Producing Fast Start Program

1. Producing Fast Start Program Marketing And Activity Plan

2. Why People Need The Products We Sell

3. Only 61 percent of adult Americans have life insurance protection, a decline from 70 percent in 1984. Only 41 percent of adult Americans have individual life insurance. Many rely on group insurance, leaving them vulnerable if they lose a job. The average life insurance need is about $459,000, (12 times the average income) but the average amount of life insurance owned is $126,000. Therefore, the average under insurance is more than $300,000. As people age the need for life insurance may decline, but the want increases because of the financial benefits of perm life. (Tax Free Distribution, Arbitrate, No Recognition Loans, LTC, CI, Safe Growth.) Perm life is the only real option for Roth IRA like features for retirement savings…only better. Perm life is almost the only vehicle that can a PBS and have a positive effect of the efficiency of money. People who die prematurely with inadequate life insurance coverage create a financial burden on the surviving family. Some 45 percent of widows and 37 percent of widowers say their spouse was inadequately insured. One to two years after the death, half the widows and one third of the widowers are just getting by financially. On average, widows (who receive life insurance proceeds) receive about three times the household income from all life insurance proceeds, while widowers receive one year of household income. It takes years to recover economically from the death of a spouse. Widows and widowers indicate an average period of four to five years before their financial circumstances return to what they were at the time of their spouse’s death. Two thirds of spouses who do receive life insurance benefits receive less than three times the annual income of the deceased. Average amounts of coverage for those having life insurance is about three times their income. That’s less than the four to five years needed for recovery. Large numbers of Americans don't recognize their need for life insurance coverage Despite evidence of being underinsured, only 29 percent of households feel they need more life insurance coverage. Even more affluent households (>$100,000 household income) lack sufficient life insurance, yet say they have sufficient coverage. In the last two years, 11 percent of American households shopped for life insurance but only 8 percent bought - about 890,000 households out of 111 million. *Facts from LIMRA International for Life Insurance Awareness Month (LIAM) Millions of Americans have no life insurance coverage and very few people understand why perm life is the baseline for all financial planning.

4. Agents are seen as more useful than the Internet, books and magazines, or TV and radio programs. Of households that shop for life insurance, 45 percent never have had a Needs Analysis done to help them determine how much life insurance they need. Consequently 53 percent of shoppers say they have difficulty determining how much life insurance to buy. *Facts from LIMRA International for Life Insurance Awareness Month (LIAM) Life insurance Agents are seen as the most useful source of information when buying life insurance.

5. Who Are We Selling to?

6. Overview - Market Baby Boomers SIGNIFICANT TRAITS: • Born after 1943—Currently 76 Million Americans (All those over age 50) • Think of themselves as a “Special Generation” • Control 80% of personal financial assets. • Responsible for 50% of all spending. • Started retiring during 2007-2009 (in the midst of the 2008 Financial Crisis) • 60% lost value in Investments • 42% are having to delay their retirement • 25% claim they will never retire FINANCIAL FEARS AND WANTS: May outlive their savings. Afraid to loose their Money. Want and need “income,” “safety,” and or “guarantees.” Gen X SIGNIFICANT TRAITS: • Born between 1965-1980 (All those age 34-49) 50 Million Americans • Known as “The MTV” generation. The neglected “middle child.” Bookended by two much larger generations—Baby Boomers and Millennialls. They are less distinct as a generation and they know it. • Feel the future was given to their parents. Everything appeared “second –hand.” Grew up in a period of emerging technology (first lap-tops, cell phones), have witnessed a lot of political and institutional incompetence (From the Viet Nam War to Clinton-Lewinsky, etc.) • Spent less time with parents (“latchkey kids”) while their parents worked. Divorce was common. Were not coddled. Are Self reliant. • Have gone through more economic upheavals than all other generations. Many of the females have eating disorders.

