Business Planning Update: Developing Business Insurance Opportunities with HCB Resources Marty Dooley, Founding Principal & SVP, HCB Heartland - Milwaukee John Josten, CLU®, ChFC®, President, Josten Financial

Business Insurance Opportunities Marty Dooley Founding Principal HCB – Milwaukee 31 Years in the Brokerage Business 14 Years with Highland Capital Brokerage Independent Agent Focus Business & Estate Planning

Business Insurance Opportunities John Josten, CLU®, ChFC® Josten Financial & Lamb, Little & Co. 29 Years in the Insurance Business Working with HCB for 20+ Years Business Mix Employee Benefits Investments Life Insurance

Business Insurance Opportunities Focus on Cross Selling Expand Client Offering Beyond Initial Purchase Diverse Capabilities with both Business & Individual Planning needs Partner for Expertise Stay knowledgeable and current about the market place Know when to seek out assistance Quarterbacking Controlling the process Delegating the duties

Putting the Pieces Together Client Overview History of the Relationship Current Lines of Business Insurance Need / Opportunity How the Situation Arose How the Case Developed HCB Resources that Made It Happen People Companies Programs Results

Road Construction Business Relationship Documents & Concepts from Virtual Sales Assistant (VSA) 29 Year Relationship with Current Owner Lincoln National – LifeComp Group Benefits & 401K Result Need Personal GUL policy on Owner & Wife Developed with the death of the Original Owner Term policies for Business Owners Buy-Sell & Keyman Insurance for New / Current Owners 18 Person VUL LifeComp Sale Approximately $100,000+ of Target Premium Non-Owner Keyman Retention Personal & Estate Planning for Owner Resources Used

Residential Construction Firm Relationship HCB Annuity Division (Abarr & Leonetti) 20+ Year Relationship with Original Owner Lincoln National – LifeComp No Employee Benefits Business Result Need Multiple Annuities for Original Owner Happy with current benefits provider but was looking for personal planning assistance 3 Life VUL Life Comp Sale on New Owner & 2 Key Employees Retirement Savings for Original Owner Approximately $50,000+ of Target Premium Keyman Retention Resources Used

Auto Dealer Relationship Result Need Resources 29 Year Relationship with Current & Previous Owners 5 Life SERP Plan on Key Employees Group & 401K Business 2nd-to-Die Policy on New Owner Need Approximately $75,000+ of Target Premium Employee Retention Personal & Estate Planning Resources HCB Internal Resources for Proposals & Underwriting Pangburn Associates for SERP Design & Administration

Commercial Bakery Relationship Result Need Resources HCB Underwriting Resources Relationship Result Inherited Relationship with Original Owners Life Settlement on 2nd-to-Die Policy Insuring Original Owner Group & 401K Business SPIA & New GUL Policy on Owners Widow Need Deferred Annuities & Life Policies on Children Established with the Sale of the Business & Death of Original Owner Approximately $200,000+ of Target Premium Personal & Estate Planning for Surviving Wife & Adult Children Resources Life Settlement Providers HCB Annuity Division

Electrical Contractor Relationship Long-Time Relationship with Family Owners Group & 401K Business Need Created with Intra-Family Transfer of Business Buy-Sell & Keyman Need Resources Principal Financial Valuation & Document Review HCB Underwriting Resources Result Term Life Policies on New Owners Approximately $20,000+ of Target Premium

Consulting Firm Relationship Result Need Resources Pension Quote for Defined Benefit / Cash Balance Case Design & Administration Result Referral from Current Business Client $2.5M Whole Life Policy on Owner No Benefits Business Term Insurance Policy on Spouse Single Life / Independent Contractor Approximately $50,000 of Target Premium Need Tax Advantaged Savings Personal Insurance Need Resources

Retired Corporate Owner Relationship HCB Advanced Planning Dept. (Miller & Finnegan) for Private Financing Design, Legal & Document Assistance HCB Underwriting Resources 15+ Year Old Relationship with Business / Owner Result No Group Benefits Coverage 4 Separate 2nd-to-Die Policies Need Lifetime SPIA Retirement Income Approximately $200,000 of Target Premium Estate & Wealth Transfer Planning Resources HighCap Membership Interaction

HCB Resources to Expand Your Business & Grow Your Revenue Plan Design & Administration In the Field HighCap Resources In the Home Office Knowledge, Networking & Relationships Annuity Division LTC Platform Carrier Resources Product & Design Expertise Underwriting Support Advancing Planning Assistance Partner Resources

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