1. VUL Basics For Anna Li’s Baseshop training only

2. What Is VUL Variable Universal Life --After 1984: section 7702 of DEFRA defines "life insurance" and investment" for tax purpose" It is based on Law of building equity, and Law of decreasing responsibility.

3. Two Components of VULs Life Insurance VUL Mutual Funds

4. Investment Options

5. What is VUL good for? –Insurance Protection –Retirement –College fund –Mortgage protection –Tax planning –Estate planning –Privacy & Protection from creditor –Flexibility

6. Features of VUL Insurance – permanent Separate Account: –Professional Money Management –Diversify @ Asset Allocation –Dollar Cost Averaging –Tax-free transfer –Conveniently accessible TAX-FREE loan (IRC 7702) after the first policy year – not required to return –Income tax-free upon death

7. VUL Features Death Benefit Options: It is important to know if the client’s need for insurance will increase, decrease, or remain the same over the insured’s lifetime. 1.Option A = level death benefit 2.Option B = increasing death benefit 3.Option C = combination of A & B

9. VUL Charges & Expenses Other Potential Costs: Transfer Charge: Charge for excessive movement among sub-accounts Charge for excessive movement among sub-accounts Preferred Product Provider Example: Preferred Product Provider Example: Allows 12 free transfers in a year before $25 charge. If transfer through internet, free for charge even over 12 times. Allows 12 free transfers in a year before $25 charge. If transfer through internet, free for charge even over 12 times. Surrender Charge: If Policy is surrendered during the first 10 years the client is charged a penalty fee from the cash value and the rest is sent to the client (NSV). Can be offsetted by the long term investment strategy.(After 10 years, no Surrender Charge )

10. Loan interest charged: 1~10: 2.75% 10+: 2.00% Max<3.00% (guaranteed) Loan reserve interest rate credited: 2% (guaranteed) Effect of policy loans 1~10: 0.75% 10+: 0% Max: 1% ( guaranteed ) VUL Sub-Accounts Loans from Policy: Loans from Policy: Loan Credit 1~10 2.75% 2.00% 0.75% 2.0% 10+ 0.0% INS INV loan reserve

13. WRL FEB

15. Accumulation VUL (John Hancock) For internal training only Flagship VUL product specifically designed for long term asset accumulation with life insurance Technical Spec. –Premium charge: 8% 1 st y, 4% >1 st y –Loan: 4.25%-3%=1.25% first 10 y. 3%-3%=0% >10 y –Asset Credit: 0.05%>10 y –Admin Fee: $10/month –Per BFA charge: level for 10 years Riders Highlights –Cash Value Enhancement –Long Term Care Illustration Comparison

16. Protection VUL (John Hancock) For internal training only Flagship VUL product specifically designed for life insurance with asset accumulation Technical Spec. –Premium charge: 8% 1-5y, 2% 6+y –Loan: 4.25%-3%=1.25% 1-10 y. 3%-3%=0% >10 y –Admin Fee: $15/month –Per BFA charge: level for 4 y Riders Highlights –Extended Non-lapsed Guaranteed –Long Term Care Illustration Comparison

17. There has to be a need for insurance protection Clients have to be able to afford Clients have to be able to accept some degree of market risk Clients have investment need VUL Suitability Determining Suitability:

18. The Shortage About VUL:  You can ’ t use money in the first year.  If cancel within 10 years, it has surrender penalty.

19. Who sell VUL? More than 100 companies market VUL The agent who sells VUL must have life insurance license and security license

20. Frequently Asked Questions about VUL  How many years I have to pay the premium?  How much money I have to put in?  My account was locked, isn’t?  Term is cheaper  Is it true that there are a lot of hidden cost?  Too good to be true  What about tax law changes?  What if insurance company get bankrupt?

21. Some of the good things about VUL  Discipline/commitment/good habit (We should commit: 401K, Mortgage, Child, marriage, why not VUL?)  Peace of mind for a responsible man/woman  Show personal value (how much you worth)  Flexibility and the Living benefit, like after first policy year, can loan out from surrender value 90% without pay any tax for any use.

22. How To Think About The COI Term is cheaper, but it has 1% claim rate, the premium from your own packet. After tax money Every family should has a permanent life, Permanent life vs Term life House vs Rent

23. Can I Afford The COI Of The VUL When I Am Getting Old? When you old, the insurance you need to buy is proportional to the cash value, which is very small when you are old (example: when a male 76 years old, if cash value is $1M, only needs buy $50,000 Insurance, the cost is $650/yr) The outstanding loan won’t affect the cash value The more of the COI means you have more cash value

25. When is good time to buy VUL Now ( the sooner the better) Every body needs protection, investment, flexibility for use, Tax advantage, Law suit protection. It’s time for all to invest to the good plan!