Sales Pitches_PlayBook_March

Sales Pitches for Need Based Selling This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 1 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.

PURPOSE OF THIS DOCUMENT To provide a glimpse of the best selling products, their key features, fabing ideas, and related sales pitches To acquaint the learners with various sales pitches that can be used in different situations for different customer personas Effort to develop an understanding of presenting insurance solutions to the prospect according to their need Let’s Go Ahead This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 2

Table of Contents This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 3

PRODUCT SNAPSHOT Life Option Premium Paying Min. PPT Max. PPT Min. PT Max. PT Entry Age Entry Age Max. Term Min. Max.. Maturity Age Limited Pay 5 Benefit Option 67 or 100 Term minus 1 10 – Current 18 Regular Pay Single Pay 10 Same as Benefit age 65 85 or 100 Option Term Single Pay Life Plus Option Premium Paying Term Min. PPT Max. PPT Min. PT Max. PT Entry Age Entry Age Max. Min. Max.. Maturity Age Single Pay Single Pay 10 Regular Pay 10 40 10 40 Limited Pay 5 (Subject to 10 12 10 max 18 65 85 or 100 15 maturity age 100) 15 Term Benefit with Accelerated Terminal Illness (T&TI) (Available in Life and Life Plus option only) Premium Paying Term Min. PPT Max. PPT Min. PT Max. PT Entry Age Entry Age Max. Min. Max.. Maturity Age Same as Same as base plan Same as base plan Same as base 18 65 85 or 100 (Whole Life base plan Option not available) Life Income Option Premium Paying Term Min. PPT Max. PPT Min. PT Max. PT Entry Age Entry Age Min. and Min. Max.. Max. Maturity Age Limited Pay 5 20 70 30 50 70 and 100 10 Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 4

PRODUCT KEY FEATURES Life Income Income start age – 55,60 and 65 yrs Option Income Rate – 0.01% to 0.15% of the Base Sum assured per month in increments of 0.01% PPT – 5 & 10 yrs Payor Accelerator Benefit – 50% SA paid on terminal Illness Comprehensive Riders – ADB / ATPD / CI / HCB Life Option Payor Accelerator Benefit – 50% base SA and 100% T&TI Rider SA paid on terminal Illness Multiple PPT/ Term options Systematic cover increase option (Life Stage Option) Comprehensive Riders – ADB / ATPD / CI / HCB No maturity Benefit Life Plus Option Term Plan with Return of Premium (105% of base premiums and 100% of T&TI Rider Premiums paid excl. loading & discount) Payor Accelerator Benefit – 50% base SA and 100% T&TI Rider SA paid on terminal Illness Flexible PPT/ Term options (PPT – Regular, 5, 10,12 and SP, PT – 10 to 40 Systematic cover increase option (Life Stage Option) Comprehensive Riders – ADB / ATPD / CI / HCB *Min Maturity age is 70 Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 5

PRODUCT FABING FEATURES Benefits (How the Customer benefits) Life Option Life Plus Option Life Option Life Income Option Term Benefit with Accelerated • Large sum assured for whole of life. Terminal Illness (T&TI) Rider Protection plan to secure the family financially. Advantage (Product USP) Life Plus Option Life Option – Pure Protection plan with multiple payment term • Get 105% of premiums paid as Return of Premium in case of survival on Life Plus Option – Return of 105% Maturity to compensate your GST. Get of paid premium on survival of coverage up to maximum 40 years or till Policy Term age 100 as earliest Life Income Option – Fixed short Life Income Option pay term of 5/10; Policy term 20 to 70 years subject to max 100 • Get a regular stream of non-taxable age income (0.01% to 0.15% of SA) from age 55/60/65 • A large life insurance cover typical of a term plan • A term plan now with regular income stream from say age 55 and get income till 95 T&TI Rider (Life & Life Plus options) • 100% Rider sum assured paid on death or on diagnosis of Terminal Illness Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 6

LIFE OPTION FIRST JOBBERS / SINGLE / MILLENIAL Hi, I am 24 Years old, just out from the college. I’m single, with no liabilities. As this is my first job and given my initial salary, I don’t have much disposable income. Why should I buy a Term Plan? Sir, buying a Term Plan now will cater to your protection needs arising in the future due to increased responsibilities. As you are young, the premium at your age will be less compared to the premium at later age. At your young age, a ₹ 1 Cr SRS term plan – Life option with Term Benefit with Accelerated Terminal Illness (T&TI) Rider taken for a Policy Term till 85 years of age will cost you ₹ 25,789 for a 15 year Premium Payment Term whereas premium for a 30 year old customer will cost ₹ 32,408. You can see the difference for yourself. T&TI Rider ensures financial protection on diagnosis of Terminal Illness and death. You can benefit from the low premium cost at your young age. Later, you can even increase your life cover under the Life Stage Protection Option available. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 7

LIFE OPTION BUSINESSMAN Hi, I am a 50 year old businessman. Annual turnover from my business is ₹ 3 crores. Now, my sons have also involved themselves in business matters. I have movable and immovable property worth crores. My family will not face any financial trouble when I am not there. Sir, our term plan Sampoorna Raksha Supreme offers a life cover upto 100 years of age. E.g. If you take a Sum Assured of ₹ 3 crore with coverage till age 100, you will have to pay a premium of ₹ 5,18,300 p.a. for 10 years. An asset of ₹ 3 Cr will be created on day 1. In case of any unfortunate event, the nominee will get the full Sum Assured. The policy claim amount will serve the purpose of passing on legacy to the next generation. Term Plan insurance cover taken till age 100 will leave a tax-free inheritance. You can also designate the policy to one of your legal heirs while distributing the assets. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 8

