TAKE ADVANTAGE WITH RAPID APP IPDF PROGRAM GUIDE INDIVIDUAL MARKETS PROGRAM DEVELOPMENT AND ANALYTICS PROGRAM INFORMATION GUIDE

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1 TAKE ADVANTAGE WITH RAPID APP IPDF PROGRAM GUIDE INDIVIDUAL MARKETS PROGRAM DEVELOPMENT AND ANALYTICS PROGRAM INFORMATION GUIDE SCAN HERE FOR A DIGITAL VERSION OF THIS DOCUMENT.

2 HOME FUNCTIONALITY Clickable Area There may be clickable portions on a page that provide more information. The Living Balance Sheet and the Living Balance Sheet Logo are registered service marks of The Guardian Life Insurance Company of America (Guardian), New York, NY. ( Copyright Guardian).

3 THE PROGRAM The Take Advantage with Rapid App Program enables certain Disability Income Insurance clients and Life clients the ability to purchase new or supplemental permanent life insurance with a simplified process that requires no medical exam. The Opportunity Program Benefits Program Qualifications Eligible Guardian Policy Types for Participation Eligible Products for Purchase Non-Eligible Products for Purchase

4 THE PROGRAM The Take Advantage with Rapid App Program enables certain Disability Income Insurance clients and Life clients the ability to purchase new or supplemental permanent life insurance with a simplified process that requires no medical exam. The Opportunity Program Benefits Program Qualifications

5 Eligible Guardian Policy Types for Participation Eligible Products for Purchase Non-Eligible Products for Purchase

6 APPROVED CARRIER LIST Below is a list of all Guardian approved carriers as of June Click each section to view the alphabetized list. A-B C-K L-Q R-Z

7 THE PROCESS There are two options that may maximize your Take Advantage with Rapid App opportunities with clients. With the first option, the Marketing cross-offering team targets your eligible high-potential clients in the spring and fall. With the second option, you conduct your own direct mail campaign to eligible clients. Click each box below to learn about each option.

8 MARKETING CROSS-OFFERING TEAM CAMPAIGNS On your behalf, the Marketing Cross-Offering team conducts annual campaign mailings to your eligible clients (which may not include all of your clients) in the spring and fall. At the start of each campaign you will receive an notification that your list of clients is available on the MarketEDGE360 platform. You then have about two weeks to opt out any clients that should not receive the mailing. Once the mailing lists are confirmed, all eligible clients receive a personalized letter and a postage paid envelope to send the tear off response section of the letter back, if they would like their agent to call them to discuss the offer. They also have the option to call the agent. After the mailings are sent, a second notification alerts you that your final list of contacted clients is available to download from MarketEDGE360. As business reply cards are received, the Marketing Cross-Offering team notifies agents. You may also be contacted by your clients directly. Be sure to follow-up with all your clients, not just those who respond. Follow-Up Interested? Finish

9 MARKETING CROSS-OFFERING TEAM CAMPAIGNS Opt Out Instructions. From the GOL home page, click the MarketEDGE360* link From the MarketEDGE360 home page, go to My Order History, (quick link tab at the top of the page). Click on the Orders tab, and locate the order name, for example, 2018 Spring Take Advantage Campaign To review your recipients and make changes, click on the Details tab in the actions column and then click Edit and check Edit Full Order, check the I Agree box and click on Next Step Click Next Step and then click on the sample letter for previewing On the preview image screen, click on both thumbnails (located at the upper right hand corner) and then click in the I approve my customizations box and then click on Done. Click on Next Step To opt out individual clients and remove from the mailing, click on the text Delete Recipients located to the left above the contact records. Locate the contact and check the box on the left of that record, and then click Delete When finished deleting, click on Update Order, then Check-Out and Submit Order To Opt Out ALL Clients: To remove yourself and your clients completely from the campaign, go to your My Order History, click the Orders tab and locate the Name of the Campaign. Click on the Details tab to the right and choose Cancel. If you do not wish to remove any clients from the mailing, you do not need to do anything. Visual examples of these products.

