Who Is Advisors Insurance Brokers (AIB)?

Home , Annuity (American)

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww

Who is Advisors Insurance Brokers (AIB)?

Advisors Insurance Brokers (AIB) is an affiliate of New York & National Long Term Care Brokers, and an independent, nationally recognized insurance Brokerage General Agency (BGA) that specializes in Life Insurance, Long Term Care Insurance (in ALL its forms), Disability Income Insurance and Fixed and Indexed Annuity consulting and sales. They have received numerous national awards for their education, expertise and results in helping their affiliated agents & brokers, insurance & financial advisors and financial planners as they assist their clients and prospects in planning for the future, protecting their assets and preserving their independence. The firm offers a comprehensive portfolio of Insurance and Annuity products suitable for individuals and families, employer groups and professional and other associations. AIB works with individual advisors, as well as with insurance agencies, financial planning firms, banks & credit unions, broker dealers, wire houses and others. By extension, they help each of them and their affiliated advisors to help their individual and group clients, including businesses, colleges & universities, unions & trade associations, health maintenance organizations and others throughout the country to realize their dreams and plan for the unexpected. AIB also provides regular educational workshops to the general public on planning related issues, as well as sponsoring numerous comprehensive educational sessions for their affiliated advisors and others. They also work regularly with affiliated professionals in the financial services industry, including Registered Investment Advisors, CPAs and Accountants, Attorneys and others, providing them with updated and important information and training on various insurance planning topics.

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww

The Top 10 Reasons to Work with Advisors Insurance Brokers (AIB)

1. CHOICE—We represent over 40 of the top rated Long-Term Care, Life and Disability insurance and Fixed & Indexed Annuity carriers in the industry. As a BGA, that allows us to be completely objective & impartial. 2. UNDERWRITING—not only are our product-specific support staff well versed in underwriting cases, but we also have an underwriter on staff to help with those more difficult to underwrite cases. 3. SERVICE & SPEED—Our business model is built on a service and consultative foundation. We don’t just run quotes—we’ll work with you to find the right carrier and product for your client. In addition, we respond to your quote request and consults with proposals, etc. within a 24 hour period. Special situation where you need it quicker? Just let us know. 4. EXPERIENCE—Our staff are licensed, Partnership and CLTC-Certified and many have field sales & marketing experience. Our average staff person also has over 10 years of tenure with the firm. 5. EDUCATION & TRAINING—not only will our staff educate you on the various products as part of your regular consultations, but we also conduct regular training sessions—live and via the web—to make sure you are “up to speed” on the latest product, carrier and industry developments. This includes our very popular “LTCI Sales Academy,” our 2 full day training workshop held at our home office that covers virtually all the facets of LTCI sales and marketing. 6. COMMUNICATION—we stay in touch with you with our weekly e-newsletter (Broker News), as well as our periodic hard copy newsletter—News & Views—so you can be sure to have the latest information. 7. POINT OF SALE SUPPORT—our support staff will meet live with you and your client at our home office, or via conference call and/or web to help you present the product solution to your clients. 8. TECHNOLOGY—our state of the art website offers numerous levels of support 24/7—from the ability to run your own LTCI, Term and UL quotes, to real-time updates on pending business, to policy applications & related forms, to recorded archived training sessions and more. 9. COMPENSATION—we pay competitive commissions, with progressively higher payouts with increased production. We also allow you to aggregate production from all product lines to move to a higher compensation level. In addition, we pay commissions weekly, and you are FULLY VESTED from day 1.* 10. MARKETING SUPPORT—need a PowerPoint© presentation? How about a direct mail marketing letter? Maybe you plan to conduct seminars as part of your marketing plans? We can provide you with support material for ANY of those marketing initiatives. BONUS!: CONTACT US FOR HELP WITH AFFINITY & ASSOCIATION MARKETING AS WELL— WE WILL HELP YOU IMPLEMENT AFFINITY GROUP DISCOUNTS WITH YOUR PROSPECTS & CLIENTS!

