1. Dial-In Number: 1-201-479-4595 Meeting Number: 32780534
FHC STUDY GROUP
Dial-In Number: Meeting Number:
MAY 2016

2. Welcome Sarah Molitor Mark Sudderberg Jill Frohardt
Thanks everyone for being on FHC’s November Study Group Call.
A Special thanks to our guest speakers and moderator. We’ll begin our discussion in a moment.
But first, I’d like to share what’s new and exciting with First Heartland.
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3. Marketing DI Across Generations
Today’s topic was suggested but one of wonderful David’s.
The FHC team would like to have more suggestions.
Please take a moment to fill out the survey that will come shortly after this call and let us know how we are doing, what we can do better and other ideas.
The calls are better for everyone when you participate! Let’s get started!
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4. Goals
Find out how a fellow advisor markets DI to current clients as well as prospects
Get tips from Jill Frohardt of The Standard on marketing DI to millennials and find out more about the GME Program
To make thse goals happen, we invited Julius Anderson to moderate a discussion between three agents who have excellent staff.
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5. Introductions Mark Sudderberg Jill Frohardt
Most of us know Julius well, but I see some new faces on the call.
Until, recently Julius was David Hoff’s business partner for many years. He is now involved in a consulting business.
Julius, can you tell us a little more about that and maybe how that makes you an excellent person to moderate this call?
David, David and Dave,
Can you tell us how long you been in the financial industry? And maybe what is the focus/specialty of your business?
Okay let’s get started!
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6. Questions to Consider
Do you have an established strategy or structure when discussing DI clients? If so, please share.
What are some common obstacles do you have when selling DI and how do you work overcome them?
What advice would you give to agents who have never sold DI?      
Mark Sudderberg
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7. Jill Frohardt Regional Director IDI Sales, The Standard
Agenda
Marketing to Millennials
Graduate Medical Education Programs     
Jill Frohardt Regional Director IDI Sales, The Standard
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8. Millennials: Who are they?
Born between
80 million millennials
Largest working generation with greatest buying power ever!
Key Characteristics:
Motivated
Above average income and debt
Expect flexibility
Digital natives

9. Importance of Adopting Service Tools for Millennials

10. Millennials and Disability Insurance
Problem #1: Sees little value of face-to-face service/communication
Solution: Skype, and text conversations
Problem #2: Yet worth vs Net worth:
Solution: Policy flexibility, multiple carrier knowledge
Problem #3: Process must be easy:
Solution: Simplified UW, DocFast, Web Based Quoting

11. Marketing Tools Standard DI Website Council for Disability Awareness
Millennial Handout

12. Graduate Medical Education Programs

13. GME (Graduate Medical Education)
Background
Current State
Opportunity

14. GME Policy Highlights Graduate Policy
Base Benefit
$3,500 or $5,000
Future Purchase Option
$10,000
Riders
Catastrophic & COLA1
Mental Nervous Limitation
2 year limitation
Discounts
15% Gender Neutral
1 COLA is selected at institution level. Catastrophic selected by individual applicant.
Resident & Fellowship levels also available

15. GME Participation Targets

16. GME Keys to Success: 1 2 3
Relationship
Access
Presence

17. RFP Reviewed by GME Committee
GME RFP Process
Submit RFP Document
RFP Reviewed by GME Committee
Producer Call
Offer Letter

18. Questions for Mark or Jill?
Mark Sudderberg
Questions for Mark or Jill?
Jill Frohardt