IntroducingIntroducing Phoenix Personal Retirement Choice

Sales Approach

Mark FitzgeraldNational Sales Manager

For Internal Use Only. Not for distribution to the public as sales literature.

Concerns in RetirementConcerns in Retirement

With new possibilities come certain challenges

> Longevity - outliving savings

p g

Longevity outliving savings

> Health care - rising and unforeseen costs

> Inflation - declining purchasing power

> Investment - unpredictable portfolio p pperformance

> Lifestyle - maintaining current lifestyle

For Internal Use Only. Not for distribution to the public as sales literature.

Planning Needs In RetirementPlanning Needs In Retirement

ACCUMULATION INCOMEACCUMULATION INCOME

FAMILY CARE

For Internal Use Only. Not for distribution to the public as sales literature.

The Evolution of Our Annuity PortfolioPortfolio

INCOME FAMILY CAREINCOME CARE

PersonalIncome

PersonalProtection

IndexSelect Gold

Annuity ChoiceBonus&

ReflectionsGold

Bonus

For Internal Use Only. Not for distribution to the public as sales literature.

Current Must-have FeaturesCurrent Must-have Features2013 Phoenix Survey Results

What client needs do you feel are dictating the ‘must have’ features for today’s annuities?

Need to address multiple needs with one product 24%

Need for guaranteed income in retirement 62%Need for guaranteed income in retirement 62%

Need to maximize their nest egg through accumulation products

10%

Need for inflation adjusted income 5%

For Internal Use Only. Not for distribution to the public as sales literature.

Where the Market is GoingWhere the Market is Going2013 Phoenix Survey Results

If you had the opportunity to help design a new annuity, which feature and/or rider would you most like

to add to annuity products on the market today?to add to annuity products on the market today?

Accumulation features 33%

Income guarantees 28%

Chronic care benefits 24%

Death benefit protection 4%

Other combination features (i.e., 11%supplemental medical funding or final expense funding)

For Internal Use Only. Not for distribution to the public as sales literature.

Needs in the MarketplaceNeeds in the Marketplace

Nearly 70% of indexed annuity sales were bonus products*

71% f ll i d d it l i l d d71% of all indexed annuity sales included an optional Guaranteed Lifetime Withdrawal Benefit when available**Benefit when available

For Internal Use Only. Not for distribution to the public as sales literature.

Sources: *Wink’s Sales and Market Report , 3rd Quarter 2013; LooktoWink.com**Indexed Annuity GLWB Elections Survey, 3rd Quarter 2013; Secure Retirement Institute

Our Annuity Portfolio TodayOur Annuity Portfolio Today

ACCUMULATION INCOME FAMILY CAREINCOME FAMILY

Personal Retirement

PersonalIncome

PersonalProtection

IndexSelect Gold

Choice Annuity ChoiceBonus&

ReflectionsGold

For Internal Use Only. Not for distribution to the public as sales literature.

Bonus

IntroducingPhoenix Personal Retirement ChoicePhoenix Personal Retirement Choice

ISSUE AGES: 0 80 PREMIUM: $15 000 $1 000 000ISSUE AGES: 0-80 PREMIUM: $15,000 - $1,000,000

ACCUMULATION FEATURES:

> 8% - 15% up-front premium bonus

> 5 Indexed Accounts harness market upside

> Fixed Account

INCOME OPTION:

> Optional Guaranteed Lifetime Income Benefit• Provides 8% simple interest roll-ups for first 12 years• Option to restart roll-up for another 12 years (no less than 3%)p p y ( )

Approved States & VariationsApproved States & Variations

AL, AZ, AR, CO, DC, GA, HI, ID, KS, LA, MA, MI, NE, NM, ND, SC, SD,

TN, VT, WI, WV, WY

DE, IN, KY, MS, MT, NV, OK, UT

FL ( 65+)

AK, MO, NC, OR, VA, WA, , , ,

FL (ages 64 and under) FL (ages 65+)

Premium Bonus15% with Income Benefit

12% without8% 8%

Income Benefit 8% simple roll-up for 12 years

8% simple roll-up for12 years

Enhanced ABA payout factors

8% simple roll-up for 12 yearsEnhanced ABA payout factorspayout factors payout factors

Surrender Charge Period 12 years 10 years 10 years

Free Withdrawal 7% 7% 10%Free Withdrawal Amount 7% 7% 10%

Choice of Indexed AccountsChoice of Indexed Accounts

5 POINT-TO-POINT CREDITING STRATEGIES

> Monthly with Cap (one year segment)

> One Year with Cap> One Year with Cap

> Two Year with Cap

> One Year with Participation Rate> One Year with Participation Rate

> Two Year with Participation Rate

Income ExampleIncome Example

Anthony HolmesAnthony Holmes

Age 60

Premium $100,000

Goals:• Accumulate funds for

retirement• Secure income stream for life

Anthony purchases Phoenix Personal Retirement Choice with Guaranteed Lifetime Income BenefitChoice with Guaranteed Lifetime Income Benefit

Income ExampleIncome Example

Assumptions:Assumptions:• Age at rider exercise: 72• Withdrawals: none prior to

rider exercise; only annual Income Benefit after

Results:Results:Annual Income Benefit:

$12 284 for life*$12,284 for life

That’s 12.3% of Anthony’s investmentThat s 12.3% of Anthony s investment every year for life!

*Lifetime annual Income Benefit if withdrawals begin after the 12th contract anniversary. Benefit remains constant for duration of contract.

Income ExampleIncome ExampleAt Age 95$294,816Over 24 years, Anthony receives

l 3 ti hi i i i

VALUES AT YEAR 12 $225,400

nearly 3 times his premium in income

$151,484At Age 85$171,976

$97,170

Total

Premium$100,000

At Age 75

Minimum Guaranteed Accumulation Value Benefit Base Cumulative Income

Total Guaranteed

Value*$79,871

g$49,136

( t t d)Accumulation Value*(assumes 0% growth)

(not guaranteed) (not available for withdrawal)

This hypothetical example assumes historical performance of the S&P 500 (2004-2013, with 2004 and 205 performance repeated for contract years 11 and 12), with a 100% allocation to the One-Year Point-to-Point with Participation Rate indexed account.*The Minimum Guaranteed Accumulation Value is the minimum accumulation value provided under the contract. During the surrender period, surrender charges, MVA and repayment of non-vested premium bonus would apply to MGAV, but would never reduce the amount below the TGV.

Telling the StoryTelling the Story

For Internal Use Only. Not for distribution to the public as sales literature.

Marketing ToolsMarketing Tools

Ph i P t C tPhoenix PartnerCenter

Phoenix Personal Retirement Choice Client Brochure and Product Summary

IllustrationsIllustrations

Phoenix Annuities: A Full-spectrum PortfolioA Full-spectrum Portfolio

ACCUMULATION INCOME FAMILY CAREACCUMULATION INCOME FAMILY CARE

Personal Retirement

PersonalIncome

PersonalProtection

IndexSelect Gold

Choice Annuity ChoiceBonus

For Internal Use Only. Not for distribution to the public as sales literature.

Questions?Q