[GFI Training] How Ethos fits into GFI GTM Motion

Building Demand for Ethos How Ethos can help GFI agents grow sales

Ethos Agent Training

For agent use only

Ethos helps you increase sales with minimal effort

Selling without Ethos

Selling with Ethos

✔

VS.

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For agent use only

Ethos helps you increase sales in 3 ways

Selling with Ethos

Increase conversion rates Better meet the needs of your customers

✔

Double placement rate Sell two policies with the effort of one

Unlock new sales opportunities Generate more sales from your existing book

For agent use only

Ethos helps you increase sales in 3 ways

Increase conversion rates Better meet the needs of your customers

Use Ethos for instant IUL sales up to $1M

Double placement rate Sell two policies with the effort of one

Add Ethos term to every IUL sale

Unlock new sales opportunities Generate more sales from your existing book

Market Ethos term to your in-force book

For agent use only

Ethos helps you increase sales in 3 ways

Increase conversion rates Better meet the needs of your customers

Use Ethos for instant IUL sales up to $1M

Double placement rate Sell two policies with the effort of one

Add Ethos term to every IUL sale

Unlock new sales opportunities Generate more sales from your existing book

Market Ethos term to your in-force book

For agent use only

Ethos IUL: built for speed

Issued by Ameritas Life Insurance Corp.

Lets you focus on selling, not software ● Seamless, one-stop platform from quoting to activation ● 4 policy designs including SmartSolve™, our proprietary solve for the majority of clients ● Custom client marketing with every illustration

Lets you sell IUL anywhere, instantly ● Face-to-face, phone or video call ● Truly instant decision in most cases ● Makes one-call close a reality

© 2022 Ethos Life | Confidential For agent use only Form ICC23 3030 3-23 and state variations. The product is not available in New York. Ameritas and Ethos Technologies Inc., are separate, independent entities. Ameritas® is a marketing name for subsidiaries of Ameritas Mutual Holding Company, including, but not limited to, Ameritas Life Insurance Corp. in Lincoln, Nebraska and Ameritas Life Insurance Corp. of New York (licensed in New York) in New York, New York. Each company is solely responsible for its own financial condition and contractual obligations. For more information about Ameritas®, visit ameritas.com. © 2024 Ameritas Mutual Holding Company.

What youʼll love about Ethos IUL A simple platform built for sales momentum

Fast, easy platform ✔ 15 min quote-to-activation ✔ 4 pre-configured case designs fit most common sales scenarios ✔ Full visual with quote encourages client to continue

Smooth underwriting ✔ 90% instant decisions ✔ +/- 45% instant approvals with proper field underwriting ✔ Declines route to instant decision whole life ($100K max)

For agent use only

What youʼll love about Ethos IUL A product thatʼs easy to sell

Bigger, better offers ✔ $1M max for larger cases ✔ 6 risk classes + table ratings for competitive pricing ✔ Issue age to 65

Attractive to clients ✔ Competitive illustrated, cap, and fixed account rates ✔ Product features clients want ✔ Compelling client marketing

For agent use only

What youʼll love about Ethos IUL Support for your success

Great comp ✔ Competitive comp ✔ Sales incentives

Comprehensive training ✔ Live webinars ✔ Self-paced IUL training modules in our Ethos Agent Academy

For agent use only

What your clients will love about Ethos IUL Care4Life Accelerated Death Benefit

According to the Centers for Disease Control, about 1 in 4 Americans face some type of disability. No-cost living benefits rider covers 18 conditions

✔ Critical illness: 25% of death benefit

✔ Chronic illness: 50% of death benefit Inability to perform at least two ADLs

✔ Terminal illness: 75% of death benefit Any physician-certified illness reasonably expected to result in death within 12 months.

15 qualifying conditions including cancer, stroke, heart attack, renal failure, organ transplant, ALS, blindness due to diabetes, paralysis, burns, coma, brain tumor, aneurysm, bypass surgery. See Agent Guide.

for 90 days or more and/or severe cognitive impairment, including Alzheimerʼs.

