1	Retirement Protection Plus Disability Income products underwritten and issued by Berkshire Life Insurance Company of America, Pittsfield, MA a wholly owned subsidiary of The Guardian Life Insurance Company of America, New York, NY
2	Retirement Planning – A critical issue for everyone Planning & saving for retirement is one of the most critical financial issues that we all face. But to complete even the best-laid plan and assure an adequate retirement income you must be able to work and contribute to the plan.
3	Your Retirement Plan is Vulnerable Disability is a serious threat to your ability to earn a living… and to contribute to your retirement plan.
4	If you are disabled, your retirement plan is too. Contributions continue only as long you remain on the payroll. Group & individual DI replaces current income, but normally do not cover retirement plan contributions. If disabled all employee & employer contributions stop.
5	Example… Normal Retirement Savings
6	Example…Disability at age 50
7	What if disability isn’t permanent? Even a shorter disability can mean dramatic loss of retirement plan value at age 65: *Assumes disability occurs at age 50
8	Now there is a solution: Retirement Protection Plus Helps to protect your retirement income in the event of a serious disability. Pays benefits to replace your lost retirement plan contributions.
9	Retirement Protection Plus: What is it? A way to use the ProVider Plus policy to protect your client’s retirement plan May replace up to 100% of an employee’s retirement plan contributions, plus employer’s match Not another pension plan
10	Retirement Protection Plus: How It Works Benefits are paid directly into a trust. Trust assets are invested by Trustee solely for your client’s benefit, consistent with his or her investment strategy. Trust assets are distributed at age 65, to help replace lost retirement savings.
11	Retirement Protection Plus: How It Works Coverage is fully underwritten but issued separately in addition to any other coverage... Over and above normal issue & participation limits Can be Employer-Pay or Individual-Pay
12	RPP: Product Parameters... Product: ProVider Plus* Issue Ages: 18-60 Elimination Periods: 6 mos. or 12 mos. Benefit Periods: To age 65, 5 years
13	RPP: Product Parameters... Maximum benefit: $3380 per month accommodates 2002 maximum defined contribution limits of $40,000 higher amounts may be considered Minimum issue amount Individual issue: $500 per mo. $200 per mo. if other individual Berkshire or Guardian coverage in force or applied for. Multi-life cases: $200 per mo.
14	RPP: Product Parameters... Benefit amount issued may include: EE contribution ER match plus $50 per month for trust administration fee Available to Occ Classes 6, 5, 4, 4P, 3, 2 Not available to government employees All current discounts apply preferred risk, multi-policy, ER sponsored, association, list bill (NJ)
15	RPP: Riders Available COLA (3% or 6%) Future Increase Option total of base plus FIO cannot exceed $3380 No Residual Benefits or Lifetime If applicant has an in-force DI policy with lifetime, RPP considered only on case-by-case basis
16	Eligible Retirement Plans... Profit sharing plans Money purchase plans Simplified Employee Pensions (SEP) Employee Stock Ownership Plans (ESOP) 401(k), 403(b), SARSEP plans IRA’s and Roth IRA’s SIMPLE plans Keogh Plans Non-Qualified Deferred Comp Arrangements considered only on a case-by-case basis Note: Plan must be in effect, and funded, for at least one year.
17	Non-Eligible Retirement Plans... Defined benefit plans Deferred Stock Option Plans Federal Employees Retirement System (FERS) Civil Service Retirement System (CSRS) Public Employees Retirement System (PERS) State Teachers Retirement System (STRS) SERPS (Supplemental Employee Retirement plans)
18	Underwriting Requirements and Guidelines... Normal medical guidelines apply We will accept any medical requirements completed for insurance within the last 6 months. If fully underwritten disability income policy was issued in the last 6 months by Berkshire or Guardian, only a completed non-medical is required.
19	Underwriting Requirements and Guidelines... Issue limits: Employee-paid premiums: 100% of current total employee & employer contributions Employer-paid premiums: 133% of current total employee & employer contributions Amount applied for can equal amounts above, plus $50 per monthly to cover the trust administrative fee.
20	Underwriting Requirements and Guidelines... If applicant has total in-force coverage that is above our current I & P limits, we will not count the first $500 against the amount of RPP coverage that we will issue Amounts over the first $500 will be subtracted from the amount of RPP that we will issue Example: MD with $12,000 of DI coverage in force… $12,000 - $10,000 = $2,000 “overinsurance” $2,000 - $500 = $1,500 $3.380 - $1,500 = $1850 amount of RPP coverage we will issue.