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww Advisors Insurance Brokers (AIB) Carrier List (March 2018)

Standalone LTCI Life (Term/UL/IUL/WL/Surv) Guar/Simplified Issue Life Annuities Genworth AIG (AmerGen/US Life, etc.) Ameritas Allianz1 Mutual of Omaha American National (ANICO) Axa AIG (AmerGen/US Life, etc.) National Guardian Life Ameritas Companion American Equity Transamerica Axa Columbian American National (ANICO)1,2 United Security Assurance Banner Life (Legal & General) Gerber Athene (NY Only) Columbian William Penn Association Companion Worksite – Voluntary Companion Fidelity & Guaranty2 Allstate John Hancock Critical Illness First Sun America Colonial Lincoln Financial Allstate Great American1 Mutual of Omaha Mass Mutual Assurity Lincoln Financial1 Security Mutual Life of NY Minnesota Life/Securian Mutual/United of Omaha Mass Mutual Transamerica (incl. Life w/LTCI) Mutual of Omaha Mutual of Omaha Trustmark (incl. Life w/LTCI) National Life Linked Benefit-Life or National Integrity Annuity w/LTC or Chronic Rider Unum Natonwide AIG (AmerGen/US Life. etc.) North American (NACOLAH)1 New York Life American National (ANICO) OneAmerica (State Life) Worksite - Group North American (NACOLAH) Ameritas Oxford CIGNA OneAmerica (State Life) Axa Penn Mutual Genworth (LTCI) Penn Mutual Guarantee Income Life (GILICO) Phoenix1 Lincoln Financial Protective John Hancock Principal Reliance Standard Prudential Lincoln Financial Security Mutual Life of NY Security Mutual Life of NY SBLI of MA Mass Mutual Symetra The Standard Security Mutual Life of NY Minnesota Life/Securian Voya1 Transamerica Symetra Mutual of Omaha Western National Transamerica National Life William Penn Association Medicare (Suppl/Advantage) Voya Nationwide Aetna William Penn (Legal & General) New York Life Disability Income BSNENY North American (NACOLAH) Allstate Combined Single Premium Life OneAmerica (State Life) Ameritas First United American Lincoln Financial Penn Mutual Assurity Humana Nationwide Protective Berkshire (Guardian) Mutual of Omaha William Penn Association Prudential Fidelity Security Silverscript Security Mutual Life of NY Mass Mutual Today’s Options (Univ. Amer.) Symetra Mutual/United of Omaha Transamerica Transamerica Principal UHC/AARP

Note: Please contact us at 800.695.8224 for State specific availability, as well as Carrier E&O and/or Training Requirements BEFORE taking an application.

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww What Are Our Producers Saying About Us?

“AIB’s niche is LTC & all I do is LTC. Who better to do it with than an agency that fully understands the LTC market? No one is better informed in the industry than AIB.” A.R., Producer - White Plains, NY

“I have worked with your Director of Affinity & Group Marketing on a very difficult case. This was my first LTCi case and with her help, patience and professionalism, we were able to finally get the case placed. You guys made it work!” J.S., Producer/Registered Rep - Scottsdale, AZ

“I've worked with AIB for 12 years and they've never let me down. The entire staff is incredibly knowledgeable and extremely helpful. They care as much about my clients & Business as I do. They always go the extra mile with a smile.” J.M., Producer - North Adams, MA

“Everyone at AIB is the most professional, knowledgeable and courteous staff I have encountered. They always deliver advice & materials promptly & exceed their own standards; I attribute much of my success to their support.” S.W., Producer - Long Island, NY

“When you've worked with several IMOs it helps you to realize that the professionalism and service of AIB is top notch. They have a knowledgeable team that is polite and effective. With AIB's help our fixed insurance production is reaching new heights” K.B., Broker Dealer Staff - Palm Beach Gardens, FL

“The staff is always so efficient & very professional. I always receive accurate answers & quotes are received in record time!” H.B., Producer - Fort Lee, NJ

“It has been a pleasure to have been affiliated with AIB over the last several years. Their agency is staffed by knowledgeable and courteous professionals dedicated to supporting affiliated agents throughout the country. We are happy to be associated with such a fine organization.” W.C., Producer - Glen Head, NY

“AIB’s staff is the best I’ve ever been associated with. They always go above and beyond every time I need them. It’s that kind of support that directly impacts the success of my business.” J.L., Producer - Bradenton, FL

