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RAYMOND JAMES FINANCIAL, INC.

Explore Raymond James Financial's growth strategies and industry insights for FY 2002, focusing on annuity sales and market trends. Learn about the company's success factors, challenges, and positioning in the financial services sector.

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RAYMOND JAMES FINANCIAL, INC.

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  1. RAYMOND JAMES FINANCIAL, INC. General Agency

  2. Raymond James Growth As of September 27, 2002 *Includes RJ&A, RJFS IMD, SD & FID Financial Advisors, RJ Ltd.(Canada) and Institutional licensed associates.

  3. FY 2002 Annuity Sales $3.05 Billion U.S. $.65 Billion U.S. $2.4 Billion U.S. Fixed Annuities = 13.8%Variable Annuities = 77.5%Group Annuities = 8.7%

  4. Raymond James Overview • Raymond James & Associates (RJA) • 87 Offices • 970 Financial Advisors • Raymond James Financial Services (RJFS) • 2,090 Offices • 3,827 Financial Advisors

  5. Product Selection • Marketplace is Overcrowded • Process • Initial Company Review • Product Review • In-depth Financial, Operations & Marketing Review • Looking For Incremental Growth • Not All Products Offered By A Company Are Automatically Approved

  6. Annuity Company Focus Program • Focus Company Status Determined by FY Sales • Cannot Buy Into Program • Financial Advisors Ultimately Decide • Benefits of Being a Focus Company • Support • Visibility • Access • First Choice • Results • Part of Select Group of 13 Companies • 70.6% of Individual Annuity Sales for FY 02

  7. Success Factors, Challenges & Trends • What Makes it Work • Wholesaling • Product • Technology • RELATIONSHIP • Producer Concerns (Challenges) • Financial Safety of Companies • Complexity of Products • Regulatory Scrutiny

  8. Success Factors, Challenges & Trends Industry Trends • Focus on Defensive Features • Living Benefits • Principal Protection Strategies • Curtailment of Commission Enhancements • Fewer and Shorter Periods • Income/Distribution Market Increasing • Product Innovation • Simpler Language

  9. Wrap-Up Positioning • Average Producers • Frequent “Touches” • Sales Ideas • Hands-On Help • Top Producers • Recognition • Practice Management Ideas • Responsiveness

  10. Wrap-Up How Has JNL Done It? • Attention to Penetration • Proactive Partnering • Focus on Relationship

  11. Wrap-Up Concerns About Industry • Got Off Track • Feature Frenzy • Focus on Market Share • Adequate Pricing • Product Sale vs. Part of Planning Process

  12. Wrap-Up Silver Lining • Environment is Forcing “Back to Basics” • Mainstreaming of Product by Selling Firms • Return to Focus on Financials

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