DSF_PlayBook_V1

Saral Jeevan Bima Underwriting Guidelines Financial Surrogates Type of Document Required Calculation Logic Surrogate Investment • Copies of the investment in the name of the insurance applicant as Total insurance cover = 50% x portfolio Value of Total investment. of latest/ last month only prior to insurance application date. Monthly SIP • Investment should be in the name of LA only & Age <45 Annual Income = Monthly SIP x 24 x • Copies of the monthly SIP for past 12 months in Age Banded Income multiple [8] • the name of the insurance applicant as of latest/ last month only prior to insurance application date. • Investment should be in the name of LA • Copy of the ownership document/purchase Car ownership document Annual Income = 2 times of the • The vehicle registration should be in the name of the Life Assured IDV as on date x Age Banded Income multiple [8] (with RC Book) & Copy of Car Insurance. The vehicle should be registered only for personal use and not for commercial purpose. • Should be in single name of the applicant *Only 1 car could be used • The ownership details should be found on • ‘VAHAN’ website. • Credit Card statement of recent 6 months Credit Card showing monthly credit limits Annual Income = 2X monthly Credit limits • Credit card should be in LA name only [No joint owners / No Limit x Age Banded Income multiple [8] defaults] • Only one card with highest limit to be used Home loan • Repayment statement for last 12 months along with bank Annual Income = 24 x Monthly statement statement showing debits for the same period. EMI or Total Sum assured that could be • Loan approval letter from the financial authority showing the EMI [ bridged = 20% of the Home only for recent loan procurement] loan/ commercial loan value • Bank statement for latest 6 months for savings bank account only, Bank statement duly self-attested, signed and sealed by Relationship Manager of Annual income: Average monthly credit balance x 6 times x Age for savings the bank. Banded Income multiple [8] account held in • Bank Statement for individual’s savings account should show at individual name least 3 transactions per month with at least one regular deposit/income Example:- 1) Self-employed age 33 years with average monthly credit balance 60,000 for 6 last months want to apply for Saral Jeevan Bima. Annual income will be calculated as= 60,000*6=3,60,000 , Eligibility : 3,60,000*8= 28,80,000 2) Customer with 3L ITR wants to apply for Saral Jeevan Bima plan with 30,000 average monthly credit balance for 6 last months. In this case, customer will not be eligible for cover as none of the documents individually meet the minimum income criteria. Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 51

Saral Jeevan Bima Underwriting Guidelines COVID - 19 guidelines 1) All applicants with history of foreign travel Applications can be made after 15 days of Minimum requirement COVID19 Q, Video MER in addition to Foreign Travel other mandatory medical requirements. 2) All applicants with travel plans to Minimum requirement COVID Q, MER/ VMER and other International location/s within 3 routine requirements months of date of application 3) Vaccination guidelines Min waiting period for issuance is 7 days after any dose (prevailing residential loading will be applicable) 4) Validity of COVID -19 questionnaire COVID-19 questionnaire is valid for 30 days from date of signature or from date of MER done whichever is later Approach for Recovered from COVID -19 : Without h/o hospitalization: only quarantine/self-isolation <= 1 month Postpone >1 month to 6 months Require complete grid medicals + Chest X – Ray > 6 Months [ 18 to 45 , upto 25 L] Require complete grid medicals With h/o hospitalization <= 3 months Postpone >3 months Require complete grid medicals, Chest X Ray and Complete follow up with blood tests, imaging (CXR, HRCT Chest) etc will be required 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. 52

Rider Underwriting Guidelines Contd. 53

Rider Underwriting Guidelines Comprehensive Comprehensive Protection Rider Health Rider Life Insured Benefit Option Comprehensive Protection Rider Comprehensive Self Life ADB ATPD CPB Health Rider HCB Event Covered Event Covered Accidental Accidental Critical Hospitalization Death Disability Illness Amount & Only Lump sum NA NA NA Payout Lumpsum + Income NA NA Only Income WOP* Tax-free Annuity (Partner care) Premium ROP Refund Please Note PPT Allowed with Regular/Limited /Single Pay (can be <= base plan Rider Term subject to rider term) Can be < = base plan term subject to max maturity age (for WOP = PPT subject to max maturity age) *WOP can be taken on Proposer if policy is non self Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 54

Rider Underwriting Guidelines Options Available under the Rider Benefit Lumpsum Income Lumpsum + Waiver of Partner Option Income Premium (WOP) Care ROP ROP ADB Non ROP Non ROP ROP X ROP Non ROP X Non ROP ATPD ROP ROP X Non ROP Non ROP ROP Non ROP ROP Criticare Plus Non ROP X Non ROP Benefit ROP ROP Non ROP Non ROP Non ROP ROP X ROP Hospicare Non ROP X Non ROP ROP X Non ROP X X X X X Important Points Partner Care Waiver of Premium Benefit on ATPD / CPB ❑ Standard Age proof is ➢ Health Annexure of proposer is mandatory. required in Non-Self policy ❑ Partner Age should be within ➢ Rider guidelines applicable for 45-90 years the proposer ❑ Relationships Allowed – Parents, Siblings, Spouse, Children, Father in Law, Mother in Law Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 55

