What is your biggest opportunity this year What is your biggest opportunity this year? What is the biggest threat to that opportunity? How can we better partner to overcome these threats?

5 minute sales idea

2.51% difference in income between IULs Male 45 – Preferred Non Smoker 2,000 monthly premiums for 20 years, min death benefit, option B to A change in year 21 Max distributions years 21+ 2.51% difference in income between IULs

Is it worth 2.51%?

What if we use the waiver of charges rider at age 55? Premiums are not paid unless the client chooses to do so while totally disabled Income drops from the original projection of 74,323 down to 46,491 37.45% decrease in income

Who wants more comp?

Waiver of Charges Riders vs DI

Waiver of monthly policy charges rider

Disability Income The ideal consumer for income protection Five questions clients ask often Make it relatable Explain the added benefits

The Ideal Consumer Ages 22 to 50 (solutions available for those 18 to 60) Earning over $40,000/year Rely on their income Healthy and working in a professional-type occupation Helps you connect with others Have other risk protection or financial solutions with you

Five Questions Clients Ask Often When do I receive my benefits? How long do I receive benefits? How much coverage can I purchase? How do I qualify for benefits? How much will the coverage cost me?

Make It Relatable If you woke up in the hospital tomorrow what would you do? If you don’t have income protection then we need to talk What would you do if you no longer had an income?

Catastrophic Disability Presumptive Disability Capital Sum Disability Features and Benefits Total Disability Residual Disability Catastrophic Disability Presumptive Disability Capital Sum Disability

What do I do next? Offer an life insurance and income protection review to make sure they have the expected protection We have a policy review process that can help Start earning more and providing superior benefits to clients today!