Liberty National Worksite On Demand. worksite marketing scripts LNL Liberty National Life Insurance Company. All rights reserved.

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1 Liberty National Worksite On Demand worksite marketing scripts Liberty National Life Insurance Company. All rights reserved. LNL

2 SCRIPT FOR PAC CALLS Hello, my name is. We are calling the businesses here in County today to update our records. 1. Is your office still located at? 2. Do you still have employees? 3. Who is the for (say the name of the company you are calling)? 4. *Who did I have the pleasure of speaking with today? *Say this only if you have not received their name at the beginning of the call 5. Great. Thank you. Possible Questions and Responses Q: What is this regarding? A: We re just updating our records Q: What records? A: The public information records of your company Page 1 of Liberty National Life Insurance Company. All rights reserved. LNL2671J 0815

3 TIPS TIPS ON ON BUILDING RAPPORT SCRIPT SCRIPT Rapport must be conversational but it must also be intentional. The key is to find common ground for conversation. One way to do this is by remembering the acronym F-O-R. F-O-R stands for Family, Occupation, and Recreation. Since you are walking into a business, you already have occupation as a point of discussion. However, building rapport is also about being observant. As you walk up to the desk or counter, look for something that gives you an indication about this person s family (pictures with a husband/wife, kids, grandkids and even pets). Or, look for something that gives you an idea about this person s recreational activities, for example sports memorabilia, pictures of them fishing, etc. With this information you can discuss things that you know are of particular interest to them. The following are brief, basic principles to help build rapport with the Gatekeeper. 1. Make a friend of the Gatekeeper. Notice what they have near, on, or around their desk and include it in your rapport building discussion. 2. Once you feel rapport has been established, ask to speak with the Business Owner. 3. When asking for the Business Owner, use first names only. For example: ( to Gatekeeper) Would you do me a favor? Please tell (Business Owner first name) that ( first name) is here. 4. After asking for the Business Owner, disengage from the gatekeeper. This is done by breaking eye contact with them or simply turning away and beginning to power down your cell phone. If working with a partner, simply turn to your partner agent to ask them a question. Coaching Tip: You might be wondering, Why do this? The reason is that if you continue eye contact with the gatekeeper, it s a natural reaction for that person to ask you a question regarding the subject matter of your visit. By being assumptive, and disengaging, many times the gatekeeper will simply do as you have asked. Actually, I just want to speak to him for a minute and set an appointment. If the Gatekeeper asks what the appointment is for, say It s about voluntary benefits and tax savings for the company and the employees. Page 1 of Liberty National Life Insurance Company. All rights reserved. LNL2671A 1014

4 Approaching the APPROACHING THE DECISION APPROACHING MAKER THE DECISION SCRIPT MAKER SCRIPT : Hi ( name), I m ( name) with Liberty National. I work with employers in helping them provide valuable benefits for their employees, while helping the employer save on their payroll taxes, with no direct cost to the business. I realize you may be really busy, is now a good time? Page 1 of Liberty National Life Insurance Company. All rights reserved. LNL2671B 0115

5 OBJECTIONS BEFORE THE OBJECTIONS PRESENTATION BEFORE THE PRESENTATION SCRIPT SCRIPT How long will this take? How long will this take? Typically it takes about 15 to 20 minutes but if you have a lot of questions it may take a little longer. Is now a good time? Yes, I have some time now. May we step into your office? Sure, right this way. Is this like XYZ Company? Is this like XYZ Insurance Company? No actually what we offer is very different. It takes about 15 to 20 minutes to go over. Is now a good time? Yes I can meet now. May we step into your office? We already have benefits. We already have good benefits. That s great to hear. Most of my other clients do as well. Our goal isn t to replace anything you currently have but instead show you a way to enhance your current benefit package. We have a much needed but very different benefit that only we can offer. It takes about 15 to 20 minutes to go over. Is now a good time? Yes, it is. May we step into your office? I don t have time. I don t have time right now. I understand. I usually work by appointment. Could I set a time for later today or tomorrow? Sure. Set up a time with Katie. Thank you for your time. Page 1 of Liberty National Life Insurance Company. All rights reserved. LNL2671C 1014