7. Overview - Market • First to be told they would not replicate the lifestyle of their parents. Are generally more pessimistic about the future. • Technically competent. Skeptical. Savvy. In marriage generally only one partner works full time, but have the discipline to save and want to. • Delayed marriage due to a crowded job market caused by baby boomer women going into the workforce. Divorce and child custody problems are common issues. FINANCIAL FEARS AND WANTS: May not be able to save for retirement. Struggle with discretionary income due to many of them being a one-income family, price inflation and a tight job market. : May outlive their savings. Afraid to loose their Money. Want and need “income,” “safety,” and or “guarantees.” Millennials SIGNIFICANT TRAITS: • Represent 80 million Americans born between 1980 and 1999. Ages 15-34. Linked to the year 2000. Bigger generation than the “Baby-Boomers.” The future of America is in their hands. • Often referred to as “Trophy Kids,” because of their high participation in sports. Makes them optimistic, engaged and ideal team players. • High use and familiarity with communication, media and digital technologies. Makes them feel that they have the upper hand over all those over age 35. 94% own cell phones. Exceptional at multi-tasking, are clever and resourceful. Optomistic-49% believe the best years for the U.S. are ahead. • Desire to make the world a better place, but will require building new institutions. Enjoy networking with friends-have a deep sense for community, but are less likely to practice organized religion. Much more liberal attitudes with regards to social issues such as “same sex marriage,” but less supportive of “abortion.” • 75% consider wealth a very important attribute, but do not consider keeping up with political affairs as relevant to its achievement.

8. Overview - Market • Generationalists see problems with the millenial’s perspective. They grew up with high expectations that they will automatically win by just showing up. For this reason they will change jobs more frequently than other generations. • The 2008 financial crisis has impacted and threatens their hope for the American Dream. There is exceptionally high un-employment in their age group and high college debt. • They have delayed the traditional rites to adulthood, moved back in with their parents and were tagged as the “Boomerang Generation.” Have been forced to be more economical and do not see themselves as becoming homeowners or buyers of cars like their parents. • See the Internet as their financial escape route and have an entrepreneurial spirit detached from traditional institutions. FINANCIAL FEARS AND WANTS: May have to create their own jobs. Desire to get out of debt, “save” and accumulate wealth. Be economical and smart. Many want to start their own business.

9. What are we selling?

10. Our Products and Carriers Term Life Insurance Permanent Life Insurance Life Insurance Retirement Plan Everything else is secondary! The sales process, the presentation, the FNA should all point to a Sale with AIG QOL first. Tell me why? • This is the base of our financial perspective and what we believe. • Although we are using a planning process every planning process starts somewhere. (Rules Based) • We need to get into the house and make a sale to become the planner. • This first sales allows us to open up the door for everything else. • We Need to make money!!!!!

11. What is Your Message?

12. You tell me!! Houston do we have a problem or are we good so far?

13. Who are you accountable to? • Who are you accountable for? • Have you done the things that we have already talked about? • Who has put together an activity plan? A weekly Schedule? • How much time are you devoting per week? • What is the biggest road block for you? Top Questions

14. Marketing Plan

15. * Insurance Marketing magazine, September 2008

16. Marketing the AFA Way Launch Your Business Warm Market Cycle Networking & COIs Cold Marketing Drip Marketing Current Client Marketing / Policy Reviews Inbound / Unsolicited Referrals Community Events Educational Workshops Next Level Marketing Trade Shows / Fairs SEO / Website

17. Marketing the AFA Way • Create your future client list. • This list should be big. (Every contact on your phone, facebook, linked in and every potential you can think of.) • The Launch • Email – Announcement to Top 10 – 50 • Facebook – Announcement Post & Direct Message Top 10 to 50 • Phone – Announcement to Top 10 – 50 & Sponsorship Strategy • “Don’t underestimate the power of the ask. Ask everyone for help during the Launch…. They will.” Ask for help to repost, to give you names, to do training presentations and to tell people about you. Launch Your Business (First 7 Days) Launch Goals 1.) Have a monster prospect list (500 to 1000 names asap) 2.) Get 20 appointments MINIMUM 3.) Get 200 Prospects in the pipeline Launch Activities 1.) Phone Calls (100 per day minimum) 2.) Emails (20 per day minimum) 3.) Facebook (2 Posts) 4.) Facebook (In Messages – 10 per day)

