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Sales Ideas & Marketing Concepts …. That Work !!! Robert G. Williams VP of Annuity Training.

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Presentation on theme: "Sales Ideas & Marketing Concepts …. That Work !!! Robert G. Williams VP of Annuity Training."— Presentation transcript:

1 Sales Ideas & Marketing Concepts …. That Work !!! Robert G. Williams VP of Annuity Training

2 Today’s Agenda How To Create Interest Which Crediting Method is Best

3 Index Annuity How Does it Really Work? The Stairway to Financial Peace of Mind $$$$ Year 1 Year 2 Year 3 Year 4 Year 5Year 6

4 Annual Reset locks in the gain. $100,000 Index Rises 10% 8% Cap Index Account $108,000 Index Falls 10% Index Gains Locked IN $108,000 Index Rises 10% 8% Cap Index account $116,640 Index Falls 10% What happens next year? Hypothetical Annual Reset Protection Potential $

5 Index Annuity Hypothetical Year 12345671234567 $124,978 $121,338 $113,400 $108,000 Index Value Surrender Fee May Apply (3%) (7%) (5%) (8%) (6%) $132,477 Surrender Fee Will Apply Min Guar % $109,737 $107,217 $104,755 $102,350 $112,315 $114,955 (0%) $132,477 $117,656

6 Index Annuity YearIndex Acc’tMGSV 100%@2.35% Index Acc’t No Market Gains 1 (8%)$108,000$102,350$100,000 2 (5%)$113,400$104,755$100,000 3 (7%)$121,338$107,217$100,000 4 (0%)$121,338$109,737$100,000 5 (3%)$124,978$112,315$100,000 6 (6%)$132,477$114,955$100,000 7 (0%)$132,477$117,656$100,000

7 Sailing the Waters of the Stock Market Market IndexFinancial Advisor Poor Market Performance

8 Monthly Average How It Works S&P 500 1,000 13,200 ÷12 =1,100 -1,000 =100 ÷ 1,000 =10%

9 Point to Point How It Works S&P 500 or Dow 30 April 1, xx =1,000 March 31, xx =1,100 1,100 -1,000 =100 ÷ 1,000 =10%

10 Monthly Average How It Works S&P 500 1,000 13,200 ÷12 =1,100 -1,000 =100 ÷ 1,000 =10% 900 1300

11 Monthly Average How It Works S&P 500 (Oct. 1, 2003) 1018.22 13,372.68 ÷12 = 1114.39 - 1018.22 = 96.17 ÷ 1018.22 = 9.44%

12 Annual Point to Point How It Works S&P 500 (Oct. 1, 2003) 1018.22 1131.50 - 1018.22 = 113.28 ÷ 1018.22 = 11.1%

13 Calculating Monthly Point to Point Subtract the starting value from the current value DateS&P Value Oct. 11018.22 Nov. 31059.02 1059.02 – 1018.22 = 40.80 Divide the sum by the starting value Record the Index Change and New Starting point for the next month 40.80 ÷ 1018.22 = 4.0% Index Change for 1st month = 4.0% Starting point for 2nd month = 1059.02

14 Monthly Point to Point One Year Option DateS&P Closing ValuePercentage ChangeCapped Increase* October 1, 20031018.220% November 3, 20031059.024.00%3.00% December 1, 20031070.121.04% January 2, 20041108.483.58%3.00% February 2, 20041135.262.42% March 1, 20041155.971.82% April 1, 20041132.17-2.05% May 3, 20041117.49-1.29% June 1, 20041121.200.33% July 1, 20041128.940.69% August 2, 20031106.62-1.98% September 1, 20041105.91-0.06% October 1, 20041131.502.31% First Year Credited Rate 9.23% *3%Cap

15 Which Was PROBABLY More Beneficial To Consumer Monthly Point to Point…9.23% Monthly Average…9.44% Annual Point to Point…11.1%

16 Monthly Point to Point One Year Option DateS&P Closing ValuePercentage ChangeCapped Increase* October 1, 20031018.220% November 3, 20031059.024.00%3.00% December 1, 20031070.121.04% January 2, 20041108.483.58%3.00% February 2, 20041135.262.42% March 1, 20041155.971.82% April 1, 20041132.17-2.05% May 3, 20041117.49-1.29%-1.29% (+1%) June 1, 20041121.200.33% July 1, 20041128.940.69% August 2, 20031106.62-1.98%-1.98% (+1%) September 1, 20041105.91-0.06% October 1, 20041131.502.31% First Year Credited Rate 9.23% (+14.5%) *3%Cap