LIFE OPTION INDEPENDENT WOMAN Hi, I am an independent woman. Neither I am dependent on anyone nor do I have any dependents. Who shall I buy the term plan for? Madam, since you are an independent working woman, that makes you the only earning source for yourself. Apart from death, our term plan also offers coverage against Disability, Disease, and Hospitalization expenses. You can cover yourself financially from loss of income caused due to disability and disease by attaching riders to your policy. On happening of the rider event such as accidental disability or critical illness, one has the option to take the rider benefits as a lump sum or as an income for a period of 1 to 10 years or a combination of both. Our HospiCare Benefit rider will cover the hospitalization expenses by paying fixed payout as lump sum. Hence, you will be financially protected from the loss of income arising from uncertainties. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 9

LIFE PLUS OPTION BUSINESSMAN Hi, I am a 40 year old businessman. As per my awareness, Term Plan will offer death benefit only on death during the policy term. Premiums paid in term plan will go waste in case I survive the Policy Term. Sir, our Life Plus option in Sampoorna Raksha Supreme will return 105% of the total premiums paid on survival E.g. For a risk cover of ₹ 2 crore, you will have to pay a total premium of ₹ 15,14,000 in 10 years for a policy term of 40 years. On Survival, you will get ₹ 15,52,260. Since the premium returned is more than what is paid, you will also get back the amount paid as GST. Also, term plan is a necessity in today’s scenario as it protects our loved ones against unforeseen circumstances. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 10

LIFE PLUS OPTION PROFESSIONALS Hi, I am a lawyer. I earn well and have got sufficient savings for my family. Why should I pay premiums in a Term Plan? Sir, Life insurance policies run on uncertainties. You may be earning well now and able to create a decent savings for your family. Paying a premium for life insurance may seem to be an added financial burden, but it can protect your savings from getting exhausted in your absence. You can get a higher risk cover for a long term at an affordable premium. Our Life Plus option of Sampoorna Raksha Supreme term plan can provide you a risk cover for 40 years and on survival of the policy term, 105% of the total premiums paid by you will be returned. Your premiums paid will not go waste under any condition. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 11

LIFE PLUS OPTION SPIRITED SENIORS Hi, I am going to retire in few years. My children are earning. I have sufficient savings for their marriage. Why do I need to buy a term plan now? Sir, it is nice to know that your children are financially independent and that you have planned savings for their marriage. You can buy term plan to create a legacy. Our term plan will cover you till 100 years of age. The death benefit will be paid to the nominee(s). You can add upto three nominees in your policy. The option that I am suggesting you is the Life Plus option under which 105% of total premiums paid by you will be returned on survival of the policy term. You can also add our comprehensive health riders – CrtiCare Plus Benefit to financially protect you against 40 critical illnesses and HospiCare Benefit which will reimburse your hospitalization expenses. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 12

LIFE INCOME OPTION FAMILY MAN - SALARIED Hi, I am a 42 year old married man with dependent children. I Want to buy a term plan for the financial security of my family so that they should not feel the burden of liabilities in case of my untimely death, and I also want to secure my post retirement years. Sir, our Sampoorna Raksha Supreme – Life Income option will not only provide you the benefits of term plan but also of endowment in the form of survival benefits that will start during the policy term itself. E.g. For a Sum Assured of Rs. 2 crores, you will pay a premium of ₹ 3,21,596 for a PPT of 10 years and a policy term till age 100. If you choose the income start age as 60 and monthly income percentage age as 0.10% of Sum Assured, then on reaching age 60, you will start receiving a monthly income of ₹ 20,000 every month (Rs. 2.40 lacs p.a.) till 100 years of age. In case something happens to you before the start of income, the nominee will get ₹ 2 crores and on death during the Income Period, nominee will receive the Sum Assured of ₹ 2 crore less all incomes paid out. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 13

LIFE INCOME OPTION SINGLE PARENT Hi, I am a 35 year old working woman and a single mother. I Want to ensure that my son does not have to be financially dependent on anyone and similarly I should not be dependent on him when he becomes independent. Madam, a risk cover in our Life Income option will provide financial security to your son in your absence. Addressing your other need of financial independence, you will start getting a Guaranteed monthly tax-free income from the age of 55. You can choose a Sum Assured of ₹ 2 crores and pay a premium amount of ₹ 2,62,305 per annum for a PPT of 10 years and a policy term till age 100. You can decide the monthly income as 0.15% of base policy Sum Assured which will amount to ₹ 30,000. In case something happens to you before your income starts, your son will get ₹ 2 crores. Once you reach age 55, a monthly income of ₹ 30000 (₹ 3.60 lacs p.a.) will be credited tax-free to your account till age 100. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 14

LIFE INCOME OPTION INFLUENCERS Hi, I am 29 years old. I run a channel on YouTube. My average monthly income is ₹ 1.5 lakhs and growing. I save most of my earnings. I am hoping to create a good corpus in few years from my investments. How can a term plan be useful for me? Sir, it is good to see that at a young age you are running your channel successfully on social media and your income is also increasing. Life Income option of our term plan is not like a conventional term plan where only death benefit will be paid. It guarantees a monthly tax-free income to the Life Assured for the golden years of life. You can choose your income start age as 55, 60, or 65 years and monthly income percentage from 0.01% to 0.15% of the base policy Sum Assured according to your need. Hence, you will be able to create an assured source of monthly income that will be paid for lifetime. In case of death before the start of income, the base policy sum assured will be paid to the nominee and on death after the start of income term, nominee will get the sum assured less survival benefits paid to the Life Assured. This option will provide you a lifetime income security along with the benefits of term plan. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 15

