2. Defining the IBD Opportunity Jim Gelder, CEO, HCB Trey Wall, VP, IBD Strategies, HCB Garry Shelton, Director, National Sales Desk, HCB

3. Shift In Life Insurance Distribution
Independent professional life agents brokers is not a growth segment
Financial service professionals providing non life product services is a growth segment
Click / Call capability
Reduce the pain of selling life insurance

4. HCB IBD Strategy
Along w/ P/C business the IBD business will be tracked separately like we track bank wire/HCF business by firm and by SVP

5. IBD’s and Reps 4700 IBDs 275,000 dually registered IBD/RIA reps
88,515 RIA Only
300,000 BD Only reps
*Numbers reported from FINRA and Discovery Data Base

6. HCB Vision
Highland Capital Brokerage is the trusted insurance partner to advisors, providing innovative planning and protection solutions to their clients

7. LTFS 5 IBD’s
Top down endorsement
4000 affiliated reps

8. LTFS IBD Launch Strategy – 2015
Competitor Model Call Center
Highland Toll-Free
Life / Annuity / LTC
Push Advisors to local relationship
HCB front and center at all 5 IBD’s sales meetings

9. CRM Required
BD Partners need accurate quality intel on activity to remain supportive

10. 2016 LTFS IBD Strategy HCB present at BD meetings
Develop strategy specific to each BD with BD management
Regional meetings / continuing education
Continue to leverage Highland toll- free

11. HCB IBD Distribution
Trey Wall, LUTCF VP, IBD Strategies, HCB Trey began his career in the life insurance industry as a life agent and now has over 23 years of experience in the life insurance industry focused on product case design, advanced planning, and brokerage management. Garry Shelton, CLU Director, National Sales Desk, HCB The National Sales Desk provides support for Ladenburg Thalmann Financial Services independent broker dealers in the areas of life, annuity, and long-term care products. Garry builds long-term relationships with financial professionals and Highland SVPs nationwide. Prior to joining the National Sales Desk, Garry served as Marketing Director, VP of Operations, for Highland’s Charlotte office.
Need few key BIO sound bites on each

12. LTFS IBD Strategy is only just the beginning of the HCB IBD Strategy