1. Life Sales 201 Beyond the Basics to Reality You’re Half the Problem, Your Knowledge is the Other Half

2. Let’s Get Real Why Haven’t You Sold Lots of Life Insurance?

3. 1. You May Not Love Enough, To Understand Life Insurance 2. You Don’t Believe in Life Insurance. You Don’t Have $500,000 of More. If You Do It’s Not Permanent Insurance 3. You Think Your Clients Are As Dumb As You Are Three Reasons that May Offend You

4. 1. If You Do Love Enough, Your Client May Not Love Enough. So Walk in His Shoes! Look for Another Way. 2. You Don’t Own Life Insurance. Buy Some. Go Through the Same Buying Process as Your Client. 3. Maybe You’re Not Dumb. But Don’t Assume Your Client is Dumb. Life Insurance Makes Sense in EVERY WAY. I’m Sorry. I Was Being Too Honest.

5. Three Ways to Appeal to Prospect 1. Transamerica is the Best Value in Florida for a Death Benefit. If He Loves His Wife and Family and They Depend on His Income, He Needs Life Insurance 2. Our Plans Have Living Benefits That He Can Spend on Himself or That He and His Family Will Need to Pay the Bills 3. One of the Best if Not the Best Way to Save for His Retirement

6. How Does It Make Sense? Financial Check Out the IRR Report Family No Other Investment Will Create an Immediate Estate or a Block of Money But Life Insurance Retirement Retirees Want Guarantees, Certainty, Safety, Growth and Peace of Mind.

7. More Reasons Sickness Critical and Chronic Illness and Injury Are Covered Efficiently, Cheaply and Non- Exclusively. Financial Growth Where Else Can You Get Tax Free Growth and Distribution, a Zero Base, a Built In Completion Rider & Living Benefits Best Value Transamerica has The Lowest Standard Rate Life Insurance Premium In Florida

8. You Want to Sell More Life Insurance! Einstein Said That to Do the Same Thing You Have Always Done and Expect a Different Result is Insanity. Are You Insane? Then Be Different Why Are You Taking This Webinar?

9. Stop Trying To Be Average Average is Waiting for Business to Come to You Average is Being Satisfied with Your Current Level of Income Average is Doing Business the Way Everyone Else Does Business Average is Believing Retirement Planning Can Be Done Later Average is Keeping the Same Car for 10 Years Average is Relying on Social Security to Provide Your Retirement Average is Not Having a Bucket List Average is Not Taking a Chance So Your Life Style Can Improve

10. Strive To Be Above Average Personal: 1. Make a Bucket List 2. Put a Deposit on a Vacation of a Life Time to Go on in 2018 3. Buy an IUL Insurance Policy 4. Make a Will, Plan the Future 5. Buy the Car Today You Have Dreamed About For Years Business: 1. Set Some High Goals 2. Wear a Sports Jacket to Work and Polish Your Shoes 3. Hire an Assistant to Do Everything You Hate to Do 4. Buy a Ton of Leads Today 5. Spend 8 Hours per Week Calling for Appointments

11. “ ” If You Are Not Part of the Solution, You Are the Problem Commit to Being Successful. Have Your Desert Before the Meal. Buy the Car and Then Figure Out How to Pay for It. Be the Pig and Not the Chicken at Breakfast. The Pig is Committed!! Dare To Be Different

12. Think Differently It’s Not About Life Insurance. It’s About What Life Insurance Can Do to Help Someone It’s Not About Your Commission or Getting the Highest Rate Possible. If You Don’t Sell Anything, What Does It Matter. It’s Not About You. It’s About You Doing Something to Improve the Life of Another. It’s Not About the Size of the Premium. It’s About the Benefit You Bring to a Widow or a Cancer Patient or a Retiree

13. You Are Half The Problem You Can Fix the “You” Problem If You Realize That You Are The Problem Now Let’s Look at the Other Half – Knowledge- or at Least Get Started

14. The Other Half of the Problem, Knowledge 1. Determining a Premium and Creating an Illustration 2. Using the Tools 4. Targeting Your Efforts 5. Getting The Appointment

15. James Casey Male Age 40 10/1/1975, DOB Non Tobacco No Prescriptions Mortgage $195,000 Married, 2 Kids

16. IUL Verses IUL Plus Term (Option B) IUL Premium: $89,910 Face Amount: $250,000 Income: $15,575 Total Income: $311,500 Death Benefit: $97,897 Grand Profit: $319,577 Commission: $2,830.50 Term and IUL Premium: $89,910 Face Amount: $350,000*($461,727) Income: $15,685 Total Income: $313,700 Death Benefit: $97,300 Grand Profit: $334,743.36 Commission: $1,695.93

17. How Much is a Life Worth Man Age 26 Marries Current Salary is $40,000 He Retires at 70 Annual Income Increases 2% How Much Will He Earn in His Lifetime?

18. Lifetime Income Total $2,780,106.00 Is He Worth Insuring for $1,000,000.00 Yes, and More.

19. What is in the Illustration? 1. The Accumulated Value Never Goes Down (unless benefits used) 2. Accum. Value = Surrender Value in Year 11 3. Surrender Value = Premiums Paid in Year 13 4. Death Benefit is forced up in Year 37 by DEFRA, Fed. Regs. 5. Don’t Use Page 3, It Shows Total Income Received at Age 120! 6. Page 4 is a Great Graphic of the Benefits 7. Page 6 has the Critical and Chronic Amounts 8. Page 16 has the Investment Performance, Important You Understand 9. Page 26+ has the Current Illustrate Rate Information. Use it for Values 10. 60 Fields on the Illustration go Directly to the Application. Time Saver

20. No Sweat, Buckaroo! Face Amount:$366,692 Minimum Premium:$190.6842 Years Target Premium:$400.00 Max. Guideline:$443.41 30 Yr N-G Term$124.24 30Years, N-G But I Can’t Afford $400 a Month, Now!