6 My employees wouldn t be interested. OBJECTIONS BEFORE THE OBJECTIONS PRESENTATION BEFORE THE PRESENTATION SCRIPT SCRIPT None of my employees would be interested. I understand you feeling that way, but let me ask you this. If you were to find out your employees did have interest would you be willing to take a look at how we could help them? Yes Ok let s do this. Give me time to go over it with you and then I will show you the best way to determine if there is interest. Is now a good time? Yes I can meet now. May we step into your office? We ve tried this before. We ve tried that before and it didn t work out. I understand. We have other clients who had similar experiences before doing business with us. Service is a big part of any benefit program and is certainly something we take a lot of pride in. Do you have 15 to 20 minutes now for me to show you how we do things differently? Yes I can. May we step into your office? I hate insurance. I hate insurance. In order to feel that way you must have had a bad experience. Do you mind sharing that with me? Yes I can. May we step into your office? I m not interested. I m not interested. I can certainly understand you saying that having just met me but I think if you had just few minutes to look at the ways we ve been able to help a lot of other employers at no cost to them you would see the benefit. It takes about 15 to 20 minutes to go over. Is now a good time? Yes I can. May we step into your office? Page 2 of 2 LNL2671C 1014

7 PRESENTATION TO THE PRESENTATION DECISION TO THE MAKER DECISION SCRIPT MAKER SCRIPT Business Questionnaire Form, I know you re really busy and I want to be respectful of your time so I will go ahead with showing you what we have to offer. However, if you don t mind, I would like to get some information about your business so that I can understand what types of benefits you currently have in place. Sure, that will be fine. Presentation <swipe to next screen from cover> Thank you for sharing that information with me, and I definitely know that we can be of benefit to you and your employees so let me show you how., at Liberty National we ve been serving working class Americans since 1900 and for many years now we have helped thousands of businesses, state and local governments, as well as school systems provide much needed benefits for their employees. We have millions of customers nationwide, and, year after year, we receive top financial ratings in our industry from agencies like A.M. Best, Standard & Poor s and Moody s. We also are a member of the Better Business Bureau. We provide service to our customers through thousands of representatives nationwide working out of our local offices. <Swipe to next page in Flip Book>, in simple terms what we do is help employers, at no cost to them, attract and retain employees with much needed benefits. We help employees protect those they care about the most their family, and we help both employers and employees save valuable tax dollars., before I describe how we do that, I want to show you some ways we are different from other voluntary benefit companies. First of all, we offer each of your employees introductory offers, and I will share with you how that works in just a moment. Second, we never try to sell insurance where there is not a need. We use a needs-based approach that lets your employees tell us what their needs are. And last, we offer unique insurance products that provide the best coverage for those needs. <Swipe to next page in Flip Book>, the first introductory offer we make available, at no cost to you or your employees, is a noninsurance discount health services card for each employee. This connects them to a national network that provides discounts on things like vision and hearing services, prescription drugs, and even chiropractic care services that the majority of families use*. <Swipe to next page in Flip Book> Second,, according to the CDC, injuries are the leading cause of death for people under the age of 45 in the United States*. We offer each of your employees a $3,000 Accidental Death Policy that provides a $3,000 benefit for the employee, and their spouse, and $1,000 for each child. I think we can agree this would be a significant contribution towards the cost of a funeral if one of your employees or family members suffered an accidental death. The $10 premium is not payable until the end of the first policy year and only if your employee elects to keep the coverage. <Swipe to next page in Flip Book> And, when presenting the introductory offers to your employees, we will make sure they know these are product offerings you have negotiated for them. Page 1 of Liberty National Life Insurance Company. All rights reserved. LNL2671D 0315

