1. For producer information only. Not for use in sales situations. The Principal Financial Group ® Property and Casualty Initiative

2. For producer information only. Not for use in sales situations. Presented by: Date: Property and Casualty Initiative

3. For producer information only. Not for use in sales situations. Understanding the opportunity –Why would you be interested? –Why life insurance? –Why The Principal ® ? Two turn-key property and casualty websites –www.principal.com/propertycasualtywww.principal.com/propertycasualty –www.principal.com/propertyandcasualtywww.principal.com/propertyandcasualty Approaching P&C agencies Revenue calculator Execution and closing business Objective Today… Property and Casualty Initiative

4. For producer information only. Not for use in sales situations. Why would you be interested? Reduced clients sales Product commissions continue to decline Health care legislation Commoditization Life insurance–-a proven method Property and Casualty Initiative

5. For producer information only. Not for use in sales situations. Why Life Insurance? Economic factors Protecting business owners and key employees Fewer life agents Sales connection Property and Casualty Initiative

6. For producer information only. Not for use in sales situations. BGA to P&C Agency Site www.principal.com/propertycasualty We help you identify and capitalize on the P&C opportunity to add value to customer relationships, sales teams and their bottom line. –Protect the client’s needs –Strengthen agency/client relationships –Enhance agency revenue –Educate agents on the benefits of adding life insurance to their current business Property and Casualty Initiative

7. For producer information only. Not for use in sales situations. BGA to P&C Agency Site www.principal.com/propertycasualty Property and Casualty 101 –Approach P&C agencies –Debunk common myths –Revenue opportunity calculator –P&C marketing tools Why The Principal? Property and Casualty Initiative

8. For producer information only. Not for use in sales situations. 3-Step P&C Agency Approach Step 1: Pre-approach –Leading questions to prepare for your first approach discussion with a P&C Agency –Phone scripts, emails, letters and fact finders Step 2: At the Meeting –Sample revenue calculator input and output, plus supplemental information –Life insurance sales opportunities brochure –Success stories Step 3: Closing the Deal –Holistic risk management Property and Casualty Initiative

9. For producer information only. Not for use in sales situations. Revenue Opportunity Calculator Property and Casualty Initiative

10. For producer information only. Not for use in sales situations. P&C Agent to Client www.principal.com/propertyandcasualty www.principal.com/propertyandcasualty Integrated program to help build revenue and loyalty Targeted marketing –Commercial lines Marketing during a mid-year review Off-review marketing –Personal lines Property and Casualty Initiative

11. For producer information only. Not for use in sales situations. Commercial Lines Mid-year review and off-review step-by-step marketing strategy – create awareness of risk –Two weeks prior to the meeting Sample Approach Letter and Fact Finder –At the meeting Discuss completed Fact Finder with client Targeted questions to prompt key responses Discuss importance of an Informal Business Valuation and Buy-Sell Review Collect three full years of most recent financials –After meeting and follow up –Presentation to the client Property and Casualty Initiative

12. For producer information only. Not for use in sales situations. Personal Lines From Here to Security SM –The approach Approach letter, email, needs reply card and checklists –The meeting Life insurance calculator –The follow up Follow-up letter Property and Casualty Initiative

13. For producer information only. Not for use in sales situations. Our Commitment Build and capitalize relationships through the sale of life insurance Offer a complete package of materials to approach, educate and help guide activities Provide tools to find solutions for financial needs Property and Casualty Initiative FRONT ENDPRODUCT UNDERWRITING ADMINISTRATIVE SERVICES

14. For producer information only. Not for use in sales situations. What do we offer? Property and Casualty Initiative ULSG = Universal Life Secondary Guarantee VUL = Variable Universal Life EVUL = Executive Variable Universal Life (COLI) BVUL Benefit Variable Universal Life (COLI) ULCA = Universal Life Current Assumption SUL = Survivorship Universal Life Secondary Guarantee ILIT = Irrevocable Life Insurance Trust

15. For producer information only. Not for use in sales situations. We appreciate the opportunity The Principal Financial Group ® is a relationship-focused institution committed to earning meaningful market share with a select group of independent Brokerage General Agency customers by delivering innovative and profit-enhancing business and individual life insurance solutions. Property and Casualty Initiative WE’LL GIVE YOU AN EDGE ®

16. For producer information only. Not for use in sales situations. While this communication may be used to promote or market a transaction or an idea that is discussed in the publication, it is intended to provide general information about the subject matter covered and is provided with the understanding that none of the member companies of The Principal are rendering legal, accounting, or tax advice. It is not a marketed opinion and may not be used to avoid penalties under the Internal Revenue Code. You should consult with appropriate counsel or other advisors on all matters pertaining to legal, tax, or accounting obligations and requirements. Insurance products from the Principal Financial Group ® (The Principal ® ) are issued by Principal National Life Insurance Company (except in New York) and Principal Life Insurance Company, Des Moines, IA 50392. Securities offered through Princor Financial Services Corporation, 800-247-1737, member SIPC and/or independent broker/dealers. Securities sold by a Princor Registered Representative are offered through Princor. Principal National, Principal Life and Princor ® are members of the Principal Financial Group ®, Des Moines, IA 50392. No part of this presentation may be reproduced or used in any form or by any means, electronic or mechanical, including photocopying or recording, or by any information storage and retrieval system, without prior written permission from the Principal Financial Group ®. For producer information only. Not for use in sales situations. Copyright ©2012 Principal Financial Services, Inc. BB10632 | 01/2012 | t12011301dp