For Advisor Use Only — Not For Distribution LWI Financial Inc. ("Loring Ward") is considered to be an investment manager under Section 3(38) of the Employee Retirement Income Security Act of 1974 (ERISA) only for those portfolios and funds approved and administered by Loring Ward. Plan advisors and trustees may have other fiduciary obligations independent of those which are assumed by an ERISA Sec. 3(38) investment manager. This presentation is intended as a general discussion on the subject matter and is not intended to be a complete discussion of ERISA or fiduciary duties under ERISA. Do not rely on this section for legal advice. Each ERISA fiduciary issue has its own unique set of facts and circumstances demanding specific attention. Seek the advice of competent ERISA legal counsel on any questions concerning ERISA duties. LWI Financial Inc. (“Loring Ward”) is an investment adviser registered with the Securities and Exchange Commission. Securities transactions are offered through its affiliate, Loring Ward Securities Inc., member FINRA/SIPC. R (Exp. 9/15)

For Advisor Use Only — Not For Distribution2 Agenda 1. The Retirement Marketplace -An overview -Why offer these services? -Perception -What Employers Want 2. What are Successful Advisors Doing? -Discovery -Tailoring -Process 3. Staying Value Evident 4. Summary

For Advisor Use Only — Not For Distribution3 Marketplace Overview — What We’ve Found Most Advisors either have a few retirement plans or they are asked by their clients for this service. Confidence in and preparation for retirement is dipping. 1 20% increase in employers relying on advisors for help with their plan. 1 Many employers do not understand their fiduciary role or that the liability extends to their personal assets. Folding it into your practice as a complementary service is ideal. How you work with your clients is changing and higher expectations are likely part of that equation. 1 March 2013 EBRI Retirement Confidence Survey

For Advisor Use Only — Not For Distribution4 What You Already Know About Offering Plan Services A competitive edge. Access to high net worth individuals. Regular contributions help grow plan assets. and Your clients need your help. That said…

For Advisor Use Only — Not For Distribution5 Perception

For Advisor Use Only — Not For Distribution6 An Advisor’s View

For Advisor Use Only — Not For Distribution7 An Employer’s Perspective

For Advisor Use Only — Not For Distribution8 Most Employees…

For Advisor Use Only — Not For Distribution9 How do we start to change that…

For Advisor Use Only — Not For Distribution10 Steps Commit to offering the service. …Establish yourself and follow a process …Be value evident Understand your audience. …What they need …Why they change

For Advisor Use Only — Not For Distribution11 What We Know and What They Want For Advisor Use Only — Not For Distribution11 What they want… Process focused support with great service Ease of administration, risk mitigation, reasonable fees and participant success. Employers are busy The plan isn’t always a high priority Converting a plan is considered cumbersome There are multiple decision makers

For Advisor Use Only — Not For Distribution12 Top 3 Reasons Plan Sponsors Seek a Change* *Briskin Study of Small Retirement Plan Sponsors 2010 Poor service Substandard participant education and support Poor fiduciary/regulatory guidance

For Advisor Use Only — Not For Distribution13 What are successful Advisors doing?

For Advisor Use Only — Not For Distribution14 Pre-Sale & Post *Briskin Study of Small Retirement Plan Sponsors 2010 True discovery. Tailored solutions. Executing against an agreed upon schedule.

For Advisor Use Only — Not For Distribution15 Discovery

For Advisor Use Only — Not For Distribution16 Discovery To listen, connect and establish credibility. To assess the opportunity/needs; provide insights and educate on industry benchmarks. To help the employer see an unrecognized problem.

For Advisor Use Only — Not For Distribution17 Discovery Pre-meeting ‑ Understand their company. ‑ Research their plan. ‑ Look for a business fit. Meeting ‑ Set expectations upfront. ‑ Articulate why you service this business. ‑ Problem, Cause, Solution, Benefit. ‑ Keep it simple. ‑ Educate gently. ‑ Know your audience. ‑ Set a timeline for decisions.

For Advisor Use Only — Not For Distribution18 Tailoring the conversation

For Advisor Use Only — Not For Distribution19 The CEO (The Holistic View) Is it the best plan for company and employees? Are we protected? How easy is it for my staff to manage and operate?

For Advisor Use Only — Not For Distribution20 The CFO (The Numbers) Fees and expenses Investments Fiduciary responsibility

For Advisor Use Only — Not For Distribution21 HR (The People) Ease of implementation Participation/savings rates Service provider relationships Plan features Day-to-day maintenance

For Advisor Use Only — Not For Distribution22 Process

For Advisor Use Only — Not For Distribution23 Tell them what you’ll be doing. Do it. Then tell them what you’ve done.

For Advisor Use Only — Not For Distribution24 Staying Value Evident Call & Communicate Monitor & Advise Educate & Inform

For Advisor Use Only — Not For Distribution25 How?

For Advisor Use Only — Not For Distribution26 Leverage Your Partners Contact Loring Ward for: Comprehensive discovery process 3(38) Services Proposals Marketing materials Fund/plan analysis Growing your practice

For Advisor Use Only — Not For Distribution27 Summary

For Advisor Use Only — Not For Distribution28 In Closing Exceeding your clients’ expectations doesn’t have to be complicated. And neither does 401(k)

For Advisor Use Only — Not For Distribution29 Upcoming Retirement Plan Month Webinars 8 Retirement Plan Marketing Essentials Wednesday, September 18 at 11 am PT / 2 pm ET Closing Plans and the Loring Ward 401(k) Experience Tuesday, September 24 at 11 am PT / 2 pm ET Communicating & Differentiating Your Value as a Retirement Plan Advisor Monday, September 30 at 11 am PT / 2 pm ET

For Advisor Use Only — Not For Distribution30 Questions? For Advisor Use Only – not for distribution | , Option 6

For Advisor Use Only — Not For Distribution31