1. Disability Income Choice Portfolio
That Works for Me

2. Agenda What’s New Why Sell Our DI Products?
Which One Works for Your Client?
Benefits & Definitions
Product Summary
Rates/Competitiveness
Scenarios
Marketing
Winflex

3. What’s New Choice of 4 product offerings:
Short-Term Accident Only
Short-Term Accident/Sickness
Long-Term Accident/Sickness
Business Operating Expense
One application for all products
Portfolio of products that works in practically any DI sales scenario
3 individual products that range from
simple design
limited benefits
Express/simplified underwriting To
sophisticated design
higher benefits
full underwriting
With a business operating expense product . . .
. . . all together on a single application for maximum convenience

4. Disability Income Choice Portfolio
Why Sell Our Products?

5. Product Design Portfolio of products fits almost any DI sales scenario
Flexible benefit options to tailor coverage to your clients’ needs
Single application for all products, including BOE
To Age 67 benefit period to support longer working lifetimes
Improved price competitiveness for long benefit periods and for females
No SIS (base coverage only) on short-term versions
About SIS coverage (last bullet):
SIS coverage offsets with other forms of social insurance like SSDI, whereas base coverage does not. The ‘No SIS’ bullet means an agent doesn’t need to explain to a client what a SIS rider is and that they may not get the benefit listed on their policy schedule from us (it may be offset).
The base-only coverage is still priced competitively because the likelihood of someone qualifying for SSDI within two years of a disability is relatively small.
Base-only coverage helps make the short-term versions of the product exceedingly simple to understand and to explain to clients

6. Additional Benefits
Hospital confinement benefits rider up to $ (X2 ICU)
Critical Illness Benefits rider up to $25,000
Own Occupation Protection for Duration of Benefit Period
Preferential Rates:15% premium discounts for members of qualifying association group and self-employed individuals
Neither the hospital confinement rider nor the CI benefit rider require the insured to be disabled to receive the benefits.
Underwriting:
The hospital confinement rider will auto-issue with the DI base coverage.
The CI rider involves one additional family history question.
Our current product only allows up to 5-year own occupation protection. Extended own occ protection is a necessity in most professional markets.

7. Underwriting Accident Only (Off-The-Job)
Simplified application process and 48-hour Express Underwriting – benefits up to $5,000
Short-term Accident/Sickness (Off-The-Job)
48-hour Express Underwriting for benefits up to $3,000
Simplified Underwriting: $3,100 to $5,000
Long-term Accident/Sickness (24-Hour)
Full underwriting

8. Underwriting Updated Health Manual
Elimination of one-year wait for controlled high blood pressure
Expansion/Reformatting of Occupation Manual
Six occupation classes instead of only four, and 170 new occupations included
Lower income requirement for self-employed discount
Occupations are organized by major category and subcategory. For example, doctors, nurses, and dentists are all subcategories under ‘Health Care’ professions.

9. Medical Underwriting

10. Disability Income Choice Portfolio
Which One Works
for Your Client?

11. Short-Term Accident Only
Target Market:
Ages 25-55
Blue/Gray Collar
Household Income: $15,000 – $50,000
Self-employed
Singles

12. Short-Term Accident Only
Issue Ages: 18 – 61
Elimination Periods: 14, 30, 60 or 90 days
Benefit Periods: 3, 6, 12 and 24 months
Maximum Monthly Benefit Amount: $5,000
Payroll Deduction Available

13. Short-Term Accident Only
Renewability
Guaranteed renewable to age 67
Preferential Rates
15% Discount*
Association Group
Self-employed
No Comp Offset
*may vary by state

14. Short-Term Accident & Sickness
Target Market:
Ages 25 – 55
Blue/Gray Collar
Household Income: $25,000 – $75,000
Self-employed
Families

15. Short-Term Accident & Sickness
Issue Ages: 18 – 61
Elimination Periods: 14, 30, 60 or 90 days
Benefit Periods: 3, 6, 12 or 24 months
Maximum Monthly Benefit Amount: $5,000

16. Short-Term Accident & Sickness
Renewability
Guaranteed renewable to age 67
May continue to age 75 if Insured is working full-time
Preferential Rates
15% Discount*
Association Group
Self-employed
*may vary by state

17. Long-Term Accident and Sickness
Target Market:
Ages 35 – 55
White Collar/Professional
Household income: $50,000+
Mature Families

