The Needs Based Sales Presentation LIBERTY NATIONAL LIFE

The Needs Based Sales Presentation LIBERTY NATIONAL LIFE BRANCH MANAGER MEETING – FALL 2012

Welcome to the Laptop Presentation! Today we are going to cover 3 areas: Updates and changes to the Laptop Presentation The benefits these changes have created at AIL The Roll-Out process to integrate this into your Branch

Improvements and Enhancements to the Laptop Presentation NEEDS BASED PRESENTATION

Improvements Made to the Laptop • Overall Changes: • New Voiceover. • Videos have been completely overhauled. • Better, more relevant content of the videos, with the “fluff” cut out. • Videos total 18 minutes.

New Videos • Lead Type Videos • Introductory video geared to the type of presentation • ADP • Child Safe • Med. Facts • Memorial Guide • ALX Final Expense • Head Start

Head Start • Whole life insurance policy on a child age 0 -17. • Included in the Head Start is the Option to Purchase Additional Insurance (OPAI) • Head Start is purchased by a parent or grandparent. • A new video has been created geared towards parents or grandparents to sell Head Start.

Improvements in the Introductory Offers • New ‘Landing Screen’

Improvements in the Introductory Offers • You can now select a “lead type” • Allows proper introductory video to play • Allows you to retain data by specific lead type

Improvements in the Introductory Offers • ADP prompt for Agent

Improvements in Referral Collection • Referral collection has been enhanced

Changes from the Survey to the Close • Enhancements to the survey • Health Questions • ALX Quick Link

Changes from the Survey to the Close • Benefit videos are enhanced • Header column clarification

Option Close

New Personal Recruiting Video • At the end of the application a recruiting video has been added • The Agent can enter personal recruits directly into their laptop • These recruits will automatically be entered into RMS as Personal Recruits

Abandon Sale Pop-Up • Occurs when Agent exits a sale.

Liberty Laptop on Demand • A new resource available that will be extremely valuable to your branch • Features a full presentation, start to finish, with all transitions, additional lead type introductions, closing, and objections and rebuttals. • Website also has a “Trainer Commentary” with information on why what was said. • Also includes supplemental training, articles, and relevant sales material for your sales force.

Liberty Laptop on Demand • INSERT LINK TO Laptop On Demand HERE

Enhancements to Qlikview • Qlik. View monitors the activity of your reps on the laptop presentation. • You are able to view specific data relating to their presentations in the field: • Referrals • Premium • “Down-close” – difference between offered premium and sold premium • You will be able to fine tune your focus in your branch based on your own Qlik. View data to maximize your results

Results and Benefits Achieved at American Income Life NEEDS BASED PRESENTATION

Why Laptop? It’s Your Biggest Ally • As a builder, the laptop gives you a solid, consistent foundation to train your new reps. • It’s simple to use, train, show results, and hold people accountable to. • Bottom line = It will become on of the most beneficial tools as your build your branch.

NEEDS BASED SALES • The laptop presents and sells based on the client’s own specific needs. • There is no subjective agent opinion, only the clients’ true situation • It determines needs specific to each family, accounts for current insurance in place, and covers what has been left off. • As a result, client’s buy only what they need, not what an agent “thinks” they can afford.

AIL / LNL Comparison Company. Wide Birmingham Dallas Atlanta and Surrounding Areas AIL $800 $757 $810 $823 Liberty $483 $465 $597 $573 Difference 65% higher AP at AIL 63% higher AP 36% at AIL higher AP at AIL 44% higher AP at AIL

Actual Benefits of the Laptop Presentation • Better trained agents • Easier trained agents • More premium per application • Higher quality of business • Increased professionalism • Improved closing ratio • Increase in referral collection and sales • Increase in agent retention

What the Laptop Has Accomplished So Far. . . Increased Submitting Agents • 350 in 7/2010 • 2, 955 in 7/2012 • Over 90% + of all business is a Needs Based Laptop Sale • Total agent submitting has increased 24% 2010 to 2012 due to the increase in agent retention Increased Referrals • Company now collecting 30, 000 referrals per week • Not uncommon for agents to collect 100 + referrals each week Increased Premium • Average Annual Premium 8/2010: $505 • Average Annual Premium per SALE 10/2012: $800 • 60% increase! Increased Quality of Business • Net to Gross (DCN) • Retention • Persistency • All at all time highs!

