LIBERTY NATIONAL WORKSITE ADVANTAGE is YOUR ADVANTAGE RON

LIBERTY NATIONAL WORKSITE ADVANTAGE is “YOUR ADVANTAGE”!!!!!! RON AGYPT

Ø 30% OF U. S. EMPLOYERS WITH 10 OR MORE EMPLOYEES SAID THEY ARE CONSIDERING ADDING A NEW VOLUNTARY OPTION WITHIN THE NEXT 2 YEARS. Ø CURRENTLY 57% OF U. S. EMPLOYERS OFFER VOLUNTARY BENEFITS AND THIS RATE RISES AS EMPLOYER SIZE INCREASES. Source: LIMRA

THE WORKSITE MARKET WHERE DO EMPLOYEES PREFER TO OBTAIN INSURANCE ØWORKPLACE 51% ØAT HOME 23% ØNO PREFERENCE 23% ØOTHER Source: LIMRA International 3%

Section 125 Plans Are Worth The Effort Ø 60% - 70% PARTICIPATION Ø IRS REQUIRES AGENTS SEE 100% OF EMPLOYEES Ø PARTICIPATION INCREASES WHEN EMPLOYER SUPPORTS IDEA Source: LIMRA International

The Market Place NEW BUSINESS PREMIUM (in millions) $6, 000 $5, 397 $5, 038 $5, 000 $4, 000 $3, 500 $5, 243 162% INCREASE $3, 000 $2, 000 $4, 366 $4, 715 $4, 100 $4, 223 $4, 027 $5, 225 $2, 600 $3, 100 $2, 000 $2, 200 $1, 000 $0 97 998 999 000 001 002 003 004 005 006 007 008 009 010 9 1 1 2 2 2 1

FLORIDA 4 -99: TOTAL BUSINESSES # OF LIBERTY NATIONAL FRANCHISES 123, 339 1, 241

ALABAMA 4 -99: BUSINESSES # OF LIBERTY NATIONAL FRANCHISES 33, 910 2, 251

SOUTH CAROLINA BUSINESSES # OF LIBERTY NATIONAL FRANCHISES 4 -99: 32, 961 297 100 -499: 5, 181 8

GEORGIA 4 -99: BUSINESSES # OF LIBERTY NATIONAL FRANCHISES 64, 087 1, 615

MISSOURI BUSINESSES # OF LIBERTY NATIONAL FRANCHISES 4 -99: 11, 193 744 100 -499: 1, 431 25

TEXAS BUSINESSES # OF LIBERTY NATIONAL FRANCHISES 4 -99: 162, 273 566 100 -499: 25, 245 30

MT WY PA OH IN UT WV KY MO AZ VA NC TN A R TX MD DC SC AL MS GA LA FL 4 -99: 100 -499: U. S. TOTAL LIBERTY NATIONAL U. S. TOTAL 2, 334, 076 10, 731 353, 510 887

Worksite Advantage Highlights JASON EVERETT üJANUARY THROUGH JULY AVERAGED 15 APPROVED FRANCHISES üAUGUST, SEPTEMBER AND OCTOBER AVERAGED 22. 3 PER MONTH APPROVED FRANCHISES, UP 7. 3 PER MONTH FOR A 48% INCREASE

Worksite Advantage Highlights JASON EVERETT cont’d üNEW AGENT PRODUCTIVITY LESS THAN 90 DAYS, FROM AN AVERAGE OF 13% TO 23% üAVERAGE PRODUCTION FROM $23, 126 PER MONTH FOR NEW AGENTS TO $45, 047 PER MONTH, A 94. 7% INCREASE ON INITIAL ENROLLMENTS

Worksite Advantage Highlights TIM NUCKOLLS üJANUARY THROUGH JULY AVERAGED 3 APPROVED FRANCHISES üAUGUST, SEPTEMBER AND OCTOBER AVERAGED 17. 3 PER MONTH APPROVED FRANCHISES üINITIAL ENROLLMENT ONLY, HAS GONE FROM $6, 152 JANUARY THROUGH JULY, TO $39, 771

Worksite Advantage Highlights SKIP BOND üA NEW BRANCH HAS ENROLLED 8 FRANCHISES SINCE START OF TEST FOR AN AVERAGE OF $4, 967 PER FRANCHISE

Worksite Advantage Highlights IN THE MONTH OF OCTOBER ALL BRANCHES WERE OVER 60% ENROLLMENT RATE OF SEEN EMPLOYEES ALL FOUR WEEKS, WITH THE HIGHEST WEEK BEING 71% ENROLLED.

BRANCH MANAGER GROWTH OPPORTUNITY # NEW FRANCHISES PER WEEK AVG AP PER NEW FRANCHISE 2 $10, 000 WEEKS PER YEAR 52 AP PER YEAR $520, 000 ADDITIONAL BM COMM (21. 9% EST. ) $113, 880 LET’S LOOK AT YOUR

Evolution Not Revolution WINNING IS A DUAL DISTRIBUTION MODEL Worksite + Personal =$UCCE$$

Why Change? ü ACHIEVE $100 MILLION OR MORE IN 5 YEARS ü TAP INTO THE OPPORTUNITY ü BUILD BRANCHES TO BE • BIGGER (SIZE) • BETTER (PRODUCTIVITY) • STRONGER (LEADERSHIP DEVELOPMENT) ü INCREASE INCOME AT ALL LEVELS • ADVANCES, BONUSES AND RENEWALS

