© 2010 Standard Insurance Company 14510PPT (Rev 5/12)

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

© 2010 Standard Insurance Company 14510PPT (Rev 5/12)

Sell more with premium discounts To 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 and Hospital Residents, Interns & Fellows •Business Owner •Multi - Product •Combining IDI Discounts with Protector Platinum

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

© 2010 Standard Insurance Company 14510PPT (Rev 5/12)

IDI Multi-Life Discounts Return to index

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) 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 Company 14510PPT (Rev 5/12) 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 * In Montana rates are gender-neutral.

IDI Multi-Life Discounts

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) 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 Company 14510PPT (Rev 5/12) 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 Company 14510PPT (Rev 5/12)

IDI Association and Hospital Residents, Interns & Fellows Discounts Return to index

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) Return to index

• Association and hospital residents, interns & fellows discounts are offered to state or local professional groups or hospitals formed for the purpose of promoting a profession.

• 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 and Hospital Residents, Interns & Fellows Discounts

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) Return to index

1. Contact your Master General Agent (MGA) or Securian Managing Partner (SMP) 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 and Hospital Residents, Interns & Fellows Discounts

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) 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 and Hospital Residents, Interns & Fellows Discounts

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) Return to index

When all requirements are received, The Standard will notify you and your Master General Agent or Securian Managing Partner 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 agency, to ensure the greatest level of success in submitting applications for the group.

Association and Hospital Residents, Interns & Fellows Discounts

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) Return to index

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

Association and Hospital Residents, Interns & Fellows Discounts

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) Return to index

When The Standard receives a request from a producer to use an association discount, The Standard will refer the inquiry to the MGA or SMP for approval. The Standard will not serve as the intermediary between producer and the MGA or SMP as to whether an association program and the discount associated with an active program is granted to a particular individual.

Association and Hospital Residents, Interns & Fellows Discounts

© 2010 Standard Insurance Company 14510PPT (Rev 5/12)

Business Owner Discount Return to index

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) Return to index

The Business Owner discount provides 15% savings off gender-distinct rates* to qualifying business owners with Protector Platinum policies. * In Montana, rates are gender-neutral.

Business Owner Discount

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) Return to index

For savings to business owners with other products in The Protector SeriesSM, please see the Business Owner Upgrade. *This discount is not available in Ohio. In lieu of the discount in Ohio, The Standard provides the Business Owner Updrade.

Business Owner Discount*

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) 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 Company 14510PPT (Rev 5/12) 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 Company 14510PPT (Rev 5/12)

Multi-Product Discount Return to index

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) 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.

* In Montana, rates are gender-neutral.

Multi-Product Discount

© 2010 Standard Insurance Company 14510PPT (Rev 5/12)

Combining IDI Discounts with Protector Platinum Return to index

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) 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 Company 14510PPT (Rev 5/12) 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 Company 14510PPT (Rev 5/12) Return to index

Combining IDI discounts with Protector Platinum

Multi-Life or

Association 10%

Business Owner 15%

25% Total Discount

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) Return to index

Combining IDI discounts with Protector Platinum

Multi-Product

5%

Business Owner 15%

20% Total Discount

© 2010 Standard Insurance Company 14510PPT (Rev 5/12)

Guarantee Issue Discounts Return to index

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) 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 Company 14510PPT (Rev 5/12) 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 Company 14510PPT (Rev 5/12) 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 Company 14510PPT (Rev 5/12) Return to index

Voluntary 15% off gender-neutral rates Mandatory 20% off gender-neutral rates

Protector+GI

© 2010 Standard Insurance Company 14510PPT (Rev 5/12)

Combining GI Discounts with Protector Platinum Return to index

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) 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 Company 14510PPT (Rev 5/12) Return to index

Protector Platinum GI Voluntary Discounts

Voluntary GI

15%

Participation percentage exceeded

5%

Up to 25% Total

Discount Gender-neutral

Rates

Combined with any group LTD from The Standard’s Employee

Benefits business line

5%

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) Return to index

The Standard has been keeping promises to its customers since 1906

and 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

About The Standard

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) 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

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

Happy Selling

© 2010 Standard Insurance Company 14510PPT (Rev 5/12)

Resources Return to index

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) Return to index

• The Protector SeriesSM Online Reference Product Guide, form 9251REF

• Protector PlatinumSM Discounts flyer, form 15844

• It’s easy to find IDI sales, marketing and reference materials, form 14508PPT

Resources

© 2010 Standard Insurance Company 14510PPT (Rev 5/12) Return to index Forms B152, B152GI, B170, B170GI