Based on health condition, your applicant may be offered the Terminal Illness rider instead , which allows early access to 75% of the death benefit for qualifying terminal health conditions. The Care4Life rider is not a long term care product.

For agent use only

What your clients will love about Ethos IUL Care4Life Accelerated Death Benefit

The power of certainty Care4Life benefits compare favorably to competitor payment calculations. Why make your clients jump through hoops?

Ethos

Most competitors

Flat percentages

Payments calculated based on prevailing interests rates, life expectancy at time of claim & other factors. Payments can be less than advertised max percentages.

Your client decides if they want less than the max

Carrier decides whether to pay less than the max

Certainty & speed

More uncertainty & paperwork at a stressful time

Death benefit reduced by amount equal to payment

Death benefit reduction may exceed payment amount

For agent use only

What your clients will love about Ethos IUL More product highlights

✔ Lifetime income option No-cost rider creates optional income stream at retirement ✔ 5 index options Indexes they know and trust, plus the safety of a fixed account (current interest rate 4.00%) ✔ Free wills & trusts An $898 value, Ethos Perks estate planning app is included with every policy (n/a in WA or SD)

For agent use only

What your clients will love about Ethos IUL Life insurance protection without the hassle

✔ Instant underwriting Coverage in minutes vs. days or months with no paramed ✔ Clear explanations Personalized policy highlights report builds confidence & understanding ✔ Peace of mind Ethos IUL issued by Ameritas, top-rated for financial strength*

© 2022 Ethos Life | Confidential *Current ratings: A+ (Strong) | Standard & Poor’s Global (2/23), the fifth highest of Standard & Poor’s 21 ratings assigned. Standard & Poor’s rating includes Ameritas Life Insurance Corp. and Ameritas Life Insurance Corp. of New York. A (Excellent) | AM Best (5/22), the third highest of AM Best’s 13 ratings. For the latest Best's credit rating, access www.ambest.com. The ratings assigned to Ameritas Life Insurance Corp. and Ameritas Life Insurance Corp. of New York provide an independent opinion of each insurer’s financial strength and ability to meet ongoing insurance policy and contract obligations. Standard & Poor’s and AM Best are recognized among the top authorities in analyzing insurance companies. Ratings are current as of the respective dates shown, and subject to change. For more information, visit https://www.ameritas.com/about/. All this plus the tax advantages, lifelong protection and upside potential of IUL For agent use only

Product specs

Instant coverage up to $1M

Broad issue ages

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$1M for ages 20–50 $500K for ages 51–60 $350K for ages 61–65

Ages 20–65

6 rate classes & table ratings

State availability

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4 non-tobacco risk classes 2 tobacco risk classes

Pending in CA, OR

N/A in NY

Table 1–10

Current rates as of 2/1/24 ● 5.66% illustrated rate ●

8.75% cap for S&P 500® 1 Year 4.00% fixed rate account

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For agent use only

Ethos IUL case designs

Max Protection

Smart Solve™ for premium or coverage

Max Cash Value

Max Retirement Income “I want an additional source of retirement income I know will be there” “Having a tax favorable source of income in retirement is important “I don’t expect to need much of a death benefit after a certain point”

Things you might hear

“I want to build a nest egg”

“I want life insurance that lasts my whole life” “My family has financial needs that will continue after my death” “I want more protection than I can get from other kinds of insurance at my age”

“How much does a permanent life insurance policy cost?” “I have $[x] a month in disposable income. How can I use this to build long-term cash value?” “I need $[x] of life insurance. How much does permanent coverage cost? ”

“I like the idea of a policy that will be worth more than the sum of my premiums”

“I want to be able to allocate my funds to well-known indexes”

Protection Younger applicants, fewer assets

Accumulation Higher income, more financial stability

For agent use only

Ethos IUL: Great pricing for most scenarios up to $1M

Benefits with every sale ● Fastest IUL, for more sales per hour ● Competitive comp ● Product features your clients want

