RAYMOND JAMES

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RAYMOND JAMES FINANCIAL, INC.
General Agency
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Raymond James Growth
As of September 27, 2002
Includes RJA, RJFS IMD, SD FID Financial
Advisors, RJ Ltd.(Canada) and Institutional
licensed associates.
3
FY 2002 Annuity Sales
3.05 Billion U.S.
.65 Billion U.S.
2.4 Billion U.S.
Fixed Annuities 13.8Variable Annuities
77.5Group Annuities 8.7
4
Raymond James Overview

• Raymond James Associates (RJA)
• 87 Offices
• 970 Financial Advisors
• Raymond James Financial Services (RJFS)
• 2,090 Offices
• 3,827 Financial Advisors

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Product Selection

• Marketplace is Overcrowded
• Process
• Initial Company Review
• Product Review
• In-depth Financial, Operations Marketing
  Review
• Looking For Incremental Growth
• Not All Products Offered By A Company Are
  Automatically Approved

6

• Annuity Company Focus Program
• Focus Company Status Determined by FY Sales
• Cannot Buy Into Program
• Financial Advisors Ultimately Decide
• Benefits of Being a Focus Company
• Support
• Visibility
• Access
• First Choice
• Results
• Part of Select Group of 13 Companies
• 70.6 of Individual Annuity Sales for FY 02

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Success Factors, Challenges Trends

• What Makes it Work
• Wholesaling
• Product
• Technology
• RELATIONSHIP
• Producer Concerns (Challenges)
• Financial Safety of Companies
• Complexity of Products
• Regulatory Scrutiny

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Success Factors, Challenges Trends
Industry Trends

• Focus on Defensive Features
• Living Benefits
• Principal Protection Strategies
• Curtailment of Commission Enhancements
• Fewer and Shorter Periods
• Income/Distribution Market Increasing
• Product Innovation
• Simpler Language

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Wrap-Up
Positioning

• Average Producers
• Frequent Touches
• Sales Ideas
• Hands-On Help
• Top Producers
• Recognition
• Practice Management Ideas
• Responsiveness

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Wrap-Up
How Has JNL Done It?

• Attention to Penetration
• Proactive Partnering
• Focus on Relationship

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Wrap-Up
Concerns About Industry

• Got Off Track
• Feature Frenzy
• Focus on Market Share
• Adequate Pricing
• Product Sale vs. Part of Planning Process

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Wrap-Up
Silver Lining

• Environment is Forcing Back to Basics
• Mainstreaming of Product by Selling Firms
• Return to Focus on Financials