1. indexed UL sales: Tools to help you manage in-force policy performance
Mastering your
indexed UL sales: Tools to help you manage in-force policy performance
Insurance products are issued by: John Hancock Life Insurance Company (U.S.A.), Boston, MA (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY
LIFE MLINY /19
For Agent Use Only. This material may not be used with the public.

2. Three tools to help manage performance from John Hancock
Annual Statement
Tracks the actual return over time for the various index accounts, to be sure these accounts have performed as illustrated
Annual Performance Summary
Detailed snapshot of actual policy performance compared to illustrated performance
LifeTrack Billing
Industry-first solution designed to keep your clients’ policies on track to meet their coverage objectives
With all the moving parts for illustrating IUL, it’s important to be able to service these policies correctly, so let’s look at how we can help with that. We offer three services that can help a client track performance and future changes for their policy to ensure it performs as illustrated. John Hancock offers three services that can help a client track performance and future changes for their policy to ensure it performs as illustrated.
For Agent Use Only. This material may not be used with the public.

3. Annual statement Annual Statements
Annual statements are great tools provided annually to both the agents and the clients to understand how their policies have performed since inception and over the last 12 months. These statements will also provide a detailed breakdown of current policy value allocation among available indexed accounts, interest earned in each of the matured segment, information around any opened segments, prevailing and historical crediting rate on the fixed account, and any policy loans that might be borrowed against the policies
This is a sample statement for discussion purposes only. Values are not guaranteed and certain assumptions are subject to change by the insurer. Actual results may be more or less favorable. Past performance does not indicate future results.
For Agent Use Only. This material may not be used with the public.

4. Annual performance summary
SAMPLE
Annual performance summary
Annual Performance Summary is another great tool that allows you and your client to compare current policy performance against original illustration. On an annual basis, John Hancock will provide a one page summary that compares current death benefit against illustrated death benefit, current premium against illustrated premium, and current policy value against illustrated policy value.
By comparing these key data points overtime, you and your client can have a quick pulse check on the policy and discuss if a new financial strategy is needed in order to achieve the desired financial objective.
Additionally, John Hancock’s Annual Performance Summary provides friendly reminder of key policy changes assumed in original illustration. For example, if you assumed a Face Amount Reduction in Year 8, we will put such information on the Annual Performance Summary. That way you will always remember what you need to do down the road.
This is a sample performance summary for discussion purposes only. Values are not guaranteed and certain assumptions are subject to change by the insurer. Actual results may be more or less favorable. Past performance does not indicate future results.
For Agent Use Only. This material may not be used with the public.

5. LifeTrack billing
Male, 45, Protection IUL, Best Class, $1 million DB, using LifeTrack premium solve to endow at lifetime, run in the Capped Account assuming 0% in year 6 and 6.12% in all other years.
Lifetrack Billing
Lifetrack billing is another industry-first solution that is designed to keep your clients’ policies on track to meet their coverage objectives. When the complementary Lifetrack is elected at or post issue, LifeTrack will adjust the billed premium up or down based on actual policy performance (such as interest earned, premium paid, vitality status earned, etc.) and updated assumptions about the future. By adjusting the premium on annual basis, the policy holder will have a much higher chance of achieving their financial objective.
Lifetrack works particularly well for all the premium solve cases.
You can choose Lifetrack with or without selecting Vitality Plus.
Let’s take a look how it actually works. Here we have an illustrated example where we assume an interest rate of 0% in year 6.
Artificially put in a 0% rate of return to reflect an economic downturn scenario
For Agent Use Only. This material may not be used with the public.

6. LifeTrack billing
Male, 45, Protection IUL, Best Class, $1 million DB, using LifeTrack premium solve to endow at lifetime, run in the Capped Account assuming 0% in year 6 and 6.12% in all other years.
If we use a LifeTrack solve we can keep this policy on track with a slight increase in the premium. By reacting early and pay more premium early on to make out market underperformance, the policy has a much smaller chance of lapsing and will have a much higher chance of achieve its original objective. By the way, if interest rates are better than expected we could also see that premium go down and still accomplish the client’s goal.
Premium increased slightly to offset the market underperformance in this illustrated example
The data shown is taken from an illustration. Values are not guaranteed and certain assumptions are subject to change by the insurer. Actual results may be more or less favorable.
For Agent Use Only. This material may not be used with the public.

7. The John Hancock advantage
Customize the policy with unique living benefit riders to provide more value and differentiate yourself
State-of-the art Illustration software: 
E-tool and calculators: John Hancock Needs Analysis Calculator &
Interactive Rate Calculator
Comprehensive marketing materials
Go to new “JH IUL Academy” at JHSaleshub.com/IUL to get started today!
Now we’ve gone over how to understand IUL both at a basic and advanced level, how to illustrate across carriers who may have different defaults for running these quotes, and also how to help service the policies post issue. It’s time to get your IUL diploma and turn to John Hancock to increase your sales in this growing life insurance market!
Go to < to access out <IUL Academy> and mastering your IUL sales and start selling JH IUL today!
For Agent Use Only. This material may not be used with the public.

8. Paying a premium amount that differs from an originally illustrated amount could reduce the duration of the policy's Death Benefit Protection feature or impact other features of the policy. Insurance policies and/or associated riders and features may not be available in all states. Some riders may have additional fees and expenses associated with them.
Standard & Poor’s®, S&P®, S&P 500®, Standard & Poor’s 500 and 500 are trademarks of Standard and Poor’s Financial Services LLC, a subsidiary of The McGraw-Hill Companies, Inc. Hang Seng® Index is a trademark of Hang Seng Data Services Limited. John Hancock has been licensed to use the trademarks of S&P and Hang Seng Index (collectively, the “Indices”). Products are not sponsored, endorsed, sold or promoted by the licensors of the indices and they make no representation regarding the advisability of purchasing products. You cannot invest directly in the Indices.
Loans and withdrawals will reduce the death benefit and the cash surrender value, and may cause the policy to lapse. Lapse or surrender of a policy with a loan may cause the recognition of taxable income. Withdrawals in excess of the cost basis (premiums paid) will be subject to tax and certain withdrawals within the first 15 years may be subject to recapture tax. Additionally, policies classified as Modified Endowment Contracts may be subject to tax when a loan or withdrawal is made. A federal tax penalty of 10% may also apply if the loan or withdrawal is taken prior to age 59½. Cash value available for loans and withdrawals may be more or less than originally invested. Withdrawals are available after the first policy year.
Guaranteed product features are dependent upon minimum premium requirements and the claims-paying ability of the issuer.
Insurance products are issued by John Hancock Life Insurance Company (U.S.A.), Boston, MA (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY
For Agent Use Only. This material may not be used with the public.