They

---

The
Greatest
Story
 Ever
Told
 Presented
By
 Brian
Murphy
 Bernie
Shaughnessy
 Doug
Winkler
 John
Diehl


Baby
boomers
represent
a
huge
opportunity
 You ve
heard
this
before:
 –  They re
a
large
segment
 –  They re
re;ring
in
droves
 –  They
have
money
to
invest
 
 But
did
you
know…
 –  They re
not
confident
about
finances
 –  They
need
someone
to
help
them
plan


So
why
isn t
boomer
business
booming?
 • 

We
haven t
engaged
the
 boomer
consumer 


• 

Consumers
aren t
giving
reCrement
plans
much
Cme
or
aDenCon
 –  Less
than
half
of
par;cipants
in
workplace
re;rement
savings
plans
bothered
to
 review
how
their
money
was
invested
even
once
in
the
last
year!*


• 

Biggest
barriers:
 –  Lack
of
planning
;me

 –  Focus
on
immediate
needs
 –  Recent
porGolio
trauma
 –  Distrust
of
ins;tu;ons,
especially
in
financial
services


*Data source: EBRI Retirement Confidence Survey, 9/09

MIT
AgeLab
research
suggests
a
new
strategy
 •  To
moCvate
the
boomer,
get
on
his
or
her
personal
agenda
 •  ReCre
 reCrement –
think
 longevity 
 •  Explore
new
ways
of
doing
business

 •  Focus
on
soluCons
that
are:


Realis'c
 Relevant
 Responsive


Why
be
realisCc?
 • 

Since
2008,
consumers
have
become
more
pracCcal
 –  65%
of
people
45+
say
mee;ng
daily
expenses
is
priority
#1
 –  50%
of
people
45+
say
they re
concerned
about
their
everyday
expenses
(vs.
 just
25%
in
2007)


• 

Boomers
are
more
interested
in
real
reCrement
than
the
dream
of
it
 


No dreams, please–just a reliable income stream to live with, plus the promise of some fun 


How
can
you
be
realisCc?
 •  Lead
with
educa'on,
not
product
 •  Don t
promise
or
imply
extravagant
growth
 •  Avoid
talking
about
 The
Number 
 •  Offer
soluCons
to
help
clients
cover
their
longevity‐ related
costs:
 –  Healthcare
 –  Home
care
services
 –  Independent
living
services
 –  Caregiving
services


Why
be
relevant?
 •  Boomers
 live
in
the
now 
to
cope
with
 daily
challenges:
 –  They re
stressed,
experiencing
more
demands
on
;me,
finances,
emo;ons,
 and
mental
resources1
 –  They re
 sandwiched, 
caring
for
their
children
and
parents;
one
in
four
 families
are
suppor;ng
a
frail
older
adult
for
20
hours
per
week2
 –  They re
trying
to
stay
healthy,
living
in
chronic
disease
prime
;me–
either
 in
 pre‐disease 
or
managing
at
least
one
medical
condi;on


1Data

source: Gallup-Healthways Wellbeing Index, 2009 2Data source: National Alliance for Caregiving, 2009

I m dealing with the next 20 minutes. What can you do for me today? Then we can talk about the next 20 years.

How
can
you
be
relevant?
 •  Show
you
understand
today s
prioriCes.
Ask
clients
if
 they re:
 –  Caregiving
for
a
spouse
or
parent
 –  Suppor;ng
teenage
or
young
adult
children
 –  Trea;ng
their
own
current
medical
condi;ons

 –  Star;ng
a
part‐;me
job
or
small
business


•  Provide
access
to
resources
and
experience
 •  Suggest
small,
simple
steps
to
make
their
lives
easier
today
 •  Do
what
you
can
do
to
help,
instead
of
creaCng
new
 to‐ dos 
for
them


Why
be
responsive?
 •  Consumers
face
 the
paradox
of
choice 
 •  They re
conCnuously
playing
 catch
up 
with
 personal
tasks
 •  They
want
help
managing
the
volume
and
 complexity
of
info
 •  Being
responsive
has
proven
successful
in
other
 industries
 Reach me, touch me, educate me on my terms and my schedule. 
 10


How
can
you
be
responsive?
 •  Help
clients
filter
out
misinformaCon
and
find
 what s
trustworthy
 •  Get
to
know
what
individuals
are
looking
for
 in
products
and
services
 •  Help
them
see
what
data
really
means
 •  Educate
and
empower
boomers
with
 interacCve,
online
tools
 
 
 11


Where
is
our
industry
headed?
 •  Solutions focus– understanding what they re saving for, not just how

•  Integrated product development– hybrid products for related needs

•  Technology– finances at your fingertips (or in your pocket!)