Better Trained Agents Better Training because… • The Laptop is easier to train • Minimal time on scripts, rates, programs, etc • More time on sales techniques, rapport building, referral collection. • Focus on skills to make agents successful.

More Premium per Application Increased Premium • Program pin points clients specific needs and fills them. • It’s the clients story, they understand WHY. • Because of this they are willing to spend more to protect their family. • It removes agent bias, and sells what the family needs, not what the agent wants to sell them

Increase in Quality of Business • Needs Based Selling • People buy what they think they need, and they keep what they think they need. • The reason for them purchasing is because the program fits a specific need to them.

Increased Professionalism • The laptop is seamless, allowing even a new agent to have a professional appearance. • New images, narrations, and videos have further enhanced the professionalism • Laptop can help improve a new agent’s “image” to a prospect. • People want to do business with a professional, and the laptop recreates the new agent as a professional.

Improved Closing Ratio • The laptop follows a fundamental sales principle: Needs Based Sales Higher the Need Less Objections to Purchase

Increased Agent Retention Agents Stay Because… • There is an easy system to follow • They are more confident right from the start • They are excited about big sales • They can do more in a home • They are making more money • They believe in the system

Systematic • It’s not for your personal sales or for a veteran career agent, its for your agency growth. • Stay consistent to the system so the middle 80% can duplicate and grow. New Reps Massive Sustainable Growth Clear, simple systems and accountability

The Roll-Out Process NEEDS BASED PRESENTATION

3 Step Process • The Laptop Presentation is going to be rolled out into your Branch in a “ 3 Step Process”. : 3 day training class at a regional location. : An initial visit to your branch by a Laptop Director. : A second month follow up visit to your branch by a Laptop Director.

Training at Regional Locations • Beginning in January 2013, LNL Home Office will host a 3 day regional training session to fully introduce the laptop presentation to your branch. • 5 Branch Managers, along with their top UMs, AUMs, and any relevant office personnel will attend each session. • One session will be held each month until all Branches have attended.

Corporate Office Training • The Home Office training will give the managers all information needed to implement the laptop presentation into their branch. • • • Class on sales techniques of laptop Roll playing scenarios Classroom training instruction Follow procedures Instructions on how to implement into their branch

Initial Visit by Laptop Director • Within 3 weeks of your branch’s attendance at the regional training session, a Laptop Director will visit your Branch for a week long extended training session. The Laptop Director will: • Inspect reps in the field and cross present • Have a specialized training class for the branch based on what their results have been. • Coaching, support, and feedback to the Branch Manager to ensure continued success with the laptop presentation.

Follow up visit by a Laptop Director • A Laptop Director will make a follow up trip to your branch within the second month of the laptop roll out in your branch. • This visit will build upon the previous visit and further enhance the effectiveness of the laptop in your branch.

Commitments and Expectations • There are numerous real benefits that have already been experienced from the Needs Based Laptop Presentation. • However, if there isn’t a total commitment, it won’t work in your branch.

Commitments and Expectations • Once attending the Regional Training Session, the Branch Managers must be fully committed to laptop. • BMs, UMs, and AUMs, at the completion of the training session, must start only using laptop presentation from that point forward. • All new reps will be hired and trained only on the laptop presentation.

Commitments and Expectations • Any personal producers who have no involvement in training or leadership can keep doing what they are doing, but if they ever desire to become involved in leadership they must be on laptop first. • Laptop Directors will assist in the field and in the offices once the roll out begins in the branches

Commitments and Expectations • Once attending the Regional Training Session, the Branch Managers must be fully committed to laptop. • BMs, UMs, and AUMs who attend the class must start only using laptop presentation from that point forward. • Any other UMs or AUMs must be switched to laptop presentation within 3 weeks of the session. • All new reps will be hired and trained only on the laptop presentation