Rider Underwriting Guidelines Risk Aggregation Product Risk Aggregation With Accidental Total and Permanent All accidental disability plans (ATPD) Disability Benefit (ATPD)/ [Max Accidental Disability Benefit + WOP on ATPD WOP on ATPD SA per life is 2Cr] Accidental Death Benefit (ADB) All accidental Death plans (ADB, ADDL) [Max Accidental Death Benefit per life CritiCare Plus Benefit (CPB)/ Inbuilt is 2Cr] CI FG+ Option 2/ WOP on CritiCare Plus All Critical Illness plans ( CPB, Inbuilt CI FG+ option 2, WOP on Criticare Plus) Hospicare Benefit [Max Critical Illness Benefit per life is 1Cr] All Hospitalisation Benefit Plans (Hospicare) [Max Hospitalisation Benefit per life is 40L] Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 56

Rider Underwriting Guidelines NML MER Grid 18-40 20L 10L 41-45 15L 10L 46-50 10L 5L 18-40 TELE MER Grid 41-45 46-50 50L 40L 20L 15L 15L 10L (Above is applicable irrespective of the base plan they are attached to) 18-40 25L 50L 41-65 25L NA ((Above grid is derived basis WOP on Criticare Plus Medical Sum at risk Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 57

Rider Underwriting Guidelines Medical Underwriting - Example Base Criticare Plus / Inbuilt CI FG+ Hospicare Medical Decision Option 2/WOP on CI NML NML NML NML NML NML Tele-Eligible Tele-Eligible NML Tele-Eligible Tele-Eligible Tele-Eligible Tele-Eligible Tele-Eligible NML Tele-Eligible Tele-Eligible Tele-Eligible NML Tele-Eligible Tele-Eligible Tele-Eligible NML Tele-Eligible Tele-Eligible Tele-Eligible Medical NML NML Tele-Eligible Medical Tele-Eligible Tele-Eligible Medical of Rider Grid Applicable Medical NML Medical of Rider Grid Applicable NML Medical Medical of Rider Grid Applicable Medical Medical of Base Grid Applicable Medical NML NML Medical of Base Grid + Rider Grid Applicable. Unique set will be shared with TPA for medicals. Medical NML If ECG- R & ECG-X both are applicable only ECG-X will be shared with TPA for medicals. Medical of Base Grid + Rider Grid Applicable. Medical NML Medical Unique set will be shared with TPA for medicals. If ECG- R & ECG-X both are applicable only ECG-X will be shared with TPA for medicals. Medical Medical Medical Medical of Base Grid + Rider Grid Applicable. Unique set will be shared with TPA for medicals. If ECG- R & ECG-X both are applicable only ECG-X will be shared with TPA for medicals. Medical + VMER NML NML Medical of Base Grid Applicable + VMER Medical + VMER Medical Medical of (Base Grid + Rider Grid Applicable) + VMER. NML Unique set will be shared with TPA for medicals. If ECG- R & ECG-X both are applicable only ECG-X will be shared with TPA for medicals. Medical + VMER NML Medical Medical of (Base Grid + Rider Grid Applicable) + VMER. Unique set will be shared with TPA for medicals. If ECG- R & ECG-X both are applicable only ECG-X will be shared with TPA for medicals Medical + VMER Medical Medical Medical of (Base Grid + Rider Grid Applicable) + VMER. Unique set will be shared with TPA for medicals. If ECG- R & ECG-X both are applicable only ECG-X will be shared with TPA for medicals Medical + VMER Tele-Medical NML Medical + VMER Medical + VMER Tele-Medical Tele-Medical Medical + VMER Medical + VMER NML Tele-Medical Medical + VMER Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 58

Rider Underwriting Guidelines Medical Grid Application Scenario 1:- Sampoorna Raksha Supreme opted by Customer of 35 years Plan Name SRS ADB ATPD Criticare Plus Hospicare Sum Assured 2Cr 2Cr 1Cr 40L 5Cr Grid Applicable NA NA ME, BPB, CBC, ECG-X Tele-Eligible ME, BPB, HBA1c, ECG-R, Cotinine +VMER Final Grid Applicable:- ME, BPB, HBA1c, ECG-X, Cotinine, CBC + VMER Scenario 2:- Sampoorna Raksha Supreme opted by salaried/graduate customer of 40 years with 12L income Plan Name SRS ADB ATPD Criticare Plus Hospicare Sum Assured 2.25Cr 1.5Cr 1.5Cr 1Cr 40L Grid Applicable VMER NA NA ME, BPB, CBC, ECG-X Tele-Eligible Final Grid Applicable :- ME, BPB, CBC, ECG-X Scenario 3:- Fortune Guarantee Plus plan opted by Customer of 50 years Plan Name FGP ADB ATPD Criticare Plus Hospicare Sum Assured 10Cr 2Cr 2Cr 15L 10L ME, BPB, CBC, HBA1c, Grid Applicable ECG-X NA NA Tele-Eligible Tele-Eligible Final Grid Applicable :- ME, BPB, CBC, HBA1c, ECG-X Scenario 4:- Value Income plan opted by Customer of 50 years Plan Name VIP ADB ATPD Criticare Plus Hospicare Sum Assured 1Cr 1Cr 1Cr 10L 5L Grid Applicable NML NA NA NML NML Final Grid Applicable :- NML Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 59

Rider Underwriting Guidelines Criticare Plus & Hospicare Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 60

