Standard Insurance Company The Standard Life Insurance Company

Standard Insurance Company | The Standard Life Insurance Company of New York Essential Elements of Successful GSI Cases For producers only. Not for use with consumers.

Essential Elements of Successful GSI Cases • Build trusting relationships • Establish your expertise and credibility • Qualify the sale • Plan 2 June 5, 2021 14950 PPT (12/19) SI/SNY

Build Trusting Relationships 3 June 5, 2021 14950 PPT (12/19) SI/SNY

Whether you sell individual disability insurance on a guaranteed standard issue basis or individually, successful disability insurance sales are relationship sales. They are personal, one-on-one, interactions that confirm in the customers’ eyes that you are worthy of their trust. 4 June 5, 2021 14950 PPT (12/19) SI/SNY

This is true whether you are pitching to an owner, CEO or other decisionmakers of a business, or to individual prospective customers. And because relationships will drive success, it is essential the employer allows you direct access to employees. 5 June 5, 2021 14950 PPT (12/19) SI/SNY

Establish Your Expertise and Credibility 6 June 5, 2021 14950 PPT (12/19) SI/SNY

Your knowledge of what you sell matters because your customers will look to you as the expert on guaranteed standard issue and individual disability insurance. The extent to which you are able to confirm that expertise, combined with the trust you’ve built, will determine if the employer is willing to consider your recommendations. 7 June 5, 2021 14950 PPT (12/19) SI/SNY

Build Your Expertise Resources: • The GSI Sales Team at The Standard at gsisales@standard. com • The Standard’s IDI Online Reference Product Guide • GSI 101 Presentation for Producers • Selling GSI flyer • Platinum Advantage GSI Competitive Comparisons • Examples of Mandatory GSI Coverage vs. LTD alone • The Standard’s marketing materials 8 June 5, 2021 14950 PPT (12/19) SI/SNY

Qualify the Sale 9 June 5, 2021 14950 PPT (12/19) SI/SNY

Good GSI Cases Almost any business can be a good fit for a GSI plan. The best tend to be businesses with existing group long term disability plans in place. Groups with many high-salary earners and/or executive tiers that offer LTD that does not cover incentive income also make good GSI prospects. Contact GSISales@standard. com for assistance. 10 June 5, 2021 14950 PPT (12/19) SI/SNY

Plan (Then Plan More) 11 June 5, 2021 14950 PPT (12/19) SI/SNY

GSI sales differ from traditionally underwritten IDI sales in that you must pay particular attention to planning, organization and coordination — and you must start planning early. Instead of locating your prospects one at a time, with a GSI case you reach a group of prospective customers, possibly across different states. 12 June 5, 2021 14950 PPT (12/19) SI/SNY

Given the scale of GSI cases, your organization and coordination with the companies’ benefits administrators are essential for the success of the case. If organization and planning are not your strengths, look to include people with those skills as part of your team. 13 June 5, 2021 14950 PPT (12/19) SI/SNY

Consider These Factors GSI cases can open many doors at once, saving you time you would have spent locating individual prospects. Your planning and organization must take into account: • • 14 the number of prospects possibly different geographic locations of different offices the business’s enrollment schedule the preference of the business’s benefits administrators June 5, 2021 14950 PPT (12/19) SI/SNY

Contact GSISales@standard. com for assistance. We are happy to help. 15 June 5, 2021 14950 PPT (12/19) SI/SNY

The Standard is a marketing name for Stan. Corp Financial Group, Inc. and subsidiaries. Insurance products are offered by Standard Insurance Company of 1100 SW Sixth Avenue of Portland, Oregon, in all states except New York, where insurance products are offered by The Standard Life Insurance Company of New York of 333 Westchester Avenue, West Building, Suite 300, White Plains, New York. Product features and availability vary by state and company, and are solely the responsibility of each subsidiary. Each company is solely responsible for its own financial condition. Standard Insurance Company is licensed to solicit insurance business in all states except New York. The Standard Life Insurance Company of New York is licensed to solicit insurance business in only the state of New York.