“I researched many LTCi brokerages before contracting with AIB & have been absolutely amazed at how wonderful AIB and its associates have been helping me transition into LTCI sales…they've been incredibly patient & have gone “above-and-beyond” answering my requests for assistance. I plan to return the favor with many years of sales production through a long business relationship!” M.C., Producer - Las Vegas, NV

“I receive fast, courteous professional service AND I also get the best underwriting advice I could wish for.” J.G., Producer - Eastchester, NY

“We have had a long standing relationship with AIB. While we work with several quality insurance partners, many of our advisors have built strong relationships with AIB. In fact, what started as a LTC Insurance-only partnership in the 1990’s has evolved into AIB supporting our advisors in all fixed insurance lines. Their product variety, competitive compensation and the consultative approach of their support staff have been a great fit for us, as has their willingness to be an active partner in delivering quality content at our meetings.” R.R., Broker Dealer Officer – Palm Beach Gardens, FL

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww Broker Dealer “Hot List - The Top Reasons to Work with Advisors Insurance Brokers (AIB) for Fixed Insurance & Annuity Support

1. CHOICE—We represent over 40 of the top rated Long-Term Care, Life and Disability insurance and Fixed & Indexed Annuity carriers in the industry. As a BGA, that allows us to be completely impartial and carrier and product “agnostic.” 2. OUR “QUICK TICKETS” TERM LIFE PLATFORM—many IBD reps want to accommodate clients’ term life needs, but find it inefficient given the travel sometimes necessary. Our platform allows reps to take some initial information (about 10-15 minutes) and “drop a ticket” to the carrier, and the carrier and we do the rest. Often, the next involvement by the rep is to deliver the policy. 3. COMPENSATION—we pay competitive gross compensation, aggregate production across product lines and can support different IBD compensation models, including: * all gross compensation to the IBD, and the IBD pays its reps* * base compensation to the reps, with an override payable to the IBD 4. UNDERWRITING—not only are our product specific support staff well versed in underwriting cases, we also have an underwriter on staff to help with those more difficult to underwrite cases. This can be especially important with Long Term Care and Disability Income Insurance as they are underwritten differently than, for example, Life Insurance. 5. SERVICE & SPEED—Our business model is built on a service and consultative foundation. We don’t just run quotes—we’ll work with your reps to find the right carrier and product for your client. In addition, we respond to their quote request and consults with proposals, etc. within a 24 hour period. Have a special situation where you need it quicker? Just let us know. 6. EXPERIENCE—Our staff are licensed, Partnership and CLTC-Certified and many have field sales & marketing experience. Our average staff person also has over 10 years of tenure with the firm. 7. EDUCATION & TRAINING—not only will our staff educate your reps on the various products as part of our regular consultations, but we also conduct regular training sessions—live and via the web—to make sure they are “up to speed” on the latest product, carrier and industry developments. This includes our very popular “LTCI Sales Academy,” our 2 full day training workshop held at our home office that covers virtually all the facets of LTCI sales and marketing. We also regularly offer marketing & training sessions as part of IBD meetings. 8. B/D MEETING SUPPORT—we make our staff available for local, regional and national IBD meetings and conferences, and can support IBD conferences financially as well.

BONUS!: CONTACT US FOR HELP WITH AFFINITY & ASSOCIATION MARKETING AS WELL—WE WILL HELP YOU IMPLEMENT AFFINITY GROUP DISCOUNTS WITH YOUR REPS’ PROSPECTS & CLIENTS!

* if compensation is paid to the Broker Dealer, the B/D would need to agree to continue any remaining first year and/or renewal payments, if any, upon termination Our Policy is Taking Care of You Long-Term Care | Life | Disability | Annuities | Medicare | Benefits

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww AIB LTC Pre-Qualification Health Form - fax to 518-688-8139

Broker Name: Phone / E-mail:

Client Name: Date of Birth:______State:

Spouse applying?  No  Yes (If yes, please complete a separate form)

1. Height: Weight: 2. Do you smoke?  No  Yes

Do you have symptoms of, or within the last 10 years, have you received medical advice, diagnosis or treatment or consulted with a member of the medical profession for any of the following conditions:

a. heart disease Yes h. paralysis Yes o. alcoholism v. fainting spells b. coronary artery i. stroke p. drug addiction Yes w. dizziness Yes

c. circulatory j. bowel q. osteoporosis x. seizures disease d. high blood press. k. bladder r. arthritis y. tremors disorders disorders e. leukemia l. prostate s. reproductive z. diabetes disorders organ disorders f. lymphoma m. disorderskidney t. respiratory aa. liver disorders g. cancer n. depression u. shortness of breath disorders disorders