Rider Underwriting Guidelines ADB & ATPD Rider Medical Grid Criticare Plus/Inbuilt CI FG+ Option 2/WOP on CI (Proposer) Medical Sum at Risk 18 to 40 Years 41 to 50 years 51 to 65 years Upto 5,00,000 MER, ECG-R, CBC, BPB 5,00,001 to 10,00,000 MER, ECG-R, CBC, BPB 10,00,001 to 15,00,000 MER, ECG-R, CBC, BPB 15,00,001 to 20,00,000 MER, ECG-Exe, CBC, MER, ECG-Exe, CBC, MER, ECG-Exe, CBC, 20,00,001 & Above BPB BPB BPB Medical Sum at Risk Hospicare All Sum Assured 18-45 Years Above 45 Years MER, ECG-R, CBC, BPB MER, ECG-Exe, CBC,BPB (Above grid is applicable above NML/Tele limits & for adverse health) Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 61

Rider Underwriting Guidelines Financial Multiplier Age Group (in years) Income Multiplier Income Multiplier 18-35 (Smart Sampoorna Raksha) (Criticare Plus/Hospicare) 36-40 25 12 41-45 20 10 46-50 15 10 51-55 12 7.5 56-65 10 5 5 5 E.g.,51 year old Customer with income 10L wants to purchase Sampoorna Raksha Supreme. Eligibility would be calculated as :- Eligibility Income Income Multiplier Coverage Eligibility Max Allowed for the plan SSR 10L 10 1Cr No Limit ADB 10L NA 1Cr As per Base upto 2Cr ATPD 10L NA 1Cr As per Base upto 2Cr Criticare Plus 10L 5 50L Hospicare 10L 5 40L 50L 40L E.g.,40 year old Customer with income 10L wants to purchase Value Income Plan. Eligibility would be calculated as :- Eligibility Income Income Multiplier Coverage Eligibility Max Allowed for the plan VIP 10L 10 2Cr No Limit ADB 10L NA 2Cr 2Cr ATPD 10L NA 2Cr 2Cr Criticare Plus 10L 5 1Cr 1Cr Hospicare 10L 5 1Cr 40L If Criticare Plus/ Hospicare is opted with saving plan, financial document will be required as per channel wise guideline for FSAR greater than 25L. 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. 62

Non-Term Underwriting Guidelines - DSF Contd. 63

FAQs Contd. 64

FAQs Example- Mr Ramchandran Das is an existing customer from the Tata AIA. He wishes to apply for a Term insurance plan. He wants to know the vaccination requirements from TATA AIA Life before applying : Answer: Vaccination is not mandatory. The customer can apply for a term plan with TATA AIA Life Example - Ms. Chitra has recently joined TATA AIA as a RM. In one of the branches, she meets a customer who wants to apply for a term plan. The customer shares that he has taken his second dose of vaccination 2 days ago. The customer wants the case to be logged in. What should Ms. Chitra do? Answer- In this situation where you know that the customer got vaccinated recently and it’s not been 15 days from the date of vaccination, hence, we will not be able to issue the term policy to the customer. In TATA AIA there is a specific underwriting guidelines if the customer has taken 1st dose, then 7 days of waiting period will be applicable from the date of vaccination whereas if the customer has taken 2nd dose, then 15 days of waiting period will be applicable from the date of vaccination Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 65

FAQs Example - Mr. Karan 66 years old and wants to apply for a term plan as he is a Silent partner is his business currently and wants to safeguard the interest of his family by booking a term plan Answer - No, he is not eligible as the maximum entry age is 65 years Example - Mr. Khanna is a Businessman (10th pass) and runs a chain of logistics in FMCG sector and files an ITR of 20 lacs every year, he has a dependent family which includes a wife and three children and he is the only bread winner in his family. Currently, he lives in Mumbai and taking care of his business and travels a lot because of business requirements. By analysing the entire scenario, how much cover will you offer him? Answer - As per the guidelines we can’t offer the plan to Mr. Khanna because the minimum qualification which is required for a term plan is 12th pass but there is an exception which can be considered here for the customer who is 10th pass and having an average ITR of 10 lacs ( last 2 years average) plus- 1. Mandatory Standard income proof required 2. Financial waiver OR any kind of Financial surrogate income shall not be accepted 3. Mandatory Medicals + VPSC required 4. The Risk Score of TALIC is within acceptable limit 5. Video PSC Mandatory/Video MER and/or PIV as per underwriter’s discretion 6. Final decision is subject to underwriting Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 66

FAQs Example - You have recently joined DSF and in the morning huddle Manager asked about the minimum salary criteria for Partner Bank employees to ensure that responsibly everyone should go for a protection solution. What will be your answer 5 lacs or 3 lacs? Answer - Here in this scenario we are not talking about the customers but we are referring to the bank staff i.e. our partner employees, so, for them the minimum annual package requirement is of 3 lacs p.a. with max cover upto 1 Cr with mandatory medicals and should be a Graduate The correct answer will be 3 lacs in this case Example - Mr. Rajesh 43 years old, HSC passed and currently he is self employed and owns a garment shop in one of the busy localities in Mumbai Being a businessman, his ITR for last two years are 2019- 9 lac, 2020- 3 lac (hit loss due to pandemic), Is he eligible to buy the term plan? Answer - Mr. Rajesh is eligible to buy a term plan as his average business profit for last two years is INR 6 Lac (9+3 lacs/2) which is more than the minimum eligibility amount i.e. INR 5 Lac. Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 67

