Mortgage Protection. Mortgage Protection Sales Toolkit

Transcription

1 Mortgage Protection Sales Toolkit for Producers

2 Your Personal Mortgage Protection Sales Toolkit A Total Platform for Success This toolkit is a resource for you to use in your sales efforts in the area of mortgage protection. To fully profit from it: Have it handy after appointments so that you can add to it notes about how you closed the sale- or why you didn t. Keep it by your phone so that you can add to it notes on key words that you used to set the appointment. This toolkit contains proven examples of what has worked for others, but it also contains space for you to add what works for you. Personalizing the toolkit and adding your own notes will aid you in the process of developing sales strategies to be successful yourself, and to develop and train a successful team. Good luck! What s Inside this Kit? Phone Sales Script Handling Objections Client Meeting Guide Prospecting Postcards Product Guides For Questions, contact Consolidated Underwriters Inc. at

3 Questions & Answers Here are some frequently asked questions your prospective clients may ask. Use this as a guide during your next call to help answer the questions standing between you and an actual appointment. 1. Who is this? I m with the Mortgage Protection Department of {company name}. What we do {Client Name}, is provide the mortgage protection plan that will pay your loan off if you die, can give you money if you get sick, and can return all of your premiums if you live. It will only take about 20 minutes to go over all of your available benefits and answer all of your questions. I can meet with you at {give times again}. What time would work best for you? 2. What is this? {Mr./Mrs. Client}, this is the mortgage protection plan that will pay your loan off if you die, can give you money if you get sick, and can return all of your premiums if you live. It will only take about 20 minutes to go over all of your available benefits and answer all of your questions. {Agent Name} can meet with you at {give times again}. What time would work best for you? 3. Are you with the Bank? No, I am with the Mortgage Protection Department of {company name}. What we do is provide Mortgage Protection plans for all lenders. I will be in your area tomorrow and can answer all of your questions about your available benefits. Again, it only takes about 20 minutes. I have {repeat times again} available tomorrow. What time would work best for you? 4. How much does this cost? Well {Client Name}, I can t quote you the price because there are plans available to fit just about any budget. I will be able to answer all of your questions as we review these options that best fit your needs. Once again, it only takes about 20 minutes. I have {repeat times again} available tomorrow. Does time {x or y} work best for you? The assumptive sale works well in situations like this. Present your clients the opportunity to answer Yes/No questions and they will certainly say NO!

4 Client Meeting Guide Make sure to use the following steps to create a successful meeting and to close the deal. Setting the Client at Ease I Love You / Tie Down Yourself / Your Company Benefits/Features Think About It Cost / Filling Out the Application

5 Client Meeting Guide Setting the Client At-Ease Your demeanor should always be that of a mortgage protection specialist. Be sure that you are dressed appropriately very sharp business casual (iron your shirt and pants so that they re crispy). Greet the client with a warm and friendly greeting. Comment on anything that you can show sincere interest in home, cars, neighborhood, pictures, furniture. Then, as soon as you can, say, I ve done my homework and have just what we talked about for your family. This will go quickly if we could sit at your kitchen table. I Love You / Tie Down Mrs. Smith, before we get started, I d like to ask you to do something for me but first, let me catch you up to speed on what your husband and I discussed on the phone. When I called him about the letter that he sent in for mortgage protection he told me that it was urgent and important to him because <whatever he said on the phone>. Mr. Smith told me that if I could find a company that would protect his families specific needs, and fit it within his budget, he wanted to get it in place immediately so that you are protected right away. Is it fair to say that if Mr. Smith passes away that he won t be able to spend any of this money? This is something that he does for you, his family, not for himself. Now, I know that men don t always discuss their feelings as much as some women would like them to but, by making sure that you and your family are taken care of even after he s gone, he s telling you how much he loves you. Now, Mr. Smith, has anything changed since we spoke on the phone? Yourself/Your Company Take about 3 minutes to tell them something about yourself. Try to mirror them, their fears, and their concerns. Talk about how you feel and how your wife feels to know that you re protected in the event of unexpected tragedy. Take about 3 minutes to tell them about the company that you re showing them. Convey to them it s financial strength, longevity, and commitment. Benefits/Features 1. Choice of Beneficiary: With the plan that you choose, you decide who receives the proceeds from the program in the event of death. At such time, the beneficiary has several options. Three of which are: Pay off the mortgage in one lump sum; Invest the benefit and continue to make payments; Use the proceeds to relocate to a different home. 2. Thirty Year Term: Imperative in order to protect your family for the full term of the mortgage. Many plans will only cover 20 years. 3. Portable: If you sell your home and buy another, or refinance your