Why Change? ü ACTIVITY MODEL, NOT A PROSPECTING ü ü MODEL SIMPLIFY AND SYSTEMIZE A WORKSITE APPROACH NEW AGENTS THROUGH THE LEARNING CURVE QUICKER (THEY MUST SURVIVE FIRST TO THRIVE) DOWN TO 3+ LIVES ENROLLED QUALITY…WITH THE INTENT TO LOWER DCN RATES

Worksite Keys To Success 1. 2. 3. 4. 5. 6. D. N. = D. D. = 1+ GATEKEEPER 6 MINUTES SOCRATES A-B-C 90/60 WITH SINGLE DIGIT DCN

D. N. = D. D. = 1+ ü 55 OR MORE WALK-INS = ü 10 OR MORE PRESENTATIONS TO DECISION MAKERS ü 1 OR MORE FRANCHISES… HIRE…HIRE TRAIN…TRAIN GOOGLE MAPS (WEEKLY ASSIGNMENT) REFERRAL FILE

LIBERTY NATIONAL 5 STEP FOUNDATION OF SUCCESS STEP 1: Present to Business Owner/Decision Maker STEP 2: Conduct an Enrollment Strategy Meeting STEP 3: Conduct a Key Person Meeting STEP 4: Conduct a Quality Enrollment

Let’s Play The Worksite Advantage Game üROLE PLAY üGATEKEEPER: IS THE DOOR OPENER üPRESENTATION: (GIVE ME 6 MINUTES) üSOCRATES AND ME üCHOICE CLOSE IS AS EASY AS A-B-C

Socrates And Me THE SOCRATIC METHOD üASK A QUESTION OR SERIES OF QUESTIONS WHICH THE PROSPECT WILL READILY AGREE. üDRAW A CONCLUSION BASED ON THOSE AGREEMENTS. üTHIS WILL CREATE THE DESIRED RESPONSE WHICH WOULD BE YES.

CHOICE CLOSE IS AS EASY AS A-B-C

Liberty National Worksite Advantage Goal 90/60 Single Digit D. C. N.

90% or Greater Seen OUR GOAL AS A TEAM IS TO ACHIEVE 90% OR GREATER SEEN OF ALL ELIGIBLE EMPLOYEES ON EACH CASE THE KEYS ARE THE FOLLOWING 1. WRITE BUSINESS THAT FITS QUALITY STANDARDS 2. VALUE ADDED PROCESS 3. SECTION 125 RULES 4. EMPLOYEES EDUCATION AND CHOICE

GUIDELINES FOR QUALITY OF BUSINESS 1. THREE OR MORE EMPLOYEES ON PAYROLL 2. A FRANCHISE NUMBER ISSUED BEFORE BUSINESS CAN BE WRITTEN 3. ENROLLMENT SHOULD BE SCHEDULED SO ALL APPS CAN BE TAKEN AND SUBMITTED THE SAME WEEK 4. IF AN AGENT DOES NOT MEET THE MINIMUM APP REQUIREMENT, THE

GUIDELINES FOR QUALITY OF BUSINESS cont’d 5. CURRENT GUIDELINES REGARDING INELIGIBLE INDUSTRIES AND ELIGIBILITY RULES WILL APPLY 6. CURRENT GUIDELINES REGARDING 6 MONTH AND 1 YEAR ELIGIBILITY RULES APPLY 7. EMPLOYERS CANNOT PAY THE PREMIUMS THE EMPLOYEE WILL BE DEDUCTED FOR

ü PROPER CASE SET UP UTILIZING Enroll 60% Or Greater LIBERTY Of All Employees NATIONAL STANDARDS Seen ü HAVE A DEPARTMENT HEAD OR LEADERSHIP MEETING IN ADVANCE OF THE ENROLLMENT (AGENDA TO FOLLOW) ü USE THE NEEDS ANALYSIS WITH EVERY EMPLOYEE TO FIND THEIR PRIORITY, KEEP

Enroll 60% Or Greater Of All Employees Seen üENROLL 60% OR GREATER OF ALL SEEN EMPLOYEES ü SELL THE ‘ONE HOUR’S WORTH OF PAY CONCEPT FOR OUR COVERAGE

Single Digit D. C. N. 1. MAKE SURE EVERY EMPLOYEE KNOWS EXACTLY: • WHAT THEY’RE COVERED FOR • WHEN THEIR COVERAGE STARTS • AND WHEN THEIR COVERAGE GOES INTO EFFECT 2. REEMPHASIZE THAT THEY’RE BUYING FOR THEIR NEEDS. 3. REVIEW EMPLOYEE PARTICIPATION WITH THE OWNER AND BOOKKEEPER ONCE THE ENROLLMENT IS FINISHED. 4. WHEN THE FIRST BILL IS DELIVERED TO THE CLIENT

Moving Forward in 2013 ü ROLLING OUT THE NEW WORKSITE SYSTEMS AND PROCESSES TO BRANCHES THAT ARE CURRENTLY EFFICIENT AND EFFECTIVE IN THE PAYROLL BUSINESS TODAY. ü ROLL-OUT SCHEDULE WILL BE DETERMINED STARTING JANUARY 2013

Moving Forward in 2013 ü FOR NON-PAYROLL - START RECRUITING ADDITIONAL PEOPLE TOWARDS THE WORKSITE MODEL SO THAT YOUR BRANCH IS PREPARED TO ROLL OUT AN ADDITIONAL MODEL. ü CRITICAL…. WE MUST CONTINUE TO GROW OUR INDIVIDUAL

LIBERTY NATIONAL WORKSITE ADVANTAGE IS “YOUR ADVANTAGE” !!!!!!

BRANCH MANAGER MEETING NOVEMBER 2012