1. For producer or registered representatives use only. Not for use with clients. funding life insurance with RMDs... really Frank Hennessey, ChFC, LUTCF Michael Polin, FSS Premier Planning Group LI 1869

2. For producer or registered representatives use only. Not for use with clients. disclosures There are charges for insurance coverage. Products and riders may not be available in all states. Optional provisions and riders may have limitations, restrictions and additional charges. Policy guarantees are based upon the claims-paying ability of the issuing company. Excel LifeValue Survivor UL (Form 3007) is issued by Ameritas Life Insurance Corp. in approved states. In New York, Excel LifeValue Survivor UL (Form 5007) is issued by Ameritas Life Insurance Corp. of New York. Product and riders may not be available in all states. The information presented here is not intended as tax or other legal advice. For application of this information to your client’s specific situation, consult an attorney or tax professional. Withdrawals from tax-deferred annuities are taxed as ordinary income. For individuals less than age 59½, IRS penalties may apply. IRAs or other qualified plans must meet minimum distribution requirements beginning at age 70½. For life insurance, withdrawals and loans will reduce available death benefit and policy value. Withdrawals beyond the investment in the contract may be taxable income. Excessive and unpaid loans will reduce death benefits and policy value and may cause the policy to lapse. If a policy lapses, unpaid loans are treated as distributions for tax purposes.

3. For producer or registered representatives use only. Not for use with clients. disclosures Premier Planning Group (PPG) is not affiliated with Ameritas. This information is provided by Ameritas®, which is a marketing name for subsidiaries of Ameritas Mutual Holding Company, including, but not limited to, Ameritas Life Insurance Corp., Ameritas Life Insurance Corp. of New York and Ameritas Investment Corp., member FINRA/SIPC. Ameritas Life Insurance Corp. is not licensed in New York. Each company is solely responsible for its own financial condition and contractual obligations. For more information about Ameritas®, visit ameritas.com. Ameritas® and the bison design are registered service marks of Ameritas Life Insurance Corp. Fulfilling life® is a registered service mark of affiliate Ameritas Holding Company. ©2014 Ameritas Mutual Holding Company

4. For producer or registered representatives use only. Not for use with clients. meet today’s presenters Frank Hennessey, ChFC, LUTCF Michael Polin, FFS

5. For producer or registered representatives use only. Not for use with clients. purpose process payoff Purpose To make you aware of a lucrative sales idea with large amounts of premium dollars available, and help you to make the sale. Process Overview of the sales concept Who are the prospects? Where do we find them? Sales process and illustrations Case study on an actual sale Payoff You’ll be inspired to seek out sales opportunities involving RMDs, and know how to get started.

6. For producer or registered representatives use only. Not for use with clients. overview of the sales concept what is the need? Provide for someone other than themselves Preserve, maximize and have more control over wealth Once they are confident about retirement income sources, wealth transfer

7. For producer or registered representatives use only. Not for use with clients. overview of the sales concept first, get the facts/feelings Countless possibilities, be open Know the client, facts, documents Find out about the emotional aspects and family dynamics Be seen as a trusted advisor Make sure they are confident about their retirement plan

8. For producer or registered representatives use only. Not for use with clients. Review current accounts for opportunities Huge IRA Annuity with large gains Intended use of each item overview of the sales concept first, get the facts/feelings

9. For producer or registered representatives use only. Not for use with clients. overview of the sales concept educate them Estate tax – to the extent applicable Income tax on IRAs What’s left? ?

10. For producer or registered representatives use only. Not for use with clients. overview of the sales concept educate them Income taxes on annuities Concern over family members Future ex-son in law, special needs concerns Underutilized assets (low interest) Unexpected healthcare costs Show them a better use for asset/interest/dividend

11. For producer or registered representatives use only. Not for use with clients. overview of the sales concept important factors Specificity of accumulation vs. income vs. wealth transfer Ownership considerations Ability to work with other professionals Identify significant players Protect your interests Get to know beneficiaries Get to know trustees & corporate trustees

12. For producer or registered representatives use only. Not for use with clients. Age 59 ½ to 85 Moderate affluent to affluent Concerned about family and preserving wealth Current clients (ask them again) Parents/children of existing clients Offer “Second Opinion” (retirement or wealth transfer) Centers of influence Client events finding the right prospects

13. For producer or registered representatives use only. Not for use with clients. Have a process and describe it to your prospects/advisors Ask great questions Present simply and have great backup support Collaborate with HO, advisors and family members what does the sales process look like?

14. For producer or registered representatives use only. Not for use with clients. Premier Planning process

15. For producer or registered representatives use only. Not for use with clients. Have a process and describe it to your prospects/advisors Ask great questions Present simply and have great backup support Collaborate with HO, advisors and family members what does the sales process look like?

16. For producer or registered representatives use only. Not for use with clients. client profile

17. For producer or registered representatives use only. Not for use with clients. Have a process and describe it to your prospects/advisors Ask great questions Present simply and have great backup support Collaborate with HO, advisors and family members what does the sales process look like?

18. For producer or registered representatives use only. Not for use with clients. cases analysis – Bob & Dot Bob (age 71) and Dot (age 71) Existing clients for 6 – 7 years Interested in converting from IRA to Roth NQ assets - $100,000 Bob - $605,000 in qualified assets Real Estate - $600,000 Pension and Social Security Income - $160,000 RMD - $25,000 next year Conservative growth portfolio Don’t like the thought of taking RMDs

19. For producer or registered representatives use only. Not for use with clients. illustration Male, 71, PNT and Female, 71, NT, $660,000 Death Benefit, Option C, Premium of $20,000

20. For producer or registered representatives use only. Not for use with clients. analysis

21. For producer or registered representatives use only. Not for use with clients. analysis

22. For producer or registered representatives use only. Not for use with clients. possible speed bumps Objections Interaction with other advisors Other family members

23. For producer or registered representatives use only. Not for use with clients. questions

24. For producer or registered representatives use only. Not for use with clients. what steps can you take? Collaborate with HO Advanced Sales Collaborate with other advisors (expert team) Get to know your clients’ beneficiaries Ask clients about their elderly parents Mine your existing clients Contact your centers of influence