1. Custom Care II Essential Care II FamilyCare Benefit II Long-Term Care Insurance is underwritten by John Hancock Life Insurance Company, Boston, MA 02117 For professional use only. Not for use with consumers LTC-CCIIWEBTEL 10-03

2. Agenda Background to New Products Product Positioning Product Introduction − Custom Care II − FamilyCare Benefit − Essential Care II Marketing the New Products − Marketing Themes − Product Recommendations Conclusion Background to New Products Product Positioning Product Introduction − Custom Care II − FamilyCare Benefit − Essential Care II Marketing the New Products − Marketing Themes − Product Recommendations Conclusion

3. The state of the LTCI industry Low interest rate environment Higher than expected persistency For some, worse than expected morbidity and profitability Regulatory impact Recognizing industry and internal concerns with unlimited benefits and compound inflation Low interest rate environment Higher than expected persistency For some, worse than expected morbidity and profitability Regulatory impact Recognizing industry and internal concerns with unlimited benefits and compound inflation

4. Addressing current market conditions Addressing consumer trends − Flight to quality and brand − Younger buyers recognizing they have different needs − Addressing immediate needs and “today benefits” with appropriate benefits − Affordability Addressing current market conditions Addressing consumer trends − Flight to quality and brand − Younger buyers recognizing they have different needs − Addressing immediate needs and “today benefits” with appropriate benefits − Affordability Hancock Product Evolution to Address: Market Conditions, Consumer Trends and Product Experience

5. Product Experience − Ensuring appropriate pricing given corporate and industry trends LTCI still in early phases of experience JH objective approach to business Ensuring JH long-term viability − Towards more consumer appropriate and affordable benefits More likely-to-use benefits and benefit periods Product Experience − Ensuring appropriate pricing given corporate and industry trends LTCI still in early phases of experience JH objective approach to business Ensuring JH long-term viability − Towards more consumer appropriate and affordable benefits More likely-to-use benefits and benefit periods Hancock Product Evolution to Address: Market Conditions, Consumer Trends and Product Experience

6. − Develop LTCI products for the long-term − Balance the evolving needs of consumers, distribution and John Hancock − Leverage brand − Differentiate through product and process innovation − Meet specific needs for our diverse consumer and distribution population − Employ sound risk management & responsible pricing − Develop LTCI products for the long-term − Balance the evolving needs of consumers, distribution and John Hancock − Leverage brand − Differentiate through product and process innovation − Meet specific needs for our diverse consumer and distribution population − Employ sound risk management & responsible pricing John Hancock LTCI Strategy

7. Custom Care II Positioning John Hancock continues Rich tradition Product innovation Meeting diverse consumer needs Custom Care II is: Evolution of popular & pacesetting product Similar look and feel Sets the product standard for today’s changing LTC environment Reaffirms John Hancock’s leadership position Broadens younger market appeal Offers innovative built-in features Continues to expand on the broad, multi-generational appeal John Hancock continues Rich tradition Product innovation Meeting diverse consumer needs Custom Care II is: Evolution of popular & pacesetting product Similar look and feel Sets the product standard for today’s changing LTC environment Reaffirms John Hancock’s leadership position Broadens younger market appeal Offers innovative built-in features Continues to expand on the broad, multi-generational appeal

8. Product Features & Benefits Product features, options, availability and rates vary by state.

9. Eligibility for Benefits for the Custom Care II Portfolio − Need Substantial Assistance to perform at least two of the six Activities of Daily Living Bathing, continence, dressing, eating, toileting, or transferring Substantial Assistance means “Hands-on or Stand-by” assistance (or) − Requires Substantial Supervision to protect himself or herself due to presence of “Severe Cognitive Impairment” Clinical evidence and standardized tests (and) − A licensed health care practitioner certifies the ADL disability is expected to continue for at least 90 days Eligibility for Benefits for the Custom Care II Portfolio − Need Substantial Assistance to perform at least two of the six Activities of Daily Living Bathing, continence, dressing, eating, toileting, or transferring Substantial Assistance means “Hands-on or Stand-by” assistance (or) − Requires Substantial Supervision to protect himself or herself due to presence of “Severe Cognitive Impairment” Clinical evidence and standardized tests (and) − A licensed health care practitioner certifies the ADL disability is expected to continue for at least 90 days Custom Care II: Policy Building Blocks

10. Coverage − Pay actual charges up to the LTCI Benefit Amount At home (Adult Day Care, Professional Care, Hospice Care and Incidental Homemaker Services) Independent home health care provider definitions Immediate family members can be compensated if working through an approved provider In a Nursing Home or Assisted Living Facility Unused benefits extend the benefit period Coverage − Pay actual charges up to the LTCI Benefit Amount At home (Adult Day Care, Professional Care, Hospice Care and Incidental Homemaker Services) Independent home health care provider definitions Immediate family members can be compensated if working through an approved provider In a Nursing Home or Assisted Living Facility Unused benefits extend the benefit period Custom Care II: Policy Building Blocks

11. Applicant Age − Ages 18-84 − Ages 80-84 with limited benefits LTCI Benefit Amount − Choose from a Monthly or Daily Benefit Monthly $1,500 to $15,000 limit in $100 increments Daily $50 to $500 in $10 increments Applicant Age − Ages 18-84 − Ages 80-84 with limited benefits LTCI Benefit Amount − Choose from a Monthly or Daily Benefit Monthly $1,500 to $15,000 limit in $100 increments Daily $50 to $500 in $10 increments

12. Benefit Periods − Multiplier for the Benefit Amount 2 years (730 days) or 24 months 3 years (1,095 days) 4 years (1,460 days)* 5 years (1,825 days)* 6 years (2,190 days)* 10 years (3,650 days)* Lifetime (unlimited days)* Benefit Periods − Multiplier for the Benefit Amount 2 years (730 days) or 24 months 3 years (1,095 days) 4 years (1,460 days)* 5 years (1,825 days)* 6 years (2,190 days)* 10 years (3,650 days)* Lifetime (unlimited days)* * Not available ages 80-84. Options vary by state. LTC-03 Custom Care II: Policy Building Blocks

