LNL2436

Where Are We? +7.2% 1st Qtr. – ,276 1st Qtr. – ,375 YTD – ,397 +9%

Where Are We? -2.2% 1st Qtr. – st Qtr. – YTD – %

Where Are We? -7.3% 1st Qtr. – 2012 $10,002,955 1st Qtr. – 2013 $9,267,798

Where Are We? YTD $13,907,239 YTD – 2013 $13,266,757 -5%

WOOD – OLD SPACE

WOOD – NEW SPACE

HANSON – OLD SPACE

HANSON – NEW SPACE

JACKSON – OLD SPACE

JACKSON – NEW SPACE

BLANCO – OLD SPACE

BLANCO – NEW SPACE

LNL2436

Individual Growth Laptop Implementation$198,856 Individual Net Submit$93,970 Individual Net Submit Same Time Last Year Growth 112% Tim Aderholt

Worksite Growth Worksite Advantage Implementation$611,940 Worksite Net Submit$223,038 Same Time Last Year Growth 174% Tim Nuckolls

Can your training system be duplicated? Tim Nuckolls

Issue: Creating a system that can be easily duplicated  Top Agents are not always the best field trainers  Top Agents usually use sales skills that are difficult to duplicate Tim Nuckolls

Flip Book Presentation? Why use the Flip Book Presentation? Tim Nuckolls

It Can Be Duplicated! Using it allows all agents to be trained the same way It gives new agents the confidence they need to prospect First year agents have closed 63 cases so far this year using it! Tim Nuckolls

Three Key Points to Train: 1.Introduction 2.The Four Common Responses  All agents are required to memorize these verbatim before going in the field  Being prepared gives agents the confidence they need to be successful  The Flip Book is available as a visual aid for the agent. This helps to walk them through the presentation and keep them on task. Tim Nuckolls

Three Key Points to Train: 3.Activity and Verification  Train your Agents to use the 55/10/1 model  Have your Agents keep track of their numbers Tim Nuckolls

Organizational Skills: 55/10/1 is designed to close 10% of the appointments that agents run What are your agents doing with the other 90%?!?  Have each agent create a Prospect Book to help them stay organized throughout the week, month and year  Have Prospecting Surveys for agents to write notes on upon leaving a business Tim Nuckolls

Closer to the Heart

How do I donate? Check Make the check payable to FIDELCO Give the check to Sally East Check Make the check payable to FIDELCO Give the check to Sally East 1 1 Online Go to Click ‘How to Help’ and ‘Make a Donation’ Forward a copy of your confirmation to Online Go to Click ‘How to Help’ and ‘Make a Donation’ Forward a copy of your confirmation to 2 2 Our donations will be earmarked to help provide a service dog to a blinded veteran

COUNCIL OF CHAMPIONS

Tim Aderholt Gainesville 13 Time Qualifier Council Of Champions

Brian Cannington Waycross 11 Time Qualifier Council Of Champions

Owen Wilson Orlando 9 Time Qualifier Council Of Champions

John Hadder Birmingham 7 Time Qualifier Council Of Champions

Jeff Miller Springfield 4 Time Qualifier Council Of Champions

Mark Woodruff Montgomery 3 Time Qualifier Council Of Champions

Clint McLain Jasper 2 Time Qualifier Council Of Champions

NEW COUNCIL MEMBERS Council Of Champions

Kathy Blanco Tampa Bay Council Of Champions

Cedric Higgins Columbus Council Of Champions

Vickie Ketron Knoxville Council Of Champions

COUNCIL NOTES

SUBMITTED POLICIES From: Sent: Monday, April 08, :10 AM To: Subject: SubmittedEapps PRIMARY AGENT: BRANCH: 111/77 RAHL,JEN (12345) 555 MAIN STREET, CORINTH MS Phone: (555) Cell: (___)___-____ Agent Requested Text Message: N ---- SUBMITTED POLICIES ---- APP KEY: LN Rahl Jen APP TYPE: FF CLIENT: Rahl Jen E COMMISSIONED AGENT: MODE: BB PREM AMT FOR APP: $24.00 TOTAL ANNUAL PREMIUM FOR APP: $ NOTIFICATION SENT TO:

SUBMITTED POLICIES From: Sent: Monday, April 08, :10 AM To: Subject: SubmittedEapps PRIMARY AGENT: BRANCH: 111/77 RAHL,JEN (12345) 555 MAIN STREET, CORINTH MS Phone: (555) Cell: (___)___-____ Agent Requested Text Message: N ---- SUBMITTED POLICIES ---- APP KEY: LN Rahl Jen APP TYPE: FF CLIENT: Rahl Jen E COMMISSIONED AGENT: MODE: BB PREM AMT FOR APP: $24.00 TOTAL ANNUAL PREMIUM FOR APP: $ NOTIFICATION SENT TO:

