is “YOUR ADVANTAGE”!!!!!!

LIBERTY NATIONALWORKSITE ADVANTAGE

RON AGYPT

30% OF U.S. EMPLOYERS WITH 10 OR MORE EMPLOYEES SAID THEY ARE CONSIDERING ADDING A NEW VOLUNTARY OPTION WITHIN THE NEXT 2 YEARS.

CURRENTLY 57% OF U.S. EMPLOYERS OFFER VOLUNTARY BENEFITS AND THIS RATE RISES AS EMPLOYER SIZE INCREASES.

Source: LIMRA

THE WORKSITE MARKET

WORKPLACE 51%

AT HOME 23%

NO PREFERENCE

23%

OTHER 3%Source: LIMRA International

WHERE DO EMPLOYEES PREFER TO OBTAIN INSURANCE

Section 125 Plans Are Worth The Effort

60% - 70% PARTICIPATION

IRS REQUIRES AGENTS SEE 100% OF EMPLOYEES

PARTICIPATION INCREASES WHEN

EMPLOYER SUPPORTS IDEA

Source: LIMRA International

The Market Place

$0

$1,000

$2,000

$3,000

$4,000

$5,000

$6,000

$2,000 $2,200

$2,600 $3,100

$3,500 $4,027

$4,100 $4,223

$4,366 $4,715

$5,038 $5,225

$5,397

$5,243

NEW BUSINESS PREMIUM(in millions)

162% INCREASE

FLORIDA

TOTALBUSINESSES

# OF LIBERTY NATIONAL

FRANCHISES

4-99: 123,339 1,241

100-499: 16,772 82

ALABAMA

BUSINESSES# OF LIBERTY

NATIONAL FRANCHISES

4-99: 33,910 2,251

100-499: 5,409 274

SOUTH CAROLINA

BUSINESSES# OF LIBERTY NATIONAL

FRANCHISES

4-99: 32,961 297

100-499: 5,181 8

GEORGIA

BUSINESSES# OF LIBERTY

NATIONAL FRANCHISES

4-99: 64,087 1,615

100-499: 9,906 116

MISSOURI

BUSINESSES# OF LIBERTY

NATIONAL FRANCHISES

4-99: 11,193 744

100-499: 1,431 25

TEXAS

BUSINESSES# OF LIBERTY

NATIONAL FRANCHISES

4-99: 162,273 566

100-499: 25,245 30

UT

AL

AR

DC

FL

GA

PAIN

MS

MO

MT

NC

SC

TX

VAWV

WY

U.S. TOTAL LIBERTY NATIONAL U.S. TOTAL

4-99: 2,334,076 10,731

100-499: 353,510 887

AZ

LA

TN

MD

KY

OH

JASON EVERETT JANUARY THROUGH JULY AVERAGED 15 APPROVED FRANCHISES

AUGUST, SEPTEMBER AND OCTOBER AVERAGED 22.3 PER MONTH APPROVED FRANCHISES, UP 7.3 PER MONTH FOR A 48% INCREASE

Worksite Advantage Highlights

JASON EVERETT cont’d

NEW AGENT PRODUCTIVITY LESS THAN 90 DAYS, FROM AN AVERAGE OF 13% TO 23%

AVERAGE PRODUCTION FROM $23,126 PER MONTH FOR NEW AGENTS TO $45,047 PER MONTH, A 94.7% INCREASE ON INITIAL ENROLLMENTS

Worksite Advantage Highlights

TIM NUCKOLLS

JANUARY THROUGH JULY AVERAGED 3 APPROVED FRANCHISES

AUGUST, SEPTEMBER AND OCTOBER AVERAGED 17.3 PER MONTH APPROVED FRANCHISES

INITIAL ENROLLMENT ONLY, HAS GONE FROM $6,152 JANUARY THROUGH JULY, TO $39,771 PER MONTH FOR AUGUST, SEPTEMBER AND OCTOBER

Worksite Advantage Highlights

SKIP BOND

A NEW BRANCH HAS ENROLLED 8 FRANCHISES SINCE START OF TEST FOR AN AVERAGE OF $4,967 PER FRANCHISE

Worksite Advantage Highlights

IN THE MONTH OF OCTOBER ALL BRANCHES WERE OVER 60%

ENROLLMENT RATE OF SEEN EMPLOYEES ALL FOUR WEEKS, WITH THE HIGHEST

WEEK BEING 71% ENROLLED.

