For agent use only. Not for use with the general public. © 2011 AvivaUSA. Unauthorized reproduction strictly prohibited.# For Agents Use Only ~ Not for use with general public. © 2011 AvivaUSA. Unauthorized reproduction strictly prohibited Retirement Path Roadmap Overview Ron Norvell Director, Field Training

For agent use only. Not for use with the general public. © 2011 AvivaUSA. Unauthorized reproduction strictly prohibited.# Why this system? In 1977, financial services career begins with Connecticut General in Pittsburgh, PA Has served over 2000 individual and corporate clients nationwide over a 37 year career Has spoken over 200 times nationwide and overseas to industry & tax professional gatherings Developed the intellectual property known nationwide as the PRS Plan™ and the Retirement Path Roadmap™ Created the Solomon Schools™ for financial services professionals –Has trained over 2500 financial advisors and insurance professionals over the last 7 years Joel H. Solomon CLU, ChFC PRS’ – Professionals Retirement Strategy

For agent use only. Not for use with the general public. © 2011 AvivaUSA. Unauthorized reproduction strictly prohibited.# Joel Solomon Joel has personally sold more than 3,000 life insurance policies The Retirement Path Roadmap has accounted for between 3,000 to 4,000 life insurance policies sold Joel has consistently produced over $1 Million of target premium on an annual basis Joel has been a Top of the Table MDRT member and has been featured as a Main Platform speaker at MDRT’s Top of the Table Meeting Joel has trained over 2,500 agents nationally on the Retirement Path Roadmap

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. Why Use A Selling System? For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited.

For agent use only. Not for use with the general public. © 2011 AvivaUSA. Unauthorized reproduction strictly prohibited.# Why a Selling System Aviva looks to assist producers in simplifying the Cash Accumulation discussion for both the client and the producer Must be simple to use and explain

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. Minimize Risk The risks people face today are: –the risk to principal –the risk to purchasing power –the longevity risk –And the risks associated by which asset to utilize when for retirement income

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. Client Objectives The client has a need for life insurance Capture a portion of the upside of the equity markets Protect principal and any gains from down equity markets Minimize taxes over one’s lifetime –Tax on the “seed” is nothing compared to the tax on the “harvest”

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. Client Objectives Obtain higher expected returns from the S&P 500 ® than investment grade bonds & Certificates of Deposits (CDs) Maintain funding flexibility Focus on the long-term to maximize the value of compound interest

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. Many people greatly underestimate the time they will spend in retirement Longevity Risk At least one person has a chance of living beyond: Male Female Couple 50% chance of living beyond 25% chance of living beyond Popular retirement age Source: U.S Actuarial Male and Female Tables

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. 10 The Markets… Which direction are we heading?

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. 11 Let’s look at it over time What % of the years in any of the decades since the Great Depression has the S&P increased in value? –There were 8 decades since the Great Depression 1930s: 40% of the years (Great Depression Decade) 1940s: 70% of the years (World War 2 Decade) 1950s: 80% of the years 1960s: 70% of the years 1970s: 70% of the years (High inflation/interest rates) 1980s: 90% of the years 1990s: 90% of the years 2000s: 60% of the years (Dot Com, 9/11 and the Great Recession)

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. 12 Riding the Market versus an Indexed Strategy with a: growth floor of 0% and a growth ceiling of 12%

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. The Great Depression Decade An Indexed Strategy vs Riding the Market $ 1,000,000 beginning balance

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. The Last 10 Years…January 1, 2001 thru December 31, 2011 Marketing Risk Protection and Effective Yield Past performance is no guarantee of future performance and should not be relied upon as such; Investment expenses and taxes were not considered

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. The Power of Slow & Steady Avoid downside market risk Be VERY OK with up to 10/12% per year! Lock in the gains Let it grow tax deferred And take it out on a tax favored basis How? –Use an insurance product wrapper 15

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. IUL Sales Opportunities Retirement Path Roadmap/Retirement income As an Additional Asset Class –Tax Diversification To Pay Tax on Qualified Plan Distributions College funding ½ of what you waste 16

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. Retirement income –Minimize/eliminate volatility –Create: consistency reliability 17

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. The key question being asked: Am I on track to living the way I want to live for the rest of my life? 18

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. If not: What must I do to fund the projected retirement capital deficiency? Show me how I can capture a portion of the upside of the market’s potential while protecting my principal from market volatility Show me how I can plan the deployment sequencing of those retirement assets And how can I “more assure” the income I need? 19

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. If yes: How can I use my “excess capital” to do more for those people and things I care about? 20

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. Sample Client #1 $75, $250,000 $15, $50,000 $10, /15/1968x

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. Simple Inputs

For agent use only. Not for use with the general public. © 2012 AvivaUSA. Unauthorized reproduction strictly prohibited. Client Objectives Tax minimization over your lifetime Liquidity for emergencies Believe that the S&P 500 ® returns will outpace investment grade bonds and Certificates of Deposits (CDs) Maintain funding flexibility Long-term focus to maximize the value of compound interest 23