13. Elimination Periods (EP) − Deductible where client pays for services before the policy pays 30 days * 60 days * 90 days 180 days 365 days − “True cumulative” EP: days do not need to be consecutive or within the same claim − For Home Health Care (HHC) At least one day of HHC in a calendar week = seven days in calculating the EP Elimination Periods (EP) − Deductible where client pays for services before the policy pays 30 days * 60 days * 90 days 180 days 365 days − “True cumulative” EP: days do not need to be consecutive or within the same claim − For Home Health Care (HHC) At least one day of HHC in a calendar week = seven days in calculating the EP * Not available ages 80-84. Options vary by state. LTC-03 Custom Care II: Policy Building Blocks

14. Inflation Protection − 5/5% Annual Compound Inflation Option LTCI Benefit & Policy Limit increased 5% compound, each year Increases applied to the remaining policy limit, even if on claim − 5/3% Annual Compound Inflation Option (New!) * LTCI Benefit Amount increased 5% compound each year LTCI Policy Limit increased 3% compound each year Increases applied to the remaining policy limit, even if on claim − Annual Simple Inflation Option LTCI Benefit increased 5% of original benefit, each year Increases applied to the remaining policy limit, even if on claim Inflation Protection − 5/5% Annual Compound Inflation Option LTCI Benefit & Policy Limit increased 5% compound, each year Increases applied to the remaining policy limit, even if on claim − 5/3% Annual Compound Inflation Option (New!) * LTCI Benefit Amount increased 5% compound each year LTCI Policy Limit increased 3% compound each year Increases applied to the remaining policy limit, even if on claim − Annual Simple Inflation Option LTCI Benefit increased 5% of original benefit, each year Increases applied to the remaining policy limit, even if on claim Inflation options may be dropped after issue Custom Care II: Policy Building Blocks * Please note that 5/3% Compound Inflation may accelerate the usage of a Benefit Period

15. Are the effects of inflation covered? How does the inflation option effect premium? PolicyYearAge5/5%Cmpd Daily $ 5/5%Cmpd Pool $ 5/3%Cmpd Daily $ 5/3%Cmpd Pool $ 5%Simple Daily $ 5%Simple Pool $ 155200365,000200365,000200365,000 559244445,300244410,811240438,000 1064311567,575311476,242290529,250 1569397724,525397552,095340620,500 2073507925,275507640,030390711,750 25796471,180,775647741,970440803,000 30848251,505,625825860,146490894,250 5/5% Premium = $3,104 5/3% Premium = $2,425 5% Simple = $2,256 5 Year Benefit Period, 90 Day Elimination Period, Daily Benefits: Fixed Benefits – Variable Premium

16. Are the effects of inflation covered? Fixed Premium ($3,000) Variable Daily Benefit: 10 Year 5/5% Inflation vs. 5/3%, 5% Simple and GPO w/out conversion PolicyYearAge5/5%CmpdDaily5/5%CmpdPool5/3%CmpdDaily5/3%Cmpd Pool $ 5%SimpleDaily5%SimplePoolGPOw/outDailyGPOw/outConv. 10 Yr 155150547,500195711,750205748,2503701,350,500 559183667,950237801,081246897,9003701,350,500 1064234854,100302928,6722971,084,9633701,350,500 15692991,091,3503861,076,5863491,272,0253701,350,500 20733821,394,3004911,248,0584001,459,0883701,350,500 25794871,777,5506271,446,8414511,646,1503701,350,500 90 Day Elimination Period, Daily Benefits

17. Inflation Protection (cont.) − Enhanced Guaranteed Purchase Option (GPO) - (New!) Insured may purchase additional coverage w/out underwriting every 3 years (5%, 10% or 15% of original amount) If benefits have been paid in the previous 2 year period or if the insured is older than age 90 no offer will be made One time option to change to 5/5% or 5/3% compound inflation for increased premium at age 65 − No Inflation Only available with Limited Pay Options, The Survivorship and Waiver of Premium Benefit, or FamilyCare Benefit Inflation Protection (cont.) − Enhanced Guaranteed Purchase Option (GPO) - (New!) Insured may purchase additional coverage w/out underwriting every 3 years (5%, 10% or 15% of original amount) If benefits have been paid in the previous 2 year period or if the insured is older than age 90 no offer will be made One time option to change to 5/5% or 5/3% compound inflation for increased premium at age 65 − No Inflation Only available with Limited Pay Options, The Survivorship and Waiver of Premium Benefit, or FamilyCare Benefit Inflation options may be dropped after issue Custom Care II: Policy Building Blocks

18. Enhanced GPO Inflation Example GPO with 5/5% or 5/3% Conversion at 65 Daily Benefit, Policy Limits and Premiums Policyholder, age 55 with college expenses wishes to limit premiums in early policy years Sees premium for compound 5/5% at age 55 = $1,522 Wants GPO for savings and choice with inflation protection − Does not elect any GPO offers prior to age 65 − GPO Conversion to compound inflation at age 65 Premium for GPO w/ 5/5% conversion = $649 to age 65 Then go to $1,730 at 65 Premium for GPO w/ 5/3% conversion = $649 to age 65 Then $1,438 after 65 DailyGPO 5/5%GPO 5/3% AgeBenefitLimit 55$100$182,500 56$100$182,500 57$100$182,500 58$100$182,500 59$100$182,500 60$100$182,500 61$100$182,500 62$100$182,500 63$100$182,500 64$100$182,500 65$100$182,500 66$105$191,625$187,975 67$110$200,750$193,614 68$116$211,700$199,422 69$122$222,650$205,405 70$128$233,600$211,567 71$134$244,550$217,914 72$141$257,325$224,451 73$148$270,100$231,185 74$155$282,875$238,121