18. Long-Term Accident & Sickness
Issue Ages: 18 – 61
Elimination Periods: 60, 90, 180 or 365 days
Benefit Periods: 2, 5, 10 years and to age 67
Maximum Monthly Benefit Amount: $10,000 ($12,000 if SIS rider is added)

19. Long-Term Accident & Sickness
Renewability
Guaranteed renewable to age 67
May continue to age 75 if Insured is working full-time
Preferential Rates
15% Discount*
Association Group
Self-employed
*may vary by state

20. Disability Income Choice Portfolio
Policy Base Benefits

21. Total Disability Benefits
During and after elimination period, due to an injury that is not covered by workers compensation, Insured is:
Unable to perform duties of regular occupation
Not engaged in any occupation for wage or profit
Receiving regular medical care x
STAO
STAS
LTAS
Short-term Accident Only
Short-term Accident & Sickness
Long-term Accident & Sickness

22. Total Disability Benefits
During and after elimination period, due to an injury or sickness that is not covered by workers compensation, Insured is:
Unable to perform duties of regular occupation
Not engaged in any occupation for wage or profit
Receiving regular medical care
STAO x
STAS
LTAS

23. Total Disability Benefits
During the elimination period and during the first 24 months following the elimination period, due to injury or sickness, the Insured is:
Unable to perform duties of regular occupation
Not engaged in any occupation for wage or profit
Receiving regular medical care
After the first 24 months following the elimination period, due to sickness or injury, the Insured is:
Unable to perform duties of any occupation because of education, training or experience
STAO
STAS x
LTAS

24. Partial Disability Benefit
If an injury that is not covered by workers compensation prevents the Insured from performing duties of regular occupation for more than 50 percent of the time, the Insured must:
Be receiving regular medical care x
STAO
STAS
LTAS

25. Partial Disability Benefit
If an injury or sickness that is not covered by workers compensation prevents the Insured from performing duties of regular occupation for more than 50 percent of the time, the Insured must:
Be receiving regular medical care x
STAO
STAS
LTAS

26. Proportionate Disability Benefit
During the elimination period and during first 24 months following the elimination period, due to injury or sickness, the Insured must:
Be unable to perform duties of regular occupation
Have a loss of monthly income at least 20 percent of prior monthly income
Be receiving regular medical care
After the first 24 months following the elimination period, due to sickness or injury, the Insured must:
Be unable to perform duties of any occupation because of education, training or experience x
STAO
STAS
LTAS

27. Survivor Benefit & Waiver of Premium
Pays beneficiaries lump sum equal to three times total disability monthly benefit
Waiver of Premium
Waives premiums on policy and riders
Insured must be disabled for 90 days
Refunds any premiums paid during 90-day period x x x
STAO
STAS
LTAS

28. Recurrent Disability
If a related disability occurs within six months of return to full-time employment, or if an unrelated disability occurs within 30 days of return to full-time employment:
It is considered to be a recurrent disability.
A new elimination period will not need to be satisfied
The same benefit period will continue x x x
STAO
STAS
LTAS

29. Presumptive Total Disability
The Insured is presumed to be totally and permanently disabled if:
An injury results in complete and irrecoverable loss of:
Hearing, speech, sight, or use of both hands, both feet or one hand and one foot
Total disability benefits paid for full length of benefit period
Elimination period will be waived
Under the STAO, the loss of hearing, speech, sight must be caused by an injury, since this is accident-only coverage. x
STAO
STAS
LTAS

30. Presumptive Total Disability
The Insured is presumed to be totally and permanently disabled if:
Injury or sickness results in complete and irrecoverable loss of:
Hearing, speech, sight, or use of both hands, both feet or one hand and one foot
Total disability benefits paid for full length of benefit period
Elimination period will be waived
Under the STAS and LTAS, the loss of hearing, speech, sight may be caused by an injury or sickness. x x
STAO
STAS
LTAS

31. Terminal Illness Benefit
The Insured has the option to accelerate up to 12 months of disability benefits when diagnosed with a terminal illness
The policy terminates after this benefit is paid
We aren’t aware of any other carriers who offer this benefit. x x
STAO
STAS
LTAS

32. Transplant Donor Benefits
Benefits will be paid on the same basis as any other sickness if:
The Insured becomes disabled as the result of a transplant of part of his or her body to the body of another person x x
STAO
STAS
LTAS

33. Rehabilitation Benefit
If the Insured is disabled and receiving disability benefits, he or she may be eligible to receive vocational rehabilitation services at our expense. x x
STAO
STAS
LTAS

34. Disability Income Choice Portfolio
Optional Riders
All riders available at issue only. All riders terminate at age 67.

