1. HighCap Financial “How Do You Wake Up Every January 1st Knowing You have $1 Million PCs Coming? HighCap – That’s How!”
J. Craig Collins, Head of HighCap Financial
Mike Pariano, Managing Principal
Ed Domanico, Vice President

2. HighCap Production Last 5 Years

3. Why . . . Lack of focus No corporate leadership
50% of VPs with HCB less than 3 years
Decline?

4. HighCap Production Last 6 Years
+30%

5. HCF Membership Nearly 2.5x more than the next highest year! Year
Annual New Members
Total Membership
2017 71
195
2016 23
232
2015 14
209
2014 29
2013 25
166
2012 15
141
2011 30
126
2010 22 96
2009 7 74
2008 67

6. Why . . . Started Talking About HCF Again Lower Qualifications
Broader Definition
Growth?

7. HighCap Financial Qualifications
Capable AND willing to produce $100k in first 18 months
$100k goal annually

8. HighCap Financial Producer Profile
Life Insurance Advisor, Financial Advisor (IBD, RIA) and Risk Managers (P&C, Benefits Firms) who:
Utilize life insurance to provide solutions for client’s financial needs
Want to drive more revenue from life insurance
Work with affluent clients
Desire connection/camaraderie
Belong to something bigger than themselves
Value partnership

9. Why HighCap? 2017 Results: 3½ x More Business Annually from HCF
Average HCF producer = 11.5 apps per year
Average Institutional & Independent = 3.2 apps per year
Average Margin (NHOR)
All Producers = 30%
HCF = 26%
Average Case Size = 22% larger ($10,500 vs $8,600)
STICKINESS!

10. Who Owns the Responsibility to Help Producers GROW Their Business?
Fundamental Question
Who Owns the Responsibility to Help Producers GROW Their Business?

11. HighCap Financial
HighCap ≠ High Comp

12. Quantifying the Value of HighCap
What’s more important . . .
commission percentage or revenue?

13. Quantifying the Value of HighCap
$300,000 producer - 100% comp vs. HCF at 85%
1 case manager - $60,000 income
1 case designer - $60,000 income
$120,000 = 40% of revenue going to staff
Net $180,000 revenue (effective 60% contract)
HighCap Financial – We do it all!
Net $255,000 revenue (gross = net)
Don’t think of it as 15% LESS commission
Do think of it as 40% MORE Revenue!

14. What Does HCF Mean To You?
Average Independent and Institutional Producer
$8,600 x 30% = $2,580 per case
$2,580 x 3.2 cases = $8,256 annually
Average HighCap Financial Producer
$10,500 x 26% = $2,730 per case
$2,730 x 11.5 = $31,395 annually
HCF Producers
Equals 380% more
NHOR!!!!

15. Mike Pariano & Ed Domanico

16. Q&A

17. Thank You!