21	Underwriting Requirements and Guidelines... Self-employed professionals and business owners generally may include pension contribution when applying for basic DI coverage. If these are included for this purpose, no RPP. If pension contributions are excluded from earned income purposes, RPP coverage is permitted.
22	Underwriting Requirements and Guidelines... Total earned income - $300,000 Includes Pension Contributions - $ 40,000 Option 1: Insure $300,000 at $9100/mo. (individual pay) Option 2: Insure $260,000 at $8500/mo. Plus RPP coverage of $3380
23	Underwriting Requirements and Guidelines... What if applicant has inforce basic coverage for which “earned income” included pension contributions? We will ignore this fact and issue the appropriate amount of RPP coverage as we normally would.
24	Application Requirements... Same as for any other DI application Question 12 must indicate that a Retirement Protection Plus is being applied for. Indicate EE and ER contributions. Financial Supplement must be completed. One application can be used to apply for both an RPP policy and a non-RPP policy. (Request an additional policy in Question 12)
25	Financial Documentation Required... Same as for any other DI application If applicant owns a Berkshire or Guardian DI policy that was fully underwritten and issued within the past year, original financial documentation may be used. For GSI or GTI multi-life cases an electronic census providing current EE & ER contributions will satisfy the financial documentation requirement. Plan documentation… Summary Plan Description OR Letter on ER stationery verifying existence of the plan, plan date & the level or basis for ER contributions. EE elective deferrals are indicated on W-2s & pay stubs
26	Financial Documentation Required... Non-Owner employee: Pay stub with YTD earnings Sole Proprietor: 1040 (all schedules) Partnership: 1040 & 1065 (all schedules), 1065 S- Corp owner: 1040 & 1120S (all schedules), W-2 C-Corp owner: 1040 & 1120 (all schedules), W-2 LLC or LLP: 1040 & 1065 or 1120 (all schedules), W-2
27	Other Documents & Forms Irrevocable Assignment of Right to Receive Benefits assigns policy benefits to Berkshire Bank, which will be the Trustee Authorization for Exchange of Information between Berkshire Life & Berkshire Bank as Trustee Both forms must be signed and submitted with the application
28	Other Documents & Forms Disclosure Statement covers tax issues & trust administrative fees the client must be given this at time of application Declaration of Trust you may give the applicant a sample Declaration of Trust The actual Declaration of Trust & required Statement of Statutory Optional Fiduciary Powers will be sent to the client once the policy is issued.
29	Other Documents & Forms Contribution Worksheet for use of the agent and applicant to help calculate the appropriate applied-for amount of monthly benefit for non-owner employees. may be submitted with the application for the use of the underwriter. All forms available on Berkshire e-Forms Installation Kits & Business Agreements
30	The Trustee... Berkshire Bank - an independent bank founded in 1846 Reputation for its focus on customer service & responsiveness A Massachusetts Trust administered by the Asset Management/ Trust Group Trust assets may be invested in mutual funds or individual securities based upon individual investment objectives Trustee works with client to determine suitable investments at time of claim
31	Tax Issues Policy benefits paid are either taxable or non-taxable, depending on who pays the premium employee pays - benefits non-taxable employer pays - benefits taxable Trust earnings are taxable to the insured, as beneficiary of the trust No income taxes on funds distributed by the trust on which taxes have been paid
32	RPP & the Competition Mass Mutual ProVider Plus policy favorable provisions in the policy and FIO/COLA riders no 24-month mental/nervous limit (except FL) ProVider Plus - favorable pricing in individual sales (1100 policy) Independent trustee One application for RPP/non-RPP policy Trust document completed at time of application
33	Markets for RPP... Existing clients individuals who are contributing to a qualified plan especially those who have purchased DI Businesses: Current business clients to whom you have sold a pension plan, QSPP, VIP or group LTD plan Anyone concerned about retirement planning
34	Marketing Tools for RPP... Producer’s Guide to RPP. A selection of prospecting mailers, including letters and colorful postcards. Client brochures Imprintable broadcast faxes and ads. Sales presentations for the employer and employee. Articles for your byline.
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