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INNOVATION IN LIFE INSURANCE USING TECHNOLOGY & VITALITY TO MAKE INSURANCE EASIER, FASTER & INNOVATION IN LIFE INSURANCE USING TECHNOLOGY & VITALITY TO MAKE INSURANCE EASIER, FASTER & STREAMLINED Meredith Elliott, CLU, CLTC Term & Eservices Director John Hancock Insurance Vitality is the provider of the John Hancock Vitality Program in connection with policies issued by John Hancock. Insurance products are issued by: John Hancock Life Insurance Company (U. S. A. ), Boston, MA 02210 (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY 10595. MLINY 081717084 For agent use only. Not to be used with the public. of 21

Innovation: Changing the Insurance Marketplace • Highlights for Discussion – Drop Ticket Solutions: Shortened Innovation: Changing the Insurance Marketplace • Highlights for Discussion – Drop Ticket Solutions: Shortened and Streamlined Submission Tools for Permanent and Term Insurance • Eticket • Paper Ticket – Express Track: Shortened Underwriting on fully underwritten products for eligible clients (based on health history) – Marketing Materials for Producer For agent use only. Not to be used with the public. 2 of 21

Innovation: Barriers to Buying & Selling Life Insurance • It’s too invasive • It Innovation: Barriers to Buying & Selling Life Insurance • It’s too invasive • It takes too long • There is nothing in it for the client today; it’s too morbid For agent use only. Not to be used with the public. 3 of 21

Innovation: We have a Real Opportunity • U. S. households life insurance coverage gap Innovation: We have a Real Opportunity • U. S. households life insurance coverage gap 1 Ø 30% of Americans say they need more life insurance Ø 25% wish their spouse or partner would purchase more insurance Ø Given the loss of a primary wage earner, over 40% of households: • Would feel a significant financial impact within 6 months • Includes nearly 40% of households with income over $100, 0002 • Clients are busy and want help through the process – The life insurance process is viewed as cumbersome and invasive – Over 50% of clients want to buy insurance from advisors vs. online 3 – 75% of consumers said “yes” or “maybe” to buying life insurance from their financial advisor if they were just asked 4 • Misperception of cost – 80% of consumers misjudge the price for Term life insurance 5 1. LIMRA Fact Sheet, Life Insurance Awareness Month 2015 2. 3. 4. 5. 2016 Insurance Barometer Study, Life Happens and LIMRA, www. lifehappens. org To Buy or Not to Buy Life Insurance – Buyer and Nonbuyer Differences, LIMRA Study 2012 Banks Offer Life Insurance – Who Knew? LIMRA Study 2015 Insurance Barometer Study, Life Happens and LIMRA, www. lifehappens. org For agent use only. Not to be used with the public. 4 of 21

Innovation: What’s the Challenge? Making it Easier APP AMY, 56 yrs. old Third-party information Innovation: What’s the Challenge? Making it Easier APP AMY, 56 yrs. old Third-party information (e. g. , prescription and motor vehicle check) ordered Application is transmitted to JH – paramedical appointment is scheduled BILL, 40 yrs. old 40 -50 Amy and Bill complete the medical exam medical history, blood, and urine tests TES RESU T LTS Lab tests and applicable reviews Underwriter reviews Days Final decision • Long • Invasive PROCESS IS • Same for everyone For agent use only. Not to be used with the public. 5 of 21

Innovation: What’s the Solution? Drop Ticket Two new ways to make it easier to Innovation: What’s the Solution? Drop Ticket Two new ways to make it easier to apply for life insurance: • JH Life e. Ticket for single-life term products • JH Life Paper Ticket for single-life term & permanent products Both Ticket processes are available for all ages and face amounts For agent use only. Not to be used with the public. 6 of 21

Innovation: Option 1, JH Life E-Ticket QUOTE • Producer clicks on JH Life e. Innovation: Option 1, JH Life E-Ticket QUOTE • Producer clicks on JH Life e. Ticket link from GA site • Producer runs a quote (Term and Term with Vitality) SUBMIT • Producer submits e. Ticket • GA is notified/approves • Ticket is tracked via existing case status tools TELE-INTERVIEW • JH representative calls client to complete application within 24 hours A paramedical visit (fluid and vital assessment only) will be automatically scheduled for ages 61+ and/or face amounts greater than $1 M • Client e. Signs the completed application For agent use only. Not to be used with the public. 7 of 21