18. Marketing the AFA Way Business Launch Warm Market Cycle

19. Marketing the AFA Way • Always be in contact with the warm prospect list created from your launch and always be adding to your warm market list. • Warm Market – Every time someone JOINS YOUR WARM MARKET • CALL THEM • EMAIL THEM • FACEBOOK THEM • Tell them how they can HELP YOU! Warm Market Cycle Warm Market Goals 1.) Grow your warm market list (Fill the Funnel) 2.) Convert to appointments Warm Activities 1.) Phone (20 Calls per day) Sponsorships 2.) Emails (10 Per Day) 3.) Facebook (2 Posts per week) 4.) Facebook (In Messages – 10 per day)

20. Marketing the AFA Way • This is the most valuable marketing you can do. And it’s free!!! • Networking– Don’t over complicate this. • CALL THEM • EMAIL THEM • LINKED IN THEM • Paint the picture and specifically explain what you are looking for. Kiss a lot of frogs. Networking / COIs Networking Goals 1.) Grow your COI List 2.) Have 10 COIs that are referring you 1 piece of business per month. Networking Activities 1.) BNI / Groups (1 Event per week) 2.) White Pages (10 Calls per day) 3.) Linked In (10 Messages per day)

21. Marketing the AFA Way • This is the most common area that agents think of when they think of marketing. Eat the Frog and limit your expectations. • Cold Marketing – Pick a few activities and do them consistently. • Client Surveys • Door Knocking • Flyers • Cold Call (Purchase Leads) • Fairs • Ext Cold Marketing Cold Goals 1.) Fill your funnel 2.) Be adding 100 people per month to your warm market cycle 3.) Pick 2 to 3 activities and block time weekly Cold Activities 1.) See Later

22. Marketing the AFA Way • Drip Marketing required a list of prospects with a good CRM or follow up system. • Drip Marketing – Pick a few activities that you like, schedule them and be consistent. Example; • 3 FB Posts per week • Birthday Phone Calls • Holiday Cards • Special Offers • Other Drip Marketing Drip Goals 1.) Move cold prospects back into the sales funnel. Drip Activities 1.) Email Campaigns 2.) Facebook Posts 3.) Linked In Posts 4.) Blogs 5.) Phone Calls

23. Marketing the AFA Way • Current Client marketing is the most powerful marketing that exists. It takes effort…it pays off higher than anything. BUT, you need clients first! • CCM– Create a CCM system that clients expect. Example; • Yearly Policy Reviews (Quarterly) • Client Appreciation Events • Sponsorships / Referrals / Emergency contacts • Birthday Calls • Other Current Client Marketing CCM Goals 1.) Make Cross Sells CCM Activities 1.) Anything to keep in contact with your #1 asset. 2.) Same for COIs - Bring cookies / coffee / whatever

24. Marketing the AFA Way • The Holy Grail • This takes time and effort. But FYI…… • Somewhere between 500 to 1500 Clients = Never having to Market Hard Again!! Inbound / Unsolicited Referals

25. Make it Easier • Needs-based selling - what they need and WANT • Generates many more Sponsorships • When the process is followed, results in 75% closing rate, with to two to three times larger face amounts sold • Compliant, Standardized Presentations – minimizes inadvertent misrepresentation risks • Faster Training - easy to implement for new agents with no prior experience • 95+% of all apps now come via e-app - helps retain more producers for Producer Growth - immediate e-app transmission to Home Office results in quicker commissions, bonus and issue

26. Marketing Ideas That Work!

27. Recruiting

28. #1 New Recruit = Project 100 = Calling List = 20% Placement = 5 NA New Recruit = 20 Sales New Recruit = 500 New Prospects in YOUR funnel Recruiting

