1. For Agent Use Only. Not to be used with the public. Avocations Maintaining our Competitiveness Sue Haviland, CLU, ChFC, FALU Managing Senior Underwriting Director Insurance products are issued by: John Hancock Life Insurance Company (U.S.A.), Boston, MA 02116 (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY 10595. © 2013 John Hancock. All rights reserved. MLINY051313080

2. For agent use only. Not to be used with the public. 2 of 20 Agenda Approach to Avocations Mountain Climbing Scuba Diving Aviation Motor Vehicle Racing Avocation Questionnaire Questions

3. For agent use only. Not to be used with the public. 3 of 20 Our Approach to Avocations Staying abreast of changes in avocations, e.g., new activities, popularity of various avocations, etc. Maintaining our competitiveness Adjusting our underwriting guidelines to address safety improvements, experience, industry trends

4. For agent use only. Not to be used with the public. 4 of 20 What’s New? Recently made changes to: –Mountain Climbing –Scuba Diving –Aviation –Motor Vehicle Racing

5. For agent use only. Not to be used with the public. 5 of 20 Mountain Climbing New guidelines: –Rock climbing any difficulty: Possible Standard, to Yosemite Decimal System (YDS) class 5.9 –Ice/snow climbing: Reduced ratings in North America –Cliff and rope climbing: In several categories over 100 feet, possible Standard to YDS class 5

6. For agent use only. Not to be used with the public. 6 of 20 Mountain Climbing (cont’d) Continued improvements: –More competitive guidelines in some areas –Shift in the underwriting focus more to elevation and difficulty including climbing grades, locations, peak elevations –Consider health and other co-morbid risks

7. For agent use only. Not to be used with the public. 7 of 20 Case Study #1 38-year-old female $2,000,000 VUL Medically Super Preferred Climbing for 20 years Plans to attempt Mt. Rainier this year Member of climbing club Attempts one climb every 2 years How do we now see?

8. For agent use only. Not to be used with the public. 8 of 20 Case Study #1 (cont’d) Mt. Rainier – 14,411 feet YDS – 5.8 Preferred, with a $3.50 per thousand flat extra

9. For agent use only. Not to be used with the public. 9 of 20 Scuba Diving Now possible Standard to greater depths Improved ratings for wreck diving for divers who do not penetrate the wreck Added a “free diving” category to reflect this growing sport Technical diving is now more accurately stratified, resulting in lower ratings for some divers and higher for others

10. For agent use only. Not to be used with the public. 10 of 20 SCUBA (cont’d) Experience counts To better reflect mortality risk, John Hancock’s approach now driven by certification rather than by focusing primarily on depth Also recognizing “vacation only” participation

11. For agent use only. Not to be used with the public. 11 of 20 Case Study #2 56-year-old male $5,000,000 Term Medically Preferred Certification – Advanced Open Water Diver Belongs to diving club Dives per year – 35, maximum depth 65 ft. Participates in night diving and non-penetration wreck diving How do we now see?

12. For agent use only. Not to be used with the public. 12 of 20 Case Study #2 (cont’d) Medically Preferred Would not rate for scuba diving avocation

13. For agent use only. Not to be used with the public. 13 of 20 Aviation For student pilots, possible Preferred with flat extra for aviation, if regular criteria are met Super Preferred with an aviation exclusion Ages 21-74 Consideration given to co-morbid medical and non-medical risks that may impact ultimate underwriting decision Our guidelines now reflect industry approach to aviation risk while still maintaining our competitive position

14. For agent use only. Not to be used with the public. 14 of 20 Case Study #3 48-year-old male $2,500,000 UL Medically Preferred due to cholesterol levels Airplane – Cessna 172 Student Pilot – 50 hours of instruction Clean MVR, no CAD, CVA How do we now see?

15. For agent use only. Not to be used with the public. 15 of 20 Case Study #3 (cont’d) We would offer Preferred with a $3.00 flat extra per thousand

16. For agent use only. Not to be used with the public. 16 of 20 Motor Vehicle Racing Updated guidelines to more accurately reflect mortality Examples of safety improvements: –Track safety – better barriers, expanded run-off areas and increased regulations –Driver safety – e.g., HANS (Hand and Neck Support) device, 5/6 point harnesses, fire suppression, etc. –Car design – crumple zones, fuel cells, seats, roll cages

17. For agent use only. Not to be used with the public. 17 of 20 Case Study #4 41-year-old male $5,000,000 of UL Medically Preferred due to family history Avocation Questionnaire Member – Sports Car Club of America (SCCA) Amateur – 8 race weekends yearly Closed course – max speed 90 mph, average 52 mph Car – Sports 2000 How do we now see?

18. For agent use only. Not to be used with the public. 18 of 20 Case Study #4 (cont’d) We would now offer Preferred with no flat extra Previously $2.50 per thousand flat extra

19. For agent use only. Not to be used with the public. 19 of 20 Avocation Questionnaire

20. For agent use only. Not to be used with the public. 20 of 20 Questions?