1. ASSOCIATION Discount Program for DI Presented by: [Agent/Agency] Strengthening Your Association’s Commitment to its Members Disability income products underwritten and issued by Berkshire Life Insurance Company of America, Pittsfield, MA, a wholly owned stock subsidiary of The Guardian Life Insurance Company of America, New York, NY. Product provisions and features may vary by state. 8570-03-10 2010-02399

2. ASSOCIATION Discount Program for DI [Association] At-A-Glance Serves [member occupations] in [chapter geographic location] Mission is to [customize from website or Association Member card] [#] chapter members Current offerings include: –[offering]

3. ASSOCIATION Discount Program for DI What’s important to you Ability to attract new members Ability to retain existing members Provide value and meaning to each membership Add no cost “value-adds” when it makes sense Keeping membership dues to a minimum while meeting the objective of the mission

4. ASSOCIATION Discount Program for DI What’s important to your members Protecting their ability to make a living Help maintain “financial” lifestyle –Cars, main residence, secondary residence, college & retirement savings, etc… Objective for each individual should be to help maintain the highest level of income possible in the event of a disability

5. ASSOCIATION Discount Program for DI Add strength to strategy for maximum income protection DI can help protect your members’ income – especially your most highly compensated members! Individual disability insurance (DI) can sit on top of other plans to create maximum income protection Concerns with other plans include: Benefit “caps” Unprotected income: –Bonus and commissions are generally not covered Does not help protect retirement contributions

6. ASSOCIATION Discount Program for DI Members Win Valuable new offering exclusive for members of association Permanent 10% Discount for Members* Our disability insurance products: –Help protect more kinds of income: Salary, Bonus Compensation and Retirement Contributions** –Has some of the highest income replacement ratios in the industry –Premier, industry-leading products No cost implementation – helps keeps membership dues down Each member can gain access to a full-service agency *10% Association discount available on ProVider Plus policy form 1400 and Overhead Expense policy forms 4100 and 4200. **Retirement Protection Plus is not a pension plan or a substitute for one.

7. ASSOCIATION Discount Program for DI You Win Message your sending to members is strong… You are always seeking to add value to its membership. Better able to retain and recruit members You get the credit! –Multi-faceted communication strategy built to ensure maximum participation (maximum member value!) –Marketing literature customized with your Association name and logo constantly working to reinforce your commitment –Announcement of program is a personal message from Association leadership

8. ASSOCIATION Discount Program for DI In Summary We Provide –10% permanent discount* –Relevant and industry-leading disability income protection products –Program works to strengthen your commitment to your members –Educational opportunities for insurance and other financial matters –Valuable income protection offered to members at no cost to the Association *10% Association discount available on ProVider Plus policy form 1400 and Overhead Expense policy form 4100 and 4200.

9. ASSOCIATION Discount Program for DI Your Success To Implement We Require: –Opportunities to participate in events and possibly speak to the group –Access to Membership –Endorsed sponsorship of this program and it’s discount

10. ASSOCIATION Discount Program for DI Next Steps Have your association approved for discount Information needed to complete this step: –Copy of Current Membership Roster –Copy of Current By-Laws and/or Constitution Review Association’s calendar of events to build a successful Marketing Communication Strategy Implement

11. ASSOCIATION Discount Program for DI Thank you for your time.