PRODUCER BONUS PROGRAM LEARN HOW TO SUCCEED

THE 2015

The 2015 Producer Bonus Program offers generous incentives for acquiring new BCBSOK fully insured and Administrative Services Only (ASO) group medical and group BCBSOK dental business, and for retaining your existing BCBSOK group medical book of business. The program runs from Feb. 1, 2015 through Jan. 31, 2016.

Features of the 2015 Bonus Program include:• Rewards for new sales (on or after Feb. 1, 2015) of group health and group BCBSOK dental contracts.

• Rewards for the retention of group health contracts.

Highlights of the 2015 Bonus Program include:• Business bonus maximum of $50,000 per health group.

• Retention bonus maximum of $25,000 per health group.

• Maximum of $250,000 per producer for any combination of new business and retention bonus.

• Dental business bonus maximum of $10,000 per dental group.

The following pages outline incentives offered to all authorized producers of BCBSOK. Contact your BCBSOK sales executive for questions regarding the 2015 Producer Bonus Program.

REWARDS AND INCENTIVES

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The BlueLeaders program offers unique rewards and incentives to top producers. The success of BCBSOK is due in part to our producers. As a reward for your hard work and dedication, we want you to be a part of the 2016-2017 BlueLeaders program!

The program recognizes the top producers for BCBSOK, offering value-added rewards and incentives for selling new Blue Cross and Blue Shield group medical business and for retaining existing group medical business.

BlueLeaders Eligibility:The BlueLeaders Program is voluntary and is available to all BCBSOK appointed producers who achieve certain performance benchmarks. Producers are evaluated on an annual basis for program eligibility. The 2016-2017 BlueLeaders Program runs from April 1, 2016 to March 31, 2017. To qualify for the 2016-2017 program, eligible producers* must:

1. Have a minimum of 500 medical group contracts on your book of business as of Jan. 31, 2015; and

2. Retain a minimum of 92 percent of your book of business (Feb. 1, 2015 through Jan. 31, 2016); and

3. Fulfill one of the following new medical contract requirements between Feb. 1, 2015 and Jan. 31, 2016:

• 10 groups and 250 contracts

• 5 groups and 500 contracts

• 2 groups and 1,000 contracts

4. Sell a minimum of $75,000 in premium from Dearborn National life and/or disability products between Feb. 1, 2015 and Jan. 31, 2016. (Excludes Dearborn National dental products)

Example of Dearborn National Premium Credit Earned

The BlueLeaders Program is voluntary and is available to all BCBSOK appointed producers who achieve certain performance benchmarks. Final determination of eligibility for the BlueLeaders Program will be determined at the sole discretion of BCBSOK. All bonus payments will be reported as required by state and federal regulation. Special rules may apply to certain governmental groups. All terms and conditions of the BCBSOK Producer Agreement apply. The BlueLeaders program is subject to change or cancellation without notice at the sole discretion of BCBSOK.

* Excludes Agent of Record +Available on first come, first serve basis. Maximum of two hours, excluding travel time.

New Groups Sold Feb. 1, 2015 – Jan. 31, 2016

New Medical Contracts Sold Feb. 1, 2015 –

Jan. 31, 2016

New Medical Contracts Sold Above Goal

Dearborn National Premium Credit Earned

15 380 380-250 (goal) = 130 $10,000

7 820 820-500 (goal) = 320 $30,000

3 2000 2,000-1,000 (goal) = 1,000 $100,000

BLUELEADERSSM PROGRAM

BlueLeaders Features:INCENTIVESBlueLeaders receive additional compensation per group contract through the Producer Bonus Program. (see the BlueLeaders columns on pages 6 and 8)

AWARENESSBlueLeaders Advisory Council – Your seat is reserved on the BlueLeaders Advisory Council! Meet with top BCBSOK executives in an open forum to discuss important and timely topics such as industry trends, competitive landscape, business issues, market needs, service levels and more.

BlueLeaders Training – Receive training on new products and Web tools via webinars, in-person meetings and promotional materials.

Newsletter – Receive a special BlueLeaders newsletter with important BCBSOK and industry news, as well as advanced notice on upcoming product changes and advertising campaigns.

RECOGNITIONLogo – Access to a BlueLeaders logo for use on your agency advertising and business cards.

Award – A BlueLeaders award for your office signals your BCBSOK elite status to current and potential clients.