6 Client Meeting Guide present home, this plan can simply move with you to continue to protect your next mortgage. This means regardless of how many times you move, you will never need to qualify for another plan or risk losing the one that you have. 4. Death Benefit Remains Level: The death benefit remains level for the length of your mortgage. With most plans, benefits decrease each year while the premium remains the same. 5. Unemployment: After one month of unemployment the premium will be paid each month for 6 months. 6. No medical exam required: In most cases, this company does not require a medical examination for healthy rates. Includes tobacco and nontobacco. 7. Free Accidental Death Benefit Rider: The free ADB Rider benefit will pay an additional death benefit of up to 50% of the face amount in the event of certain accident-related deaths of the insured Hour Coverage-Accident or Sickness: Unlike many mortgage protection plans, this program will pay benefits regardless of whether the death/disability occurs from accident or sickness 9. Money Back: You have the option of receiving a refund on all the premiums that were paid by you into this program if you live. 10. Disability: This feature will pay your mortgage payments if you become disabled for a period of 2 years after a 90-day elimination period. This protection covers disability under the any occupation definition. 11. Waiver of Premium: Another disability feature, this option will pay your premium, for as long as you are disabled, after six months of disability, with a refund for the premium payments for the first six months. Think About It Now, Mr. and Mrs. Smith, I ve gone over everything that I need to cover with you except for the numbers. Before we go through them I d like for you to do one more thing for me I d like for you to promise me that you re not going to tell me that you need to think about it (pause and smile) now let me tell you why. I ve found that a think about it means one of two things either you still have some questions about the benefits as I have explained them or the plan that you want doesn t fit within your budget. So, rather than telling me that you need to think about it ask me about any of the benefits that you have questions about or if we need to work out a cost issue. Does that sound fair enough?

7 Client Meeting Guide Cost/Filling Out the Application Pull out the plans that you selected to meet their needs and explain each one to them. Immediately pull out the application while they are looking at the numbers and start filling it in. You should have their name and address on the lead card. Ask them for info to fill in the blanks while they pick a plan. If they haven t chosen a plan by the time you reach that line on the app, just skip it and keep going. If they still haven t chosen by the time you ve completed the app just ask, which of these plans best fits your needs?

8 Phone Sales Script Make sure you guide prospects in helping you to achieve three critical steps in the process of mortgage protection prospecting while on the phone. Discovering the Importance/Urgency Setting the Appointment The Tie Down

9 Phone Sales Script Sample Phone Script Hello. _client_? This is you calling in reference to your mortgage originated with for $. Do you remember sending in a notice to us regarding mortgage protection on that loan? You filled in your name, birth date, height, weight, and phone numbers on it? I ve been assigned to assist you and your lender in getting this taken care of I just need just a couple of minutes to confirm some of the information you filled in and get a couple more details from you so that I can process this request. Is this a good time? Now, this is a new style mortgage protection program that has the best living benefits in the industry such as making your mortgage payment for you if you become disabled or returning every penny of premium at the end of the term if you survive. Before I confirm the information you sent us I need to ask a few questions to qualify you Do both you and your spouse contribute to the monthly mortgage? If one of you passed away would the other be able to maintain their standard of living and the mortgage payment without a struggle? If one of you became disabled, could you keep your mortgage payment going? Is the disability benefit or getting all your money back at the end of the term important to you? client, some people have wanted this protection because they just lost a friend or loved one and they saw what the family went through after that, or they just feel a responsibility to make sure their family is taken care of, even when they re gone. Tell me, client, why is this important to you? Now, the reason I ve asked you these questions is because we put programs together, we don t use just one insurance company, we find out what you want and need and research the market to find the best program available to fit your specific situation. Now I ve got your birth date listed as (verify info) Are either of you on any kind of medication for any health conditions (Blood Pressure, Cholesterol or Diabetes)? What specifically are you taking and what dosage level?

10 Phone Sales Script Sample Phone Script continued In the last 10 years, have either one of you had any major operations or diseases (Heart problems or cancer)? When was the operation? Still on medication? Do either of you have any other major health challenges? Are you currently on disability? What is the nature of the disability? How long have you been on disability? What are you unable to do or perform as far as activities of daily living? Have you or your spouse had any DUI convictions within the last 5 years? Now for our disability option which pays your mortgage payment should you or your spouse become disabled: monthly mortgage payment in round numbers (including taxes and insurance, occupation, what company do you work for, how long have you been there, spouse? Now our records show your mortgage amount to be (mortgage amount) is that a 30 year loan? (Let them correct you as far as amount and length). Is that a first mortgage? Are there any 2nd mortgages you want to cover?, if we can find something out there that fits your budget and fits your needs are you ready to put something in place so you can be covered? The reason that I m asking is this, we service over a hundred families each week and it s important to me to be able to spend as much time with you as you need, but I ve found that it takes me about 17 minutes to go over with you and your spouse the options available to you, and about 15 more minutes to answer any questions you may have and get this taken care of for you, that s 32 minutes all together. I ll be in your area on, would afternoon, evening, or late evening be better for you? Verify address, between now and the time that we get together, I need you and your spouse to take a look at your budget and get a ballpark figure on what you can afford to set aside for this protection. Now let me tell you what s going to take place when I get there... I m going to take a few minutes to get you familiar with my company and myself. Then I m going to go over a few points which I think make us stand head and shoulders above everyone else out there.

11 Phone Sales Script Sample Phone Script continued Then, based on the info that you ve just given me, I am going to explain to you the 3 or 4 best programs available out there to you. I ll have everything from the Yugo to the Cadillac. I ll help you select one that best fits your budget and your needs and when you re comfortable with it price wise and coverage wise, I will fill out a Request for Coverage and we ll submit that request with a check for the first months premium to get the program started. Is that fair enough? If I can deliver a product that fits your needs and fits your budget, we ll be able to do business Thursday night and you ll be able to write a check for the first months premium? Now ( Client ), this appointment is for your benefit, not mine. Can you see anything that might come up that would prevent us from meeting on Tuesday at 7:00 PM? Any school functions for the kids? Any games or practices? Any church meetings or classes that you have to attend? I ll have several appointments that evening so I may be there 30 minutes early or 30 minutes late, would that be ok? Now, on a scale of 1 to 10 as far as accountability goes, I m a 10, I m good for my word. I will not cancel or just not show up. I know that none of us are promised tomorrow and I won t let your family down.

