At Your Service Underwriting, Service & Support Bernie Mahon Strategic Partner Specialist Zurich Intermediary Group

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Important information

This presentation is provided to you by Zurich Intermediary Group

in your capacity as a financial services industry professional. It must not be made available or copied or otherwise quoted or referred to in whole or in part in any way, including orally, to any person without our express written permission, which we

may, at our absolute discretion, grant or withhold or grant subject to conditions, including conditions as to our

responsibility.

We accept no duty or responsibility, and we disclaim all liability whether in contract, tort (including negligence) in respect of this material but this sentence does not exclude any liability

which by law cannot be excluded.

For intermediary use only - not for use with your clients

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Agenda

• Underwriting • Product Features

• Guaranteed Insurability Options • Indexation • Convertible Term Assurance

• Zurich’s Support Service

• The Business Protection

Adviser Tool

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Business Provider of The Year

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2013

2009

2010

2011

2012

(Source 37, 61: Zurich Awards website, Whole of life reasons why)

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Underwriting

Pre-App 0870

243 0901

Rated/ Declined

elsewhere

Own Dr Medicals

Financial Q - £2m Life /800k CI

No Aggregation

of sums assured

No 25% Loadings for

life cover

Large Case Team -

£1m or £250pm

For intermediary use only – not for use with your clients

Large case underwriting

• £1m+ sum assured / £250 pm

• 24 hour turnaround

• Dedicated service from a nominated underwriter

• Pre planning service

• Discuss terms with the underwriter post decision

• Saving you and your clients time and money For intermediary use only – not for use with your clients

Underwriting Decisions 2013

80% Standard

3% Declined

61%Decisions 2 days or less

63% Lives No

Evidence

(Source 38&38a: Zurich Underwriting MI 2013)

For intermediary use only – not for use with your clients

For intermediary use only - not for use with your clients

• Height / weight - build

• Diabetes – possibly offer CI to non-smoking Type 2 sufferers

• Family history

• Raised blood pressure & cholesterol

• Asthma

• Epilepsy

• Gout

• Crohn’s disease

• Anxiety / depression

For further information refer to – Medical Conditions guide – www.zurichintermediary.co.uk – Pre Application Underwriting team (Source 33&33a: Zurich Underwriting September 2013)

Improvements to underwriting philosophy

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Medical underwriting limits - life

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Financial underwriting limits

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Income Multipliers are applicable for the Relevant Life Plan Trust

Business protection sums assured

11 For intermediary use only – not for use with your clients

Valuing a company

12 For intermediary use only – not for use with your clients

Medical condition guide

• Covers 22 of the most common medical disclosures

• Tells you the likely underwriting decision

• Helps you to manage client expectations

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Condition: Build

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BMI Calculator

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Condition: Build continued

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Fixed or interactive questions

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GP look up facility

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• Increase original sum assured by up to 50%

• Maximum increase £150,000

• No medical underwriting

• Business Protection

– Increase in profits – Increase in value of shares – Increase in business loan (£250k)

Guaranteed Insurability options

19 For intermediary use only - not for use with your clients

2nd 2nd

• Childbirth • Marriage • Increase in mortgage • Civil Partnership • Adoption • Salary Increase • Divorce

(Source34: Level Protection Plan T&Cs)

For intermediary use only - not for use with your clients

Indexation

• Available at outset

• Increase sum assured by: 5%,10%, AEI or RPI

• No medical underwriting

• No additional premium at outset

(Source34: Level Protection Plan T&Cs)

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Convertible Term Assurance

• Convert to Whole of Life

• Joint Life First Death / Joint Life Second Death

• Maximum age to convert (oldest person): Single life 83 JLFD 69 JLSD 83

• Partial conversions allowed

(Source: 34: Zurich’s Level Protection Plan T&Cs)

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Zurich’s support service Offering more than financial cover

Zurich’s support service is available to … • Your clients and their families • Bound by professional standards of confidentiality and disclosure of information • Staffed by fully experienced advisers

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• Easy to complete

• Potential beneficiaries are the surviving shareholders

• Takes account of changes

- in shareholders - company name - business entity

• Allows the exclusion of shareholders from the

arrangement - uninsurable

- investor shareholders

Flexible Business Trust Deed

Option agreement

• Legally binding agreement

• Options for the personal representatives of the deceased and the surviving shareholders

• Ability to select market value or specified price

• Transaction must take place if either party exercises their option

• If both parties agree, nothing has to happen

• Retains Business Property Relief at 100% where available

Option to sell

Option to buy

Relevant proportions

Price to be paid

Insurance policies & trusts

Sum assured less or greater than agreed value

Retention of business

Effect of the agreement

The Business Protection Adviser Tool

• Download from: www.zurichintermediary.co.uk

• Logical and structured method to demonstrate business protection solutions

• Create a needs summary

• Calculate sums assured

• Produce a client report or use as an audit trail for your records

• Comprehensive literature library

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Plan Summary is available for each Life Assured

For intermediary use only – not for use with your clients

Any questions?

Please keep in touch

Email – bernie.mahon@uk.zurich.com Website – www.zurichintermediary.co.uk Zurich switchboard – FreePhone 0500 546 546

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Important information

This presentation is provided to you by Zurich Intermediary Group

in your capacity as a financial services industry professional. It must not be made available or copied or otherwise quoted or referred to in whole or in part in any way, including orally, to any person without our express written permission, which we

may, at our absolute discretion, grant or withhold or grant subject to conditions, including conditions as to our

responsibility.

We accept no duty or responsibility, and we disclaim all liability whether in contract, tort (including negligence) in respect of this material but this sentence does not exclude any liability

which by law cannot be excluded.

For intermediary use only - not for use with your clients

31

Thank you for listening

.

Important information Any tax and legislation information is based on Zurich’s current understanding

and may change in the future

Protection is provided by Zurich Assurance Ltd.

Zurich Assurance Ltd. Registered in England and Wales under company number 02456671. Registered Office: The Grange, Bishops Cleeve, Cheltenham, GL52 8XX.

Zurich Intermediary Group Limited. Registered in England and Wales under company number 01909111

Registered Office: The Grange, Bishops Cleeve, Cheltenham, GL52 8XX. Telephone - 0500 546 546.

We may record or monitor calls to improve service

For use by professional financial advisers only. No other person should rely on, or act on any

information in this advertisement when making an investment decision. This advertisement has not been approved for use with clients

For intermediary use only - not for use with your clients