Defining the IBD Opportunity Jim Gelder, CEO, HCB Trey Wall, VP, IBD Strategies, HCB Garry Shelton, Director, National Sales Desk, HCB

Shift In Life Insurance Distribution Independent professional life agents brokers is not a growth segment Financial service professionals providing non life product services is a growth segment Click / Call capability Reduce the pain of selling life insurance

HCB IBD Strategy Along w/ P/C business the IBD business will be tracked separately like we track bank wire/HCF business by firm and by SVP

IBD’s and Reps 4700 IBDs 275,000 dually registered IBD/RIA reps 88,515 RIA Only 300,000 BD Only reps *Numbers reported from FINRA and Discovery Data Base

HCB Vision Highland Capital Brokerage is the trusted insurance partner to advisors, providing innovative planning and protection solutions to their clients

LTFS 5 IBD’s Top down endorsement 4000 affiliated reps

LTFS IBD Launch Strategy – 2015 Competitor Model Call Center Highland Toll-Free 844-422-3375 Life / Annuity / LTC Push Advisors to local relationship HCB front and center at all 5 IBD’s sales meetings

CRM Required BD Partners need accurate quality intel on activity to remain supportive

2016 LTFS IBD Strategy HCB present at BD meetings Develop strategy specific to each BD with BD management Regional meetings / continuing education Continue to leverage Highland toll- free 844-422-3375

HCB IBD Distribution Trey Wall, LUTCF VP, IBD Strategies, HCB Trey began his career in the life insurance industry as a life agent and now has over 23 years of experience in the life insurance industry focused on product case design, advanced planning, and brokerage management. Garry Shelton, CLU Director, National Sales Desk, HCB The National Sales Desk provides support for Ladenburg Thalmann Financial Services independent broker dealers in the areas of life, annuity, and long-term care products. Garry builds long-term relationships with financial professionals and Highland SVPs nationwide. Prior to joining the National Sales Desk, Garry served as Marketing Director, VP of Operations, for Highland’s Charlotte office. Need few key BIO sound bites on each

LTFS IBD Strategy is only just the beginning of the HCB IBD Strategy