Essential Cover for Modern Living Sam Kirk Sales Consultant Individual IFA Sales

1. Essential Cover for Modern LivingSam KirkSales ConsultantIndividual IFA Sales

2. Unum - The world’s leading disability insurer • Unum paid more than $6 billion in total benefits to customers in 2007* • Worldwide Unum helps to protect more than 25 million working people and their families in the event of illness and injury* • Number one disability insurer in the USA** • In the UK… • Number One Group Income Protection provider*** • Number One Group Critical Illness Cover provider*** • Number Four Group Life provider*** Sources: * www.unum.com - 2008 ** JHA annual survey 2007 *** Swiss Re Group Watch 2008 Report

3. Who are you?

4. Isn’t it time to get to know Unum?

5. We don’t rely on the expertise of third party re-insurers More than 35 years’ experience of providing income protection Winner of the ‘Health Insurance Award’ for Group Income Protection for the last eleven years in succession Our own extensive experience is reinforced with academic research produced by the Unum Centre for Psychological and Disability Research at Cardiff University unum What it takes to be a protection specialist…

6. Unum • Product • Service • Getting on risk • Claims handling

7. Offer your clients the benefits of our expertise The right products … • Choice of IP products to meet different client needs • Own occupation cover for IP available to age 70 • Our Personal Income Replacement Plan has been five star rated by independent researcher Defaqto for product features and benefits for the last five years • Essential Abilities Cover offers clients in high risk occupations an affordable option and can be used to cover non-earning clients

8. Speed and quality of service … • We aim to apply the 9001:2000 international quality standard across all aspects of our business by 2010

9. Offer your clients the benefits of our expertisePutting your clients on risk • Having no re-insurers means that we have developed an innovative approach to underwriting • Unum underwriters look at the client’s medical history and the medical background to evaluate the clients approach to dealing with illness • Increasing the underwriting emphasis on the client’s approach to illness means less dependence on medical evidence • Additional medical evidence is not required for around 90% of cases • 97% of applications are turned around within our 3 day service standard An ideal approach for clients with high earnings because there are No automatic medical limits!

10. Offer your clients the benefits of our expertiseClaims Market leading support for your clients when it’s needed the most … • Puts the needs of the claimant first, rather than the need to manage the claim • Claimants have access to our nationwide team of ‘Vocational Rehabilitation Consultants’ • The team is supported by an extensive in-house team of Medics, Occupational Therapists and Physiotherapists • Winner of ‘Rehabilitation Provider of the Year’ at the Rehabilitation First Awards in 2007 • Recognised by the ‘British Insurance Awards’ in 2007

11. Raising the standard for income protection

12. The Products • Personal Income Replacement • Primary Income Replacement • Executive Income Replacement • Essential Abilities Cover

13. Personal Income Replacement Plan : Own occupation cover for clients in most occupations to age 70 Covers up to 50% of a client’s gross earnings subject to a maximum annual benefit of £250,000 – the highest level of cover available in the market Limited benefit period for 2, 3 or 5 years where affordability is an issue More choice for you and your individual clients Five star rated by independent researcher Defaqto for product features and benefits in 2005,2006,2007 and 2008

14. 5 years of 5 stars • Our flagship product, the Personal Income Replacement Plan has been five star rated for the last five years by independent researcher Defaqto.

15. The Personal Income Replacement Plan Source : Defaqto Aequos Database – 21 April 2009

16. This means a market leading product Source : Defaqto Aequos Database – 21 April 2009

17. Primary Income Replacement Plan : Own occupation cover for clients in most occupations to age 70 Cover for a fixed term commitment such as a mortgage or school fees Covers up to : 50% of gross pre-incapacity earnings ; or 5 times the original loan repayment More choice for you and your individual clients

18. More choice for you and your individual clients Executive Income Replacement Plan : • Own occupation cover for clients in most occupations to age 70 • Used by small companies to cover selected employees • Benefits can be retained by the business or paid to the employee through PAYE • Covers up to : • 80% of pre-incapacity earnings up to a maximum annual benefit of £300,000 • Plus employer pension / life assurance costs up to a third of salary or £50,000 (whichever is lower) • Plus employer N.I payments can be covered up to £40,000 • Can also be used to cover dividends where this is a significant part of a client’s on-going earnings Premiums can usually be off set against tax as a business expense. But, any benefits received are fully taxable as a business receipt

19. Comprehensive cover • Will usuallypay a benefit where the client is ‘Unable to perform material and substantial duties of their own occupation’ (Other providers may use an ‘own’ or ‘any suited’ definition) • No standard exclusions • When paying a claim, there are no deductions for state benefits or any waiver benefits that a client receives under a pension or a regular savings plan • Deferred period waived on relapses within 12 months of returning to work • Waiver of premium included as standard – other providers may charge for this • Choice of guaranteed or reviewable rates available