Business Publication Advertising – Recognition in special advertising placed in major Oklahoma business publications twice a year.

PRIORITYDedicated Support – Phone calls and emails from BlueLeaders receive priority through the Marketing Operations & Support Unit (MOSU).

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BCBSOK wants to help you achieve your sales goals in 2015! For every 100 new medical contracts you sell above the medical requirement between Feb. 1, 2015 and Jan. 31, 2016, you can earn $10,000 of premium credit towards the Dearborn National life and/or disability product goal.

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NEW GROUP HEALTH AND BCBSOK DENTAL SALES

How It Works

A new business bonus will be paid to eligible producers who sell a minimum of 100 new group health and BCBSOK group dental contracts (excludes Dearborn National products), in any combination, through BCBSOK with an effective date between Feb. 1, 2015 through Jan. 31, 2016 as shown in the chart below. A contract is defined as the enrollment of an employee, employee and spouse, employee and children, or employee and family on the effective date.

NEW GROUP HEALTH AND BCBSOK DENTAL SALES BONUS QUALIFICATIONS

ContractsBonus Per

New Group Health Contract

Bonus Per New Group

Dental Contract

BlueLeaders Bonus Per

New Group Health Contract

BlueLeaders Bonus Per

New Group Dental Contract

1 to 149 $10 $6 $20 $12

150 to 499 $15 $10 $30 $18

500+ $40 $15 $60 $25

There is a maximum new business bonus of $50,000 per health group.There is a maximum new business bonus of $10,000 per dental group.

You must sell at least 100 new group health and group dental contracts, in any combination, between Feb. 1, 2015 and Jan. 31, 2016 to qualify for the new business bonus.

• All group health and BCBSOK group dental contracts sold between Feb. 1, 2015 and Jan. 31, 2016 and still on the books as of Jan. 31, 2016, will be used to calculate the new business bonus.

• The number of contracts for a new group is defined as the number of contracts on the group’s effective date.

• In the event of split commissions on any group, the same split ratio is applied to each producer’s group health or BCBSOK group dental contracts.

• If a new group cancels within the bonus period, it will not be included for new business bonus purposes.

The following will not be considered new business for the purposes of the new health and dental sales bonus program:

• Acquisition or addition of new enrollees to a group that was effective prior to Feb. 1, 2015. (However, the Retained Health Group Sales Bonus Program may apply.)

• An existing BCBSOK group for which you are the takeover producer.

• Life contracts, long-term disability contracts, short-term disability contracts, individual health contracts, individual dental contracts

and Dearborn National® dental contracts.

Note: The maximum bonus payable under the 2015 Producer Bonus Program is $250,000 per producer for any combination of new business and retention bonus.

* This is a non-BlueLeaders example.

Sales Bonus Example*If you sell 521 new group health contracts in 2015, your bonus payment will be calculated as follows:

Contracts 1 – 149 @ $10 each = $1,490

Contracts 150 – 499 @ $15 each = $5,250

Contracts 500 – 521 @ $40 each = $880

Total = $7,620

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How It WorksA retention bonus will be paid to eligible producers who have:

• A minimum of 300 group health contracts in their book of business as of Jan. 31, 2015.

• A minimum of 100 new health contracts sold between Feb. 1, 2015 and Jan. 31, 2016.

• 92 percent retention of their contracts through Jan. 31, 2016. Additional bonus potential is available to those producers who retain 95 percent, or more, of their book of business.

A group is considered retained when the next anniversary date premium has been paid. If commissions are split on any groups, the same split ratio is applied to each producer’s health contracts.

GROUP CANCELLATIONSIn the event a group (enrolled as of Jan. 31, 2015) cancels coverage before the end of the bonus period, the total retained contracts will be decreased by the group’s contract number as it stood on Jan. 31, 2015.

PRODUCER CHANGESIf an existing group should change to another producer during the retention bonus time period, this group will not be considered a cancellation in the calculation of the original producer’s retention percentage. Because the group will not be in the original producer’s book of business on Jan. 31, 2016, it will also not qualify for a retention bonus.

The takeover producer may not include the takeover group for retention bonus purposes, because it would not have been in their book of business at the start of the retention bonus program. The takeover group will not count towards the takeover producer’s retention or bonus calculation.

