1. marketing Disability Income (DI) insurance to professional and business/trade associations DI 1348 11-15 For producer use only. Not for use with clients.

2. disclosures In approved states, DInamic Foundation (forms 4501NC, 4502GR and 4503NCBOE) and DInamic Fundamental ® (form 4504LS) are issued by Ameritas Life Insurance Corp. In New York, DInamic Foundation (forms 5501-NC, 5502-GR and 5503-NCBOE) and DInamic Fundamental ® (form 5504-LS) are issued by Ameritas Life Insurance Corp. of New York. Policy and riders may vary and may not be available in all states. This information is provided by Ameritas®, which is a marketing name for subsidiaries of Ameritas Mutual Holding Company, including, but not limited to, Ameritas Life Insurance Corp., located at 5900 O Street, Lincoln, NE 68510, Ameritas Life Insurance Corp. of New York, located at 1350 Broadway, Suite 2201, New York, New York 10018 and Ameritas Investment Corp, member FINRA/SIPC. Ameritas Life Insurance Corp. of New York is licensed in New York. Each company is solely responsible for its own financial condition and contractual obligations. For more information about Ameritas®, visit ameritas.com. Ameritas ® and the bison design are registered service marks of Ameritas Life Insurance Corp. Fulfilling life ® and DInamic Fundamental ® are registered service marks of affiliate Ameritas Holding Company. © 2015 Ameritas Mutual Holding Company DI 1348 11-15For producer use only. Not for use with clients.

3. DI association marketing What is Disability Income (DI) insurance association marketing? Offering discounted individual DI and/or Business Overhead Expense (BOE) insurance to qualifying members of an approved association. DInamic Fundamental is included but the association discount is not available with this product. DI 1348 11-15

4. For producer use only. Not for use with clients. why DI association marketing? Support from Ameritas ® Some companies have scaled back on or pulled out of the association business. Ameritas ® is committed to this program and continues to offer competitive, discounted products to qualifying members of approved associations. DI 1348 11-15

5. For producer use only. Not for use with clients. why Ameritas ® ? Stable, reliable companies Thousands of people across America rely on Ameritas ® to provide DI insurance for their income protection needs. Have the financial strength you expect, as evidenced by strong industry ratings Commitment to DI insurance We have the expertise you need – issuing DI insurance products since 1966 Excellent service Client Service Office in Cincinnati has a dedicated DI insurance department to provide full service to you and your clients DI 1348 11-15

6. For producer use only. Not for use with clients. association members win Individually owned DI insurance policies Helps provide security Substantial discount from sex-distinct rates Tax-free benefits when premiums are paid by the individual (as opposed to employer-paid group insurance which typically results in taxable benefits) Supplemental protection to group LTD to provide a higher percentage replacement of income Business Overhead Expense (BOE) insurance available to select small business owners DI 1348 11-15

7. For producer use only. Not for use with clients. association executive directors win Recognition for helping provide security to members Helps to recruit and retain members No cost to the association Minimal effort No bookkeeping – members are billed directly Opportunity for relationship with the producer for other financial needs DI 1348 11-15

8. For producer use only. Not for use with clients. producers win One sponsorship “Seal of approval” Gives you access to membership Multiple prospects Association members are not cold prospects Established level of trust with association Multiple sales Careful planning, hard work and persistence required Goal is long-term repeated exposure Substantial rewards available DI 1348 11-15

9. For producer use only. Not for use with clients. producers win (cont.) Referrals and cross-selling Each sale to member establishes a new client relationship Opportunity to meet clients’ other insurance and financial needs Opens doors to gaining referrals Professional credibility As the sponsored producer, your visibility increases Can use credibility as leverage with other associations DI 1348 11-15

10. For producer use only. Not for use with clients. DI insurance association marketing producer fast facts Group eligibility State and local professional and qualifying business and trade associations established for purposes other than the purchase of insurance In existence at least two years Minimum of 100 members, all of whom are in the same occupation Membership within a geographical area that enables face-to-face meetings Association executive support for the solicitation DI 1348 11-15

11. For producer use only. Not for use with clients. DI insurance association marketing producer fast facts Policies and classifications Individual DI Insurance Nonmedical occupational classes 6A, 5A, 4A, 3A and 2A Medical occupational classes 6M, 5M and 4M Business Overhead Expense Insurance Nonmedical occupational classes 6A, 5A, 4A, 3A and 2A Medical occupational classes 6M, 5M and 4M DInamic Fundamental 1L or 2L class based on percentage of manual duties performed DI 1348 11-15

