Final Expense Training

Final Expense Training Everest / World Financial Group

Golden Go de Solution So u o Plan (Final Expense)

Agent Use Only: Not for public distribution

G ld S l i F Golden Solution Features 9 Issue Ages 50-85 (Age Last) 9 3 Versions Depending on How Health Questions Are Answered 1. Immediate Death Benefit – pays 100% of face amount immediately upon death ƒ Maximum Coverage $35,000 (Issue Ages 50 – 75) ƒ Maximum Coverage $20,000 (Issue Ages 76 – 85) 2. Graded Death Benefit – pays 30% of Death Benefit if Death Occurs in 1st year, 70% in the 2nd year, 100% in the 3rd year and after. Pays 100% for accidental death. ƒ Maximum Coverage g $20,000 (All ( Ages) g ) 3. Return of Premium Death Benefit: • If Issue Age is Less Than 65, Pays Return of Premiums paid plus 10% Annual Interest if Death Occurs within the First 3 years (Thereafter 100% of Face Amount)* • If Issue Age is 65 or Greater, Greater Pays Return of Premiums paid plus 10% Annual Interest if Death Occurs within the First 2 years (Thereafter 100% of Face Amount)* ƒ Maximum Coverage $20,000 (All Ages) • Pays 100% of Face Amount if Accidental Death

Agent Use Only: Not for public distribution

G ld n S l ti n Golden Solution Determining Eligibility

If th the answer is i “Yes” “Y ” to t any question ti above b (1-3), (1 3) th then th the applicant li t is i nott eligible li ibl for f coverage. Agent Use Only: Not for public distribution

Golden Solution Determining Eligibility

If the answer is “Yes” to any question above (4-7), then the applicant is eligible for the ROP Death Benefit only.

Agent Use Only: Not for public distribution

G ld n S l ti n Golden Solution Determining Eligibility

If the answer is “Yes” to the question above (8), then the applicant is eligible for the Graded Death Benefit.

Agent Use Only: Not for public distribution

G ld S l i Golden Solution Determining Eligibility If all the health questions on the application (1-8) are answered “No”,, then the applicant pp should apply pp y for the Immediate Death Benefit.

Agent Use Only: Not for public distribution

G ld S l ti Golden Solution Determining Eligibility

If box is checked, there will not be an amendment due to a change of Death Benefit Plan.

Agent Use Only: Not for public distribution

G ld S l i Rid Golden Solution Riders 9 Grandchild Rider (also covers Great Grandchildren) 9 Provides $5,000 (per unit) on each grandchild through age 20. 9 Available in 1 or 2 units 9 Convertible to an individual policy for up to $25,000 (Guarantee Insurability). 9 $12.00 $12 00 per grandchild per year / unit selected selected. 9 In the event of the Death of the Primary Insured, the coverage under this rider will be “Paid Up”.* 9 Nursing Home Waiver of Premium Rider 9 Waives payment of policy premiums if confined in a nursing home for 90 consecutive days. 9 Issue Ages 50-85 9 Rider coverage duration is same as the base policy 9 Available on the Immediate Death Benefit Plan only •

This Feature of this Rider is Available only on Immediate and Graded DB Plans (Rider Form # 9579); Not on the ROP DB Plan (Rider Form # 9581)

Agent Use Only: Not for public distribution

G ld S l i Rid Golden Solution Riders 9 Children Children’ss Insurance Agreement Agreement* 9 Accidental Death Benefit Rider* No Cost Riders: 9 Terminal Illness Accelerated Benefit Rider: ƒ Can receive up to 100% of the death benefit when insured has a life expectancy off 12 months h or less. l 9 Accelerated Benefits Rider - Confined Care**: • Full Time, Permanent Residence in Nursing Home • Fixed Monthly Pmt of 5.0% of face amount * Not available with Return of Premium Plan Plan. Not available in: CA CA, CT CT, DC DC, FL FL, IL, IL IN, IN ** Available only on the Immediate Death Benefit Plan MA, NC, NJ, OH, SD, VA & VT)

Agent Use Only: Not for public distribution

Sales Materials www.everestfuneral.com/wfg www.everestfuneral.com/wfg--us 9 Application g Guide 9 Agent 9 “Eight Reason” Brochure 9 Grandchild Rider Brochure 9 Confined Care Rider Brochure 9 Nursing Home WP Rider Brochure 9 Quoting Sheets 9 HIPAA Form 9 And more…

Agent Use Only: Not for public distribution

Golden Solution Underwriting ¾ No medical exams or blood work required ¾ Application ¾ Medical Information Bureau (MIB) ¾ Pharmacy Database Check ¾ Telephone Interview (all sales except for ROP) ¾ POS Decision D i i Available A il bl (Apptical) (A i l) ¾ Available in multiple languages

¾ Build B ild Chart Ch Agent Use Only: Not for public distribution

Field Underwriting Tools in Agent Guide

Agent Use Only: Not for public distribution

Fi l EExpense AAgentt G Final Guide id

Medication Listing

• Common Use(s) • Rx Fill Criteria (if applicable) Pl Recommendation R d ti • Plan