The following will NOT be considered retained groups for the purposes of the Retained Health

Sales Bonus Program:

• Groups with anniversary date premiums not paid when the retention bonus is calculated.

• New group contracts with effective dates of Feb. 1, 2015, or later.

• Life contracts, long-term disability contracts, short-term disability contracts, individual health contracts,

individual dental contracts, and Dearborn National® dental contracts.

Note: The maximum bonus payable under the 2015 Producer Bonus Program is $250,000 per producer for any combination of new business and retention bonus.

Retention %Bonus Per Renewed

Group Health Contract

BlueLeaders Bonus Per Renewed

Group Health Contract

98% or greater $15 $30

95% to 97.99% $10 $20

92% to 94.99% $5 $15

Less than 92% $0 $0

A retention bonus will be paid to eligible producers who have a minimum of 300 group health contracts as of Jan. 31, 2015, add a minimum of 100 new health contracts, and retain at least 92 percent of their total group health contracts through Jan. 31, 2016.

There is a maximum retention bonus of $25,000 per fully-insured health group. There is a maximum retention bonus of $10,000 per self-insured health group.

Blue Access for ProducersSM website: bcbsok.com/producer

The secure producer portal is your one-stop shop for sales resources and up-to-date news and information, such as:

• Maintenance capabilities through Blue Access for EmployersSM

• Tips for Quoting

• Provider Finder®

• Product Information & Supplies

• Producer Resources

• News & Updates

Need web assistance? Contact the Internet Help Desk at 888-706-0583.

• BCBSOK products excluded from the program include: Health Check, Plan65, Blue MedicareRx, Medicare Blue PPO and any non-group product.• The 2015 Producer Bonus Program supersedes all other group bonus programs previously offered by BCBSOK.• Application of bonus programs and determination of eligibility and payments amounts, if any, will be made by BCBSOK at its sole discretion. All decisions are final.• Maximum annual cap per producer is $250,000.• Bonus payment will be made in the second quarter of 2016.• The program is effective from Feb. 1, 2015 through Jan. 31, 2016, unless terminated or otherwise modified by BCBSOK.• The 2015 Producer Bonus Program is offered at the sole discretion of BCBSOK and can be terminated or modified at any time and without notice. Any subsequent

bonus program is at the discretion of BCBSOK.• Commission bonus programs may be modified to comply with state law, regulation or approval.

RETAINED GROUP HEALTH SALES COMPENSATION POLICIES

TOOLS & RESOURCES

ProducerThe Oklahoma Insurance Code prohibits any individual who holds a consultant’s license to receive any remuneration from any licensed insurance producer, surplus lines insurance broker, limited producer or insurer.

Agent and Life and Health Insurance Counselor (“LHIC”)The Oklahoma Insurance Code prohibits a person who is licensed as both an Agent and an LHIC from receiving compensation from BCBSOK for a service performed as an Agent if the person has received or will receive compensation from the customer for that same service.

ReportingAll payments made pursuant to bonus and recognition programs are subject to afederal and state income tax reporting and withholding by BCBSOK (if applicable). BCBSOK will report to an ERISA plan the value of all remuneration paid by BCBSOK to a producer representing an ERISA plan with 100 or more participants to include in its preparation of ERISA Form 5500 schedules. Reporting will also be provided upon request by non-ERISA plans or plans with fewer than 100 participants. The value of non-cash recognition will be included in all reporting.

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A broker can qualify for a New Business Bonus under Option A or B, but not both, as determined by Dearborn National.Qualifying lines are for groups with 10 or more insured lives. Groups with 2-9 lives do not count toward the New Business Bonus or the Case Count Production Incentive.

Qualifying Lines Sold Credit of 1 for Dearborn National Ancillary Employer-Paid Qualifying Lines Sold and BCBSOK Medical and Dental Qualifying Lines Sold.Qualifying Lines Sold Credit of 2 for Dearborn National Ancillary Supplemental or Voluntary Qualifying Lines Sold.