19. Custom Care II Highlights New features and benefits Special benefits for the growing younger consumer market: “Today Benefits” Double Accident Benefit prior to age 65 (built in – New!) 100% Reimbursement up to two times the maximum daily or monthly benefit if care is the result of an accident prior to age 65 For the entire duration of the claim Dovetails well with Disability Insurance Lifestyle U/W and ability to issue without benefit to preserve case Not available with Lifetime Benefits or the FamilyCare Benefit − Return of Premium prior to age 65 (built in – New!) Total premiums paid less policy benefits paid when death occurs prior to age 65 Not available with FamilyCare Benefit Special benefits for the growing younger consumer market: “Today Benefits” Double Accident Benefit prior to age 65 (built in – New!) 100% Reimbursement up to two times the maximum daily or monthly benefit if care is the result of an accident prior to age 65 For the entire duration of the claim Dovetails well with Disability Insurance Lifestyle U/W and ability to issue without benefit to preserve case Not available with Lifetime Benefits or the FamilyCare Benefit − Return of Premium prior to age 65 (built in – New!) Total premiums paid less policy benefits paid when death occurs prior to age 65 Not available with FamilyCare Benefit *Options may not be available in all states ** Applies to ECII

20. Custom Care II Additional Built-In Benefits Respite Care − Short-term temporary care to provide relief to the primary uncompensated caregiver 21 days per calendar year Respite Care is not subject to, nor does it satisfy the elimination period Respite Care does reduce the policy limit Care Advisory Services (CAS) − The benefit eligible policyholder may chose an independent professional to assist in determining the care and treatment plan 1/3 the Monthly or 10X the Daily Benefit Amount, annually May be paid before the EP is satisfied Does not reduce the policy limit !!! Does not count towards the EP Respite Care − Short-term temporary care to provide relief to the primary uncompensated caregiver 21 days per calendar year Respite Care is not subject to, nor does it satisfy the elimination period Respite Care does reduce the policy limit Care Advisory Services (CAS) − The benefit eligible policyholder may chose an independent professional to assist in determining the care and treatment plan 1/3 the Monthly or 10X the Daily Benefit Amount, annually May be paid before the EP is satisfied Does not reduce the policy limit !!! Does not count towards the EP

21. Custom Care II Additional Built-In Benefits Stay-at-Home Benefit − Home modifications, durable medical equipment, caregiver training, home safety checks, provider care checks, and medical alert systems 1X the Monthly or 30X the Daily Benefit Amount May be paid before the EP is satisfied Must be benefit eligible Does not reduce the policy limit !!! Does not count towards the EP Bed Hold Benefit − Actual covered charges will be paid to ensure your room will be available at a facility when a stay is interrupted for any reason Up to 60 days per calendar year Subject to the elimination period and does reduce the policy limit Stay-at-Home Benefit − Home modifications, durable medical equipment, caregiver training, home safety checks, provider care checks, and medical alert systems 1X the Monthly or 30X the Daily Benefit Amount May be paid before the EP is satisfied Must be benefit eligible Does not reduce the policy limit !!! Does not count towards the EP Bed Hold Benefit − Actual covered charges will be paid to ensure your room will be available at a facility when a stay is interrupted for any reason Up to 60 days per calendar year Subject to the elimination period and does reduce the policy limit

22. Custom Care II Additional Built-In Benefits International Coverage (Updated!) − Receive coverage for care anywhere in the world Reimbursement basis for actual expenses Up to 100% of the Benefit Amount for 1 year Payment in U.S. currency All benefits except Double Accident Benefit, Stay-at-Home, Respite Care, and Care Advisory Services Loyalty 5% Credit (New!) − Allows current John Hancock LTCI policy holders to replace a prior series product with the Custom Care II product With a 5% annual reduction in premium Original policy must be in effect for 2 years Rates at attained age and fully underwritten International Coverage (Updated!) − Receive coverage for care anywhere in the world Reimbursement basis for actual expenses Up to 100% of the Benefit Amount for 1 year Payment in U.S. currency All benefits except Double Accident Benefit, Stay-at-Home, Respite Care, and Care Advisory Services Loyalty 5% Credit (New!) − Allows current John Hancock LTCI policy holders to replace a prior series product with the Custom Care II product With a 5% annual reduction in premium Original policy must be in effect for 2 years Rates at attained age and fully underwritten

23. Custom Care II Additional Built-In Benefits Advantage List − Negotiated Discounts Nationwide list of providers that will provide discounts to John Hancock policyholders for their LTC charges Not a PPO Coordination of Benefits (New!) − Provision coordinating with other JH LTCI policies No duplication of benefits Does not include true group or combo products Advantage List − Negotiated Discounts Nationwide list of providers that will provide discounts to John Hancock policyholders for their LTC charges Not a PPO Coordination of Benefits (New!) − Provision coordinating with other JH LTCI policies No duplication of benefits Does not include true group or combo products

24. Custom Care II Funding Flexibility Premium Features Thirty Day Free Look − If the policyholder is not satisfied, they may return the policy within 30 days for a refund Waiver of Premium * − Begins once the elimination period is satisfied − Ends once benefits are no longer payable Guaranteed Renewable − John Hancock cannot cancel a policy if the client pays premiums on time − Company reserves the right to increase the premiums by class, subject to state approval Premium Features Thirty Day Free Look − If the policyholder is not satisfied, they may return the policy within 30 days for a refund Waiver of Premium * − Begins once the elimination period is satisfied − Ends once benefits are no longer payable Guaranteed Renewable − John Hancock cannot cancel a policy if the client pays premiums on time − Company reserves the right to increase the premiums by class, subject to state approval * Varies by state.