Worksite Advantage Highlights

BRANCH MANAGERGROWTH

OPPORTUNITY# NEW FRANCHISES PER WEEK 2

AVG AP PER NEW FRANCHISE $10,000

WEEKS PER YEAR  52

AP PER YEAR $520,000

ADDITIONAL BM COMM (21.9% EST.)

$113,880

LET’S LOOK AT YOUR BRANCH

WINNINGIS A DUAL DISTRIBUTION MODEL

Evolution Not Revolution

Worksite + Personal

=$UCCE$$

ACHIEVE $100 MILLION OR MORE IN 5 YEARS

TAP INTO THE OPPORTUNITY BUILD BRANCHES TO BE • BIGGER (SIZE)• BETTER (PRODUCTIVITY)• STRONGER (LEADERSHIP

DEVELOPMENT) INCREASE INCOME AT ALL LEVELS• ADVANCES, BONUSES AND

RENEWALS BUILD CONFIDENCE

Why Change?

ACTIVITY MODEL, NOT A PROSPECTING MODEL

SIMPLIFY AND SYSTEMIZE A WORKSITE APPROACH

NEW AGENTS THROUGH THE LEARNING CURVE QUICKER (THEY MUST SURVIVE FIRST TO THRIVE)

DOWN TO 3+ LIVES ENROLLED QUALITY…WITH THE INTENT TO

LOWER DCN RATES

Why Change?

1. D.N.= D.D.= 1+2. GATEKEEPER3. 6 MINUTES4. SOCRATES5. A-B-C6. 90/60 WITH SINGLE

DIGIT DCN

Worksite Keys To Success

55 OR MORE WALK-INS =10 OR MORE PRESENTATIONS TO

DECISION MAKERS 1 OR MORE FRANCHISES…

HIRE…HIRE…HIRETRAIN…TRAIN…TRAIN

GOOGLE MAPS (WEEKLY ASSIGNMENT)REFERRAL FILE

D.N.= D.D.= 1+

LIBERTY NATIONAL 5 STEP FOUNDATION OF SUCCESS

STEP 1: Present to Business Owner/Decision Maker

STEP 2: Conduct an Enrollment Strategy Meeting

STEP 3: Conduct a Key Person Meeting

STEP 4: Conduct a Quality Enrollment

STEP 5: Conduct a Post-Enrollment Meeting

ROLE PLAY

GATEKEEPER: IS THE DOOR

OPENER

PRESENTATION: (GIVE ME 6

MINUTES)

SOCRATES AND ME

CHOICE CLOSE IS AS EASY AS A-B-

C

Let’s Play TheWorksite Advantage Game

Socrates And MeTHE SOCRATIC METHOD

ASK A QUESTION OR SERIES OF QUESTIONS WHICH THE PROSPECT WILL READILY AGREE.

DRAW A CONCLUSION BASED ON THOSE AGREEMENTS.

THIS WILL CREATE THE DESIRED RESPONSE WHICH WOULD BE YES.

CHOICE

CLOSE IS AS EASY AS

A-B-C

90/60 Single Digit

D.C.N.