12 Phone Sales Script #1 Discovering Importance/ Urgency Do both you and your spouse contribute to the monthly mortgage? If one of you passed away would the other be able to maintain their standard of living and the mortgage payment without a struggle? If one of you became disabled, could you keep your mortgage payment going? Is the disability benefit or getting all your money back at the end of the term important to you? client, some people have wanted this protection because they just lost a friend or loved one and they saw what the family went through after that, or they just feel a responsibility to make sure their family is taken care of, even when they re gone. Tell me, client, why is this important to you? client, if we can find something out there that fits your budget and fits your needs are you ready to put something in place so you can be covered? The reason that I m asking is this, we service over a hundred families each week and it s important to me to be able to spend as much time with you as you need, but I ve found that it takes me about 17 minutes to go over with you and your spouse the options available to you, and about 15 more minutes to answer any questions you may have and get this taken care of for you, that s 32 minutes all together. I ll be in your area on, would evening, or late evening be better for you? Verify address.

13 Phone Sales Script #2 Tie Down, between now and the time that we get together, I need you and your spouse to take a look at your budget and get a ballpark figure on what you can afford to set aside for this protection. Now let me tell you what s going to take place when I get there... I m going to take a few minutes to get you familiar with my company and myself. Then I m going to go over a few points which I think make us stand head and shoulders above everyone else out there. Then, based on the info that you ve just given me, I am going to explain to you the 3 or 4 best programs available out there to you. I ll have everything from the Yugo to the Cadillac. I ll help you select one that best fits your budget and your needs and when you re comfortable with it price wise and coverage wise, I will fill out a Request for Coverage and we ll submit that request with a check for the first months premium to get the program started. Is that fair enough? If I can deliver a product that fits your needs and fits your budget, we ll be able to do business Thursday night and you ll be able to write a check for the first months premium? Now ( Client ), this appointment is for your benefit, not mine. Can you see anything that might come up that would prevent us from meeting on Tuesday at 7:00 PM? Any school functions for the kids? Any games or practices? Any church meetings or classes that you have to attend? I ll have several appointments that evening so I may be there 30 minutes early or 30 minutes late, would that be ok? Now, on a scale of 1 to 10 as far as accountability goes, I m a 10, I m good for my word. I will not cancel or just not show up. I know that none of us are promised tomorrow and I won t let your family down.

14 Rebuttals to Objections I Have Life Insurance At Work I Already Have Life Insurance Can You Mail Me the Information I m too Busy this Week We Usually Sleep on It Before We Make Any Major Decisions We Are Talking to Other Companies Right Now So We Can t Commit

15 Rebuttals to Objections I Have Life Insurance at Work I generally suggest that my clients take full advantage of their benefits at work, such as life insurance. That s because it is usually either free or very inexpensive. However, there is a catch: When you leave, you don t get to take it with you. Some companies say that you can, and even then, only at attained age. That means that you could be 65 when you leave. A 65 year-old s rates are a lot higher than a 30 year old. That s why it is smart to buy a policy independent of work. I Already Have Life Insurance That s great that you already have life insurance, I think every family should. Life insurance is meant to replace the income of the person that is lost but it s usually only about two to five times their income. That gives your family time to maintain their standard of living temporarily but it doesn t let them keep the house or even one like it. In fact, without mortgage protection, most families are forced to leave their home in less than 15 months, even when they have life insurance. Can You Mail Me the Information? To explain our process, part of our agreements with our referral mortgage companies is to meet with their clients face to face first, to visually verify you and your spouses health, and to visually verify the home that we will be protecting and finally to fully explain the program and all the options that you qualify for and the pricing. I m Too Busy This Week I know how you feel, I felt the same way, but this is what I ve found. We are all busy and truthfully, are you really going to be any less busy next week that you are this week? What if I told you that you won $100,000 and the only way to get the money is to meet with me this week for 32 minutes to fill out the paperwork, how would you accommodate your schedule to meet with me? Isn t that what we are really doing with this mortgage protection? Can you guarantee your family that you will get up tomorrow morning? Last month we spoke to a husband and father on the phone that had a need and said that this was important to him, he said that he was too busy to get this taken care of immediately and set an appointment for the next week. We spoke to him on Wednesday that Friday he had a massive heart attack and passed away before we could protect his family. If he would have known the future he would have made time it s not a matter of being too busy, it s a matter of what s important to us., you ve already told me that this is important to you, is it important enough that we can find 32 minutes in the next couple of days to sit down with you and your spouse and get this taken care of?

16 Rebuttals to Objections We Usually Sleep on It Before We Make Any Major Decisions (On the phone call) You know, my wife and I feel the same way, and you re right, this is a major decision. In fact, making sure that your family can keep the home is in many ways even more important than your decision to buy the home. I know that this has been on your heart lately or you wouldn t have mailed in the notice so why don t you and your wife take some time tonight and take a look at your budget and get a ballpark figure on what you can afford to set aside for this protection and sleep on it. Let s go ahead and set up a time to get together to give me time to do my part and deliver a program to you that fits your needs and fits your budget. Great, I can understand wanting to get the best deal for your money. We are a broker company that can represent any number of a thousand different insurance companies products. We research constantly the cutting edge products on the market today to find the best products for our clients. You get to benefit from out research. When you ve done your shopping, have you found out the following: Do they offer to return your premium payments after the term is over? Do they offer a guaranteed premium that will never increase over the life of the term? Can they offer you a low cost disability program that will pay your mortgage for you if you should become disabled for any reason? Do they offer a level death benefit and not just the mortgage pay off when they pay the policy off? Can they give you a choice of a lump sum payment of benefit or a guaranteed monthly income for a specific period of time? Mrs. Smith, I have access to all of the companies that offer these benefits. Try to keep in mind that while your shopping, you are NOT covered. We find out what you are looking for and shop all of those company to find the one that best fits your needs and your budget. Now, isn t that what you re really looking for?

