© 2010 Standard Insurance Company14510PPT (Rev 6/11)

Premium discounts for individual disability insuranceFor producer use only. Not for use with consumers.

© 2010 Standard Insurance Company14510PPT (Rev 6/11)

Sell more with premium discountsTo assist you in your marketing efforts and generate more individual disability insurance sales, The Standard offers premium discounts with its individual disability insurance.

IDI•Multi-Life•Association/Resident/Hospital•Business Owner•Multi - Product•Combining IDI Discounts withProtector Platinum

Guarantee Issue IDI•Protector PlatinumSM GI•Protector+SM GI•Combining GI Discounts with Protector Platinum

© 2010 Standard Insurance Company14510PPT (Rev 6/11)

IDI Multi-Life DiscountsReturn to index

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

Not to be confused with other insurance carriers’ list bill discounts, The Standard’s multi-life discount can be administered with either an employer remitting the entire premium or by billing each individual insured separately.The multi-life discount is easy to obtain. A multi-life group is generally defined as three or more employees who work for a common employer or three contract (1099) employees who share a common worksite address.*

IDI Multi-Life Discounts

* All other contract employees, medical residents, students and government employees are not eligible for the multi-life discount

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

Protector PlatinumSM individual disability income insurance• 10% premium discount off gender-distinct rates. • Available for

• 3 or more employees,or• 2 or more employees, so long as those participating are

– at least 25% owners of the same business, and – purchase policies with combined pre-discounted premium of at least $4,000

(or less if both insureds purchase the maximum benefit on both policies, and

– Meet all other provisions related to timing for the multi-life discount

Protector+SM individual disability income insurance• 10% premium discount off gender-neutral rates

IDI Multi-Life Discounts

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

Sometimes it is not possible to submit the applications of three employees at the same time. When less than three applications are received at The Standard for a multi-life case, each policy is issued with gender-distinct rates and no discount until the third application is received. When a third application is received within 12 months of the first application and accompanied by a note that there are two previously submitted applications, then all three qualifying applications will receive the multi-life discount on each policy’s next billing anniversary.*

* Premium discounts are not provided retro-actively.

IDI Multi-Life Discounts

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

Once a multi-life discount has been approved, the insurance representative may request it on all future applications by the employees from the same employer.To determine if a current multi-life discount exists for a group of employees, please contact getinfo@standard.com.

IDI Multi-Life Discounts

© 2010 Standard Insurance Company14510PPT (Rev 6/11)

IDI Association and Resident/Hospital DiscountsReturn to index

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

• Association/resident/hospital discounts are offered to state or local professional groups or hospitals formed for the purpose of promoting a profession.

• At time of writing, The Standard has over 500 approved association/resident/hospital discount programs in place.Protector Platinum Protector+10% gender-distinct 10% gender-neutral

• Although the premium discount is the same as that for the multi-life discount, the way the discount is obtained differs.

Association/Resident/Hospital Discounts

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

1. Contact getinfo@standard.com to verify that the desired discount is approved and/or available for sale.

2. Complete the Association and Resident/Hospital Program Application, Form 7906. It resides at www.standard.com/di under Find Forms.

Association/Resident Hospital Discounts

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

3. Obtain an endorsement letter from the association or hospital which include the following.• The endorsement letter is on association/hospital

letterhead.• The endorsement letter lists the names of the insurance

representative or agency that will submit applications on behalf of the association or hospital.

• Letter is signed who has the authority to sign on behalf of the association or hospital.

4. Submit the applications and endorsement letter for approval to The Standard at getinfo@standard.com.

Association/Resident/Hospital Discounts

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

When all requirements are received, The Standard will notify you within 48 hours of its decision to offer a discount to the applying group. Once an association discount has been approved, subject to the terms of the guidelines, sales rights are given to the endorsed insurance representative or agency, to ensure the greatest level of success in submitting applications for the group.

Association/Resident Hospital Discounts

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

On an exception basis an approved discount may by provided to another insurance representative to use with specific applications as long as the discount was not solicited.

The association/resident hospital discount is not available to national associations, chambers of commerce, ethnic, social or fraternal groups, or alumni associations

Association/Resident Hospital Discounts

© 2010 Standard Insurance Company14510PPT (Rev 6/11)

Business Owner DiscountReturn to index

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

The Business Owner discount provides 15% savings off gender-distinct rates to qualifying business owners with Protector Platinum policies. For savings to business owners with other products in The Protector SeriesSM, please see the Business Owner Upgrade .

