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Positioning for Growth

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					Positioning for Growth
    John Haver
Senior Vice President
Mutual of Omaha Strategy


   • Competitive Products
   • Compelling Compensation
   • Strategic Partnership Services
Financial Strength
 • Strong, Stable, Secure

 • Record surplus - $2.22 billion

 • “Thanks” but “no thanks” to TARP

 • Mutual company structure

 • Strong brand name - 100 years of business
Financial Strength
 • Very Limited Exposure
   –   Subprime
   –   Financial Industry
   –   Credit Default Swaps
   –   Fannie Mae and Freddie Mac
   –   Public Equity Markets


 • Highly Rated
   –   A.M. Best Company A+ (Superior)
   –   Moody’s Investors Service Aa3 (Excellent)
   –   Standard & Poor’s AA- (Very Strong)
   –   Comdex 92
Product Commitment
  Guaranteed UL (GULC)
  •Regular Repricing Strategy
          •March 14, 2008
          •November 1, 2008


  •Targeted sweet spots for product niche
          •Ages 55-70 – Standard and Preferred
          •$500K and $1M face amount band
          •Top 5* on an ALB premium basis in sweet spots


  •Age Last Birthday Advantage

  (* as ranked by Vital UL)
Product Commitment
Fully Underwritten Term Portfolio
•Regular Repricing Strategy
•Three reprices in the last 15 months most recent January 1, 2009
    •Targeted Sweet Spots
    •Preferred & Standard classes for $500K & $1M
    •Sweet Spot Issue Ages’ (To Retirement)
                              Issue Ages
         Term Life 10           50 - 60
         Term Life 15           45 - 55
         Term Life 20           40 - 50
         Term Life 30           30 – 40
•Age Last Birthday Advantage
Product Commitment
 Term Life Express – 15, 20 & 30 year products
 •Simplified underwriting from $50,000 to $400,000
 •Competitive commissions
 •Your client receives popular features at no cost:
     •Unemployment provision
     •Common carrier death benefit provision
     •Accelerated death benefit rider
     •Residential damage rider
Product Commitment
 Term Life Complete – 15, 20 & 30 year products
 • Full underwriting begins at $100,000
 • Policy can be written up to age 65
 • Competitive commissions
 • Popular features at no cost:
     – Unemployment provision
     – Common carrier death benefit provision
     – Accelerated death benefit rider
     – Residential damage rider
Product Commitment

 Expand Your Business with
 Mutual of Omaha…


 •Medicare Supplements
 •Long-Term Care
 •Disability Insurance
 •Critical Illness Insurance
Incentive Trips
 Mutual Sales Leaders                Circle of Excellence
    Hawaii’s Big Island                 Madrid Spain
        •March 22-27, 2010                  •May 8-13, 2010
        •115,000 incentive credits          •500,000 incentive credits – 1
        and 5 apps = 1 invite               invitation (may earn up to 4)
                                            •Extension trip to Marbella Spain
                                            May 5-8, 2010
                                            •2,000,000 incentive credits = 1
                                            invite
    Bill Vigliotte
Senior Vice President
   Underwriting
Underwriting

Underwriting
   Accomplished
      •Dedicated Underwriting teams
      •Increase Quick Quotes limits to $5 Million
      •Customized Quick Quotes and Trial “in boxes”
      •Life Learning Conferences                      Quick Quotes
                                                      cpsqq@mutualofomaha.com
      •Teleconferences
                                                      Trials:
      •Underwriting News Bulletins in Express         cpstrials@mutualofomaha.com
      •Enhanced preferred classification criteria
      •Expanded credits to underwriting manual
      •Improved Treadmill Guidelines (TEKG’s)
CPS Underwriting Team

                                                                  Our Underwriters average over 26 years of experience.
                                                                  But there’s NOTHING AVERAGE ABOUT THIS TEAM.
                                                                  They are FOCUSED and ACCESSIBLE. Have an
                                                                  underwriting question? Give us a call!



