Sales Process & Sales Roles Peter Sullivan - RVP East Region The Ritz-Carlton, Huntington Hotel & Spa , Pasadena, California Sept.29 – Oct. 1, 2003

Retirement Sales Cycle Prospecting Proposal TRS Presentation Closing Intro VW

The Sales Process The Transamerica Advantage- We provide the RESOURCES you need External Sales Consultant -Working To develop Opportunities Internal Sales Desk -Supporting The Sales Process ERISA Hotline -ERISA Expertise For Producer Use Only. Not For Public Distribution. VW

The Sales Consultants Role The External Sales Consultant: Develop Relationships with Intermediary’s - 400+ Selling agreements - Life Licensed Brokers- Unlimited - Group Benefit Producers - Targeted Relationships Who is in the Pension Market Everyday?

The Sales Consultants Role NO ONE! WHO IS? THIRD PARTY ADMINISTRATORS

The Sales Consultants Role Over 45 Sales Consultants in 34 Field Offices ERISA Trained Many consultants have recordkeeping/administrative background Understand the value-added of TPA support and local presence

The Sales Consultants Role Our people provide SALES-FOCUSED SUPPORT that helps close cases Pre-Sale Takeover Reviews Joint Client Presentations 40% Close Ratio with Transamerica Consultant present

The Sales Consultants Role Our Sales Consultants understand the Four Pillars of a Retirement Plan Plan Design Investments Administration Employee Communication

The Sales Consultant Role The External Sales Consultant/ TPA Partnership: Leverage: - Relationships - Expertise - Localized support WIN/WIN

The Sales Consultant Role Marketing Support: Get the word out Joint Seminars -Training/CE Seminars -Plug & Play Announcement Letters To Producers Referrals PROSPECTING • Proposal • Presentation • Closing VW Materials to show: Sample New Comp Prospecting letter, the Bullet

The Sales Consultant Role Support TPA/Broker: Leverage TPA’s Plan design Expertise Be available for fact finding/review/Presentation Represent & Support The TRS Product/TPA Relationship Close The Business VW

Services Wherever You Need Us – Nationwide . Services Wherever You Need Us – Nationwide Transamerica Retirement Services Regional Pension Offices Atlanta Boston Charlotte Chicago Cincinnati Clearwater Cleveland Dallas Denver Detroit Elgin, IL Fort Wayne Greensboro Houston Kansas City Long Island, NY Los Angeles Miami Minneapolis New Orleans Newport Beach Orange County Orlando Paramus Park City Philadelphia Portland San Diego San Francisco Seattle Torrance Washington D.C.

Internal Sales Desk is available when you need it We provide expedient, ONE STOP EXPERTISE Your Internal Sales Consultant is always available Nationwide coverage through our Los Angeles office Standard proposals processed in 48-hours Instant access to ERISA expertise Instant access to product knowledge

Internal Sales Desk Role How to Fact Find proposal requests - requires repeating the “basics” each time. - Clarity in Setting Expectations - Work with TPA Plan Design Specifications Commission Options Underwriting Requirements Prepare and Deliver to Meet Schedule Incorporate TPA Fees in Proposal Review with External Sales Consultant Assist with NCP Runs if Applicable Prospecting • PROPOSAL • Presentation • Closing VW

Internal Sales Desk From Proposal to Sale: Your constant resource at Transamerica Retirement Services From Proposal to Sale: Proposal Generation Plan Design Illustrations Pre Sale Questions Proposal Review and Revision Sales Consultant Schedule Closing Assistance

ERISA SUPPORT ERISA HOT LINE: - The consulting Service That’s FREE - A Resource to help you answer those tough Questions. - PRE- SALE or POST SALE

ERISA SUPPORT 5 ERISA Specialists 7 Compliance Analysts 130 years of combined ERISA experience General ERISA Questions Pre-Sale/Takeover Review Ongoing Consulting ERISA Call Center… “The Desk” 7 Compliance Analysts 145 years of combined ERISA experience Legislation Monitoring Plan Document Management Frequent IRS interaction

Expert ERISA Support in the Field ERISA trained professionals in 34 offices nationwide Focus on helping you build your business Intensive ongoing training Solve everyday plan issues through creative plan design alternatives

ERISA Expertise - Don’t be Merged Out Mergers, Acquisitions & Spin Offs Qualified Plans tend to be an afterthought Transamerica can guide the process Work with outside counsel Review Plan Document Review Purchase Agreement ERISA Due Diligence Checklist Be Proactive

ERISA Expertise – Complex Plan Questions Controlled Group Issues Legally excluding employees Protected Benefits Complex Testing Issues Document Issues And Much More

Your Portal to ERISA Expertise You don’t need to know all the answers… …just where to get them! Transamerica’s ERISA Help Desk! Retirement Consultants Internal Sales Consultants

Transamerica. The Retirement Answer Call your TRS External Sales Consultant or Call your Internal Sales Consultant 888-401-5826 Proposals ERISA Desk Prospecting Materials

The Close is just the beginning - Employee Education - New Business Installation - Client Services Role VW