25. Custom Care II Funding Flexibility Lapse Features Grace Period − The policy has a 65 day grace period − If renewal is not paid within 30 days of due date: We will notify designated person(s) and give 35 additional days to pay the premium with the policy in effect Added Protection Against Lapse − The policyholder may designate a person to receive notice if a premium is overdue Contingent Nonforfeiture − In effect if the optional Nonforfeiture rider is not chosen − In the event of a rate increase exceeding a threshold Two options (Reduce benefit or convert to paid-up) Lapse Features Grace Period − The policy has a 65 day grace period − If renewal is not paid within 30 days of due date: We will notify designated person(s) and give 35 additional days to pay the premium with the policy in effect Added Protection Against Lapse − The policyholder may designate a person to receive notice if a premium is overdue Contingent Nonforfeiture − In effect if the optional Nonforfeiture rider is not chosen − In the event of a rate increase exceeding a threshold Two options (Reduce benefit or convert to paid-up)

26. Custom Care II Ratings and Discounts Underwriting Classes − Preferred (Discounted 15% of Standard) − Standard (Select) − Class I (125% of Standard Premium) − Class II (150% of Standard Premium) Partner Discounts (New!) − Defined as: Spouse of a married couple (or) Same sex or opposite sex partners that have lived together 5 years (or) Family members of the same generation that have lived together 5 years − 15% discount for a partner applying − 30% if both applying and approved 40% Cap Discount for Preferred, Both Apply & Approved Underwriting Classes − Preferred (Discounted 15% of Standard) − Standard (Select) − Class I (125% of Standard Premium) − Class II (150% of Standard Premium) Partner Discounts (New!) − Defined as: Spouse of a married couple (or) Same sex or opposite sex partners that have lived together 5 years (or) Family members of the same generation that have lived together 5 years − 15% discount for a partner applying − 30% if both applying and approved 40% Cap Discount for Preferred, Both Apply & Approved

27. Custom Care II Ratings/Discounts (continued) − Family Discounts If three or more family members of an immediate family purchase individual policies 5% Multiplicative Discount (with commission reduction) Eligible include: spouses, parents, grandparents, step- parents, children, step-children, siblings, and in-laws − Sponsored Group Eligible groups Associations of 10 or more Employers of 5 or more 5% Sponsored Group Discount (Multiplicative) − There is a commission reduction with the Family Discount and Sponsored Group Discount Ratings/Discounts (continued) − Family Discounts If three or more family members of an immediate family purchase individual policies 5% Multiplicative Discount (with commission reduction) Eligible include: spouses, parents, grandparents, step- parents, children, step-children, siblings, and in-laws − Sponsored Group Eligible groups Associations of 10 or more Employers of 5 or more 5% Sponsored Group Discount (Multiplicative) − There is a commission reduction with the Family Discount and Sponsored Group Discount Please refer to the LTC Producer Guide LTC-2722 for discount parameters and combination details.

28. Custom Care II Funding Flexibility Payment Options − Limited Payment Options 10 Pay Paid-Up at Age 65 (available through age 55) Both are guaranteed renewable during the premium paying period Non-cancelable thereafter − Modal Options * Annual Semi-annual Quarterly Monthly Bank Draft Payment Options − Limited Payment Options 10 Pay Paid-Up at Age 65 (available through age 55) Both are guaranteed renewable during the premium paying period Non-cancelable thereafter − Modal Options * Annual Semi-annual Quarterly Monthly Bank Draft Please refer to the LTC Producer Guide LTC-2722 for discount parameters and combination details. * Modal options other than annual have a service charge.

29. Eight Optional Choices Emphasizing Home Care and Preserving Choice − Waiver of Home Care Elimination Period − Additional Cash Benefit (Enhanced!) Emphasizing Benefit and Premium Preservation − Restoration of Benefits − Nonforfeiture − Enhanced Return of Premium (New!) Emphasizing Choice for Family, Spouse & Partner − Shared Care (Enhanced!) − Survivorship and Waiver of Premium Benefit − FamilyCare Benefit Emphasizing Home Care and Preserving Choice − Waiver of Home Care Elimination Period − Additional Cash Benefit (Enhanced!) Emphasizing Benefit and Premium Preservation − Restoration of Benefits − Nonforfeiture − Enhanced Return of Premium (New!) Emphasizing Choice for Family, Spouse & Partner − Shared Care (Enhanced!) − Survivorship and Waiver of Premium Benefit − FamilyCare Benefit

30. Waiver of Home Care Elimination Period − Waives Elimination Period for Home Health Care − Creates a 0 day HHC EP − Days of HHC count towards the Facility EP − Waiver of Premium begins once the Facility Elimination Period is met − Rider Price 9% Not available 180/365 day EP, or to ages 80-84 Waiver of Home Care Elimination Period − Waives Elimination Period for Home Health Care − Creates a 0 day HHC EP − Days of HHC count towards the Facility EP − Waiver of Premium begins once the Facility Elimination Period is met − Rider Price 9% Not available 180/365 day EP, or to ages 80-84 Optional Riders Emphasizing Home Care and Preserving Consumer Choice

31. Additional Cash Benefit (Updated!) * − Separate monthly pool of funds to help the prospect stay at home − Cash benefit equal to 15% the Monthly Benefit or 4.5 times the Daily Benefit if insured is receiving HHC and not receiving facility care − Separate additional pool of money for use at the discretion of the insured − LTCI Benefit Amounts at time of purchase greater than $4,500 per month or $150 per day may have tax implications** − Rider cost 10 % Additional Cash Benefit (Updated!) * − Separate monthly pool of funds to help the prospect stay at home − Cash benefit equal to 15% the Monthly Benefit or 4.5 times the Daily Benefit if insured is receiving HHC and not receiving facility care − Separate additional pool of money for use at the discretion of the insured − LTCI Benefit Amounts at time of purchase greater than $4,500 per month or $150 per day may have tax implications** − Rider cost 10 % Optional Riders Emphasizing Home Care and Preserving Consumer Choice * Option varies by state. ** Please consult your professional tax advisor.