8 PRESENTATION TO THE PRESENTATION DECISION TO THE MAKER DECISION SCRIPT MAKER SCRIPT, as I mentioned, another way we are different is that we never try to sell insurance where there is not a need. We let your employees tell us what their needs are., when thinking about your average employee: Would he have enough life insurance to cover his funeral expenses, pay off his mortgage, and all debts? If he passed away, would he have enough life insurance to replace his income? If cancer were to strike him, or a family member, would he have the money to manage those catastrophic financial hardships? With deductibles and copays being higher today than ever before, if he or a family member was injured in an accident, would he be protected from additional medical expenses, as well as possible loss of income? If he or a family member was diagnosed with a critical illness, would he have enough money to continue living the way he does now without his income?, that s an example of the simple needs-analysis we use. I m sure you agree that most of your employees would have at least one, but probably more, of these needs. So now I ll show you the unique, but affordable, products we offer to address these needs. <Swipe to next page in Flip Book> First is our Group Term-65. Unlike other group life products offered at work that go up in price when the employee retires or decrease in face amount, or even terminates when the employee needs it most, our Group Term 65 is paid up at age 65. Yet the coverage remains in force until age 100. Also, it is completely portable so if the employee retires early he can take it with him. Also, I mentioned tax savings for you and your employees. Let me show you how that works. The first $50,000 of Group Term can be paid for on a pretax basis. Let me show you how that benefits both you and your employees at the same time. For example, take a 35-year-old male tobacco user who purchases $30,000 of whole life insurance. If he bought permanent coverage at home, the weekly cost would be about $ He would not receive any tax savings buying on an individual basis, so the net cost to him would be about $15.66 per week as well. He would have to pay that premium his entire life to keep the policy in force. However, if he purchased $30,000 of Group Term-65 through a plan you make available to him here at work, it would only cost him $8.34 a week. He would only pay premiums until age 65, yet the policy would stay in force until age 100. Not only that, but because he is able to pay for it with pretax dollars, it saves him about another $1.67 a week in taxes, making his net cost only $6.67 a week as opposed to $15.66 a week., that s a savings of almost $500 per year. That s pretty significant., not only do you help your employees save money, you save tax dollars as well. Every dollar your employees spend pretax on benefits are dollars that don t count toward FICA and other payroll taxes. <Swipe to next page in Flip Book> Page 2 of 4 LNL2671D 0315

9 PRESENTATION TO THE PRESENTATION DECISION TO THE MAKER DECISION SCRIPT MAKER SCRIPT We also offer your employees the opportunity to protect those they care the most about, obviously their family, with what are known as survivor benefits. The first benefit is income protection. This benefit replaces the employee s income for their family for things such as paying monthly bills, buying groceries, and the on-going needs they will have. The beneficiary can choose for their family to receive the benefits in either a monthly income or a lump sum benefit up to $200,000. The second survivor benefit is for Mortgage Protection. This is a benefit designed to pay off the home for the family in the event of the employee s death with lump sum benefits available up to $200,000. I m sure you would agree that an employee, knowing he/she could provide an ongoing income and a secure home for his/her family in the event of an untimely death, would regard these as great benefits. <Swipe to next page in Flip Book>, in addition to this unique life insurance product, we have products that provide living benefits as well. These are products that pay cash directly to the employee to replace lost income or pay the high cost of deductibles, copays, and additional medical expenses. One of those products is Cancer Insurance. According to the American Cancer Society, almost one out of every two men, one out of every three women, and three out of four families will be affected by cancer. Given these alarming statistics, it s obvious many of your employees may have to deal with the expense of this disease during their lifetime and many during their working years. To help them, we offer scheduled benefit plans with no maximum lifetime benefit to help cover things like chemotherapy and radiation, hospital confinement, private duty nursing, or even transportation for them and a companion to treatment facilities like MD Anderson Cancer Center or wherever they choose to be treated. In addition, we also offer lump sum benefit plans. Depending on the benefit amount selected, the plan pays from $10,000 up to $50,000 upon the Company s receipt of written satisfactory proof of a first cancer diagnosis. This is cash paid directly to the policyholder to use as they want to replace lost income and other expenses. This takes the financial stress off and allows the individual to concentrate on getting well and receiving the best possible treatment. I m sure you agree this could be of great value during such a difficult time for the employee s family. <Swipe to next page in Flip Book> Yes, absolutely. Another benefit plan we offer is Critical Illness Insurance. Each week more than 33,000 people in the United States suffer from a heart attack or a stroke. Also, a recent study showed 57 percent of all personal bankruptcies in the United States were related to a major health crisis, even though most of the people had Major Medical insurance. Again, to help your employees survive financially during this difficult time, we offer a lump sum benefit plan with benefits ranging from $10,000 to $50,000 for employees suffering from a critical illness such as a stroke, heart attack, or kidney failure. This is cash paid directly to the employee so they can pay their s while getting well. Again, I m sure we can agree taking the financial pressure off an employee suffering a critical illness would be very beneficial. <Swipe to next page in Flip Book> Page 3 of 4 LNL2671D 0315

