Dial-In Number: 1-201-479-4595 Meeting Number: 32362926 FHC STUDY GROUP Dial-In Number: 1-201-479-4595 Meeting Number: 32362926 APRIL 2016

Welcome Sarah Molitor Troy Thompson Stefanie Hansen Thanks everyone for being on FHC’s November Study Group Call. A Special thanks to our guest speakers and moderator. We’ll begin our discussion in a moment. But first, I’d like to share what’s new and exciting with First Heartland. Dial-In Number: 1-201-479-4595 Meeting Number: 32362926

2nd Tuesday of the month @ 2pm CDT 1st Tuesday of the month @ 10am CDT or 2nd Tuesday of the month @ 2pm CDT Topics to look forward to: OPEN VPN back to your network and OwnCloud connectivity Safe browsing processes and procedures What should you have on your machine to secure your information Treeno How-To and scanner discussion Encrypt your laptop/portable device Firewalls, home and office Wireless networks and what you need to know Email etiquette and security November is LTC Awareness month. I’d like to quickly share some worthwhile resources you all have at your finger tips. If you go FHC’s website, you have access to several LTC sales video. Videos for you help you sell LTC Video help your clients understand the need for LTC. There are also materials ready made for social media posts. Check it out and enjoy the benefits. Brandon Hall Dial-In Number: 1-201-479-4595 Meeting Number: 32362926

Plant seeds for the future with Social Media Today’s topic was suggested but one of wonderful David’s. The FHC team would like to have more suggestions. Please take a moment to fill out the survey that will come shortly after this call and let us know how we are doing, what we can do better and other ideas. The calls are better for everyone when you participate! Let’s get started! Dial-In Number: 1-201-479-4595 Meeting Number: 32362926

Goals Find out how a fellow advisor uses social media to connect with current and prospective clients Get tips from a social media expert on making the most of the LinkedIn platform To make thse goals happen, we invited Julius Anderson to moderate a discussion between three agents who have excellent staff. Dial-In Number: 1-201-479-4595 Meeting Number: 32362926

Agent Feedback Challenges Compliance Concerns / FHC Fee Lack of Success Complexity, intimidating Questions What is the most successful social media platform? What are some best practices? How to gain more brand awareness? What are some trends? How many touches are needed? Provide content pointers

Social Media: A Quick Word From Compliance Zeonia Christy

Introductions Troy Thompson Stefanie Hansen Most of us know Julius well, but I see some new faces on the call. Until, recently Julius was David Hoff’s business partner for many years. He is now involved in a consulting business. Julius, can you tell us a little more about that and maybe how that makes you an excellent person to moderate this call? David, David and Dave, Can you tell us how long you been in the financial industry? And maybe what is the focus/specialty of your business? Okay let’s get started! Dial-In Number: 1-201-479-4595 Meeting Number: 32362926

Questions to Consider Have you found any new clients via social media? Do you feel like you get adequate value for the time you invest? What are some challenges do you face? How are you working with them? Do you feel like using social media is valuable to your practice? Troy Thompson Dial-In Number: 1-201-479-4595 Meeting Number: 32362926

Incorporating Social Media into Your Sales Efforts Expand Awareness, Better Understand Your Clients, Help Create and Strengthen Relationships 14-209 September 2014 For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public. 14-209

For Life Insurance Producer Use Only. Not for Use with the Public. This material is written for informational purposes only. Pacific Life, its distributors and their respective representatives do not provide social media advice. Please seek guidance from your broker-dealer and compliance department for company guidelines regarding social media to see what is permitted before proceeding. For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public.

For Life Insurance Producer Use Only. Not for Use with the Public. What is social media…? Allows companies to tell their story and can help drive traffic back to corporate websites. Offers audiences a two-way communication experience. Most effective when used to complement traditional marketing and networking efforts. Why do people use social media? To make and strengthen connections To create and access content To seek or share information * Please seek guidance from your compliance department and refer to your company policy regarding social media to see what is permitted before proceeding. For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public.

Social Media and the Financial Services Industry Did you know… 61% of financial professionals† with a social profile use it for business at least once a week(1) 62% of financial professionals† reported gaining new clients by prospecting on LinkedIn(2,3) 32% of financial professionals† reported seeing an incremental impact on their bottom line of over $1 M in new AUM(2) † These references may or may not include life insurance producers. In order to sell a life insurance product, a financial professional must be a properly licensed and appointed life insurance producer. SOURCES: “Financial Professionals Social Media Adoption Study,” American Century Investments, Q1 2013 “9 Steps to Grow Your AUM With LinkedIn,” Financial Planning, June 2014 “Financial Advisors’ Use of Social Media Moves from Early Adoption to Mainstream,” FTI Consulting, May 2012 * Please seek guidance from your compliance department and refer to your company policy regarding social media to see what is permitted before proceeding. For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public.

How is Pacific Life using social media? Find Prospective Clients Warm Introductions LinkedIn has been beneficial for… Meeting Preparation Key Insights Strengthen Existing Relationships Research Target Hard to Reach Clients * Please seek guidance from your compliance department and refer to your company policy regarding social media to see what is permitted before proceeding. For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public.

Pacific Life Case Studies * Please seek guidance from your compliance department and refer to your company policy regarding social media to see what is permitted before proceeding. For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public.

