1. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 Common Cancers In Underwriting With A Focus On Prostate Cancer Jordan Carreira VP & Chief Underwriter Lincoln Financial Group LLA 1304-0034 Agent/Broker use only. Not for use with the public.

2. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 2 Common Cancers In Underwriting With A Focus on Prostate Cancer 1)I’m Not A Doctor 2)If I Talked About Prostate Cancer For 45 Minutes…. Some Caveats: LLA 1304-0034 Agent/Broker use only. Not for use with the public.

3. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 3 …..This Would Be You Common Cancers In Underwriting With A Focus on Prostate Cancer LLA 1304-0034 Agent/Broker use only. Not for use with the public.

4. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 4 AgencyOne Underwriting Workshop And Producer Conference New Agenda: Prostate Cancer Updates What’s Going On In the Industry Inside Lincoln’s Underwriting Shop 4 Things To Remember About Lincoln LLA 1304-0034 Agent/Broker use only. Not for use with the public.

5. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 5 AgencyOne Underwriting Workshop And Producer Conference Prostate Cancer Update: PSA Testing PSA Limits LLA 1304-0034 Agent/Broker use only. Not for use with the public.

6. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 6 What’s Going On In The Industry What Is The Biggest Problem To Happen In The Life Insurance Industry In The Last 3 Years? LLA 1304-0034 Agent/Broker use only. Not for use with the public.

7. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 7 What Is The Biggest Problem To Happen In The Industry In The Last 3 Years? Hint: It’s Not STOLI LLA 1304-0034 Agent/Broker use only. Not for use with the public.

8. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 8 STOLI Aftermath Income Verification With 4506T Verification Of Info From CPA and/or Attorney LLA 1304-0034 Agent/Broker use only. Not for use with the public.

9. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 AgencyOne Underwriting Workshop And Producer Conference 9 Trusted Sources Sometimes Are Not What They Used To Be LLA 1304-0034 Agent/Broker use only. Not for use with the public.

10. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 The Biggest Problem To Happen To The Industry In The Last 3 Years Low Interest Rates! 10 % Low Interest Rate Environment Will Continue To Challenge Our Industry For At Least The Next 2 – 3 Years. LLA 1304-0034 Agent/Broker use only. Not for use with the public.

11. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 Low Interest Rate Environment …. Good For Homeowners Seeking Mortgages & Refinancing …. Not So Good For Guaranteed Insurance Products 11 LLA 1304-0034 Agent/Broker use only. Not for use with the public.

12. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 Low Interest Rate Environment AG 38 Legislation On Reserving European Regulation Changes – Solvency II DAC Accounting Changes 12 Less Profitable Business Low Interest Rates LLA 1304-0034 Agent/Broker use only. Not for use with the public.

13. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 What’s Going On In The Industry The Vast Majority Of Companies Re-priced Their GUL Product Lines In 2012. Lincoln “Pivoted” To Products Like Indexed UL, Variable UL And Now Treasury Indexed UL In 2013 To Offer Competitive Products And A Comprehensive Product Portfolio Of Solutions For Customers. 13 LLA 1304-0034 Agent/Broker use only. Not for use with the public.

14. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 What’s Going On In The Industry New Product Innovation Will Increase. Accelerated Death Benefit Riders Will Be Added To Product Lines Linked Benefit Products Will Evolve On Different Chassis 14 LLA 1304-0034 Agent/Broker use only. Not for use with the public.

15. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 AgencyOne Underwriting Workshop And Producer Conference 15 LLA 1304-0034 Agent/Broker use only. Not for use with the public.

16. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 What’s Going On In The Industry Underwriters Will Be Required To Wear New Hats To Underwrite The Mortality Risk And The Morbidity Risk Of Applicants 16 LLA 1304-0034 Agent/Broker use only. Not for use with the public.

17. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 What’s Going On In The Industry New Products Will Offer Death Benefit Protection With Income Available To Help With Disability Or Long Term Care Needs 17 LLA 1304-0034 Agent/Broker use only. Not for use with the public.

18. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 What’s Going On In The Industry Look For Lincoln To Introduce A New Product In Late 2013. “Insurance That Changes With You” 18 LLA 1304-0034 Agent/Broker use only. Not for use with the public.

19. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 Insurance That Changes With You…. Will Offer Death Benefit, But Like Our MoneyGuard Product, There Will Be Opportunity To Pay Disability Benefits And/Or Later On In Life, LTC Benefits. 19 Lincoln Product Innovation! LLA 1304-0034 Agent/Broker use only. Not for use with the public.

20. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 What’s Going On In The Industry Predictive Modeling: Lab Scoring & Data Mining 20 Labs Are Using Blood Results Compared With SS Death Master File to Determine A Risk Factor Score For Age & Gender Smart Score And Risk IQ Are Examples LLA 1304-0034 Agent/Broker use only. Not for use with the public.

21. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 Smart Score What’s Going On In The Industry Predictive Modeling: Lab Scoring 21 LLA 1304-0034 Agent/Broker use only. Not for use with the public.

22. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 What’s Going On In The Industry 22 Predictive Modeling: Lab Scoring Risk IQ LLA 1304-0034 Agent/Broker use only. Not for use with the public.

23. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 What’s Going On In The Industry 23 Predictive Modeling: Data Profile Companies Will Implement Data Base Mining Using Multitudes Of Data Points To Better Predict Mortality LLA 1304-0034 Agent/Broker use only. Not for use with the public.

24. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 What’s Going On In The Industry 24 Predictive Modeling: Data Profile Marketing Data And Buying Habits Can Help Predict A Lifestyle Model Without Need For Blood Or Medical Info No, I don’t use tobacco. I just buy it! LLA 1304-0034 Agent/Broker use only. Not for use with the public.

25. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 What’s Going On In The Industry Predictive Modeling -Data Mining Will Help To Reduce Or Eliminate The Need For An Exam Or Fluids At The Younger Ages And Lower Face Amounts -Your Data Is Constantly Being Monitored -Charge Wisely…. Pay Cash!! 25 LLA 1304-0034 Agent/Broker use only. Not for use with the public.

26. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 26 Inside Lincoln’s Underwriting Shop Underwriting Philosophy Fair Flexible Responsibly Aggressive Industry Leading Underwriting Teams LLA 1304-0034 Agent/Broker use only. Not for use with the public.

27. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 Inside Lincoln’s Underwriting Shop 2008 Liberalized & Separate Preferred Criteria For Age 70+ For Cholesterol, Blood Pressure & Build Use Of BMI In Lieu Of Height/Weight Family Longevity Credit And We Were First To Offer Preferred Rate For 70+ Diabetics That Meet Certain Criteria 27 Lincoln Underwriting Innovation LLA 1304-0034 Agent/Broker use only. Not for use with the public.

28. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 2009 No MD Exams Pharmacy Database Checks To Reduce The Number of Routine APS Requests Get Up & Go Exams Introduced For Ages 70+ 28 Lincoln Underwriting Innovation Inside Lincoln’s Underwriting Shop LLA 1304-0034 Agent/Broker use only. Not for use with the public.

29. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 Lincoln Underwriting Innovations Older Applicants Continue To Challenge Our Underwriting Skills As They Usually Involve Multiple Impairments, Complicated Medical Histories, With Functional, As Well As Cognitive, Concerns 29 Older Age Underwriting LLA 1304-0034 Agent/Broker use only. Not for use with the public.

30. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 Example Of Challenges We See 30 LLA 1304-0034 Agent/Broker use only. Not for use with the public.

31. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 Inside Lincoln’s Underwriting Shop 2011 Treadmill EKG’s Eliminated!! Internal Retention Increased To $20 Million Autobind Increased To $60 Million 31 Lincoln Underwriting Innovation LLA 1304-0034 Agent/Broker use only. Not for use with the public.

32. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 Inside Lincoln’s Underwriting Shop 2012 Impairment Review For Preferred Status Foreign National Program Enhancements Added New Nexus Requirements For A Spouse And For Having A Substantial Bank Account ($500,000) In A U.S. Bank For A Minimum Of 6 Months To Qualify For Coverage 4506T Tax Transcript Introduced – In April 2012 32 Lincoln Underwriting Innovation LLA 1304-0034 Agent/Broker use only. Not for use with the public.

33. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 33 Foreign Travel Improvement Preferred And Preferred Plus For Up To 12 Weeks (3 Months!) Of Travel To Almost Anywhere In The World LLA 1304-0034 Agent/Broker use only. Not for use with the public.

34. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 Inside Lincoln’s Underwriting Shop Underwriting Innovation 34 -May 2013 – LFG Will Begin Identity Risk Management With Client Checks Through A Vendor -“Client ID” Verification That The Info Presented By The Applicant Is Correct Through Public Record Data Sources LLA 1304-0034 Agent/Broker use only. Not for use with the public.

35. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 What’s Going On At Lincoln Client ID Will Verify That The Social Security Number Is Real, Belongs To The Applicant, And The Address And Phone Match To The Applicant (Not A Vacant Lot) 35 LLA 1304-0034 Agent/Broker use only. Not for use with the public.

36. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 Inside Lincoln’s Underwriting Shop 2013 Reduce Or Eliminate The Consumer Inspection Report (age 70+ will still require cognitive screening) EKG’s ~ Are They Really Needed? Medical Impairment Review OSA Review PSA Criteria Financial Underwriting Updates Template For Financial Underwriting Insurance as an Asset Class Estate Growth 36 LLA 1304-0034 Agent/Broker use only. Not for use with the public.

37. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 37 4 Things To Remember About Lincoln 1.Table Reduction Program 2.Non-Smoker Rate Available For Admitted Cigar, Pipe & Chewing Tobacco Users 3.Preferred Family History Criteria For Cancer 4.Responsibly Aggressive Underwriting Philosophy With Fair and Balanced Decisions. LLA 1304-0034 Agent/Broker use only. Not for use with the public.

38. For Advisor and Broker/Dealer Use Only ©2010 Lincoln National Corporation LNC201104-2053589 38 Questions? LLA 1304-0034 Agent/Broker use only. Not for use with the public. Lincoln Financial Group is the marketing name of Lincoln National Corporation and its affiliates.