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BUSINESS ORIENTATION Leading people to financial security…no matter what! Housekeeping Remarks: Turn off cell phones! We will take a break around 10:30,

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Presentation on theme: "BUSINESS ORIENTATION Leading people to financial security…no matter what! Housekeeping Remarks: Turn off cell phones! We will take a break around 10:30,"— Presentation transcript:

1 BUSINESS ORIENTATION Leading people to financial security…no matter what! Housekeeping Remarks: Turn off cell phones! We will take a break around 10:30, bathrooms are out the door and down the hall to the left, coffee is made. We have a lot to cover this morning but the purpose of this training is to welcome you to the business and help get you off to a fast beginning. Let’s take a few minutes to get to know each other. Take a quick minute and tell us your name, who introduced you to the organization, how long you have been associated with us and what you did before you came to this company.

2 Lion’s Share Financial Corporation
Lion’s Share Mortgage Services Lion’s Share Financial Services USAllianz Securities, Inc. Insurance Management Group Lion’s Share Property & Casualty Insurance Agencies Lion’s Share Online Estate Preservation Attorneys

3 Develop a Business Mindset
Your business will be a reflection of your thinking!

4 Essentials For A Successful Business Technical Proficiency
Integrity Technical Proficiency Uniqueness

5 What Makes Lion’s Share Unique?
The Selling System Opportunity to Represent the Entire Industry You Can Become Your Own Agency Customized Agency Packages Commission Level & Selling Agreement Full Strategy Approach Learn from Top Performers in the Industry No Quotas You Own Your Clients Unparalleled Training Programs Back-Office Support Opportunity to Serve People

6 CASH FLOW… Kiyosaki, Cash Flow Quadrant, 1999

7 Business Mindset Business vs. Hobby Self-Employed vs. Employee
Make money Written Business Plan – Strategic Objective Part time vs. Spare Time Long Term Perspective Self-Employed vs. Employee Paid for results not time “Law of the Farm” Business Owner vs. Self-Employed Parable of the Pipeline

8 TEN STEPS TO A FAST START Business Overview Lion’s Share Paperwork
Marketing Mortgage Certification Insurance Certification Allianz Product Training Orientation Personal Financial Review Top 25 Prospect List Training Sales

9 People don’t plan to fail, they fail to plan
Set Weekly Objectives Set Specific Goals Attend all Trainings Complete Fast Start Within 60 Days Set Up Accountability Systems Partner with the Masters Match Up to Move Up Review Progress Frequently Build Your Team During Training

10 OUR STRATEGIC APPROACH

11 The Goal is to Turn Every…
Contact Into a Prospect … Prospect Into a Customer … Customer Into a Client

12 determine the best approach, then… Be Proactive vs. Reactive
Identify the needs, determine the best approach, then… Develop a Strategy Be Proactive vs. Reactive

13 The Quadrant Selling System
The Client Presentation Power Point Flip Chart Brochure The Data Gathering Snapshot Pads Mortgage Brochures Property and Casualty Brochures The Strategic Action Plan The Illustrations The Blueprint Notebook

14 www.LSFonline.com Financial Calculators Insurance Quotes
PublicTrade.com Long Term Care Mortgage Virtual Back Office

15 Building a financial strategy is like building a house...
The right blueprint is essential for success Copyright 2001 Lion’s Share Financial Corporation

16 TAXES INFLATION Emergency Opportunity Retirement Investment
DEBT MANAGEMENT ESTATE PRESERVATION EDUCATION INSURANCE Copyright 2001 Lion’s Share Financial Corporation

17 PRODUCT IDEAS

18 Mortgages Mortgage is a Cornerstone of a solid Financial Strategy
A new person does not need a license to make money with mortgages

19 A savings of over $100,000 in interest
MORTGAGE EXAMPLE $100,000 $100,000 Purchase Price $ 10,000 $ 20,000 Down Payment $ 90,000 $ 80,000 Mortgage $ 10,000 For… 30 Years $ 80,000 Paid up in 16.5 years… A savings of over $100,000 in interest Results vary depending on interest rate

20 EQUITY INDEX ANNUITY Goal: To have some potential for market gain without risk of principal Ceiling “Cap” 10% • Use of index like Standard and Poor’s 500 and NASDAQ 100 • Principal protected against loss* • No asset fees* 0% * Surrender charges for early withdrawal are product dependent. Floor

21 17% $115,500 Floor 5% $110,000 $110,000 “Cap” 10% Floor $99,000
• Use of index like Standard and Poor’s 500 and NASDAQ 100 • Principal protected against loss • No asset fees* $115,500 Floor 5% $110,000 $110,000 “Cap” 17% 10% Floor $99,000 $100,000 10% Floor Keep in mind… If you received the 5% as shown in this example on the $99,000 you would have a total of $103,950. That is a $12,000 difference because of the protected floor. Benefits and results may vary by state or index account. You are not investing directly in an index. * Surrender charges for early withdrawal are product dependent.