ANCILLARY GROUP BENEFITS NEW BUSINESS BONUS SCHEDULE AND QUALIFYING REQUIREMENTS

OPTION A: Line Count and Premium Qualifier

Estimated New Annualized Premium

# of Qualifying Lines Sold (on

groups with 10 or more insured lives)

Annual Bonus

Less than 8 New

Cases Sold

8 or More New

Cases Sold

$0 – $49,999 and 8 No Bonus No Bonus

$50,000 – $74,999 and 8 1% 2%

$75,000 – $99,999 and 8 2% 3%

$100,000 – $149,999 and 8 4% 5%

$150,000+ and 8 5% 6%

OPTION B: Case Count and Premium Qualifier

Estimated New Annualized Premium

# of Cases Sold (on groups with

10 or more insured lives)

Annual Bonus

$0 – $499,999 and 2 No Bonus

$500,000+ and 2 2%

ANCILLARY GROUP BENEFITS RENEWAL PERSISTENCY BONUS SCHEDULE

A broker may qualify for either Renewal Persistency Bonus Schedule 1 or 2, but not both. Renewal Persistency Bonus Schedule 1. In order to qualify, a broker (agent) must (1) not have qualified for the New Business Bonus described above; and (2) have a minimum of 10 In-Force Employer Groups as of 12/31 of the prior calendar year and such groups must have in total a Current Plan Year Renewal Premium of at least $100,000. Renewal Persistency Bonus Schedule 2. In order to qualify, a broker (agent) must (1) qualify for the New Business bonus described above; and (2) have a minimum of 10 Employer groups and $100,000 of premium in force (combining New Employer Groups written in the Current Plan Year with In-Force Employer Groups written in Prior Plan Years). Only In-Force Employer Groups as the Prior Plan Year will be paid under Schedule 2.

Persistency RateBonus Amount (% of Annual

Renewal Premium)3

Life and Disability Product Lines

84 – 89.9% 2%

90 – 94.9% 3%

95 – 97.9% 4%

98% + 5%

3 This Annual Persistency Bonus is determined by applying the percent applicable above to the Annual Renewal Premium of the applicable cases. ASO STD and ASO Dental cases count in the persistency rate calculation, but do not count in the persistency bonus payout calculation.

Additional terms and conditions on the next page.

This piece is for illustrative purposes only. The disability and life insurance policies referenced may not be available in all states. All policies are subject to issue limitations, exclusions and other coverage conditions, which may include a waiting period for pre-existing conditions. Only the policy can provide the actual terms of coverage.

Products and services marketed under the Dearborn National® brand and the star logo are underwritten and/or provided by Dearborn National® Life Insurance Company (Downers Grove, IL) and certain of its affiliates. Dearborn National® Life Insurance Company is a separate company that does not provide Blue Cross and Blue Shield of Oklahoma products or services.

Dearborn National® Life Insurance Company is solely responsible for the life and disability products described in this flier.

This program only applies to business, coverages or policies issued by Dearborn National Life Insurance Company for qualifying lines of insurance beginning on the starting plan year (shown on reverse).

• For either a New Employer Group or an In-Force Employer group, the maximum eligible premium for any single employer group is $500,000 for bonus calculation purposes; however, the full estimated annualized premium will be used to determine qualification levels.

• Estimated New Annualized Premium shall mean the first year annualized premium for new employer groups or new lines of coverage that are effective during the Current Plan Year.

• Qualifying New Annualized Premium shall mean the premium that is qualified and used for the actual calculation of the new business bonus as determined by all stated terms and conditions.

• New Employer Group shall mean an Employer Group having at least 10 lives insured with an effective date in the Current Plan Year. To qualify as a New Employer Group, group must be in force for 12 months or must be in force at the time bonus is calculated.

• In-Force Employer Group shall mean an Employer Group having at least two lives insured with an effective date on or before 12/31 of the Prior Plan Year. Dental coverage underwritten by Dearborn National will be included as an In- Force Employer Group to meet the 10 group requirement.

• For New Business Bonus Option B, an In-Force Employer Group will not be counted as a New Employer Group, even if an additional qualifying line of coverage was sold.

• For the Group Benefits New Business Bonus, a broker can only qualify for Option A or Option B. Option B will only be used if the broker does not qualify for Option A.

• Persistency Rate is determined by dividing the Current Plan Year Renewal Premium by the Prior Plan Year Renewal Premium.

• Qualified Renewal Premium is the non-first year premium that is qualified in use for the actual calculation of the renewal persistency bonus as determined by all stated terms and conditions. It is only applicable for those brokers who qualify for the renewal persistency bonus.

• Plan Year shall mean a calendar year. It begins on 1/1 and ends on 12/31 of that calendar year.

