Impact Sales University World Financial Group PlanLab Award Winner Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph:

Background Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Quick Turnaround Possible? First, this is not your everyday case study. We were looking for a partner that could not only embrace our company philosophy but deliver in a very short timeframe. We had to select a vendor tool, brand and customize our sales process into the application. All this within just 4 months…

Background Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Quick turnaround met Delivery schedules were met. Expectations were met. Version 1 for client evaluation was a quality deliverable and had very few issues to resolve. On time for projected “Go Live” date following a major launch at our company convention. Exceeded expectations in all aspects of our company including the field.

Background Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Generic to Custom We selected Impact and Life Goals. Contracted by year end but Impact was willing to launch design and development in advance. We turned (heavily branded and customized) Life Goals into Financial Dream Map, our company sales process. We built an entire repeatable sales process around the software but more importantly directly in the software to make it easy for our advisors to pick up and starting selling.

Current Situation Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Typical Middle Market Candidate John and Marina Rider - Age 45 and 44 respectively - Total household income 72k - 5 kids/dependents - Non-Retirement Assets - 48k in checking/savings/stocks available for emergency fund - Retirement Assets – 82k - Life-Insurance - for John - currently 0, needs just over a $1M to accomplish goals at death - for Marina - currently 0, needs just over a $600k to accomplish goals at death - Debt to Income Ratio - 24%

Problem Statements Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Overcoming Objections In summary - we have a family that believes they are protected with their savings; however, to really accomplish the goals they have set, there is a serious shortfall, and there is a great risk for the family since there is no Protection in the event the husband or wife passes...

Recommendations Copyright © Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Presentation easy for client to digest and understand For this particular case, the rep was able to demonstrate the needs extremely effectively, working with the client in a cohesive dialog, and the gap was realized by the client naturally on their own through our company sales process. We were able to get the family pointed in the right direction and begin protecting the family with an: IUL product: - For 250k base - PIR rider for another 250k - OIR for the spouse for 100k

Results Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Family is now protected and in better shape overall to meet their goals in life The IUL provides the protection the family needs, while creating an opportunity for returns, and effectively manages the downside risk in today's volatile markets. We were able to get the family on the right track, and begin the process of getting their financial house in order, and on the right path to "Living their Dreams".

Statistics Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Week2 Weeks1 Month Total Users in PlanLab Advisors Running Plans Total Plans Run