PRODUCT SNAPSHOT Eligibility Criteria Option 1 Option 2 Plan Option Regular Income Regular Income with an inbuilt (Option can be chosen only at the Critical Illness benefit inception of the Policy) Min Entry Age 1 year (subject to a minimum 18 years maturity age of 18 years) Max Entry Age 60 years 60 years Min Age at Maturity 23 years Max Age at Maturity 18 years 70 years Premium Payment Term (PPT)/ 77 years Regular Pay: 5 and 10 years only Policy Term (PT) Single Pay: 5 years only Income Period Limited Pay 5 to 12 years: 6 to 17 Income Mode (PPT + 1 to 5 years) Coverage Regular Pay: 5 to 12 years Min Premium 20 to 45 years (in multiples of 5 30 years for 5 pay and 25 years Max Premium years). The Policy Term + Income for 10 pay period is within the range of 25 years to 50 years Annual & Monthly Single Life & Joint Life (Joint Life for Single Pay option only) Single Pay - Rs. 5,000 Limited Pay /Regular Pay – Rs. 24,000 p.a. No Limit, subject to the Board Approved Underwriting Policy (BAUP) Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 16

PRODUCT KEY FEATURES Regular • Flexibility to choose, PPT, PT & Income Term Income • Long Term Guaranteed Tax Free Income for a period of 20 to 45 years • Return of Premium at the end of Income Term • Large Premium Income Booster • Commutation option during Income Period • Life Cover during the Policy Term • Tax benefits under Section 80C and 10(10D), as per applicable tax laws • Coverage against 40 Critical Illnesses Regular Income • Waiver of future premiums on diagnosis of CI during the Policy Term with an inbuilt • Income starts early during the Policy Term on diagnosis Critical Illness of CI benefit • Return of Premium at the end of Income Term • Life Cover during the Policy Term • Tax benefits under Section 80C and 10(10D), as per applicable tax laws Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 17

PRODUCT FABING FEATURES Benefits (How the Customer benefits) Regular Income Regular Income with Critical Illness • A financial solution which provides benefit guaranteed Tax-free Income which will help to achieve all your financial Advantage (Product USP) goals like child's education / marriage expenses, retirement income, etc. • Regular Income to Commence post Policy Term completion • A solution with long term guarantee for a parallel second income or a • Critical Illness for waiver of Retirement income planning, offering premium and preponement you peace of mind. of income period • A plan that gives you peace of mind and helps your dream and aspirations come true. Enhance your life cover by attaching additional benefit. • Guaranteed annual income payable from the end of policy term following diagnosis of the covered major critical illnesses with Return of Premium at the end of the Income Benefit Term. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 18

REGULAR INCOME FIRST JOBBERS / SINGLE / MILLENIAL Hi, I am single with no dependents and liabilities. I am investing in other financial instruments. What will I gain by investing in Fortune Guarantee Plus? Sir, for single persons like you, this plan will provide multiple benefits such as: ✓ Second source of income – As the income period is from 20 to 45 years, investing in FGP will create an alternate source of income which you can utilize in any way. ✓ Tax Planning – You can get tax exemption on Premium payment and also the Maturity benefit is absolutely tax free. ✓ As insurance is a disciplined form of investment, buying this plan will help you achieve your financial goals at different stages in life. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 19

REGULAR INCOME FAMILY MAN Hi, I am a family man. I want an additional source of income to meet rising expenditures. I also wish to create a corpus for my retirement. Sir, our Fortune Guarantee Plus plan is designed to meet the financial needs for a long term. It is an Additional source of income which will lighten the burden of increasing expenses. Investing in this plan will give you: ✓ Guaranteed, tax-free, regular income which you can receive either monthly or annually for a chosen income period of 20 to 45 years. ✓ Attractive Guaranteed Returns will help you plan for higher education of your children. ✓ Opting the Regular Income with CI benefit option will ensure Income Security on diagnosis of 40 critical illnesses plus all future premiums will be waived off. ✓ All the premiums paid by you will be returned at the end of the Income Term leaving you with a corpus for your golden years. ✓ In case of death during the income term, income for the remaining period will be paid to the nominee with return of premium at the end of income period. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 20

REGULAR INCOME BUSINESSMAN Hi, I am a businessman. I have good earnings from my business. I have investments in equity, mutual funds, and in bank FDs. All my investments are giving good returns. What extra benefit will I get by investing in a Guaranteed Plan? Sir, it’s worth appreciating that you have profitable investments. Equity investment can offer you higher returns but subject to market risks. FD rates were around 9.50% in 2001. Now, they are at 5.50% and decreasing every year. Our FG Plus offers an attractive IRR and it is more than 6% for higher premiums. Plus, maximum investment period in FD is 10 years. We don’t know what will be the interest rates 10 years from now. This is called Reinvestment Risk, which is not present in our plan because the payout rates throughout the income period of 20 to 45 years are guaranteed at inception. Hence, you can lock rates of future Guaranteed Income in the present. Unlike FD, all the benefits are tax free. Guaranteed Income will ensure that an uninterrupted income will keep on flowing even in unpredictable situations like outbreak of Covid 19, because of which businesses suffered losses. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 21