32. Restoration of Benefits − Policy limit is restored if insured is “fully recovered” and does not meet benefit triggers for 180 days − Rider Cost 4% Nonforfeiture − Insured receives policy with reduced policy limit if the policy lapses after it has been in force for at least 3 years (one year with limited pay options) – Reduced policy limit is sum of premiums paid, less benefits paid − Rider Cost 6% Restoration of Benefits − Policy limit is restored if insured is “fully recovered” and does not meet benefit triggers for 180 days − Rider Cost 4% Nonforfeiture − Insured receives policy with reduced policy limit if the policy lapses after it has been in force for at least 3 years (one year with limited pay options) – Reduced policy limit is sum of premiums paid, less benefits paid − Rider Cost 6% Optional Riders Emphasizing Benefit and Premium Preservation

33. Enhanced Return of Premium upon Death Benefit (New!) − Pays beneficiary the benefit upon death − Regardless of age at death − Pays all premiums paid, less any benefits paid prior to the date of death Accumulated without interest Rider cost based on age is 35-150% Enhanced Return of Premium upon Death Benefit (New!) − Pays beneficiary the benefit upon death − Regardless of age at death − Pays all premiums paid, less any benefits paid prior to the date of death Accumulated without interest Rider cost based on age is 35-150% Optional Riders Emphasizing Benefit and Premium Preservation

34. Survivorship and Waiver of Premium Benefit − If partner goes on claim, the premium for the healthy partner is waived (both premiums are waived) − If partner dies, surviving partner’s policy becomes paid up – Both policies must have been in force for 10 years with no claims in first 10 years − Rider Cost 9% Survivorship and Waiver of Premium Benefit − If partner goes on claim, the premium for the healthy partner is waived (both premiums are waived) − If partner dies, surviving partner’s policy becomes paid up – Both policies must have been in force for 10 years with no claims in first 10 years − Rider Cost 9% Optional Riders Emphasizing Choice for Partner and Family Options

35. SharedCare (Updated!) − Allows partners to access the benefits under the other’s policy once their own is exhausted − If either partner dies, survivors policy is automatically increased by remainder of deceased policy limit − Both partners must have rider and identical benefit options − 60 Day offer of a 2-year benefit plan for policyholder whose benefits are exhausted by partner – Not subject to underwriting, at attained age, prior to age 91 – Available to policyholders with no claims in prior two years – Addition of 10 year benefit period choice − Rider Cost 26%, 16%, 11%, 10%, 8% & 5% for 2/3/4/5/6 and 10 year BP, respectively SharedCare (Updated!) − Allows partners to access the benefits under the other’s policy once their own is exhausted − If either partner dies, survivors policy is automatically increased by remainder of deceased policy limit − Both partners must have rider and identical benefit options − 60 Day offer of a 2-year benefit plan for policyholder whose benefits are exhausted by partner – Not subject to underwriting, at attained age, prior to age 91 – Available to policyholders with no claims in prior two years – Addition of 10 year benefit period choice − Rider Cost 26%, 16%, 11%, 10%, 8% & 5% for 2/3/4/5/6 and 10 year BP, respectively Optional Riders Emphasizing Choice for Partner and Family Options

36. Family Care Benefit Up to four family members can be covered under one LTC insurance policy. This multi-generational policy is available with the Custom Care II Policy This benefit gives the insured affordable coverage for themselves, their immediate family and extended family at the same time Family Care Benefit Up to four family members can be covered under one LTC insurance policy. This multi-generational policy is available with the Custom Care II Policy This benefit gives the insured affordable coverage for themselves, their immediate family and extended family at the same time

37. Revolutionary multi-generational LTCI benefit Select up to three family members to add to a prospect’s policy Monthly or daily maximum benefit can be shared by all covered family members out of a single pool of money Affordable way to pool resources and protect multiple family members Benefit bequethment feature Cost based upon number of insureds and their ages Revolutionary multi-generational LTCI benefit Select up to three family members to add to a prospect’s policy Monthly or daily maximum benefit can be shared by all covered family members out of a single pool of money Affordable way to pool resources and protect multiple family members Benefit bequethment feature Cost based upon number of insureds and their ages FamilyCare Benefit Overview

38. FamilyCare Benefit Overview* One Applicant & One Policy - Can add three insureds Primary applicant chooses all benefits and options All insureds have access to the benefits Each additional family member must fill out an application Benefits can be paid on behalf of any covered person after the elimination period is met − The Elimination Period must only be satisfied once Originating policyholder is responsible for payments In case of death, or policy cancellation, ownership of the policy can be transferred Any insured can be removed and premiums reduced One Applicant & One Policy - Can add three insureds Primary applicant chooses all benefits and options All insureds have access to the benefits Each additional family member must fill out an application Benefits can be paid on behalf of any covered person after the elimination period is met − The Elimination Period must only be satisfied once Originating policyholder is responsible for payments In case of death, or policy cancellation, ownership of the policy can be transferred Any insured can be removed and premiums reduced * Benefits are capped for the one policy - regardless of how many family members are on claim.

39. Applicant Age − All applying family members must be ages 18-79 Benefit Periods − Multiplier for the Benefit Amount 4 years (1,460 days or 48 months) 5 years (1,825 days or 60 months) 6 years (2,190 days or 72 months) 10 years (3,650 days or 120 months) Inflation Options − All options except Enhanced GPO − No Inflation is an option Applicant Age − All applying family members must be ages 18-79 Benefit Periods − Multiplier for the Benefit Amount 4 years (1,460 days or 48 months) 5 years (1,825 days or 60 months) 6 years (2,190 days or 72 months) 10 years (3,650 days or 120 months) Inflation Options − All options except Enhanced GPO − No Inflation is an option FamilyCare Benefit

40. Same as Custom Care* − Nursing Home, Assisted Living, and Home Care Benefits − Respite Care Benefits − Bed Hold Benefit − Care Advisory Services − Stay at Home Benefit − Loyalty Credit − Waiver of Premium − International Coverage No Double Accident Benefit of Return of Premium prior to age 65 Same as Custom Care* − Nursing Home, Assisted Living, and Home Care Benefits − Respite Care Benefits − Bed Hold Benefit − Care Advisory Services − Stay at Home Benefit − Loyalty Credit − Waiver of Premium − International Coverage No Double Accident Benefit of Return of Premium prior to age 65 FamilyCare Benefit Additional Coverage Features * Benefits are capped for the one policy - regardless of how many family members are on claim.

