STATE FARM - AHA CONFERENCE MARCH 2014 “For Internal Use Only”

1. STATE FARM - AHA CONFERENCE MARCH 2014 • “For Internal Use Only” DAVID ALARID SECURIAN FINANCIAL SERVICES

2. “THE GREATEST SINGING VOICE OF THE 20th CENTURY”

3. THE MENTAL GAME…

4. We work in a profession that is EASY TO UNDERSTAND but HARD TO DO!

5. What we do has VALUE & PURPOSE

6. Value Congruency is a MUST!

7. Be an ADVOCATE for your clients and those depending on them.

9. Albert Grey Perhaps you have been discouraged by a feeling that you were born subject to certain dislikes PECULIAR TO YOU, with which the successful men in our business are not afflicted. Perhaps you have wondered why it is that our biggest producers seem to like to do the things that you don’t like to do.

10. Albert Grey THEY DON’T! And I think this is the most encouraging statement I have ever offered to a group of life insurance salesmen. But if they don’t like to do these things, then why do they do them? Because by doing the things they don’t like to do, they can accomplish the things they want to accomplish.

11. Albert Grey Successful men are influenced by the desire for PLEASING RESULTS. Failures are influenced by the desire for PLEASING METHODSand are inclined to be satisfied with such results as can be obtained by doing things they like to do.

12. Pleasing Methods Pleasing Results 2014 2014 + Create Proposals Prospect + Follow Underwriting • Cold Call • Ask for • Recommendations + Write Letters + Network Socialize with Clients; Golf, etc. Developing Centers of Influence

13. THE GREATEST LIFE INSURANCE PRODUCERS: • Commit to the • HARDEST, • TOUGHEST, • MOST IMPACTFULDaily Activity Goals because they work! • 5 “Selling Appointments” per week minimum

14. I. COMMON THREADS OF BIG PRODUCERS: • They commit to processes and systems that create enough opportunities… • (My idea of a cutting edge, sophisticated system) 3-11 to 3-15

15. ITEMS TO HELP YOU BE SUCCESSFUL • What we sell is a product ofcharacter. • Qualities of An Ideal Prospect • Money • Family • Business • Healthy • CHARACTER!

16. AND SOMETIMES WE FEEL LIKE THIS… That we care MORE about our client’s problems THAN THEY DO!

17. TO HELP YOU BE MORE SUCCESSFUL… • When in trouble, ask a question. • Whom did you select? • If you saved as much money in the next 5 years as you have in the previous 5 years, would you be happy with the result? • Do you want my answer to be honest or polite?

18. THE BUSINESS OWNER APPOINTMENT Three Great Opening Questions • What do you guys do here? • How did you get the business where it is today? • Where do you see the business going in the future?

19. SET THE TABLE BY SAYING… “You don’t hire me to MAKE YOU RICH… you hire me to MAKE SURE YOU ARE NEVER POOR!”

20. LET’S WOW THEM!

21. Four techniques that you can use… …so that you are not just “good” But hopefully “better” And then eventually your “best”

22. Understanding Life Expectancy

23. 1,000 Males, N/S 500 500 40 83 88 93 100+ 89 50 Centenarians 1950 – 2,300 2010 – 79,000 2050 – 600K to 1M Majority of Deaths 82 95

24. THE GAS TANK ANALOGY

25. JUMP INTO THE RIGHT POOL OF INSUREDS

26. “stick out your arm group” A B o X X X o X X o X X X X o X X X

27. The Snowball – for kids’ policies and accumulation cases.

28. Last 5 Rolls

29. Age 5 Age 27 Total @ 65, @5%: $120k DB $1,200 Prem./ Yr. 27 $45,600 Premium $99,410 $120k DB $1,200 Prem./ Yr. $72,000 Premium $460,100 5

30. For these four concepts… My intention is to equip you with “things” to do in front of your clients and prospects. (But I also want to stimulate your thinking to create your own.)

31. WHAT DOES IT MEAN TO BE A GREAT LIFE INSURANCE AGENT? • A. “Their families will be ok” • Richard (RIF) • Mitch • B. “The miraculous explosion of value” • Mr. D. • Scarlett

32. Be thankful that failure is a possible outcome

33. THE GREATEST GIFT

34. THANK YOU! For Internal Use Only. Not for use with the general public