Dial-In Number: 1-201-479-4595 Meeting Number: 31539478 FHC STUDY GROUP Dial-In Number: 1-201-479-4595 Meeting Number: 31539478 JANUARY 2016

Welcome Dave Babulic Bill Chrabot David Hoff Stoyan Petev Sarah Molitor 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: 31539478

Data Mining: Which of your clients will be affected by the Social Security Rule Changes? Social Security Rule Changes (Bipartisan Budget Act 2015) New Claiming Rules for: Married Couples Divorced Couples Singles Window of Opportunity 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. Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

Successful Year & Top Products and Carriers of 2015 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: 31539478

Goal Hear from other advisors about how they found success in 2015 and what they are excited about in 2016 Find out which products and carriers were most popular in 2015 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: 31539478

Introductions Dave Babulic Bill Chrabot Dial-In Number: 1-201-479-4595 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: 31539478

Questions to Consider What new things did you try in 2015? What were your favorite products in 2015? What are you excited about for 2016? Dial-In Number: 1-201-479-4595 Meeting Number: 31539478 Dave Babulic Bill Chrabot

Top Products and Carriers of 2015

Fixed Index Annuities Allianz 222 | Allianz Safe Return | Great American Life American Legend III | Great American Life Income 150+ | Forethought SecureLiving Index 7 | Genworth Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

Non-FIA Annuity Business Certainty Select 06 Year | EquiTrust American Pathway Immediate Annuity | American General Passport 2 | Columbus Life Lincoln Insured Income Immediate Annuity – Period Certain Payouts | Lincoln National Certainty Select 03 Year | EquiTrust Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

Asset-Based Long Term Care Total Living Coverage (TLC) | Genworth PremierCare | Pacific Life Asset-Care I | OneAmerica Annuity Care | OneAmerica MoneyGuard II | Lincoln National Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

Long Term Care Carriers Mutual of Omaha Genworth John Hancock OneAmerica Transamerica Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

Disability Insurance Carriers Principal Ameritas MetLife Standard Assurity Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

Whole Life Carriers Ameritas New York Life OneAmerica MetLIfe Mass Mutual Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

IUL Carriers Pacific Life Lincoln National Protective Allianz Genworth Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

GUL Carriers Nationwide Lincoln National Protective Pacific Life Prudential Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

UL Carriers John Hancock Principal AXA Pacific Life Columbus Life Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

Variable Annuity Carriers Jackson National Pacific Life MetLife SunAmerica Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

Variable Annuity Products Perspective L | Jackson National Perspective II | Jackson National Shield Level Selector| MetLife Polaris Choice | SunAmerica Elite Access | Jackson National Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

Top 3 Fund Families (Held Direct) American Funds Princor Fidelity Advisors Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

Most Widely Held Clearing Funds SEI Instl Managed TR – T/M LG CP A | SEI Global Diversified Income (A) | Principal Funds Institutionally Managed Core Fixed Income Fund | SEI INVT TR INV INVCM BLD A | Thornburg International Equity Fund | SEI Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

Top Mutual Funds American Funds Growth Fund of America American Funds Investment Co. of America American Funds EuroPacific Growth Fund American Funds Washington Mutual Investors Fund American Funds Capital Income Builder Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

Top 3 Solicitors Arrangements AssetMark Eplan Equis Capital Dial-In Number: 1-201-479-4595 Meeting Number: 31539478

Questions?