17 Index Crediting Assumptions Monthly Point to Point Cap…3% Monthly Average Cap…10% Annual Point to Point Cap…9% Closing Prices on First Business Day of each Month

18 1991 S&P Performance DatesIndex numberMonthly ChangeAccrued January330.20 February343.914.18%3.00% March367.076.73%3.00% April375.222.22% May375.350.03% June389.813.85%3.00% July371.18-4.78% August387.814.48%3.00% September395.431.96% October387.86-1.91% November392.461.19% December375.11-4.42% January417.0311.18%3.00%

19 Index Crediting Assumptions Monthly Point to Point Total…24.69% 3% Monthly Cap Total…9.29% Credited Amount…9.29% Monthly Annual Average…15.54% 10% Annual Cap Credited…10.00% Annual Point to Point …26.30% 9% Annual Cap Credited…9.00%

20 1995 S&P Performance DatesIndex numberMonthly ChangeAccrued January459.21 February470.422.44% March487.393.61%3.00% April500.702.73% May514.752.81% June533.403.62%3.00% July544.752.13% August562.063.18%3.00% September561.88-0.03% October584.414.01%3.00% November581.50-0.50% December605.374.10%3.00% January615.931.74%

21 Index Crediting Assumptions Monthly Point to Point Total…29.84% 3% Monthly Cap Total…26.32% Credited Amount…26.32% Monthly Annual Average…19.09% 10% Annual Cap Credited…10.00% Annual Point to Point …34.13% 9% Annual Cap Credited…9.00%

22 1998 S&P Performance DatesIndex numberMonthly ChangeAccrued January970.43 February980.281.02% March1,049.347.04%3.00% April1,101.754.99%3.00% May1,111.750.91% June1,080.82-1.88% July1,133.843.94%3.00% August1,120.67-1.16% September957.28-14.58% October1,017.016.24%3.00% November1,098.678.03%3.00% December1,163.635.91%3.00% January1,229.235.64%3.00%

23 Index Crediting Assumptions Monthly Point to Point Total…26.10% 3% Monthly Cap Total…5.30% Credited Amount…5.30% Monthly Annual Average…12.10% 10% Annual Cap Credited…10.00% Annual Point to Point …26.67% 9% Annual Cap Credited…9.00%

24 2003 S&P Performance DatesIndex numberMonthly ChangeAccrued January879.82 February855.70-2.74% March841.15-1.70% April848.180.84% May916.928.10%3.00% June963.595.09%3.00% July974.501.13% August990.311.62% September1,008.011.79% October995.97-1.19% November1,050.715.50%3.00% December1,058.200.71% January1,111.925.08%3.00%

25 Index Crediting Assumptions Monthly Point to Point Total…24.22% 3% Monthly Cap Total…12.45% Credited Amount…12.45% Monthly Annual Average…10.01% 10% Annual Cap Credited…10.00% Annual Point to Point …26.38% 9% Annual Cap Credited…9.00%

26 2004 S&P Performance DatesIndex numberMonthly ChangeAccrued January1,108.48 February1,131.132.04% March1,144.941.22% April1,126.21-1.64% May1,107.30-1.68% June1,120.681.21% July1,140.841.80% August1,101.72-3.43% September1,114.581.17% October1,120.270,51%0.51% November1,130.880.95% December1,177.144.09%3.00% January1,213.555.09%3.00%

27 Index Crediting Assumptions Monthly Point to Point Total…9.34% 3% Monthly Cap Total…8.15% Credited Amount…8.15% Monthly Annual Average…2.46% 10% Annual Cap Credited…2.46% Annual Point to Point …9.48% 9% Annual Cap Credited…9.00%

28 Potential vs. Protection -40%0%+40%+20%-20% INVESTMENT INDEX ANNUITY $$

29 Why Index Annuities + 40% - 40% +2.35% Investments Savings Program Participate in all or a portion of the S&P and/or DJIA $

30 Index Annuity vs. Market

31 And, of course…. Thanks for your business……..

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