LNL 2436 1 500 1 600 YTD 2013

LNL 2436

1, 500 1, 600 YTD – 2013 1, 375 1 st Qtr. – 2013 1, 000 1, 276 1, 200 1 st Qtr. – 2012 Where Are We? 1, 400 der Placehol Data 800 600 400 200 +7. 2% +15% Producing Agents

800 715 YTD – 2013 682 1 st Qtr. – 2013 500 697 600 1 st Qtr. – 2012 Where Are We? 700 ata D r e d l o h Place 400 300 200 100 -2. 2% Submitting Agents +3%

$ 13, 000, 000 $ 1, 000 $10, 800, 000 YTD – 2013 $9, 267, 793 $ 5, 000 1 st Qtr. – 2013 $ 7, 000 $10, 002, 955 $ 9, 000 1 st Qtr. – 2012 Where Are We? $ 11, 000 der Placehol -7. 9% Total Net Submit Data +3%

WOOD – OLD SPACE

WOOD – NEW SPACE

HANSON – OLD SPACE

HANSON – NEW SPACE

JACKSON – OLD SPACE

JACKSON – NEW SPACE

BLANCO – OLD SPACE

BLANCO – NEW SPACE

LNL 2436

Tim Aderholt Individual Growth Laptop Implementation $130, 457 Individual Net Submit $76, 508 Individual Net Submit Same Time Last Year Growth 71%

Tim Nuckolls Worksite Growth Worksite Advantage Implementation $146, 067 Worksite Net Submit $475, 579 Worksite Net Submit Same Time Last Year Growth 226%

Tim Nuckolls Can your training system be duplicated?

Tim Nuckolls Issue: Creating a system that can be easily duplicated ØTop Agents are not always the best field trainers ØTop Agents usually use sales skills that are difficult to duplicate

Tim Nuckolls Why use the Flip Book Presentation?

Tim Nuckolls It Can Be Duplicated! üUsing it allows all agents to be trained the same way üIt gives new agents the confidence they need to prospect üFirst year agents have closed 63 cases so far this year using it!

Tim Nuckolls Three Key Points to Train: 1. Introduction 2. The Four Common Responses § All agents are required to memorize these verbatim before going in the field § Being prepared gives agents the confidence they need to be successful § The Flip Book is available as a visual aid for the agent. This helps to walk them through the presentation and keep them on task.

Tim Nuckolls Three Key Points to Train: 3. Activity and Verification § Train your Agents to use the 55/10/1 model § Have your Agents keep track of their numbers

Tim Nuckolls Organizational Skills: 55/10/1 is designed to close 10% of the appointments that agents run What are your agents doing with the other 90%? !? Ø Have each agent create a Prospect Book to help them stay organized throughout the week, month and year Ø Have Prospecting Surveys for agents to write notes on upon leaving a business

Closer to the Heart

Closer to the Heart How do I donate? 1 2 Check • Make the check payable to FIDELCO • Give the check to Sally East Online • Go to www. fidelco. org • Click ‘How to Help’ and ‘Make a Donation’ • Forward a copy of your email confirmation to seast@torchmarkcorp. com Our donations will be earmarked to help provide a service dog to a blinded veteran

COUNCIL OF CHAMPIONS

Council Of Champions Tim Aderholt Gainesville 13 Time Qualifier

Council Of Champions Brian Cannington Waycross 11 Time Qualifier

Council Of Champions Owen Wilson Orlando 9 Time Qualifier

Council Of Champions John Hadder Birmingham 7 Time Qualifier

Council Of Champions Jeff Miller Springfield 4 Time Qualifier

Council Of Champions Mark Woodruff Montgomery 3 Time Qualifier

Council Of Champions Clint Mc. Lain Jasper 2 Time Qualifier

Council Of Champions NEW COUNCIL MEMBERS

Council Of Champions Kathy Blanco Tampa Bay

Council Of Champions Cedric Higgins Columbus

Council Of Champions Vickie Ketron Knoxville

Council Of Champions

COUNCIL NOTES

SUBMITTED POLICIES From: AUTOMAIL@libnat. com [mailto: AUTOMAIL@libnat. com] Sent: Monday, April 08, 2013 10: 10 AM To: lnl. jen. e. rahl@tmkweb. com Subject: Submitted. Eapps PRIMARY AGENT: BRANCH: 111/77 RAHL, JEN (12345) 555 MAIN STREET, CORINTH MS Phone: (555)246 -8976 Cell: (___)___-____ Email: lnl. jen. e. rahl@tmkweb. com Agent Requested Text Message: N ---- SUBMITTED POLICIES ---APP KEY: LN 1117710000 Rahl Jen 130403182524 APP TYPE: FF CLIENT: Rahl Jen E COMMISSIONED AGENT: 12345 MODE: BB PREM AMT FOR APP: $24. 00 TOTAL ANNUAL PREMIUM FOR APP: $266. 67 NOTIFICATION SENT TO: BM 111@LIBNAT. COM lnl. jen. e. rahl@tmkweb. com

