marketing Disability Income (DI) insurance to professional and business/trade associationsDI 1348 11-15 For producer use only. Not for use with clients.

disclosures

• In approved states, DInamic Foundation (forms 4501NC, 4502GR and 4503NCBOE) and DInamic Fundamental® (form 4504LS) are issued by Ameritas Life Insurance Corp. In New York, DInamic Foundation (forms 5501-NC, 5502-GR and 5503-NCBOE) and DInamic Fundamental® (form 5504-LS) are issued by Ameritas Life Insurance Corp. of New York. Policy and riders may vary and may not be available in all states.  

• This information is provided by Ameritas®, which is a marketing name for subsidiaries of Ameritas Mutual Holding Company, including, but not limited to, Ameritas Life Insurance Corp., located at 5900 O Street, Lincoln, NE 68510, Ameritas Life Insurance Corp. of New York, located at 1350 Broadway, Suite 2201, New York, New York 10018 and Ameritas Investment Corp, member FINRA/SIPC. Ameritas Life Insurance Corp. of New York is licensed in New York. Each company is solely responsible for its own financial condition and contractual obligations. For more information about Ameritas®, visit ameritas.com.

• Ameritas® and the bison design are registered service marks of Ameritas Life Insurance Corp. Fulfilling life® and DInamic Fundamental® are registered service marks of affiliate Ameritas Holding Company.

• © 2015 Ameritas Mutual Holding Company

DI 1348 11-15 For producer use only. Not for use with clients.

For producer use only. Not for use with clients.

DI association marketing

• What is Disability Income (DI) insurance association marketing?

• Offering discounted individual DI and/or Business Overhead Expense (BOE) insurance to qualifying members of an approved association.

• DInamic Fundamental is included but the association discount is not available with this product.

DI 1348 11-15

For producer use only. Not for use with clients.

why DI association marketing?

• Support from Ameritas®

• Some companies have scaled back on or pulled out of the association business.

• Ameritas® is committed to this program and continues to offer competitive, discounted products to qualifying members of approved associations.

DI 1348 11-15

For producer use only. Not for use with clients.

why Ameritas® ?

• Stable, reliable companies• Thousands of people across America rely on Ameritas®

to provide DI insurance for their income protection needs.• Have the financial strength you expect, as evidenced by

strong industry ratings• Commitment to DI insurance

• We have the expertise you need – issuing DI insurance products since 1966

• Excellent service• Client Service Office in Cincinnati has a dedicated DI

insurance department to provide full service to you and your clients

DI 1348 11-15

For producer use only. Not for use with clients.

association members win

• Individually owned DI insurance policies• Helps provide security• Substantial discount from sex-distinct rates• Tax-free benefits when premiums are paid by the

individual (as opposed to employer-paid group insurance which typically results in taxable benefits)

• Supplemental protection to group LTD to provide a higher percentage replacement of income

• Business Overhead Expense (BOE) insurance available to select small business owners

DI 1348 11-15

For producer use only. Not for use with clients.

association executive directors win• Recognition for helping provide security to

members

• Helps to recruit and retain members

• No cost to the association

• Minimal effort

• No bookkeeping – members are billed directly

• Opportunity for relationship with the producer for other financial needs

DI 1348 11-15

For producer use only. Not for use with clients.

producers win

• One sponsorship

• “Seal of approval”

• Gives you access to membership

• Multiple prospects

• Association members are not cold prospects

• Established level of trust with association

• Multiple sales

• Careful planning, hard work and persistence required

• Goal is long-term repeated exposure

• Substantial rewards available

DI 1348 11-15

For producer use only. Not for use with clients.

producers win (cont.)

• Referrals and cross-selling

• Each sale to member establishes a new client relationship

• Opportunity to meet clients’ other insurance and financial needs

• Opens doors to gaining referrals

• Professional credibility

• As the sponsored producer, your visibility increases

• Can use credibility as leverage with other associations

DI 1348 11-15

For producer use only. Not for use with clients.

DI insurance association marketing producer fast facts• Group eligibility

• State and local professional and qualifying business and trade associations established for purposes other than the purchase of insurance

• In existence at least two years

• Minimum of 100 members, all of whom are in the same occupation

• Membership within a geographical area that enables face-to-face meetings

• Association executive support for the solicitation

DI 1348 11-15

For producer use only. Not for use with clients.

DI insurance association marketing producer fast facts• Policies and classifications

• Individual DI Insurance• Nonmedical occupational classes

• 6A, 5A, 4A, 3A and 2A• Medical occupational classes

• 6M, 5M and 4M• Business Overhead Expense Insurance• Nonmedical occupational classes

• 6A, 5A, 4A, 3A and 2A• Medical occupational classes

• 6M, 5M and 4M• DInamic Fundamental

• 1L or 2L class based on percentage of manual duties performed

DI 1348 11-15

For producer use only. Not for use with clients.