12


What
it
all
means
for
building
client
relaConships
 •  Experiences,
not
transacCons,
generate
trust
and
 engagement

 •  Boomers
don t
need
informaCon;
they
need
insight
 •  Make
planning
personal
by
understanding
emoConal
 impact
 •  For
the
right
answers,
ask
the
right
quesCons:
 –  Caregiving
concerns?
 –  Small
business
ideas?
 –  Worried
about
basic
expenses?
 –  Focused
on
living
independently?


13


What
is
your
role?

 •  Integrator
 –  Bring
together
tools
and
resources

 –  Help
fit
financial
planning
into
your
clients 
life
 –  Develop
strategies
that
blend
various
products
and
services


•  Interpreter
 –  Become
eloquent
in
finances
and
longevity
 –  Match
longevity
needs
and
financial
strategies

 –  Understand
the
emo;onal
implica;ons
of
financial
decisions
 –  Help
clients
 see 
what
the
data
really
means
 


14


How
can
The
Har\ord
help
you?
 •  Advisor‐only
resources
on
topics
that
engage
clients,
 such
as:

 –  Caregiving
 –  Couples
and
finances
 –  Healthcare


•  Support
and
educa;on
on
current
market
issues
 •  Integrated
sales
and
marke;ng
across
product
lines
 •  Ongoing
collabora;on
with
MIT
AgeLab


15


How
can
we
help
your
clients?
 •  Interac;ve
web
content
for
investors
on:
 –  HarGordInvestor.com
 –  hep://theharGord.com/re;rementplans
 •  Wide
array
of
investment,
re;rement,
and
insurance
strategies
 •  Relevant
educa;onal
materials
and
topical
presenta;ons



P7030/ANN10498

P3320/ANN6274

P7235/ANN14182

What
does
 ReCring
ReCrement 
look
like?
 •  Think
 Me,
Inc. 
 –  Longevity
 planning
your
 clients
control–
 with
your
 guidance
 –  Income
 planning
that
 makes
your
 client
 CEO 
of
 re;rement
 –  Online
 interac;ve
tools
 to
help
visualize
 data





www.ThinkMeInc.com

The
HarGord"
is
The
HarGord
Financial
Services
Group,
Inc.
and
its
subsidiaries,
including
the
 issuing
companies
of
HarGord
Life
Insurance
Company
and
HarGord
Life
and
Annuity
Insurance
 Company.

 
 The
MIT
AgeLab
is
not
an
affiliate
or
subsidiary
of
The
HarGord.
 
 All
informa;on
and
representa;ons
herein
are
as
of
8/10
unless
otherwise
noted.
 
 REP_RR/100915


8/10


The
Greatest
Story

 Ever
Told
 Presented
by:
 The
HarGord


What
is
the
life
expectancy
 of
men
and
women,
age
65?
 Age


Age


87
 89


Men


Women


Source:
The
2008
Valua;on
Basic
Table,
Select
and
Ul;mate
Nonsmoker,
which
is
based
on
U.S.
insurance
company
individually
underwrieen
 mortality
experience.
 20
 FOR
PRODUCER
USE
ONLY.

NOT
FOR
USE
WITH
THE
PUBLIC.


Out
of
100
men
and
100
women,
both
age
 Of
these,
how
many
will
live
to
age
95?
 65,
how
many
will
live
to
age
90?


38
 50
 21


Of
these,
how
many
will
live
to
age
95?


14 25
 


Source:
The
2008
Valua;on
Basic
Table,
Select
and
Ul;mate
Nonsmoker,
which
is
based
on
U.S.
insurance
company
individually
underwrieen
 mortality
experience.
 22


According
to
a
recent
USA
Today
arCcle:
 Which
do
you
fear
 the
most? 
 Dying
 39%


FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Outliving
my
 money
 61%


Are
your
clients
 prepared
for
living
 too
long?


Out
of
100
couples,
age
65,
how

 many
men
and
women
will
be
in

 widowhood
for
10
years
or
more?


17
 29


Are
your
clients
 prepared
for
dying
 too
soon?


Out
of
our
age
65
sample
populaCon,

 how
many
will
need
care
due
to

 a
chronic
illness
at
some
point?


58
 79


Are
your
clients
 prepared
for
 becoming
 chronically
ill?


How
can
we
 help
prepare
 your
clients?