Question # Date of Onset Details ______Question # Date of Onset Details ______Question #_____ Date of Onset ______Details ______

Medications: 4. Have you received physical therapy in the past 12 months? Date Details______

5. Have you been hospitalized in the last 10 years? Date Details______

6. Are you presently, or in the past collecting Social Security Disability or other disability benefits? Date Details______

7. Have you been previously declined for long-term care insurance? Date Carrier and reason(s)______

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww

Tools & Resources to Help Make You Successful in the Long- Term Care Insurance Market

TRAINING —> LTCI Solutions Workshop - Comprehensive, complimentary 2-day session held at AIB —> On-Line Training—web based AIB/third party training, many recorded —> Participation in Partner conferences and other events —> Complimentary web based CE Courses for affiliated producers —> One on One - Stop in the Office or just Call MARKETING MATERIALS —> Newspaper & other Ads —> Topical Articles (great for clients/prospect drip marketing) —> Third Party generic & Carrier Brochures for Individual and Group Marketing —> Cost of Care Surveys —> Fact Finders —> Lead Programs —> Medicaid/Medicare Eligibility Info —> Prospecting Letters—Individual, Group and Strategic Partners —> Tips on establishing alliances with other client advisors (CPA’s, Attorneys, Advisors) —> Selling Concept Pieces —> Seminar Marketing —> Tax Guides —> “Partner Perks” discounted third party resources POWER POINT© PRESENTATIONS —> Individual and Group LTCI Presentations PRODUCER GUIDES —> LTC Planning & Sales Techniques —> Sales Process, Overcoming Objections, etc. —> Accountant’s/Financial Professionals Guides to LTC Planning —> Women’s Guide to LTC Planning STRATEGIC PARTNERSHIPS —> via our “Turn Key LTC” Program—referrals to LTCI Specialists in Your Area

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww

Do Your Clients Sometimes Say “What if I Never Use It?”

Do You Have Clients Who:

 Resist purchasing coverage they feel they may never use?  Do not want to be paying premiums the rest of their lives?  Have been, or are anticipating self-insuring?  Have older LTC policies with minimum benefits?  Have Cash Values in an older life policy?

JOIN OTHER PRODUCERS IN THE RAPIDLY EXPANDING LINKED BENEFITS MARKET!

 A wide variety of carriers available nationally, and in NY  Quality carriers - ‘A’ Rated Or Better!  Company Benefits Comparison Matrix  Quotes ۰ Comparisons ۰ Advice

For The Information, Training & Expertise You Want!

Complete and Fax Back to 518.371.6131 or Call Us At 800.695.8224: Life Linked Benefits – (Option 3) Annuity Linked Benefits (Ext. 109)

Your Name: Your Firm Name: Email Address: Phone: Address:

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww

Long Term Care Insurance Planning Options Overview Advisors Insurance brokers (AIB) – Your “One Stop Shop” for LTC planning solutions

Type of Plan Pros Cons Traditional Premium Dollar vs. Benefit Dollar – offers Rates not guaranteed* most benefit per premium dollar Riders – more plentiful & = flexible Underwriting generally most stringent Inflation benefit – simple, compound or Lack of benefit if LTC not used (unless purchased - often included in plan designs ROP rider is chosen) Partnership Asset Protection Fewer Cash/Indemnity options vs. others Tax incentive availability “Linked Benefit” Can be “once & done” premium Lack of Tax Incentives** Life w/Rider (“Asset Based”) Premiums may be guaranteed Less flexibility in riders vs. LTCI Can offer ROP of all or portion of premium Lack of Partnership Asset Protection Can fund with single premium or multi-pay Using “my money first” for LTC claim Designs generally favor LTC benefit vs. death benefit More Cash/Indemnity options vs. traditional Resolves “use it or lose it” concerns Traditional Life Designs generally favor life insurance death Lack of Tax Incentives** with Rider benefit “leverage” vs. LTC Premiums & death benefit can be guaranteed Lack of Partnership Asset Protection Generally largest death benefit vs. other options Dollars used for LTC/Chronic reduce ultimate life insurance benefit Certain policies can be “third party” owned Need to be aware of “chronic illness”  e.g. by ILIT riders vs. TQ LTC riders More Cash/Indemnity options vs. traditional Resolves “use it or lose it” concerns Annuity with Rider Underwriting may be a bit less stringent Lack of tax incentives** (note: only available Resolves “use it or lose it” concerns Lack of Partnership Asset Protection in some states) Annuity value and/or LTC benefit can grow in Using “my money first” for LTC claim value over time, depending on performance Generally, total LTC benefit limited to 2X or 3X deposit/premium Annuity cash values may reduce each year because of LTC rider charges