10 PRESENTATION TO THE PRESENTATION DECISION TO THE MAKER DECISION SCRIPT MAKER SCRIPT Yes. Lastly,, while not as major an expense, you may be surprised to know the average emergency room visit today cost more than an average month s rent for a family. And with deductibles and copays being higher than ever before, very few working class families have the extra money in their budget for this expense. Our Accident Protector Max provides coverage for the entire family 24 hours a day, both on and off the job. It pays cash directly to the insured. For example, for Emergency Room treatment for an accident we pay up to $1,000 plus an additional $1,000 for the initial hospitalization benefit. We pay from $150-$500 per day for hospital confinement, depending on how long they have had the coverage. And then if they are in ICU, we pay an additional two times the hospital confinement benefit. Again, this is cash paid directly to the employee for them to use as they choose. <Swipe to last page in Flip Book>, this is how the process works. We meet with each employee for just a few minutes. We make both introductory offers available to them the optional non-insurance discount card and the $3,000 Accidental Death Policy and explain these are products you have made available for them. We then complete the simple needs-analysis like the one I showed you and offer insurance protection for those with additional needs. The whole process takes only a few minutes for each employee., Is there any reason you would not want to offer this to your employees? No. Well, all we ask of you is that for the employees that want to protect their family that you deduct the premiums from their payroll so that you and your employees can receive the tax savings., I have some time next Tuesday morning that I could enroll your employees, or would Thursday afternoon be better? Next Tuesday morning would be better. Ok, what time do you all get started? 8:00. Ok, I will see you a few minutes before 8:00 on Tuesday and if it s ok, I ll bring a couple boxes of doughnuts. Before I go, I do need to get a little bit of information so I can be prepared when I come back. ( gets paperwork out and completes with ). And lastly,, while I am here, I will need to get an employee list with hire dates like this (show sample), and could we also have a blank piece of letterhead to type an announcement letter for your employees? I will need to get with my bookkeeper to get that for you. OK great. Do you mind introducing me since I will be working with him or her once we complete the enrollment? Page 4 of 4 LNL2671D 0315

