Terrie Rethamel V.P. Specialized Distribution

1. Terrie Rethamel V.P. Specialized Distribution

2. Term Product Portfolio Trendsetter LB – Living Benefits Trendsetter Super – Super CompetitiveTrendsetter Express – Non-Medical

3. What is a Paradox?A seemingly contradictory statement that may nonetheless be true… “That standing is more tiring than walking.” The Paradox - Life Insurance you don’t have to die to use… yes it is true!

4. Death Insurance or Life Insurance for Life? Most life policies should be called “death” insurance. With the policy we offer through Transamerica, we can help protect a family through life’s unpredictable changes – we call it Life Insurance for Life!

5. What Can Happen to You? We may face a Critical or Terminal Illness HEART ATTACK About every 34 seconds, someone in the United States has a myocardial infarction (heart attack).1 The cost of a severe heart attack – including direct and indirect costs – is about $1 million.4 1.5 million Americans will declare bankruptcy this year and 60% are due to medical bills.5 STROKE On average, a stroke occurs every 40 seconds.2 CANCER A new cancer is diagnosed every 30 seconds in the United States.3 Heart Attack – 60% Stroke – 70% Breast Cancer – 87% Prostate Cancer – 98%1 • 1. “About Heart Attacks” American Heart Association. 12 June 2011. http://www.heart.org/HEARTORG/Conditions/HeartAttack/AboutHeartAttacks/About-Heart-Attacks_UCM_002038_Article.jsp (24 April 2012). • 2.“Impact of Stoke” American Stoke Association. 18 April 2012. http://www.strokeassociation.org/STROKEORG/AboutStroke/Impact-of-Stroke_UCM_310728_Article.jsp (24 April 2012). • 3.“Cancer Facts & the War on Cancer” National Cancer Institute. 2012. http://training.seer.cancer.gov/disease/war/ (24 April 2012).

6. Critical Illness Accelerated Death Benefit Rider • Critical Illness includes: • Heart attack • Stroke (does not include TIAs) • Internal cancers and Melanoma • End-stage renal failure • Major organ transplant • Amyotrophic lateral sclerosis (ALS) • Blindness due to diabetes • Loss of use of 2 or more limbs • Policy must be in force 30-days before ADB are available. • Can accelerate up to 90% of death benefit or $500,000, whichever is less. • May vary by jurisdiction *The maximum total amount of lifetime benefits for an Insured under all Critical and Chronic Illness Benefit Riders is $500,000

7. Terminal Illness Accelerated Death Benefit Rider • May vary by jurisdiction Terminal illness is determined when the insured is certified by a licensed physician as being terminally ill and is expected to die within 12 months of such diagnosis. This rider allows the insured to accelerate up to 100% (max of $500,000) of the policy’s death benefit in the event of a terminal illness.

8. What Can Happen to You? • May vary by jurisdiction We may become Chronically Ill Nursing Home Cost for a Private Room For nursing home care, the national monthly average is now $6,266, which translates into $75,190 annually. 1 Assisted Living Facility For assisted living facilities the national monthly average is now $3,185, which translates into $38,220 annually.1 Home Health Aide (Certified) For Home Heath Aide, the national monthly average is now $3,623, which translates into $43,472 annually. 1 1. Cost of Care Survey, Genworth 2012

9. Chronic Illness Accelerated Death Benefit Rider Bathing Dressing Toileting Eating Continence Transferring • May vary by jurisdiction 1 May vary by jurisdiction. *The maximum total amount of lifetime benefits for an Insured under all Critical and Chronic Illness Benefit Riders is $500,000 Chronically ill is being unable to perform two of six activities of daily living (bathing, continence, dressing, toileting, eating, and transferring) without assistance from another person or being severely cognitively impaired for 90 consecutive days or more. Additional Info: Can accelerate up to 24% of death benefit annually Max lifetime benefit is 90% or $500,000, whichever is less1 The policy must be in-force for 2 years before benefits are available

10. The Worst Can Happen. 1. Facts About Life 2011, LIMRA, 2011. 2. “Household Trends in U.S. Life Insurance Ownership. 11 January 2010. http://www.limra.com/abstracts/abstract.aspx?fid=10627 (24 April 2012). You may die too soon The proportion of U.S. adults with life insurance protection has declined to an all-time low as 41 percent (95 million) of U.S. adults have no life insurance at all.1 And half of U.S. households now believe they are underinsured.2

11. Key Highlights… • Issue ages 18 – 80 (Age Last Birthday) • Term Durations – 10, 15, 20, 25 & 30-year • Non-medical $25,000 - $249,999 • Up to age 60 • Standard Express rate class for mildly substandard risks – includes table A-D / 1-4 • Maximum Face Amount: $999,999 • “Sweet spot” • Almost Everybody • Buy Sell Agreements/Keyman • $100,000 - $500,000 Face Amount • 20, 25, 30 year term periods • Electronic App - iGO

12. Optional Benefits… • Accident Indemnity Rider • Children’s Insurance Rider • Waiver of Premium Rider • Monthly Disability Income (MDI) • Provides monthly income for up to 24 months • Lesser of $2,000/month or 2% of base policy face amount • Occupational listing in new underwriting guide • Income Protection Option (IPO) • TOP & TOP Plus Program (Simplified Underwriting) • Additional definitions and details can be found within the Trendsetter LB product guide. • Subject to state approval.