41. Waiver of Home Health Care Elimination period Additional Cash Benefit Nonforfeiture Waiver of Home Health Care Elimination period Additional Cash Benefit Nonforfeiture FamilyCare Benefit Three Optional Riders Benefits are capped for the one policy - regardless of how many family members are on claim.

42. Essential Care II Offers high quality catastrophic coverage without the frills to address the price conscious marketplace Essential Care II offers standard features, a daily benefit, and fewer rider options Essential Care II Offers high quality catastrophic coverage without the frills to address the price conscious marketplace Essential Care II offers standard features, a daily benefit, and fewer rider options

43. Essential Care II  Offers strong essentials -Standard benefit triggers -Daily Benefits -Covers all levels of care -Wide range of EPs and BPs -All inflation options  Retains key Custom Care II features -Partner definitions and discounts -Improved SharedCare -International coverage -Advantage List, etc. BSC-02

44. Essential Care II What are the differences compared to Custom Care II − No waiver of premium for HHC − Maximum 80% ACLF Benefit − No 1 day = 7 for HHC in Elimination Period − No Care Advisory Services or Stay at Home Benefit − Respite not paid during Elimination Period − Bed Hold Benefit 21 calendar days per year for hospitalizations − No Double Accident Benefit or Return of Premium prior to age 65 And, limited rider options keep it simple − SharedCare − Nonforfeiture

45. Custom Care II Summary of Changes Custom Care benefits as a foundation Building additional benefits for the growing younger consumer − Double Accident Benefit prior to age 65 * − Return of Premium prior to age 65 − More Inflation Options Enhanced Guaranteed Purchase Option 5/3% Compound Inflation ** Custom Care benefits as a foundation Building additional benefits for the growing younger consumer − Double Accident Benefit prior to age 65 * − Return of Premium prior to age 65 − More Inflation Options Enhanced Guaranteed Purchase Option 5/3% Compound Inflation ** *Not available with Lifetime Benefit Period ** 5/3% Compound Inflation may accelerate the usage of the Benefit Period

46. Custom Care II Summary of Changes Higher % Partner Discounts − 15% Partner − 30% both partners apply & are approved Addition of Enhanced Return of Premium Rider − Extends built-in coverage beyond age 65 Modifications to existing features − Expanded Shared Care Rider to 10/10 years − Additional Cash Benefit Cap Removed − International Coverage 100% for 1 year − Replaced Upgrade Privilege with Loyalty Credit − Eliminated Partner Home Care Rider Higher % Partner Discounts − 15% Partner − 30% both partners apply & are approved Addition of Enhanced Return of Premium Rider − Extends built-in coverage beyond age 65 Modifications to existing features − Expanded Shared Care Rider to 10/10 years − Additional Cash Benefit Cap Removed − International Coverage 100% for 1 year − Replaced Upgrade Privilege with Loyalty Credit − Eliminated Partner Home Care Rider

47. Marketing the New Custom Care II Portfolio

48. Marketing Themes Buy “today benefits” – you may need services younger than you thought − 40 % of those receiving long-term care services are adults between age 18 and 64 “Where Does the Population Live and Who Cares for Them? LTC: Diverse, Growing Population Includes Millions of Americans of all Ages.” U.S. General Accounting Office, January 2001 Why selling higher daily/monthly benefits for “today” may be in the interests of potential policyholders Buy “today benefits” – you may need services younger than you thought − 40 % of those receiving long-term care services are adults between age 18 and 64 “Where Does the Population Live and Who Cares for Them? LTC: Diverse, Growing Population Includes Millions of Americans of all Ages.” U.S. General Accounting Office, January 2001 Why selling higher daily/monthly benefits for “today” may be in the interests of potential policyholders

49. Marketing Themes Consider alternatives to the traditional “Lifetime and Compound inflation combo” below age 65 – Sales ideas to support: − Consider price trade offs − Benefit amount of access vs. today and future pool − What is an appropriate benefit period? 10 Year and 10/10 Shared Care The average length of need for LTC stay is 2.6 years * Only 11.4% of John Hancock’s claims are expected to exceed a 6 year benefit period * Only 2.5% are expected to exceed 10 years * John Hancock Statistical Analysis 2003 − Consider alternatives to traditional Inflation options – 5/3% Inflation The Consumer Price Index for overall inflation rose 1.6% in 2002 2.3% average for the past five years 2.5% average for the past ten years U.S. Department of Labor Bureau of Labor Statistics, Bureau of Labor Statistics Data, 2003 Consider alternatives to the traditional “Lifetime and Compound inflation combo” below age 65 – Sales ideas to support: − Consider price trade offs − Benefit amount of access vs. today and future pool − What is an appropriate benefit period? 10 Year and 10/10 Shared Care The average length of need for LTC stay is 2.6 years * Only 11.4% of John Hancock’s claims are expected to exceed a 6 year benefit period * Only 2.5% are expected to exceed 10 years * John Hancock Statistical Analysis 2003 − Consider alternatives to traditional Inflation options – 5/3% Inflation The Consumer Price Index for overall inflation rose 1.6% in 2002 2.3% average for the past five years 2.5% average for the past ten years U.S. Department of Labor Bureau of Labor Statistics, Bureau of Labor Statistics Data, 2003

50. LTCI Decision Process: Points for Consideration Decision Matrix 1. Do I have adequate LTCI Benefit Amounts? 2. Am I covered for an appropriate amount of time? 3. Are the effects of inflation covered? 4. Am I covered for today, as well as tomorrow? Decision Matrix 1. Do I have adequate LTCI Benefit Amounts? 2. Am I covered for an appropriate amount of time? 3. Are the effects of inflation covered? 4. Am I covered for today, as well as tomorrow?

