Cross-Sell and the Concept of “Bundling” ©2011 Insphere Insurance Solutions, Inc. | Proprietary and Confidential.

The “Three Legged Stool” Approach All product presentations should be built to focus on the three products with a strong emphasis on SAL: Health Insurance (S)Supplemental Insurance (A)Association Products (L)Life and Annuity Products NEVER present Health Insurance without presenting Supplements and Association Products AND LIFE INSURANCE! SAL is the lifeblood of your income and also what differentiates you from the rest of the other agents in the field….these are your ways to HELP the client fully protect themselves!!!! ©2011 Insphere Insurance Solutions, Inc. | Proprietary and Confidential.2

Preparing for the Appointment Take the time to prepare quotes and options BEFORE….GET THE BUDGET when you sell the appointment!!! My typical package of benefits looks like this to the budget: Bronze options for sure!! Consider H.S.A. options! Hospital Bundle and vision are FIRST….four supps per deal MIN!!! At least $30,000 of Critical Illness Direct and Cancer too! Remember Family Heritage if they cannot qualify for Surebridge! Accident Companion and Critical Accident Accident Income Protection, again if suitable..maybe full IC?? A small simplified issue 20 year team or final expense depending on age and suitability Alliance Membership or Get More, but try to get them TeleDoc!!! ©2011 Insphere Insurance Solutions, Inc. | Proprietary and Confidential.3

Preparing for the Appointment It is also vitally important to have upgrade options already priced out. Here is what I usually prepare: Cost to upgrade Critical Illness Direct (per 10,000 of benefit) Have the cost for ALL our supplements at their MAX if you don’t do it from the beginning!!!!!! You can always back down. You will NEVER SELL something you did not present to them!!!!!!!!! Term Life Insurance Quotes with ING, MN Life or Transamerica 10, 20, and 30 year terms 250K, 500K, and 1,000,000 Cost to drop the premium on the Health Insurance, if you need to find additional premium dollars. In addition to the Bronze/Silver: Short Term if they can qualify….and suitable. Fixed Indemnity again if that is all the can do. Anything is better than nothing!!!!!!!!! ©2011 Insphere Insurance Solutions, Inc. | Proprietary and Confidential.4

Set up the “Concept” At the beginning of your appointment, you must immediately establish the following: It is your fiduciary responsibility, as an agent, to help your clients identify their areas of risk. You are going to pull different pieces from different places to custom design a package that will fill their gaps in coverage. You need to do THOROUGH FACT FINDING!!!! You two primary goals are: 1. Protect your clients Assets 2.Implement strategies to help them Mitigate and Minimize their Rate Increases…larger risk groups and larger deductibles will do this for them!!!!!! ©2011 Insphere Insurance Solutions, Inc. | Proprietary and Confidential.5

Introduce the Carriers Provide a “50,000 foot overview” of what your best recommendation will be. Remember to Take them to their PAIN…..make them sick or hurt…..ask them what their plan is if they are in the hospital for 90 days not working!!!??? This is WHAT WILL DIFFERENTIATE YOU! Anyone can help them get health insurance…you will help protect them! Set the stage for multiple products and multiple carriers. Introduce the types of coverage and the carriers that you are planning to use: Start with Health Insurance and explain the benefits of being with one of the “Larger Carriers” Transition into Supplemental/Life Product Offerings Finalize your overview by explaining the Alliance ©2011 Insphere Insurance Solutions, Inc. | Proprietary and Confidential.6

Product Presentation After I have completed the Introduction, the Concept Presentation, and I have explained the Application Process, I move into the Product Presentation. Break the Product Presentation into Two Components: Income Protection or Supplemental Pieces Base Health Insurance Piece ©2011 Insphere Insurance Solutions, Inc. | Proprietary and Confidential.7

Income Protection or Supplemental Presentation Always begin this portion of the Presentation with either Articles and/or Personal Stories. Use their personal situation to accentuate their risk. Accentuate the Statistics: According to CNN… 60% of bankruptcies are due to medical expenses and 80% of those people filing Medical Bankruptcy HAD Health Insurance!! Health insurance pays the doctor and the hospital, but who pays the mortgage and puts food on the table? According to The American Cancer Society… nearly 2/3 of the costs of cancer are NOT covered by health insurance. ©2011 Insphere Insurance Solutions, Inc. | Proprietary and Confidential.8

Recap of Benefits and Claims Example Once you have explained the Supplemental and Association Benefits, from the product brochures, be sure to quickly recap the cash benefits and payouts. Set up a claims example and get them involved. “You had a Heart Attack, with Open Heart Surgery and you spent 10 days in the hospital… how much would that cost?” ©2011 Insphere Insurance Solutions, Inc. | Proprietary and Confidential.9

Claims Example Let’s take a look at how my best recommendation would work: $10,000 deductible $12,700 MOOP, which you can pay tax-free, through the H.S.A. if you have accumulated that much…..$6300/yr for a family Health Insurance will cover the rest of your medical bill. Critical Illness Benefit will provide you with a $35,000 Cash Benefits with Bundle, Hospital Direct in Bundle would also pay $3250 (3 days ICU) Other benefits provided you have included them Explain that there are very few plans that allow you to profit from a Major Illness or Major Accident, but that Cash Infusion is vital to our financial well being. ©2011 Insphere Insurance Solutions, Inc. | Proprietary and Confidential.10

Quoting After you have explained the Health Insurance component, you should have a prepared quote that includes all of the benefits that you have discussed. The variation in the three quotes that I prepare is based solely on the deductible they choose. Single – 2500, 3500, and 5000 deductibles Bronze, Silver, Gold Family – 5000, 7000, and 10,000 deductibles Bronze, Silver, Gold “My recommendation would be to go with the highest deductible you are comfortable with… which one makes the most sense to you?” I guarantee Bronze with SAL will win out EVERY TIME!!! ©2011 Insphere Insurance Solutions, Inc. | Proprietary and Confidential.11

Offering Upgrade Options Are the Income Protection Components that I built into this package enough to truly protect you folks? Would you be interested in looking at the cost to upgrade the Critical Illness or Hospital Confinement Benefits? What do you have in place for Life Insurance? ©2011 Insphere Insurance Solutions, Inc. | Proprietary and Confidential.12

Policy Review The final component of a proper sale is the fulfillment. You must do a follow up Policy Review and cover the following: Recap the products that they sold. Organize their policies in an HM/Insphere Policy Wallet. Get them set up with their Association online, if bought. Discuss Life Insurance and pursue applications. Discuss Disability Insurance and Long Term Care Insurance. Ask for Referrals. ©2011 Insphere Insurance Solutions, Inc. | Proprietary and Confidential.13