1. ASSOCIATION Discount Program for DI & LTCI Page 1 8567-03-10 2010-02477 [Name] [Agency] [Phone/Email] Single, Best Way To Develop Your Market Disability income and long term care insurance 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. Products provisions and features may vary by state. FOR PRODUCER USE ONLY. NOT FOR USE WITH THE GENERAL PUBLIC.

2. ASSOCIATION Discount Program for DI & LTCI Page 2 Powerful, business-building program Numerous soft/warm prospects –Prime for building long-term relationships with Continuous streams of business: –New members join –Cross-sell or up-sell opportunities –Referrals, referrals, referrals You become the “go-to” agency for all financial and insurance needs –LTCI programs include family members* * Eligible family members include: Spouse/domestic partner, children, parents, grandparents and siblings of the association member and those of his or her spouse/domestic partner.

3. ASSOCIATION Discount Program for DI & LTCI Page 3 #1 Reason to Sell Our Association Discount Program We can get you started with discovering opportunities. We make it easy to get into the Association business We make it easy to grow your Association business

4. ASSOCIATION Discount Program for DI & LTCI Page 4 Win/Win Program for Everyone ASSOCIATION WINS! Helps recruit and retain members Recognition for providing additional security (with a discount) for members. No cost implementation – helps to keep membership dues down Minimal effort to implement MEMBERS WIN! Premier product with some of the highest income replacement ratios in the industry Individual, non-cancellable coverage Great supplemental DI for maximum level of income protection Minimal effort to implement Tax-free benefits when member paid Access to full-service agency with ability to receive one-on-one attention YOU WIN! Multiple sales opportunities Ability to build long-term relationships with members and their families Referrals and cross-selling opportunities with EACH MEMBER Increased visibility in location of Association

5. ASSOCIATION Discount Program for DI & LTCI Page 5 Easy, 5-Step Approach STEP 1: Identify Association Opportunities  Preferred Association Market Guide  Highlighting 8 optimal markets  Online Resources  Recently Submitted Applications  Local Resources Some of the easiest prospecting around

6. ASSOCIATION Discount Program for DI & LTCI Page 6 STEP 2: Obtain Approval to Solicit Endorsement STEP 3: Schedule Meeting With Association Decision Makers Easy, 5-Step Approach

7. ASSOCIATION Discount Program for DI & LTCI Page 7 Easy, 5-Step Approach STEP 4: Win Endorsement STEP 5: Meet Your Sales Goals

8. ASSOCIATION Discount Program for DI & LTCI Page 8 NEXT STEP Schedule an appointment with me Request the new Association Producer Kit, which includes: –Preferred Association Market Guide –Program Producer Guide –Prospecting Materials for reaching out to Association Directors Association Brochure Flyers Sample Announcement Letters –Member Communication Spec Sheet

9. ASSOCIATION Discount Program for DI & LTCI Page 9 Thank you. This is an exciting opportunity. [Agent Name] [Agency] [Phone/Email]