2. CI and the disability client DI: Why not 100% replacement? More CLAIMS LONGER claims Human nature of OTHER people Policy Form Nos. I H0920, I H0820, I L0760. Product and rider availability, features and rates may vary by state. H703-0413

3. Group/individual disability income — usually a deal killer Is a critical illness insurance sale “My clients” versus people for whom ratio required –Unfair, wrong, deserve –Minimum standard for legit people with real claims “I have always been frustrated that good, honest people...”

4. Disability income The perfect disability claim –Designed to hurt –i.e., $4,000/month after 91 days –No paycheck for 4 months ($16,000) –Short $1,000/month for one year ($12,000) –FIRST $28,000 of CI only ensures NO PAYCUT to household dealing with cancer (no hotels, no prescriptions, no co-pays, etc.)

5. Disability client “It might just be me, but I see a difference between…” Sore back and cancer Broken leg and stroke

6. Critical illness and DI: the perfect match Think of disability insurance as the brakes on your car… Think of critical illness insurance as the airbags And DI writers love this: If I had to choose between the two cars, I would choose one with brakes… But most cars have both brakes and airbags now!

7. CI and the quality accountant Question: How good is your accountant? The “better” a client feels their accountant is…the more likely they are short on their disability insurance and need some critical illness.

8. DI and CI for blue collar Century+ Disability Income - $3,000 (Male, age 40, non-tobacco, 90-day EP, To-Age-65) –Your category (2A): $125/month –Lawyer, Accountant (4A): $67/month Critical Illness - $100,000 –You: $83/month –Lawyer, Accountant: $83/month

9. CI sales ideas Some people can’t purchase DI protection because of their occupation... Homemakers Home-based business owners Professional athletes Packing industry workers Offshore oil and gas workers Writers/authors Actors Pilots Flight attendants Air traffic controllers And some occupations don’t allow your clients to purchase enough DI... Independent contractors or consultants Self-employed individuals Teachers Government employees Commissioned salespeople

10. GenRe/NACII survey Carriers developing CI because of agent demand No. 1 obstacle to sales is agent acceptance

11. Century+ DI (Broker level)

12. NonMed Term 350 – 20-yr term (Broker level)

13. Century+ DI breakdown Male71% Female29% Tobacco10% Non-tobacco90% Standard94% Substandard6%

14. Century+ DI breakdown Occupational Classes 1A: 11% 2A: 25% 3A: 30% 4A: 34% Age 19-29: 18% 30-39: 37% 40-49: 27% 50-60: 17%

15. Century+ DI breakdown Elimination Period 30 day: 5% 60 day: 6% 90 day: 71% 180 day: 17% 365 day: 1% Benefit Period 1 year: 3% 2 year: 16% 5 year: 35% 10 year: 8% Age 65: 33% Age 67: 4%

16. Century+ DI breakdown RidersClasses All1A+2A3A+4A Supplemental DI (SSDI Offset)84%83%85% Residual30%24%33% Automatic Increase (COLA) 26%24%27% Own Occupation22% n/a34% Retro Injury20% 25%18% Guaranteed Insurability15%16%14% CAT8%15%4% Return of Premium4%6%3% Non-Can1%n/a2%

17. Questions? Policy Form Nos. I H0920, I H0820, I L0760. Product and rider availability, features and rates may vary by state. H703-0413 The policies and riders in this presentation may contain reductions of benefits, limitations and exclusions. For complete details of coverage, please contact Assurity Life Insurance Company or ask to review the policy for more information.