Back to the Basics

National Brokerage Webcast Presenters: Lance Barton and Todd Ruplinger Back to the Basics • Please Note: • Please be patient while we wait for the presentation to begin • Listen by turning on your computer speakers -OR- call in to the conference number provided • All phone participants will be muted during the webcast • We will open for questions at the end of the presentation

Back to Basics • Client Building Philosophy • "The profit is in the relationship, not the sale.“ --Alfred Granum • How do you achieve a combination of money, individual freedom and service to others? • The answer lies in building a client base.

Client vs. Policyholder • Policyholder engages in a single sales transaction with an agent and buys one at a time. • Client buys repeatedly. On average a client will buy 6 different times from their agent. • Whether the client is an individual or a business, they will continue to buy from the agent who understands and responds to their changing needs.

Needs Based vs. Transaction Based Selling • A client is built through need based rather than transaction based selling. • Client building is through listening and focusing on their needs. This will develop long term clients. • Sales people are selling products, but customers are buying relationships.

Becoming Bulletproof • Developing a large, diverse client base protects you against any unfavorable changes • Insurance carriers changing • Economy • Tax Law • Political Changes • Industry

How to Change Policyholders to Clients • Client lives are not static • Financial and family situations change • Understand your client’s needs and objectives

One Guaranteed Sale in this Economy! • Perform a basic policy review • Save your client money • Never has there been a more critical time to review your client's policy than right now. • Your clients are desperately looking to save money wherever they can, and you can help them.

Back to Basics • We were taught to review your client’s coverage once a year or...... • Family Changes: New marriage, divorce, new baby, new home, supporting elderly family member or other changes • Business Changes: New business, sold business, new loan, new partners or other changes • A repeat sale is easy compared to the effort to obtain the new client

Our Whole Country is Going Through a Change • Net worth down • Home values down • Equities down • Retirement and college education accounts down • Now is a perfect time for a policy review

Asset Recovery • Life insurance is one of the only financial tools that can guarantee asset recovery for your clients right now • Take a small portion of their overall net worth (5-7%) and put into life insurance and significantly improve the value of the estate

Review Your Client’s Policy • Align it with their goals and budget • Term rates are lower then ever • Mortgage Life - that usually can be beat with just a level term • UL rates are lower then and guaranteed for your clients life • Variable Life - Usually not performing, lucky if your account values are flat for the last ten years • Many clients have policies you or even they don't know about

Let Us Be Your Back Office Support • Don't have enough time to review your client’s life policy? • Not sure if that old policy is still the best for your client? • Have a bunch of old clients who need policy review, but don’t know where to start?

Case Study • Last year, one of our agents who had not been practicing a basic annual policy review gave us 247 policies to review... 95% of which were term. He wrote 114 new applications and placed 92 of them for a total premium of $121k. Not only did he make an additional $121k that year, but he dramatically improved his client's policies and turned them from policy holders to clients.

Like Any Industry, Progress Has Been Made • Some decisions took longer than they should have......like when you said, "My typewriter is as good as any computer" and "I'll never use a mobile phone" or "I don't need e-mail when I have the postal service.“ • You are facing a similar choice right now: to use National's One "E" System or not. There are certain decisions that are easy and this is one of them.

Some Decisions are Easy… • Your client choosing a new policy after you perform a review that lowers their premium and extends their coverage • Use the OES or not: • Send a personalized approach letter to all your clients at once • Have all your clients info in one location • Prepare side by comparisons • Regular follow up correspondence

Back to Basics • “Without a system you have no real chance to accomplish your goals” - Alfred Granum • "Whole process couldn't have been easier. National gave me all the support, they provided the comparison and the filled out app. All I did was present the options to my clients and I got more referrals from them." - Agent: M. Johnson, TX

Next Steps • Download and complete our National Policy Review Form - The form will provide basic policy information, current health and client's objective. • We will compare current policy to the best available for your client. • We will provide comparisons. If a policy can be improved, we will provide a populated formal application.

Questions & Answers • To ask a question: • In the Live Meeting console, open the Q&A section and type in a question - - OR - - • If you are dialed in to the conference call, dial #6 to un-mute your line and speak up (dial *6 to mute your line when done!) National’s TOP Principles Transparent: Earning your trust through integrity, communication and full disclosure Objective: Searching for the best possible solution under your direction Professional: Working at the highest level of professionalism to facilitate every case

Conclusion • That concludes our webcast. A full recording of this session should be available on our website within 24-48 hours: • http://www.NatBrokers.com • Contact Us: (800) 377-6344

Back to the Basics