REGULAR INCOME – PPT 10 / PT 10 / IT 30 INFLUENCERS Hi, I am an Instagram star. I have huge number of followers. I do marketing for companies, and it earns me a good sum of money that increases during every festive season. Sir, it is good to see that your marketing videos influence many people which make them follow you on Instagram. Sir, you have mentioned that your income is variable and depends upon the viewership. Would you agree if I say that irrespective of the amount of earnings, one should have a fixed source of income as well that would pay a guaranteed income for a long time so that the future is secured financially. If you start today at your present age of 32 with a regular premium of ₹ 4,00,000 p.a. to be paid for 10 years for a chosen Income Term of 30 years, you will get a guaranteed fixed amount of ₹ 3,63,480 every year. You will also get back your total premium of Rs. 40,00,000 along with the last income payout. Total Guaranteed Benefit received by you will be ₹ 1,49,04,400. Investing in FGP will guarantee you a future income that will be fixed under all circumstances. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 22

REGULAR INCOME with CI BENEFIT SPIRITED SENIORS Hi, I am going to retire in few years. Why do I need to buy a savings plan now? Sir, there is no age for investment. FGP – Regular Income with CI Benefit option will provide you with the benefits that you cannot ignore. E.g. If you pay premiums for 10 years, you will get a Guaranteed income for 25 years post policy term, which you can receive either monthly or annually. With the 25th Income Payout, you will get all your premiums paid back as a lump sum which will help in creating legacy for your grand children. The inbuilt CI benefit feature of this plan will pay you a continuous income on diagnosis of critical illness. The income will be guaranteed at inception and will start early during the policy term. Not only this, all future premiums will also be waived off. You can secure and enjoy your post retirement years without any financial worries. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 23

REGULAR INCOME with CI BENEFIT PROFESSIONALS Hi, I am a Chartered Accountant. I need a feature rich guaranteed plan. Sir, FGP – Regular Income with Critical Illness benefit plan comes with a gamut of benefits which will help you in: ✓ Financial planning for important milestones in life with a Long Income term for 25 or 30 years. ✓ Guaranteed and continuous tax-free income will help in maintaining Economic Stability even during times of uncertainty. ✓ Return of Total Premiums paid will ensure corpus creation. ✓ The CI benefit will provide you financial protection against 40 critical illnesses with the income starting early during policy term and waiver of future premiums. ✓ The Guaranteed future income rates are immune to downfall in interest rates and reinvestment risk of FDs. ✓ A guaranteed life cover available throughout the policy term will keep your loved ones financially secured in your absence. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 24

REGULAR INCOME with CI BENEFIT SINGLE PARENT Hi, I am a single mother. I am shouldering all the responsibilities of my two kids. Buying this plan will only increase my expenses as I’d have to pay premiums every year. Madam, an investment made today will secure your as well as the future of your kids. The plan has some unique benefits such as: ✓ Protection against loss of Income due to illness under our Critical Illness benefit option offering protection against 40 critical diseases and waiver of premium on diagnosis. ✓ As the income will be paid for a long period of 25 or 30 years, it will function as an alternate source of income to meet rising expenditures. ✓ Creating corpus for children with Return of Premium at the end of income term. You can choose a premium payment term of either 5 years or 10 years according to your convenience. E.g. At your age of 36 years, a premium of ₹ 3,00,00 p.a paid for 5 years will fetch you a guaranteed income of ₹ 95,520 p.a. for 30 years. On a total premium paid of ₹ 15 Lakh, you will receive a total guaranteed benefit of ₹ 43,65,600 absolutely tax-free. In case something happens to you during the income term, Back to Index the nominee will continue receiving the income for remaining years and the premiums paid will also be returned. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 25

REGULAR INCOME with CI BENEFIT INDEPENDENT WOMAN Hi, I am an independent woman. I do make investments for my old age, predominantly in stocks and mutual funds. What unique benefits will I get by investing in an insurance savings plan? Madam, Since you are an independent working woman and can take the financial decisions on your own, this plan offers the benefits that you cannot ignore: ✓ Guaranteed long term source of alternate income which you can receive for as long as 30 years on a policy term of 5 years and 25 years on a 10 years policy term. The income is fixed and immune from the market volatility. ✓ Protection against income loss due to critical illness is a unique feature of this plan which will waive off all future due premiums on diagnosis of critical illness from a list of 40 diseases covered under this option and will start the regular income early during the policy term which will lighten the burden of expenses during illness. ✓ Tax benefits under Sections 80C and 10 (10D) which are not present in most of the equity linked financial instruments. ✓ Return of Premium at the end of income term will help create a corpus for retirement. This plan will guarantee you a financial independence even during your non-earning years. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 26

PRODUCT SNAPSHOT Tata AIA Life Insurance Fortune Guarantee Minimum Entry Age 18 years less Policy Term or 0 years (30 days), whichever is higher Maximum Entry Age 80 years less Policy Term or 65 years (30 days), whichever is lower Maturity Age Min.: 18 Years, Policy Term (PT) Max: PT 10 – 75 Y / PT 11 – 76 Y / PT 12 – 77 Y Premium Payment Term (PPT) PT 13 – 78 Y / PT 14 – 79 Y / PT 15 – 80 Y 10, 11, 12, 13, 14, and 15 Years 5, 7, and 12 Years Premium Mode Annual/ Semi-annual/ Quarterly/ Monthly Minimum Annualised Premium ₹ 50,000 (Premium will be allowed in multiple of 100) Maximum Annualised Premium No Limit, subject to Underwriting Basic Sum Assured 10 times Annualised Premium Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 27