•  A
life
insurance
strategy
to
help
create,
protect
 or
maintain
income
when
it s
needed
most


1) 
Freedom
with
The
 Access
Suite


Agenda


2) 
The
Strategy
 3) 
The
Numbers


The Hartford Bicentennial UL ® Freedom a flexible premium universal life Insurance policy with a no-lapse guarantee

Featuring:

The Access Suite of BenefitsSM

Death












 Benefit


Longevity
Access
 Rider2


LifeAccess







 Rider3


• Provides
income
to
the
client s
 beneficiaries
upon
death
 • No‐lapse
guarantee
helps
 maintain
the
death
benefit
 regardless
of
policy
value
 • Generally
income
tax
free1
 • Very
compe;;ve
premiums
in
 most
funding
scenarios
 • LongevityAccess
and
LifeAccess
 Rider
benefits
paid
reduce
the
 death
benefit
and
could
deplete
it
 to
zero


• Provides
a
Guaranteed
Minimum
 Withdrawal
Benefit
(GMWB)
to
the
 client
beginning
on
the
policy
 anniversary
closest
to
the
 insured s
90th
birthday2
 • Monthly
benefit
of
up
to
1%
of
the
 face
amount
 • Benefits
can
begin
or
stop
at
any
 point
ater
the
benefit
eligibility
 date

 • Once
basis
fully
recovered,
 payments
become
taxable
 • 10%
residual
death
benefit

 • Waiver
of
Cost
guarantee
that
 prevents
policy
from
lapsing
upon
 qualifying
for
benefits
 • Not
available
if
the
death
benefit
is
 being
accelerated
under
any
 accelerated
death
benefit
rider
or
 long‐term
care
rider
or
if
there
is
 any
policy
indebtedness


• Accelerates
up
to
100%
of
the
 death
benefit
to
provide
income
to
 the
client
upon
being
diagnosed
as
 chronically
ill
and
otherwise
 qualifying
 • Maximum
monthly
benefit
of
2%
 of
the
death
benefit
or
the
IRS
Per
 Diem
Limit
($300/day
for
2011),
if
 less,
capped
at
4%
annual
increase
 • Generally
income
tax
free1
 • Indemnity
benefit
with
no


 wai;ng
period
 • Premiums
permanently
waived
 upon
qualifying
for
benefits


The
Strategy


HypotheCcal
example
using
a
65‐year‐old
 couple
who:
 
   Have
a
$2,150,000
investment
porGolio
   Are
looking
to
minimize
investment
risk
   Want
to
leave
a
financial
legacy
to
their
children,
but…
   Are
worried
about
outliving
their
re;rement
assets,
or
the
 impact
of
a
chronic
illness,
and…
   Desire
flexibility
to
adjust
to
meet
these
needs




Help
Insure
Your
Clients 











 Financial
Futures
with









 Income
for
Life s
OutcomesSM






Help
Insure
Your
Clients 











 Financial
Futures
with









 Income
for
Life s
OutcomesSM


Subject
to
the
terms
and
limits
described
on
slide
19


Poten;al
Benefits
of

 Income
for
Life s
OutcomesSM
 •  Provides
income
to
clients
in
the
event
they
 live
too
long
or
 die
too
soon
or
become
chronically
ill1 


•  Can
plan
for
the
re;rement
goals
and
insure
the
re;rement
 threats


•  Ease
fears
of
uncertainty
with
greater
predictability
 •  Provides
generally
income
tax‐free
benefits2


Considera;ons
for

 Income
for
Life s
OutcomesSM
 •  Insureds
will
need
to
qualify
under
financial
and
medical
underwri;ng
guidelines
 •  LongevityAccess
Rider
payments
become
taxable
once
basis
has
been
fully
recovered
 •  Although
the
Access
Suite
may
provide
guaranteed
income
for
life s
outcomes,
the


HarGord
Bicentennial
UL
Freedom
cash
values
typically
diminish
to
zero
at
some
point


•  Rider
benefits
paid
reduce
the
death
benefit
dollar‐for‐dollar
leaving
less,
or
none,


available
to
beneficiaries
upon
the
insured s
death
and
taking
benefits
under
one
rider
 will
leave
less
benefits,
or
none,
available
under
other
riders


•  LongevityAccess
Rider
has
a
monthly
eligibility
test
beginning
ater
the
benefit


eligibility
date
which
requires
that
the
policy
be
paid
up
by
age
90,
the
death
benefit
 op;on
must
be
level,
there
cannot
be
any
policy
indebtedness
and
the
policy
is
not
on
 claim
under
another
accelerated
death
benefit
rider
or
long
term
care
rider


The
Numbers


LongevityAccess
Rider
(LAR):
 Live
too
long 
 Age

Max Annual LAR Benefit After-Tax1 Available LAR Benefit Single and Taken Taken Premium

