1. Building Your Business Notice: This training material, including all handouts, video, written documentation and verbally--provided training, are considered confidential proprietary and trade secret information. No reproduction, video, audio or other recordings or disclosure of this information may occur without the express written consent of the home office of Bankers Life and Casualty Company, Bankers Conseco Life Insurance Company and Colonial Penn Life Insurance Company.

2. Building Your Business Objectives At the end of this session, you will be able to:  State successful techniques you are currently using  Identify techniques you want to implement  Describe the career and life satisfactions achieved by building your business  Describe the variety of financial benefits that can be achieved

3. New Agent Prospecting Triangle

4. Experienced Agent Prospecting Triangle

5. Benefits of a Long-Term Career  Improve prospecting opportunities  Above average income  Make a difference in people’s lives

6. Improved prospecting opportunities  Additional coverage in 20% of client homes  Improved sales activity ratios  Sales to referrals from 10% of client homes

7. Above Average Income Refer to Compensation Brochure (17904):  New Agent Income Potential  Renewal example  Deferred Compensation

8. Making a Difference in People’s Lives  Impact to client’s families  Impact on how I do business  Impact to agent’s family