1. Annuities Notice: This training material, including all handouts, video, written documentation and verbally--provided training, are considered confidential proprietary and trade secret information. No reproduction, video, audio or other recordings or disclosure of this information may occur without the express written consent of the home office of Bankers Life and Casualty Company, Bankers Conseco Life Insurance Company and Colonial Penn Life Insurance Company.

2. Annuities Objectives At the end of this session, you will be able to:  Effectively complete a role play using the Bankers Annuity flipchart  Transition to a product specific solution and utilize a closing technique  Explain how to tie information obtained during Fact Finding to the product presentation

3. Annuity Presentation Assume the following was uncovered during Fact Finding:  John—age 74, retired  Monthly Income—$1,200 from Social Security  Monthly Expenses—$800  Currently has the following assets  Checking—$700, Earning 0%, Transactions  Savings—$28,000 Earning.25%, Safety  Healthy and expects to live another 10 years  Stated:  “They don’t pay me anything on my savings at the bank. Since I don’t plan to use the money, I would be interested in investing all but $5,000 if you could get me a better return.”

4. Role Play Setup 1. Break up into groups of 2. 2. Among your groupings, decide who will play the agent in scenario #1 and who will play the agent in scenario #2. 1) Scenario #1: Kipp and Jennifer Cafferty  Descriptions—page 5 in Participant Guide 2) Scenario #2: Joe and Shantel Wheaton  Descriptions—page 6 in Participant Guide 3. Take 1 minute to read the prospect profile for scenario #1. 4. You will have 15 minutes to conduct the first role play and 2 minutes to debrief after. 5. Read scenario #2 and conduct role play with the same timeframes.