17 IMPORTANT What Every Homeowner Needs to Know About Their Mortgage You just bought a home, but is your mortgage protected? Finally, there s a low-cost way to provide crucial insurance coverage in case something happens to you, or your spouse. Finally, there s life insurance you can use while still living that will keep you in your house. LEARN MORE SOLD Keeping Your Home is Just as Important as Buying It Buying a home is a huge decision, but protecting the mortgage can be just as important. In less than 5 minutes, a few questions, and no worrisome medical exams, you can apply and qualify for a low-cost mortgage protection policy. To Learn How You Can Stay in Your Home in case of a Financial Emergency, call us for an instant quote and a free Client Guide Agent Information

18 Just buy a home? Be Mindful You just Made an Important Life Changing Decision! An EXCLUSIVE ONLINE TRAINING SERIES that will enable you to answer your clients BIGGEST Annuity Objections. Now how can you be fully covered if something happens to you or your spouse, such as a lost job, illness, disability or death? Let Me Help You to Select a Life Insurance Policy That s Right for Your Family Today! Making sure that your family can keep your home is in many ways even more important than your decision to buy the home. Your needs come first! The process is easy, no medical exams necessary. We will help find the right product that best suits your current and future needs. Every situation is different, so call and schedule an appointment today. We will help you make an appropriate decision.

19 Buying a Home Is an Important Life Changing Decision! Now, how can you be fully covered if something happens to you or your spouse, such as a lost job, illness, death or disability? Let Me Help You Select the Mortgage Protection That s Right For Your Family Today! Making sure that your family can keep your home is in many ways even more important than your decision to buy the home. Your needs come first! The process is easy, no medical exams necessary. We will help find the right product that best suits your current and future needs. Every situation is different, so call and schedule an appointment today. We will help you make an appropriate decision.

20 REQUEST FOR In-Force Illustration Insurer: Attn: Dept: Owner / Trustee Authorization Insured s name: Address: City: State: Zip: I authorize your company to release the requested information regarding the following policies: Owner/trustee: Signature: Date: How to Illustrate Please illustrate the following: q Current crediting/interest rate w/current annual premium q 1% below current crediting/interest rate w/current annual premium q % Interest rate w/current annual premium for yrs. q % Interest rate w/ annual premium for yrs. q No additional premiums paid into policy q Total cost basis/premium paid information q Current policy summary q Minimum premium required to keep policy inforce to age q Other Send By Please forward illustrations to the Financial Consultant listed below by: q Mail q Fax q Send To c/o Address: City: State: Zip: Phone: Fax:

21 PRODUCT ACCESS SUMMARY OF OFFERINGS Mortgage: Non-Med Term: Americo Home Mortgage Series Mutual of Omaha Term Life Express Assurity Non-Med 350 Fidelity Rapid Decision Term Fully Underwritten Term: Mutual of Omaha - Term Life Answers Genworth Colony Term Final Expense: Americo Ultra Protector Mutual of Omaha Whole Life Express Foresters Plan Right United Home Life Total Protection Series III Monumental Life Solutions American Amicable Platinum Choice

22 Home Mortgage Series at a Glance Face Amounts: Minimum: $25,000 Maximum: $400,000 (HMS w/adb has unique Face Amounts. See Product Specifications on Page 5.) Underwriting Classes: Product Specifications Policy Series 296 Policy Series 297 Policy Type Universal Life Universal Life Maturity Date Age 100 Age 95 Cash Back Option (CBO) Accidental Death Benefit Rider (Rider Series 2165) At the end of the no-lapse guarantee period, the accumulation value of the policy will be at least as large as the total amount of premiums paid for the base policy, not including any premiums paid for riders. An Accidental Death Benefit equal to 25% of the base death benefit will be paid, if death occurs prior to the end of the no lapse guarantee period and is a result of an accident. An additional 25% of the base death benefit will be payable, if death results from a bodily injury which is the direct result of an accident, while riding as a fare-paying passenger on a common carrier. Not Available Non-nicotine or Nicotine Non-nicotine rates available if the applicant has not smoked cigarettes, cigars, used nicotine patches or chewed tobacco or nicotine gum in the last 12 months. Underwriting: Accept/Reject through Table 6 Non-medical through $400,000; saliva test $250,001 to $400,000. See Underwriting section for more information. Sex Rating during initial premium period: Unisex Conversions: None No Lapse Guarantee Periods Premium Modes Minimum Issue Age Maximum Issue Ages Optional Benefit Riders Policy Fee This rider terminates at the end of the level premium/no-lapse guarantee period. 30, 25, 20, and 15 Years Monthly EFT & Annual (No modal factors. The annual premium is simply divided by 12 to obtain monthly premium.) Non-nicotine: 30 Year No-Lapse Guarantee: Year No-Lapse Guarantee: Year No-Lapse Guarantee: Year No-Lapse Guarantee: 55 Nicotine: 30 Year No-Lapse Guarantee: Year No-Lapse Guarantee: Year No-Lapse Guarantee: Year No-Lapse Guarantee: 50 Age Last Birthday 20; Age Last Birthdaay Non-nicotine: 30 Year No-Lapse Guarantee: Year No-Lapse Guarantee: Year No-Lapse Guarantee: Year No-Lapse Guarantee: 60 Nicotine: 30 Year No-Lapse Guarantee: Year No-Lapse Guarantee: Year No-Lapse Guarantee: Year No-Lapse Guarantee: 55 Age Last Birthday î Disability Income (Also available on Additional Insured Rider) î Critical Illness Accelerated Benefit î Additional Insured î Waiver of Monthly Specified Premium î Involuntary Unemployment Waiver of Premium î Children s Term (up to $15,000 per child) $90, Fully Commissionable p. 4