11 CLOSING OBJECTIONS - CLOSING FEEL, OBJECTIONS FELT, - FOUND FEEL, FELT, SCRIPT FOUND SCRIPT I can t take my people out of production for the time it will take for them to meet with you. I can t take my people out of production for the time it will take for them to meet with you., in considering something like this, you want to ask yourself two questions; first of all, if you as an employer had one of your employees have an illness, accident, or even a death, you as an employer would want to help them, isn t that true? (Wait for client to say yes) Yes. Secondly, a few minutes once a year for each employee would not affect your business in a negative way, isn t that also true? (Wait for client to say yes). I suppose so, yes. Great, let s get started. I have some time next Thursday afternoon that I could enroll your employees, or would next Friday morning be better? My employees can t afford it, or they won t buy coverage because they live paycheck to paycheck. My employees are living paycheck to paycheck, they won t buy any insurance. I m really glad you mentioned that. If your employees are living paycheck to paycheck today, then if something did happen to them, like an illness, accident, or even a death, chances are they would come to you for help isn t that true? (Wait for client to say yes). Yes., most Employers have found that it s better to offer employees solutions for just a few dollars a week today rather than face a major problem tomorrow. Do you see what I mean? (Wait for client to say yes). Yeah, I guess you re right. Great, let s get started. I have some time next Thursday afternoon that I could enroll your employees, or would next Friday morning be better? I want to poll my employees to see if they are interested. Well, let me poll my employees to see if any of them are interested in buying more insurance. Great. I was hoping you would say that. What we normally do is bring breakfast one morning or lunch whichever works best for you, and give a brief overview of the accidental death policy and the needs analysis to determine if there is interest. Would breakfast or lunch be better? I guess breakfast. Great, how about this Thursday morning or would Friday morning be better? Page 1 of Liberty National Life Insurance Company. All rights reserved. LNL2671E 1014

12 We already have a plan in place with someone else. CLOSING OBJECTIONS - CLOSING FEEL, OBJECTIONS FELT, - FOUND FEEL, FELT, SCRIPT FOUND SCRIPT We already have worksite benefits from XYZ Insurance Company. That s great and it shows you really do care about your employees. We re not suggesting canceling your current benefits but rather enhancing what you re offering with a much needed benefit like our Group Term Life I discussed that no other company can offer. Do you see where this product could fill a gap in your plan and give your employees life insurance they could afford to keep after they retire? Yes. Great, let s get started. I have some time next Thursday afternoon that I could enroll your employees, or would next Friday morning be better? Feel, Felt, Found Use Feel, Felt, Found as a technique to overcome any other objection you encounter. Here is an example. Let me think about it., I understand how you feel, in fact a lot of my clients initially felt the same way. But what they found once they really considered it was, you never know what s right around the corner and that while they were waiting, one of their employees could have an illness, accident, or even a death, leaving them financially devastated. Do you see what I mean? (Wait for client to respond) Yes. Great, let s get started. I have some time next Thursday afternoon that I could enroll your employees, or would next Friday morning be better? Page 2 of 2 LNL2671E 1014

13 WHAT COMES NEXT - WHAT MEETING COMES NEXT WITH - MEETING THE BOOKKEEPER WITH THE BOOKKEEPER SCRIPT SCRIPT Bookkeeper Bookkeeper Bookkeeper Hello, how are you today? I m doing well, thanks. Thanks for making time for me today. (Give the bookkeeper a small gift). Thank you very much. I am here to deliver several things to you that will help make sure things run smoothly. Do you have a place we can sit down so I can show you this information? Yeah sure, right this way. This is your Section 125 plan binder. It contains all the information you need to know about staying in compliance with Section 125. There are several tabs in here but I want to point out three that are of particular importance. The first one is your plan adoption agreement. This is the document that establishes the plan for your company which is required in order to give pre-tax treatment to deductions for benefits. The second one is your Summary Plan Description. It describes to the employees the features of their benefit plan. I have provided each of your employees one of these. And you will want to provide any new hires a copy as soon as they are eligible for benefits. Lastly, I have included the Salary Reduction Form for each employee that elected to participate. If you will notice, they have initialed the second point on the back which states that this election form will remain in effect and cannot be revoked or changed during the plan year unless the revocation and new election are on account of and consistent with a change in status. Here are those events eligible for a change, marriage, divorce, death of a spouse or child, birth or adoption of a child, and change of employment of spouse or termination. So what that s saying, is that unless one of these events occur the employee can t change this payroll reduction during the plan year. Tucked in the left hand side here are the Payroll Deduction Authorizations that you will need to begin deductions. It shows how much the amount should be for each employee. Each deduction is broken down by how much is paid with pre-tax dollars and how much of it is paid with after-tax dollars. Now, I want to go over with you what will happen next. At Liberty National, we value our relationship with the Payroll and Human Resources professionals, like yourself. Your company now benefits from the pretax savings of a Section 125 plan and our goal is to make sure the process from enrollment to deduction of premiums to paying your bill is as smooth as possible. Your deductions begin the first pay period in June. Your first bill will be due July first. Your plan year ends in May of next year. I ll be in touch prior to then to schedule your annual enrollment. Now, here s what you can expect from us. Page 1 of Liberty National Life Insurance Company. All rights reserved. LNL2671F 1214