SUBMITTED POLICIES From: AUTOMAIL@libnat. com [mailto: AUTOMAIL@libnat. com] Sent: Monday, April 08, 2013 10: 10 AM To: lnl. jen. e. rahl@tmkweb. com Subject: Submitted. Eapps PRIMARY AGENT: BRANCH: 111/77 YEAR RAHL, JEN (12345) 555 MAIN STREET, CORINTH MS Phone: (555)246 -8976 Cell: (___)___-____ Email: lnl. jen. e. rahl@tmkweb. com Agent Requested Text Message: N MONTH DAY HOUR MIN SEC 13 04 03 18 25 24 130403182524 ---- SUBMITTED POLICIES ---APP KEY: LN 1117710000 Rahl Jen 130403182524 APP TYPE: FF CLIENT: Rahl Jen E COMMISSIONED AGENT: 12345 MODE: BB PREM AMT FOR APP: $24. 00 TOTAL ANNUAL PREMIUM FOR APP: $266. 67 NOTIFICATION SENT TO: BM 111@LIBNAT. COM lnl. jen. e. rahl@tmkweb. com

Liberty National Life Insurance Company PVFC Analysis of Agent PVFC as of April 2013 month-end using 5% Int. and 2012 Assumptions Branch Agent Name Agent Status 1 BM 1 2 2 Mo Prior PVFC Level Projected PVFC 1 Mo Prior PVFC A BM 270, 195 194, 552 12/31/2012 BM 2 A BM 201, 180 172, 666 7/23/2012 3 BM 3 A BM 170, 885 130, 730 12/31/2012 4 BM 4 A BM 407, 068 361, 240 7/19/2012 Notes: Independent Contract Date • Projected PVFC consists of both unearned FY commission and projected RY commission. • Unearned FY commission includes Advances already paid to the agent or into the Commission Account. • Projected PVFC assumes 100% vesting of RY commission for Active agents. • Aggregate lapse & mortality assumptions are used for Life & Health policies but are split by Individual/Worksite.

BM Promotion Bonus UNIT MANAGERS GROUP FIRST YEAR AGENT PRODUCTION BONUS to PROMOTING BRANCH $500, 000 $400, 000 $300, 000 $200, 000 $175, 000 $50, 000 $40, 000 $30, 000 $20, 000 $15, 000 PROMOTED UNIT MANAGERS GROUP FIRST YEAR AGENT PRODUCTION as a BRANCH MANAGER BONUS to PROMOTING BRANCH $500, 000 $12, 500 ** $1, 000 $25, 000 $1, 500, 000 $37, 500 PRODUCTION BONUS ** $12, 500 FOR EVERY $500, 000 OVER 2 YEARS$50, 000 $2, 000

Breakout Sessions First Session – 1: 00 Group A Kona Group B Cancun Group C Monterey

MARCH MADNESS

Bracket - Aderholt

Bracket - Everett

Bracket - Final

Runner Up Tim Aderholt

Winner Jason Everett

WAR Report – Individual Market

WAR Report – Individual Market

WAR Report – Individual Market

WAR Report – Individual Market

WAR Report – Individual Market

Call Night Tracker

Field Training Report – Individual Market

WAR Report – Worksite Market

WAR Report – Worksite Market

WAR Report – Worksite Market

Worksite Mobile App

Worksite Mobile App

Field Training Report – Worksite Market

Closer to the Heart

BRANCH GROWTH

Stephanie Jackson YTD Growth +30% % of Code Objective Increase in Producer Count +67% FYA % of Business YTD +66% +25%

Tony Carter YTD Growth +23% % of Code Objective Increase in Producer Count +82% FYA % of Business YTD +47% +39%

Cedric Higgins YTD Growth +67% % of Code Objective Increase in Producer Count +61% FYA % of Business YTD +82% +14%

COUNCIL NOTES

Career Track – AUM

Career Track – BM

Agent Branch Heirarchy

Branch Heirarchy Supervising Agent AUM

Branch Heirarchy UM Agency Director Supervising Agent AUM

Branch Heirarchy Regional Agency Director UM Agency Director Supervising Agent E! R U T FU Agent AUM

Branch Heirarchy Agency Owner Branch Manager Regional Agency Director UM Agency Director Supervising Agent E! R U T FU Agent AUM

Breakout Sessions First Session – 1: 30 Group A Kona Group B Cancun Group C Monterey

MENTORSHIP