1. Our Favorite Sales Ideas
FHC’s Case Designers bring you the latest sales solutions
Dial-In Number: 1 (631) Webinar ID:
AUGUST 2016

2. Welcome Sarah Molitor Stoyan Petev Steve Schreiber Tony Neiswander
Dial-In Number: 1 (631)
Webinar ID:

3. Want a Starbucks Coffee on us. Fill out a short webinar survey at tiny
Want a Starbucks Coffee on us? Fill out a short webinar survey at tiny.cc/fhcwebinars
First 50 to complete the survey will receive a $5 Gift Card to Starbucks!

4. Managed360 Integrated Managed Investments Platform
coming soon…
Managed360 Integrated Managed Investments Platform
Proposal Generation
Portfolio Analytics
Performance Reporting
New Account Opening
Account Maintenance
Billing
Investment Solutions and Research1
Education and Training
1 Lockwood receives certain research services from BNY Mellon’s Manager Research Group in manager research, due diligence, ongoing monitoring, creation and the preparation of this report. Lockwood is an affiliate of Pershing, both wholly-owned subsidiaries of BNY Mellon. Pershing LLC, member FINRA, NYSE, SIPC.

5. Our Favorite Sales Ideas August 2016
Dial-In Number: 1 (631)
Webinar ID:

6. Goal
Share the best and latest sales ideas, explain who the ideal client is for each and how you can best use them.
Dial-In Number: 1 (631)
Webinar ID:

7. Create Your Own “Indexed” Annuity
Goal:
Fight low caps on FIAs
Provide alternative to bond portfolios
Offer shorter surrender charges than FIAs
Stoyan Petev
Dial-In Number: 1 (631)
Webinar ID:

8. Create Your Own “Indexed” Annuity
Who does this work for?:
Anyone who is worried that rising interest rates will kill their bond portfolio, people who want to get back in the market but are still afraid of losing
Stoyan Petev
Dial-In Number: 1 (631)
Webinar ID:

9. Create Your Own “Indexed” Annuity
3- or 5-Year Surrender Charge
10-Year ROP
Unlimited Upside
2.7% annual spread
Multiple Indices
Up to 7% Upfront Commission (trails available)
“A+” Rated Mutual Company
6% Current DCA
Ability to split 1035 exchanges from other companies to create better planning opportunities
Dial-In Number: 1 (631)
Webinar ID:

10. Two Policies Can be Better Than One
Goal: New and improved guaranteed ULs offer choices to clients when sold more than one policy
Steve Schreiber
Dial-In Number: 1 (631)
Webinar ID:

11. Two Policies Can be Better Than One
Who does this work for?:
Clients looking for guaranteed permanent insurance with options in the future through the use of premium flexibility and a unique return of premium feature
Steve Schreiber
Dial-In Number: 1 (631)
Webinar ID:

12. Ultimate NLG Flexibility
GRO (Guaranteed Refund Option) Rider:
New Sales: Policy Split

13. Policy Split Design SINGLE POLICY SPLIT POLICY POLICY I POLICY II
POLICY I
POLICY II
TOTAL
PREMIUM
GRO RIDER
COVERAGE 1
$36,150
$5,000,000
$21,690
$3,000,000
$14,460
$2,000,000 15
$271,125
$162,675
$108,450 16 17 18 19 20
$723,001
$433,801
$289,200 21
$759,151
$455,491
$303,660 22
$795,301
$477,181
$318,120 23
$831,451
$498,871
$332,580 24
$867,601
$520,561
$347,040 25
$903,751
$542,251
$361,500 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40

14. Ultimate NLG Flexibility
GRO Rider
New Sales: Policy Split
Surrender and cash out
Surrender and pay up

15. Surrender and Paid Up SINGLE POLICY SPLIT POLICY POLICY I POLICY II
POLICY I
POLICY II
TOTAL
PREMIUM
GRO RIDER
COVERAGE 1
$36,150
$5,000,000
$21,690
$3,000,000
$14,460
$2,000,000 15
$271,125
$162,675
$108,450 16 17 18 19 20
$723,001
$433,801
$289,200 21
$759,151 $0
$723,000 22
$795,301 23
$831,451 24
$867,601 25
$903,751 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40