Lifetime Benefits Remaining

Net Death Benefit

After-Tax1 IRR at Death

66

$300,000

$0

$0

$0

$903,848

201.28%

91

-

$108,462

$108,462

$795,386

$795,392

4.33%

92

-

$108,462

$108,462

$686,924

$686,936

4.19%

93

-

$108,462

$100,846

$578,463

$578,480

4.04%

94

-

$108,462

$75,923

$470,001

$470,024

3.82%

95

-

$108,462

$75,923

$361,539

$361,568

3.61%

96

-

$108,462

$75,923

$253,077

$253,112

3.43%

97

-

$108,462

$75,923

$144,616

$144,656

3.26%

98

-

$108,462

$75,923

$36,154

$90,385

3.33%

99

-

$36,154

$25,308

$0

$90,385

3.41%

Based
on
guaranteed
policy
charges.
 1Assumes
a
30%
income
tax
rate.

 IRR 
=
Internal
Rate
of
Return


Death
Benefit:
 Die
too
soon 
 16.7%

10.9% 11.7%

8.1%

6.4%

7.6% 5.7%

Age 75

Age 80

Death Benefit IRR Based
on
guaranteed
policy
charges.
 *Assumes
a
30%
income
tax
rate.


Age 85

4.5% Age 90

Tax-Equivalent IRR*

LifeAccess
Rider
(LAABR):
 Become
 chronically
ill 
 Age

Single Premium

Max Annual LAABR Benefit Available*

66

$300,000

$109,500

70

-

$128,100

75

-

$155,851

80

-

81

Max Annual LAABR Benefit Taken

Net Death Benefit

Lifetime Benefits Remaining

$903,848

$903,848

$903,848

$903,848

$0

$903,848

$903,848

$189,614

$0

$903,848

$903,848

-

$197,199

$197,199

$706,652

$706,649

82

-

$205,086

$205,086

$501,572

$501,563

83

-

$213,291

$213,291

$288,284

$288,272

84

-

$216,924

$216,924

$71,372

$71,348

85

-

$71,348

$71,348

$27

$0

$0 Assuming
chronic
 illness
and
 $0 benefits
begin
 here


*Requires
cer;fica;on
by
a
physician
as
being
chronically
ill.

Terms
associated
with
the
rider
must
be
sa;sfied.

The
IRS
per
diem
limita;on
may
 be
adjusted
for
infla;on
by
the
IRS.

The
HarGord
caps
the
maximum
annual
increase
at
4%.

In
this
example,
the
per
diem
limita;on
is
being
 inflated
at
a
hypothe;cal
annual
rate
of
4%.

The
Maximum
Monthly
Benefit
at

any
given
point
in
;me
may
be
less
than
what
is
illustrated
 above
depending
on
actual
IRS
adjustments
to
the
per
diem
limita;on.
For
all
years,
the
guaranteed
maximum
annual
LAABR
benefit
available
 in
this
example
would
be
$109,500.


Key
Takeaways
 




Freedom
with
The
Access
Suite
 •  HarGord
Bicentennial
UL
Freedom
with
the
LongevityAccess
and
 LifeAccess
Riders







The
Strategy
 •  Flexibility
for
the
owner
to
decide
how
to
use
the
death
benefit
if
they
 live
too
long
or
die
too
soon
or
become
chronically
ill*







The
Numbers
 •  Compelling
benefits
for
your
clients
 *The
HarGord
Access
Suite
of
Benefits
allows
consumers
to
choose
to
use
some
or
all
of
their
death
benefit
to
provide
income
to
them
during
 their
lives
in
the
event
they
become
chronically
ill
or
live
to
age
90
through
our
living
benefit
riders.
Receiving
rider
living
benefits
under
 LifeAccess
or
LongevityAccess
will
reduce,
possibly
eliminate,
the
death
benefit
payable
to
beneficiaries
as
well
as
the
benefits
available
under
 the
other
living
benefit
rider.
You
can t
receive
benefits
from
more
than
one
rider
at
the
same
;me.



Why
HarGord
Bicentennial
UL
Freedom





 with
The
Access
 Suite
of
BenefitsSM?
   Meet
needs
of
your
clients
   DifferenCate
yourself
   Achieve
compeCCve
edge
   Grow
your
business

56%
of
Americans
feel
that
the
recent
downturn
 made
it
more
important
to
have
life
insurance*
 *Source:
Life
and
Health
Insurance
Founda;on
for
Educa;on,
August,
2009.
Based
on
a
survey
done
by
the
LIFE
 Founda;on
that
polled
a
na;onally
representa;ve
sample
of
1,000
Americans,
ages
18
and
older.




