The Opportunity

1
The Opportunity
Dakotas Business Center
Revised 8.18.08
Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
2
The Principal

• Diverse family of financial services companies
• Life insurance, retirement and investment
  services, health insurance, banking
• Member of the Fortune 500
• More than 311.1 billion in assets under
  management
• 18.6 million customers worldwide businesses,
  individuals and institutional clients
• 16,600 U.S. employees
• NYSE PFGFinancial data as of 12/31/2007

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
3
You might have the following questions

• Who are my clients?
• How do I sell?
• What do I sell?
• How am I trained?
• How am I compensated?
• What does it take to succeed?
• How do I get started?

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
4
Who are my clients?
Your Client Base

• Individuals and families
• Owners and key employees
• Small to medium sized growing businesses (SMB)

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
5
You will find your clients by
Using Referrals

• Warm Sources No cold calling
• Youll Develop Professional Alliances
• People want to do business with someone they know
  and trust.
• The people you do business with will recommend
  you to other potential clients.if you ask them!
• You will create a constant flow of new prospects
  by using our system.

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
6
How do I sell?

• Dakotas Business Center Sales Process
• Project 200
• Base Flow Project
• Business Development Program (BDP)
• Prestige Introductions
• View Point
• Fact Finder
• Financial Strategies
• Product Illustrations
• Closing Agenda

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
7
How do I sell?
Financial Strategies
Our proprietary software allows you to create a
comprehensive analysis based on the information
the client provided you in the Fact Finding
meeting. This four-step process serves as a guide
as you work with clients in

• Setting and prioritizing goals
• Creating an action plan
• Implementing the action plan
• Monitoring progress

Available in fee-based and no fee versions
Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
8
What do I sell?

• Individual Market Solutions
• Life Insurance Survivor Income
• Fixed Variable Annuities
• Disability Income Protection
• Individual Investments Mutual Funds
• Retirement Plans (IRA, Roth IRA)
• __________________________________________________
  _
• Retirement Planning
• Wealth Accumulation
• Preferred Product Network (Non Proprietary
  Product Options)
• College Funding
• Estate Planning Wealth Transfer

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
9
What do I sell?

• Business Market
• Qualified Plans (ie 401k Plans)
• Non-Qualified Plans (Deferred Comp, Executive
  Bonus)
• Employee Financial Resources Program (EFRP)
• Business Protection (Buy Sell, Key Person,
  Overhead)
• Group Insurance
• Work Secure Program

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
10
Powerful Resources
Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
11
Preferred Product Network, Inc. Carriers

• LIFE INSURANCE CARRIERS
• Variable Life
• American General Life
• GE Life and Annuity
• Hartford Life
• Jefferson Pilot
• John Hancock
• Lincoln Benefit Life
• Manulife Financial
• Mass Mutual
• Metropolitan Life
• MONY
• New York Life
• Phoenix Life
• Prudential/Pruco
• Southland Life
• Sun Life Financial
• United of Omaha

Whole Life American National Empire
General First Colony GE Life and Annuity John
Hancock Manulife Financial Mass
Mutual MONY Security Mutual State Life Sun Life
Financial United of Omaha ANNUITY CARRIERS Fixed
Annuities Allianz AIG American Life
Casualty American Mayflower American
National Businessmans Assurance Canada
Life Canada Life of NY FG First Colony Life GE
Capital Assurance Company Indianapolis Life ING
Life Annuity Jefferson Pilot Lincoln Benefit
Life Metropolitan Life
Level Term Bankers Life Insurance Company of
NY Banner Life/William Penn Life Empire
General First Colony Life/American Mayflower FG
Life First Penn Pacific GE Life
Annuity Jefferson Pilot John Hancock Lincoln
Benefit Lincoln Life Metropolitan Life Manulife
Financial Mass Mutual MONY New York Life North
American Company Old Line Phoenix
Life Prudential Reliastar Security Connecticut
Life Security Mutual Life Southland Sun Life
Financial United of Omaha US Life of New
York U.S. Financial Valley Forge Life Insurance
Company West Coast Life Zurich Life
North American Company Penn Mutual Physicians
Life ReliaStar Life Insurance Security Mutual
Life State Life Sun America Life United of
Omaha United States Life USG Life
Annuity William Penn Life Zurich Life LONG TERM
CARE Allianz Continental Assurance First Penn
Pacific Life GE Capital Assurance John
Hancock Lincoln Benefit Life Prudential Transameri
ca UNUM
Lincoln Life Manulife Financial Mass
Mutual Metropolitan Life MONY New York
Life National Life of Vermont North American
Company Old Line Phoenix Life Prudential
Reliastar Security Connecticut Life Security
Mutual Life Insurance Company of NY Southland
Life State Life United of Omaha U.S.
Financial William Penn Life Valley Forge
Life West Coast Life Zurich Life Guarantee Issue
Life Gerber Life Guarantee Trust Life
Presidential Life
Universal Life American Mayflower (NY) Bankers
Life (NY) Banner Life Canada Life Empire General
Life First Colony Life First Penn Pacific GE Life
Annuity Indianapolis Life Jefferson Pilot John
Hancock Lincoln Benefit
12
How am I trained?
Principal Lifes professional development program
is designed to position you as a knowledgeable
and skilled producer in the small to medium sized
growing business market.
Classroom and Self-Study