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww Linked Benefits Quote/Proposal Request Form (Completion will allow for quicker, more accurate and helpful sales presentations)

PRODUCER INFORMATION:

Name:______Date:______

E-Mail Address:______Fax:______

Date Needed:______□ Please Rush

CLIENT INFORMATION: Name:______State of Residence______

□ Male □ Female DOB:______Approximate Height______Weight______

□ Any form of tobacco usage in the last several years? □ Yes □ No If stopped: Month_____Year_____

Health Info & Medications:______

______

Parent/ sibling death prior to age 60 from cancer or heart disease:  Yes  No Married or Living with Significant Other:  Yes  No

PRODUCT INFORMATION: □ Single Premium Amount $______(non-Qualified only)

□ LTC Daily/Mo. Benefit Amount Desired $______Number of Years:______

OR □ Term □ Universal Life □ Whole Life

□ Recurring Premium Amount $______(or) □ Face Amount $______

□ 1035 Exchange □ Yes (Amount $______) □ No

Any other case information that would be helpful in quoting this case for you:______

______

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww Product Proposal/Illustration Request Form (Fax to 518.371.6131)

Life: Face Amount______Term____ Yrs.? Trad. UL____ Guar. No Lapse UL____ IUL____WL____ Waiver? Y/N Level/Increasing Death Benefit? ______Riders?______

Solve for Value?______1035 Exchange? Y/N If Y, amount? ______LTC/Chronic Rider? Y/N

LTCI: Partnership: Y/N - Daily/Mo. Benefit______Benefit Period:___ Yrs. - Elim. Period 30-90 Days Inflation %, if Desired______or GPO?_____Home Care %______Riders______

Linked Life/Annuity (circle): Single/Annual Premium Amount______1035 Exchange? Y/N LTC Daily/Monthly Benefit Desired______No. Of Years______Inflation? Y/N

DI: Occupation______Specific Duties______Own Business? If so, Classification – Sole Prop_____ S-Corp._____ LLC _____ C-Corp _____ Mon./Ann. Income (after expenses)? $______Monthly DI Benefit Desired $______(or Max) Waiting Period – 60-90-120-180-365-730- _____days Benefit period – 2yrs.-5 yrs.-to Age 65-to Age 67______Disability Coverage (Individual or Group) Inforce? Details______

Annuity: Immediate-SPIA/Deferred (circle) - Desposit Amount? ______Tax Qualified?_____ Deferred: Traditional/Indexed (circle) SPIA: Income Desired? ______Mode: Monthly/Annually (circle) SPIA: Life Only Y/N-Period Certain (# years)_____ Installment Refund Y/N – Survivor Bene.%-100/66/50

Other Product/Rider Requests:

Producer Name: Phone:

Fax: Email:

State of Application: Firm Affiliation:

Client Name: M/F Spouse/Partner Name: M/F

D.O.B. or Age: D.O.B. or Age:

Tobacco Use (last 24 Months): Y/N Tobacco Use (last 24 Months): Y/N

Prescriptions (Dosage/Frequency)? Prescriptions (Dosage/Frequency)?

Health Conditions? Health Conditions?

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww

Safe Money Alternatives… Right for Your Clients…Right for You!

78.2 Million baby boomers will retire over the next two decades, and boomers are living longer. Low CD interest rates and a tumultuous stock market ride in recent years now have consumers listing protection of principal and concern about outliving their assets as their primary concerns.

Fixed and Immediate Income Annuities can address these concerns for your clients!

