The Ritz-Carlton, South Beach, Miami June 6 - 8, 2005 TPA Forum Broker Dealer Channel Management Jolene Verlich, Vice President Director of Broker Dealer Development

Transamerica TPA Forum Transamerica Retirement Services 2 Topics Prepared Comments: TRS and the Brokerage Community TRS and the Brokerage Community…. And TPAs! Open Discussion: How can our initiatives better serve you?

Transamerica TPA Forum Transamerica Retirement Services 3 Broker Dealer Channel Management 3 Main Objectives of this department are: 1. Establish selling relationships with those brokerage firms that represent the most qualified plan business opportunity 2. Grow relationships both internally and externally through pro-active management and marketing 3. Maintain and enhance existing relationships – both corporate and local- by targeting select individuals

Transamerica TPA Forum Transamerica Retirement Services 4 Business Development Establishing New Selling Relationships TRS has over 500 selling relationships Mostly concentrated in Independent Brokerage firms Shifted focus last four years – and will continue to focus on – Wirehouse community

Transamerica TPA Forum Transamerica Retirement Services 5 Relationship Management Growing Relationships Small group of firms selected as Strategic Alliances Defined relationship management plan established for life of partnership: Implementation, Phase 1 and Phase 2 Involves transplanting corporate to corporate harmony into local field success

Transamerica TPA Forum Transamerica Retirement Services 6 Relationship Maintenance Keep the momentum going Organize events that connect TRS Sales Consultants with Brokers Obtain and maintain list of retirement friendly producers for targeted marketing Utilize all opportunities individual relationships present to tell our story

Transamerica TPA Forum Transamerica Retirement Services 7 Step 1 Including our TPA Partners Take advantage of our selling agreements to expand your broker base Co-sponsor event with TRS Share broker lists Let Broker Dealer help promote internally

Transamerica TPA Forum Transamerica Retirement Services 8 Step 2 What is the next step? Ideas on ways that TRS Business Development Group can help you build your business What broker dealers are you primarily working with Examples of what you are currently doing Identify ways that we can develop synergy

Transamerica TPA Forum Transamerica Retirement Services 9 Closing Thank you for your time and participation!

The Ritz-Carlton, South Beach, Miami June 6 - 8, 2005