 Jodie Hofmaier           Pat Haner              Michele O’Neill
                                                                                   CPS TEAM
 FALU, FLMI, RHU          Chief Underwriter      Chief Underwriter
                          (800) 775-7896 x5702
                                                                            Case Managers:
 Underwriting Manager                            (800) 775-7896 x5712
 (800) 775-7896 x2469     Pat.Haner@             Michele.O’Neill@
                          MutualofOmaha.com
                                                                            Mary Cihal
 Jodie.Hofmaier@                                 MutualofOmaha.com          (800) 775-7896 x2572
 MutualofOmaha.com                                                          Mary.Cihal@MutualofOmaha.com


                                                                            Kimberly Hsu
                                                                            (800) 775-7896 x3952
                                                                            Kimberly.Hsu@MutualofOmaha.com


                                                                            Quick Quotes
         Tim Lackovic FLMI                 Colleen Wedge                    cpsqq@mutualofomaha.com
         Underwriting Consultant           Underwriting Consultant
         (800) 775-7896 x5314              (800) 775-7896 x5709             Trials:
         Tim.Lackovic@                     Colleen.wedge                    cpstrials@mutualofmaha.com
         MutualofOmaha.com                 @MutualofOmaha.com
Medical and Risk Selection
Directors




            Mike Wilkins MD                                                   Bruce Henricks MD
                                                                         Board-certified in Internal Medicine
     Board-certified in Internal Medicine
                                                                            Insurance medicine 15 years
        Insurance medicine 11 years                                                402-351-5044
               402-351-4415                                             bruce.henricks@mutualofomaha.com
     mike.wilkins@mutualofomaha.com
                                              Jerry Bender
                                              Risk Selection Director
                                                  402-351-8823
                                       jerry.bender@mutualofomaha.com




              You have direct access to our full-time medical and risk selection directors.

15
Underwriting Approach

   United of Omaha’s Preferred Criteria ranks among the
             best in the industry for the following:

  • Family History

  • Cholesterol

  • Blood Pressure

  • Build Chart
Underwriting Approach

   Family History only applies to deaths rather than disease
      Family History does not apply if age 65 or older

  Examples:

  • An applicant with a parent who has severe Coronary Artery Disease
    (CAD) and Diabetes can still be considered for a Preferred Plus,
    Preferred or Standard Plus offer.
  • An applicant with a family member who has died from Cancer can still
    be considered for a Preferred offer.
  • An applicant with a family member (sibling or parent) who has died
    from Cancer or Diabetes can still be considered for a Standard Plus
    offer.
Underwriting Approach


  Family History Case Example:

    Applicant - 67 year old female, non-tobacco user. Father
    died of CAD at age 58 and brother died of Colon Cancer at
    age 61.

    Under our prior guidelines, the best offer we could have
    made was Standard Non-Tobacco.

   With our current guidelines, our best offer is Preferred Plus.
Underwriting Approach

       United of Omaha's preferred criteria for treated and untreated
         cholesterol is ranked right at the top of 15 carriers surveyed.
                  We are among the best in the industry!

  Preferred Plus
   - If the cholesterol level is less than or equal to 250 and the cholesterol/HDL
      ratio is less than or equal to 5.0.....they may qualify for Preferred Plus

  Preferred
   - If the cholesterol level is less than or equal to 275 and the cholesterol/HDL
      ratio is less than or equal to 6.0....they may qualify for Preferred

  Standard Plus
   - If the cholesterol level is less than or equal to 300 and the cholesterol/HDL
      ratio is less than or equal to 7.0....they may qualify for Standard Plus
Underwriting Approach

      United of Omaha's preferred criteria for treated and untreated
        cholesterol is ranked right at the top of 15 carriers surveyed.
                 We are among the best in the industry!