20. Future proof cover • Indexation of cover : Level of cover can be reviewed each year in line with RPI, up to a maximum of 12%p.a and a total annual benefit of £500,000 • Indexation of benefit : Client can also increase benefits in payment in line with RPI • Disability Plus … • Designed to provide an additional benefit where the client is likely to need extra support in dealing with their illness or disability, e.g. extra help around the home • 20% increase in benefit after receiving benefit for 2 years, if they are no longer able to perform certain basic tasks • Selected on inception for an additional 10% premium Plus a range of options that will allow your clients to review their cover as their circumstances change

21. 1st Job Retirement Getting on the home owner’s ladder Moving to a bigger home Marriage Having children Promoted Promoted Change of job Apprenticeship Sabbatical / Gap year Flexibility to adapt with your clients’ futures

22. Retirement Promoted Getting on the home owner’s ladder Moving to a bigger home Marriage Having children Guaranteed Insurability Options • Guaranteed Insurability Options allow the client to increase their cover without any further need for underwriting, in the event of: • An increased mortgage commitment • Marriage • Child birth or adoption • Major salary increase on ‘next grade’ promotion • Some providers may not offer these options or apply a loading on inception of a policy, if the client wants to retain the option of later using them during the policy term. Employment

23. 1st Job Sabbatical / Gap year Retirement Having children Change of job Cover that can cope with a change of direction • Your client doesn’t need to inform us of a change of occupation • Career break option allows cover and premiums to be suspended for up to 12 months, without any further underwriting, e.g. for a gap year • Cover while not in occupation, gives the client the option to retain their cover while not working for a period of up to 5 years, e.g. while starting a family • Claims definition based on Functional Abilities Tests - FATs • Claims definition resumes to ‘Own occupation’ on return to work

24. Alternative Cover for high risk occupationsEssential Abilities Cover • Cover for those clients who find standard income protection too expensive • Cover for those clients in high risk jobs who find it difficult to get cover: • Unskilled labourers • HGV / JCB drivers • Publicans • Newly self employed • Can also be used to cover house persons since cover isn’t linked to earnings • Pays a benefit where the client is unable to complete 3 out of 11 abilities tests • Max. benefit : £25,000 p.a. (Max. ceiling on indexation £50,000 p.a.) • Deferred period waived on relapses within 12 months of returning to work

25. Our IP range in summary • Choice of 3 income protection plans for different client needs • Comprehensive cover : Own occupation cover for most occupations to age 70; Waiver of Premium included as standard Market leading levels of cover • Uncompromised : No standard exclusions / waiver benefits not deducted on claim • Future proof : Indexation of cover & benefits / Disability Plus • Flexible / Adaptable : GIOs included as standard Career break option & cover while not in occupation • Essential Abilities Cover offers clients in high risk occupations an affordable alternative and can be used to cover non-earning clients Quotes are available from The Exchange, Webline & Assureweb

26. Adviser support

27. www.unum4advisers.co.uk • A great business tool a few clicks away: • Master classes designed to improve your understanding of IP contracts and the recent State Welfare Reform • Case studies and sales aids to help your clients understand the need for IP • A wealth of other information and tools to help you develop your IP business

28. ‘Hot Topics’ to keep you up to date Longer working lives and cover to age 70 Government welfare reform Proposals for incapacity benefit Developments in PPI

29. Sales aids to make the case for cover … Highlighting the client’s Potential shortfall in income You insure everything else but what about the most valuable thing of all ? New guide for consumers

30. Product PartnerBefore and after – IP Needs Analysis In this example, statutory sick pay is only paid for the first 13 weeks of illness; thereafter state benefits are paid, the value of which will depend on current benefit levels and the client’s own circumstances…

31. Your Tele-consultant: Sam Kirk Telephone : 0117 910 7424 They are there to : Handle product related questions Take technical queries Provide practical ideas and suggestions to help build your protection business Keep his contact sheet to hand Professional support that’s just a phone call awayYour Unum Tele-consultant

32. Time to sum up …

33. There is a genuine need to protect your client’s livelihoods Look further than a client’s need to protect their mortgage with MPPI Our expertise can make a real difference at every stage from application to claim Income Protection Our Personal Income Replacement Plan is five star rated by independent researcher Defaqto for product features and benefits for the last four years Own occupation cover for most clients available to age 70 Choice of products to meet different client needs Elixia 1-2-3 Covers all or the conditions listed under the ABI 2006 statement of best practice Conditions are grouped according to severity Premiums can be managed by reducing the level of cover for the less severe conditions Clients could claim more than once, where conditions are listed in separate groups. Extensive marketing support available Summary…

34. Important notes : • Unum Limited is authorised and regulated by the Financial Services Authority. • Unum is the trading name of Unum Limited. Registered in England number : 983768 • Registered Office : Milton Court, Dorking, Surrey RH4 3LZ • Telephone : 01306 887766 Fax: 01306 887784 • www.unum.co.uk • We record calls for security purposes and monitor them from time to time to ensure that quality service is being maintained