Liberty NationalWorksite Advantage Goal

OUR GOAL AS A TEAM IS TO ACHIEVE 90% OR GREATERSEEN OF ALL ELIGIBLE EMPLOYEES ON EACH CASE

THE KEYS ARE THE FOLLOWING

1. WRITE BUSINESS THAT FITS QUALITY STANDARDS

2. VALUE ADDED PROCESS

3. SECTION 125 RULES

4. EMPLOYEES EDUCATION AND CHOICE

5. PROPER CASE SET UP

90% or Greater Seen

GUIDELINES FOR QUALITY OF BUSINESS

1.THREE OR MORE EMPLOYEES ON PAYROLL

2. A FRANCHISE NUMBER ISSUED BEFORE BUSINESS CAN BE WRITTEN

3. ENROLLMENT SHOULD BE SCHEDULED SO ALL APPS CAN BE TAKEN AND SUBMITTED THE SAME WEEK

4. IF AN AGENT DOES NOT MEET THE MINIMUM APP REQUIREMENT, THE BUSINESS CANNOT BE SUBMITTED ON PD MODE

5. CURRENT GUIDELINES REGARDING INELIGIBLE INDUSTRIES AND ELIGIBILITY RULES WILL APPLY

6. CURRENT GUIDELINES REGARDING 6 MONTH AND 1 YEAR ELIGIBILITY RULES APPLY

7. EMPLOYERS CANNOT PAY THE PREMIUMS. THE

EMPLOYEE WILL BE DEDUCTED FOR PREMIUMS

8. NO FRANCHISES WITH LEASED EMPLOYEES

GUIDELINES FOR QUALITY OF BUSINESScont’d

Enroll 60% Or Greater Of All Employees Seen

PROPER CASE SET UP UTILIZING LIBERTY NATIONAL STANDARDS

HAVE A DEPARTMENT HEAD OR LEADERSHIP MEETING IN ADVANCE OF THE ENROLLMENT (AGENDA TO FOLLOW)

USE THE NEEDS ANALYSIS WITH EVERY EMPLOYEE TO FIND THEIR PRIORITY, KEEP PREMIUMS WITHIN ONE HOUR’S WORTH OF PAY

Enroll 60% Or Greater Of All Employees Seen

ENROLL 60% OR GREATER OF ALL SEEN

EMPLOYEES

SELL THE ‘ONE HOUR’S WORTH OF PAY

CONCEPT FOR OUR COVERAGE

Single Digit D.C.N.1. MAKE SURE EVERY EMPLOYEE KNOWS

EXACTLY:• WHAT THEY’RE COVERED FOR• WHEN THEIR COVERAGE STARTS• AND WHEN THEIR COVERAGE GOES

INTO EFFECT2. REEMPHASIZE THAT THEY’RE BUYING FOR

THEIR NEEDS.3. REVIEW EMPLOYEE PARTICIPATION WITH

THE OWNER AND BOOKKEEPER ONCE THE ENROLLMENT IS FINISHED.

4. WHEN THE FIRST BILL IS DELIVERED TO THE CLIENT - BE THERE TO REVIEW WITH THEM.

ROLLING OUT THE NEW WORKSITE SYSTEMS AND PROCESSES TO BRANCHES THAT ARE CURRENTLY EFFICIENT AND EFFECTIVE IN THE PAYROLL BUSINESS TODAY.

ROLL-OUT SCHEDULE WILL BE DETERMINED STARTING JANUARY 2013

Moving Forward in 2013

FOR NON-PAYROLL - START RECRUITING ADDITIONAL

PEOPLE TOWARDS THE WORKSITE MODEL SO THAT YOUR

BRANCH IS PREPARED TO ROLL OUT AN ADDITIONAL

MODEL.

CRITICAL…. WE MUST CONTINUE TO GROW OUR INDIVIDUAL

BUSINESS, AND THE WORKSITE BUSINESS SHOULD BE

ADDITIONAL -DRIVING TOWARD DUAL DISTRIBUTION

Moving Forward in 2013

IS “YOUR ADVANTAGE” !!!!!!

LIBERTY NATIONALWORKSITE ADVANTAGE

BRANCHMANAGERMEETING

NOVEMBER 2012