PRODUCT KEY FEATURES • Build your corpus with Guaranteed returns • Flexibility to choose Policy Term and Premium Paying Term • Higher Maturity Benefits for Female lives • Minimum 10 times life cover from Day 1 • Tax benefits under Section 80C and 10(10D), as per applicable tax laws Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 28

PRODUCT FABING FEATURES Benefits (How the Customer benefits) Lumpsum Maturity Benefit • A financial solution that caters to the Advantage (Product USP) corpus creation needs for funding children’s higher education, marriage of • Corpus creation in then form children, retirement, purchasing of Lump sum maturity benefit annuity plans, legacy creation, etc. at the end of policy term • Life Cover from Day 1 will guarantee • Life Cover from Day 1 peace of mind and financial protection • Higher Returns for females to family members in case of • Tax free benefits unfortunate event. • Guaranteed and tax-free maturity benefits will help in fulfillment of financial goals and dreams. • Women will benefit from higher returns resulting in corpus creation for financial independence. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 29

FORTUNE GUARANTEE – PPT 12 / PT 15 FAMILY MAN Hi, I am a 40 year old married man with two kids studying in school. I want to create a corpus for their marriage. I can stay invested for 15 long years. Sir, our Fortune Guarantee plan is just the perfect plan to fulfil your dreams. On a premium of ₹ 5,00,000 p.a. paid for 12 years, you will get a guaranteed lump sum, tax- free maturity benefit of ₹ 1,01,56,800 after the policy term of 15 years. As this is a savings cum insurance plan, you will also get a a life cover from day 1. In case something happens to you, the nominee will get a lump sum death benefit of ₹ 1,01,56,800 which is equal to the maturity amount that will be paid on survival. This is a sure-shot savings plan that will make your financial dreams come true. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 30

FORTUNE GUARANTEE – PPT 7 / PT 15 FIRST JOBBERS / SINGLE / MILLENIAL Hi, I am 30 years old and just got married. I wish to own a big house in my 40s. As this will be my dream house, I want to start planning for it from now. In case something happens to me, I want an asset to be created for my family so that they have a house to live in. Please suggest me a plan with shorter paying term. Sir, insurance policy is an asset that is created from day 1. By investing Rs. 5,00,000 per annum for 7 Years in our Fortune Guarantee plan, you will get a lump sum maturity amount of ₹ 68,83,800 absolutely tax free after a policy term of 15 years. Not only this, you will also be covered for the same amount from day 1. In case of some unforeseen event, the nominee will get ₹ 68,83,800. Both, maturity benefit and death benefit will be a guaranteed tax-free amount. This is an excellent savings cum protection plan which guarantees the amount you aim for. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 31

FORTUNE GUARANTEE BUSINESSMAN Hi, I run a manufacturing unit. I have plenty of investments in FDs as well as in equity and mutual funds. I already have a term plan worth ₹ 2 Cr. What is unique about Fortune Guarantee? Sir, it is good to know that you have a diversified portfolio. Stocks and mutual funds are market linked and hence exposed to market risks. FDs provide guaranteed returns, but the interest rates are falling every year. FDs as well as equity linked investments are not tax deductible. Fortune Guarantee is a savings insurance plan that guarantees a tax-free maturity benefit as a lump sum. There will be a risk cover equal to the sum assured at maturity which will be paid in case of death during the policy term. Hence, it guarantees a specific amount to be paid either at maturity or on death. The amount of maturity benefit is guaranteed at inception. FD can be booked for a maximum tenure of 10 years. But fortune guarantee plan can be taken for a longer tenure without any risk of downfall in interest rates. You can buy this plan for a long-term period to create legacy for the next generation. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 32

FORTUNE GUARANTEE – PPT 5 / PT 10 INFLUENCERS Hi, I am a 34 years old housewife and run a successful cooking channel on YouTube. I earn around ₹ 1,00,000 every month sitting at home by posting my cooking videos. But I wish to open a cooking academy in another 10 years and train people in a physical environment. Madam, you can give wings to your dreams by investing in our fortune Guarantee plan that would give you a lump sum tax-free maturity amount after 10 years. Investing ₹ 4,00,000 yearly for 5 years will provide you a guaranteed maturity benefit of ₹ 28,15,400. As you are a woman, you will get advantage of higher returns under this plan. If you opt a policy term of 12 years with same PPT of 5 years, the maturity benefit will be more i.e. ₹ 31,84,800. This plan offers the flexibility to choose Premium, PPT, and policy term according to your need and convenience. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 33

FORTUNE GUARANTEE – PPT 7 / PT 15 SPIRITED SENIORS Hi, I am 62 years old. I want to invest in a savings plan for my grandchild but want a risk cover for myself. Am I eligible at my age? Of course, Sir. Fortune Guarantee is an ideal plan for senior citizens like you who can invest in a savings plan that also provides life cover as the maximum entry age in this plan is 65 years. You may choose to pay premium of ₹ 3,00,000 for 7 years for a 15 year policy term. You will get a life cover of ₹ 36,63,450 throughout the policy term. On survival, same amount will be paid as the maturity benefit without any tax deduction. This plan will fulfill your objective of legacy creation as well as getting a life cover for yourself. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 34