The sweet spots ● The death benefit sale ● The “no hassles” client ● The ROP term shopper ● Smaller accumulation cases

For agent use only

Sweet spot #1: The death benefit sale

Big $$ $1M face or $1000+ monthly premium

Max Protection

Smart Solve™ for premium or coverage

Max Cash Value

Max Retirement Income

The death benefit sale

Small $$ $250K face

or <$500 monthly premium

Protection Younger applicants, fewer assets

Accumulation Higher income, more financial stability

For agent use only

Sweet spot #1: The death benefit sale

Profile

Solve

What to emphasize

Why itʼs so sweet

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Healthy clients ages 25–50 Up to $1M face amount Focused on family protection Wants lifelong coverage May want to leave a legacy

Max Protection

Lifelong protection

Easy-to-use instant decision platform lets you scale your business. Solve configures max protection for a given premium dollar with minimal agent effort.

Living benefits (Care4Life)

For agent use only

Sweet spot #2: The “no hassles” client

Big $$ $1M face or $1000+ monthly premium

Max Protection

Smart Solve™ for premium or coverage

Max Cash Value

Max Retirement Income

The “no hassles” client

Small $$ $250K face

or <$500 monthly premium

Protection Younger applicants, fewer assets

Accumulation Higher income, more financial stability

For agent use only

Sweet spot #2: The “no hassles” client

Profile

Solve

What to emphasize

Why itʼs so sweet

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Healthy clients ages 25–55 Up to $1M face amount Wants a healthy balance of protection and cash value Wants to avoid traditional underwriting and long wait times

Smart Solve™

Lifelong protection

Fast, simple instant decision platform helps you sell more in less time. Our easiest case design, Smart Solve™ is designed to meet the needs of most clients.

Living benefits (Care4Life) Cash value build up w/ tax advantages

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Upside potential

Policy loans & withdrawals

For agent use only

Sweet spot #3: The ROP term shopper

Big $$ $1M face or $1000+ monthly premium

Max Protection

Smart Solve™ for premium or coverage

Max Cash Value

Max Retirement Income

The ROP term shopper

Small $$ $250K face

or <$500 monthly premium

Protection Younger applicants, fewer assets

Accumulation Higher income, more financial stability

For agent use only

Sweet spot #3: The ROP term shopper

Profile

Solve

What to emphasize

Why itʼs so sweet

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Healthy clients ages 30–45 Usually have 20+ years left on mortgage $100–500/mo premium Likes the idea of getting their premium back

Max Cash Value

Lifelong death benefit protection Opportunity to earn cash value equal to premiums paid

Fast, simple instant decision platform enables economies of scale, even for smaller cases. Lifelong protection, tax benefits & more potential cash value than ROP products.

Tax advantages

Living benefits (Care4Life)

For agent use only

Sweet spot #4: Smaller accumulation cases

Big $$ $1M face or $1000+ monthly premium

Max Protection

Smart Solve™ for premium or coverage

Max Cash Value

Max Retirement Income

Smaller accumula- tion cases

Small $$ $250K face

or <$500 monthly premium

Protection Younger applicants, fewer assets

Accumulation Higher income, more financial stability

For agent use only

Sweet spot #4: Smaller accumulation cases

Profile

Solve

What to emphasize

Why itʼs so sweet

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Healthy clients ages 25–50 $100–500/mo premium Interested in long-term accumulation May be interested in supplemental retirement income

Max Cash Value or Max Retirement Income

Cash build up

Fast, simple instant decision platform enables economies of scale, even for smaller cases. Similar product performance & comp for either solve.