51. 1. Do I have adequate LTCI Benefit Amounts? − Costs vary by geography and by quality of care − Where and what level of care makes sense for your prospect? − Start at a benefit amount that would be appropriate if care was needed tomorrow No one knows when they may need care 2. Am I covered for an appropriate amount of time? − The average stay is 2.6 years * − Only 11.4% of John Hancock’s claims are expected to exceed a 6 year benefit period * − Only 2.5% are expected to exceed 10 years * What are the prospect’s family history and personal experiences? 1. Do I have adequate LTCI Benefit Amounts? − Costs vary by geography and by quality of care − Where and what level of care makes sense for your prospect? − Start at a benefit amount that would be appropriate if care was needed tomorrow No one knows when they may need care 2. Am I covered for an appropriate amount of time? − The average stay is 2.6 years * − Only 11.4% of John Hancock’s claims are expected to exceed a 6 year benefit period * − Only 2.5% are expected to exceed 10 years * What are the prospect’s family history and personal experiences? LTCI Decision Process: Points for Consideration John Hancock Statistical Analysis 2003

52. 3. Are the effects of inflation covered? − Inflation had slowed in recent years The Consumer Price Index for overall inflation rose 1.6% in 2002 * U.S. Department of Labor Bureau of Labor Statistics, Bureau of Labor Statistics Data, 2003 − Ensure appropriate inflation protection while meeting the prospect’s financial goals and the need for “today benefits” − “Pre-purchasing” inflation protection by buying more benefits up front as an option 3. Are the effects of inflation covered? − Inflation had slowed in recent years The Consumer Price Index for overall inflation rose 1.6% in 2002 * U.S. Department of Labor Bureau of Labor Statistics, Bureau of Labor Statistics Data, 2003 − Ensure appropriate inflation protection while meeting the prospect’s financial goals and the need for “today benefits” − “Pre-purchasing” inflation protection by buying more benefits up front as an option LTCI Decision Process: Points for Consideration * U.S. Department of Labor, Bureau of Labor Statistics Data, 2003

53. Today’s Market − Lower inflation, younger purchasers and competing demands on money Response: Enhanced GPO Insured may purchase additional coverage w/out underwriting every 3 years (5%, 10% or 15% of original amount) One time option at age 65 to change to 5/5% or 5/3% compound inflation Enhanced GPO − Gives flexibility to control inflation now and in the future − Provides potential for lower premiums at younger ages (while educational or other expenses exist) − While giving the opportunity to convert at age 65 to compound − And, if not elected, still gives future opportunities to off set inflation Today’s Market − Lower inflation, younger purchasers and competing demands on money Response: Enhanced GPO Insured may purchase additional coverage w/out underwriting every 3 years (5%, 10% or 15% of original amount) One time option at age 65 to change to 5/5% or 5/3% compound inflation Enhanced GPO − Gives flexibility to control inflation now and in the future − Provides potential for lower premiums at younger ages (while educational or other expenses exist) − While giving the opportunity to convert at age 65 to compound − And, if not elected, still gives future opportunities to off set inflation Are the effects of inflation covered? Why Enhanced GPO Inflation Coverage?

54. 5/3% Annual Compound Inflation Option − LTCI Benefit Amount increased 5% compound each year − LTCI Policy Limit increased 3% compound each year Provides cost saving compounding alternative to traditional 5% compound inflation options Greater Access to Daily benefits − Compared to simple inflation 5/3% Annual Compound Inflation Option − LTCI Benefit Amount increased 5% compound each year − LTCI Policy Limit increased 3% compound each year Provides cost saving compounding alternative to traditional 5% compound inflation options Greater Access to Daily benefits − Compared to simple inflation Are the effects of inflation covered? Why 5/3% Inflation Coverage?

55. Are the effects of inflation covered? Fixed Premium ($3,000) – Variable Daily Benefit Amount LT 5/5% Inflation vs. 10 Year 5/3%, 5% Simple and GPO w/out conversion Polic y Year Age5/5% Cmpd LTCI 5/5% Cmpd Pool 5/3% Cmpd LTCI 5/3% Cmpd Pool $ 5% Simple LTCI 5% Simple Pool GPO w/out Conv. GPO w/out Conv. LT 10 Yr 155115Unlimited195711,750205748,2503701,350,500 559140Unlimited237801,081246897,9003701,350,500 1064179Unlimited302928,6722971,084,9633701,350,500 1569228Unlimited3861,076,5863491,272,0253701,350,500 2073291Unlimited4911,248,0584001,459,0883701,350,500 2579 372 Unlimited 6271,446,8414511,646,1503701,350,500 90 Day Elimination Period, Daily Benefits

56. Am I covered for today, as well as tomorrow? Many times, producers and prospects think and plan too far forward when building a Long-Term Insurance policy Consider the impact of needing care today: “Today Benefits” − “How would you and your family cope if you needed care 2 days or years from now; not 20 years from now?” Accidents happen: 40% of all LTC services are provided to individuals ages 18-65 * Am I covered for today, as well as tomorrow? Many times, producers and prospects think and plan too far forward when building a Long-Term Insurance policy Consider the impact of needing care today: “Today Benefits” − “How would you and your family cope if you needed care 2 days or years from now; not 20 years from now?” Accidents happen: 40% of all LTC services are provided to individuals ages 18-65 * LTCI Decision Process: Points for Consideration * “Where Does the Population Live and Who Cares for Them? LTC: Diverse, Growing Population Includes Millions of Americans of all Ages.” U.S. General Accounting Office, January2001