23 Home Mortgage Series at a Glance Product Specifications Not available in IN, MA or PA. Policy Series Policy Type Universal Life Term Insurance Maturity Date Age 105 Age 105 Face Amounts: Minimum: $25,000 Maximum: $400,000 Underwriting Classes: Non-nicotine or Nicotine Non-nicotine rates available if the applicant has not smoked cigarettes, cigars, used nicotine patches or chewed tobacco or nicotine gum in the last 12 months. Underwriting: Accept/Reject through Table 6 Non-medical through $400,000; saliva test $250,001 to $400,000. See Underwriting section for more information. Sex Rating during initial premium period: Unisex Conversions: None Cash Back Option (CBO) Accidental Death Benefit Rider (Rider Series 2165) Level and Guaranteed Premium Options Premium Modes & Modal Factors Minimum Issue Age Maximum Issue Ages Optional Benefit Riders At the end of the no-lapse guarantee period, the accumulation value of the policy will be at least as large as the total amount of no-lapse guarantee premiums paid for the base policy, not including any premiums paid for riders. Not available An Accidental Death Benefit equal to 50% of the base death benefit will be paid, if death occurs prior to the end of the level term period / no-lapse guarantee period and is a result of an accident. An additional 50% of the base death benefit will be payable, if death results from a bodily injury which is the direct result of an accident, while riding as a fare-paying passenger on a common carrier. This rider terminates at the end of the level premium period/no-lapse guarantee period. 30, 25, 20, and 15 Year no lapse guarantee period Monthly EFT (No modal factors. The annual premium is simply divided by 12 to obtain monthly premium.) Non-nicotine: 30 Year No-Lapse Guarantee: Year No-Lapse Guarantee: Year No-Lapse Guarantee: Year No-Lapse Guarantee: 55 Nicotine: 30 Year No-Lapse Guarantee: 50 (45 in FL and IL) 25 Year No-Lapse Guarantee: Year No-Lapse Guarantee: Year No-Lapse Guarantee: 47 Age Last Birthday 20; Age Last Birthdaay 30, 25, 20, and 15-year guaranteed level premiums or 30, 25, 20, and 15 level premiums with 5-year guarantee Monthly EFT: Year Term: Year Term: Year Term: Year Term: 75 Age Last Birthday î Disability Income (Also available on Additional Insured Rider) î Critical Illness Accelerated Benefit î Additional Insured î Waiver of Premium for Disability Rider (HMS150 only) î Waiver of Monthly Specified Premium (HMS150 CBO only) î Involuntary Unemployment Waiver of Premium î Children s Term (up to $15,000 per child) Policy Fee $90, Fully Commissionable $80, Fully Commissionable p. 4

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26 LifeScape NonMed Term 350 Life Insurance Policy Highlights Product Description A guaranteed-premium term life insurance policy. Uses a streamlined underwriting process requiring no medical exams; all cases are processed through Assurity s automated underwriting system. Term Periods 10, 15, 20, 30 years Issue Ages 10-year and 15-year level: ages 18 through year level: ages 18 through year level: ages 18 through 50, non-tobacco; ages 18 through 45, tobacco Issue Amounts $50,000 to $350,000 Underwriting Classes Select+ non-tobacco/tobacco; Select non-tobacco/tobacco; Standard non-tobacco/ tobacco Premiums Level and guaranteed for the initial term period of 10, 15, 20 or 30 years. Annually renewable after the initial term to age 95. Conversion Conversion period begins on issue date and ends on the earlier of: one year prior to end of level term period for 10-year plan; or, two years prior to end of level term period on 15-, 20- and 30-year plans; or, policy anniversary after insured attains age 65. Illustrations Not required, but software is available. Additional Benefit Riders Accelerated Benefits Rider (Living Benefit) - NOTE: not approved in all states. (no additional premium) Critical Illness Rider (additional premium) Other Riders (additional premium) Payment Modes Electronic Application Policy Fee Critical Illness Benefit Rider pays a lump-sum benefit if insured is diagnosed with a specified critical illness. This innovative coverage has two unique features: 1) Benefits do not decrease the death benefit but are paid in addition; 2) After first-ever diagnosis, insured is still eligible for benefits from multiple CI categories if continuing to pay premiums. Available on other insured. Disability Waiver of Premium Rider, Other Insured Rider, Monthly DI Rider, Accident Only DI Rider, Critical Illness Rider, Children s Term Insurance Rider Return of Premium Rider available on 20-year and 30-year plans (Base, Disability Waiver of Premium Rider and Return of Premium Rider only) Annual, semi-annual, quarterly, list bill, monthly automatic bank withdrawal and credit card (recurring only) Over for more information E-app is available on AssureLINK ( $70, commissionable Product and rider availability, rates and features may vary by state. Policy Form No. I L0760 and Rider Form Nos. R I0761, R I0762, R I0763, R I0764, R I0765, R I0766, R I0767, R I0825-T, R I0827-T, A-R M35. For agent use only. Not for use with consumers. We re all in (Rev. 11/12) PO Box Lincoln, NE (800)