  Real Life Case Study

  A 57 year old female currently under treatment for elevated cholesterol with Lipitor. Her
     lab work notes a total cholesterol of 247 with a ratio of 4.8. Her health is otherwise
     favorable. Here's how we rated this client....

  Under the OLD United of Omaha preferred underwriting guidelines, this client would only
     be considered for a best rating of Preferred due to her cholesterol and ratio results.
     Also, since she was on treatment for her cholesterol, this would preclude her from the
     Preferred Plus class.

  With the NEW underwriting guideline changes on cholesterol, this client would be
     considered for Preferred Plus!! As long as their cholesterol is 250 or below, they are
     being treated with medication, and have a cholesterol ratio of 5.0 or below....they can
     now get Preferred Plus!
Underwriting Approach

      Preferred Plus, Preferred, and Standard Plus            Preferred Plus Preferred Standard Plus
      risk classifications are all available for       4' 8"      125           134        143
                                                       4' 9"      131           140        150
      applicants who are being treated for high        4'10"      135           145        155
                                                       4' 11"     141           150        160
      blood pressure.                                ____________________________________________
                                                       5'         146           156        167
                                                       5' 1"      152           163        175
  •   Preferred Plus - in the past year no reading     5' 2"      158           169        180
                                                       5' 3"      164           174        185
      greater than 135/85                              5' 4"      169           179        190
                                                       5' 5"      174           184        195
  •   Preferred - average blood pressure reading       5' 6"      180           190        200
                                                       5' 7       185           195        205
      less than145/90                                  5' 8"      189           199        210
                                                       5' 9"      195           205        215
  •   Standard Plus - average blood pressure           5'10"      200           211        222
      reading less than152/90                          5'11"      206           217        227
                                                     ____________________________________________
                                                       6'          211           222        234
                                                       6' 1"       217           229        242
      Our build chart is unisex and is competitive     6' 2"       222           234        247
                                                       6' 3"       228           240        252
      for our Preferred Plus, Preferred and            6' 4"       233           245        258
      Standard Plus risk classifications               6' 5"       239           251        264
                                                       6' 6"       246           258        270
                                                       6' 7''      252           264        276
Competitive Edge

           Where do we stand out from the competition
       (17 other carriers) on published underwriting criteria?


       1)    AIG                             9)      Lincoln Financial
       2)    American National              10)      Met
       3)    AXA                            11)      Nacolah
       4)    Banner                         12)      Nationwide
       5)    Genworth                       13)      Principal
       6)    ING                            14)      Protective
       7)    John Hancock                   15)      Prudential
       8)    Lincoln Benefit                16)      Sun Life
                                            17)      West Coast
Competitive Edge

  •   If you have a family history of one cancer death, you can qualify for Preferred
      Risk with United of Omaha. You cannot with most of the companies we compare
      ourselves to.

  •   If you have a cholesterol level of 250 with a ratio of 5.0, you can qualify for
      Preferred Plus with United of Omaha. You cannot with most of the companies we
      compare ourselves to.

  •   If you have a cholesterol level of 275 with a ratio of 6.0, you can qualify for
      Preferred with United of Omaha. You cannot with most of the companies we
      compare ourselves to.

  •   If you have a cholesterol level of 300 with a ratio of 7.0, you can qualify for
      Standard Plus with United of Omaha. You cannot with most of the companies we
      compare ourselves to.
Competitive Edge

  •   Only 2 of the other carriers offer Standard Plus class for Tobacco risks. United of
      Omaha does.

  •   A 5’6” female that weighs 180 pounds can get Preferred Plus with United of
      Omaha, but not with 14 of the 17 carriers.

  •   A 5’6” female that weighs 190 pounds can get Preferred with United of Omaha,
      but not with 14 of the 17 carriers.

  •   A 5’6” female that weighs 200 pounds can get Standard Plus with United of
      Omaha, but not with 14 of the 17 carriers.