FAQs Example - Mr. Kambuj Kapoor the RM was in a meeting with his customer where during the discussion the client wanted to know whether he can proceed with the term plan without any medicals and hassle free issuance without any financials due to time constraint at work . Pls specify the parameters of VMER and financials waiver Answer - If the customer is willing to avail the facility of financial & VMER waiver (financial & VMER not required) then he must meet the below mentioned conditions • Min Annual Income- salaried 7.5 lac, self-employed 10 Lac • Min Education- Graduate • Financial Waiver Criteria basis TERM TSAR (all issued policies from April 21) • Credit Score>=650 • Resident Indian Only Example - The RM has a follow up customer who is interested in PR and PR plus proposition but taking time to take the decision, what are the unique points about medicals that you can discuss with the customer, pls specify- Answer - Yes, Special Video-MER criteria is now applicable for ILP upto 1Cr MSAR • Min Annual Income - 5 Lakhs • Min Education- Graduate • Occupation- Salaried, Professional, Self Employed. • Financial UW criteria – FSAR Upto 1 Cr (Estimated income basis bureau and Credit Score>650) Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 68

FAQs Example - A customer who is salaried and having an annual income of 7.5 lacs and opting for a sum assured of 2.25 Cr, will he be eligible for VMER & Financial waiver? Answer - Yes, the customer is eligible for VMER & Financial Waiver/ Standard financial documents might be required, provided he fulfils the above mentioned conditions in previous Q&A Pls refer the below table for more info- Age Brand Grid Guideline 1 Guideline 2 Lower of declared/ Lower band of Income : Salaried: 7.5 L: Self Employed: 7.5 L Estimated income basis Self Employed: 10 L 18-40 Yrs VMER only + FW / Std >=1 Cr to 2.5 Cr =1 Cr Financial Document 41-45 Yrs VMER only + FW / Std >=1 Cr to 1.5 Cr NA Financial Document Medical + Grid Medicals + VMER + <>1 Cr Financial Waiver FW [ If applicable upto 1 <1 Cr All Sum Assured conditions as per Cr] / SFE 1 Cr applicable as Grid Medicals + VMER + per below Grid FW [ If applicable upto 1 <1 Cr and >1.5 Cr Cr] / SFE Above 45 yrs to 55 yrs Grid Medicals + VMER + FW [ If applicable upto 1 Cr] / SFE Above 55 years No Financial Waiver Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 69

FAQs Example - Mr. Raghav, aged 62 years is done with VPSC while applying for the term plan, is it mandatory to go for physical medicals & Video MER? Answer - Yes, as the customer’s is 62 years old, refer the guideline for Age: 61-65 Years:- • VMER mandatory + Medical. • Whole life cover not allowed. • For SA > 1Cr, Policy Term will be allowed as per Reinsurer decision. • Standard Financials mandatory. Financial surrogates not allowed Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 70

FAQs Example - Mrs. Asha Prasad is a homemaker and a wife of a successful businessman Mr. Kamal Prasad, who is into retail chain of FMCG products and wants to apply for a term policy to have a secure future. Mr. Prasad also wanted to cover his wife in the same policy. As a RM or Insurance specialist what will you suggest in such scenario Answer - As an Insurance specialist you must make you customer aware about the homemaker guidelines- • Homemaker should be graduate or above • PSC will be mandatory • 50% of husband’s Term Cover* OR INR 50 Lac whichever is lower [*With TALIC/any other with life insurance company/ies] • Husband’s Cover - May or may not be from TALIC. If husband’s term cover is not from TALIC, a copy of the policy schedule with Sum Assured and Terms of Acceptance to be attached [policy to be less than 5 years old] Example - If husband is covered for INR 1 Crore with TALIC and intends to take a INR 50 Lac cover on his wife with TALIC, he needs to be eligible for INR 1.5 Crore basis his earned income. Standard Financial documents of the husband will be required. Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 71

FAQs Example - Mr. Ram is an agriculturist, earns well up to INR 12 Lac through agriculture in his 10 acres of land. If he wishes to go for a term plan, what is the amount of Sum Assured Capped at and other documents required? Answer - If the customer is an Agriculturist the following conditions need to be taken of- • Minimum Income Criteria - Being self-employed, INR 10 Lac will be applicable • Education - Graduate • Verified Income - ITRs and Form J* will be considered for Min. Income Criteria • Land ownership papers, mandi receipts in LAs name to be submitted • Sum Assured - Capped at INR 50,00,000 based on eligibility • Medical + Video MER mandatory Example - Mr. Ravi is 33 years old and self employed in a cloth manufacturing business with 4.40 lacs of income (ITR) wishes to apply for a term plan, is there any provision where the customer can apply for the same with 1 Cr term cover as his annual income is not 5 lacs which is a basic eligibility? Answer - Yes, now we can add surrogates with the plan to bridge the financial gap to reach the eligibility. So ,in this case using surrogate income, 20% income can be bridged (88,000) , new Income: 4,40,000 + 88,000 = 5,28,000 as the required eligibility for Term plan is 5,00,000 by using surrogates customer is eligible for the term plan now Financial Eligibility: 5,28,000 x 25 = 1,32,00,000 Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 72

FAQs Example - Mr. Rakesh Sharma (30 years old) is your customer and earns 5 lacs of annual income and wants to apply for the term plan, while having a discussion with the customer, what Sum Assured will you suggest him an how will you calculate? Answer - The Sum assured/Life cover is calculated basis the multiplier factor as per the age of the customer, Rakesh Sharma is 30 years old therefore as the standard financial eligibility table the multiplier is 25 times Sum Assured=25*5 lacs= 1.25 Cr Refer the table below fir the multiplier at different ages- Age at Entry (years) Max Income Multiple* 18 – 35 25 36 – 40 20 41 – 45 15 46 – 50 12 51 – 55 10 56 - 65 5 Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 73

