1. FHC
STUDY
GROUP
DECEMBER 2014

2. What successes have you had this year?
What has been
working for you?

3. Success Story: Brian Askins
Using the Target Premium Spreadsheet
Compensation Example #1: Rolling Targets
Carrier
Product
Premium
Target Premium
Yr 1 Comp
Yr 2 Comp
Total Comp
Protective
Custom Choice
18,173
26,940
16,356
273
16,628
Adv Choice
19,098
25,180
17,188
5,669
22,857
Numbers shown herein are for informational purposes only and are not guaranteed by First Heartland Corporation or any of its affiliates. Information is subject to change at any time.
For a 5.09% increase in premium ( premium difference), the first year comp is increased by that amount (5.09%) when comparing one product to the other and the total comp over 2 years is 37.46% more or 6,229 additional comp from one product compared to the other
Compensation Example #2: The “Commodity” Sale
Carrier
Product
Premium
Target Premium
Yr 1 Comp
Yr 2 Comp
Total Comp
Nationwide
GUL
3,827
3,850
3,444 57
3,502
North American
3,891
3,890
3,501 39
3,540
American General
3,943
4,670
3,352
682
4,034
Lincoln
GVUL
4,320
6,410
3,888
1,937
5,825
Numbers shown herein are for informational purposes only and are not guaranteed by First Heartland Corporation or any of its affiliates. Information is subject to change at any time.
Comparing Nationwide (lowest cost product here) and Lincoln’s VUL with a guarantee built in
12.88% increase in premium (493) • % difference in comp over 2 years

4. Success Story:
A.W. Abel

5. Success Story:
Jay Hokanson