• Current Plan Year Renewal Premium shall mean the estimated annualized premium per case on In-Force Employer Groups, less any premium associated with new lines of coverage. It is calculated using modal premiums that have been applied and are associated with the Current Plan Year.

• Prior Plan Year Renewal Premium shall mean the estimated annualized premium per case on In-Force Employer Groups. It is calculated using modal premiums that have been applied and are associated with the Prior Plan Year. If a non-first year group has a termination date as of 12/31 of the Current Plan Year, then Prior Plan Year Renewal premium is zero.

• Current Plan Year shall mean the Plan Year for which a particular Broker Bonus is being determined.

• Prior Plan Year shall mean the year previous to the Current Plan Year.

• Qualifying Lines Sold shall mean any of the qualifying product lines with a coverage effective date in the Current Plan Year.

• ASO shall mean Account Services Only or Administrative Services Only.

• ASO Premium Equivalency shall mean the dollar value of expected claims plus administrative fees charged by Dearborn National as determined solely by Dearborn National.

• An employer group with more than one line of coverage with Dearborn National counts as one case regardless of the number of lines of coverage or policies under which benefits are provided. Multiple divisions or subsidiaries or affiliates related to one policyholder count as one case.

• Cases that terminate due to policyholder bankruptcy, merger or acquisition may be excluded in the Premium Persistency Rate calculation if such case information is provided by the broker in advance of the calculation.

• Only a Dearborn National agent of record or Dearborn National recognized agent, broker or consultant is eligible for the bonus plan.

• In the event there is an agent of record change during the plan year, each producer will receive premium credit for the period that they were responsible for the case during that plan year. New business credit will be given to the original agent of record only.

• Compensation under the Broker Bonus Program is not vested and Dearborn National reserves the exclusive right and discretion to interpret the Broker Bonus Program or to modify or withdraw it at any time.

• In the event that Dearborn National terminates its relationship/contract with any broker ‘for cause’ as determined at Dearborn National’s sole discretion, any rights to compensation under the Broker Bonus Program shall cease with such termination and no compensation shall be payable under the Broker Bonus Program.

• Any compensation paid under this program will be disclosed on a Schedule A, if required.

• The Broker Bonus Program is not applicable for any business produced through a Blue Cross Agency in any state.

• General agents are not eligible for this program.

• If there are multiple brokers, producers or agents involved with a case, policy or business, the total amount Dearborn National will pay under this bonus program regarding any case, policy or business will be the amount that would have been paid for such case, policy or business if the bonus had been payable to only one party.

• When compensation regarding any case, policy or businessis to be split between more than one party:

– Calculation will be done as if paying one party; then the calculated bonus will be split.

– The premium and lines of coverage associated with the group will be split in accordance with the Dearborn National premium administration system.

• Dearborn National reserves the right in its sole discretion, to determine how to allocate any bonus payable among those parties and Dearborn National’s decision in such matters shall be final.

• Brokers can qualify for this Broker Bonus plan only if they are not already participating in another Dearborn National additional or supplemental compensation program.

• This program is only applicable for producers in Oklahoma.

dearbornnational.com

ANCILLARY BROKER BONUS PROGRAM Starting Plan Year: 2015 TERMS & CONDITIONS

QUALIFYING GROUP BENEFITS PRODUCT LINES OF INSURANCE (on groups with 10 or more insured lives)

Life and Disability Product Lines

Employer-Paid Life/AD&D Voluntary Life/AD&D

Employer Paid Group Short-term Disability (including New York DBL and New Jersey

TDB) Insured and ASO plans1

Voluntary Short-Term and Long-Term Disability

Employer-Paid Group Long-term Disability Supplemental Life/AD&D

Employer-Paid Critical Illness Voluntary Critical Illness Plans

Blue Cross and Blue Shield of Oklahoma (BCBSOK) Products

Insured and ASO Medical2 BlueCare DentalSM Insured and ASO2

1 STD ASO premium equivalency (as determined by Dearborn National®) will be used to qualify for number of lines sold and new business premium qualification levels, but will not be used in calculating the actual bonus payout.

2 BCBSOK (insured and ASO) Medical and (insured and ASO) BlueCare Dental will be used to qualify for number of lines sold, but will not be used in calculating the actual bonus payout.

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A Division of Health Care Service Corporation, a Mutual Legal Reserve Company, an Independent Licensee of the Blue Cross and Blue Shield Association 70521.0215