  * (based on carriers published build charts in late 2008)
Underwriting Credits

      Working with our Medical Directors and Risk Selection Director, we have
      established credits to our standard underwriting manual that position us to
      make more competitive offers on a case by case basis.

   These include the following impairments:

  •Coronary Artery Disease (CAD)                 •Atrial Fibrillation
  •Diabetes                                      •Mood disorders/depression
  •Multiple Sclerosis                            •Asthma
  •Sleep Apnea                                   •Barrett's Esophagus
  •Obesity                                       •Drug and Alcohol
Retention Increase
       Maximum Autobind and Retention Limits
      Ratings & Flat Extras                       Ages 0-80          Ages 81 +

      Standard thru Table 6      Maximum
       & Flat Extras thru        Autobind       $30,000,000          $3,000,000
       $15 per thousand                                                Std Only
                                 Retention       $5,000,000           $500,000
           Table 7 +             Maximum
       & Flat Extras over        Autobind       $10,000,000           Fac Only
       $15 per thousand
                                 Retention       $2,500,000                 N/A



                                 Jumbo Limits
                    Up to Age      Total amounts in force and applied for

                         80                  $50,000,000
                       81 - 85               $25,000,000




 26
News Template


                This template is exclusive for
                underwriting updates and
                information.


                Look for it in the Express
                newsletters on Wednesday’s
Teleconferences

                    Life Underwriting Teleconferences

  • Tuesday, January 20……Getting Cases Issued
  • Tuesday, February 17…..Barrett’s Esophagus
  • Tuesday, March 17……..Atrial Fibrillation

  9:00 am & 3:00 p.m. Central Time
  Dial in 877-511-4819
  Mention “Underwriting”
Underwriting

  • Our Service Commitment
     – Accessible underwriters who care
     – Top notch medical staff
     – Customer focused case managers
     – Our best offer up front
     – 48 hour turnaround from UW receipt
        • Initial Underwriter Review
        • Final Action upon receipt of last requirement
     – Quick Quote turnaround within 24 hours
     – 24 hour turnaround on policy issue
  An exclusively tailored package of
value-added benefits for CPS affiliates
        Scott Campbell
            Manager
Distribution Channel Marketing
Earning Your Business
            What is Encore?
It’s an exclusively tailored package of value-
added benefits for CPS affiliates.
   • Operational risk management
   • Financial services
   • Operations and development support
Operational Risk Management
  Operational Risk Management
Through Continuum Worldwide, Encore offers comprehensive risk
assessment and risk management services like:
 •   Regulatory advice and explanation    •   Network security
     (HIPAA, Gramm-Leach-Bliley, etc.)
                                          •   Data management and security
 •   IT services and support
                                          •   HR compliance training
 •   Employee background checks
                                          •   Workplace violence training
 •   Business Continuity Planning (BCP)       and prevention
 •   Disaster Recovery (DR)               •   Fraud awareness and prevention
                                          •   Identity and access management (e.g.
                                              password protections,
                                               facility access)
Financial Services
                 Financial Services
Through Mutual of Omaha Bank, Encore offers financial
services to help CPS affiliates build, maintain and control their
business. Services include:
      •   Treasury Management                •   Commercial Banking
           • Remote deposit capture               • Operating lines of credit

           • Collateralized sweep services        • Merger and acquisition financing

           • Online treasury services             • Construction financing
                                                  • Real estate purchase and
                                                    refinancing
      •   Private Banking
           • Succession planning
           • Trust services
           • Home mortgages
Operations and Development Support
Operations and Development Support
Encore offers CPS affiliates an impressive array of operations and
development support services like these:
    •   Purchasing and printing cost advantages through Mutual of Omaha
    •   CPS-tailored product and marketing training and communications
    •   Marketing material development and campaign support
    •   Recruiting campaign development and support
    •   Market analysis and strategic insights
    •   HR Consultation and Referral
Mutual of Omaha
 Looks Forward
To Earning Your
   Business

				
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