Set
the
strategy
in
mo;on!
   Iden;fy
prospects
   Request
a
quote
   Build
and
present
case




In
the
end,
it's
not
 the
years
in
your
 life
that
count.
It's
 the
life
in
your
 years.
 





–
Abraham
Lincoln


FOR
PRODUCER
USE
ONLY.

NOT
FOR
USE
WITH
THE
PUBLIC.


Important
LifeAccess
Accelerated
 Benefit
Rider
Informa;on
 The
LifeAccess
Accelerated
Benefit
Rider®
advances
up
to
100%
of
the
policy s
death
benefit
if
the
insured
 becomes
chronically
ill,
as
cer;fied
by
a
physician,
and
otherwise
sa;sfies
the
terms
of
the
rider.
The
maximum
 monthly
benefit
under
the
rider
is
2%
of
the
death
benefit
at
the
;me
of
the
claim,
never
to
exceed
the
IRS
per
 diem
limit.
Receiving
benefits
under
the
rider
will
reduce
the
death
benefit
available
to
the
policy s
beneficiaries.
 There
are
no
restric;ons
on
use
of
the
funds,
including
home
heath
care,
and
receipts
are
not
required.

 
 LifeAccess
is
designed
so
that
the
benefits
paid
under
the
rider
will
be
treated
for
federal
income‐tax
purposes
as
 accelerated
death
benefits
under
Internal
Revenue
Code
Sec;on
101(g).
The
benefits
may
be
taxable
depending
on
 the
par;cular
circumstances
of
the
individual
(e.g.,
benefits
received
form
long‐term
care
policies
or
policyowner
 are
not
the
same,
consult
with
trusted
advisors
to
assure
that
there
are
no
unintended
consequences
of
 unavailability
of
funds
to
the
insured
or
unintended
estate
planning
consequences.
If
the
policyowner
has
an
 insurable
interest
in
the
insured s
life
based
on
certain
business
or
financial
rela;onships,
benefits
may
be
subject
 to
income
tax.

 
 The
rider
may
not
cover
all
of
the
costs
associated
with
the
chronic
illness
of
the
insured.
Physician
cer;fica;on
 must
recur
annually
and
must
state
that
the
insured
is
in
need
of
services
under
a
plan
of
care
that
is
likely
to
be
 needed
for
life.
Addi;onal
premium
requirements,
underwri;ng
and
restric;ons
apply.

 Though
this
rider
allows
death
benefit
to
be
used
for
certain
life;me
services,
it
is
not
long‐term
care
insurance
and
 is
not
intended
to
replace
the
need
for
long‐term
care
insurance


Thank
you…
Ques;ons?
 This
informa;on
is
wrieen
in
connec;on
with
the
promo;on
or
marke;ng
of
the
maeers
addressed
in
this
material.
 The
informa;on
cannot
be
used
or
relied
upon
for
the
purpose
of
avoiding
IRS
penal;es.
These
materials
are
not
 intended
to
provide
tax,
accoun;ng
or
legal
advice.
As
with
all
maeers
of
a
tax
or
legal
nature,
your
clients
should
 consult
their
own
tax
or
legal
counsel
for
advice.
 
 "The
HarGord"
is
The
HarGord
Financial
Services
Group,
Inc.
and
its
subsidiaries,
including
the
issuing
companies
of
 HarGord
Life
Insurance
Company
(HLI)
(New
York)
and
HarGord
Life
and
Annuity
Insurance
Company
(HLA)
(outside
 New
York),
Simsbury,
CT.
The
mailing
address
for
both
issuers
is
P.O.
Box
2999,
HarGord,
CT
06104‐2999.

 
 Har;ord
Bicentennial
UL
Freedom
is
a
flexible
premium
universal
life
insurance
policy.

HLI
policy
form
#
 HL‐15908(04)(NY).
HLA
policy
form
#
LA‐1252(04)
and
may
include
state
abbrevia;ons.
Features
may
vary
by
state.

 
 LifeAccess
Accelerated
Benefit
Rider:
HLI
rider
form
#
HL‐19224(07)(NY)
and
HLA
rider
form
#
LA‐1298(07)
and
may
 include
state
abbrevia;ons.
 
 LongevityAccess
Rider:
HLI
rider
form
#
HL‐19318(11)(NY)
and
HLA
rider
form
#
LA‐1362(11)
and
may
include
state
 abbrevia;ons.
 
 LIF
104445
3/11