OPPORTUNITY

1. OPPORTUNITY What is important to you?

2. THE ART OF THE GROUP PRESENTATION

3. THE ART OF THE GROUP PRESENTATION Pre Game

4. TWO THINGS WE CAN’T TEACH • You Have to look for it! • Coachable • Will this person take direction? • (Positive Attitude) • & • Work Ethic • Willing to fight to be successful • EVERYTHING ELSE WE CAN TEACH

5. SETTING THE STAGE • Your most expensive investment is the group room. • Appealing, professional, smells like success. • Conference table or class room seating. • Water, candy, pens, paper and clean. • Projector for PPT/Video – ideal LCD flat panel. • Always have a Liberty manager or assistant in the room. • Start on time and re-set expectations. NO walk outs! • Name plates – get involvement! Arts and crafts make it personal.

6. PRESENTER “PITCH MAN” • Best Athlete - Not overhyped - Well Stated • Well Dressed - but not overdone • Calm – Air of Excitement • Passionate - Believe that this can be a $100k position for all. • Objective - Sell insurance industry, then why we are • different. Otherwise you have not created interest! • Be attentive to the group - Read them, listen to their Vibe • Air of confidence – Never cocky • Slow the pace of speech for dramatic pause

7. Presenter YOU MUST FEEL LIKE: The data your about to convey is critical to the career advancement of everyone in group. This is a $100k + opportunity. Mentality of Our “collective” time is very valuable – Do Not Waste It!

8. What You Need to Avoid in Groups • Sterile, Uniform and Generic recital of a group PowerPoint. 75% of the group buys You! Be Personal and Be Engaging • Don’t Oversell – Think Needs-Based- What is it your not getting out of your current career? • “Cattle Call” mentality – We’re not selling to the masses (those people already join us) we want to attract the Discerning Active Candidates.

9. Goals for Today’s Career Briefing Our Dynamic Lead system- why it’s so powerful Our Products- Needs Based & Valued How our Agents get Paid & Build Wealth Our Management Career Track Residual Commissions – the reason Career Minded Professionals make this a Lifestyle

10. Group Career Briefing • It’s why we get paid. It’s the center of our universe! This is where we make everything happen! • Running a Group - Find your strength in what you translate best to audiences and work it until it bleeds.  • IN the GROUP Presentation -You can get all the same laughs and all the same positive reactions in all the exact same places every time! Why? Because its always a new audience! 

11. What is important to you? How do you meet people? • Dynamic Lead Generation System Why do people want to meet with us? • Needs-based Products What is the earnings potential? • Agents Build Wealth What are opportunities for advancement? • Management Career Track Why you make this a career? • Residual Commissions

12. Reminder: Am I Giving My Audience What They Want? • To be Successful = Liberty Success Factor –Leads and Products (How we enroll clients) • Paid for my efforts & and paid what I’m worth = show them Compensation off 20 appointments. • Opportunity & Growth= Liberty career track • Stability and Vested Interest= Residual Commissions at Liberty National.

13. Intro - BUILD TRUST & CONFIDENCE Lights, Camera, Action • This is your commercial! • *Why you made the leap of faith and what you’ve accomplished since then. (buying you) • VALUE ADD MEETING – We have one thing in Common! – Your best Interest! • Project Yourself as a Search Consultant – Be Real. • Offer Advice & Tips – Become Objective/Consultative! This plays right into your hands – Your group outlines criteria they want. • This is a Needs Based presentation – know your audience • 20% are interested – need a Career! Rest of the Group • Suffers from “FUDS” Fear, Uncertainty, Doubt and Suspicion!

14. DEFINING THE MINDSET – Intro • Selective Process / Filters (buy/sell/buy) – Balance the scales of information- They’re still Interviewing! • We spend $2M+ on recruiting / resources • No rock, duck, lizard or caveman – we don’t need one! • Monster top 9 in hiring • Congratulations– You have made it this far • People Covet what they don’t have- make them covet U! • Do your due diligence, understand who your in front of. • THIS CAREER IS NOT FOR EVERYONE! • GOAL – Be Viewed as ‘objective” about this opportunity.

15. Liberty National Website HandoutDon’t Make Them Write it Down • Libertynational.com • Torchmarkcorp.com • MyLibertylife.com

16. Create COMPELLING REASONS • We are looking for people that want to make more money then they ever have. • We are looking for people that want to lead, build and manage to greatness. • How many people in this room want to have more Influence with those you lead? • -- Good! Because those are the people we want.

