2. LIFE INSURANCE REVIEWS: THE KEYS TO BUILDING SALES & FOSTERING CLIENT RELATIONSHIPS Al Stockwell, Life Marketing Executive, Davis Life

3. Davis Life ◆ 35 years in the life insurance industry ◆ Actuary on staff ◆ In-house underwriting team ◆ Bob and Danni Pedigo ◆ Over 60 years of combined underwriting experience ◆ Access to more than 40 carriers ◆ Member of AIN ◆ Advanced case design – Estate and business planning

4. Policy Review & the 70/70 Principle ◆ Life insurance reviews are the easiest way to introduce life sales into your practice. ◆ LIMRA indicates that close to 70% of individuals over the age of 50 have some sort of life insurance in place. ◆ Our experience shows that we are able to improve upon policies nearly 70% of the time.

5. What Constitutes Improvement? ◆ Decreasing the current premium ◆ Increasing the death benefit ◆ Extending the guarantees ◆ Adding living benefits Most of the time, we are able to improve on 2-3 of these items during a review.

6. How to Get Started ◆ Ask the Question! ◆ You are already meeting with them, so ask your clients if they have an existing policy. ◆ Open the file cabinets and reconnect with older, established clients as well. ◆ Recommend a beneficiary review – these can change frequently!

7. How to Get Started (Continued) ◆ Together with the client, call the carrier and ask the following questions: ◆ How much is the death benefit? ◆ How much are the premiums? ◆ What type of policy is being reviewed? ◆ How much cash surrender value in the policy? ◆ Ask the carrier to send the client an in-force illustration.

8. How to Get Started ◆ Health questions to ask the clients: ◆ What medications are they currently taking? ◆ What health conditions do they have(cancer, diabetes, cardiac?) ◆ What are the client’s current height and weight?

9. The Next Step ◆ Call Al at Davis Life ◆ Let me know the details gleaned from the carrier and the client. ◆ If you want to have a conference call with the client on the phone, that is great! ◆ Depending on health conditions and similar circumstances, I can usually provide you with some numbers in as little as five minutes. ◆ If health concerns are an issue, I will get our underwriting team involved on your client’s behalf.

10. Sample Case ◆ Old Policy ◆ $150,000 Universal Life policy ◆ $2500 yearly premium ◆ $38,000 cash value ◆ Scheduled to lapse at age 82 ◆ New Policy ◆ $235,000 death benefit, a 35% increase! ◆ Fully guaranteed ◆ Living benefits for both Chronic and Critical illness ◆ $5,000 commission to the agent Female, 68 years old, good health

11. Single Premium Life – Life Insurance without the Hassle ◆ Newer SPL policies offer excellent death benefit for the client and much more ◆ Simplified underwriting - offers within 2 business days ◆ Extreme liquidity ◆ Living Benefits ◆ Great cash accumulation ◆ Tax-free benefits

12. Single Premium Life – Life Insurance without the Hassle ◆ Sources of funds ◆ 1035 from old life policies ◆ Annuities that are no longer needed ◆ Certificates of Deposit ◆ Old/existing IRAs

13. Closing Thoughts Questions?