E-Ticket: Starting the Process For agent use only. Not to be used with the E-Ticket: Starting the Process For agent use only. Not to be used with the public. 8 of 21

E Ticket: Client Details Page For agent use only. Not to be used with E Ticket: Client Details Page For agent use only. Not to be used with the public. 9 of 21

E-Ticket: Policy Information For agent use only. Not to be used with the public. E-Ticket: Policy Information For agent use only. Not to be used with the public. 10 of 21

E-Ticket: Agent Information For agent use only. Not to be used with the public. E-Ticket: Agent Information For agent use only. Not to be used with the public. 11 of 21

E-Ticket: Submission Page For agent use only. Not to be used with the public. E-Ticket: Submission Page For agent use only. Not to be used with the public. 12 of 21

Preparing for your Telephone Interview For agent use only. Not to be used with Preparing for your Telephone Interview For agent use only. Not to be used with the public. 13 of 21

Innovation: Option 2, JH Life Paper Ticket QUOTE • Producer/GA accesses JH Life Drop Innovation: Option 2, JH Life Paper Ticket QUOTE • Producer/GA accesses JH Life Drop Ticket via forms vendor (i. e, i. Pipeline’s Forms Manager, JH Sales. Net, etc. ) • Producer/GA runs a quote (term or perm) For agent use only. Not to be used with the public. SUBMIT • Producer submits ticket and signed HIPAA and Authorization to Obtain Information forms to GA • GA submits to John Hancock • Ticket is tracked via existing case status tools TELE-INTERVIEW • JH representative calls client to complete application within 24 hours A paramedical visit (fluid and vital assessment only) will be automatically scheduled for ages 61+ and/or face amounts greater than $1 M • Client e. Signs the completed application 14 of 21

Innovation: Option 2, JH Life Paper Ticket New “Paper Ticket package” available via JH Innovation: Option 2, JH Life Paper Ticket New “Paper Ticket package” available via JH Sales. Net, JH Illustrator, and through the forms vendors we support (e. g. , i. Pipeline Forms Manager, etc. ) Two-page form that asks for basic information, including: • Owner/insured/beneficiary details • Product selection/Replacement information • Purpose of insurance • Ticket package will also contain additional forms that are necessary to initiate the app A consumer tip sheet to help prepare the insured for the Telephone Interview is available For agent use only. Not to be used with the public. 15 of 21

Innovation: Express. Track Through E-Ticket & Paper Ticket • Highlights – Changing Process, not Innovation: Express. Track Through E-Ticket & Paper Ticket • Highlights – Changing Process, not Product – Simplified underwriting through the Express. Track process (as little as 3 days) – Eligible cases include those for clients ages 18 -60, and face amounts up to $1 million – Permanent & Term products are eligible – providing a solution to streamline underwriting for your permanent case needs! – Shortened paperwork – Paper. Ticket for permanent insurance as little as 3 pages – LTC Rider is available via this process! For agent use only. Not to be used with the public. 16 of 21

Who will most likely receive an Express. Track experience? Apart from the basic face Who will most likely receive an Express. Track experience? Apart from the basic face and age parameters, applicants most likely to receive an Express. Track experience are those that: • Do not have serious medical impairments or histories • Do not participate in hazardous sports or occupations • Do not have complex financials, or criminal histories EXAMPLES OF MEDICAL IMPAIRMENTS REQUIRING FULL MEDICAL REQUIREMENTS* EXAMPLES OF NON-MEDICAL IMPAIRMENTS REQUIRING FULL UNDERWRITING REQUIREMENTS* • • • • • • Diabetes/gestational diabetes Cancer history (other than basal and squamouscell skin cancers) Stroke/TIA Lupus/autoimmune disorders COPD/emphysema CAD Moderate/severe ulcerative colitis Fatty liver Heart murmurs, valvular disease Hepatitis Rheumatoid arthritis Aviation & hazardous sports (resort diving is eligible) Professional athletes & entertainers Hazardous occupations History of DUI or bankruptcy Criminal histories Premium financing Increasing riders Prior submissions, including trial or formal applications, received in the past 12 months Previously rated or declined Histories of substance abuse Complex ownerships such as charities or “to-be- established” Trusts *These examples are illustrative and not exhaustive. John Hancock reserves the right to require additional underwriting requirements in connection with any application for insurance. For agent use only. Not to be used with the public. 17 of 21