Do You Have Clients Looking For:

·Guarantee of Principal = Peace of Mind ·Tax Deferred Earnings = Faster Accumulation ·Interest Guarantees = Flexibility, Choice of Interest Rates ·Liquidity = Annual Surrender Charge Free Withdrawals ·Designated Beneficiary = Probate Avoidance- Save Time & Money

WE CAN HELP! TALK TO US ABOUT FIXED DEFERRED ANNUITIES!

If you are Life Insurance Licensed We Can Help You:

 Provide clients with Financial Peace of Mind through Protection of Principal & Guaranteed Income for Life!  Create an additional income stream WHILE focusing on your core business!  Take advantage of a huge marketplace…$5.9 Trillion in bank accounts and CDs

Get started today! Complete and Fax Back This Sheet To Us At 518.371.6131 OR Call 800.695.8224 - Annuity Department (Ext. 109)

Your Name: Your Firm Name: Email Address: Phone: Address:

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww

Turn-Key LTC – Your Streamlined Solution to Complex LTCI Sales

Are You:  Busy with your core line(s) of business?  Too busy to learn all about Long Term Care Insurance (with all the choices out there today)?  Aware of the revenue you’re missing out on? WE CAN HELP! Turn-Key LTC is a service that was created for insurance agents, financial planners, estate planning attorneys, CPAs and investment firms. The service acts as a partnership between you and an LTC planning specialist from AIB. As a company comprised of experienced professionals with niche expertise in LTC planning and LTC insurance in ALL its forms, AIB is often able to cultivate invaluable partnership programs between our experienced agents and other busy financial professionals. Partnering with one of our LTCi specialists is typically done on a split or shared commission basis. What Can Turn Key LTC Do For You? · Provide you with an additional income stream without the additional workload. · Protect you from the liability of not providing clients with the proper LTCI coverage. · Save you the time and money required to stay up to date on the endless changes in LTCI products and laws · Allow you to remain focused on your core business and strengths without re-training or working beyond your expertise. · Give you access to your own “LTCI expert” who handles client education, product design, and administration. · Increase the value of your existing service(s). GET STARTED TODAY! FOR INFORMATION FAX BACK TO: 518.688.8139—Attn: Bob Vandy

Your Name:______Title: ______

Firm Name:______Phone: ______

Address:______Email: ______

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww “Who’s Who?” at Advisors Insurance Brokers

Kevin Johnson x101 Peter Kelly x117 Bob Vandy x105 Chief Executive Officer Chief Operating Officer President [email protected] Brokerage Underwriter Marketing/Business [email protected] Development/Training [email protected] Brian Johnson x154 Gary Clair x114 David Michalski x100 Director of Business Vice President - Life, Life & Linked Benefit Development & DI, Annuity Sales Solutions Association Marketing Quotes & Case Design [email protected] [email protected] [email protected]

Melissa Frasier x115 Jennifer Brown x126 Jeannie Knapp x136 LTC Brokerage Director LTC & Linked Benefit Medicare & LTC Sales [email protected] Sales Solutions Solutions [email protected] [email protected]

Desi Lyons x145 Jill O’Connor x112 Stephanie Miller x116 Life and Disability New Director of Finance Commissions/ Business Coordinator [email protected] Accounting [email protected] [email protected]

Stephanie Baker x120 Rich Altier x129 Lauren Schechter x102 New Business Supervisor Licensing/Contracting Receptionist/New [email protected] Director Business Support [email protected] [email protected]

Kevin Harkins x113 Joseph Maru x109 Don Baurle x132 Life & Disability Annuity Sales Manager Disability Sales Director Coordinator [email protected] [email protected] [email protected]

Tara Beaugy x134 Laurie Warner x156 Jim Gedney x108 Life & Disability New Communications Advanced Marketing Business Coordinator Sales [email protected] [email protected] [email protected]

Janelle Clink Rob Ritter x122 Peter Bifarella 607-723-8287 Regional Sales Director Regional Sales Director – Director of Bus. Develop – Voluntary/Worksite WNY [email protected] Benefits (585) 356-2779 [email protected] [email protected]

Have You Met our New Regional Sales Directors?!