35. Hospital Confinement Accident Indemnity Benefits Rider
Pays DRB for each day the Insured is confined to a hospital due to an injury:
$125
$250
$350 or
$500
2 X DRB for ICU
Benefits payable even if not disabled
DRB = Daily Room Benefit x
STAO
STAS
LTAS

36. Hospital Confinement Indemnity Benefits Rider
Pays DRB for each day the Insured is confined to a hospital due to an injury or sickness (after the first day):
$125
$250
$350 or
$500
2 X DRB for ICU
Benefits payable even if not disabled x x
STAO
STAS
LTAS

37. Critical Illness Benefits Rider
When diagnosed with certain specific diseases, the Insured will be paid a lump sum of:
$5,000
$10,000
$15,000 or
$25,000
The Insured does not have to be disabled to get this benefit
Very affordable benefit – typically around 10% of the base benefit.
For simplicity, there are no partial payouts for this rider (non-life threatening cancer, coronary angioplasty, etc.) as there are on the stand-alone CI.
Can be positioned as a way to pay expenses during the elimination period, before the disability benefits commence. x x
STAO
STAS
LTAS

38. Critical Illness Insured Conditions
Alzheimer’s Disease
Blindness
Deafness
Heart Attack
Life-Threatening Cancer
Major Organ Transplant
Paralysis
Renal Failure
Stroke x x
STAO
STAS
LTAS

39. Return of Premium Benefit Rider
Maximum issue age: 57
Pays back either 50 or 80 percent of premiums minus claims paid*:
After 10 years
Does not include premiums for Critical Illness or Hospital Confinement riders
If the Insured dies or attains age 67 during a 10-year period, the company will pay a prorated share of the return of premium benefits
*Subject to state approval x x
STAO
STAS
LTAS

40. Social Insurance Supplement Benefits Rider
Pays a monthly benefit that is reduced dollar-for-dollar for other forms of social insurance such as
Social Security
worker's compensation, or any employer’s liability or occupational disease law
civil service and federal employee programs, including state-sponsored disability benefits
the Railroad Retirement Act.
Dollar-for-dollar offset, except in NY, where it’s all or none. x
STAO
STAS
LTAS

41. Future Insurability Option Rider
Maximum issue age: 51
Increases the Insured’s base monthly benefit as his or her income increases, regardless of changes in health status.
Maximum increase: 2X base benefit
Base monthly benefit may not exceed $10,000
Rider premium decreases upon exercise of benefit
Can be exercised once a year
Can increase up to 25% of original base each time
Third to Last bullet refers to the fact that the rider premium decreases upon exercise of the benefit. For example, if you have an FIO rider that will allow you to increase your base benefit by $6,000 and you exercise $2,000 worth, your rider premium going forward will reduce by 1/3 ($2,000 / $6,000) x
STAO
STAS
LTAS

42. Extended Own Occupation Disability Definition Amendment Rider
Extends the Insured’s own occupation disability protection past 24 months, to the duration of the benefit period.
Rider typically adds 10 – 20% to the premiums.
Available on new occupation classes 6A, 5A, 4A, and 3A only with additional restrictions for certain other professionals. x
STAO
STAS
LTAS

43. Extended Proportionate Disability Benefits Rider
Extends the maximum period for which proportionate disability benefits are payable past 24 months, to the duration of the benefit period.
Rider typically adds 6 – 7% to the premiums.
No occupational restrictions.
This rider would typically be sold in conjunction with the Extended Own Occ rider.
STAO x
STAS
LTAS

44. Cost of Living Adjustment Rider
Increases the Insured’s monthly benefit while disabled, so his or her benefits are not degraded by inflation
Monthly benefit will increase annually by the lesser of the percentage change in the CPI-U, or 5% x
STAO
STAS
LTAS

45. Disability Income Choice Portfolio
Business Operating Expense

46. Business Operating Expense (BOE)
Target Market:
Small Business Owners
Self-Employed
White Collar
Professional
Average Salary: $35,000+

47. Business Operating Expense (BOE)
Issue Ages: 20 – 59
Elimination Periods: 30, 60, 90, 180 or 365 days
Benefit Periods: 12 and 18 months. Benefit periods may be restricted for some issue ages and occupation classes
Maximum Monthly Benefit Amount: $15,000 This amount may vary by income qualification and occupational classification

