Catch The Genworth Linked Benefit Wave

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1 Catch The Genworth Linked Benefit Wave Producer s Summit April 2, B 03/22/ Genworth Financial, Inc. All rights reserved. For [Agent/]Producer Use Only. Not to be reproduced or shown to the public.

2 Linked Benefit Market Growth $ Millions, Gross Premiums % CAGR Financial Planners Career 14% 12% Independent Agents 34% B-D s 18% 22% Financial Institutions The Genworth Financial Companies Linked Benefit Submitted Premium Growth In 2010 : 124% Source: LIMRA & Management Estimates as of August Sales Includes Universal Life (UL) and Whole Life Insurance Linked Benefit Products. Distribution Splits Include UL, Whole Life and Variable Life. For Agent/Producer Use Only. Not to be reproduced or shown to the public. 1 April 2, 2011

3 Total Living Coverage (TLC) What Is It? A life insurance product that combines the full features and benefits of universal life insurance and long term care insurance (both benefits are tax-free*). *Life insurance death benefits are generally tax-free. TLC Is Designed To Be There When Needed For Agent/Producer Use Only. Not to be reproduced or shown to the public. 2 April 2, 2011

4 Total Living Coverage (TLC) Overview Typical Value Example $600,000 Simple Steps 1 Determine Initial Premium (Minimum Face Amount of $50,000) $100,000 Initial Premium 15 Year Guaranteed Optional Return of Premium $200,000 Death Benefit Applied For Plus Residual Death Benefit Long Term Care Pool Can Grow with Inflation Protection 2 3 Decide On Optional Inflation Protection (0% Thru 5% Compound) Determine Length Of LTC Coverage (4 Years To Lifetime, Majority of Cases) Note: Average case portrayed For Agent/Producer Use Only. Not to be reproduced or shown to the public. 3 April 2, 2011

5 Total Living Coverage Highlights Robust LTCI Benefits Based on Our Industry Leading LTCI product, Privileged Choice 0-Day EP on Home Care (73%) Informal Caregivers (45%) Privileged Care Coordination Services Offer Lifetime Benefits, International Coverage, Caregiver Training, Supportive Equipment, Respite Care, and Bed Reservation Preferred Health & Couples Discount Flexibility Strong Guarantees With More Lives Issued 15-Year Return Of Premium (ROP) Ability To Issue To Substandard Lives Higher Placement Rates With Full Underwriting Protection Better Protection For Customer And Their Beneficiaries 13-23% Greater Guaranteed LTC & Death Benefits To Age % Greater Current LTC & Death Benefits for Life 10% Residual Death Benefit For Agent/Producer Use Only. Not to be reproduced or shown to the public. 4 April 2, 2011

6 Total Living Coverage Process Submit Application Underwriting Issue Express Application 1 Page Ticket Required Forms Genworth calls consumer to complete application Medical requirements gathered by Genworth ~30 Days to issue Advisor delivers policy Standard Application Advisor controls process Required Forms Decision rendered Full Underwriting Process Issues More Policies For Agent/Producer Use Only. Not to be reproduced or shown to the public. 5 April 2, 2011

7 Total Living Coverage vs Competitor How We Win Better Leverage Provide 13-23% more guaranteed LTC & death benefits through attained age 89* After age 89, benefits are generally at parity on guaranteed basis Provides 13-23% more LTC and death benefits in all years based on current rates and charges Better Protection Allow Medicare expenses to satisfy 90 day facility elimination period Waive all charges while on LTC claim Offer informal caregiver coverage Stronger Sales Support Guaranteed Value Example $ Thousands (Male) Attained Age Death Benefit (DB) TLC Competi tor TLC LTC Pool Competi tor % TLC Greater for LTC & DB 65 $186 $143 $559 $429 30% 85 $186 $143 $559 $429 30% 86+* $149 $143 $446 $429 4% The chart shown is based on research conducted by the Genworth Financial companies. To the best of our knowledge, the competitive information is current and believed to be accurate as of 2/28/11. The Genworth Financial companies are not affiliated with the other company shown. Comparisons based on Male, Preferred, Couples discount, $100,000 initial premium, 2- year Accelerated Benefit Rider (ABR) period, 4-year Extension of Benefits Rider (EBR) period, Return of Premium (ROP), no inflation. For both companies, values assume no loans, withdrawals or long term care claims have been made. No premium in addition to the initial premium is required for either company s guaranteed values. *95% of our LTCI claims are prior to age 89 as of 12/31/2010. Total Living Coverage Provides Greater Value To Consumers For Agent/Producer Use Only. Not to be reproduced or shown to the public. 6 April 2, 2011

8 Market Research on UL-LTC Preference Concept Producers Recommend in Blind Study N=223 Producers Shared : Process U/W Time DB & LTC Leverage Commissions Other 70% 30% Leading Competitor TLC Note: Survey was done without company or product brand names by a 3rd party firm in Q Out Of 10 Producers Selected Total Living Coverage In Blind Study For Agent/Producer Use Only. Not to be reproduced or shown to the public. 7 April 2, 2011

