%: lives
30%: 100+ lives
Fallback GSI
Initially up to max issue and participation limits
Fallback GSI offer based on census and participating lives
20%: 8-49 lives2
1 - Greater discount may be available based on number of lives. | or more lives required for physicians
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34. Service and support
For producer information only. Not for use with consumers or the public.

35. principal.com/dicares
Claims service
principal.com/dicares
For producer information only. Not for use with consumers or the public.

36. Business Owner Perks Business Owner Allowance Business Owner Program
Opportunity for business owners to qualify for up to $2,000 of additional Individual DI Insurance benefit.
Business Owner Program
Making it easier for business owners to qualify for our best rates
Motivation
Stability
Success
Size
For producer information only. Not for use with consumers or the public.

37. Simplified Underwriting
Maximum issue age
50 (64 for DI multi-life)
Fewer routine medical requirements
No blood, urine, exams, EKGs or APSs required.1
No income verification required for incomes
under $150,000 for Simplified DI or Simplified DI Multi-Life.2
Accelerated Turnaround
Once the application, any supplements and TeleApp interview is completed and received.
1- Unless a significant and undisclosed medical condition is reported by MIB, significant medical information is derived from the TeleApp, or any other disability coverage has been issued or applied for on a non-medical basis. Urine/HIV test is required in Maine. Prescription history check may be required for physicians. This is not a guaranteed issue program; applications could be rated, ridered or declined. Subject to Issue & Participation limits and minimum premium requirement. | 2 -Financial documentation may be required for certain occupations regardless of income. OE and DBO supplements must also be completed and received. Combined Simplified OE and Simplified DI benefits cannot exceed $10,000/month.
For producer information only. Not for use with consumers or the public.

38. Simplified Sales Programs
ROUTINE MEDICAL
APS/ EKGs
FINANCIALS
BENEFITS
Simplified DI No
No1
Required if income is above $150,000/year2
Up to $4,000/month3
Simplified Multi-Life
Up to $6,000/month3
Simplified OE
OE Statement and Part A of the application
Up to $10,000/month3
Simplified DBO
DBO Statement and Part A of the application
Up to $360,000 aggregate
1- Unless a significant and undisclosed medical condition is reported by MIB, significant medical information is derived from the TeleApp, or any other disability coverage has been issued or applied for on a non-medical basis. Urine/HIV test is required in Maine. Prescription history check may be required for physicians. This is not a guaranteed issue program; applications could be rated, ridered or declined. Subject to Issue & Participation limits and minimum premium requirement. | 2 -Financial documentation may be required for certain occupations regardless of income. OE and DBO supplements must also be completed and received Combined Simplified OE and Simplified DI benefits cannot exceed $10,000/month.
For producer information only. Not for use with consumers or the public.

39. For Producer Information Only. Not For Use In Sales Situations.
ePay is available!
Clients can now pay for disability policies online at (no login required!):
In just over a month … 650 polices paid for online resulting in $1 million of premium.
For Producer Information Only. Not For Use In Sales Situations.

40. principal.com/edwardjones
Marketing support
We have it all:
Testimonials s
Presentations
Videos
Fliers
Much more
principal.com/edwardjones
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41. Thank you
Contact information
DI   | 10/2016  |  ©2016 Principal Financial Services, Inc.
For producer information only. Not for use with consumers or the public.