For Advisor Use Only — Not For Distribution1 Tim For Advisor Use Only — Not For Distribution LWI Financial Inc. ("Loring Ward") is considered to be an investment manager under Section 3(38) of the Employee Retirement Income Security Act of 1974 (ERISA) only for those portfolios and funds approved and administered by Loring Ward. Plan advisors and trustees may have other fiduciary obligations independent of those which are assumed by an ERISA Sec. 3(38) investment manager. This presentation is intended as a general discussion on the subject matter and is not intended to be a complete discussion of ERISA or fiduciary duties under ERISA. Do not rely on this section for legal advice. Each ERISA fiduciary issue has its own unique set of facts and circumstances demanding specific attention. Seek the advice of competent ERISA legal counsel on any questions concerning ERISA duties. LWI Financial Inc. (“Loring Ward”) is an investment adviser registered with the Securities and Exchange Commission. Securities transactions are offered through its affiliate, Loring ward Securities Inc., member FINRA/SIPC. IRN R (Exp 9/15)

For Advisor Use Only — Not For Distribution2 2 Keys to a more successful sales cycle: 1. Understand and Articulate Roles & Responsibilities of each service provider 2. Sell your value as an advisor/consultant and not a product 3. Setting a decision making timeline 4. Embrace a repeatable and scalable process 5. Leverage your strategic partners and resources 6. Summary

For Advisor Use Only — Not For Distribution3 Articulating Roles & Responsibilities Preferred RK/TPA Partners: Sunwest Pensions Verisight Professional Capital Services (PCS)

For Advisor Use Only — Not For Distribution4 Behavioral Satisfy Needs Normal Investor Loss Aversion (failure to meet goal) Psychological Quantitative Optimize Portfolio Rational Model Volatility (standard deviation) Mathematical Harry Markowitz, PhD Modern Portfolio Theory — Nobel Prize in Economics Meir Statman, PhD Behavioral Portfolio Theory — 2000 Santa Clara University Complementary Portfolio Construction Perspectives

For Advisor Use Only — Not For Distribution5 Average Investor vs. Major Indices 1992 – 2012 Average stock investor and average bond investor performances were used from a DALBAR study, Quantitative Analysis of Investor Behavior (QAIB), 03/2013. QAIB calculates investor returns as the change in assets after excluding sales, redemptions, and exchanges. This method of calculation captures realized and unrealized capital gains, dividends, interest, trading costs, sales charges, fees, expenses, and any other costs. After calculating investor returns in dollar terms (above), two percentages are calculated: Total investor return rate for the period and annualized investor return rate. Total return rate is determined by calculating the investor return dollars as a percentage of the net of the sales, redemptions, and exchanges for the period. The fact that buy- and-hold has been a successful strategy in the past does not guarantee that it will continue to be successful in the future. S&P 500 and Fixed Income index returns do not include expenses and fees Equities Behavior Gap = 3.96% Fixed Income Behavior Gap = 5.36%

For Advisor Use Only — Not For Distribution6 Simple, Prudent Choices for Participants Plan Level Investment Policy Statement Participant Risk Tolerance Questionnaire SmartPlan interactive video enrollment available International markets involve additional risks, including, but not limited to, currency fluctuation, political instability, foreign taxes, and different methods of accounting and financial reporting. As a result, they may not be suitable investment options for everyone. Diversification neither assures a profit nor guarantees against loss in a declining market.

For Advisor Use Only — Not For Distribution7 The Benefits of an ERISA 3(38) Fiduciary

For Advisor Use Only — Not For Distribution8 The Process

For Advisor Use Only — Not For Distribution9 ? Needs Assessment Solution presentation Commitment Set up, Asset Transition, Enrollment Service, Education, Advice 1. Discovery 2. Proposal 3. Contracts 4. Implementation 5. Maintenance What is the Process (Advisor Perspective)

For Advisor Use Only — Not For Distribution10 Discovery Advisor Goal: To connect, assess the opportunity and needs, provide insights and educate on industry benchmarks. Loring Ward Resources: Sample Discovery Questions Helping You Manage Your Retirement Plan Fiduciary Benchmark’s Plan Profile Report

For Advisor Use Only — Not For Distribution22 Proposal Advisor Goal: To present a plan that meets the goals outlined in Discovery, confirm commitment of specific advisory services/service model and to discuss next steps to a final decision and implementation. Loring Ward Resources: Retirement Plan Proposal Marketing Brochures, Whitepapers Plan Level GAP Analysis Comprehensive Plan Benchmarking (additional charge based on plan size)

For Advisor Use Only — Not For Distribution23 Portfolio GAP Analysis Tool

For Advisor Use Only — Not For Distribution24 Contract Execution Advisor Goal: To obtain signatures on all contracts, outline next steps, collect recordkeeper payment for implementation (as applicable) and gather existing plan information required for the transition. Loring Ward Resources: Loring Ward Investment Management Agreement Investment Policy Statement Paperwork preparation and coordination with Recordkeeper / TPA

For Advisor Use Only — Not For Distribution25 Implementation Advisor Goal: To work with the employer to ensure a smooth transition, including clear communication on the process, that the employer’s responsibilities are executed and they get the support and guidance they need. Conduct an enrollment/engagement meeting for the employees aiming for high participation and high deferral rates. Loring Ward Resources: Collaboration with Recorkeeper’s conversion team Participant presentations and brochures Loring Ward multimedia/videos SmartPlan video technology

For Advisor Use Only — Not For Distribution26 Maintenance Advisor Goal: To fulfill expectations by meeting with the employer on a scheduled basis to advise on the plan and monitor the performance, goals and services. Loring Ward Resources: Service Schedule Portfolio Perspectives, Asset Class iQ Quarter-in-Review Investment and Behavioral Finance Materials

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For Advisor Use Only — Not For Distribution28 In Closing…

For Advisor Use Only — Not For Distribution29 The Benefits A prudent investment philosophy Vetted service providers Negotiated pricing Platform flexibility Fiduciary coverage Potential Growth Meaningful business to embrace

For Advisor Use Only — Not For Distribution30 Summary Process creates structure. Structure allows you to focus on efficient growth. Committing to a proven process creates more time with your existing and prospective clients.

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