9 What s New for Total Living Coverage? Marketing Simplified Consumer & Advisor Pieces Competitive Comparison Pieces More Case Studies Trade Publication Advertising Improved Advisor Experience Streamlined Application Enhanced Illustration Training Simplified Client Presentation Materials Enhanced TLC Website Subjects include: PPA, Sales (tips and approaches), and Product/Process For Agent/Producer Use Only. Not to be reproduced or shown to the public. 8 April 2, 2011

10 You Make the Call Which Long Term Care Planning Strategy Should You Use? The following table describes a variety of scenarios and explains which approach may work For Agent/Producer Use Only. Not to be reproduced or shown to the public. 9 April 2, 2011

11 TLC Approval Map Current TLC Original TLC WA MT ND MN Product Approved, But Not Yet Implemented OR CA NV ID UT AZ WY CO NM SD NE KS OK TX IL MO AR LA WI IL MS IN TN AL MI KY GA OH WV SC VA NC PA NY VT NH MA CT MD DC ME DE RI NJ AK HI FL Note: As of 2/28/2011 TLC is underwritten by Genworth Life Insurance Company, Richmond, Virginia. For Agent/Producer Use Only. Not to be reproduced or shown to the public. 10 April 2, 2011

12 Appendix For Agent/Producer Use Only. Not to be reproduced or shown to the public. 11 April 2, 2011

13 Important Information Total Living Coverage is underwritten by Genworth Life Insurance Company, Richmond, VA. Total Living Coverage universal life insurance with long term care benefits is subject to Policy Form No. ULPLTCIPGLI (11/05) et al. and Rider Form Nos. ULRABRIPGLI (11/05) et al., ULREBRIPGLI (11/05) et al., ULRROPIPGLI (11/05) et al. and ULRGMBRIPGLI (11/05) et al. or ULRGMBRIPGLI (0709) et al. Policy, benefits and riders may not all be available in all states. Terms and conditions may vary by state. For Genworth Life of New York, Total Living Coverage universal life insurance with nursing home and home care benefits is subject to the terms, issue limitations and conditions of Policy Form No. ULPLTCIPGLI NY (11/05) and Rider Form Nos. ULRABRIPGLI NY (07/09), ULREBRIPGLI NY (11/05), ULRTIIPGLI NY (11/05), ULRGMBRIPGLI NY (07/09) and ULRROPIPGLI NY (11/05). Available only in New York. All guarantees are based on the claims-paying ability of the issuing insurance company. Life insurance underwritten by Genworth Life Insurance Company Richmond, VA Genworth Life Insurance Company of New York New York, NY Only Genworth Life of New York is admitted in and conducts business in New York. For Agent/Producer Use Only. Not to be reproduced or shown to the public. 12 April 2, 2011

14 Important Information (continued) Long term care insurance underwritten by Genworth Life Insurance Company Genworth Life Insurance Company of New York Administrative Office: Richmond, VA The Genworth Financial companies wrote this to help you understand the ideas discussed. Examples are hypothetical and used only to help you understand the ideas. They may not reflect your client's particular circumstances. For full information about products' features, benefits and limitations read the policy. Covered long term care expenses may be paid for a longer or shorter period than the Benefit Period. Expenses may be paid for a longer period if the actual expenses paid are less than the Monthly Maximum. Expenses may be paid for a shorter period because some services, such as supportive equipment, caregiver training and bed reservation do not count toward the Monthly Maximum. Gain accumulates tax-deferred until it is withdrawn. The taxable amount withdrawn from life insurance policies is subject to ordinary income tax. A TLC policy may be treated as a Modified Endowment Contract (MEC). In that event, partial withdrawals (including loans which are treated as withdrawals) will be taxable to the extent of gain in the policy. The taxable amount of MEC withdrawals and surrenders taken before age 59 1/2 will be subject to an additional 10% penalty tax, unless another exception applies. Partial withdrawals from life insurance policies that are not treated as MECs are not taxable until the amount withdrawn exceeds the policy cost basis. A 10% penalty tax does not apply. For Agent/Producer Use Only. Not to be reproduced or shown to the public. 13 April 2, 2011

15 Important Information (continued) Because TLC rider charges reduce cost basis (not below zero) it is possible for return of premium (ROP) rider benefits to be taxable. Benefit payments made under a linked benefit policy for covered long term care services are income tax free. Monthly charges to pay for long term care insurance are not included in the gross income of the owner, but reduce the owner s income tax basis (not below zero). No income tax deduction is available for these monthly charges. The company has provided this information to help producers understand the ideas discussed. Any examples are hypothetical and are used only to help producers understand the concepts of this policy. What the company says about legal or tax matters is its understanding of current law, but the company is not offering legal or tax advice. Tax laws and IRS administrative positions may change. This material is not intended to be used by any taxpayer to avoid any IRS penalty. Your clients should consult independent tax and legal professionals for advice based on their particular circumstances. The tax information in this material has been written to assist in the marketing of our linked benefit products. This is a product summary, please refer to the policy form for complete information. Genworth, Genworth Financial and the Genworth logo are registered service marks of Genworth Financial, Inc. For Agent/Producer Use Only. Not to be reproduced or shown to the public. 14 April 2, 2011

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