Medication

Common Uses

RX Fill Within

Plan Eligibility

Furosemide

Hypertension CHF

N/A N/A

Immediate Return of Premium 14

Fi l EExpense AAgentt G Final Guide id

Impairment Guide • Criteria

• Plan Recommendation • Indicates Question # on Application

Condition/ Concern

Criteria

Congestive g Have you ever been medically diagnosed, diagnosed Heart Failure treated, or taken medication for (CHF)

Plan to Apply For

Question on App

Return of Premium

6 15

Final Expense Agent Guide: Build Chart Maximum Weight for Plan

Ht. 4 10 4’10’ 4’11” 5’ 5’1” 5’2” 5’3” 5’4” 5’5” 5’6” 55’7” 7 5’8” 5’9” 5’10” 5’11” 6’ 6’1” 6’2” 6’3” 6’ ” 6’4”

Minimum Weight for Plan

Immediate

Graded

ROP*

Immediate

ROP**

211 218 225 233 241 248 256 264 273 281 289 298 307 33155 324 334 343 352 361 6

212 ‐ 220 219 ‐ 228 226 ‐ 236 234 ‐ 244 242 ‐ 252 249 ‐ 260 257 ‐ 268 265 ‐ 276 274 ‐ 285 282  294 282 ‐ 290 ‐ 303 299 ‐ 312 308 ‐ 321 3316 ‐ 33 330 325 ‐ 339 335 ‐ 349 344 ‐ 359 353 ‐ 368 362 ‐ 6   378 8

221 ‐ 230 229 ‐ 238 237 ‐ 246 245 ‐ 254 253 ‐ 262 261 ‐ 271 269 ‐ 280 277 ‐ 288 286 ‐ 297 295  306 295 ‐ 304 ‐ 316 313 ‐ 325 322 ‐ 335 331 ‐ 344 33 340 ‐ 354 350 ‐ 364 360 ‐ 374 369 ‐ 384 379 ‐   394

92 94 96 99 101 105 107 110 112 116 119 123 126 131 3 135 139 142 146 149

87 ‐ 91 89 ‐ 93 91 ‐ 95 94 ‐ 98 96 ‐ 100 100 ‐ 104 102 ‐ 106 105 ‐ 109 107 ‐ 111 111  115 111 ‐ 114 ‐ 118 118 ‐ 122 121 ‐ 125 126 ‐ 130 3 130 ‐ 134 134 ‐ 138 137 ‐ 141 141 ‐ 145 144 ‐   148 8

* Above the weight on the high end of this range is a decline **Below the weight on low end of this range is a decline

Intervie s Telephone Interviews Telephone Interviews (2 Ways to Complete): 1. Point of Sale (Preferred Method) 9 Completed at Time of Application from Client Client’ss Home 9 All Interviews are Recorded 9 Call Vendor using Toll Free Number 9 Identify Id if Yourself, Y lf Company, C P Product d Being B i Applied A li d for f (Golden (G ld Solution) 9 Applicant Completes the Rest of the Interview on their own 9 Indicate on Application that Interview has been completed 9 Results of Interview Transmitted to Home Office electronically

Agent Use Only: Not for public distribution

Telephone Interviews (Con’t) Telephone Interviews (2 Ways to Complete): 2. After Point of Sale 9 Indicate on Application that Interview has NOT been completed, and provide Applicant’s Phone #, and a “Best Time to Call” 9 Vendor will contact Applicant to complete Interview or schedule a time to complete 9 Results of Interview Transmitted to Home Office electronically

Agent Use Only: Not for public distribution

Telephone Interviews – Apptical Dual purpose medications (4 main categories) ◦ Congestive heart failure (CHF) x

122 commonly mm nl used s d medications m di ti ns to t treat tr t CHF but b t they th can n also ls be b used s d to t treat tr t Hypertension

◦ Chronic Obstructive Pulmonary Disease (COPD) x

13 commonly l usedd medications di i that h can also l be b usedd to treat asthma h

◦ Seizures x

12 commonly used medications that can be prescribed for another condition

◦ Parkinson’s Disease x

7 commonly used medications that can be prescribed for another condition

During D i th the iinterview t i if one off these th medications di ti is i identified, id tifi d the th interviewer will ask a clarifying question: •

EX: The Rx provider returned a prescription for Furosemide or its other brand name or generic forms. “Was this prescribed for Congestive Heart Failure (CHF)?” Agent Use Only: Not for public distribution

Golden Solution – Underwriting Re-Writes on Same Insured: If a second application is written on the same individual (1) within 6 months of the first policy being issued or (2) which increases the face amount to the maximum allowable for that age, medical records will be ordered on that individual by the Underwritingg Department. p

