NIGO Top 10 IBD Channel Top 10 NIGO Reasons for New Business Every day, approximately 35-45% of incoming new business applications are received Not In Good Order (NIGO). NIGO results in excessive follow-up, slower cycle times for transaction completions, operational inefficiency, and poor client experience. See below for the Top 10 Reasons for NIGO in the IBD channel along with ways to reduce and/or eliminate these instances.   #1 – Signing State (20%) The state where signed must be completed every time. If this item is left blank, processing is delayed. If the signing state isn’t the client’s residence state, a Contract Situs Form must also be included, even if the FP is licensed in both states. #2 – Optional Benefits (15%) Valid age requirements are necessary for proper benefit election. Follow application instructions carefully when selecting optional benefits. The application highlights which benefits can & cannot be selected together. Client must be a minimum age of 55 for Spousal Lifetime Five & a minimum age of 45 for Lifetime Five (please note that some products have age limitations). Spousal Lifetime Five may not be elected with any other optional Living or Death Benefit If Spousal Lifetime Five is elected, Lifetime Five cannot be selected. Include the Social Security Number & Date of Birth for the second designated life. #3 – Expected Premium Amount / Source of Funds (15%) The expected premium amount must be indicated on the application and any corresponding paperwork (i.e. TOA). This information is essential for FP’s who receive advanced commissions. The expected premium also allows Prudential to confirm that the product minimum investment has been met. Include the source of funds, especially if no transfer paperwork or funds are included with the application. This will help determine how funds should be applied to clients contract (i.e. Direct Rollover, 1035X). #4 – Application Signatures (10%) All required signatures must be included on the application. #5 – FP Licensing (10%) Clearly indicate the FP’s name and firm on the application. It’s also beneficial for the FP to include their Social Security Number or the last four digits, whichever they are more comfortable with. This information is especially helpful for FP’s with similar names. For Financial Professional Use Only- Not For Use With Clients IFS-A144047 Ed 02/08

#6 – Applications and TOA Forms (10%) #5 – FP Licensing (10%) Clearly indicate the FP’s name and firm on the application. It’s also beneficial for the FP to include their Social Security Number or the last four digits, whichever they are more comfortable with. This information is especially helpful for FP’s with similar names. #6 – Applications and TOA Forms (10%) Data on the TOA forms should match that on the application, especially market type, source of funds, and the amount or percentage to be liquidated. We always need the name & address for the resigning custodian, as well as the account number that is being liquidated. TOA Forms – make sure only one of the following sections is completed on the Transfer of Assets form – Either B, C or D should be completed. #7 – State Replacement Forms (5%) For states where a Replacement Form is required, it must be completed in full. The information on the Replacement Form must match the related questions on the application. For NAIC states, the “reason for replacement” question must be answered for replacement transactions. #8– Replacement Question (5%) (common error) Both the client and the FP must answer the “Confirmation of Existing Coverage” questions, and their answers must match each other. Clients: Do you have any existing annuity or life insurance contracts? FP’s: Do you have any reason to believe that this applicant has any existing annuity or life insurance coverage? #9 – Asset Allocation Instructions (5%) Accurate Asset Allocation instructions are essential for certain optional benefits. We are unable to invest the client’s money without the Asset Allocation instructions. Some common mistakes encountered are: Not selecting an Asset Allocation when a benefit requires use of an asset allocation model (ex: when electing LT5) Selecting an Asset Allocation model not permitted with a benefit (ex: LT5 and Aggressive Asset Allocator) #10 – Market Type (5%) The market type (Non-Qualified, IRA, etc.) must be designated on the application. The market type on the corresponding paperwork (TOA forms, etc.) must match that as shown on the application. Variable annuities are issued by Prudential Annuities Life Assurance Corporation and distributed by Prudential Annuities Distributors, Inc., Shelton, CT. Both are Prudential Financial companies and each is solely responsible for its own financial condition and contractual obligations. Wachovia Corporation is the majority owner and Prudential Financial, indirectly through subsidiaries, is a minority owner of Wachovia Securities, LLC. Prudential Annuities is a business unit of Prudential Financial. For Financial Professional Use Only- Not For Use With Clients IFS-A144047 Ed 02/08