22 Today’s Insured Reality
The following illustration shows the breakdown of what the monthly premium buys in a typical individual or company funded health insurance policy with $2,000,000 lifetime coverage. Average cost $750 per month. $0 $2,500 $2,000,000 Lifetime coverage $300 $450 Percentage breakdown: $300 buys 99.9% of total coverage! $450 buys 0.1% of total coverage! The above numbers are approximations only. Actual cost may vary. $750

23 New Philosophy in Healthcare
$2,000,000 lifetime coverage Consumer Driven Plan $300 $0 Care Entrée access to PPO rates on all medical expenses from $0 to your deductible. Cost $69.95 $2,500 $750 mo. standard plan - $300 mo. consumer-driven plan - $ 70 mo. Care Entrée Access to PPO pricing $380 monthly savings! That’s $4,560 per year in your pocket!

24 $500,000 Life Policy Peace of mind for the new century!
Disability $60,000 per year Chronic illness $50,000 per year EARLY DEATH Lump-sum benefit $500,000 10 yr. payout additional bonus $50,000 EVENTS YOU WILL SURVIVE Critical illness $250,000 Death of child $10,000 Death of spouse $50,000

25 $500,000 Life Policy LONG LIFE Retirement Income* $681,502 ($4,293/mo.) Disability $60,000 per year Chronic illness $50,000 per year EARLY DEATH Lump-sum benefit $500,000 10 yr. payout additional bonus $50,000 EVENTS YOU WILL SURVIVE Critical illness $250,000 Death of child $10,000 Death of spouse $50,000 * Example: male age 35 NS, life & 20-year certain elected at age 65.

26 Lion’s Share Financial is independent of ProEquities, Inc.
VARIABLE EXAMPLE Age 60 $2,000,000 “Look Back” Age 62 #1 Cash Value $1,000,000 #2 Look Back Provision Age 50 EXAMPLE Annuitize One Million 10 $100k Per Year B. $500K Cash left in account $500,000 Securities offered through ProEquities, Inc., a registered broker-dealer, member NASD & SIPC. Lion’s Share Financial is independent of ProEquities, Inc.

27 Lion’s Share Financial is independent of ProEquities, Inc.
VARIABLE EXAMPLE Approximately $898,000 Age 62 5% Approximately $800,000 Age 60 5% #1 Cash Value $500,000 #2 Look Back Provision #3 5% Guarantee Age 50 $250,000 Age 60 Securities offered through ProEquities, Inc., a registered broker-dealer, member NASD & SIPC. Lion’s Share Financial is independent of ProEquities, Inc.

28 Understanding the Sales Process
Spend some time here making sure everyone understands that what we do is OUTSIDE SALES.

29 The Cycle of a Sale Close Sale Present Strategy Data Gathering Contact

30 The Cycle of Success Close Sale Present Strategy Data Gathering
Contact

31 Top 25 Prospect List Friends Family Acquaintances Referrals
Friendship Farming FORM STEAM Simulated Shopping

32 Traditional Prospecting
Spread the “word” Referrals Pass out Cards Cold Calling Pay for Leads/Advertising/Flyers Financial Seminars

33 Take Advantage of Being New AVOID THE SCENARIO OF DISASTER!
Policy Review Presentation Contest I Want Your Opinion Work with a Master Practice Books Look at This Opportunity for Me AVOID THE SCENARIO OF DISASTER!

34 AGENCY OVERVIEW

35 The Path to Becoming An Agency
GA- General Agency Manager Builds And Manages A Completely Diversified Financial Services Company Note: Can Specialize In A Particular Area If Desired e.g. Small Business FS - Financial Strategist Has Gained the Expertise To Determine And Implement A Strategy To Help Clients Reach Their Financial Objectives MS - Marketing Specialist Contacts & Invites, Makes 1st Exposure Presentations; Main Objective Is To Guide People To Appointments COI - Center Of Influence Generally Works By Referring People To One Of Our Financial Strategists Or Marketing Specialists For Further Evaluation Client - Personal, Small Business Works With One Of Our Consultants To Design, Establish And Implement A Strategy For Reaching Financial Security… NO MATTER WHAT!

