1. Sales Process & Sales Roles Peter Sullivan - RVP East Region
The Ritz-Carlton, Huntington Hotel & Spa , Pasadena, California
Sept.29 – Oct. 1, 2003

2. Retirement Sales Cycle
Prospecting
Proposal
TRS
Presentation
Closing
Intro VW

3. The Sales Process The Transamerica Advantage- We provide the RESOURCES you need
External Sales Consultant
-Working To develop Opportunities
Internal Sales Desk
-Supporting The Sales Process
ERISA Hotline
-ERISA Expertise
For Producer Use Only. Not For Public Distribution. VW

4. The Sales Consultants Role
The External Sales Consultant:
Develop Relationships with Intermediary’s
Selling agreements
- Life Licensed Brokers- Unlimited
- Group Benefit Producers
- Targeted Relationships
Who is in the Pension Market Everyday?

5. The Sales Consultants Role
NO ONE!
WHO IS?
THIRD PARTY ADMINISTRATORS

6. The Sales Consultants Role
Over 45 Sales Consultants in 34 Field Offices
ERISA Trained
Many consultants have recordkeeping/administrative background
Understand the value-added of TPA support and local presence

7. The Sales Consultants Role
Our people provide SALES-FOCUSED SUPPORT
that helps close cases
Pre-Sale Takeover Reviews
Joint Client Presentations
40% Close Ratio with Transamerica Consultant present

8. The Sales Consultants Role
Our Sales Consultants understand the
Four Pillars of a Retirement Plan
Plan Design
Investments
Administration
Employee Communication

9. The Sales Consultant Role
The External Sales Consultant/ TPA Partnership:
Leverage:
- Relationships
- Expertise
- Localized support
WIN/WIN

10. The Sales Consultant Role
Marketing Support: Get the word out
Joint Seminars
-Training/CE Seminars
-Plug & Play
Announcement Letters To Producers
Referrals
PROSPECTING • Proposal • Presentation • Closing VW
Materials to show: Sample New Comp Prospecting letter, the Bullet

11. The Sales Consultant Role
Support TPA/Broker:
Leverage TPA’s Plan design Expertise
Be available for fact finding/review/Presentation
Represent & Support The TRS Product/TPA Relationship
Close The Business VW

12. Services Wherever You Need Us – Nationwide.
Services
Wherever You Need Us – Nationwide
Transamerica Retirement Services Regional Pension Offices
Atlanta
Boston
Charlotte
Chicago
Cincinnati
Clearwater
Cleveland
Dallas
Denver
Detroit
Elgin, IL
Fort Wayne
Greensboro
Houston
Kansas City
Long Island, NY
Los Angeles
Miami
Minneapolis
New Orleans
Newport Beach
Orange County
Orlando
Paramus
Park City
Philadelphia
Portland
San Diego
San Francisco
Seattle
Torrance
Washington D.C.

13. Internal Sales Desk is available when you need it
We provide expedient, ONE STOP EXPERTISE
Your Internal Sales Consultant is always available
Nationwide coverage through our Los Angeles office
Standard proposals processed in 48-hours
Instant access to ERISA expertise
Instant access to product knowledge

14. Internal Sales Desk Role
How to Fact Find proposal requests - requires repeating the “basics” each time.
- Clarity in Setting Expectations
- Work with TPA Plan Design Specifications
Commission Options
Underwriting Requirements
Prepare and Deliver to Meet Schedule
Incorporate TPA Fees in Proposal
Review with External Sales Consultant
Assist with NCP Runs if Applicable
Prospecting • PROPOSAL • Presentation • Closing VW

15. Internal Sales Desk From Proposal to Sale:
Your constant resource at Transamerica Retirement Services
From Proposal to Sale:
Proposal Generation
Plan Design Illustrations
Pre Sale Questions
Proposal Review and Revision
Sales Consultant Schedule
Closing Assistance

16. ERISA SUPPORT ERISA HOT LINE: - The consulting Service That’s FREE
- A Resource to help you answer those tough Questions.
- PRE- SALE or POST SALE

17. ERISA SUPPORT 5 ERISA Specialists 7 Compliance Analysts
130 years of combined ERISA experience
General ERISA Questions
Pre-Sale/Takeover Review
Ongoing Consulting
ERISA Call Center…
“The Desk”
7 Compliance Analysts
145 years of combined ERISA experience
Legislation Monitoring
Plan Document Management
Frequent IRS interaction

18. Expert ERISA Support in the Field
ERISA trained professionals in 34 offices nationwide
Focus on helping you build your business
Intensive ongoing training
Solve everyday plan issues through creative plan design alternatives

19. ERISA Expertise - Don’t be Merged Out
Mergers, Acquisitions & Spin Offs
Qualified Plans tend to be an afterthought
Transamerica can guide the process
Work with outside counsel
Review Plan Document
Review Purchase Agreement
ERISA Due Diligence Checklist
Be Proactive

20. ERISA Expertise – Complex Plan Questions
Controlled Group Issues
Legally excluding employees
Protected Benefits
Complex Testing Issues
Document Issues
And Much More

21. Your Portal to ERISA Expertise
You don’t need to know all the answers…
…just where to get them!
Transamerica’s
ERISA Help Desk!
Retirement Consultants
Internal Sales Consultants

22. Transamerica. The Retirement Answer
Call your TRS External Sales Consultant or
Call your Internal Sales Consultant
Proposals
ERISA Desk
Prospecting Materials

23. The Close is just the beginning
- Employee Education
- New Business Installation
- Client Services Role VW