17. COMPELLING REASONS • What is your compelling reason to make what you feel your worth? • Got to feel you’re worth the money • Got put yourself in the right vehicle to get there • No easy $100k Careers – we make it simple.

18. Address 1st Fear -Having to Cold call and Prospect 100% • We don’t sell, visit or solicit family members, friends, neighbors or anyone else in our inner circle. – we won’t pay you on it if you did! • We’ve Been in Business since 1900 • We put you in position to be successful by getting you the tools to be in front of a “Targeted Audience”.

19. 1st Fear AddressedDYNAMIC Lead Source Policy Owners- 4,000,000 Open Re-enrollment Sponsorship Child Safe Program Accidental Death Policy MedFacts Non-insurance Discount Services Card Lead Management System/Data 1

20. Family Care Plan – $40.73 per month 35-year-old male, nontobacco rates

21. Employee Care Plan – $42.25 month/$9.76 per week 35-year-old rates

22. 2nd Fear Addressed – “ I don’t have any real sales experience” I just demonstrated how simple it is to build need with our products and how the candidate with little or no sales experience can learn to be successful. “can you see yourself doing what I just did”

23. Liberty National - Needs Analysis Survey - Proposal • Decision Logic uses 3% Income.

24. In-Home Laptop Presentation • Efficiency - Upload data to home office, no missing data • Consistency – Laptop can’t have a bad day or a bad presentation • Organization - All your data is saved and on file • Eco-friendly and Green

25. Needs Analysis Survey – Part 2

26. Needs Analysis Survey

27. Address the 3rd Fear “ Not Getting Paid What I’m Worth” How Many Customers Would Enroll In this Program if you saw 20? • 3/20 are nervous Nellie's- don’t buy anything! $100 for $20 • 3/20 Buy absolutely everything, but we only sell on need • 3/20 are medically uninsurable • 11/20 where you need to help identify a need! • Laptop presentation with decision logic intro • Remind the group the 50% of all Americans have NO insurance at all and that of the other 50% - 90% is under-insured!

28. 56,418 2011 Average Agent Compensation Average of Agents with 12 months service

29. Performance-Based Pay – Family Care Plan Based on previous example $40.73 monthly premium; 70% direct pay and at applicable bonus; 1.0 DCN multiplier; No commission account draw

30. Employee Care Plan – Worksite Enrollment Based on previous example $42.25 monthly premium; 50% direct pay and at applicable bonus; 1.0 DCN multiplier; No commission account draw

31. 3rd Fear addressed - “Not getting paid what I’m worth” • We successfully demonstrated how we get paid and what activity levels are necessary to make the kind of money you need/want to make. • Only 4-5% of all US Individuals make more than $65,000 a year. • 1-2% of all US Individuals make more than $100,000 • 4 sales a week* = Potentially up to $66,000+ at Liberty. * For illustrative purposes only

32. Advancement – Opportunity Unlimited Branch Manager 100% Merit-based advancement through “Career Track” program. A Fast Track Management Training Program Unit Manager Asst. Unit Manager Agent (In Training) WHERE DO YOU SEE YOURSELF? For convenience, the titles used above are intended to apply to both employees and independent contactors.

33. 4th Fear Addressed- “Lack of Growth” Company Vision * Get them excited about need for Managers In 2012 we’ve enacted a plan of action to achieve $100 M in sales by 2016. • 1. Double the Agent Force • 2. Double the Leadership Team

34. Address 4th Fear- “Lack of advancement or real growth” Advancement from Within Management Track • Assistant Unit Manager (AUM)Independent Assistant Unit Manager (IAUM) • Focus on Selling, Recruiting and Teaching • Unit Manager (UM)Independent Unit Manager (IUM) • Manages a unit • Branch Manager (BM)Independent Branch Manager (IBM) • Manages a branch office

35. Opportunity Unlimited Earning Potential Those Who Work the Model: Yearly Take-Home AUM / IAUM Up to $100K+ UM / IUM Up to $180K+ BM / IBM Your own agency;Up to $200K+

