Needs Based Selling Using the Laptop Presentation Steve DiChiaro

1. Needs Based Selling Using the Laptop Presentation Steve DiChiaro Executive Vice President & Chief Agency Officer April 2012 Agent training only. Not for sales use.

2. Consultant vs. Salesperson SLIDE 29 Agent training only. Not for sales use.

3. What has implementation of the Laptop done for American Income? SLIDE 29 Agent training only. Not for sales use.

4. AIL LNL Individual Business 2012 YTD $540 Agent training only. Not for sales use.

5. Birmingham, Alabama LNL Bham Branch Individual Business 2012 YTD $537 Agent training only. Not for sales use.

6. Dallas, Texas LNL Ft. Worth Branch Individual Business 2012 YTD $581 Agent training only. Not for sales use.

7. Orlando, Florida LNL Orlando Branch Individual Business 2012 YTD $551 Agent training only. Not for sales use.

8. Little Rock, Arkansas LNL L-Rock Branch Individual Business 2012 YTD $517 Agent training only. Not for sales use.

9. Houston, Texas LNL Houston Branch Individual Business 2012 YTD $365 Agent training only. Not for sales use.

10. It’s too long…

11. Needs Based Selling vs. Premium Based Selling SLIDE 29 Agent training only. Not for sales use.

12. Needs Based Selling

13. FOR • F = Family • O = Occupation • R = Recreation

14. IRT • I = Intro • R = Recap • T = Tie Down

15. Laptop Sales Presentation 2.0 SLIDE 29 Agent training only. Not for sales use.

16. Laptop 2.0 • What is new? • Added endorsement letter from IUPA to Child Safe video

17. Laptop 2.0 • What is new? • Added Read-Off letter to ease transition from Introductory Offer to Life Insurance video

18. Laptop 2.0 • What is new? • Added ‘Inflation’ and ‘Non-Inflation’ buttons to survey

19. Laptop 2.0 • What is new? • Added inflation explanation in the Final Expense video.

20. Laptop 2.0 • What is new? • Final offer screen defaults to $30,000 for Whole Life for Final Expense

21. Laptop 2.0 • What has changed? • The sequence of the laptop presentation is now: • Introduction to LNL – Who we are • Introductory offer – Why we are here • (New) Read-off letter – Bridging the gap between why we are here and selling life insurance • About Life Insurance (previously after survey) – Why life insurance is necessary • Needs-based survey – What is necessary in your situation

22. Laptop 2.0 • What has changed? • Maximum percentage of take home pay has been increased to 3% (versus 2.5%) • Changed Accidental Death Benefit message: ‘The remaining needs in the final proposal will be covered with Accidental Death Benefit (ADB).’

23. Laptop 2.0 • What has changed? • Final Expense video updated to reflect $15,000 average cost for funeral instead of $14,000

24. Laptop 2.0 • What has been deleted? • Time counter has been removed from all videos • Deleted Barbara’s and Renee’s story • Deleted excessive premium message on Final Offer screen

25. Laptop 2.0 • What has been deleted? • Removed questions listed below Family Member Medical Conditions from Needs-Based survey

26. Maximizing the Laptop Sales Presentation for Sales Success Agent training only. Not for sales use.

27. ‘About Liberty National’ Video Agent training only. Not for sales use.

28. Introductory Offer Video Menu Agent training only. Not for sales use.

29. ‘Child Safe Kit’ Video Agent training only. Not for sales use.

30. Sponsorship Collection Best Practices Agent training only. Not for sales use.

31. Read Off Letter Agent training only. Not for sales use.

32. ‘The Need for Life Insurance’ Video Agent training only. Not for sales use.

33. Needs Analysis Survey Agent training only. Not for sales use.

34. ‘Final Expense’ Video Agent training only. Not for sales use.

35. ‘Income Protection’ Video Agent training only. Not for sales use.

36. ‘Mortgage Protection’ Video SLIDE 29 Agent training only. Not for sales use.

37. Accidental Death Benefit Agent training only. Not for sales use.

38. Recap Final Offer Screen SLIDE 29 Agent training only. Not for sales use.

39. Needs Based Closing SLIDE 29 Agent training only. Not for sales use.

40. Needs Based Closing Step 1 Adjust Final Expense from $30,000 to $15,000 on both Primary and Spouse

41. Needs Based Closing Step 1 Adjust Final Expense from $30,000 to $15,000 on both Primary and Spouse Step 2 Adjust Income Protection from 2 years and 20 R&C to 1 year and 10 R&C on both Primary and Spouse

42. Needs Based Closing Step 1 Adjust Final Expense from $30,000 to $15,000 on both Primary and Spouse Step 2 Adjust Income Protection from 2 years and 20 R&C to 1 year and 10 R&C on both Primary and Spouse Step 3 Adjust Final Expense from $15,000 to $7,500 on both Primary and Spouse

43. Needs Based Closing Step 1 Adjust Final Expense from $30,000 to $15,000 on both Primary and Spouse Step 2 Adjust Income Protection from 2 years and 20 R&C to 1 year and 10 R&C on both Primary and Spouse Step 3 Adjust Final Expense from $15,000 to $7,500 on both Primary and Spouse Step 4 Remove Income Protection on Lowest Earner

44. Conclusion SLIDE 29 Agent training only. Not for sales use.