14 WHAT COMES NEXT - WHAT MEETING COMES NEXT WITH - MEETING THE BOOKKEEPER WITH THE BOOKKEEPER SCRIPT SCRIPT Our quality manager (name) will reach out to you over the course of the coming weeks to see what questions you have and what we can do to help. Our representatives have discussed and each employee has initialed the Salary Reduction Form acknowledging they understand that they benefit from these policies for the entire plan year. They have been informed that they can make changes to the policies they are paying pre-tax during the plan year only if they have a Qualified Status Change as defined by the Internal Revenue Service which sets the rules for Section 125. Qualified Status Changes are: Marriage Divorce Death of a spouse or child Termination Change of spouse employment Birth or adoption of child Bookkeeper Should an employee request a change in their policies during the plan year, please contact your representative, that s me, at I will verify that your employee has a Qualified Status Change. If so, I will contact you to make changes to the employee s policies. If the employee does not have a Qualified Status Change, I will explain the process for making changes to the employee s policies at the next open enrollment period. Referring requests to me benefits you in three ways. Number 1 is less stress. As a licensed professional can assess whether the employee has a qualified status change and guide the employee through the process. Second is time. We know you have a busy schedule. Each time an employee makes changes during the plan year, it costs you time to research if a change is qualified and make changes to the bill. And most important is compliance. Our goal is to make sure your Section 125 plan remains in compliance with Internal Revenue Service guidelines to avoid fines, penalties, and auditing. Allowing employees to make changes during the plan year only when they have a Qualified Status Change ensures compliance with federal law. So what questions do you have? I don t have any questions. OK great. Please sign here and I m going to leave this copy with you. Page 2 of 2 LNL2671F 1214

15 ENROLLMENT SCRIPT, thanks for coming by today. Sure. Thank you. Have you looked over the information that explains why we re here today? Yes, I looked over it and it said something about making some introductory offers available to everyone and that there was other insurance we could take a look at. That s correct. Actually, the first thing I want to do is enroll you in the noninsurance discount health services card. This connects you and your family to a national network that offers discounts for you on things like vision and hearing services, prescription drugs, and even chiropractic care services that the majority of families use. And we also want to offer you the Accidental Death policy. The good news is the accidental death policy covers you and your spouse with $3,000 each of Accidental Death Coverage and each of your children for $1,000. There is no premium due on the Accidental Death Coverage until the end of the first policy year. At the end of the first year, if you want to keep this coverage you can pay the $ If you don t want to keep the coverage you can disregard the bill. These introductory offers are being made available to you because your employer made the decision to make this available to all employees along with a menu of other voluntary benefits. First, I need to get a little bit of information from you. Let me start with the correct spelling of your first name (spells first name) Well, the information you provided me with will be uploaded to our home office where they will issue the Accidental Death Policy and the noninsurance discount health services card. You will receive it in the mail within a few weeks. The next thing we need to do, is complete a brief needs analysis to determine if you and your family have any needs that our products will be able to help you with. Ok. I ll just ask you a few questions and if you would please just answer yes or no. Sure. (With Needs Planner in hand) Do you have enough life insurance to cover funeral expenses, pay off the mortgage, and pay off all debts? No., if you passed away, do you have enough life insurance to replace your income? No, I don t. If cancer were to strike you or a family member, would you have the money to manage those catastrophic financial hardships? No. If you or a family member were injured in an accident, would you be protected from the loss of income and additional medical expenses. Page 1 of Liberty National Life Insurance Company. All rights reserved. LNL2671G 1014

