1. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. DI 1355 7/12 Guaranteed Standard Issue (GSI) Disability Income GSI 101 – All You Need to Get Started Selling GSI

2. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Disability Income insurance (Forms 4501NC, 4502GR and 4503BOE) is issued by Ameritas Life Insurance Corp. in approved states. In New York, Disability Income insurance (Forms 5501-NC, 5502-GR and 5503- BOE) is issued by Ameritas Life Insurance Corp. of New York. When implementing a GSI program, you should always advise your clients to speak with an attorney to determine if there are ERISA issues. This information is provided by Ameritas Life Insurance Corp. (not licensed in New York) and Ameritas Life Insurance Corp. of New York. Each company is solely responsible for its own financial condition and contractual obligations. For more information about Ameritas®, visit ameritas.com Ameritas DI ® is a registered service mark of Ameritas Holding Company. Ameritas® is a registered service mark of Ameritas Mutual Holding Company. ©2012 Ameritas Mutual Holding Company Disclosures

3. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Agenda What is Guaranteed Standard Issue (GSI)? Why sell GSI? Who is a good GSI prospect? GSI Highlights Plan Design Guidelines Product How to submit a request for proposal (RFP) GSI sales support team services Q & A

4. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. What is GSI? Not a product, but a streamlined underwriting process Applicants who pass the gatekeeper questions will be issued a standard policy with no medical exclusions or ratings Gatekeeper questions: Missed work due to injury or illness in past 6 months? Ever experienced specified losses (sight, hearing, speech, two limbs)? Employer-sponsored multi-life plan Employer-employee relationship – 1099 possible Individual policies are discounted using unisex rates

5. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. What is GSI? GSI is an executive/white collar benefit targeting occupation classes 6A, 5A, 4A and 3A Medical professionals not eligible Special program for medical residents GSI plan can supplement Group LTD or stand alone Plan design at the group level – can vary by class

6. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Why GSI? Your clients need it Threat of disability is real Group LTD may not be adequate Everyone wins: Employer-Employee-You “Multiple policies – Minimal underwriting” means more premium with less time invested Cross-selling opportunities with key employees Writing agent commissions are vested for 10 years – No Agent of Record take-over

7. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Objections to Selling Individual DI Insurance Expensive Detailed financial documentation Extensive medical underwriting Too many choices - confusing

8. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. GSI answers objections Expensive Detailed financial documentation Extensive medical underwriting Too many choices Permanently discounted premiums Census-only financial documentation Gatekeeper questions Plan design done at the group level

9. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. LTD Shortfall Base Annual Income Total Income with Bonus Gross Monthly LTD Benefit Net Monthly LTD Benefit* % Net Income Replaced* $100,000$125,000$5,000$3,75048% $130,000$160,000$6,000$4,50045% $180,000$230,000$6,000$4,50031% $240,000$300,000$6,000$4,50024% Consider this common example: employer-paid Group LTD plan covers 60% of base income to a maximum of $6,000. The benefit is taxable. * Tax bracket assumptions: 25%

10. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. GSI is Beneficial for Employers Important perk for key employees Attract/retain talent, increase employee job satisfaction and productivity Great flexibility: Paid by company, employee or both (cost-share) Different levels of coverage by class Deductible business expense for employer-paid premiums (applies to non-owner premiums) Fixed expense - Noncancelable option guarantees level premium Voluntary plan - additional benefit offered with no additional cost to the employer

11. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. GSI is Beneficial for Employees GSI Underwriting means: No exams or labs Short-form application Gatekeeper questions: actively at work, presumptive loss of use Applicants who satisfactorily answer gatekeeper questions will be issued a standard policy Streamlined financial underwriting – census from employer for GSI amount and up to $5,000 of monthly benefit above GSI level

12. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. GSI is Beneficial for Employees Employer-PaidVoluntaryDiscount 5-9 lives10-49 eligible15% 10-49 lives50-149 eligible20% 50-99 lives150-299 eligible25% 100+ lives300+ eligible30% Permanently discounted, unisex rates

13. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. GSI is Beneficial for Employees Better disability income insurance policy compared to Group LTD Stronger provisions No offsets Individually owned Fully portable Higher income protection with GSI LTD maximum benefit for highly compensated often not enough – reverse discrimination GSI covers total comp vs.. base salary only (most LTD plans) Most LTD plans employer paid – benefits taxable

14. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. GSI is Beneficial for the Producer GSI makes your life easier…multiple contracts with minimal underwriting Great cross-selling opportunities with high earners Effective use of your time - favorable rate of return on time invested Strong commissions 40% to 30% FYC - based on case size 10% renewals 2 - 5% renewal bonus – based on in-force premium and persistency You are 100% vested – no threat of losing commissions to Agent of Record letter

15. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. A Closer Look at Producer Compensation Write 3 cases with 5 lives per year: $54,651 cumulative commission possible at end of 5 years $203, 868 cumulative commission possible at end of 10 years Write 3 cases with 10 lives per year: $176,185 cumulative commission possible at end of 5 years $623,386 cumulative commission possible at end of 10 years Write 2 cases with 20 lives per year: $394,372 cumulative commission possible at end of 5 years $1,389,153 cumulative commission possible at end of 10 years

16. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Marketing Opportunity Individual DI Insurance Market Penetration by Profession Source: UnumProvident; The Guide of Understanding the Life Insurance Industry Banc of America Securities Inc. 2001

17. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. How to Identify a Good GSI Prospect 6A-3A occupational classes Executive carve-outs in blue/grey-collar industries $75,000+ incomes LTD plan does not fully cover highly compensated Financially stable company/industry Average age less than 50 Male/Female ratio – 60/40 Employer Offers other employee benefits Supportive of marketing plan/endorses GSI plan Group meetings and access to contact employees

18. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. How to Indentify a Good GSI Prospect Demographic Ideal CaseDifficult Case Occupation Class15+ Execs< 5 Execs Gender> 70% Male< 50% Male AgesAvg Age < 50/ no 60’sAvg Age >50/10% + 60 Office Locations1 Location/1 stateMultiple States Group LTD60% or less; taxable60% Tax Free / 70% Taxable Covered EarningsLTD Base onlyLTD all sources Source of EarningsW-2, Bonus & CommissionsHigh fluctuation Income Ranges$75k+, above LTD cap$50k-, within LTD cap Business Stability5 yrs + in business< 2 yrs or seasonal

19. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Plan Design Highlights Employer pay Minimum - 5 eligible lives Participation required - 100% GSI 5-9 lives - up to $2,500 10+ lives - up to $8,000 Voluntary Minimum – 10 eligible lives Participation required - Greater of 10 enrolled lives or 25% GSI – up to $5,000, based on size and demographics of group Core/Buy-up Employer pay core - 100% participation Voluntary buy-up - Participation varies (10-25%) based on plan design

20. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. GSI Guidelines If combined with Group LTD: Executive class carved out of LTD; or Traditional combo with LTD base + IDI on top; or Reverse combo with IDI base + LTD on top Full range of own occupation definitions available on 10+ cases Riders and options available (varies by state): Noncancelable or Guaranteed Renewable 90, 180, 365 EP / 2, 5, 10 years, age 65, 67, 70 BP Residual, COLA, CAT, SIS (if no LTD) Employer paid / 21+ lives No limitation on Mental/Nervous/Drug/Alcohol conditions

21. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Product Highlights Noncancelable (NC) or Guaranteed Renewable (GR) options 3 Definitions of Total Disability* (including True Own Occupation) Unlimited MNDA – Employer pay 21+ lives Basic Residual or Enhanced Residual Good Health* Nondisabling Injury* COBRA Premium* Presumptive Total Disability Survivor* Rehabilitation Catastrophic Disability Rider* COLA Rider - 3% Simple or 6% Compounded No FIO (except Medical Residency program) *Subject to state variations

22. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. GSI/Focus 10 Combo Plan Employer groups of 5 -19 employees Employer paid, 100% participation Employee owned Up to $4,000 monthly GSI Benefit Focus 10 Life Benefit: 5 – 9 employees - $100,000 10 – 19 employees – Choice of $100,000 or $150,000 (or combo of both) Consolidated monthly bill Only a census is needed for a quote

23. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. How to Request a Proposal Complete one page RFP form Includes all the information we need to consider a GSI offer Submit census (Excel) Employee name Gender DOB Occupation or Job Title Income (base and bonus separated) Location

24. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Regional DI-GSI Wholesale Directors Extension of the DI Product Management Department Our combined individual DI insurance and group LTD expertise is extensive We are committed and ready to support and equip producers to sell GSI business

25. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. GSI Sales Support and Expertise We make it easy for you! Prepare proposals Formal offer letter Detailed premium and benefit summary Competitive analysis Consultation on plan design Pre-filled applications Customized enrollment packets Employer and employee meetings with PowerPoint presentations We walk you through GSI process step-by-step

26. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Disability Income Regional Wholesale Directors ND SD NE KS OK TX MN IA IL IN WI MI MS WA ORID MT WY CA NV UT CO AZ NM AK OH VA TN NC SC GA AL FL LA PA HI NY ME VT NH MA RI CT NJ DE MD WV KY MO AR DC Northeast Region 2842 Main St., PMB 335 Glastonbury, CT 06033 PH: 860-291-9400, Fax 860-291-9436 Debra Guerard, DI Wholesale Director dguerard@ameritas.com Mary McKeever, Sales Support Manager mmckeever@ameritas.com Central Region 200 NE Missouri Rd., Suite 200 Lee Summit, MO 64086 Ph: 816-251-4515, Fax: 816- 251-4599 Tim O'Rourke, DI Wholesale Director torourke@ameritas.com Mary McKeever, Sales Support Manager mmckeever@ameritas.com Southern Region 549 E. Sandy Lake Rd., Suite 100 Coppell, TX 75019 Ph: 972-393-3070, Fax: 972-304-3076 Mike Evans, DI Wholesale Director mevans@ameritas.com Mary McKeever, Sales Support Manager mmckeever@ameritas.com Western Region 10117 SE Sunnyside Rd., Suite F521 Clackamas, OR 97015 Ph: 503-427-1717 Laura Leung, DI Wholesale Director lleung@ameritas.com Mary McKeever, Sales Support Manager mmckeever@ameritas.com

27. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Questions?

28. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Key Contacts Your Agency or Brokerage Manager Your Regional DI Wholesale Office Your Ameritas Sales Development team The DI Product Management team