57. Case Study: Susan Jones Susan Jones is age 55, homeowner, widowed with teenage children (with educational expenses) and is considering purchasing LTC Insurance In meeting with her representative, she wants to know what the best benefit period, inflation option and LTCI benefit amount would be, and what her options are Susan’s budget for LTC is $1750 to $2500 for insurance She has two personal family experiences with LTC (2 and 4 years) Local costs in Susan’s area average $125/Day for Nursing Home Care Susan Jones is age 55, homeowner, widowed with teenage children (with educational expenses) and is considering purchasing LTC Insurance In meeting with her representative, she wants to know what the best benefit period, inflation option and LTCI benefit amount would be, and what her options are Susan’s budget for LTC is $1750 to $2500 for insurance She has two personal family experiences with LTC (2 and 4 years) Local costs in Susan’s area average $125/Day for Nursing Home Care

58. Case Study: Susan Jones Susan’s representative recommends: − Lifetime Benefits − Compound Inflation − $100/Day Her representative informs her that the compounding effect will take care of any inadequacies in the first years due to an anticipated slowing in inflation The premium for the policy is $2622 per year Susan’s representative recommends: − Lifetime Benefits − Compound Inflation − $100/Day Her representative informs her that the compounding effect will take care of any inadequacies in the first years due to an anticipated slowing in inflation The premium for the policy is $2622 per year

59. Case Study: Susan Jones Later in the week, Susan has a stroke resulting with benefit eligibility Unfortunately, her care is above average and costs nearly $200 per day − Her and her family wanted the care received in the home − Care costs inflate each year at 3% Care lasts for 5 years Lets look at her situation and how the policy paid: Later in the week, Susan has a stroke resulting with benefit eligibility Unfortunately, her care is above average and costs nearly $200 per day − Her and her family wanted the care received in the home − Care costs inflate each year at 3% Care lasts for 5 years Lets look at her situation and how the policy paid:

60. Susan’s Policy Example: Lifetime, $100/day Benefits, $200 a day expenses, 5/5% Compounding Inflation, immediate LTC need PolicyDaily Actual $200Paid byOut of AgeYearBenefitExpensePolicyPocket 551$100$73,000$36,500 562$105$75,190$38,325$36,865 573$110$77,446$40,150$37,296 584$116$79,769$42,340$37,429 595$122$82,162$44,530$37,632 Totals$387,567$201,845$185,722

61. The actual expenses of $200 per day result in out of pocket expenses exceeding $185,000 Another recommendation the representative could make: − 5 Year Benefit Period − GPO Inflation − With “inflation pre-purchasing” of $250 / Day Benefit ($250 is the benefit amount $100/day would compound to in year 20) − Annual Premium $1,621 Savings of over $1000, protects against inflation, and pays for all of “today’s” expenses − If Susan’s claim was due to an accident, her Double Accident Benefit would be $500 / Day! The actual expenses of $200 per day result in out of pocket expenses exceeding $185,000 Another recommendation the representative could make: − 5 Year Benefit Period − GPO Inflation − With “inflation pre-purchasing” of $250 / Day Benefit ($250 is the benefit amount $100/day would compound to in year 20) − Annual Premium $1,621 Savings of over $1000, protects against inflation, and pays for all of “today’s” expenses − If Susan’s claim was due to an accident, her Double Accident Benefit would be $500 / Day! Susan’s Policy Example: Other Alternatives

62. Partners, Age 55 Premium Alternatives Similar Premiums – BP, Benefit Amount & Inflation Variables** Partners age 55; Select rates Individual $100/day, L.T. BP, 5/5% compound ($338 @80)$3,672 − Comprehensive Coverage – Limited “Today Benefits” Shared Care 2x10yr, 5/3% Compound $160/day ($539 @80)$3,648 − 20 yrs Combined Coverage – Greater “Today Benefits” Shared Care 2x6yr. 5% Simple, $205/day ($461 @80)$3,758 − 12 yrs Combined Coverage – Good for today & future Shared Care 2x6yr GPO, $360/day $3,684 − 12 yrs Combined Coverage - Good for today & future Note: Under age 65 benefits - Double Accident and Return of Premium (not available with LT) Partners age 55; Select rates Individual $100/day, L.T. BP, 5/5% compound ($338 @80)$3,672 − Comprehensive Coverage – Limited “Today Benefits” Shared Care 2x10yr, 5/3% Compound $160/day ($539 @80)$3,648 − 20 yrs Combined Coverage – Greater “Today Benefits” Shared Care 2x6yr. 5% Simple, $205/day ($461 @80)$3,758 − 12 yrs Combined Coverage – Good for today & future Shared Care 2x6yr GPO, $360/day $3,684 − 12 yrs Combined Coverage - Good for today & future Note: Under age 65 benefits - Double Accident and Return of Premium (not available with LT) *CCII rates and options shown may not be available in all states ** Built-in Return of Premium Benefit

63. Two partners age 55; select rates 2 @ $100/day, LT, 5% cmpd $3,672 Four Premium Saving Alternatives: 1. 2 @ $100/day, 10 yr, 5/3% cmpd – save$1,501 2. 2 X 10 year Shared Care – save $754 3. 2 X 6 year Shared Care – save$1,106 4. 2 X6 year Shared Care, 5/3% inflation – save$1,668 Two partners age 55; select rates 2 @ $100/day, LT, 5% cmpd $3,672 Four Premium Saving Alternatives: 1. 2 @ $100/day, 10 yr, 5/3% cmpd – save$1,501 2. 2 X 10 year Shared Care – save $754 3. 2 X 6 year Shared Care – save$1,106 4. 2 X6 year Shared Care, 5/3% inflation – save$1,668 *CCII rates and options shown may not be available in all states Partners, Age 55 Premium Alternatives Similar Premiums – BP & Inflation Variables / Fixed Benefit Amount

64. Custom Care II Essential Care II FamilyCare Benefit II Long-Term Care Insurance is underwritten by John Hancock Life Insurance Company, Boston, MA 02117 For professional use only. Not for use with consumers LTC-CCIIWEBTEL 10-03