Agent Use Only: Not for public distribution

SS Recipients on Wednesdays What is the Problem? When a client receives their SS payments on the 2nd, 3rd or 4th Wednesday of each month, month what draft date do I indicate on the application? For example, let’s say the client receives SS every 3rd Wednesday: Funding Date:

Date Falls on:

3rd Wed of Aug

14th

3rd Wed of Sept

18th

3rd Wed of Oct

16th

Agent Use Only: Not for public distribution

SS Recipients on Wednesdays Our O Solution: S l i

Modify our system to collect on the 2nd, 3rd or 4th W d d off the Wednesday h month h on an on-going i b basis. i ◦ 1st Company with this capability ◦ Reduces Rd occurrences off NSF ◦ Instead of indicating a specific draft date on application;

simply indicate a draft day of “2W”, “3W” or “4W” ◦ Immediate Drafts still optional

Agent Use Only: Not for public distribution

Familyy Solution Plan

Agent Use Only: Not for public distribution

F il S l i Pl Family Solution Plan F Features 2 Versions Depending on How Health Questions Are Answered 1. Immediate Death Benefit – pays 100% of face amount immediately upon death ƒ Maximum Coverage: $35,000 (Issue Ages 0-49) 2 R 2. Return off Premium P i Death D h Benefit: B fi • Pays Return of Premiums paid plus 10% Annual Interest if Death Occurs within the First 3 years (Thereafter 100% of Face Amount) ƒ Maximum Coverage $20,000 (Issue Ages 18-49) • Pays 100% of Face Amount if Accidental Death Agent Use Only: Not for public distribution

F il S l i Pl Family Solution Plan Determining Eligibility

If the answer is “Yes” to any question above (1-6), then the applicant is not eligible for coverage. Agent Use Only: Not for public distribution

F mil Solution S l ti n Pl n Family Plan Determining Eligibility

If the answer is “Yes” to any question above (7-9), then the applicant is eligible for the ROP Death Benefit only. Agent Use Only: Not for public distribution

F mil Solution S l ti n Pl n Family Plan Determining Eligibility If all the health questions on the application ((1-9)) are answered “No”,, then the applicant pp should apply for the Immediate Death Benefit.

Agent Use Only: Not for public distribution

F il S l i Pl Family Solution Plan Rid Riders 9 Children Children’ss Insurance Agreement Agreement* ƒ Provides $3,000 per unit (max of 3 units) on children until age 25 or Primary Insured is age 65. ƒ Convertible at a rate of up to 5 times the CIA coverage. coverage ƒ $8.50 per unit per year. ƒ Available from 15 days to 17 years old. 9 Spouse Term Rider ƒ Provides 20 year level term coverage on the spouse. ƒ Minimum - $$5,000 , ƒ Maximum - $35,000 (not to exceed base face amount) ƒ Issue Ages 15 to 49. *N Nott available il bl with ith R Return t off P Premium i Pl Plan Agent Use Only: Not for public distribution

F il S l i Pl Family Solution Plan Rid Riders 9Accidental Death Benefit Rider* 9Waiver of Premium Benefit* No Cost Riders: 9 Terminal Illness Accelerated Benefit Rider 9Accelerated Benefits Rider - Confined Care** * Not available with Return of Premium Plan ** Available only on the Immediate Death Benefit Plan. Not available in: CA CT, CA, CT DC DC, FL, FL IL, IL IN, IN MA, MA NC, NC NJ, NJ OH, OH SD, SD VA & VT) Agent Use Only: Not for public distribution

Sales Materials www.everestfuneral.com/wfg www.everestfuneral.com/wfg--us 9 Application g Guide 9 Agent 9 Confined Care Rider Brochure 9 Quoting Sheets 9 HIPAA Form 9 Juvenile Questionnaire – required if issue age is 0 to 17 9 And A d more…

Agent Use Only: Not for public distribution

F il Solution S l ti Plan Pl Family Underwriting ¾ No medical exams or blood work required ¾ Application ¾ Medical Information Bureau (MIB) ¾ Pharmacy Ph Database D b Ch Check k ¾ Telephone Interview (ages 40-49) ¾ Can be done Point-of-Sale (preferred) ¾ Available in multiple languages

¾ Build Chart Agent Use Only: Not for public distribution

Field Underwriting Tools in Agent Guide ¾Same Items as Golden Solution ¾Medication Guide ¾Impairment p Guide

¾Build Chart ¾Customized for the Family Plan

Agent Use Only: Not for public distribution

3rd Party Payors ◦ We do not accept Family Choice applications when a 3rd Party ◦ ◦ ◦ ◦

Payor is involved and the applicant is age 30 and over Defined as a premium payor other than the primary insured, the spouse, p or a business or business p partner Examples would include brothers, sisters, in-laws, parents, grandparents, aunts, uncles, and cousins The rule does not apply on Final Expense sales (ages 50-85); it does apply to our other life products Why do we have our 3rd Party Payor rule? ◦ ◦ ◦

Anti-selection Adverse claims experience Poor persistency Agent Use Only: Not for public distribution

Q Questions???