27 For Producer Use Only, Not for Distribution to the General Public. Rapid Decision Mortgage Term At-a-Glance Product Features Level death benefit non-participating term life to age 95 in amounts up to $500,000 Guaranteed level premium periods of 15, 20, 30 and 40 years After the level premium period, policies renew on an annual renewable term premium schedule through age 95. Policies may be converted to a permanent plan of insurance designated for conversions any time up to one year prior to the expiration of the initial term period or prior to the policy anniversary on which the insured is aged 65, whichever is earlier. Annual commissionable policy fee of $95.00 Premium classes available Unisex premium classes Select non-nicotine Standard non-nicotine Standard nicotine Issue Limits Issue Age Minimum Maximum $50,000 $500, $50,000 $200, $25,000 $100, $10,000 $25,000 Issue Ages Term Period Non-Nicotine Nicotine 15 year year year year Eligibility Maximum face amount can go to 125% of mortgage amount 13-month look back first mortgage and refinance only Optional Riders * (*not available in all states) Accidental Death Benefit Rider Accident Disability Income Rider Dependent Child Rider Return of Premium Rider Waiver of Premium Rider Waiver of Premium Rider on Involuntary Unemployment Rider Does your client qualify for Rapid Decision Mortgage Term? Answer these simple questions to find out. 1. My client is a U.S. citizen or has permanent resident status (a green card). 2. My client has a valid, active U.S. driver s license and a good driving record. 3. My client lives and, if employed, works in the United States. 4. My client (if ages 56 and up) has seen a primary care physician within the past 5 years. 5. My client is not disabled or receiving disability benefits. 6. My client has not been rated or denied coverage by another life company. 7. My client has no medical history which would require an APS or Blood/Urine samples. 8. My client has a valid Social Security number. We do not offer table ratings on Rapid Decision Mortgage Term. RD Mortgage Term Height and Weight Limits Height Inches Minimum Max. Select Max. Standard Weight Weight Weight 4' ' ' ' ' ' ' ' ' ' ' ' ' ' ' ' ' ' ' ' ' ' ' ' Note: Answering the above questions, does not guarantee a policy will be approved. M /2010

28 Term Life Answers Product Highlights Premium Features 10 Year Term 15 Year Term 20 Year Term 30 Year Term Issue Ages(Age Last Birthday): Face Amounts: $100,000 - $249,999; $250,000 - $499,999; $500,000 - $999,999; $1,000,000 and above $100,000 - $249,999; $250,000 - $499,999; $500,000 - $999,999; $1,000,000 and above $100,000 - $249,999; $250,000 - $499,999; $500,000 - $999,999; $1,000,000 and above Underwriting Classes: Preferred Plus Nontobacco Preferred Nontobacco Preferred Tobacco Standard Plus Nontobacco Standard Nontobacco Standard Tobacco Table Rates: Tables A(137%) to 16 (500%) Table Rate-up Percentage: 25% per table (premiums are calculated at 25% per table) Premium Modes(Modal Factors): Annual(1.00); Quarterly (.275); Semiannual(.52); MonthlyBSP (.089) Policy Fee: $62.50 per year, commissionable for face amounts under $500,000 Riders: Accidental Death Benefit Rider Other Insured Rider Dependent Children's Rider Waiver of Premium Rider Conversions: Before age 66 Before age 66 Before age 66 During the first 20 policy years Premiums: Level and guaranteed for the first 10 policy years. The policy automatically renews annually in policy year 11 and thereafter to age 95, without evidence of insurability. Level and guaranteed for the first 15 policy years. The policy automatically renews annually in policy year 16 and thereafter to age 95, without evidence of insurability. Level and guaranteed for the first 20 policy years. The policy automatically renews annually in policy year 21 to age 95, without evidence of insurability. Level and guaranteed for the first 30 policy years. The policy automatically renews annually in policy year 31 and thereafter to age 95, without evidence of insurability. Re-entry: At the end of the 10 th policy year, but before age 66, the policyowner may reapply for a new policy of the same type, with evidence of insurability. At the end of the 15 th policy year, but before age 56, the policyowner may reapply for a new policy of the same type, with evidence of insurability. At the end of the 20 th policy year, but before age 51, the policyowner may reapply for a new policy of the same type, with evidence of insurability. At the end of the 30 th policy year, but before age 51, the policyowner may reapply for a new policy of the same type, with evidence of insurability. Product features may vary by state.