36 Training Sales are Split Sales
Production Criteria for Promotion Level Overhead* Income Time Frame 50 Training Sales are Split Sales 60 $15 $15,000 Rolling 3 months 65 $50 $50,000 Rolling 12 months 70 $75 $100,000 75 $150 $175,000 80 $500 $250,000 *Includes access to

37 Promotional Criteria Income is from combination of all Lion’s Share affiliate companies only. Representative entering above Level 50 must verify they met the above criteria above with previous company. Each Representative is responsible for tracking/presenting their income for promotion. No more than 40% of income can come from any one client or leg. Personal strategy income does not count …You don’t get paid on your own life insurance/mortgage but you can get paid on retirement/investment strategies. Promotion to Contract Level 60 is total team income. Promotion above 60 is individual income only. To earn promotion to Contract Level 60 you must have qualified for a permanent license and have E&O insurance. Overhead is via direct withdrawal and includes LSF web access. Overhead, except for LSF web access, is eliminated once you fully run an independent agency.

38 $100,000 Annuity/$10,000 Life Annual Premium/$100,000 Mortgage
Level Master Dex Immediate Annuity AIG Term Life Fund Mortgage Trainee $3,000 $750 $2,875 $2,500 $500 50 $6,000 $1,500 $5,750 $5,000 60 $7,000 $2,000 $6,900 65 $7,500 $2,250 $7,475 $6,500 70 $8,000 $8,050 75 $8,500 $2,750 $8,625 Top GA $9,000 $9,200

39 $100,000 Master Dex Override $100,000 $6,000 $2,000 $1,000

40 Split Sales Sales are signed by each fully licensed agent
Customary split is 50/50. Other arrangements can be worked out but should be agreed upon in advance. Commission is based on half of the sale to be paid at each respective agent’s contract level Both agents must have Errors and Omissions insurance to sign Did you ever wish you could be in two places at the same time???

41 $100,000 Master Dex Split Sale $50,000 $3,000 $3,000 $3,500 $3,500 $3,750 $3,750 $4,000 $4,000 $4,250 $4,250 $4,500 $4,500

42 $100,000 Master Dex Split Sale $50,000 50 $3,000 65 $3,750 80 $1,500
Overrides $50,000 $3,000 $3,750 $1,500 $750

43 Temporary Licensed Sales
Sales are signed by the fully licensed agent who is the trainer ALL sales while on temporary license are split sales Temporary licensed individual receives half of the level 50 commission – NOT half of the writing agent’s commission Trainer is responsible for paying the trainee Fully licensed agent will 1099 the temporary licensed agent Upon receiving a permanent license, the agents of record can be changed to include the agent who was temporary licensed.

44 $100,000 Master Dex Training Sale Trainee - $3,000
70* $8,000 - $3,000 = $5,000 $1,000 *Field Trainer

45 $100,000 Master Dex Split Sale Trainee - $3,000
Overrides Trainee - $3,000 65 $3,750 - $1,500 = $1,250 70 $4,000 - $1,500 = $2,500 $1,500 $750

46 $52,800 -- Year One Income Level 50 – All Personal Production
$100,000 Mortgage $50,000 Annuity $50/month Term Life Insurance $100/month Permanent Life Insurance $52, Year One Income

47 $101,760 -- Annual Income Level 65 with Team of Three
Personal Production Income $65,040 Team Production Override Income $36,720 Assumes One Unit Personal Production Monthly and Three Level 50’s Doing One Unit Personal Production per Month $101, Annual Income

48 $100,000 Master Dex Split Sale with Override $50,000 50 $3,000
$3,000 $1,500 $4,500 As your business grows, there will be sales you don’t want to do or don’t have time to do. Here is an example of what happens when you get one of your trainees to do the sale for you. You hand this client to one of your new apprentices who handles the sale with your supervision. The Apprentice is thrilled because he or she gets a client they would other wise not have. This referral pays you not only your half the sale because after all it was your client, but you also get paid the override as well. Agency Manager Receives $6,000 total Commission

49 Level 70 With Team and Personal Recruits
Personal Production Income $69,120 Team Production Override Income $48,960 New Apprentice Training Income $48,960 Referral Income $8,500 Assumes One Unit Sale Personal Production, Three Level 65’s doing one unit sale each with Three Level 50’s each doing one unit sale per month each, Three Direct Personal Apprentice’s doing one Unit Sale Each per month and One Split Referral Sale of $50,000 Master Dex per QUARTER $175, Annual Income

50 $251,320 -- Annual Income Level 75 Personal Production Income $73,200
Team Production Overrides $97,920 New Apprentice Overrides $61,200 Split Sale Referral Income $19,000 Assumes Two Split $50,000 Master Dex sales per Quarter $251, Annual Income

51 FIVE KEYS TO BUILDING A SUCCESSFUL CAREER Dare to dream again.
Increase your will to win. Take Control. Align yourself with our process. Become passionate about leading people to financial security no matter what!

52 You can learn and then go or learn (and EARN) as you go
The choice is up to you… You can learn and then go or learn (and EARN) as you go


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