Policy loans & withdrawals

Tax advantages Upside potential

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For agent use only

Ethos helps you increase sales in 3 ways

Increase conversion rates Better meet the needs of your customers

Use Ethos for instant IUL sales up to $1M

Double placement rate Sell two policies with the effort of one

Add Ethos term to every IUL sale

Unlock new sales opportunities Generate more sales from your existing book

Market Ethos term to your in-force book

For agent use only

When you are pitching accumulation IUL today, you commonly face this scenario with a client

$xM

Desired coverage level

Level of coverage the client can get with an accumulation IUL product

$xxxK

Prospective client

For agent use only

Thereʼs a coverage gap between the client needs and what accumulation IUL can help provide

$xM

Desired coverage level

Coverage gap for client

$xxxK

Level of coverage the customer can get with an accumulation IUL product

$xxxK

Prospective client

For agent use only

Overview of the resulting pain points in this scenario

Pain Points for agent

Pain Points for clients

● Can’t meet the full needs of their customer ● Increases the risk that the customer will not purchase the policy ● Opens the door for

● Create nervousness that they don’t have the protection they want ● Could drive them to explore other alternatives & extend the purchase process ● Could have them question the value of life insurance

customers to seek out another agent for help

For agent use only

Ethos gives GFI agents a cost-effective way to provide supplemental coverage to fill this gap

$xM

Add death benefit protection by pitching Ethos within an upcoming IUL appointment

Ethos Term Policy $xxxK

Accumulation IUL Policy $xxxK

Prospective client

For agent use only

1 application process, 5 products A single 10-minute application process, that can be done on a phone or computer, matches the customer to the best of 5 possible products, based on their risk class No underwriting or product knowledge necessary Ethos does the product routing for you, so you donʼt need to know how underwriting works or which product to send a customer to Ethos helps you earn your commission Once a customer has started the application, Ethos helps follow up via email, SMS and phone to help you close the sale - and you still get the commission! The easy Ethos process takes 10 minutes and is perfect to add during an appointment for supplemental coverage

ethoslife.com |

For agent use only

Ethos helps you increase sales in 3 ways

Increase conversion rates Better meet the needs of your customers

Use Ethos for instant IUL sales up to $1M

Double placement rate Sell two policies with the effort of one

Add Ethos term to every IUL sale

Unlock new sales opportunities Generate more sales from your existing book

Market Ethos term to your in-force book

For agent use only

Not only do prospective clients have a coverage gap, but your past clients might too.

$xM

Add death benefit protection by pitching Ethos to previous clients or leads

Ethos Term Policy $xxxK

Accumulation IUL Policy $xxxK

Prospective client

For agent use only

In addition to prospective customers, you have 2 more pools of customers you could reach out to

Purchased a policy

In-force book of business

Previously pitched warm leads

Didn’t convert into a sale

Contacts sitting in your CRM

For agent use only

Now that you have the easy Ethos process, you can reach back out to your past clients in 2 ways:

Share your free Ethos website or QR code via SMS or email and let the client apply themselves

2) Reach back out to check in & complete an agent-assisted application

Go to agents.ethoslife.com and click ‘Share Website’

Go to agents.ethoslife.com and click ‘Application’

For agent use only

There are multiple ways to reach out to these past customers, and we have proven scripts and templates in the ʻResourcesʼ section of the portal

Use email or SMS for a high efficiency way to reconnect

Use social media to reach your whole network at once

Call them to catch up

For agent use only

How you can benefit from providing Ethos to past customers or leads

Convert customers who want a digital-only process

Generate commissions on old leads

Have a reason to reach back out

For agent use only

Ready to get started? Ethos IUL

Run an Ethos quote right now!

Get familiar with our agent portal and quoting process by creating a quote on yourself.

Go to the Quote & Application tab https://agents.ethoslife.com/quote

Create a quote

For agent use only

Earn extra cash! ● The top 10 agents who activate 10 or more Ethos IUL policies from January 15th, 2024 to February 29th, 2024 will each receive $1,250. ● And the first 50 agents to activate 4 or more Ethos IUL policies from January 15th 2024 to February 29th, 2024 will each receive $400 .

Requirements ● Activate Ethos IUL policies during the incentive period. ● Ensure these policies remain in force through the free look period. Incentive details will be shared with all agents eligible to participate.

For agent use only

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