FORTUNE GUARANTEE – PPT 7 / PT 12 PROFESSIONALS Hi, I am a 27 years old Gym Trainer providing personalized fitness services to my clients. I wish to open my own Gym in some years. I don’t have much time to do research on financial products. So, I wish to invest in a product that provides guaranteed returns. As, I take insulin and a different diet to build my physique, I also want a protection plan to take care of my family in case something happens to me. Sir, you can invest yearly in our Fortune Guarantee Plan for a period of 12 years by paying a premium of ₹ 3,00,000 p.a. for 7 years. At the end of policy term, you will get a guaranteed tax-free amount of ₹ 32,37,360 which will help you in fulfilling your dream of opening your own Gym. This plan offers an equivalent amount of life cover which will be paid to the nominee if something happens to you during the policy term of 12 years. As, you have mentioned about the health risks involved in body building, you could enhance your protection by opting for a Critical Illness rider that would cover 40 diseases. Attaching Hospitalization rider at a reasonable premium will reimburse your hospitalization expenses in the form of fixed payout. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 35

FORTUNE GUARANTEE – PPT 7 / PT 15 SINGLE PARENT Hi, I am a 38 years old single mother. My daughter is 10 years old. I have already taken a money back plan from XYZ insurance company which is helping me fund her education. Now, I want to save for her marriage and also secure her future financially such that a regular income is paid if I am not able to earn due to some illness. Madam, given your financial needs, I would suggest Fortune Guarantee plan with CritiCare Plus Benefit and HospiCare Benefit Riders for a policy term of 15 years. This plan offers higher maturity benefits to women. Say, you pay an annual base policy premium of ₹ 4,00,000 for 7 years. After 15 years when your daughter will turn 25, you will have a corpus of ₹ 54,16,600 ready for her marriage. In your absence, same amount will be paid to the nominee as death benefit. Citing your concern of unable to earn during illness, CritiCare Plus Benefit Rider with Waiver of Premium option will provide financial protection from 40 listed diseases for an affordable annual premium of ₹ 24,741. The benefits include a regular stream of annual income of ₹ 5,00,000 paid for 8 years and waiver of all future premiums on diagnosis of a critical ailment from the list of approved 40 diseases. Attaching HospiCare Benefit rider with Sum Assured of Rs. 10,00,000 to your policy will cover your hospitalization expenses and that too for a reasonable premium of ₹ 1,970. All the benefits of base policy as well as riders are Back to Index tax-free. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 36

FORTUNE GUARANTEE – PPT 12 / PT 15 INDEPENDENT WOMAN Hi, I am a 40 years old independent woman. I have savings in FDs and Mutual Funds. But I don’t have an insurance savings plan. Please suggest one that would give me a lump sum after 15 years. I can afford to pay higher premium. Madam, you can invest in our Fortune Guarantee plan for a PPT of 12 years and a policy term of 15 years. You can choose to pay an annual premium of ₹ 5,00,000. After 15-year policy term, you will receive a Guaranteed Maturity benefit of ₹ 1,02,16,800. Unlike FDs, no TDS will be deducted on maturity. You can also financially protect yourself from accidental disability, 40 critical illnesses, and hospitalization expenses by attaching our riders with the Waiver of Premium option. In case of disability caused due to accident and illness, all future premiums will be waived off and rider sum assured will be paid. All our riders come with the option of Return of Premium under which 100% of all rider premiums paid will be returned in case the rider event does not occur during the policy term. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 37

PRODUCT SNAPSHOT Plan Parameters 7 Year PPT 10 Year PPT 12 Year PPT Minimum Age at Entry (Years)* Minimum 0 years (30 Days) Age at Entry Maximum Age at Entry (Years)* (Years)* Minimum Age at Maturity (Years)* 50 Years Maximum Age at Maturity (Years)* 18 Years Minimum Premium (Rs.) (Premium in multiples of 1000) 65 71 75 Minimum Premium (Rs.) (Premium in multiples of 1000) For Option I: ₹ 18,000 Policy Term (Years) For Option II: ₹ 36,000 Basic Sum Assured No Limit subject to Board approved underwriting policy 15 21 25 11 times of Annualised Premium Premium Payment Mode Annualised/ Half-yearly / Quarterly /Monthly Option I: Regular Income, Option II: Endowment. The option can be chosen at the inception of the policy. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 38

PRODUCT KEY FEATURES • Flexibility to choose your benefits - Regular Income or Endowment • Get Guaranteed Income from 120% to 160% of AP under Regular ReIgncuomlaeroption for a chosen Income Term of 7, 10, or 12 Years ••InLGciemotitmLeudmePpresummiubmenPeayfimt uenndteTrerEmndowment option • Get Life Cover from day one of the policy being issued • Females get Higher Survival & Maturity Benefit • Get higher maturity benefit by paying higher premium • Tax benefits under Section 80C and 10(10D), as per applicable tax laws Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 39

PRODUCT FABING FEATURES Benefits Regular Income Option (How the Customer benefits) Endowment Option • Guarantees peace of mind with Advantage (Product USP) Guaranteed and Tax-free maturity benefits. • Receive benefits in the form of regular income or lump sum • Gives wings to your child’s dream with a regular income to fund higher • Life cover throughout the education. policy term • Create a better future for yourself and • Pay premiums for a your loved ones with corpus creation predetermined period of time for retirement, purchasing assets, marriage of children, going on vacation, asset distribution in the family, etc. • Guarantees financial freedom to your loved ones with a life cover till the end of policy term. • Higher Maturity benefits to females will encourage to save more to fulfill their financial dreams. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 40