• Licensing and Registrations
• State life and health license
• NASD Series 6 or 7 registrations
• NASD Series 63
• Also prefer Series 65 or 66 (Investment Advisor
  Representative

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
13
How am I trained?
14
How am I trained?
Dakotas Business Center Training
Program Integrity Selling Sales Tools

• Referrals
• View Point
• Confidential Survey - (Fact Finder)
• Case Prep
• - Financial Strategies - (input)
• - Financial Strategies - (output)
• - Illustrations
• Closing Presentation
• Overcoming Objections
• Applications
• Policy Delivery
• Annual Review

• Sales Process Education
• Confidential Survey (Fact Finder)
• Financial Strategies (client analysis)
• Illustration Training
• Principal Sales Specialists - (wholesalers)
• Business Owners Executive Solutions
• BOES Certification - (per above)
• Business Development Program - (BDP)
• Annual Compliance Meeting
• Product Education and Skill Building
• Role Playing

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
15
How am I trained?
Dakotas Business Center Training Program

• 6 Month Immersion Training Personal Development
  Program
• Weekly Training Sessions
• Virtual University
• Financial Strategies
• Illustration Training

• Principal learning network
• Role Playing
• Joint Work
• Annual Compliance Meeting
• Integrity Selling
• Outside Speakers

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
16
How am I compensated?
Base Income and Financial Enhancements

• First-year and renewal commissions
• Expense allowance and support
• Wrap and planning fees
• Service fees
• Persistency bonuses
• Recognition
• Stock appreciation rights based on production

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
17
How am I compensated?
Competitive Benefits Package

• Medical, dental and vision coverage
• Group Universal Life insurance
• Long-term disability income insurance
• Flexible reimbursements accounts
• Professional liability insurance
• Social Security taxes
• Benefits at retirement
• 401(k) select savings plan
• Pension plans
• Mutual funds

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
18
How am I compensated?
Annual Incentive Meetings

• Qualifying Club Levels (four tiers)
• Premier Club
• Honor Council
• Executive Cabinet
• Presidents Circle

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
19
What does it take to succeed?
Our most successful producers exhibit the
following characteristics

• Interpersonal savvy
• Career ambition
• Self-development
• Desire for professional advancement

• Action-oriented
• Integrity and trust
• Drive for results
• Perseverance
• Ethics and values

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
20
How do I get started?
Our 5 Step Selection Process

• Step 1 - Initial interview CP/CPQ Exams
• Step 2 Formal Interview / Market Surveys
• Step 3 Career presentation
• Step 4 VIP Interview
• Step 5 Career Decision

Home Office Principal Life Insurance Company a
member of the Principal Financial Group, Des
Moines, IA 50392, www.principal.com
21
How Do I Get Started?

• If career decision is a Go, then
• Online Marketer Application
• Registration Process
• Begin Licensing
• Establish time line
• Meet all requirements
• Full-time 713 contract

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A Great Time Join our Team!

•            
• Financial Advisor Rated the Best Career to Have
  in a Recession -
• On April 8th, CNN.Money.com, ranked financial
  advisors as the best profession to have in a
  recession. It also stated that this occupation
  offered the best combination of high pay and
  high security.  According to the Department of
  Labor, employment in the field is expected to
  grow faster than average, 30-40 percent through
  2008.
• What is driving the demand and growth for New
  Financial Advisors?
• Demographic shifts - baby boomers retiring and
  need the type of complex investment and
  retirement plans we can offer.
• 13.8 million households expected to retire over
  the next 10 years.
• Those households have 4.4 trillion in assets, or
  about a quarter of all financial assets in the
  country.
• Few baby boomers have company pensions to
  supplement savings and Social Security income.
• That means a bigger role for their 401(k)
  investments.
• Plus, they face the prospect of preparing for
• Increasing health care costs
• Longer life expectancies
• The uncertainty of financial markets