36. Opportunity Unlimited – Advancement *Review Progression 100% MERIT BASED Advancement through the “AGENCY’S CAREER TRACK”Program • Individual Producer / Career Agent • AUM / IAUM 3-5 agents / 2-3 months • UM / IUM 2-5 AUM/IAUM’s / 8-14 months • BM / IBM Opportunity Unlimited

37. Address the 5th FEAR “No Stability or Vested Interest” The #1 financial reason people choose a career in the insurance industry is Wealth Building (Residual Compensation)

38. Residual Compensation (Renewals) Paid each month from policies sold in the past

39. Residual Compensation The No. 1 financial reason people choose a career in our industry is residual compensation.

40. 5th Fear Addressed • Residual Compensation – Hand out • Residualcompensation is revenue that occurs over time from work done one time. • ONLY 3 INDUSTRIES: ROYALITIES • Jerry Seinfeld/Elvis Pressley • Sell Car, plasma TV, Home, Goods and services • Liberty National you get paid for the life of the policy! * • You get paid on all your agents’ business as well for the life of their policies. * Expect to live to 86 years old! • Some of our people have a 20 year plan. • 10% vest-20 years 100 vested for Life of the policies.* • Our polices are all auto-renewed (as long as premiums are paid)! • 98.3% chance we all live to 86! * Not applicable to guaranteed issue Medicare Advantage replacements; Limited to 6th policy year. Not applicable in WA.

41. Opportunity Unlimited – What it Takes • Requirements for Initial Success • State Insurance License • Access to use a Laptop in the Field • Evenings & Weekends, and some day time • Disposition to work hard for at least 60 days to receive successful classroom training, field training, and mentoring • Independent contractor – You can build your business at the rate you are committed to Opportunity Unlimited

42. Incentives Torch Club Convention destinations have included: • Caesars Palace, Las Vegas • Fontainebleau Hotel, Miami • Caribbean Cruise • Puerto Rico • Atlantis Resort, Bahamas

43. Opportunity Unlimited – What it Takes Requirements for Success • State Insurance License • Good work ethic and commitment during: • Classroom training • Field training • Mentoring • Entrepreneurial Spirit • You can build your business at the rate you are committed to

44. WHY YOU? All of Our People Have 3 Common Traits • High Commitment level to their Success • Very good to Exceptional work habits • Have a Positive Attitude-Perception is reality! They Embrace Challenge and Control their own Destiny!

45. Our Purpose “Our purpose is to enrich lives and enable dreams. We are dedicated to teach and inspire responsibility while protecting futures of families”

46. Roll Out “<Name>, I know that you just had a lot of data presented to you in our career briefing, what I’d like to do now is understand what the potential of this opportunity looks like to you. “Let’s talk about any hurdles that you foresee, that could be 2 inches tall to 10 feet high.” If candidate says no hurdles, and they sell me hard on the opportunity then reply: “<Name>, based on our interaction today, I’d support your candidacy; tell me what the next steps look like to you?” If candidate tells me they want the opportunity “Greenlight” then reply: “Do you have the resources today to pay for training?” If they do, then: “Great, let’s get you signed up for online pre-licensing class and welcome to the team- Congratulations!”

47. Roll Out (continued) If candidate says anything other than I’d like the opportunity, then reply: “<Name>, here are the next steps as I see them. “ • “I’d like you to go home tonight and speak with your significant other, spouse, and or support system.”“Your family has to have your back not be on it.” • “I’d like to set you for a final interview tomorrow at 10 AM, at that time you’ll need to come back with the mindset of separating yourself from the other finalists that we have decided to bring back.” • “If in fact you and (branch manager) both agree that this is your next profession/career, and only if: I’d like you to have the resources to pay for the online testing course”. OR: • “I’d like you to go home tonight and speak with your significant other, spouse, and or support system.”“Your family has to have your back not be on it.” • “<Name>, Our management team will be meeting this evening to discuss the candidates we’ve met this week to determine who we would like to bring back for a final interview with (branch manager). If in fact we do want to bring you back, we’ll call you between 5 and 7 pm this evening. (Ask for best number to reach them on at this time) “<Name>, If in fact you and (branch manager) both agree that this is your next profession/career, and only if: I’d like you to have the resources to pay for the online testing course at the time of your final interview. “If we don’t give you a call, that means we’ve moved in a different direction and we wish you the best in your career search.“ * If candidate closes you hard at any time during this process, check that they have resource to pay for class (same day) and start the contracting paperwork.