FAQs Example - Mr. Karan Mehra is a customer and wishes to invest 50 lacs in a ULIP plan and wants to know if there is any financial waiver of documents which is available basis the credit bureau report Answer - The financial waiver of documents is available for the customer basis credit bureau report provided the customer fulfils the below mentioned conditions- • Minimum Education Criteria: Graduate • Minimum Declared Annual Income: INR 5 Lac for Salaried and Self – Employed • Credit Score: 650 & above • Maximum Age allowed: 55 years • Verified Income: Income only from mandatory documents to be considered even if estimated income is higher • Lower income of Bureau to be compared with declared income & lower of these to be used for financial evaluation Example - Mr. Jacob Jose is an NRI and presently in India to visit his family, he wants to book SRS plan with TATA AIA Life but his passport renewal is under process, what will you consider as a age proof document in this case? Answer - When our customer is an NRI/OCI/PIO, in such cases the only standard age proof which can be considered is a PASSPORT and no other document will be applicable as passport is a mandatory document. In the above-mentioned case study, the passport is not available therefore you will have to wait for the renewal of the same Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 74

FAQs Example - An RM has joined recently and wants to understand list of documents that is acceptable as an income proof in TATA AIA. You as a CAM need to illustrate the same Answer - The list of documents acceptable as an income proof are as follows- • Answer Recent Appointment Letter (Not more than 3 months old) with at least 1 months’ salary slip with Provident Fund deduction • Latest salary revision letter (Not more than 3 months old) with at least 1 months’ salary slip with Provident Fund deduction • Last 3 months’ salary slips (With Provident Fund Deduction, average income will be considered) • Last 6 months Bank statements reflecting salary credit at regular periodic interval • Latest Form 16/Form 16 A • Income Tax Returns (ITR) along with CA certified (as applicable) Computation of income for last three years – Average Income of 2 years will be considered for computing eligibility • CA certified/Audited Profit and Loss (P&L) account & audited Balance Sheet for last 2 years. (average income will be considered Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 75

FAQs Example - Mr. X who is an NRI walks into our branch to inquire about our SRS term plan and understand the basic eligibility criteria to apply for the same. As a RM, pls specify the conditions- Answer - If the customer is an NRI, the minimum annual verified income for Salaried, Professional, Business Owner or self-employed should be minimum 10 lac Example - Mr. C is a PIO and wishes to apply for a term cover of 2 Cr and wants to know about the documents to be submitted while processing the same as he is planning to travel back in the next week. Pls specify the mandatory documents Answer - If the TSAR is above 1 Cr which is 2 Cr in this scenario then copy of all pages of passport with entry and exit details+ travel questionnaire is required Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 76

FAQs Example - Mr. Ramanujam who is 40 years old is a PIO from Singapore and decides to purchase TATA AIA SRS plan with 2 Cr Sum Assured Limited 5 pay with a policy term of 40 years. Is he eligible for the term plan? If yes, pls specify, also, Is Video MER mandatory in this case? Answer - Yes, he is eligible for the term plan as the entry age for PIO/NRI/OCI is 18 to 60 years. Also, Singapore is a part of Set A countries and we can offer a Sum Assured upto 5 Cr Set A Countries: [Singapore, Hong Kong, China, UAE, Oman, Qatar, Saudi Arabia, Sri Lanka, Maldives, New Zealand, & Australia, Papua New Guinea, Fiji, Brunei, Thailand, Taiwan, Vietnam, Mauritius, South Korea, Bahrain, Kuwait] can be accepted upto 5 Cr, for higher Sum assured final decision subject to reinsurer approval Video MER is mandatory in all the cases of NRI/PIO/OCI Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 77

FAQs Example - If you are offering SRS under Keyman Insurance and the customer is interested to know the maximum coverage term then till what age you can provide the coverage? Answer - In Keyman insurance if we are offering a term plan then we have to ensure to communicate that 75 years is the maximum age at maturity for the customer Example - a customer who is a businessman and files an ITR of 5 lacs every year has approached you and looking for a plan which can offer him a protection and savings at the same time but the customer is 12th pass, can you offer any such plan to the customer? Answer - Yes, we can offer PR plus as the minimum education is HSC and minimum average of ITR required is 3 lacs (5+5/2=5 lacs) Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 78

FAQs Example - A customer is looking for a term plan where he canhave an additional cover over and above the existing term plan that is already there as the customer has been promoted as a Avp and with the increase in package he also wants to increase his cover by 10 lacs, do you have any plan in TATA AIA which can offer him a cover of 10 lacs? Also can we add any additional benefit in form of riders? Answer - Yes, TATA AIA has recentl launched saral Jeewan bima in which customer can easily opt for a sum assured of 10 lacs as the minimum sum assured in the plan is of 5 lacs and maximum is 25 lacs You can also add riders in this plan i.e ADB & ATPD Example - TATA AIA has launched various features in the existing 4 riders- ADB, ATPD, Criticare & Hospicare , those are lumpsum option, income +lumpsum option, income option, waiver of premium & partner care, if customer is opting for hospicare rider in this case will partner care opion is available if not then with which riders it is available Answer - No, partner care feature is not available with hospicare , this feature in only available with Adb, ATPD & criticare 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. 79