16 ENROLLMENT SCRIPT Yes. We have my insurance through work and an accident policy with another company. Ok., if you or a family member were to be diagnosed with a critical illness, would you have enough money to continuing to live the way you do now, without your income? No. So, you ve answered No to questions 1, 2, 3 and 5., Which of these would you say is your greatest priority? And which would be your second priority? Well, let me show you what we have to offer that will help you protect your family with these needs. Here is our Group Term Life. Let me explain how it works, you said your second priority was the need for money to help you manage the costs arising from a potential cancer diagnosis given to you or a family member - is that right? Yes, that s correct. here s the product we have to help you with that This is our Cancer Endurance plan and here s how it works So, the premium for the Life Insurance is $ per week and the premium for the Cancer plan is $ per week, for a total of $ per week. Keep in mind that this $ will come out of your paycheck on a weekly basis prior to your taxes being calculated. So what this means is, that you will not pay FICA or income tax on this premium. So it will actually affect your take home pay by a lesser amount than that. is that amount comfortable for you on a weekly basis? Yes, I can manage that. Ok. Great. you also have other needs that we can address on our next enrollment which will take place in October. So now, I just have a few more questions to ask to make sure you can qualify for these products. Is this insurance intended to replace. Well great, it appears to me that you and your family appear to be in good health. We ll transmit this application to our home office and they will finalize the underwriting process. Assuming you qualify and your policies are issued, they will be mailed to you at your home address and your first deduction of $ will begin on the first pay period in August., there is one more thing that I need to cover with you. As I have already mentioned, these products are made available to you as part of your company s Section 125 Plan, which also is called a Cafeteria Plan. In order to qualify to have the premium taken out of your pay on a pre-tax basis, there are a few things that I need to make sure you are aware of. I will read each of these to you and get you to initial that you understand and agree to them. Even if there is a right to examine or free look provision in an insurance program, I understand that the reduction will be in effect for the plan year and cannot be changed unless I experience a change in my family status. Page 2 of 3 LNL2671G 1014

17 ENROLLMENT SCRIPT This election form will remain in effect and cannot be revoked or changed during the plan year unless the revocation and new election are on account of and consistent with a change in status. Here are those events eligible for a change, marriage, divorce, death of a spouse or child, birth or adoption of a child, and change of employment of spouse or termination. So what that s saying, is that unless one of these events occur you can t change this payroll reduction during the plan year. Next, prior to the anniversary date each year I will be offered the opportunity during an election period to add or drop coverages for the following plan year. Unless I modify or revoke this agreement during such an election period, I understand that this agreement will remain in effect for the following plan year. And lastly, here is your Summary Plan Description. It explains the features of your Section 125 Plan. I ll need to get you to initial here that you ve received this. Then I ll need to get your signature here agreeing to the deduction from your paycheck to pay for the benefits that you have elected. Also, I will need to get you to sign this Payroll Deduction Authorization authorizing Michelle to initiate this $ deduction from your paycheck each week. Ok let me give you this to keep until you get your actual policies. This is the Needs Planner with a brief summary of the products applied for and I m going to circle them as well as the amount of your deduction each week. Also here is my card with my cell number on it and our office number should you ever need to reach me. I will be your and I look forward to seeing you again next year. Thanks. Page 3 of 3 LNL2671G 1014