13. Affordable Term Portfolio! 40-Male, Non-Tobacco, 30-year term, Monthly

14. How to Market Trendsetter LB

15. Elevator Speech… • We offer life insurance you don’t have to die to use! • If you had a crystal ball and could see out 2 months, 2 years or 20 years…do you think you would have a serious illness (like -- cancer, heart attack, stroke--first or die? • Do you have the old kind of insurance or the new kind? • We help protect families through life’s unpredictable changes – we call it Life Insurance for Life!

16. Napkin Presentation What are you most likely to experience in the next 1 – 30 years? Critical Illness Chronic Illness Death Terminal Illness

17. Napkin Presentation

18. LIMRA sees opportunity among small businesses • LifeHealthPro, June 12, 2013 • 53 percent of these business don't offer benefits and that two-thirds of them have not been approached by a broker or agent within the last 12 months. • More than 4 in 10 of these businesses have considered offering benefits AND • Nearly half agreed to meet with a producer once they were contacted. • 98 percent of employers in the U.S. have fewer than 100 employees, • 35 percent of the U.S. workforce • representing about 40 million workers

19. Objections… “Too Expensive…” • For 1 less Starbucks a month isn’t worth lifestyle stability? • When shopping for tires or brakes do you go with the cheapest to protect yourself • & loved ones?

20. “I’ll Never Use this Product…” Why do you have… Auto-insurance? Home Insurance? Health Insurance? For the what if… Why not have Life Insurance that can protect your families financial stability whether you live or die?

21. Thinking Differently about the Importance of You… “Too Expensive…” If you had a money making machine in your garage …..…would you insure it?

22. Tools to Use Income Protection Option (IPO)

23. What would… • your family do without your income? • your family do with a sudden influx of money • IPO – no cost option • Reduce stress – provides a pre-planned income to make lives more manageable • Allows you to choose how/whom to leave a legacy

24. Determining the Need 40 Yr Male, NS, Standard Plus, Trendsetter LB – 20 year 3 easy questions • Immediate – cover mortgage, credit card, final expense? • Monthly Expenses – how much / how long? • Final lump sum – help with retirement, college tuition?

25. Income Protection Option (IPO)40 Yr Male, NS, Standard Plus, Trendsetter LB – 20 year • Total need of $690,000 Without using the IPO: 20-year – Face Amount $690,000 = $138.47 Monthly With IPO 20-year - Face Amount $568,811 = $114.61 Monthly Total $avings$23.86a month

26. FN38205-05/12 For agent training only

27. FN38205-05/12 For agent training only

28. Introduction to iGO • iGO (In Good Order) e-App, an intelligent fillable form, allows you the capability of: • eSignature • Electronic app submission • through Agent Net info; www.agentnetinfo.com • Benefits include: • Reduced errors on apps • Avoiding duplicate entries • Cycle time reduction for app processing

29. You start by accessing the forms tab on the Agent NetInfo Web site

30. TO BEGIN ELECTRONIC COMPLETION …

31. Complete the e-Application Application steps are laid out in order. Yellow highlighted fields are highly suggested for you to complete in order for an underwriter to make an approval. All data entered into the fields will automatically be validated against Transamerica’s business and underwriting rules.

32. Complete the e-Application You can “jump around” answering questions, based on your clients’ knowledge at the time of their appointment. Unfinished sections are marked by a red question mark while completed and in good order sections are noted by a green check mark.

33. Complete the e-Application You can Save or Print the application at any time. “View Form” converts the app into the state-specific form for wet sign and submit.

34. In Good Order – Locking an App Once all data has been entered and is in good order, the app can be locked to begin the signature process. The app can be unlocked for further editing, if required.

35. Select Signature Method You choose the signature method….

36. eSignature Process – Sample Email • E-mail from the agent to the proposed insured includes: • Static Message • Personalized Message • URL to select From: joeagent@joeagent.com To: Bob Smith CC: Subject: Complete your Term application Thank you for applying for a Term life insurance policy. To complete the application, we need your electronic signature. Please review your application and all other forms by clicking on the link below. You will be asked to acknowledge your acceptance of the applications, disclosures, and consents prior to signing. I’m glad I could help to meet your life insurance goals and look forward to our follow-up. Please click here to be directed to your online application. If you have any questions, please contact me. DO NOT REPLY TO THIS MESSAGE.

37. eSignature Process E-mail Message is sent to you to notify them of eSignature completion by client. From: Carrier - eSignature Notification To: You@youremailaddress.com CC: Subject: Your action is needed on the life insurance application for Bob Smith All eSignatures, except for yours, have now been completed on the Life Insurance Application for Bob Smith. You now need to review, eSign, and electronically submit the application to carrier. Please click here to be direction to your on-line application and enter the 4 digit SSN or PIN code you created to login. Please do not reply to this e-mail.

38. eSubmission Process • Once you log in and esign, the application is locked and cannot be altered. • The application image and data are sent to your MGA/Administrative Office for review, then sent direct to Transamerica.

39. Transamerica Software

40. Policy and rider form numbers may vary, and these products may not be available in all jurisdictions. Insurance eligibility and premiums are subject to underwriting. In most states, in the event of suicide during the first two policy years, death benefits are limited only to the return of premiums paid. Depending on the state of issue your policy may be an individual Policy or a certificate issued under a group Policy. The Policy is subject to the insurance laws and regulations of each state or jurisdiction in which it is available for distribution. All state specific Policy features will be described in your policy.