GETTING STARTED WITH LFM Welcome to the Professional

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GETTING STARTED WITH LFMWelcome to the
Professionals Approach to Indexed Annuities

• Presented by
• LFM Fixed Strategies Insurance Services
• Florian Spinello
• Lauren Carrasco

This material is intended to provide general
education and is not intended to provide legal or
tax advice. It is recommended that decisions be
made only after consultation with qualified
financial, tax and legal professionals about your
specific financial situation.
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Outline

• Introduction
• Who is LFM
• Why LFM
• How can LFM accelerate my business?
• What are Fixed Annuity Life Insurance Products?

• Key questions to ask everyone.
• What do I say on my 1st client appointment?
• What is the 1st step to growing my Insurance
  Retirement Planning Portfolio?
• Licensing Appointment Paperwork

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PUBLIC.
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Who Is LFM Fixed Strategies?

• LFM is a National Marketing Organization for
  Fixed Indexed Annuities and Life Insurance
  Products
• Created by Experienced Producing Registered
  Representatives / Agents
• Committed to Helping Financial Professionals
  Address the Growing Demand for Retirement
  Planning and Income Strategies

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Why LFM Fixed Strategies?

• Experience We have a team of experienced
  consultants and seasoned producers to give you
  the guidance and expertise in your business
• Innovation We offer innovative sales strategies
  and unique business opportunities to take you to
  the next level with your practice
• Dedication Our support staff is ready to help
  you submit, track and get you paid on your
  business, in addition to providing a sales team
  that is familiar with your company philosophy

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PUBLIC.
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What Carriers does LFM Represent?
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Annuities 101
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Defining an Annuity

• Annuities
• A long-term savings vehicle that is issued by an
  insurance company. 
• Benefits
• Tax-deferred accumulation
• Interest returns or growth
• Guaranteed income for life

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Annuities

• Two Phases
• Accumulation Phase which uses a Deferred Annuity
• Distribution Phase which uses an Immediate
  Annuity
• IRS Regulations
• Any withdrawals taken prior to age 59 1/2 may be
  subject to penalties and taxes
• Policy owners are required to take withdrawals by
  age 70 1/2

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Annuity Features

• Guarantees
• Guarantees are based on the claims paying ability
  of the underlying insurance company ie
• Interest rate floors ceilings
• Minimum premiums
• Participation Rate
• Industry allocation
• Crediting Methods

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Annuity Surrender Charges

• Annuities operate on a surrender charge schedule
• Which means fees will be charged if the annuity
  is surrendered prior to the end of its term
• Industry Standard usually 10 is surrender
  charge free after the first year
• No Longer than 10 years

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Types of Annuities

• FIXED ANNUITIES generally offer a principal
  guarantee with a fixed interest return for a
  specific period of time.
• INDEXED ANNUITIES offer a principal guarantee and
  interest return that is linked to the upside
  performance of a major stock market index such
  as the SP 500. Therefore the client is able to
  share in the market's upside while not being
  exposed to market losses.
• VARIABLE ANNUITIES offer direct market
  participation through a selection of mutual fund
  sub-accounts. However, the investor is taking on
  the full risks associated with the stock and bond
  markets with the possibility of market losses.

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Key Questions to Ask to Everyone
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Phrases to write down and MEMORIZE

• What things would you like to do or where would
  you like to go during retirement?
• (write down their answers somewhere so you
  remember)
• Thinking of all those interests and goals, are
  you comfortable with the amount of money you have
  put aside for your retirement goals?
• Do you have a retirement income plan?
• Great, Im going to send you some tools to learn
  more about your goals. If I give these to you,
  what time can I pick them up tomorrow?

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Closing a Case with LFMWhat do I ask on my 1st
appointment?
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Step 1

• First Appointment with your Client
• Explain the 2-3 appointment process
• 1st Appointment - Gather Info
• 2nd Appointment - Present solution/Close Case
• 3rd Appointment - Close case
• Gather information
• LFM Tools
• What are your clients objectives?
• Set the next appointment with your client no more
  than a week later

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Step 2

• Strategize your case
• Before your next appointment with your client
• Get together with your up line
• Send LFM an illustration request form
• Prepare your documents
• Train with LFM to close the case

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Step 3

• Second Appointment with your Client
• Review client objectives
• Present recommendations based on their objectives
• Close case/fill out product application (it
  should already be highlighted)
• If the client needs to think about it, set the
  next appointment for 2-3 days later

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Step 4

• Third Appointment with Client
• If necessary bring a LFM Team member with you to
  help close the deal
• Make a copy for yourself, and the client
• Ask for a referral!

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Step 5

• Final Step
• Turn in the complete original application to LFM
• Complete Application
• Product application with all signatures any
  applicable transfer paperwork
• Copy of clients drivers license
• Client check or copy of clients current statement
  to be rolled over (current no more than 3
  months old)

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What is my 1st step to get started?

• Become Life Licensed 32 hr. class or 52 hr.
  class
• Fill out the appointment paperwork so that all
  business you do is ready to go
• Fill out the LFM tools yourself so you understand
  how they work
• Keep a blank hard copy on you in the field and a
  soft copy in your email when you need to send it
  to a client
• Contact the LFM whenever you have a question and
  utilize us as your experts
• START TALKING WITH PEOPLE!

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Lets do some business!

                                                                                             

• Thank You!
• 866-432-1536

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PUBLIC.