29. Introductory Offers/ Sponsorships

30. Introductory Offer – Sponsored Prospects Opening: Your Name & Company: Hello, is this (prospect)? My name is (your name) with AFA, do you know (Sponsor’s full name)? Prospect: Why you are calling: (Sponsor’s first Name) said he/she was a friend of yours, and he/she sponsored you for a (Complimentary ). The good news is… he/she thought of you as a friend! Close: Win the Appointment (Drop-off): I need to schedule a time to get you to get in the program but I need to ask you a few questions, OK? - Would it be more convenient for us to meet at you work or home? - What’s the address? - Is morning or afternoon typically best for you? Great, then I will meet you (Wednesday) morning / afternoon at (address USA). Look forward to meeting you, my name is (emphasize your name) and I’ll see you soon. Have a great day, goodbye.

31. Introductory Offers/Sponsorships • AFA Activity Plan – Week One • And the usual 5-7 sales @ 33%-50% closing utilizing the laptop

32. Introductory Offers/Sponsorships 70% of people accept the Introductory Offer. After all, who doesn’t want something for nothing?

33. Introductory Offers/Sponsorships • Ask good questions: • Bad – “Who else do you know that needs • insurance?” • Ask good questions: • Good – “Who else do you know that has: • – a small business?” • – small children?” • – a new baby or is expecting a baby?” • – grandchildren?” • – nieces or nephews?” • Ask good questions: • Good –“What about: • – neighbors?” • – relatives?” • – co-workers?” • – concerned parents or PTA groups?” • – Teachers and Principals?” • – owners of childcare businesses?”

34. Introductory Offers/Sponsorships Ask to put your number in their cell phone. Ask if they would allow their friends to have access to the introductory offer. Sponsorships carry an implied endorsement. “Hello Mrs. Jones. Mrs. Smith asked me to call you and share one of our Introductory Offers with you.”

35. Introductory Offers/Sponsorships • When should you ask? The best time to ask is from the beginning! When should you ask? Before you start selling insurance. And When you deliver the policy.

36. Cold Calls

37. Cold Calls • When you don’t have the money or don’t want to spend the money to buy leads, cold calling works. • Use the phone or knock on doors.

38. Fairs

39. Fairs “The best thing I’ve ever done. State or regional fairs will average 300,000 people over several days and 1/3 of those will not have insurance. And as you know, almost everybody you talk to is uninsured or underinsured for life or health insurance. You are not going to get better numbers than that.”

40. Fairs One Agent wrote $270,000 AV each of the first three weeks following a state fair. Location is most important. Set up near entrance and/or booths tailored to families and kids. The goal is to get leads.

41. Fairs • The booth should be on display every weekend - fairs, gun show, RV show, lawn and garden show, car races, football games, health fair, grand opening of a mall, etc. • Any gathering of a large number of people.

42. Fairs Booth participation is on a first-come, first-serve basis. The Branch does not pay for the boothfee or any other expenses. People need to invest in their business, we have found that we get the best results when the participants have made a financial and time commitment.

43. Fairs • But if you don’t have the money, use a tablecloth, some American flags, and a $75 sign that touts: • 3 Core Offerings • Raffle • Introductory offer • The main purpose of the booths is to collect leads. Therefore, feature the Introductory Offers. Lack of money should never stop you from prospecting.

44. Signage

45. Signage • “100 signs typically equals $10,000 AV.” • Agents use Home Office approved signs or submit their own for Home Office approval. • Agents pay for the printing. • Agents who assemble their own signs, save money. If an Agent wants to put out 1,000 signs in a week then GO FOR IT!

46. Signage Simple is better when designing: ‘The Introductory Offers’ with your phone number or ‘Affordable Life Insurance’ with your phone number. Place signs in high-traffic intersections in towns and states that allow them. Put them out Sunday night or Monday night so people see them on their way to work.

47. Signage Freshly mowed areas are better. Try to avoid the night before a big storm. Don’t worry if they only last a day or two.

48. Signage The main purpose of the signs is to get leads. Therefore, feature the Introductory Offers.

49. Signage Car magnets turn your vehicle into a moving lead generator. Put magnets on the back or each side of your vehicle. One sale pays for them.

50. Small-town Newspaper Ads