1. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers How You Can Increase Your Success In Placing Modified Offers For producer use only. Not for use with consumers. Standard Insurance Company | The Standard Life Insurance Company of New York Standard Insurance Company is licensed to issue insurance in all states except New York. The Standard Life Insurance Company of New York is only licensed to issue insurance in the state of New York.

2. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers When the underwriting process reveals information that was not evident from an application, The Standard’s underwriters look at the whole picture and may try to create an offer of coverage in light of the new information. In these cases you are likely to receive a modified offer, sometimes more than one, so your customers have a choice of coverage. Overview of Modified Offers

3. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers Some choices may mean premiums for your customers are lower than the premiums for unmodified offers would have been. These Are Good Offers Of Coverage

4. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers How To Increase Your Success In Placing Modified Offers

5. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers Spend enough time with your customers so you understand their lifestyles and insurability. Take The Time To Get To Know Your Customers

6. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers What are their hobbies? Take The Time To Get To Know Your Customers

7. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers Do they work at home, in an office or somewhere else? Take The Time To Get To Know Your Customers

8. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers What are their medical histories? It’s crucial you know the answer to this question. Speak to your customers about the types of medical issues that could impact their insurability. Take The Time To Get To Know Your Customers

9. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers By far, the most important aspect of selling modified offers is preparing your customers and setting expectations. Set Expectations

10. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers Help your customers understand that even though they may be feeling fine at the time of their applications, for underwriting purposes, previous conditions might be considered and result in modified offers. Set Expectations

11. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers Applicants may not think about conditions for which they take maintenance medications, such as high blood pressure, depression or medical equipment like C-PAP machines for sleep apnea, when they are not currently experiencing symptoms. Set Expectations

12. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers As you prepare your quotes, explain the quote details to your customers, so the offers of insurance do not come back looking different from your customers’ expectations. Do your best to explain what the offer of coverage might look like once the underwriters have the complete picture. Set Expectations

13. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers Some Ways To Help Your Customers Understand The Value Of Modified Offers

14. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers When customers have questions about modified offers with exclusions, help them understand that for the any one item that’s excluded, there are always a host of other important conditions that are covered. Ask, “What will you do if any of the other conditions happen to you?” Help Your Customers See The Whole Picture

15. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers Draw a circle. Try This

16. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers Fill the circle with dots. As you do so, say, “You have coverage for this and this and this” and so on. Try This

17. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers Help Your Customers See The Whole Picture Then point to one dot and say “You are not covered for this.”

18. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers Revisit The Need For Disability Income Insurance

19. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers This example is provided only to show a breakdown of The Standard’s open claims above as of 6/30/2014 without regard to the decision made on each claim. Having the conditions listed does not establish disability. Each claim is evaluated on its own merits and according to the terms of the policy. Disabilities Have Many Causes

20. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers Could your customers manage financially if they were unable to earn an income for this length of time? The Length of Disabilities Is Tending To Increase

21. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers When You Deliver A Modified Offer, Your Attitude Matters

22. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers If you deliver modified offers to your customers with a positive attitude, it can make all the difference. Your customers will take the lead from you. Your Attitude Matters

23. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers Resources 23

24. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers The Value of Modified Offers Flyer, form 14744DIY SI/SNY. You can customize this flyer with your contact information and give to your customers.14744DIY SI/SNY. Order or download The Standard’s sales and marketing materials from the disability insurance professionals website at www.standard.com/di and selecting Find Marketing Materials.www.standard.com/di Resources

25. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers For more help in placing modified offers, please contact getinfo@standard.com or call 800.992.4446 (800.378.6057 in New York.) getinfo@standard.com We are always happy to assist you. We Are Here For You

26. 13929PPT (Rev 7/14) SI/SNY How You Can Increase Your Success Placing Modified Offers The Standard is a marketing name for StanCorp Financial Group, Inc. and subsidiaries. Insurance products are offered by Standard Insurance Company of Portland, Ore. in all states except New York, where insurance products are offered by The Standard Life Insurance Company of New York of White Plains, N.Y. Product features and availability vary by state and company, and are solely the responsibility of each subsidiary. Each company is solely responsible for its own financial condition. Standard Insurance Company is licensed to solicit insurance business in all states except New York. The Standard Life Insurance Company of New York is licensed to solicit insurance business only in the state of New York.