Impact Sales University Western Reserve Life PlanLab Award Winner Copyright © Impact Technologies Group, Inc. | All Rights Reserved | | Ph:

Current Situation The clients are a husband and wife, ages 57 and 55. Their marriage was described as rocky. They are the older sister and brother-in-law of the agent. They both work for a public utility and are considering retirement in the near future. Many of their co-workers had used and recommended a different advisor. Our agent had to overcome the perceived expertise of the other advisor and the clients’ reluctance to trust the wife’s much younger sister. Copyright © Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Advisor opens the door!

Problem Statements The Odd Couple: Both clients wanted to know if they had enough money to retire. If they remained married and if they divorced. How much they could spend. The clients’ differing health and attitudes toward money complicated the situation. Due to health problems, he doesn’t expect to live more than 20 years. She is in good health and expects a long life. The husband is a spender and the wife is a saver. Copyright © Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Pleasing two perspectives and differing needs is not always easy

Recommendations Copyright © Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Using Retirement Road Map: We were able to show the clients that, at their current spending level, they could afford to retire immediately. …even if they remained married. But if they divorced, additional planning would be needed for the wife. We were also able to estimate the maximum monthly expenses they could afford by varying the amount of their monthly expenses, which was very important information for the husband. Copyright © Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Answered multiple questions by simply changing the inputs

Results The husband decided to retire immediately. The agent was able to fund annuities with the husband’s 401(k) and pension plan rollovers of approximately $778,000. When the wife retires, the agent will handle her 401(k) and pension plan rollovers currently valued at approximately $869,000. In addition, this has provided the agent the opportunity to work with other employees and retirees of the public utility. Copyright © Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Immediate and future sale of annuities with additional sales opportunities uncovered

Bonus When I first talked with the agent about this case, I thought it was a perfect situation for Retirement Road Map. When I sent her the first reports, she did not like them – they were “too simplistic.” She showed them to the clients anyway. The clients were very impressed and liked them. They decided to use her instead of a competing agent and provided her with additional details on their situation and requested we re-run the reports based on the additional information. After two or three iterations, they were sold on her ideas and moved forward with her proposed recommendations. Copyright © Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Some things turn out to be different from your initial impression