Innovation: Express Track Potential Outcomes Following telephone interview, underwriting path is determined based on Innovation: Express Track Potential Outcomes Following telephone interview, underwriting path is determined based on age, face amount and health and lifestyle profile EXPRESSTRACK TRADITIONAL UNDERWRITING Underwriting makes offer in as little as 3 days, no additional medical requirements needed* Paramedical appointment (blood and vitals only) and other applicable underwriting requirements will be ordered * John Hancock will be requesting a post-issue attending physician statement (APS) for every issued Express. Track case. A policy may be rescinded if information in the APS reveals a material misrepresentation in the application submitted. For agent use only. Not to be used with the public. 18 of 21

Let’s Look at Some Examples: Amy, Non Smoker, Age 56, Florist, Applying for $1 Let’s Look at Some Examples: Amy, Non Smoker, Age 56, Florist, Applying for $1 M UL • • Policy owner – business partner; purpose of insurance: Key Person Insured Build 5’ 9 185 lbs; BP 117/75 Family history – father alive, good health at 74; mother alive, good health at 73 Medical history: depression treatment – Zoloft ongoing since 2009. MIB /MVR is clear APP Ticket Submitted Application and third-party data is processed/reviewed Telephone Interview AMY, 56 yrs. Amy is eligible for Express. Track 3 -5 Days* Underwriting decision Amy is offered Preferred in 3 -5 days! *Elapsed time to generate underwriting decision from the time we receive the interview results For agent use only. Not to be used with the public. 19 of 21

Let’s Look at Some Examples: Bill, Non-Smoker, Age 40, Accountant, Applying for $350, 000 Let’s Look at Some Examples: Bill, Non-Smoker, Age 40, Accountant, Applying for $350, 000 VUL • • • Build: 5’ 5 149 lbs; BP: 100/67, cholesterol unknown Family history: father living, age 61; mother living, age 70 Medical history: asthma; albuterol prn; physical June 2016, normal Rx search: albuterol intermittently, Prednisone 50 mg, last refill March 2016 (ER medicine) MIB/MVR are clear Reflexive questions on telephone indicate recurrent symptoms Telephone Interview Ticket Submitted BILL, 40 yrs. JH will schedule the paramed and communicate any additional requirements to insurance representative (ex. , APS etc) Application and third-party data is processed /reviewed JH determines Bill needs additional requirements 30 Days* *Elapsed time to generate underwriting decision from the time we receive the interview results For agent use only. Not to be used with the public. Underwriting decision is transmitted Bill is offered Table 2 20 of 21

Innovation: How to Submit Business Summary JH LIFE e. TICKET Available only for Term Innovation: How to Submit Business Summary JH LIFE e. TICKET Available only for Term and Term with Vitality* All ages and face amounts Eligible for Express. Track JH LIFE PAPER TICKET Available for all products* All ages and face amounts Eligible for Express. Track FULL APPLICATION Available for all products All ages and face amounts Traditional underwriting only *Not available for Smart. Protect Term with Vitality, Simplified Life with Vitality, or survivorship policies. Producers/firms should continue to use the current submissions methods for these products For agent use only. Not to be used with the public. 21 of 21

Thank You Thank you for the time – feel free to call me if Thank You Thank you for the time – feel free to call me if you have questions! For agent use only. Not to be used with the public. Contact Information Meredith Elliott, CLU, CLTC John Hancock Insurance Cell: (980) 395 -3456 Email: [email protected] com 22 of 21