16. Ultimate NLG Flexibility
GRO Rider
New Sales: Policy Split
Surrender and cash out
Surrender and pay up
Replacement Sales: Reduced Paid Up
Alternative to 1035 exchange
Keeps future sales open
The New Sale Combo = Ultimate NLG Flexibility

17. Combo Design SINGLE POLICY SPLIT POLICY POLICY I POLICY II TOTAL
POLICY I
POLICY II
TOTAL
PREMIUM
GRO RIDER
COVERAGE 1
$36,150
$5,000,000
$21,690
$3,000,000
$14,460
$2,000,000 15
$271,125
$162,675
$108,450 16 17 18 19 20
$723,001
$433,801
$289,200 21
$759,151
$455,491 $0
$1,000,000
$744,691
$4,000,000 22
$795,301
$477,181
$766,381 23
$831,451
$498,871
$788,071 24
$867,601
$520,561
$809,761 25
$903,751
$542,251 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40

18. A Different Way of Generating Retirement Income
Goal: Diversify a client’s tax bracket by creating a tax favored pool of money with life insurance for supplemental income purposes
Tony Neiswander
Dial-In Number: 1 (631)
Webinar ID:

19. A Different Way of Generating Retirement Income
Who does this work for?: Most clients can qualify for life insurance but the ideal customer would be someone 55 and younger. Health status might not make a major difference in this strategy because the death benefit will be minimized which reduces the costs of insurance to as low as we can make them without causing a modified endowment contract.
Tony Neiswander
Dial-In Number: 1 (631)
Webinar ID:

20. Retirement Concerns Will I have enough money to retire?
Do I need to supplement my retirement income?
Am I paying too much in taxes?
What happens to my finances if I die?

21. But how can we do it?

22. High Income Stream Male 45, $50,000 annually to age 65 Company
Initial DB
Target
Year 10
Year 20
Income
Allianz
1,054,069
17,242
584,861
1,874,575
179,510
Pacific Life
1,051,292
20,000
569,797
1,837,155
154,692
North American
1,023,656
18,016
582,801
1,883,057
150,650
American General
1,053,972
19,509
584,577
1,831,952
149,412

23. Large Death Benefit Male 45, $50,000 annually to age 65 Company Year 1
Allianz
1,054,069
1,644,590
2,928,644
1,584,218
1,291,028
1,006,005
3,380,516
11,849,099
Pacific Life
1,051,292
1,621,089
2,888,447
1,758,578
1,460,912
1,003,063
1,764,920
6,133,184
North American
1,023,656
1,623,911
2,906,713
1,457,619
1,184,496
660,167
2,198,408
8,506,177
American General
1,053,972
1,656,467
2,885,924
1,612,528
1,273,058
866,507
1,449,047
4,471,452

24. Impressive Cash Value Male 45, $50,000 annually to age 65 Company
Year 10
Year 20
Year 30
Year 40
Year 50
Year 60
Allianz
584,861
1,874,575
1,325,482
932,767
872,057
3,380,516
Pacific Life
569,797
1,837,155
1,509,490
1,127,434
879,293
1,533,074
North American
582,801
1,883,057
1,457,619
984,520
582,558
2,198,408
American General
584,577
1,831,952
1,471,886
1,078,882
866,507
1,449,047

25. Great Compensation Male 45, $50,000 annually to age 65 Company Premium
Target
Year 1 Comp
Year 2 Comp
Year 3 Comp
Total 3 Year Comp
Allianz
50,000
17,242
9,440
8,000
25,440
Pacific Life
20,000
18,600
1,000
20,600
North American
18,016
17,915
1,250
20,415
American General
19,509
17,040
750
18,540

26. Stoyan
Questions for us?
Steve
Tony