NAIFA

2. NAIFA The “ASSOCIATION OF CHOICE” for Today’s Professional Agent/Advisor

5. CONNECTING NAIFA’s ADVOCACY MANDATE TO YOUR BOTTOM-LINE • Write down the Names of your 3 biggest Clients • Write the problem you solved or the Financial Goal Achieved • Write down the Product Solution you recommended • Question: Were there any Tax Advantages/Benefits Associated with the Product Solution???

6. What if … Those Tax Advantages/Benefits were eliminated or severely reduced – would the Client take action? NAIFA created the Tax Advantages/Benefits our products enjoy – since the Income Tax Code was made law in 1913. TODAY - NAIFA continues to defend and protect those Tax Advantages/Benefits. What would be the loss of Revenue to your Business without them?

7. THIS IS NAIFA • National

8. THIS IS NAIFA • National • State

9. THIS IS NAIFA • National • State • Local

10. WHY ARE YOU NOT A MEMBER?

11. WE’VE GOT IT COVERED

12. LIFE INSURANCE INDUSTRY PROVIDES: • Major source of Long-Term Savings and Capital Formation • $3.9 Trillion In The Economy - $300 Billion Invested in 2005 • Largest Source of Bond Financing - $2 Trillion invested in 2005 • Held over $560 Billion in Government Bonds (2005) • Held over $700 Billion in Commercial and Residential Mortgages (2005)

13. The ACLI estimates total life insurance claims in the range of $2 billion to $5 billion

14. The property damage losses to the World Trade Center area is approximately $5.5 billion

15. Personal property damaged or destroyed in New York is estimated between $2 billion and $3 billion

16. Business interruption and extra expense ranges from $5 billion to $8.8 billion

17. Insurance on automobiles either damaged or destroyed in lower Manhattan and possibly near the Pentagon approximately $90 million

18. General liability losses range from $2 billion to $6 billion

19. The president of the N.A.I.C., Kathleen Sebelius, was quoted in the media as saying, “Let me put it in perspective: The insurance industry in the year 2000 collected $1 trillion in premiums. $30 billion represents 3 percent of that.”

20. ARE YOU GRATEFUL?

21. ARE YOU MORE OR LESS GRATEFUL THAN YOUR GRANDPARENTS?

22. ARE YOU MORE OR LESS GRATEFUL THAN YOUR PARENTS?

23. GRATEFUL? UNGRATEFUL?

24. UNGRATEFUL? Careless, demanding, dissatisfied, grumbling, oblivious, self-centered, selfish, thankless, unappreciative, disagreeable, miserable, unpleasant, unprofitable, useless, vain, wretched

25. COST OF WAR ONTERRORISM DOUBLESCONGRESS VOTES TO TAX LIFE INSURANCE PROCEEDS TO PAY FOR IT cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcvcvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv vvcvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcvcvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv vvcvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcvcvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv vvcvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv

26. When I warned them about antagonizing the nation’s hundreds of thousands of insurance brokers, they were unmoved by the advice. “They are the best field force in politics” Rewriting History

27. “ But they are the problem,” “It’s the money they take out of the system that is driving up costs so much.” Rewriting History

28. WHAT’S THE COST OF DOING NOTHING?

29. AGENTS DEVASTATED BY LEGISLATION AUSTRALIA 300 SOUTH AFRICA 0 NEW ZEALAND 0

30. 50 million Americans say they need more life insurance in the next 12-18 months. In 2005 – Industry only wrote 10 Million Life Policies. . Limra 2003

31. WHAT CAN I DO?

32. Three out of four people want to buy their insurance from a professional Agent/Advisor Limra 2003

33. What can NAIFA do for you?

34. WHAT CAN YOU DO? BELONG TO NAIFA - “Ask Not How NAIFA Can Serve You, But Ask How You Can Serve NAIFA” The Only Professional Association Dedicated 24/7/365 to being the Advocate for the Agent/Advisor and the Clients they serve

35. NAIFA : • NAIFA Members make an average of $27,000 per year more than Non-Members. “IT’S SMART TO BELONG”

36. Thank you for your Membership

37. QUESTIONS ?

38. MEMBERSHIP APPLICATIONComplete the following fields: • Social Security Number • Local Association Name • Your Name • Month/year of initial license • Applicant Signature • Method of Payment

40. Pre-Meeting • Setting the Appointment (secure under favorable circumstances) • Require 30 minutes • Request to be the last speaker (or before a break) • Inquire about equipment • Inquire about payroll deduction process • Explain success in the past

41. Pre-Meeting (7 Days prior to meeting) • Verify appointment and obtain agent list • Dress for the group • Check with Ron Wheeler or Greg Dorsch on changes to presentation • Supplies • Applications • Payroll deduction forms • Credit Card applications • List of Local dues, meeting location and time (www.MAIFA.com) • Hard copy of presentation (incase of equipment failure) • Enlist an assistant

42. Post-Meeting • IMMEDIATELY send applications to MAIFA • Fax reporting form to Ron Wheeler/Greg Dorsch • Thank you letter from MAIFA with “Real Life Stories” disk included • Follow up e-mail to agents offering membership again