2. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Disclaimer The following disclaimer statement is included with each Programs in a Box topic. Do not delete this disclaimer as a part of the program. It is also to be included along with the handouts you are providing each program participant. Programs In A Box are intended to be educational and to provide program attendees (and others who use these materials) with general information on particular topics. The information contained in Programs In A Box materials, and in accompanying presentations, does not constitute insurance, financial, investment, estate planning, tax, legal, compliance, accounting, or other professional services or advice by the National Association of Insurance and Financial Advisors (NAIFA), by NAIFA’s state and local member associations, or by the authors or presenters of the programs. continued...

3. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Disclaimer continued... While NAIFA tries to provide accurate information in its Programs In A Box materials, and in accompanying presentations, NAIFA does not warrant or guarantee the accuracy of these materials or presentations. The necessarily generic nature of these materials and accompanying presentations may not always reflect frequently changing state and federal regulations and may not be compatible with the specific rules established by insurance and other financial services companies for their respective agents and employees. It is the individual responsibility of all advisors to comply with applicable state and federal insurance, banking, and NASD/SEC requirements and with the rules established by insurance companies and other financial services entities they represent. NAIFA disclaims all liability and responsibility for claims or damages that may result from any errors or inaccuracies in these materials or accompanying presentations and from any transactions that may employ any information contained in these materials or accompanying presentations.

4. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Overview Understanding the benefits in offering financial products Prospect definition Market segmentation Approaches The real reasons why people buy

5. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Understanding the benefits in offering financial products Retention

6. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Understanding the benefits in offering financial products Retention Enhanced Agency professionalism

7. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Understanding the benefits in offering financial products Retention Enhanced Agency professionalism Customer satisfaction

8. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Understanding the benefits in offering financial products Retention Enhanced Agency professionalism Customer satisfaction Prevention of errors and omissions

9. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Understanding the benefits in offering financial products Retention Enhanced Agency professionalism Customer satisfaction Prevention of errors and omissions Greater awareness

10. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Understanding the benefits in offering financial products Retention Enhanced Agency professionalism Customer satisfaction Prevention of errors and omissions Greater awareness Peace of mind

11. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Understanding the benefits in offering financial products Retention Enhanced Agency professionalism Customer satisfaction Prevention of errors and omissions Greater awareness Peace of mind Future business

12. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Understanding the benefits in offering financial products Retention Enhanced Agency professionalism Customer satisfaction Prevention of errors and omissions Greater awareness Peace of mind Future business Income

13. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Understanding the benefits in offering financial products Retention Enhanced Agency professionalism Customer satisfaction Prevention of errors and omissions Greater awareness Peace of mind Future business Income Recognition

14. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Life Insurance

15. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Life Insurance — Child

16. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Life Insurance — Child Guaranteed insurability

17. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Life Insurance — Child Guaranteed insurability Lower premium

18. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Life Insurance — Child Guaranteed insurability Lower premium Last expenses

19. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Life Insurance — Child Guaranteed insurability Lower premium Last expenses Potential cash value

20. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Life Insurance — Child Guaranteed insurability Lower premium Last expenses Potential cash value — Senior Citizen

21. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Life Insurance — Child Guaranteed insurability Lower premium Last expenses Potential cash value — Senior Citizen Estate planning

22. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Life Insurance — Child Guaranteed insurability Lower premium Last expenses Potential cash value — Senior Citizen Estate planning Last expenses

23. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Life Insurance — Child Guaranteed insurability Lower premium Last expenses Potential cash value — Senior Citizen Estate planning Last expenses Legacy

24. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Life Insurance — Child Guaranteed insurability Lower premium Last expenses Potential cash value — Senior Citizen Estate planning Last expenses Legacy — Sandwich generation

25. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Long term care insurance

26. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Long term care insurance — Activities of daily living (ADLs)

27. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Long term care insurance — Activities of daily living (ADLs) Transferring

28. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Long term care insurance — Activities of daily living (ADLs) Transferring Toileting

29. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Long term care insurance — Activities of daily living (ADLs) Transferring Toileting Bathing

30. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Long term care insurance — Activities of daily living (ADLs) Transferring Toileting Bathing Dressing

31. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Long term care insurance — Activities of daily living (ADLs) Transferring Toileting Bathing Dressing Eating

32. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Long term care insurance — Activities of daily living (ADLs) Transferring Toileting Bathing Dressing Eating Continence

33. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Long term care insurance — Activities of daily living (ADLs) Transferring Toileting Bathing Dressing Eating Continence — Asset Protection

34. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Disability insurance

35. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Disability insurance — Protecting income

36. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Disability insurance — Protecting income — Maintaining lifestyle

37. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Annuities

38. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Annuities — Concerned about outliving income

39. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Prospect definition Annuities — Concerned about outliving income — Diversification

40. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Multiline clients

41. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Multiline clients Monoline

42. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Multiline clients Monoline V.I.P.

43. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Multiline clients Monoline V.I.P. — High premium

44. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Multiline clients Monoline V.I.P. — High premium — Center of influence

45. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Multiline clients Monoline V.I.P. — High premium — Center of influence — Profitable

46. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Multiline clients Monoline V.I.P. — High premium — Center of influence — Profitable — Likeable

47. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Business owners

48. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Business owners Life insurance

49. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Business owners Life insurance Term life insurance

50. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Business owners Life insurance Term life insurance Homeowners insurance

51. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Business owners Life insurance Term life insurance Homeowners insurance Personal Umbrella insurance

52. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Business owners Life insurance Term life insurance Homeowners insurance Personal Umbrella insurance Homeowners with term life insurance

53. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Age 60+

54. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Age 60+ Under age 18

55. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Age 60+ Under age 18 College educated single females

56. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Age 60+ Under age 18 College educated single females Home paid for

57. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Age 60+ Under age 18 College educated single females Home paid for Children out of the home...permanently

58. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Market segmentation Age 60+ Under age 18 College educated single females Home paid for Children out of the home...permanently Z-A

59. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Approaches Ask — “Oh, buy the way...”

60. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Approaches Ask — “Oh, buy the way...” When was the last time you had your life insurance reviewed?

61. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Approaches Ask — “Oh, buy the way...” When was the last time you had your life insurance reviewed? Who do you have your life insurance with?

62. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Approaches Ask — “Oh, buy the way...” When was the last time you had your life insurance reviewed? Who do you have your life insurance with? How much life insurance do you own? What valuation method did you use to come up with the amount?

63. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Approaches Ask — “Oh, buy the way...” When was the last time you had your life insurance reviewed? Who do you have your life insurance with? How much life insurance do you own? What valuation method did you use to come up with the amount? Have you unintentionally disinherited one of your children?

64. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Approaches Ask — “Oh, buy the way...” When was the last time you had your life insurance reviewed? Who do you have your life insurance with? How much life insurance do you own? What valuation method did you use to come up with the amount? Have you unintentionally disinherited one of your children? Are you aware that your current homeowner’s policy does not have a payoff provision in the event you or your spouse have an untimely death? What are you doing about it?

65. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Approaches Ask — “Oh, buy the way...” Have you ever heard of long term care Insurance? What are you doing about it?

66. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Approaches Ask — “Oh, buy the way...” Have you ever heard of long term care Insurance? What are you doing about it? Have you given any thought as to who will take care of you during your old age?

67. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Approaches Ask — “Oh, buy the way...” Have you ever heard of long term care Insurance? What are you doing about it? Have you given any thought as to who will take care of you during your old age? How have you provided for your family in the event you are unable to work again?

68. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Approaches Ask — “Oh, buy the way...” Have you ever heard of long term care Insurance? What are you doing about it? Have you given any thought as to who will take care of you during your old age? How have you provided for your family in the event you are unable to work again? When does your next CD mature? Do you have any objection if I call you 3 weeks before that date?

69. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Approaches Ask — “Oh, buy the way...” Have you ever heard of long term care Insurance? What are you doing about it? Have you given any thought as to who will take care of you during your old age? How have you provided for your family in the event you are unable to work again? When does your next CD mature? Do you have any objection if I call you 3 weeks before that date? Have you contributed to your 2002 IRA yet?

70. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment The real reasons why people buy Independence

71. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment The real reasons why people buy Independence Buys time

72. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment The real reasons why people buy Independence Buys time Peace of mind

73. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment The real reasons why people buy Independence Buys time Peace of mind Security

74. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment The real reasons why people buy Independence Buys time Peace of mind Security Lifestyle continuation

75. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment The real reasons why people buy Independence Buys time Peace of mind Security Lifestyle continuation Dignity

76. By Robin C. Mueller, LUTCF Understanding Opportunities for Financial Advising in the Multiline Environment Robin C. Mueller, LUTCF, has been in the insurance industry since 1979 and has worked with Multiline Agents since 1987. Today, Robin travels the country as a motivational speaker, entertainer and consultant. He tailor makes his presentations and is available for agency and company meetings. Robin can be reached at: PO Box 320247, Franklin, WI 53132-0247 Phone: 414/525-7462, Fax: 414/525-7463