29 Colony Term Colony Term is term life insurance with level guaranteed premiums for the selected coverage period of 10, 15, or 20 years. After the level period, premiums are not guaranteed and increase annually. Product Features Issue Ages - 10-year, 0-80; 15-year, 0-75; 20-year, 0-65 (state variations may apply) Minimum issue age for nicotine use is age 16 Coverage Durations - 10, 15 or 20 years Features - Guaranteed level premiums for selected coverage periods of 10, 15 or 20 years Minimum Specified Amount - $50,000 at issue; $50,000 minimum in-force (after decrease) Annual Policy Fee - $50 (non-commissionable) Riders Available - Waiver of Premium, Children's Level Term Insurance, Accelerated Death Benefit Premium Bands Band 1: $50,000 - $99, Band 2: $100,000 - $199, Band 3: $200,000 - $499, Band 4: $500,000 - $999, Band 5: >= $1,000,000 Underwriting Classes No Nicotine Use Preferred Best No Nicotine Use Preferred No Nicotine Use Select No Nicotine Use Standard No Nicotine Use Nicotine Use Preferred Nicotine Use Standard Nicotine Use Competitive Areas $150,000 and below face amounts Select to Preferred Best No Nicotine Use underwriting classes Conversion Policyowners have the option to convert to a universal life insurance product. This option must be exercised before the end of the levelpremium period. Expiry Ages Policy expires at attained age 98 Maryland expires at attained age 95

30 Ultra Protector Series Three products to fit individual situations Ultra Protector I Ultra Protector II Ultra Protector III Minimum Face Amount* $2,000 Maximum Face Amount $30,000 $10,000 Issue Ages, age last birthday Death Benefit Non-smoker: Smoker: Level death benefit year graded death benefit (Level death benefit in seven states, see below) 3-year graded death benefit (2 years in four states, see below) Death Benefit Descriptions Full death benefit day one Year 1: Death Benefit equals return of premium plus 5% Year 2: Death Benefit equals the greater of return of premium plus 10% or 50% of the face amount Year 3+: Death Benefit equals 100% of the face amount For Arkansas, Massachusetts, Minnesota, Missouri, Montana, New Jersey, North Carolina and West Virginia: Full death benefit day one Year 1: Death Benefit equals return of premium plus 5% Year 2: Death Benefit equals return of premium plus10% Year 3: Death Benefit equals 75% of the face amount Year 4+: Death Benefit equals 100% of the face amount For Illinois, New Hampshire, New Jersey and West Virginia: Year 1: Death Benefit equals return of premium plus 5% Year 2: Death Benefit equals return of premium plus 10% Year 3+: Death Benefit equals 100% of the face amount Available Riders and Additional Features Policy Fee Underwriting Classes Accelerated Benefit Payment Rider included at no additional cost. (Rider Series 2146) Children s Term Rider available for $11 per $1,000 annually. (Rider Series 2147) $40 annual policy fee (commissionable) Non-smoker/Smoker (Pipe & cigar smokers qualify for non-smoker rates.) Accidental Death Benefit Provision: Full death benefit payable for accidental death during graded death benefit period. No riders available Male/Female $40 annual policy fee (non-commissionable) Male/Female Premium Modes Annual (1.00) and Monthly PAC (.095) Application Application included in client brochure State variations exist. Series Nonparticipating, level premium whole life product with premiums payable to age 100 and protection Policy Description provided until the insured s attained age 120. The policy will endow at age 120 (cash value will equal the face amount at age 120). *Face amounts vary by issue age in WA. See page 6 for specific amounts. p.5

31 Whole Life Express Product Highlights Issue Ages - (Age Last Birthday): Age last birthday Target Market: Individuals who want small face amounts of insurance protection for needs such as final expenses Juveniles to guarantee future insurability and to build cash values. Needs: Small face amount of permanent insurance Fully guaranteed death benefit Level premiums Covers final expenses Underwriting Classes: Tobacco Non-Tobacco Table Rate-Up Percentage: N/A Premuim Modes (Modal Factors) Annual (1.00) Quarterly (.275) Semi-Annual (.52) Monthly BSP (.089) Policy Fee $36 Annual Policy Fee Commissionable Riders: None: (Please refer to product guidelines for more details) Guaranteed Interest Rate: N/A Low-Cost Loans A 7.4% interest rate is payable in advance, 8% effective annual rate. Partial Withdrawals: None Death Benefit Guarantees: Policy is guaranteed to endow at age 100 as long as premium is paid. Other Product Features: Simplified Underwriting Small Face Amounts No death benefit reductions in the early years