FAQs Pension Profile SRS (all PR PR Plus SJB PAR / Plans ULIPs options) Y Non-PAR (SAP, FG Pension) Resident Y Y YY Y Y Indian Y N NRI / OCI / PIO Y Y NN Y Y Y N Foreign N N NY Y Y Y National Y Y Housewife Y N NY Y Y Y Minor as Life N NN Y N Y Assured Y NY N N N Keyman (only Life YY Y Y Y Employer – Option) Employee Y HUF Y YY Y Y Y Partnership Y NY N N N (only Life Option) 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. 80

Best in Class Products Whatever your need… We have a Solution for you Spirited Seniors Millennials / First Nearing Retirement Jobbers Married, with Just Married Married, with grown-up kids / small kids / Single Mature Middles Parent / Working Women Age 18 -25 yrs Age 50 - 60 yrs Age 60 yrs & above • Protection for • Liability cover • Provision for dependents • Provision for life retired life • Savings for partner or • Estate and legacy possessions, dependent kin planning travel and higher • Saving for education Age 25 -30 yrs Age 30 - 35 yrs Age 35 - 50 yrs retirement • Tax benefits • Protection for new • Protection for • Protection for life partner Family Family and • Savings for home, • Savings for child • liability cover car and travel education and • Saving for Kids marriage • Tax benefits higher education • Tax benefits • Preparing for retirement • Tax benefits Need Plan Name Protection Solution • Sampoorna Raksha Supreme • Param Rakshak & Param Rakshak Plus Long Term Guaranteed Income • Fortune Guarantee Plus • Guaranteed Return Insurance Plan (Whole Life Income) Retirement Solution • Fortune Guarantee Plus Early Income • Guaranteed Return Insurance Plan (Whole Life Income) • Value Income Plan Investment Solutions • Param Rakshak & Param Rakshak Plus (Market Linked Returns) • Riders Additional Protection Click the Product for more details 16 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.

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% 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 Term Plan with Return of Premium (105% of Option total premiums paid excl. loading & discount) Payor Accelerator Benefit – 50% 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 Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 17

Competition Benchmarking There is always something more than the Price to compare We are the only organization that offers Hospicare Benefit in a Term plan. 105% ROP is our biggest advantage over competition Life Option Life Plus option Feature Talic SRS Feature Talic SRS Life Cover  Life Cover  Inbuilt Terminal illness  Inbuilt Terminal illness  Life Stage cover  Life Stage cover  Riders – ADB, CI  105% ROP  Rider - ATPD  Riders – ADB, CI  Rider - HospiCare  Rider – ATPD  Rider – HospiCare  Life Income option Feature Talic SRS Speak to your Trainer / Life Cover  Supervisor for more details Inbuilt Terminal illness  Whole Life Income  Riders – ADB, CI  Rider – ATPD  Rider – HospiCare  Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 18

Competition Benchmarking Sweet Spots Our premiums are the lowest Life Option Life Income option Age Cover till PT PPT Sum Assured SRS Age SA | 75 85 90 100 Cover till 45 55 247,500 5 328,600 50 50 10 1 Crore 137,200 35 66,247 81,848 93,561 125,603 185,200 45 55 50 50 40 1 Crore 92,640 106,050 126,926 150,991 45 55 5 463,600 10 616,000 50 100 50 2 Crore 257,000 45 117,644 144,411 167,444 208,558 45 55 347,200 50 50 35 119,914 149,461 171,994 233,096 45 55 5 11,47,500 10 15,27,000 50 50 5 Crore 636,000 40 2 Crore 168,436 195,615 236,415 281,751 860,500 45 55 45 214,133 266,896 310,795 390,666 50 50 Note: Premiums are for Male| Nonsmoker| Income from 60 Yrs.| Income rate 0.10% |PPT – 10 yrs Life Plus Option Life Income option Age PT PPT Sum Assured SRS 25 Age Monthly Income Cover till 75 Cover till 90 Cover till 100 30 1 Crore 21,900 35 40 37,000 35 5K 51,723 78,568 1,10,768 40 2 Crore 29,500 45 50,600 1 Crore 40,700 45 5K 88,922 1,38,205 1,81,872 71,200 2 Crore 58,200 35 10K 66,247 93,561 1,25,603 1,04,000 10 1 Crore 90,400 2 Crore 1,64,000 45 10K 1,17,644 1,67,444 2,08,558 1 Crore 2 Crore 35 15K 80,772 1,08,554 1,40,438 1 Crore 45 15K 1,46,365 1,96,682 2,35,243 2 Crore Values given above for income start age 60, PPT 10 and SA 1cr Partner Waiver of Return of CI, Hospicare, Care Premiums Premium (ROP) Disability Back to Products 19 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.

