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1 How to Market the Estate Planning Trust M8573 (2-15) 2015 Forethought

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Agenda Overview of the TrustGuard Gold plan How to sell the TrustGuard Gold plan Find the right clients Generate leads Make appointments Present to clients Close the sale Follow up and ask for referrals How Forethought can help you sell the TrustGuard Gold plan 2 1 2 3 M8573 (2-15) 2015 Forethought

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Overview of the TrustGuard Gold Plan 3 For agent use only. Not for use with the general public. 1 M8573 (2-15) 2015 Forethought

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What Is the TrustGuard Gold Plan? Whole life insurance combined with a trust plan Guaranteed issue up to age 99 Provides three underwriting classes: -Underwritten = 100% of face from issue -Guaranteed = 100% of face from months seven and beyond -Imminent = Single Pay only/100% of face paid at seven months and beyond Up to $100,000 can be placed in the Estate Planning Trust 1 Choose between three crediting rates, set at the discretion of the Forethought Life Insurance Company 4 1 State limitations may apply M8573 (2-15) 2015 Forethought

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How to Sell the TrustGuard Gold Plan 5 For agent use only. Not for use with the general public. 2 M8573 (2-15) 2015 Forethought

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Find the Right Clients 6 Gold Who needs the TrustGuard Gold Estate Planning Trust? Clients aged 65 80 retired or near retirement Net worth at time of retirement of $10,000 $100,000 Recognize the need to put money aside for end-of-life expenses Do not want to make detailed plans with a funeral home Want to leave a legacy for beneficiaries and protect assets from creditors Medicaid rules, as well as their interpretation and application, vary by state and the ability to qualify for a state and/or federal public assistance program is NOT GUARANTEED. Clients should always consult an elder-law attorney or a financial advisor who is knowledgeable in this area on your states specific rules pertaining to irrevocable assignments, Medicaid eligibility and on using a trust to protect your assets. The applicants individual circumstances at the time of application for government assistance will, in part, determine whether or not the policy will count as a resource. The judgment of the case worker handling the application will also be a factor. M8573 (2-15) 2015 Forethought

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Help Your Clients Prepare Financially Leave a legacy for one or more named beneficiaries, including family, friends or charitable organizations Set aside funds to help pay for funeral expenses without making detailed plans with a funeral provider The Forethought TrustGuard Gold Estate Planning Trust offers your clients the ability to help protect funds that can later be used to pay funeral expenses with any funeral service provider that the family chooses. 1 Remaining funds may pass to named beneficiaries. 7 1 Since the TrustGuard Gold plan DOES NOT involve a contract to purchase any funeral, burial and/or cremation-related goods and/or services, it may be used at any funeral provider. M8573 (2-15) 2015 Forethought

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Generate Leads and Set Appointments Contact your current clients who fit the target profile for the TrustGuard Gold plan Use provided marketing materials to help you start the conversation Client letters and call scripts: current clients and prospects Lead generation mailers Print advertisements Estate Planning Trust Overview brochure For more help with lead generation or appointment setting, contact Forethought Sales Support at (866) 449-3277 or via email at sales.support@forethought.com 8 Funeral Expense Trust Overview (M8482) M8573 (2-15) 2015 Forethought

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Easy to Present to Clients Present with one simple question: If you died today, how would your family pay for your funeral? Use the Comprehensive Protection Plan presentation or Client Guide to talk to your client about the importance of setting aside money for their final expenses in a secure vehicle 9 Estate Planning Trust Client Presentation ( M8571 ) Client Guide ( M8552 ) M8573 (2-15) 2015 Forethought

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Explain the Concept Your clients have planned for many major life purchases Planning for end-of-life expenses is smart Few people have the resources to pay for a funeral on short notice Coming up with necessary funds can place a financial and emotional burden on families 10 1 2012 NFDA General Price List Survey. (Note: This survey is not conducted annually); Cremation Facts, Cremation Association of North America, nfda.org, as of June 12, 2014; How Much Does the Average Funeral Cost? Mike Testa, FuneralTips.com, as of June 12, 2014. M8573 (2-15) 2015 Forethought