10 SELF-DIRECTED CAMPAIGNS Year-round, you can use MarketEDGE360 to create a list of your eligible Take Advantage clients and create a direct mail campaign using a compliance approved Take Advantage letter. To do so you will need to obtain a list of your eligible clients, and then create your own Take Advantage mailings. TO BUILD A LIST OF YOUR ELIGIBLE CLIENTS: TO CREATE YOUR OWN TAKE ADVANTAGE MAILING:

11 SELF-DIRECTED CAMPAIGNS Year-round, you can use MarketEDGE360 to create a list of your eligible Take Advantage clients and create a direct mail campaign using a compliance approved Take Advantage letter. To do so you will need to obtain a list of your eligible clients, and then create your own Take Advantage mailings.

12 OFFER AMOUNTS Life insurance policy considerations If the client owns only one eligible life policy that was underwritten in the last four years, that is the policy that is taken into consideration. The newly-issued Take Advantage (TA) policy can be issued up to two times the original policy s face amount, up to $3,000,000, for qualifying policies. Smaller qualifying amounts increase proportionately. For example, if the client owns a single eligible life policy with a face amount of $500,000, the client may qualify for up to $1,000,000 in supplemental life insurance through the program. For owners of multiple eligible Guardian policies, the face amount of each eligible policy is added to determine the final offer amount. In addition to the face amount of fully underwritten policies issued in the last four years, the offer amount is adjusted as below: In case of dividend Option Q or R: basic face amount + target additional benefit (i.e., target amount) If dividend option is other than Q or R: basic face amount + EPUA balance Riders can be included in the new policy. However, the total first-year coverage (face amount plus riders) cannot exceed the offer amount. The new policy must be at least 10% Permanent insurance (i.e., it may have up to a 1:9 Whole Life/Option Q blend). For clients with policies from approved carriers, only the most recent policy is taken into consideration (i.e., you cannot combine offer amounts on multiple outside carriers and/or policies). Disability insurance policy considerations For owners of Guardian Disability Income Insurance(1), the life insurance offer amount is based upon their monthly disability benefits, up to $3,000,000, as indicated on the chart to the right. CLICK ON THE CHART TO VIEW. Estimated life insurance offer amount The life offer amount will be based on the monthly disability benefit plus 50% of the applied for Future Increase Option when applicable. The Provider Plus monthly disability benefit (excluding Social Insurance Substitute) will be used to calculate the life offer amount. For owners of multiple Disability Income Insurance policies, the offer amount is based on the total monthly benefit available under these policies. CLICK ON THE CHART TO VIEW. Combined life insurance and disability income insurance considerations If the policy owner owns both an eligible disability insurance policy and an eligible life insurance policy, the offer amount will be based on the higher offer amount. CLICK ON THE CHART TO VIEW.

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14 APPLICATIONS AND FORMS After your client has expressed interest, either by contacting you directly or sending in a tear off reply from the letter, follow these steps to access the necessary forms to submit your application. First, let s look at what documents you may encounter. Rapid Application L-AP-SIGI application approved for use in your state of sale Under the Remarks section, write Take Advantage with Rapid App. Copy of Non-Medical, Paramed, or MD Exam from existing policy Proof of Preferred / Standard Underwriting Copy of policy face page with issue date and underwriting classification from existing policy from a Guardian-approved carrier. Other carriers have more than one Preferred classification. As long as the existing policy was issued with one of the preferred classifications, it should qualify for Guardian Preferred/Standard(3). New business illustration forms Application supplements Disclosure forms Suitability requirements, as applicable Agent s certificate Submitting the Application CLICK HERE to learn where to find the application on ipipeline. Authorization to obtain and release information State specific replacement form, if applicable First modal premium payment for the new policy Conditional receipt form will be required General Premium Receipt: You may accept a premium deposit with the Take Advantage with Rapid App applications for whole life in any state except Kansas or it may be taken after the application is approved. Conditional Receipt Form L-AP-CR-2011 Complete this form if you accept money with an application. For Pension Trust Whole Life Applications Use Pension Application Form PT-AP-2011 from IPipeline (use the appropriate state specific version). Write Take Advantage with Rapid App in the Remarks section of the application as well as on the Agent s Certification Form. Completing the Application 2. Once the eapp is returned and esigned by the client, the producer must complete the Agent Certification form, answering Yes to question 1 and typing Rapid App in the Other Details section. 3. Producer attaches a copy of the other carrier s policy face page and the non-medical, paramed, or MD exam to eapp. Note: As a best practice, the producer should notify the agency that it is a Rapid App; the agency should notify New Business to tag the application as such so that Underwriting handles accordingly.

