SALES STRATEGIES THAT WORK Springfield, Mass' May 1, 2003

1

2
NAIFA
The ASSOCIATION OF CHOICE for Todays
Professional Agent/Advisor
3
(No Transcript)
4
(No Transcript)
5
CONNECTING NAIFAs ADVOCACY MANDATE TO YOUR
BOTTOM-LINE

• Write down the Names of your 3 biggest Clients
• Write the problem you solved or the Financial
  Goal Achieved
• Write down the Product Solution you recommended
• Question Were there any Tax Advantages/Benefits
  Associated with the Product Solution???

6

• What if Those Tax Advantages/Benefits were
  eliminated or severely reduced would the Client
  take action?
• NAIFA created the Tax Advantages/Benefits our
  products enjoy since the Income Tax Code was
  made law in 1913.
• TODAY - NAIFA continues to defend and protect
  those Tax Advantages/Benefits. What would be the
  loss of Revenue to your Business without them?

7
THIS IS NAIFA

• National

8
THIS IS NAIFA

• National
• State

9
THIS IS NAIFA

• National
• State
• Local

10
WHY ARE YOU NOT A MEMBER?
11

• WEVE
• GOT
• IT
• COVERED

12

• The ACLI estimates total life
• insurance claims in the range of
• 2 billion to 5 billion

13

• The property damage losses
• to the World Trade Center area
• is approximately 5.5 billion

14

• Personal property damaged
• or destroyed in New York
• is estimated between
• 2 billion and 3 billion

15

• Business interruption and extra
• expense ranges from
• 5 billion to 8.8 billion

16

• Insurance on automobiles either
• damaged or destroyed in lower
• Manhattan and possibly near
• the Pentagon approximately
• 90 million

17

• General liability losses range
• from 2 billion to 6 billion

18

• The president of the N.A.I.C.,
• Kathleen Sebelius, was
• quoted in the media as saying,
• Let me put it in perspective
• The insurance industry in the
• year 2000 collected 1 trillion
• in premiums. 30 billion
• represents 3 percent of that.

19
LIFE INSURANCE INDUSTRY PROVIDES

• Major source of Long-Term Savings and Capital
  Formation
• 3.9 Trillion In The Economy - 300 Billion
  Invested in 2005
• Largest Source of Bond Financing - 2 Trillion
  invested in 2005
• Held over 560 Billion in Government Bonds (2005)
• Held over 700 Billion in Commercial and
  Residential Mortgages (2005)

20
ARE YOU GRATEFUL?
21
ARE YOU MORE OR LESS GRATEFUL THAN YOUR
GRANDPARENTS?
22
ARE YOU MORE OR LESS GRATEFUL THAN YOUR PARENTS?
23
GRATEFUL? UNGRATEFUL?
24
UNGRATEFUL? Careless, demanding, dissatisfied,
grumbling, oblivious, self-centered, selfish,
thankless, unappreciative, disagreeable,
miserable, unpleasant, unprofitable, useless,
vain, wretched
25
COST OF WAR ONTERRORISM DOUBLESCONGRESS VOTES
TO TAX LIFE INSURANCE PROCEEDS TO PAY FOR IT
cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcvcvdjhcdgcj
hdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvc
jxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhc
vxjhcvxzjhcv vvcvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvx
zjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvd
jhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv
cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcvcvdjhcdgcj
hdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvc
jxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhc
vxjhcvxzjhcv vvcvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvx
zjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvd
jhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv
cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcvcvdjhcdgcj
hdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvc
jxhvcxjhcvxjhcvxzjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhc
vxjhcvxzjhcv vvcvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvx
zjhcv cvdjhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv cvd
jhcdgcjhdvcjhxvcjxhvcxjhcvxjhcvxzjhcv
26
When I warned them about antagonizing the
nations hundreds of thousands of insurance
brokers, they were unmoved by the advice.
They are the best field force in politics
Rewriting History
27
But they are the problem, Its the money they
take out of the system that is driving up costs
so much.
Rewriting History
28
WHATS THE COST OF DOING NOTHING?
29
AGENTS DEVASTATED BY LEGISLATION
AUSTRALIA 300 SOUTH AFRICA 0 NEW ZEALAND 0
30
50 million Americans say they need more life
insurance in the next 12-18 months. In 2005
Industry only wrote 10 Million Life Policies. .
Limra 2003
31
Three out of four people want to buy their
insurance from a professional Agent/Advisor
Limra 2003
32
WHAT CAN I DO?
33

• What can NAIFA do for you?

34
WHAT CAN YOU DO?
BELONG TO NAIFA - Ask Not How NAIFA Can Serve
You, But Ask How You Can Serve NAIFA
The Only Professional Association Dedicated
24/7/365 to being the Advocate for the
Agent/Advisor and the Clients they serve
35
NAIFA

• NAIFA Members make an average of 27,000 per year
  more than Non-Members.

ITS SMART TO BELONG
36
Thank you for your Membership
37
QUESTIONS ?
38
MEMBERSHIP APPLICATIONComplete the following
fields

• Social Security Number
• Local Association Name
• Your Name
• Month/year of initial license
• Applicant Signature
• Method of Payment

39
(No Transcript)
40
Pre-Meeting

• Setting the Appointment (secure under favorable
  circumstances)

• Require 30 minutes
• Request to be the last speaker (or before a
  break)
• Inquire about equipment
• Inquire about payroll deduction process
• Explain success in the past

41
Pre-Meeting (7 Days prior to meeting)

• Verify appointment and obtain agent list
• Dress for the group
• Check with Ron Wheeler or Greg Dorsch on changes
  to presentation
• Supplies

• Applications
• Payroll deduction forms
• Credit Card applications
• List of Local dues, meeting location and time
  (www.MAIFA.com)
• Hard copy of presentation (incase of equipment
  failure)

• Enlist an assistant

42
Post-Meeting

• IMMEDIATELY send applications to MAIFA
• Fax reporting form to Ron Wheeler/Greg Dorsch
• Thank you letter from MAIFA with Real Life
  Stories disk included
• Follow up e-mail to agents offering membership
  again