1. DST 1994 3-13 For Producer or Registered Representative only. Not for use with clients.

2. developing agents and operating your business in a constantly changing world David White & Associates Chris White, CFP, President Pat Kelley, ChFC, VP Don Thomas, CFP, COO Scott Pence, VP

3. For Producer or Registered Representative only. Not for use with clients. disclosures The information presented here is not intended as tax or other legal advice. For application of this information to your client’s specific situation, they should be encouraged to consult an attorney. This seminar is for informational purposes only. The speakers and presenters appearing at this seminar are solely responsible for the content of their presentations and may not necessarily represent the opinions of Ameritas Life Insurance Corp. (Ameritas Life), or any of its affiliates. Neither Ameritas Life nor any of their representatives are in the business of giving tax, legal, or accounting advice. Attendees should consult with their own accounting, tax, legal, or professionals to determine action appropriate for their unique situation. David White and Associates is not affiliates of Ameritas Life Insurance Corp., Ameritas Life Insurance Corp. of New York or any of their affiliates. This information is provided by Ameritas®, which is a marketing name for subsidiaries of Ameritas Mutual Holding Company, including, but not limited to, Ameritas Life Insurance Corp., Ameritas Life Insurance Corp. of New York and Ameritas Investment Corp., member FINRA/SIPC. Ameritas Life Insurance Corp. is not licensed in New York. Each company is solely responsible for its own financial condition and contractual obligations. For more information about Ameritas®, visit ameritas.com. Ameritas® and the bison design are registered service marks of Ameritas Life Insurance Corp. Fulfilling life® is a registered service mark of affiliate Ameritas Holding Company. © 2014 Ameritas Mutual Holding Company

4. For Producer or Registered Representative only. Not for use with clients. DWA history & successes/failures Your satisfaction, your fulfillment, will come from the process; not the result 1971 Dave White moves to California Transitioned From Life/DI to Full Planning (Cross Selling) LIMRA Study on 3 types of agencies (We chose Hybrid) Ownership: Chris White, Pat Kelley, Dave White(Chairman) Presidents cup to $500,000 Trophy to Crystal Cup & $500,000 Trophy 3 in row How do we make it happen at DWA! Planning and Dumb Luck?

5. For Producer or Registered Representative only. Not for use with clients. management When you face difficulties, ask yourself will this really matter in 5-10 years? You must manage the plan Annual planning meeting Nov. (4 Days) Work in the am, afternoon golf, dinner, drinks Semi-annual goal meeting and golf/dinner Every other Thursday manager meeting Bring in division leaders Autonomy of managers with accountability Pat - Advisor management, Prep, Clubs, Field Work Dave - Marketing, Prep, Advanced Training Don - Investments, Brokerage, Retirement Plans, Operations Scott - Recruiting and Sales Management

6. For Producer or Registered Representative only. Not for use with clients. operations Build on your strengths, delegate your weaknesses Staff Operations - Don Thomas, COO Controller - Doug transitions in -Barbara 50+ years HR - Lisa Young Advisors assistant database, smart office Copiers with codes, fax, phones, VM to email, paperless, windows exchange—It’s all about efficiency 5 questions to ask if something isn’t working Do I know what to do?Do I know how to do it? Is there an organizational obstacle?Do I have the capacity to do it? Am I motivated to do it?

7. For Producer or Registered Representative only. Not for use with clients. recruiting - Scott Pence, VP ‘Hire slow, fire fast!’ It’s easier to tame a maniac, than to pump enthusiasm into a corpse Alibis and explanations are not a substitute for performance You motivate people by: Inspiring them Irrefutable logic Pressure ‘Big Six’ Hire advisors we believe will be club qualifiers Our goal: Increase Human Life Value (440-920 from 2000-2013) 5 interview process with four managers, advisors, staff Beginning Stonehill Match to Market

8. For Producer or Registered Representative only. Not for use with clients. marketing See people and fight to see people 10-3-1 (need new clients) What influences a market: Law, demographics, product Current endorsements: State bar of California endorsement -DI, Group LTD, LTC Physician endorsement CLCA Builders exchanges Mailers, email campaigns - leads 600-700/year -New endorsements CPA partnership program - CE seminars New advisors: attorney reply cards

9. For Producer or Registered Representative only. Not for use with clients. investments – Don Thomas, COO "I will tell you how to become rich. Close the doors. Be fearful when others are greedy. Be greedy when others are fearful." - Warren Buffett Where do we believe the markets are going? $600 million under management all lines RIA under management? -Beacon -Best of Best Advisor payouts 40% - 85% Alternative philosophy Para-planning Training Vendors, Money Managers, one on one

10. For Producer or Registered Representative only. Not for use with clients. brokerage - DI Diversification makes you Government/Product/Company & recession proof Diversification to our General Agency System 200 brokers $1.1 million premium North/South California Don and Kirk run it with team Standard DI -GSI cases provided large revenues -Renewal streams to GA very attractive Ameritas now approved in California -Marketing actively -State bar endorsement -Unique features

11. For Producer or Registered Representative only. Not for use with clients. employee benefits and retirement Wealth preservation and accumulation Alex transitions in: 1,000 companies with benefits -Medical, dental, LTD, vision life Individual health insurance and Medicare Stagnant with competition and Obama care 200 companies with Retirement Plans - Don Mostly bundled plans ($75 million) and death benefit offset with third party administrator Regional representative is Barry Newman drives Ameritas Life sales

12. For Producer or Registered Representative only. Not for use with clients. training - Pat Kelley, VP Life by the inch is a cinch, life by the yard is hard Three legged stool (activity, knowledge, relationships) Three stages of sales maturity (starry-eyed enthusiasm, sophisticated confusion, mature simplicity) Annual kickoff meeting with awards Monday 9.00 advanced class (get in over your head) Dave White’s materials One week new hire training class, then phone day two Tuesday 8-10 basic class Our material and Trustworthy Selling Field calls with 50% split One page business plan and annual goal meetings with follow-up

13. For Producer or Registered Representative only. Not for use with clients. training - Pat Kelley, VP Life by the inch is a cinch, life by the yard is hard Kelsey Wallin, sales development in home office Para-planner training Vendors Coaching OCS weekly meetings with manager & case prep meetings Sales builder Elite Planning meeting Client newsletters via email Home office and industry training (MDRT)(LAMP)(NAIFA) Designation management

14. For Producer or Registered Representative only. Not for use with clients. culture You will never be sorry for doing the right thing Advisors: Open door policy, family focused Advisor bonus program Charitable matching MDRT dinner Club dinner Monthly recognition newsletter Staff Culture: Our staff has long tenure -Flexibility Monthly staff meetings David White holiday lunch at his house Golf after party Massages Monthly pizza, annual summer party New staff room Bonuses, raises, iPads, Tiffany's Online review system Send people notes when you catch them doing something right!

15. For Producer or Registered Representative only. Not for use with clients. goals What we will sell without setting goals: Investments, annuities (it’s the easy sale) Medical/retirement sales (competition and expertise) Goals are set for what we believe we can influence: Life and disability marketing, training, club Recruits - 5 with 1 sticking in 4 years Club qualifiers - 20+ by managing the advisor weekly Brokerage sales of DI through incentive compensation & products

16. For Producer or Registered Representative only. Not for use with clients. conclusion When you wake up in the morning and you don’t feel the walls of a casket you know it’s gonna be a good day!