15 APPLICATIONS AND FORMS (CONTINUED) EXCLUSIONS AND LIMITATIONS The Take Advantage with Rapid App offer, based on an existing Life policy, can be made for up to $3,000,000 or a minimum of $50,000. The Take Advantage with Rapid App offer, based on an existing DI policy, can be made up to $3,000,000 (see chart on page 6). There is a lifetime maximum of $3,000,000 available under this program. One offer will be made to any Guardian client for each identified insured, regardless of the number of eligible policies on that insured. All eligible Guardian Life and Disability Income Insurance policies(1) will be reviewed. In force and applied for Life Insurance cannot exceed Guardian s existing maximum retention limit. Paid Up Additions may be added to the new policy, but may not exceed the first year s premium. Be sure to note in the Remarks section of application and run on the illustration. Pre-existing riders are allowed EXCEPT the LTC Rider & GIO. New riders are not permitted. Any policy issued as a result of conversion, Future Increase Option, Guaranteed or Simplified Issue Option, or program or Group Disability Rider is not eligible for Take Advantage with Rapid App. Policies issued as part of any abbreviated or fluid less programs will not be eligible. REPLACEMENTS OF EXISTING POLICIES INCLUDING 1035 EXCHANGES Replacement of existing policies from the list of approved companies will be considered. The following additional requirements apply if the sale involves a replacement: Replacements involving clients residing in New York are not permitted. State specific replacement requirements apply. All replacement forms required for non-ta sales must be completed as necessary. Replacing an existing life insurance policy is often not in the policyholder s best interest. Any replacement transaction recommended must be in the best interest of the client and appropriate for the specific client s needs and situation. The client must be informed of the advantages and disadvantages of the replacement. It is the responsibility of the producer to ensure any recommendation to replace is appropriate and the client is fully informed. CONTACT US For underwriting and issue questions Take_Advantage_Underwriting@glic.com For Life product questions call the Individual Markets Product Services at , option 2, choice #1 For questions regarding any marketing elements of Take Advantage with Rapid App Take_Advantage@glic.com or call the Distributed Solutions Center at

16 FAQ'S Below are some of the frequently asked questions (FAQs) that we have received about this program. Click each A: to see our answers. Can policy owners apply for coverage exceeding the offer amount? Is the issue of the new policy guaranteed? Where can I get a full list of my eligible clients? (1) Disability income insurance products are underwritten and issued by Berkshire Life Insurance Company of America, Pittsfield, MA, a wholly owned stock subsidiary of The Guardian Life Insurance Company of America, New York, NY, or The Guardian Life Insurance Company of America, New York, NY. Products not available in all states or circumstances. Product provisions and features vary from state to state. (2) Values in variable investment options will fluctuate daily and may be worth more or less than the original investment. Any individual soliciting these variable life insurance products must be a licensed life insurance agent and a registered representative of the broker/dealer. (3) If your client was subsequently declined or rated for insurance coverage, it is possible your client will not be eligible for additional insurance coverage.

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18 Variable life and their underlying variable investment options are sold by prospectus only. Prospectuses contain important information, including fees and expenses, and should be read carefully before investing or sending money. You should consider the investment company s and the insurance policy s investment objectives, risks, fees, and charges carefully before investing or sending money. You can find this information and additional information in the prospectus. You may obtain a prospectus by contacting your Park Avenue Securities registered representative or by calling GIS is a member of FINRA, SIPC. Updated: June 2018 For Producer use only. Not for use with the general public. The Guardian Life Insurance Company of America 7 Hanover Square New York, NY R66, 07-SIP0, 09-GIO L10, 06-R31, 97-R112, , 06-ACT, 14-GLT, 07-SPUL, 11-SPUL, 06-WL, 08-EWL, AAA-1897, NSC56-A, DI-DBO-2011, DI-OE-2011, 86-R1, 06-R2-GLT, 07-HECVUL, 12-SUL-SG, 12-UL-SG Pub5912 (06/18) (Exp. 06/20)