1. NAIFA-California 2006-2007 Membership Game Plan May 18, 2006

2. Agenda  Opening Comments  Building Your Membership Team  Membership Game Plan  Membership Initiatives  Information and Membership Management  Membership Resources  Calendar  Young Advisor Team  Questions & Answers

3. What You Are Deeply Passionate About What Drives Your Economic Engine What You Can Be The Best In The World At Three Circles of the Hedgehog Concept

4. Membership Team  New  Renew Seven Touches  Re-Gain

5. New… Target Market based on Diversity of your Local Strengthen your Local through better understanding of what ‘Drives Your Local’ Ideas  The Company Outreach Program I.e.;Farmers  Local – Agency Presentations

6. RENEW… The “Seven Touches Program”  Touch 5 (30 Days)  Touch 6 (6 Months)  Touch 7 (75 days from Annual Renewal)

7. RE-GAIN…  Past-President’s Council  Six in ’06 Qualifiers  Shining Stars

8. Association Goals  July 1, 2006 Goal: Start with 4,400 Members  June 30, 2007 Goal: End with 4,543 Members  Period Planning: Divide Year Into 4 - 12 Week Sprints Starting July 1st

9. Goal Metrics Members as of 6/30/064,400 Growth @ 7%= 803 Retention @ 85%=3,740 Total=4,543

10. Membership Initiatives  National Membership Day(s)  Agency Presentations: o‘ Fabric Of America’  Company Outreach Program  Advisor Today Initiative: oNational Assn of Independent Insurance Brokerage (NAILBA)  Agent Media (Agent Lists)

11. Information and Membership Management  Seven Touches  Codewriters: oMembership Builder  Teleconference Check-ups

12. State Committee Jerry ShapiroMarc Bregman State ChairVice-Chair SouthNorth 1) Doug Whiteley1) Seldon Brusa

13. State Committee (cont’d) Young Advisor Team  Elizabeth Lee (State Chair)  Travis Hart (Co-Chair - South)  Chris Bor (Co-Chair - North)

14. Accountability  Period Progress Report Updates Monthly (Website)  Mutual Responsibility Work Flow (Seven Touches Report)

15. Responsibilities  Best Practices  Seven Touches  Sponsors  Thank You

16. State Support  Who To Ask?  Jerry Shapiro, State Chair  818-999-6066 x 107  Marc Bregman, State Vice-Chair  209-367-7930  Kay Nauta, Membership Services Coordinator  916-646-8600 x 14  Üraina Signorelli, Marketing & Information Services Coordinator  916-646-8600 x 10  David Dellinger, Executive Vice President  916-646-8600 x 15

17. Calendar of Upcoming Events  June 7 th, 2006 Northern Cal ALC (Sutter Club – Sacramento)  September 2006Life Insurance Awareness Month  September 21 st 1st Committee Conference Call  October TBDNational Membership Day  January TBD2nd Committee Conference Call  January TBDSuccess Sharing Symposium (South) Ontario  January TBDSuccess Sharing Symposium (North) Sacramento  February 15 th 3 rd Committee Conference Call  March TBDNational Membership Day

18. Summary Ben Franklin said: “The definition of insanity is doing the same thing over and over and expecting different results”. Isn’t it time we try something different?