REGULAR INCOME – PPT 12 / PT 25 FIRST JOBBERS / SINGLE / MILLENIAL Hi, I am 26 years old. I want to stay invested for a long- term period of say 20 years or more. But I can’t want wait that long for the returns. Is there a plan that would provide me some interim benefits also? Madam, our Smart Income Plus provides smart returns which start during the policy term followed by a guaranteed lump sum benefit on maturity of the policy. Let’s consider that you choose to pay an annual premium of ₹ 3,00,000 for 12 years. The Policy Term will be 25 years. From 14th year, you will start receiving an annual Guaranteed Payout of ₹ 4,80,000 that would be paid for the next 12 years. Along with the last payout, a Guaranteed Maturity Payout of ₹ 15,24,900 will also be paid. You will receive a Total Guaranteed benefit of ₹ 72,84,900 by paying a total premium of Rs. 36,00,000. A life cover of ₹ 33,00,000 will remain throughout the policy term of 25 years. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 41

REGULAR INCOME – PPT 12 / PT 25 FAMILY MAN Hi, I have a 3 years old daughter . I want to plan for her higher education and also want to create a corpus that I can gift her when she is settled. Sir, our Smart Income Plus is just the perfect plan matching your needs. Given the rate of education inflation, education is becoming costlier every year. In such scenario, a guaranteed income flowing every year will cater to the higher education needs of your child. E.g., This plan gives a higher maturity payout to women and on younger age groups. So, you can take the plan with your daughter as the life assured with you as the proposer. If you pay ₹ 5,00,000 every year for 12 years, then from 14th year onwards, you will get a guaranteed tax-free income of ₹ 8,00,00 every year for the next 12 years which will fund her higher education. At the end of the 25th year, you will get a tax-free Guaranteed Maturity Payout of ₹ 24,70,000 as a lump sum which you can use to gift her. The total guaranteed benefit received by you will be ₹ 1,20,70,000. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 42

REGULAR INCOME – PPT 10 / PT 21 INDEPENDENT WOMAN Hi, I am a 35 year old independent woman. I want to invest in a plan that should pay me a guaranteed income when I am in my 40s. I also want the plan to pay me a lump sum amount which I can use to start a small business. Are some health benefits also available in your saving plans? Madam, you can invest in our Smart Income Plus plan which will give a you a tax-free guaranteed income for the income period chosen by you and will also help to create a corpus in the form of Guaranteed Maturity Payout, the rates of which are higher for women. You can choose to pay ₹ 3,00,000 for 10 years. From the 12th year, a guaranteed income of ₹ 4,20,000 will be credited in your account and after the policy term of 21 years, you will receive a Guaranteed Maturity Payout of ₹ 11,77,800 absolutely tax-free. For health benefits, you can opt our comprehensive health riders: ✓ CritiCare Plus Benefit Rider covers protection against Back to Index 40 diseases and the payout of which can be received in the form of income or lump sum or a combination of both. ✓ HospiCare Benefit Rider will pay you a fixed lump sum payout on hospitalization. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 43

REGULAR INCOME – PPT 7 / PT 15 PROFESSIONALS Hi, I am a 35 years old Architect working for Government Projects. I wish to retire yearly from my job and start my own business in my early forties. My biggest requirement will be operating expenses. Sir, your working capital requirement will be met with our Smart Income Plus plan. You can choose a policy term of 15 years under which the PPT will be 7 years and income will start flowing from 9th year for an income term of 7 years. E.g. Suppose you pay ₹ 3,00,000 every year for 7 years. From 9th year onwards, you will start receiving a guaranteed tax-free income of ₹ 3,60,000 yearly for 7 years. On completion of the 15-year policy term, a Guaranteed Maturity Payout of ₹ 5,65,000 will also be paid to you. Needless to mention that a life cover of ₹ 33,00,000 from day 1 will keep your loved ones financially protected throughout the policy term. This is a simple guaranteed plan to meet the cash flow requirements of your business venture along with a risk cover which will financially protect your family. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 44

REGULAR INCOME – PPT 10 / PT 21 INFLUENCERS Hi, I am a 33 years old Vlogger. As of now, I am earning well. But I am worried whether I will be getting sufficient income from my Vlogs 10 or 15 years down the line. Sir, if there is an uncertainty of income from your profession, then you need to guarantee financial certainty for yourself by investing in our Smart Income Plus plan which guarantees a fixed income for a chosen income period along with a lump sum amount paid at the end of policy term. An annual premium of ₹ 5,00,000 paid for 10 years will start paying you an annual income of ₹ 7,00,000 starting form the 12th year for the next 10 years. At the end of 21-year policy term, you will get a Guaranteed lump sum amount of ₹ 19,24,000 absolutely tax-free. We also provide a Critical illness rider with waiver of premium option that can be attached with your policy for an affordable premium that would provide a lump sum as well as an income benefit for a period up to 10 years on diagnosis of the disease. The WoP feature will waive off all future premiums including base plan and rider for rest of the paying term. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 45