Find Your Prospective Clients Case Study Find Your Prospective Clients I got a call from a Life Insurance Producer looking for a Pacific Life Recruiter. He found me on LinkedIn and we share a common connection with a good friend. He wasn’t located in my territory, but as a result, I was able to provide him with the name and number of another Recruiter in his area. Before scheduling my business travel, I use LinkedIn to search for Life Insurance Producers in my territory that I am not already doing business with. In advance of my last visit, I was able to identify and reach out to five prospective Life Insurance Producers. Tom Bautch Regional Vice President Pacific Life Insurance Company Scott Johnson Regional Vice President Pacific Life Insurance Company * Please seek guidance from your compliance department and refer to your company policy regarding social media to see what is permitted before proceeding. For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public.

Research and Meeting Preparation Case Study Research and Meeting Preparation I have been using LinkedIn to research Life Insurance Producers. One of these Life Insurance Producers was in our system, but had not met with a Recruiter in several years and nothing ever came of it. By finding his LinkedIn profile and website, I was able to gather information about him and was able to approach him from a very specific angle – to which he was receptive. We set up a meeting with him and now have a follow-up appointment scheduled. It has the potential to be a large relationship for us! James Cooke Internal Wholesaler Pacific Life Insurance Company * Please seek guidance from your compliance department and refer to your company policy regarding social media to see what is permitted before proceeding. For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public.

Key Insights Can Help Drive Conversations Case Study Key Insights Can Help Drive Conversations Recently, a Life Insurance Producer who had previously left the industry but recently came back into the industry contacted me on LinkedIn. Without LinkedIn, I would never have known to reach out to him. Now, I have a meeting scheduled as a result! LinkedIn helps to accelerate the sales cycle…You never know who is going to pop up! Carol Jensen National Sales Manager, M Channel Pacific Life Insurance Company * Please seek guidance from your compliance department and refer to your company policy regarding social media to see what is permitted before proceeding. For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public.

Increase Touch-Points and Engagement Case Study Increase Touch-Points and Engagement Using the Tax Planning Guide post, a Life Insurance Producer contacted us directly to request the material and we had a follow-up appointment later. I receive at least one phone call a week from someone in my network mentioning something they have seen on LinkedIn. Thomas Meyer Regional Vice President Pacific Life Insurance Company Interesting: Wow…great marketing for me just by making posts.. David Rosuck Vice President, Strategic Marketing Pacific Life Insurance Company Scott Johnson Regional Vice President Pacific Life Insurance Company * Please seek guidance from your compliance department and refer to your company policy regarding social media to see what is permitted before proceeding. For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public.

Find and Strengthen Your Client Relationships Case Study Find and Strengthen Your Client Relationships Following a recent conference, I was able to connect on LinkedIn with all of the Life Insurance Producers that I met in person. Subsequently, the content I have posted on LinkedIn has generated a few follow-up calls with those Life Insurance Producers which led to 2 new open cases. David Rosuck Vice President of Strategic Marketing Pacific Life Insurance Company * Please seek guidance from your compliance department and refer to your company policy regarding social media to see what is permitted before proceeding. For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public.

Target Your Hard to Reach Clients Case Study Target Your Hard to Reach Clients In addition to my other efforts to contact a hard-to-reach Life Insurance Producer by phone and email, I sent the Life Insurance Producer an Invitation to Connect on LinkedIn which was accepted! A sale does not come from just one thing; it is a combined effort of several resources, including LinkedIn. Scott Johnson Regional Vice President Pacific Life Insurance Company * Please seek guidance from your compliance department and refer to your company policy regarding social media to see what is permitted before proceeding. For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public.

For Life Insurance Producer Use Only. Not for Use with the Public. Questions? Social@PacificLife.com * Please seek guidance from your compliance department and refer to your company policy regarding social media to see what is permitted before proceeding. For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public.

For Life Insurance Producer Use Only. Not for Use with the Public. Pacific Life Insurance Company Newport Beach, CA (800) 800-7681 * www.PacificLife.com Pacific Life & Annuity Company Newport Beach, CA (888) 595-6996 * www.PacificLife.com Pacific Life refers to Pacific Life Insurance Company and its affiliates, including Pacific Life & Annuity Company. Insurance products are issued by Pacific Life Insurance Company in all states except New York and in New York by Pacific Life & Annuity Company. Product availability and features may vary by state. Each insurance company is solely responsible for the financial obligations accruing under the products it issues. Insurance products and their guarantees, including optional benefits and any crediting rates, are backed by the financial strength and claims-paying ability of the issuing insurance company. Look to the strength of the life insurance company with regard to such guarantees as these guarantees are not backed by the broker-dealer, insurance agency or their affiliates from which products are purchased. Neither these entities nor their representatives make any representation or assurance regarding the claims-paying ability of the life insurance company. Investment and Insurance Products: Not a Deposit Not Insured by any Federal Government Agency Not FDIC Insured No Bank Guarantee May Lose Value PT-43014-00 14-209 For Life Insurance Producer Use Only. Not for Use with the Public. For Life Insurance Producer Use Only. Not for Use with the Public. 14-209

Agent Feedback Challenges Compliance Concerns / FHC Fee Lack of Success Complexity, intimidating Questions What is the most successful social media platform? What are some best practices? How to gain more brand awareness? What are some trends? How many touches are needed? Provide content pointers

Questions for Troy or Stephanie? Troy Thompson Questions for Troy or Stephanie? Stefanie Hansen