Kieran McKenna - Regional Sales Director (RSD) - Focus on LTC Planning Solutions - Serving New England

Kieran McKenna, of Weston, VT has joined Advisors Insurance Brokers (AIB) as a Regional Sales Director (RSD), serving the New England territory, and specializing in ALL LTC planning solutions. Kieran has a great deal of experience in LTC planning, AND with agents and advisors. Prior to joining AIB, Kieran had his own practice helping clients plan for Long-Term or Extended Care, and was a Sales VP with a national wholesaling firm. Previously, he was a Regional LTC Product Specialist, Wholesaler & Regional V.P. with GE and Genworth LTC and John Hancock LTC. Kieran can be reached at [email protected], at 802.824.6808 (O) or at 802.417.7101 (C).

Rob Ritter – Regional Sales Director (RSD) – Focus on Voluntary & Worksite Benefits Solutions – Serving all of NY

Rob Ritter, of Ballston Lake, NY, has been in the insurance industry for 8 years, all of which has been spent in workplace insurance benefits and employee benefits communication. Rob started his insurance career as an agency sales representative and within 13 months rose to the level of District General Agent. Rob was also with Allstate Benefits as the Regional Sales Manager for Northeastern New York. Rob has enrolled over 5,000 employees at the worksite and implemented voluntary benefit plans for over 300 business clients. He has sold voluntary benefits at the worksite direct to business, through associations, insurance brokers and enrollment firms. Rob can be reached at [email protected] or at (O) 518.688.8122.

Peter (Biff) Bifarella – Regional Sales Director (RSD) – All Lines – Serving Western and Central NY

Peter L. Bifarella joined AIB in April of 2018, having been highly involved in our industry for over three decades. He has been active in estate & retirement planning for high net worth individuals, corporate pension plans, employee benefits, business continuation planning and charitable planning. He was the founder of Multi-Financial Consulting Corp., and has been a V.P. & Branch Manager in the banking indisutry. He holds the Registered Financial Consultant (RFC®) & LUTCF (Life Underwriter Training Council Fellow®) professional designations. Biff can be reached at [email protected] or (C) 585-356-2779.

11 Executive Park Drive, Clifton Park, NY 12065 518-371-5522 | toll-free: 800-695-8224 fax: 518-371-6131 www.AdvisorsIB.com ww

Announcing The Advisors Insurance Brokers (NY/NLTCB) 2018 Referral Rewards Producer Referral Program

How does it work?

1. Refer a producer you know to us for their fixed insurance business

2. That producer completes our Contracting paperwork to become appointed with us

3. YOU get a $25 Gift Card

4. That referred producer writes his or her first case with us

5. YOU get an additional $50 gift card

You can refer as many producers as you’d like!

Got a referral?

Contact Melissa Frasier at: 800.695.8224 x115 or via email at [email protected] She will make a note on our system & make sure you receive your gift cards once the referral is contracted, and writes his/her first case.

THANK YOU for your ongoing loyalty…and your business!

NY National - Long-Term Care Brokers, Ltd. BROKER PROFILE

Thank You, for your interest in our General Agency. We protect our Agents Personal and Business Information and Never Share Information with anyone other than our Insurance Carriers.

Please Complete the below information and FAX this form back to 518-688-8139 Attn: Rich Altier our Licensing and Contracting Director.

If you need help or have any questions, Please Call Rich at 518-688-8129 or 1-800-695-8224. Thank You; We Hope We Can Begin a Long and Profitable Relationship.

Sincerely, 'Bob- Vcrt4 CLU, ChFC, LUTCF, CLTC - President Advisors Insurance Brokers (a.k.a. New York/National Long Term Care Brokers) Direct Dial: 518.688.8105 - Toll Free: 800.695.8224 x105 - Fax: 518.688.8139 11 Executive Park Drive - Clifton Park, NY 12065

Date 4

Name 4

Agency Name 4

Mailing Address 4

Work Phone # 4

Cell & Fax Phone # 4

Best Way to Contact you 4 SS # 4

DOB 4

EMAIL: 4 Commissions are Paid to? 4

Have you completed a New Business application? 4 Your Clients Name, Resident State, Company, Product 4 Remarks 4

Our Policy is Taking Care of You Long-Term Care I Life I Disability I Annuities I Medicare I Benefits

Affiliate Conpaiyf 4.VF10NAL LONG-TKRM CARE BROI(EILU). N NE\\ \ORI j

Attach Supporting Documents or Additonal Pages

PLEASE SIGN IN THE CENTER OF THE BOX BELOW Do Not Go Outside the Lines

PRODUCERIDXXX Attach a copy of your check if using a checking account or a deposit slip for a savings account.

