1. Having a Plan for 2014 Sales Ideas
Todd Miles, CFP®
Account Distribution Manager
John Hancock
MLINY
This material is for Institutional/Broker-Dealer use only. Not for distribution or use with the public

2. 2014 Sales Strategies On Track for Retirement? Prospects
Fact Finding Questions
Presentations
Design Considerations
Tools & Resources

3. On Track for Retirement?
As of 2010, more than half of households were not on track to have enough retirement income to maintain their pre-retirement standard of living.1
12012 LIMRA Facts of Life – Life Insurance Awareness Month

4. Top Marginal Federal Income Tax Rates
Income Type
2012
2013
Ordinary income
35.0%
39.6%
Short-term capital gains
Long-term capital gains
15.0%
20.0%
Interest income
Qualified dividend income
20131
39.6%
43.4%
23.8%
In 2013 the top federal tax rate includes income taxes and the 3.8% surtax on investment income.
Trusts and estates reach the 39.6% bracket at $11,950 in income in 2013
This material is for Institutional/Broker-Dealer use only. Not for distribution or use with the public

5. We provide certainty with a snap shot from the Retirement Needs Calculator
Show clients if they are on track for retirement
Help determine if the clients goals are realistic
Show how clients can play catch-up
Help Agents uncover or gather additional assets
This material is for Institutional/Broker-Dealer use only. Not for distribution or use with the public

6. Fact Finding Questions
What is your number one financial planning goal? Are you concerned about retirement?
Do you have excess disposable income and concerned about future taxes on that income?
At what age do you want to retire? How many years do you plan on being retired?
How much income do you want in retirement?
Are you on track for your retirement goals?
What type of investments and anticipated rate of return do you expect on your investments?
Are you interested in investments with no investment caps?
This material is for Institutional/Broker-Dealer use only. Not for distribution or use with the public

7.
This material is for Institutional/Broker-Dealer use only. Not for distribution or use with the public

8. The Presentation
This material is for Institutional/Broker-Dealer use only. Not for distribution or use with the public

9. The Presentation

10. The Presentation

11. 11

13. Build a Different Plan Show Inflation Factor on Premiums
Show Staggered Distributions
Think of ways to ‘change the game’ and…
Make the product come alive!
This material is for Institutional/Broker-Dealer use only. Not for distribution or use with the public

14. Accumulation IUL Example
This is a supplemental illustration. Not all benefits and values are guaranteed. The assumptions on which the non-guaranteed elements are based are subject to change by the insurer. Actual results may be more or less favorable.
This material is for Institutional/Broker-Dealer use only. Not for distribution or use with the public

15. Why Life Insurance? Tax Free Death Benefit Tax Deferred Growth
Tax Free Income
Tax Free Long Term Care
The Only Self-Completing Investment Portfolio
No Pre-59 ½ Penalties
No RMD
No Contribution Limits – Minimum or Maximum! (Excessive advance funding of a life insurance policy can result in the policy being treated as a modified endowment contract)
Flexible Funding Options
Life insurance death benefit proceeds are generally excludable from the beneficiary’s gross income for income tax purposes. There are few exceptions such as when a life insurance policy has been transferred for valuable consideration.
Loans and withdrawals will reduce the death benefit, cash surrender value, and may cause the policy to lapse. Lapse or surrender of a policy with a loan may cause the recognition of taxable income. Policies classified as modified endowment contracts may be subject to tax when a loan or withdrawal is made. A federal tax penalty of 10% may also apply if the loan or withdrawal is taken prior to age 59 ½.
This material is for Institutional/Broker-Dealer use only. Not for distribution or use with the public

16. How Do I Market This Idea?
5 Friends/Clients/Church or Social Groups
Networking Partners
CPA
This material is for Institutional/Broker-Dealer use only. Not for distribution or use with the public

17. Summary What’s going on at John Hancock? Offering 16 Products
Health Styles Program
De-Linking of LTC and Life ratings
Local and National Support
Advanced Software providing over 40 different presentations
New Target Track on VUL products
Unique Investment story in our General Account
This material is for Institutional/Broker-Dealer use only. Not for distribution or use with the public

18. Tools & Resources Sales Maven: www.jhsalesmaven.com
Scripts, Fact Finders, Discovery Questions to identify different needs and build cases
Business Valuation Calculator:
Help producers calculate approximate values for a client or prospects’ business
Identify needs for business planning, estate equalization, or non-qualified deferred compensation plans
Retirement Needs Calculator:
A planning tool designed to assist you in determining the future value of retirement savings as well as any possible income shortfall.

19. Disclosures
Insurance policies and/or associated riders and features may not be available in all states.
The Long-Term Care (LTC) rider is an accelerated death benefit rider and may not be considered long-term care insurance in some states. There are additional costs associated with this rider. Maximum face amount is $5 million with the LTC rider. When the death benefit is accelerated for long-term care expenses it is reduced dollar for dollar, and the cash value is reduced proportionally. Go to to verify availability in each state.
This rider has exclusions and limitations, reductions of benefits, and terms under which it may be continued in force or discontinued. Consult the state specific Outline of Coverage for additional details.
This material is for Institutional/Broker-Dealer use only. Not for distribution or use with the public

20. Disclosures
This material does not constitute tax, legal or accounting advice and neither John Hancock nor any of its agents, employees or registered representatives are in the business of offering such advice. It was not intended or written for use and cannot be used by any taxpayer for the purpose of avoiding any IRS penalty. It was written to support the marketing of the transactions or topics it addresses. Comments on taxation are based on John Hancock’s understanding of current tax law, which is subject to change. Anyone interested in these transactions or topics should seek advice based on his or her particular circumstances from independent professional advisors.
Please contact , option 2 to obtain product and fund prospectuses or if you are interested in obtaining a selling agreement with John Hancock Distributors LLC (for New York, contact , option 5). The prospectuses contain complete details on investment objectives, risks, fees, charges and expenses as well as other information about the investment company. Please advise your clients to carefully read the prospectuses which contain this and other information on the product and the underlying portfolios, and consider these factors carefully before investing.
Insurance products issued by: John Hancock Life Insurance Company (U.S.A.), Boston, MA (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY and securities offered through John Hancock Distributors LLC through other broker/dealers that have a selling agreement with John Hancock Distributors LLC, 197 Clarendon Street, Boston, MA
This material is for Institutional/Broker-Dealer use only. Not for distribution or use with the public