SALES STRATEGIES THAT WORK Springfield, Mass. May 1, 2003

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NAIFA
The ASSOCIATION OF CHOICE for Todays
Professional Agent/Advisor
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CONNECTING NAIFAs ADVOCACY MANDATE TO YOUR
BOTTOM-LINE

1. Write down the Names of your 3 biggest Clients
2. Write the problem you solved or the Financial
   Goal Achieved
3. Write down the Product Solution you recommended
4. Question Were there any Tax Advantages/Benefits
   Associated with the Product Solution???

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• What if Those Tax Advantages/Benefits were
  eliminated or severely reduced would the Client
  take action?
• NAIFA created the Tax Advantages/Benefits our
  products enjoy since the Income Tax Code was
  made law in 1913.
• TODAY - NAIFA continues to defend and protect
  those Tax Advantages/Benefits. What would be the
  loss of Revenue to your Business without them?

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THIS IS NAIFA

• National

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THIS IS NAIFA

• National
• State

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THIS IS NAIFA

• National
• State
• Local

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WHY ARE YOU NOT A MEMBER?
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• WEVE
• GOT
• IT
• COVERED

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LIFE INSURANCE INDUSTRY PROVIDES

1. Major source of Long-Term Savings and Capital
   Formation
2. 3.9 Trillion In The Economy - 300 Billion
   Invested in 2005
3. Largest Source of Bond Financing - 2 Trillion
   invested in 2005
4. Held over 560 Billion in Government Bonds (2005)
5. Held over 700 Billion in Commercial and
   Residential Mortgages (2005)

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• The ACLI estimates total life
• insurance claims in the range of
• 2 billion to 5 billion

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• The property damage losses
• to the World Trade Center area
• is approximately 5.5 billion

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• Personal property damaged
• or destroyed in New York
• is estimated between
• 2 billion and 3 billion

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• Business interruption and extra
• expense ranges from
• 5 billion to 8.8 billion

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• Insurance on automobiles either
• damaged or destroyed in lower
• Manhattan and possibly near
• the Pentagon approximately
• 90 million

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• General liability losses range
• from 2 billion to 6 billion

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• The president of the N.A.I.C.,
• Kathleen Sebelius, was
• quoted in the media as saying,
• Let me put it in perspective
• The insurance industry in the
• year 2000 collected 1 trillion
• in premiums. 30 billion
• represents 3 percent of that.

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ARE YOU GRATEFUL?
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ARE YOU MORE OR LESS GRATEFUL THAN YOUR
GRANDPARENTS?
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ARE YOU MORE OR LESS GRATEFUL THAN YOUR PARENTS?
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GRATEFUL? UNGRATEFUL?
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UNGRATEFUL? Careless, demanding, dissatisfied,
grumbling, oblivious, self-centered, selfish,
thankless, unappreciative, disagreeable,
miserable, unpleasant, unprofitable, useless,
vain, wretched
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COST OF WAR ONTERRORISM DOUBLESCONGRESS VOTES
TO TAX LIFE INSURANCE PROCEEDS TO PAY FOR IT
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When I warned them about antagonizing the
nations hundreds of thousands of insurance
brokers, they were unmoved by the advice.
They are the best field force in politics
Rewriting History
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But they are the problem, Its the money they
take out of the system that is driving up costs
so much.
Rewriting History
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WHATS THE COST OF DOING NOTHING?
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AGENTS DEVASTATED BY LEGISLATION
AUSTRALIA 300 SOUTH AFRICA 0 NEW ZEALAND 0
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50 million Americans say they need more life
insurance in the next 12-18 months. In 2005
Industry only wrote 10 Million Life Policies. .
Limra 2003
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WHAT CAN I DO?
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Three out of four people want to buy their
insurance from a professional Agent/Advisor
Limra 2003
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• What can NAIFA do for you?

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WHAT CAN YOU DO?
BELONG TO NAIFA - Ask Not How NAIFA Can Serve
You, But Ask How You Can Serve NAIFA
The Only Professional Association Dedicated
24/7/365 to being the Advocate for the
Agent/Advisor and the Clients they serve
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NAIFA

• NAIFA Members make an average of 27,000 per year
  more than Non-Members.

ITS SMART TO BELONG
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Thank you for your Membership
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QUESTIONS ?
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MEMBERSHIP APPLICATIONComplete the following
fields

• Social Security Number
• Local Association Name
• Your Name
• Month/year of initial license
• Applicant Signature
• Method of Payment

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Pre-Meeting

• Setting the Appointment (secure under favorable
  circumstances)

• Require 30 minutes
• Request to be the last speaker (or before a
  break)
• Inquire about equipment
• Inquire about payroll deduction process
• Explain success in the past

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Pre-Meeting (7 Days prior to meeting)

• Verify appointment and obtain agent list
• Dress for the group
• Check with Ron Wheeler or Greg Dorsch on changes
  to presentation
• Supplies

• Applications
• Payroll deduction forms
• Credit Card applications
• List of Local dues, meeting location and time
  (www.MAIFA.com)
• Hard copy of presentation (incase of equipment
  failure)

• Enlist an assistant

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Post-Meeting

• IMMEDIATELY send applications to MAIFA
• Fax reporting form to Ron Wheeler/Greg Dorsch
• Thank you letter from MAIFA with Real Life
  Stories disk included
• Follow up e-mail to agents offering membership
  again