12. For producer use only. Not for use with clients. DI insurance association marketing producer fast facts Discounts 15% association discount taken from sex-distinct rates* Available for all premium modes Commissions 40% First-Year Commissions (FYC) Standard overrides and renewals *Subject to state variations. DI 1348 11-15

13. For producer use only. Not for use with clients. requirements for consideration of association approval DI Insurance Association Marketing Approval Form – UN 1875 Letter of Endorsement from Executive Director – UN 1876 Must be sole-sourced sponsorship – meaning no other DI insurance carriers are marketing within the association Complete marketing plan – UN 1874, which includes: First-year strategy for promoting sponsorship; How the association will support marketing the program; Procedure for informing new members about the availability of discounted DI insurance; and Projected results for first year (number of policies and premium projections DI 1348 11-15

14. For producer use only. Not for use with clients. types of eligible associations Local/state chapters of national associations Pharmacist associations CPA associations Bar associations Engineer associations Architect associations Local/State medical associations (6M-4M only) Some business and trade associations DI 1348 11-15

15. For producer use only. Not for use with clients. five steps to successful DI insurance association marketing 1.Prospect for sponsorships 2.Earn the sponsorship 3.Obtain approval from Ameritas ® 4.Implement the plan 5.Provide superior service DI 1348 11-15

16. For producer use only. Not for use with clients. prospect for sponsorships Create a prospecting list Ask for preliminary meeting with executive director Personalize your presentation to the association Marketing materials available: Prospecting pieces such as postcards, emails and letters Follow-up pieces once connection and interest is shown such as power point presentations, client flyers and letter Approval Forms (including UN 1875) DI 1348 11-15

17. For producer use only. Not for use with clients. earn the sponsorship Based on information gathered, customize the PowerPoint presentation Show how you will add value to the association Keep in close, frequent contact with the executive director during the approval process Work out your marketing plan with the help of the executive director If there is reluctance to portray Ameritas ® as the “sponsored” carrier, try using “preferred carrier status” DI 1348 11-15

18. For producer use only. Not for use with clients. obtain approval from Ameritas ® Request for sponsorship will be reviewed by representatives from DI Product Management, Actuarial, Claims and Underwriting Formal letter of approval will be sent to producer of record Provides exclusive marketing rights Outlines any specifications regarding the association Includes an IPN number that is unique to the association IPN number must be written on all applications in order for applicants to receive the association discount DI 1348 11-15

19. For producer use only. Not for use with clients. implement the plan Tips for Success: Make sure the initial announcement letter is written on the association letterhead. Make sure your contact information is prominently displayed Your strategy should be to remain visible to the membership repeatedly Marketing materials available for implementing the plan: UN 1877 – Announcement Letter from Executive Director DI 1280 – DI Insurance Association Marketing Postcard – Income is your foundation. Protect it. DI 1648 – DI Insurance Association Marketing Ad – Income is your foundation. Protect it. UN 1879 – DI Insurance Association Marketing Ad – What is your most valuable asset? Ameritas ® promotional items are available via shop.ameritas.com DI 1348 11-15

20. For producer use only. Not for use with clients. provide superior service Here are some tips : Check in regularly with executive director Give progress reports Ask for feedback Look for ways to have a positive impact on the association Mention to members the value they get thanks to the association leadership Ensure each member receives prompt, thorough service You want only positive feedback to reach the association’s leaders Make sure you are meeting each member’s total financial needs You have the opportunity to go beyond DI insurance and become a trusted financial resource for your association clients DI 1348 11-15

21. For producer use only. Not for use with clients. provide superior service (cont.) Ameritas ® offers a wide range of insurance and financial products and services to individuals, families and businesses: Life insurance Annuities Individual DI insurance Group dental, eye care and hearing care insurance Retirement plans Investments Mutual funds Public finance DI 1348 11-15

22. For producer use only. Not for use with clients. miscellaneous items Exclusivity Producer of record has exclusive marketing rights for the association Any producer can use the discount on a single-case basis, but must give 20% of commissions to the producer of record Underwriting All underwriting is done on an individual, fully-underwritten basis No underwriting concessions are available Documenting the application Under the Agent’s Remarks section of the application, be sure to include the approved association name and appropriate IPN number Adding new members New members may be added with no additional paperwork required Just document the application as noted above for new members purchasing DI insurance DI 1348 11-15

23. For producer use only. Not for use with clients. review process All associations will be reviewed annually Factors considered include: Previous year production Production since inception Morbidity Persistency Pro-active marketing to members DI 1348 11-15

24. questions? DI 1348 11-15For producer use only. Not for use with clients.

25. key contacts Your agency or brokerage manager Your Ameritas ® sales development team Your GSI regional director The DI product management team For producer use only. Not for use with clients.DI 1348 11-15