DI insurance association marketing producer fast facts• Discounts

• 15% association discount taken from sex-distinct rates*

• Available for all premium modes

• Commissions

• 40% First-Year Commissions (FYC)

• Standard overrides and renewals

*Subject to state variations.

DI 1348 11-15

For producer use only. Not for use with clients.

requirements for consideration of association approval

• DI Insurance Association Marketing Approval Form – UN 1875

• Letter of Endorsement from Executive Director – UN 1876• Must be sole-sourced sponsorship – meaning no other DI

insurance carriers are marketing within the association• Complete marketing plan – UN 1874, which includes:

• First-year strategy for promoting sponsorship;• How the association will support marketing the

program;• Procedure for informing new members about the

availability of discounted DI insurance; and• Projected results for first year (number of policies and

premium projections

DI 1348 11-15

For producer use only. Not for use with clients.

types of eligible associations

• Local/state chapters of national associations• Pharmacist associations• CPA associations• Bar associations• Engineer associations• Architect associations• Local/State medical associations (6M-4M only)• Some business and trade associations

DI 1348 11-15

For producer use only. Not for use with clients.

five steps to successful DI insurance association marketing

1. Prospect for sponsorships

2. Earn the sponsorship

3. Obtain approval from Ameritas®

4. Implement the plan

5. Provide superior service

DI 1348 11-15

For producer use only. Not for use with clients.

prospect for sponsorships

• Create a prospecting list

• Ask for preliminary meeting with executive director

• Personalize your presentation to the association

• Marketing materials available:• Prospecting pieces such as postcards, emails and

letters

• Follow-up pieces once connection and interest is shown such as power point presentations, client flyers and letter

• Approval Forms (including UN 1875)

DI 1348 11-15

For producer use only. Not for use with clients.

earn the sponsorship

• Based on information gathered, customize the PowerPoint presentation

• Show how you will add value to the association

• Keep in close, frequent contact with the executive director during the approval process

• Work out your marketing plan with the help of the executive director

• If there is reluctance to portray Ameritas® as the “sponsored” carrier, try using “preferred carrier status”

DI 1348 11-15

For producer use only. Not for use with clients.

obtain approval from Ameritas®

• Request for sponsorship will be reviewed by representatives from DI Product Management, Actuarial, Claims and Underwriting

• Formal letter of approval will be sent to producer of record• Provides exclusive marketing rights • Outlines any specifications regarding the association• Includes an IPN number that is unique to the

association• IPN number must be written on all applications in order

for applicants to receive the association discount

DI 1348 11-15

For producer use only. Not for use with clients.

implement the plan• Tips for Success:

• Make sure the initial announcement letter is written on the association letterhead. Make sure your contact information is prominently displayed

• Your strategy should be to remain visible to the membership repeatedly

• Marketing materials available for implementing the plan:• UN 1877 – Announcement Letter from Executive Director• DI 1280 – DI Insurance Association Marketing Postcard –

Income is your foundation. Protect it.• DI 1648 – DI Insurance Association Marketing Ad – Income

is your foundation. Protect it.• UN 1879 – DI Insurance Association Marketing Ad – What

is your most valuable asset?• Ameritas® promotional items are available via

shop.ameritas.com

DI 1348 11-15

For producer use only. Not for use with clients.

provide superior service• Here are some tips:

• Check in regularly with executive director• Give progress reports • Ask for feedback

• Look for ways to have a positive impact on the association• Mention to members the value they get thanks to the association

leadership• Ensure each member receives prompt, thorough service

• You want only positive feedback to reach the association’s leaders• Make sure you are meeting each member’s total financial

needs• You have the opportunity to go beyond DI insurance and become a

trusted financial resource for your association clients

DI 1348 11-15

For producer use only. Not for use with clients.

provide superior service (cont.)

• Ameritas® offers a wide range of insurance and financial products and services to individuals, families and businesses:• Life insurance• Annuities• Individual DI insurance• Group dental, eye care and hearing care insurance• Retirement plans• Investments• Mutual funds• Public finance

DI 1348 11-15

For producer use only. Not for use with clients.

miscellaneous items

• Exclusivity• Producer of record has exclusive marketing rights for the

association• Any producer can use the discount on a single-case basis, but

must give 20% of commissions to the producer of record• Underwriting

• All underwriting is done on an individual, fully-underwritten basis• No underwriting concessions are available

• Documenting the application• Under the Agent’s Remarks section of the application, be sure to

include the approved association name and appropriate IPN number

• Adding new members• New members may be added with no additional paperwork

required• Just document the application as noted above for new members

purchasing DI insurance

DI 1348 11-15

For producer use only. Not for use with clients.

review process

• All associations will be reviewed annually

• Factors considered include:

• Previous year production

• Production since inception

• Morbidity

• Persistency

• Pro-active marketing to members

DI 1348 11-15

questions?

DI 1348 11-15 For producer use only. Not for use with clients.

key contacts

• Your agency or brokerage manager

• Your Ameritas® sales development team

• Your GSI regional director

• The DI product management team

For producer use only. Not for use with clients.DI 1348 11-15