Business Owner Discount

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

To qualify for the Business Owner discount, qualifying business owners: • Must own at least 25% of the

business.• Must have been financially

successful for at least the last two years under the current business arrangement, as supported by appropriate business income documentation.

Business Owner Discount

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

The Business Owner Discount is not available to medical or dental occupations (2P, 3P, 4P occupation classes), chiropractors, long haul truck drivers, or are included in the Temporary Changes section or those listed as NO in the Occupation Classifications List of The Protector Series Product Guide.

Business Owner Discount

© 2010 Standard Insurance Company14510PPT (Rev 6/11)

Multi-Product DiscountReturn to index

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

• The multi-product discount provides five percent gender-distinct savings on Protector Platinum for individuals who purchase multiple policies concurrently from The Standard.

• The multi-product discount is available with approved policies for Protector Platinum where the applicant also applies and accepts coverage under The Business Protector or The Business Equity Protector.

Multi-Product Discount

© 2010 Standard Insurance Company14510PPT (Rev 6/11)

Combining IDI Discounts with Protector PlatinumReturn to index

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

• As the following slides show, there are several opportunities to lower premium rates for The Standard’s Protector Platinum individual disability income insurance by combining discounts.

• Please note that Association and Multi-Life discounts may not be combined.

Combining Protector Platinum Discounts

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

Combining IDI discounts with Protector Platinum

Multi-Life or

Association 10%

Multi-Product 5%

Business Owner 15%

30% Total Discount

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

Combining IDI discounts with Protector Platinum

Multi-Life or

Association10%

Business Owner 15%

25% Total Discount

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

Combining IDI discounts with Protector Platinum

Multi-Product 5%

Business Owner 15%

20% Total Discount

© 2010 Standard Insurance Company14510PPT (Rev 6/11)

Guarantee Issue DiscountsReturn to index

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

Voluntary• 15% off gender-neutral rates if

participation meets the target for the eligible group.

• 20% off gender-neutral rates if participation exceeds the target for the eligible group.

Protector Platinum GI

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

Mandatory• 30% off gender-neutral rates for

groups of less than 100 eligible lives.

• 35% off gender-neutral rates for groups of more than 100 eligible lives.

Protector Platinum GI

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

Cross Sale Discount• Additional 5% off gender-neutral

rates when voluntary or mandatory case is sold in conjunction with a group LTD case from The Standard.

Protector Platinum GI

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

Voluntary15% off gender-neutral rates

Mandatory20% off gender-neutral rates

Protector+GI

© 2010 Standard Insurance Company14510PPT (Rev 6/11)

Combining GI Discounts with Protector PlatinumReturn to index

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

Protector Platinum GI Mandatory Discounts

Mandatory GI Case

30%

Large Mandatory GI case (100+ lives)

5%

Up to 40%Total Discount

Gender-Neutral Rates

Combined with any group LTD from The Standard’s Employee

Benefits business line

5%

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

Protector Platinum GI Voluntary Discounts

Voluntary GI

15%

Participation percentage exceeded

5%

Up to 25% Total

DiscountGender-neutral

Rates

Combined with any group LTD from The Standard’s Employee

Benefits business line

5%

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

The Standard has been keeping promises to its customers since 1906and is one of the leading disability insurance companies in the nation.

If you would like to find out more about us, please visit www.standard.com

• Financial Strength, Portfolio and Financial Ratings

• History• Company Leadership• Corporate Philanthropy

About The Standard

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

We hope the information in this presentation was helpful to you.If you have any questions, please contact your

Master General Agent or the sales team at The Standard at getinfo@standard.com

orYour Securian Managing Partner or SFN sales team at The Standard at dihelp@standard.com

Happy Selling

© 2010 Standard Insurance Company14510PPT (Rev 6/11)

ResourcesReturn to index

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to index

• The Protector SeriesSM Product Guide

• Presentation: It’s easy to find IDI sales, marketing and reference materials

Resources

© 2010 Standard Insurance Company14510PPT (Rev 6/11) Return to indexForms B152, B152GI, B170, B170GI