Cut-off Impact 4 weeks prior 167,350 4 Weeks after 338,303 Difference 170, %

Branch Agent Name Agent Status Level Projected PVFC Prior Month PVFC 2 Mo. Prior PVFC Independent Contract Date 1 BM 1 ABM274,173194,552 12/31/ BM 2 ABM198,574172,666 7/23/ BM 3 ABM170,996130,729 12/31/ BM 4 ABM407,128361,240 7/19/2012 PVFC Liberty National Life Insurance Company Analysis of Agent PVFC as of April 2013 month-end using 5% Int. and 2012 Assumptions Projected PVFC consists of both unearned FY commission and projected RY commission. Unearned FY commission includes Advances already paid to the Agent or into the Commission Account. Projected PVFC assumes 100% vesting of RY commission for active Agents. Lapse and mortality assumptions to project PVFC are: - Aggregated for Life and Health. - Distinct for Individual and Worksite.

** $12,500 FOR EVERY $500,000 OVER 2 YEARS BM Promotion Bonus

Breakout Sessions

MARCH MADNESS

Bracket - Aderholt

Bracket - Everett

Bracket - Final

Brackets – Aderholt WEEK 1 WEEK 2 WEEK 3 WEEK 4 WEEK 5 WEEK 6 ADERHOLT BYE PLYLER WOOD HARRIS PERRY BROWN MILLER TOLLIVER BROOKS SMITH MILNER NEAL ISOM OPEN CARTER MIMS BEARD JONES JACKSON WILMETH KNOWLES CONARD WOODRUFF JEWETT HANSON ODELL TADLE ELFERSY MITCHELL BYE CANNINGTON MIMS JACKSON WILMETH CONARD JEWETT ODELL ELFERSY CANNINGTON ADERHOLT PLYLER HARRIS MILLER BROOKS SMITH NEAL CARTER JACKSON WILMETH ODELL CANNINGTON ADERHOLT MILLER SMITH CARTER WILMETH CANNINGTON ADERHOLT CARTER WILMETH ADERHOLT

Brackets – Everett WEEK 1 WEEK 2 WEEK 3 WEEK 4 WEEK 5 WEEK 6 NUCKOLLS BYE PEEVY LAMBETH DEW HIGGINS SCHREIBER YOUNG SNIDER HADDER KEMP MCLAIN GILES BLANCO ROBINSON EVERETT HARGIS WILSON BOND REEVES HUBLEY SPAFFORD OPEN KETRON HARTMAN SELLORS STONE PHELPS SMEDLEY SLAGLE BYE RALSTON WILSON REEVES SPAFFORD KETRON HARTMAN STONE SMEDLEY RALSTON NUCKOLLS LAMBETH HIGGINS YOUNG SNIDER MCLAIN GILES EVERETT WILSON SPAFFORD STONE SMEDLEY LAMBETH HIGGINS SNIDER EVERETT SPAFFORD SMEDLEY HIGGINS EVERETT SMEDLEY EVERETT

Bracket - Final 44,683 – 19,500 = 25,183 ADERHOLT 37,216 – 12,300 = 24,916 EVERETT NCAA WINNERS BRACKET 62,147 – 19,500 = 42,647 ADERHOLT 62,282 – 12,300 = 49,982 EVERETT Round 1 39,865 – 19,500 = 20,365 ADERHOLT 62,203 – 12,300 = 49,903 EVERETT Round 2 WinnerEVERETT Runner UpADERHOLT

Tim Aderholt Runner Up

Jason Everett Winner

Agency Hierarchy Agent

Agency Hierarchy Agent AUM Supervising Agent

Agency Hierarchy Agent AUM Supervising Agent UM Agency Director

Agency Hierarchy Agent AUM Supervising Agent UM Agency Director Regional Agency Director FUTURE!

Agency Hierarchy Agent AUM Supervising Agent UM Agency Director Branch Manager Agency Owner Regional Agency Director FUTURE!

WAR Report – Individual Market

Call Night Tracker– Individual Market

Field Training Report – Individual Market

WAR Report – Worksite Market

Field Training Report – Worksite Market

Closer to the Heart

BRANCH GROWTH

Stephanie Jackson

BRANCH GROWTH

Tony Carter

BRANCH GROWTH

Cedric Higgins

COUNCIL NOTES

Career Track – AUM

Career Track – BM

CANCER RIDER VIDEO

Breakout Sessions

MENTORSHIP