2. Welcome and HCB Update
Jim Gelder, CEO

3. Thank You

4. Total Business Recap – December 2016
December YTD – ’16 v ’15
Total by Production
$93.3m v. $88.6m %
As of 9/30/ %
As of 6/30/ %
Total by First Year Revenue
$27.6m v. $26.5m %
As of 6/30/ %
As of 3/31/ %
Total by Net Revenue
$42.4m v. $41.8m %
As of 9/30/ %
As of 6/30/ %
Distribution Channel NHOR Metrics
Independent 7%
Institutional 2%
Property & Casualty %
IDB %++
December QTD/MTD – ’16 v ’15
Total by Production
QTD $24.0m v. $26.5m %
MTD $11.4m v $12.3m %
Total by First Year Revenue
QTD $7.3m v. $8.0m % MTD $3.6m v. $3.6m %
Total by Net Revenue
QTD $11.4m v. $11.4m %
MTD $5.4m v $5.4m %

5. Mix of Business By Production: Institutional 40% Independent 48%
P&C 10%
IBD %
By Revenue (1st Yr):
Institutional 44%
Independent 44%

6. Pending Business Trend (Thru 12/31/16)
All Channels
Independent
Institutional

7. Historical PerspectivePC
NHOR
2010
140,070,656
39,941,075
2011
120,837,193
38,646,104
2012
112,422,368
36,592,004
2013
104,920,420
34,250,195
2014
95,593,134
28,031,664
2015
88,919,177
26,425,700
2016
93,413,945
27,768,052

8. SVP Productivity
2014
2015
2016
NHOR Tenured VPs
$278,538
$278,361
$318,924
SVP with > $500K NHOR 8  9 12
*Tenured = 36 months or more

9. 2016 New Hires
22 Sales People
16 SVPs
6 ASVPs

10. SVP New Hires Matt Barr, Northwest Gaudencio Castro, Southeast
Ryan Collin, Heartland
Martin Ellner, NY Metro
Michelle Gilly, Northwest
Brad Herman, Northwest
Mark Howard, Southeast
Richard Jagelman, Southeast
Kip Kiser, Charlotte
Michael Krahel, Heartland
Matt Krows, Northwest
Martin Leonard, Mid-Atlantic
Donald Levine, Northwest
Bruce Pusateri, Heartland
Eric Stein, NY Metro
Chalmers Valentine, Southeast

11. ASVP New Hires Lindsey Becker, Heartland Colin Berthaut, Charlotte
Kim Butler, National Sales Desk
Justin DeSorbo, New England
Stuart Gannon, Charlotte
Thomas Reardon, New England

12. 2016 Review
Bank / Wire
IBD
P & C
HighCap
Independent

13. A culture of caring drives our values:
HCB Vision & Values
Our Vision:
Highland Capital Brokerage is the trusted insurance partner to advisors, providing innovative planning and protection solutions to their clients.
Our Values:
A culture of caring drives our values:

14. PC – $150M
NHOR – $50M
Net Revenue – $65.5M
EBITDA (earnings) – $8.2M
12.5% of net revenue
Average SVP NHOR – $425,000

16. 2017 Initiatives VP/ASVP Growth VP Performance and Development
IBD and National Sales Desk Strategies
Independent Insurance Agency Distribution
Sales Support, Product Management and Advanced Sales
Supplemental Distribution (click call, ex. easyLife)

17. 2017 Goals PC 105 NHOR 31.5 SVP Avg. NHOR 330 EBIDTA 4.7
*6M Alternative Distribution

18. Some of you continue to “Hide in Plain Sight”

19. SVP Productivity Paid Cases Producers with a paid case NHOR
Avg. of top 5
138 53
$777,990
Avg. of middle 5 77 30
$340,099

20. Thank You