Feature rich ULIPs Myth – Always buy a Term & ULIP separately Fact – PR & PR Plus offer more returns compared to a ULIP + Term Return of 2X Return of 2X 11 benchmark Premium mortality beating funds to Allocation charges Charges Starting choose from from In years 10, 11, 12 FMC lower than and 13, units are 11th policy year competition added in the policy Cover continuance Mortality rate Flexibility boosters to ensure lower than Choice of PPT, policy continuance competition Policy Term, Payment frequency Right from first Age TATA C1 Partial withdrawal month if FV drops 35 1.02 1.29 45 2.18 2.88 Top-ups below 10% of 55 6.35 7.89 instalment premium This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. Contd. 20

Feature rich ULIPs Premiums when broken down into Monthly premium cost less than the restaurant bill for a family dinner… SA: 1 Crore, Regular Pay Age PT PR premium PR+ premium 4% 8% 25 37,781 3,200 p.m. 41,781 3,500 p.m. 10.7 L 21.4 L 35 30 85,940 7,200 p.m. 95,940 8,000 p.m. 30.3 L 61.1 L 45 154,259 13,000 p.m. 178,059 14,900 p.m. 56.8 L 1.19 Cr 25 28,431 2,400 p.m. 33,701 2,800 p.m. 8.5 L 21.4 L 35 40 56,705 4,800 p.m. 68,935 5,800 p.m. 23.9 L 62.5 L 45 152,128 13,000 p.m. 175,928 14,700 p.m. 94.3 L 2.51 Cr SA: 1 Crore, 12 Pay Age PT PR premium PR+ premium 4% 8% 25 53,423 4,500 p.m. 60,673 5,100 p.m. 6 L 15.8 L 35 30 100,057 8,400 p.m. 118,167 9,900 p.m. 13.7 L 36.3 L 45 198,285 16,500 p.m. 241,395 20,100 p.m. 29.7 L 85.3 L 25 49,688 4,200 p.m. 60,348 5,000 p.m. 4.8 L 18.8 L 35 40 84,530 7,100 p.m. 109,250 9,100 p.m. 10.3 L 40.5 L 45 161,659 13,500 p.m. 204,769 17,000 p.m. 22.4 L 1.22 Cr PPT available: RP, 12 Pay, 10 Pay, 5 Pay Policy terms: 30 years, 40 years Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 21

Feature rich ULIPs Tata AIA Funds Rated 4 or 5 Stars By Morning Star (External Rating Agency - Ratings as a % of AUM on a 5 year basis as on July-21). (AUM Based) – July’21 Period EQUITY LARGE CAP NIFTY 50 Last 1 yrs. 42.35% Last 3 yrs Tata AIA TOP 50 11.55% Last 5 yrs 49.49% 12.78% 13.04% Period 14.05% CRISIL COMP. Last 1 yrs. BOND. IND Last 3 yrs FIXED INCOME 3.8% Last 5 yrs 9.54% TALIC WL 7.96% INCOME 3.87% 9.86% 8.12% Period EQUITY MID CAP NIFTY Midcap 100 Last 1 yrs. TALIC WL MID 79.79% Last 3 yrs CAP EQ 13.79% Last 5 yrs 13.49% 69.44% 18.52% 17.05% Back to Products 22 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.

45 years Income Term….Kaun deta hai aaj ke date mein and that too guaranteed and tax free Parameter Competition Fortune Guarantee Plus Plan Option Regular Income Regular Income | Regular Income with Inbuilt CI Income Term Joint Life 25 or 30 years Regular Income : 20 to 45 years (in Multiple of 5 years) Single Premium Not Available Regular Income with Inbuilt CI: 30 years for 5 Entry Age Not Available Pay and 25 years for 10 Pay PPT Min 5 Years 5, 6, 10, 12 Available Riders Accidental Disability Rider Available Return of Premium Critical Illness Plus Commutation Option Rider Min 1 Year for Regular Income Option Available SP, RP/LP - 5, 6, 7, 8, 9, 10, 11, 12 Available @ higher rate - Inbuilt Waiver of Premium on CI under Option 2 - Option to attach 4 riders (HCB, CPB, ADB, ATPD) Available Available @ lower rate This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 23

Best Returns Sweet Spots There is no Competition for 35-, 40- and 45-year Income ….what are you waiting for? PPT PT Income Income IRR Income as a % of AP Total Benefits term 60,560 5.09% 5 65,060 5.16% 30.28% 34,22,400 69,900 5.23% 32.53% 36,02,400 6 75,100 5.29% 34.95% 37,96,000 80,680 5.35% 37.55% 40,04,000 5 7 86,700 5.41% 40.34% 42,27,200 8 78,700 5.32% 43.35% 44,68,000 84,560 5.38% 39.35% 43,48,000 9 90,840 5.44% 42.28% 45,82,400 10 97,600 5.50% 45.42% 48,33,600 104,860 5.56% 48.80% 51,04,000 6 99,840 5.57% 52.43% 53,94,400 107,260 5.62% 49.92% 53,93,600 7 115,240 5.67% 53.63% 56,90,400 68 123,820 5.73% 57.62% 60,09,600 122,980 5.77% 61.91% 63,52,800 9 132,140 5.82% 61.49% 65,19,200 141,960 5.86% 66.07% 68,85,600 10 40 145,120 5.84% 70.98% 72,78,400 7 155,920 5.88% 72.56% 76,04,800 171,260 5.96% 77.96% 80,36,800 7 8 85.63% 88,50,400 9 10 8 89 10 9 9 10 10 10 Premium 2 lacs excl. taxes Comprehensive riders Partner Waiver of Return of CI, Hospicare, Care Premiums Premium (ROP) Disability Back to Products 24 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.