21. Commission Target Premium Paid Assume 85% Commission $4,080 Total Paid 1 st Year 75% Advance, Paid For by Thurs. Comm. Paid on Tues $3,060; $340 Paid Mos. 10-12 Minimum Premium Paid Assume 85% Commission $190.68 x 12 = $2,288.16 X 85% = $1,944.94 x 75% = $1,458.70 Advance. $162.08 Paid 10-12 months. $162.08 Paid monthly until a total of $4,080 is Paid. 25 Months

22. More Commission Info The Insured Can Catch Up the Difference Between What He Has Paid and the Target Premium If the Insured Pays the Guideline Premium to Maximize His Investment, the Commission is about 1.5% $443.41 - $400.00 = $43.41 x 12 = $520.92 x.015 = $7.81 Transfer 35% of Every Commission Check You Receive in a Saving Account for Income Taxes and 10% Savings. Do It Immediately.

23. The Million Dollar Baby New Baby Age 1, Princess Parents Want Her to Have a Good Education, College at a Good School They Want to Teach Her Good Financial Values They Want to Be Sure She Has a Wonderful Life What Can We Do To Help?

24. Here is the Plan Save $100 per month for 10 years Save $300 per month until Princess is through College Pay Down College Loans for 4 years Save $300 per month for a home Withdraw a Down Payment Save $100 for Retirement Withdraw Money for Retirement

25. Use the Correct Tools A Presentation Manual The Financial Security Power Point The Quote Sheets The Living Benefits List Pictures and Charts Term Premium Comparison Lists The 3 Problem Puzzle

26. Target Your Business Mortgage Borrowers Contractors Business Owners The Rich Relatives Single Parents Those You Do Business With Neighbors

27. Find Ways to Reach These Targets 1. Write a Simple Letter. Ask for an Appointment so You Can Explain What You Do to Help Your Clients. Then Call. 2. Buy Leads. Then Be Relentless in Your Efforts to Contact Them 3. Join the Chamber of Commerce, Volunteer, Find a Charity to Support. 4. Tell Your Relatives and Your Friends, How Badly You Would Feel if Something Bad Happened to Them and You Hadn’t Explained How You Could Have Helped 5. Mail the Puzzle to a Prospect. Call for an Appointment to Explain the Puzzle

28. More 6. Go to a Truck Stop, a Working Man’s Restaurant in the Morning, a Shopping Center with a Home Depot or a Commercial Lumber Dealer. Write Down the Names and Phone #s on Pick Up Trucks. 7. Call Your Client and Ask If He Has Insured His Mortgage? 8. Invite Your Clients to a Hot Dog Cook Out and Explain That the Admission Ticket is the Name of Three People You Can Help Like You Helped Them. Make it a Fun Event. Ham it Up. Get Your Kids and Wife to Help With the Planning.

29. More 9. Hire Your Children to Make Phone Calls. Or Hire a Temp. Pay $25 per Appointment and $50 per Sale. You Hate Calling, Let Someone Else Do It. 10. Go After the Rich. They Have the Money and They Want to Keep It. Where Else Can a Rich Person Invest His Money and Not Pay Income Taxes? Only IUL Life Insurance. 11. Write, Email or Call Each of Your Health Clients. Ask Them to Come to the Office, to Learn How to Get the Most Money From Their Health Policy.

30. More 12. Target Accountants, Bookkeepers, Tax Preparers. They Are Asked Where to Invest and How to Avoid Income Taxes. We Have a Seminar Program That You Can Use. 13. Ask Your P&C Agent if He Sells Life Insurance, If He Does, Find Another One That Doesn’t, Then Offer to Split Commissions or Trade Leads. 14. Make Friends with Independent Mortgage Arrangers. 15. Take a Booth in a Non-Financial Show or Exhibition 16. Offer to be the Program at Rotary, a Women’s Club, etc.

31. Getting the Appointment – The Hardest Job 1. Commit to Spending 8 Hours a Week Calling 2. Hire Someone Else to Make the Calls. 3. Don’t Leave a Message Until You Have Called 5 Times. Then Just Ask Them to Call, “You Have the Information He Requested.” 4. Send a Post Card. “I have been trying to reach you. I have the Information you requested. Please pick up my call or call me at XXX-XXX-XXXX.” Signed John Doe 5. Drop by His House. Leave a Note With the Same Wording 6. Call Saturday Morning or from 4 to 6 Sunday Night.

32. More Ideas 7. Use Other Phones to Make the Calls 8. Wait Three Months Then Call Again. Leads Are Never Dead Until You Are Told Not to Call. Then Wait Three More Months and Call Again. Leads Are Never Dead. 9. Don’t Send a Quote, Even if You’re Asked. 10. Offer to Do a Phone Appointment Rather Than a House Call. 11. Offer to Have the Appointment in Your Office.

33. One Final Quirky Idea 12. Invite All Those Leads That You Couldn’t Reach to a Free Cook Out at Your Office to Introduce Your Business to the Community. Have Them Sign In. Then Go Get’em!

34. Make You the “U” in Solution and Learn Just Get Over Yourself. “Life” Is Good, Get On Board Gain the Knowledge Because It Will Give You the Confidence and the Solutions to Help Your Client Finally, Thank You for Attending and Let’s Do This Again Soon!