32 PlanRight Whole Life Insurance PlanRight Whole Life Insurance Level Graded Modified Description Level, guaranteed premium whole life insurance. Three types of coverage one that can immediately pay a full death benefit (Level) and two that provide a limited benefit (Graded and Modified) in the first two years, and can provide a full death benefit thereafter. Death Benefit 2,3 Based on 4 100% of face amount in effect Riders Accidental Death Rider available (issue ages 50-80) Common Carrier Accidental Death Rider included at no additional cost For years 1 and 2 based on 4, the greater of: 1. Return of Premium (ROP) plus 4.5% annual interest 5 or; 2. In year 1-30% of the face amount in effect. In year 2-70% of the face amount in effect. In year 3+ - full death benefit payable Accidental Death Rider not available Common Carrier Accidental Death Rider included at no additional cost Year 1: Based on 4 Premium paid plus 10% annual interest 5 Year 2: Based on 4 Premium paid plus 10% annual interest 5 Year 3+: Full Death Benefit Accidental Death Rider not available Common Carrier Accidental Death Rider included at no additional cost Premiums Level, payable to age 121 Minimum Premiums Issue Ages (age last birthday) $10/month Minimum Face Amount $2,000 6 Maximum Face Amounts Certificate Fee (commissionable) Ages 50-80: $35,000 Ages 81-85: $15,000 Ages 50-80: $20,000 Ages 81-85: $10,000 $36 annually, subject to modal factors Modal Factors Monthly: , Quarterly: 0.26, Semi-Annually: 0.51, Annually: 1.00 Underwriting Classes 7 Cash Values Loans 4 Non-Tobacco & Tobacco Available (on full surrender only) Available Ages 50-80: $15,000 Ages 81-85: N/A Sales Focus Face amounts range from $2,000 to $35,000 Plan eligibility determined at point of sale 8 No medical exam, no blood Personal Health Interviews (PHIs) available 7-days-a-week Complete in the comfort of the client s home 1 Foresters PlanRight whole life insurance and its riders may not be available or approved in all states, are subject to the terms and conditions of the applicable contract and state variations may apply. Refer to PlanRight Producer Guide for more detailed information. 2 For PlanRight Graded and Modified, the Death Benefit is 100% of the face amount plus unearned premium minus debt in the event of accidental death during the first two years. 3 Each outstanding certificate loan amount will be deducted from the Death Benefit. 4 Unearned premium will be added and debt subtracted from the applicable amount in calculating the death benefit. Debt includes each outstanding certificate loan amount and unpaid premium owed during the grace period before lapse. 5 Interest is compounded annually and is accrued on a daily basis to the date of death. 6 Minimum face amount to qualify for certain non-contractual member benefits is $10,000, subject to benefit specific eligibility requirements and limitations. 7 Ratings do not apply on the PlanRight plans. 8 Insurability depends on answers to questions in the applications and on the outcome of the underwriting review, based on underwriting requirements and guidelines. Foresters TM is the tradename and a trademark of The Independent Order of Foresters, a fraternal benefit society, 789 Don Mills Road, Toronto, Ontario, Canada M3C 1T9. PRODUCER USE ONLY US (07/12)

33 Total Protection III Whole Life Insurance Total Protection III is a Whole Life portfolio that combines three distinct products in one, easy-touse application. Key Features Simplified application with a limited number of health questions No routine medical exams, blood work, urine testing or physician s statements High Commissions Level, guaranteed premiums Express Issue Whole Life (Graded Benefit Whole Life Insurance) Ideal for clients with significant health issues up to table 16. Previously declined applicants considered. Graded death benefit during the first two years: - Policy Year 1: Benefit payable equals refund of premium plus 12% interest* -Policy Year 2: Benefit payable equals refund of premium plus 24% interest* -Policy Year 3: Full death benefit payable Full death benefit is payable if death occurs due to accidental causes during the first two policy years Free identity theft benefit premiums waived for three months Free extended hospital stay (20 consecutive days) premiums waived for three months Free Common Carrier Accidental Death Benefit death benefit payable is doubled if death is due to an accident while riding on public transportation. Issue ages 25 to 80 (45 to 80 in California) Coverage amounts from $2,000 to $25,000 Base plan and benefits may not be available in all states. *In AR, KS, NV and PA: death benefit is 30% of initial death benefit in year 1, 60% of initial death benefit in year 2. Express Issue Deluxe (Immediate Death Benefit Whole Life Insurance) Standard issue through Table 8 ideal for clients with insulin dependent diabetes Full and immediate death benefit from first day of policy issue Issue ages 20 to 80 Coverage amounts from $5,000 to $50,000 Child Rider and Accidental Death Benefit available Express Issue Premier (Immediate Death Benefit Whole Life Insurance) Standard issue through Table 4 ideal for clients with minor health issues Full and immediate death benefit from first day of policy issue Issue ages 20 to 80 Coverage amounts from $5,000 to $100,000 through issue age 60; $50,000 for issue ages 61 to 80 Child Rider and Accident Death Benefit Rider available Base plan and benefits may not be available in all states.

34 The Monumental SALES Advantage Immediate Solution (LP99) (Policy Form #WL08) m Immediate Level Death Benefit first day FULL coverage m Issue Ages 0-85 m Issue Amounts $1,000 - $25,000 m Preferred, Standard, Tobacco, Non-Tobacco, and Juvenile classes m Level premiums to age 99 m Simplified Issue Underwriting and Jet issue m Riders available at no additional cost: Accelerated Death Benefit Rider due to terminal illness and Accelerated Death Benefit Rider with Nursing Home Benefit m Most policies issued within 72 hours after receipt in the Home Office Easy Solution (Graded Death Benefit) (Policy Form #WL09) m Graded Death Benefit or 2-year return of premium (varies by jurisdiction) m Issue Ages m Issue Amounts $1,000 - $25,000 m Unismoke class m Level premiums to age 99 m Simplified Issue Underwriting and Jet issue m Most policies issued within 72 hours after receipt in the Home Office 10 Pay Solution (10 Pay Life) (Policy Form #WL08) m Immediate Level Death Benefit first day FULL coverage m Issue Ages 0-85 m Issue Amounts $1,000 - $25,000 m Preferred, Standard, Tobacco, Non-Tobacco, and Juvenile classes m Level premiums for 10 years m Simplified Issue Underwriting and Jet issue m Riders available at no additional cost: Accelerated Death Benefit Rider due to terminal illness and Accelerated Death Benefit Rider with Nursing Home Benefit m Most policies issued within 72 hours after receipt in the Home Office Whole life insurance products issued by: Monumental Life Insurance Company Home Office: Cedar Rapids, IA Sales Desk: (877) TFM The Monumental Sales Advantage...for YOU and your Customers! For Producer Use Only. Not for use with the public. Policy forms and numbers may vary, and these products may not be available in all jurisdictions