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Explain the Benefits The TrustGuard Gold plan offers unique protection by combining whole life insurance and a trust that: Allows your clients to irrevocably transfer ownership of a life insurance policy into a trust, which becomes an asset of the trust rather than an asset in the their name. Have funds available to help clients pay for final expenses without having to make a detailed plan with a funeral provider. May help your clients protect their assets from creditors like hospitals, nursing homes and banks. May exempt your clients funds from Medicaid limits. 1 Provides policy death benefits that are income tax-free. Can be used at any funeral home if your clients relocate. 2 11 1 Medicaid rules, as well as their interpretation and application, vary by state and the ability to qualify for a state and/or federal public assistance program IS NOT guaranteed. Clients should always consult an elder-law attorney or a financial advisor who is knowledgeable in this area on your states specific rules pertaining to irrevocable assignments, Medicaid eligibility and on using a trust to protect your assets. The applicants individual circumstances at the time of application for government assistance will, in part, determine whether or not the policy will count as a resource. The judgment of the case worker handling the application will also be a factor. 2 Since the TrustGuard Gold plan DOES NOT involve a contract to purchase any funeral, burial and/or cremation-related goods and/or services, it may be used at any funeral provider. State limitations may apply

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Explain the Difference from Other Solutions 12 TrustGuard Gold is a better choice: M8573 (2-15) 2015 Forethought

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Funding a Clients TrustGuard Gold Plan 13 Use the Funeral Expense Estimator to help clients: Estimate their funeral expenses, and Determine options for funding their policy Potential sources of funds: Cash or other readily liquid assets such as money market funds & stocks Penalty-free withdrawal from an annuity A penalty-free withdrawal from an annuity (usually up to 10%) could be used to help the purchase life insurance. Life insurance with cash value becomes a countable asset before applying for Medicaid Consider a 1035 Exchange Funeral Expense Trust Estimator (M8555) M8573 (2-15) 2015 Forethought

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Close the Sale 14 Congratulate your clients on making a smart choice to fund their end-of-life needs Give your clients the Forethought Protecting Our Promise brochure reinforcing the financial strength of Forethought Life Insurance Company Protecting Our Promise (M8576) M8573 (2-15) 2015 Forethought

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Follow Up with Clients Follow up to give clients the Policy Guide and Planning Guide Ask for referrals during your follow-up visit 15 Planning Guide (M8596)Policy Guide (M8595) M8573 (2-15) 2015 Forethought

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How Forethought Can Help You Sell the TrustGuard Gold Plan 16 For agent use only. Not for use with the general public. 3 M8573 (2-15) 2015 Forethought

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Partnering for Success Forethought is an expert in the funeral industry and can help you have the difficult conversations with your clients Forethought provides unmatched training Forethought offers comprehensive marketing support that addresses every step in the consumer buying process and innovative tools to help you sell You have easy access to all the marketing materials through the exclusive TrustGuard Gold Advisor Portal 17 M8573 (2-15) 2015 Forethought

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The TrustGuard Gold Advisor Portal Easy access to all selling tools through the TrustGuard Gold Advisor Portal: forethought.com/trustguard 18 To access the Advisor Portal: Visit forethought.com Click on Login, and select TrustGuard Gold Advisor Request a login to access new business tools, reporting or to order forms and marketing materials: Click on Create a Forethought Account under quick links, or Contact eTech Support: (855) 784-1365 etech@forethought.com M8573 (2-15) 2015 Forethought

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Forethought Contact Information 19 Sales Support: Phone: (866) 449-3277 Email: sales.support@forethought.com Licensing and Contracting: Phone: (800) 331-8853 Ext. 6344, option 2 Email: licensing@forethought.com Customer Service: Phone: (855) 784-1365 Email: trustguard@forethought.com eTech Support: Phone: (855) 784-1365 Email: etech@forethought.com New Business: Fax: (800) 320-3291 Fax submissions with credit card information: (855) 283-8656 Mailing address: Forethought Life Insurance Company Attention: New Business PO Box 151 Batesville, IN 47006 Overnight delivery: Forethought Life Insurance Company One Forethought Center Batesville, IN 47006 M8573 (2-15) 2015 Forethought