Form W-9 Request for Taxpayer Give Form to the (Rev. January 2011) requester. Do not Department of the Treasury Identification Number and Certification send to the IRS. Internal Revenue Service Name (as shown on your income tax return)

Business name/disregarded entity name, if different from above

Check appropriate box for federal tax classification (required): Individual/sole proprietor C Corporation S Corporation Partnership Trust/estate

Exempt payee Limited liability company. Enter the tax classification (C=C corporation, S=S corporation, P=partnership) ▶

Other (see instructions) ▶ Print or type Address (number, street, and apt. or suite no.) Requester’s name and address (optional)

City, state, and ZIP code See Specific Instructions on page 2. List account number(s) here (optional)

Part I Taxpayer Identification Number (TIN) Enter your TIN in the appropriate box. The TIN provided must match the name given on the “Name” line Social security number to avoid backup withholding. For individuals, this is your social security number (SSN). However, for a resident alien, sole proprietor, or disregarded entity, see the Part I instructions on page 3. For other – – entities, it is your employer identification number (EIN). If you do not have a number, see How to get a TIN on page 3. Note. If the account is in more than one name, see the chart on page 4 for guidelines on whose Employer identification number number to enter. – Part II Certification Under penalties of perjury, I certify that: 1. The number shown on this form is my correct taxpayer identification number (or I am waiting for a number to be issued to me), and 2. I am not subject to backup withholding because: (a) I am exempt from backup withholding, or (b) I have not been notified by the Internal Revenue Service (IRS) that I am subject to backup withholding as a result of a failure to report all interest or dividends, or (c) the IRS has notified me that I am no longer subject to backup withholding, and 3. I am a U.S. citizen or other U.S. person (defined below). Certification instructions. You must cross out item 2 above if you have been notified by the IRS that you are currently subject to backup withholding because you have failed to report all interest and dividends on your tax return. For real estate transactions, item 2 does not apply. For mortgage interest paid, acquisition or abandonment of secured property, cancellation of debt, contributions to an individual retirement arrangement (IRA), and generally, payments other than interest and dividends, you are not required to sign the certification, but you must provide your correct TIN. See the instructions on page 4.

Sign Signature of Here U.S. person ▶ Date ▶ General Instructions Note. If a requester gives you a form other than Form W-9 to request your TIN, you must use the requester’s form if it is substantially similar Section references are to the Internal Revenue Code unless otherwise to this Form W-9. noted. Definition of a U.S. person. For federal tax purposes, you are Purpose of Form considered a U.S. person if you are: A person who is required to file an information return with the IRS must • An individual who is a U.S. citizen or U.S. resident alien, obtain your correct taxpayer identification number (TIN) to report, for • A partnership, corporation, company, or association created or example, income paid to you, real estate transactions, mortgage interest organized in the United States or under the laws of the United States, you paid, acquisition or abandonment of secured property, cancellation • An estate (other than a foreign estate), or of debt, or contributions you made to an IRA. • A domestic trust (as defined in Regulations section 301.7701-7). Use Form W-9 only if you are a U.S. person (including a resident alien), to provide your correct TIN to the person requesting it (the Special rules for partnerships. Partnerships that conduct a trade or requester) and, when applicable, to: business in the United States are generally required to pay a withholding tax on any foreign partners’ share of income from such business. 1. Certify that the TIN you are giving is correct (or you are waiting for a Further, in certain cases where a Form W-9 has not been received, a number to be issued), partnership is required to presume that a partner is a foreign person, 2. Certify that you are not subject to backup withholding, or and pay the withholding tax. Therefore, if you are a U.S. person that is a 3. Claim exemption from backup withholding if you are a U.S. exempt partner in a partnership conducting a trade or business in the United payee. If applicable, you are also certifying that as a U.S. person, your States, provide Form W-9 to the partnership to establish your U.S. allocable share of any partnership income from a U.S. trade or business status and avoid withholding on your share of partnership income. is not subject to the withholding tax on foreign partners’ share of effectively connected income. Cat. No. 10231X Form W-9 (Rev. 1-2011)