RAYMOND JAMES FINANCIAL INC General Agency Raymond James

RAYMOND JAMES FINANCIAL, INC. General Agency

Raymond James Growth As of September 27, 2002 *Includes RJ&A, RJFS IMD, SD & FID Financial Advisors, RJ Ltd. (Canada) and Institutional licensed associates.

FY 2002 Annuity Sales $3. 05 Billion U. S. $. 65 Billion U. S. $2. 4 Billion U. S. Fixed Annuities = 13. 8% Variable Annuities = 77. 5% Group Annuities = 8. 7%

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

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

• • • 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

Success Factors, Challenges & Trends • What Makes it Work – Wholesaling – Product – Technology – RELATIONSHIP • Producer Concerns (Challenges) – Financial Safety of Companies – Complexity of Products – Regulatory Scrutiny

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

Wrap-Up Positioning • Average Producers – Frequent “Touches” – Sales Ideas – Hands-On Help • Top Producers – Recognition – Practice Management Ideas – Responsiveness

Wrap-Up How Has JNL Done It? • Attention to Penetration • Proactive Partnering • Focus on Relationship

Wrap-Up Concerns About Industry • Got Off Track – Feature Frenzy – Focus on Market Share • Adequate Pricing • Product Sale vs. Part of Planning Process

Wrap-Up Silver Lining • Environment is Forcing “Back to Basics” • Mainstreaming of Product by Selling Firms • Return to Focus on Financials