48. Business Operating Expense (BOE)
Renewability
Guaranteed renewable to age 65

49. Total Loss of Time Benefit
Benefits incurred during total loss of time will be paid if:
- Insured is completely unable to engage in his or her occupation
- Is not gainfully employed in another occupation

50. Recurrent Total Loss of Time
If further loss of time results from injury or sickness for which benefits have already been paid:
The maximum operating expense benefit and deductible period will be restored after the Insured returns to full-time work for a period of six consecutive months

51. Waiver of Premium
Waives premium after total loss of time benefits have been paid continuously for 90 days

52. Disability Income Choice Portfolio
Product Summary

53. Product Summary

54. Product Summary

55. Product Summary

56. Product Summary

57. Disability Income Choice Portfolio
Rates/Competitiveness

58. Rate Comparison – Blue Collar Occupations 2-Year Benefit Period/30-Day Elim Period
Our coverage is all base – no SIS
Ours are undiscounted premiums – AG/SE discount would reduce our premiums another 15%

59. Rate Comparison – White Collar Occupations T65/T67 Benefit Period, 90-Day Elim Period
Close grouping of competitors. Some offer T65 while we offer T67.

60. Disability Income Choice Portfolio
Scenarios

61. Short-Term Accident Only
Prospect Profile
John: 28 years old
Occupation: Food service supervisor Annual Salary: $30,000
Situation: John had just begun his career, and hadn’t given much thought to disability insurance -- Until Bob, one of his co-workers had an accident that left him unable to work for a year. Bob was smart enough to plan ahead – He had disability insurance and was able to make it through those months in good financial shape, thanks to benefit checks he received from Mutual of Omaha.
Solution: Offer John the Short-Term Accident Only policy
2-year benefit period; 90-day elimination period
$1,500 base benefit with Hospital Confinement rider

62. Short-Term Accident & Sickness
Prospect Profile
Bob and Mary: 30 years old
Bob’s Occupation: Factory Supervisor Bob’s Annual Salary: $32,000
Situation: Bob and Mary had just bought their first house. Mary is a
stay-at-home Mom. If anything happened to Bob and he couldn’t work for awhile, the could have serious financial problems - They could even
lose the house. They decided to look into a disability insurance policy that would cover Bob if he does get sick or injured and can’t work. In Mary’s words, “If we’re responsible enough to buy a house, we’re responsible enough to protect it.”
Solution: Offer Bob the Short-Term Accident & Sickness policy
2-year benefit period; 90-day elimination period
$1,500 base benefit with CI and Return of Premium riders

63. Long-Term Accident & Sickness
Prospect Profile
Mark: 45 years old
Occupation: Accountant Annual Salary: $62,000
Mark has worked hard to get where he is. He has a successful and satisfying career that lets him enjoy time with his family as well. As the primary breadwinner Mark’s income is critical to his lifestyle. He wonders, if a disabling illness or injury kept him from working, what would he do?
Mark wants to make sure his assets are protected and his family will be provided for if he’s too sick or hurt to work.
Solution: Offer Mark the Long-Term Accident & Sickness policy
2-year benefit period; 90-day elimination period
$2,800 base benefit with CI and Return of Premium riders

64. Business Operating Expense
Prospect Profile
Sandra: 42 years old
Occupation: Business owner Annual Salary: $50,000+
Sandra started with just two employees when she opened her consulting firm six years ago. Now she has 10. Sandra realizes those people depend on her for their livelihood. She wonders what would happen to the business – and to her employees and their families – if she were temporarily disabled. Because everything Sandra has worked for is tied up in her business, she wants to protect it, for herself, her family and her employees.
Solution: Offer Sandra the Business Operating Expense policy
18-Month Benefit Period
90-day Elimination Period

65. Disability Income Choice Portfolio
Marketing Materials

66. Consumer Marketing Materials
Please consult Sales Professional Access ( for state specific forms.

67. Producer Marketing Materials
Please consult Sales Professional Access ( for state specific forms.

68. Marketing Materials Marketing Materials can be found on SPA
Print on Demand POD Packet (similar to LTC and GUL)
Application and applicable forms
Outline of Coverage
Product Highlight Sheets
Product and Underwriting Guide
General U/W Guidelines
Medical U/W Guidelines
Build Chart
Financial U/W Guidelines
Income Qualification Table
Occupation Classifications Manual
Product Information
Business Submission Procedures

69. Disability Income Choice Portfolio
Winflex

70. Winflex

71. Winflex
Output
Page

72. Winflex

73. Disability Income Choice Portfolio
Questions??
Comments??