HighCap Financial New Attendee Breakfast Welcome to the HighCap Financial New Attendee Breakfast

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HighCap Financial: One Company. One Vision. One Purpose

National Leadership Membership Management Onboarding Reporting J. Craig Collins Senior Vice President, Business Development Tony Catrini Assistant Vice President, Distribution Angela Blackburn Field Director, HighCap Financial Membership Management Onboarding National and local resources Virtual “company tour” Who to Call Tools and resources Reporting Membership Eligibility Connection

Execution Locally Primary Relationship Management Concierge Business Planning with HCF Members HCF Meetings/Study Groups

HighCap Financial Is Not a Channel Independent P&C Institutional IBD HCF

2017 HighCap Update Thru August 2017 Production credit up 21% YTD 53 new HighCap members Most in any year HighCap production represents 20% of HCB overall HCF = 3½ x more business Average case size = $10,000 vs. $7,800 Historically 25% - 30% greater

HighCap Membership Year Annual New Members Total Membership 2017 53 175 2016 23 232 2015 14 209 2014 29 195 2013 25 166 2012 15 141 2011 30 126 2010 22 96 2009 7 74 2008 67

Who Owns the Responsibility to Help Producers GROW Their Business? Fundamental Question Who Owns the Responsibility to Help Producers GROW Their Business?

HighCap Financial Producer Profile Life Insurance Advisor, Financial Advisor (IBD, RIA) and Risk Managers (P&C, Benefits Firms) who: Work with affluent clients Utilize life insurance to provide solutions for client’s financial needs Want to drive more revenue from life insurance Desire connection/camaraderie Belong to something bigger than themselves Value partnership

HighCap Financial Member Benefits Rewards Trip Sales Forum Regional Meetings/Study Groups Networking National Concierge Exclusive Resources Life Concepts Virtual Sales Assistant (VSA) Co-branding of marketing material Social media support Closer connection to carriers

HighCap Financial Member Benefits Strategic Partnerships LTAIS LTCi Ashar Group Heritage Premier Trust Leimberg Services Nolan ??? Local Support

HighCap Financial Value Proposition “We’ve got your back” We are on your team, not your payroll Full support staff Home away from home Sense of belonging Commitment to grow together

Advanced Markets Expertise Close coordination with carrier advanced markets teams Specialty Areas: Estate Planning / Wealth Transfer Business Succession / Business Valuation / Buy-Sell Executive Benefits / Key-Person Retention Non-Qualified Benefits Premium Financing / Life Settlements Deep industry organization involvement and relationships

Underwriting Advocacy Regional and national levels of support Managing reinsurance markets and carrier retention for large case processing Informal underwriting assessment and carrier selection Application preparation and submission Professional case packaging Multi-carrier, multi-submission process Procurement and coordination of requirements Exceptional case negotiation International underwriting expertise Streamlined and accelerated underwriting program

Technology Advantage Straight-Through-Processing (health analyzer, drop ticket, accelerated issue, carrier imaging e-signatures, and e-contracting) easyLife E-Underwriter X-RAE Health Analyzer Efficient Forms™ Vital Sales Suite® Life Concepts – Customized, Private Labeled Presentations 24/7 Access to Pending Cases Term Quote Mobile App AppNav – cut processing time by 30% and have applications submitted right the first time via our simple to use online e-application! With 13 carriers and the flexibility of a insurance drop ticket or full e-application flexibility you can count on cutting precious days off of your processing time. Leverage the benefits of Straight-Through-Processing with our easy 3 step solution: 1. Health Assessment > 2. Term Quote > 3. E-App all in a matter of minutes! E-Underwriter - e-Underwriter is a health assessment tool that will allow the producer to enter specific client impairments. Based on the information provided those impairments are then compared with participating carrier’s published and non-published guidelines to find the best rate class. The producer then has the option to forward the information to his HCB case manager for assistances or continue to AppNav’s quote section.   Efficient Forms – have producers appointed electronically by multiple carriers in just minutes! Vital Sales Suite – Need a quote or a spreadsheet of available product and pricing options or even information related to the financial stability of a carrier. Vital Sales Suite contains all of this and more. WebReports – on-demand production information. Review trends, metrics, and updates on pending cases & outstanding requirements. Filter and sort the data in multiple ways! Life Concepts – Easy to follow customized visual aids and presentations for advanced sales concepts. 24/7 Access – Access cases anytime of the day. View outstanding requirements and access to case managers are available.

HCBLife.com Easy access to the most recent Carrier Marketing Materials and HCB Marketing Campaigns.

Professional Marketing Material Client Materials: Life Concepts Proprietary Carrier Neutral System Customized for Your Clients Overlays Carrier Illustration Systems Training Materials: HCB Solutions Awareness Campaigns Concept Pieces Basic to Complex

easyLife Carrier Full Application Highland Ticket easyLife is an easy-to-use online submission tool for term and permanent insurance. It allows you to either complete an application electronically or submit a request for life insurance via Highland’s multi-carrier drop ticket process, where the application is taken for you. Carrier Full Application Complete an electronically fillable carrier application embedded with rules so no information is inadvertently skipped. Once completed, it is electronically signed and submitted to HCB for review. Once reviewed, it is then imaged directly into the carriers system for faster processing. Highland Ticket Complete a one page ticket and click submit. It’s that easy. HCB then takes the application for you, orders the case requirements and sends the file directly into the carrier’s imaging system for faster processing.

Social Media Stay connected and informed via our social media platforms

Our Promise CONSISTENT COMPLETE COMPLIANT Professional, experienced sales team Comprehensive, compliant sales process Carrier relationships with scale and influence Advanced planning expertise Specialized training and marketing materials Customized, multi-carrier client presentations Complete case packaging and administration Effective underwriting advocacy Thorough communication at every layer CONSISTENT COMPLETE COMPLIANT

Q&A

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