Breathing New Life Into Your Customers

1. Breathing New Life Into Your Customers A new approach to marketing life insurance

2. Why People Buy Insurance They have needs. Source: LIMRA International

3. Why Don’t They Buy? You have solutions. Source: LIMRA International

4. You should have the key to dominate this market… What is stopping you?

5. Objections to Selling Life Insurance • Life insurance sale too complicated • It is too difficult to get someone to understand the need and then act • Could possibly lose credibility if sale goes bad

6. Life Sales Process

7. Life Sales Process

9. Sample Email to Customer

10. Life Sales Process

14. Client Scenario • Dale • Married • Two children (7 and 9) • Primary income earner • Wife consults on the side • Mortgage - $233,000 • Has $550,000 of existing life • life insurance coverage

15. 2,500 233,000 500 2,000 304,313 5,000 15,000 15,000 35,000 304,313

16. 304,313 233,000 35,000 213,518 572,313 785,831 550,000 235,831 213,518 80.00

17. Life Sales Process Option 1: Send consumer fact finder Needs based flyer sent Option 2: Respond with timeline for recommendations Consumer fact finder sent

18. Life Sales Process • Options should be: • Based on client response • Ready before meeting • Reasons for options should be identified • Other tools you should have: • Product highlight sheets • Review product highlight brainsharks • Recommendation Worksheet completed prior to meeting

19. In it for life. In it for you.

20. Financial Strength • Trusted Mutual company since 1909 • Success built on vision and performance Consistently high industry ratings: • A.M. Best Company A+ (Superior) • Moody’s Investor Services Aa3 (Excellent) • Standard and Poor’s A+ (Strong) *As of June 2011

21. Term Life Express (TLE) • Complete portfolio of 15, 20 and 30 year products • Simplified issue up to $400,000 • No Blood, No Urine, No Paramed • Four riders/provisions included with policy • Residential Damage Waiver of Premium Rider • Unemployment Waiver of Premium Rider • Accelerated Death Benefit Provision • Common Carrier Death Benefit Provision • Available on the iGO e-AppSM • 5-day issue for ‘clean’ applications

22. Term Life AnswersSMGuaranteed Level Term • Competitive rates; ages 40 - 60 • Great smoker rates • Liberal conversion opportunities • Available on iGO e-AppSM & Speed eTicketSM platforms • Commissions on policy fees for face amounts under $250,000. • Other Insured Rider • Qualifies for the Fit Underwriting Credit Program

23. Fit Credit Program • Applies to all fully underwritten TERM & UNIVERSALlife products • Three characteristics = 1 Table Credit • Five characteristics = 2 Table Credits • The best case final offer is Standard • Great for build & Diabetes clientele • 12 Lifestyle and medical credits apply

24. Guarantee Universal Life (GUL)Secondary Guarantee Universal Life • Competitive lifetime level premiums • Preferred NT, Standard NT, and Standard Tobacco • Ages 50 – 70 • $500,000 and $1,000,000 bands • Competitive dial down guarantees • Qualifies for the Fit Credit Program • Accelerated death benefit for terminal and chronic illness rider

25. Guarantee Universal Life (GUL)Secondary Guarantee Universal Life • Why Dial Down? • Guarantee their premium for a period closer to their actual life expectancy • Offer competitive premiums, • Especially at ages 45-75, • Standard and preferred user rate classes • Dialed down to ages 90, 95, and 100 • $500k, and $1m face amount bands As of May 23, 2011 these premiums are current and accurate to the best of our knowledge. Age Last Birthday Company

26. Life Sales Process Term Life Express Term Life Answers Term Life Answers Fillable application available for all products

27. Life Sales Process

28. Life Sales Process

29. Life Sales Process