REGULAR INCOME – PPT 12 / PT 25 SINGLE PARENT Hi, I am a 35 years old widower. My wife died recently from Covid 19 leaving behind our two years old daughter. She was a working woman. I already have a term plan. But now, I need an insurance product that would provide me a regular income to meet the higher education expenses of my child. Sir, first of all sorry to hear about your loss. The outbreak of Covid 19 pandemic was highly unpredictable and has left families devastated. Your need to meet the higher education expenses of your child will be fulfilled by the Regular Income option of our Smart Income Plus plan. You can choose a PPT of 12 years with a policy term of 25 years. If you pay an annual premium of ₹ 3,00,000, then from 14th year onwards you will start getting an annual Guaranteed Payout of ₹ 4,80,000 for the next 12 years which will help in meeting the educational expenses of your daughter. After the policy term of 25 years, a lump sum Guaranteed Maturity Payout of ₹ 14,85,900 will also be paid to you. In addition, you can also financially protect yourself form Back to Index 40 critical illnesses by attaching our Criticare Plus Benefit rider with Waiver of Premium option for an extra premium of ₹ 21,006. The benefits include: ✓ Waiver of all future premiums on diagnosis of the diseases mentioned in the list ✓ Lump sum amount of ₹ 5,00,000 paid on diagnosis ✓ Annual income of ₹ 5,00,000 paid for the income term of 5 years Base policy benefits as well as the rider benefits are tax free. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 46

ENDOWMENT – PPT 12 / PT 25 SPIRITED SENIORS Hi, I am a 50 years old Professor in a Government College. My job is pensionable, and all my medical expenses are also taken care of by the Government. I want to invest for the purpose of saving tax and creating legacy. I am a conservative investor and save in FDs and KVPs. But they deduct TDS on interest paid, which I don’t like. Don’t worry Sir. Our Smart Income Plus plan will provide you tax benefits under section 80 C on an investment upto a maximum premium limit of Rs. 1.5 Lakh p.a. and no TDS will be deducted on the maturity benefit paid under section 10 (10D). To create a legacy for your children, I would suggest Endowment option. Paying a premium of ₹ 5,00,000 p.a. for 10 years will give you a total Guaranteed Maturity benefit of ₹ of ₹ 52,68,450 at the end of 20th and 21st year respectively. Total Guaranteed benefit received will be ₹ 1,05,36,900. Not only this, you will also receive a life cover of ₹ 55,00,000 from day 1. All the benefits will be tax-free. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 47

ENDOWMENT – PPT 10 / PT 21 BUSINESSMAN Hi, I am a 42 year old businessman and have two sons. I want to gift them an equal amount of money when I am in my sixties. I also want the plan to provide a life cover to protect them financially if I am not there. Sir, with the Endowment option of Smart Income Plus plan, you will get equal maturity amount in two equal instalments – first instalment will be paid a year before the maturity of the policy and the second on maturity. You can select a policy term of 21 years with a PPT of 10 years and pay an annual premium of Rs. 6,00,000. You will receive an amount of ₹ 63,77,760 on 20th and 21st year, respectively making the total received benefit to ₹ 1,27,55,520. There will be a life cover of ₹ 66,00,000 throughout the policy term. Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 48

PRODUCT SNAPSHOT REGULAR INCOME PPT Policy Term Income Term Min. Entry Max. Entry Age Age Basic Sum Assured 6 7 6 11 55 Minimum Annualised Premium 7 8 7 10 55 Maximum Annualised Premium 8 9 8 9 55 9 10 9 8 55 Premium Payment Mode 10 11 10 7 55 Optional Riders 12 13 12 5 55 Basic Sum Assured shall be equal to the Death Benefit Multiple X Annualised Premium ₹ 50,000 Per annum (Premium in multiples of 1,000) No Limit subject to underwriting Annual/ Half-yearly/ Quarterly/ Monthly Comprehensive Protection & Health Riders (ADB, ATPD, CPB & HCB) WHOLE LIFE INCOME PPT Policy Term Income Term Min. Entry Max. Entry Age Age Single 5 45 65 45 65 5 5 Till 116 years of age 45 65 10 10 Minimum Annualised Premium ₹ 24,000 Maximum Annualised Premium No Limit subject to underwriting Income Payout Frequency Monthly / Annually During Policy Joint Life (Single Premium) Single Life (5 Pay / 10 Joint Life (5 Pay / 10 Pay) Term Pay) Death Benefit 1st Death 2nd Death 1st Death 2nd Death 1.25 times 10 times 11 times of AP 7 times 11 times Waiver of Premium on Joint Life on Under 5 Pay/10 Pay Option on 1st Death there is no Premium Waiver applicable for the surviving Life 1st Death Assured Optional Riders Comprehensive Protection & Health Riders (ADB, ATPD, CPB & HCB) ENDOWMENT PPT Policy Term Min. Entry Age Max. Entry Max. Age at Age Maturity 5 10 8 65 75 5 15 8 65 80 6 12 6 65 77 10 20 0 55 75 Minimum Annualised Premium ₹ 50,000 Maximum Annualised Premium No Limit subject to underwriting Premium Payment Mode Annual/ Half-yearly/ Quarterly/ Monthly Optional Riders Comprehensive Protection & Health Riders (ADB, ATPD, CPB & HCB) Back to Index 49 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.

PRODUCT KEY FEATURES Regular • Guaranteed Annual Income of 140% to 213.25% of Income Annual Premium depending upon the PPT chosen Whole Life • Choice of Premium Paying Term of 6, 7, 8, 9, 10 or 12 Income years Regular • Life Cover during Policy Term Income • Tax benefits under Section 80C and 10(10D), as per applicable tax laws • Whole Life Guaranteed tax-free income up to 91.8% of Annual premium • Joint Life Option • Legacy for your loved ones with Return of Premium on death • Commutation Option for Future Income • Tax benefits under Section 80C and 10(10D), as per applicable tax laws Endowment • Guaranteed lump sum maturity benefit • Guaranteed Additions @ 5% p.a. • Insurance Protection from day one • Increasing Life cover during the Policy Term • Tax benefits under Section 80C and 10(10D), as per applicable tax laws Back to Index This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 50