Single Life | Joint Life | Guaranteed Tax-Free Income for Whole of Life | Return of Premium You name it and the plan has it ! Whole Life Income (Single Life) Age Annualised PPT/PT Regular Income Guaranteed Assuming ROP Total IRR Premium % Annual Income on Death at Benefit 5.01% (Annual Mode) (Annual Mode) Age 99 5.05% 5.07% 45 5 29.47% 29,475 5,00,000 19,44,275 5.08% 50 29.86% 29,863 5,00,000 18,13,950 5.08% 55 1,00,000 30.18% 30,175 5,00,000 16,76,825 60 30.49% 30,488 5,00,000 15,36,575 65 30.85% 30,850 5,00,000 13,94,650 Whole Life Income (Single Life) Annualise Regular Income Guaranteed Assuming ROP Total Benefit Age d PPT/PT % Annual Income on Death at IRR Premium (Annual Mode) (Annual Mode) Age 99 5.84% 5.89% 45 82.83% 82,825 10,00,000 46,44,300 5.96% 50 84.56% 84,563 10,00,000 42,97,938 6.00% 55 1,00,000 10 86.89% 86,888 10,00,000 39,54,175 5.99% 60 89.20% 89,200 10,00,000 35,86,800 65 91.41% 91,413 10,00,000 31,93,900 Have you tried the GRIP Whole Life Income with an Employer Employee Scheme, it’s an awesome combination. Connect with your trainer to know more. Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 25

The best option for Retirees and Businessmen… One & Done Option III – Whole Life Income – Joint Life - Single Pay Age Annualized PPT Regular ROP on Total IRR Premium Income Death Age Benefit 99 45 70,205 10L 44.40 L 5.31% 50 70,535 10L 41.04 L 5.31% 55 10 Lakh SP 70,950 10L 37.67 L 5.30% 60 71,480 10L 34.30 L 5.28% 65 71,810 10L 30.82 L 5.22% The above figures are exclusive of GST, Cess and other taxes for Joint Life Cover (A male and a female life of same age) NML of up to 10 Crores Back to Products 26 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.

Riders Comprehensive Comprehensive Protection Rider Health Rider Comprehensive Protection Comprehensive Rider Health Rider Benefit Option ADB ATPD CPB HCB Self Life Life Insured Event Event Covered Accidental Accidental Critical Hospitalization Illness Covered Death Disability Amount & Only Lump sum NA NA NA Payout Lumpsum + Income NA NA Only Income WOP* Tax-free Annuity (Partner care) Premium ROP Refund Please Note PPT Allowed with Regular/Limited /Single Pay (can be <= Rider Term base plan subject to rider term) Can be < = base plan term subject to max maturity age (for WOP = PPT subject to max maturity age) *WOP can be taken on Proposer if policy is non self Back to Products 28 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.

Campaigns Leads plays a very important role in your success. You must aspire to meet all customers. I categorize the leads in multiple categories as per the following broad categories and approach each category differently Customer Category Strategy to connect with them Has Low Insurance Cover • Discuss the HLV • Focus on Term product No Insurance • Do HLV Business Owners • Customer Portfolio Scoping Saving Goals • Involve SM for Joint Calls ECM Customer • Talk about Business Insurance • Saving Product Elevator Pitches • Providing Service Back to Index 29 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.

Discipline Discipline is the most important factor for your success. I follow the below routine which has helped me to be successful in this channel I always reach the branch before I never miss the the branch opens. Huddle meeting. This gives me additional time to interact with my customers. I do Vymo I do Performance I always keep my self Dispositions review activity once updated on everyday a week competition products as well I do 3 new I always ensure that I am well sales calls groomed whenever I visit the every day customer. I make at least 20 phone calls everyday on Campaign leads Are you doing all of these? If Not, START TODAY Back to Index 30 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.

Integrity Integrity is what you do when no one is watching you Never: ▪ Provide false information to the customer about your product or service ▪ Offer cash or gifts to customer ▪ Never forge documents or customer signatures ▪ Never attend PSC / VPSC calls on behalf of your customers Ensure: ✓ You complete the compliance, AML, IT Infosec, KYC declarations on time ✓ The Channel code of conduct is adhered to with utmost sincerity ✓ You maintain a professional relationship with the employees ✓ You are transparent in your communication with customers Back to Index 31 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.

Culture Maintaining a culture is like maintaining the soul of our organization. Inculcate a winning culture in the team that you are a part of Share your success stories for the day during the morning huddle, your winning strategy will help others in the team Stay focused on the inputs..the results will happen Work as a team to win as team The strength of the team is each individual member. The strength of each member is the team. Back to Index 32 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.

Execution Ideas are yesterday, Execution is today, and Success will be your partner tomorrow Follow the channel sales choreography Update all activities on VYMO daily without fail Complete your trainings & validations on Vacademy Track and Review your Goalsheet performance on a daily basis Back to Index 33 This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation.

Best Practices The NRI Advantage We are the only organization wherein GST is waived off for NRIs unlike others where it is refunded This ensures No follow up is needed for GST refunds by our customers PSC calling through Video PSC is another advantage for NRI customers Higher VMER Limits & Financial Waivers Pre-Underwriting decision can be availed before submission 6 different modes to access digital policy document Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 35

Let’s get started Kirti Arjun Hi, I am a Sales Manager (SM) with DSF. I have a team that achieves 100% of their Goalsheet every month and today I am going to share some top focus areas for success with you. TerritSoaryleSsaMleasnMaagnearger Are you ready? Here we go… Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 45

Supervisor Supervisor is a role model for his/her team Follow these steps to ensure you and your team are aligned to the channel objectives Conduct / Attend the morning huddle every day Do 3 Joint calls Follow up on Issuance-Daily Monitor VYMO-Daily Schedule calls for the next day in advance Send day end Dashboard to supervisor Contd. This is an internal training document created only for the sales employees of Tata AIA. This should be not used for solicitation. 46