Independence. Expertise. Leverage.

Transcription

1 A guide to joining the Lincoln Financial Network Independence. The freedom to run your practice Expertise. The industry s recognized financial planning professional Leverage. The leverage of Lincoln Financial Network resources For recruiting use only.

2 You have choices before you every day that help you to define your future. At Lincoln Financial Network, we want to be a part of your future and support you with innovative products, programs and services. No matter where you are with your business and your needs, you deserve to have all the facts presented clearly. We ll fill you in on everything you need to know and give you the support and resources you ll need once you make your decision. Lincoln Financial Network is the marketing name for Lincoln Financial Advisors Corp. (LFA) and Lincoln Financial Securities Corp. (LFS), both broker-dealers and registered investment advisors. Choose to join the Lincoln Financial Network, and you ll be choosing more than our well-respected name. You ll be joining: A company, Lincoln National Corporation (NYSE:LNC), with over $220 billion in assets under management 1 A broker-dealer listed as the third largest independent broker-dealer 2 A network of more than 7,200 financial service professionals, most of whom are affiliated with either LFA s or LFS s Registered Investment Advisor Lincoln s oldest affiliate has been in this business for over 100 years, and in that time, we ve built a solid reputation on honesty and integrity. We ve also developed a firm idea of what you need to know and have on hand to be successful. Become a part of our network, and what s ours is yours. We just want to see you and your clients succeed. Robert W. Dineen President & CEO Lincoln Financial Network Lincoln Financial Securities Corp. Lincoln Financial Advisors Corp Market Street, 34th Floor Philadelphia, PA Phone Fax rdineen@lfg.com Sincerely, Bob Dineen President & CEO 1 For more information, including a copy of our most recent SEC reports containing our balance sheets, please visit 2 Financial Planning, June FOR RECRUITING USE ONLY. Lincoln Financial Network is the marketing name for Lincoln Financial Securities Corporation and Lincoln Financial Advisors Corporation, members of Lincoln Financial Group. Lincoln Financial Group is the marketing name for Lincoln National Corporation and its affiliates.

3 Lincoln Financial Network Affiliation Options Affiliation Options Once you choose to become part of the Lincoln Financial Network, your next decision involves how you want to affiliate. Three Models to Choose From National Planning Affiliate When you affiliate with Lincoln in our National Planning model, you ll have the choice to operate as a statutory employee or an independent contractor. In either case, you ll enjoy the support of local, regional and national resources including financial planning, case design, marketing, technology, education and national market access opportunities. And you ll have the option to be housed in a Lincoln branch with a full benefits package, including health, medical, disability, 401(k) and much more. Lincoln will be with you every step of the way, offering tools and support so that you can run your business your way. Partnered Independence Affiliating as a Partnered Independence advisor, you have the choice to operate as a traditional employee or have an independent brokerage relationship with Lincoln Financial Securities Corporation or Lincoln Financial Advisors Corporation. You ll be located either in a branch office setting, or you can select your own office with the option of subsidizing real estate costs, all while accessing the support, training and resources of Lincoln Financial Network. Partnered Independence advisors have access to the marketing, technology, education and practice management services with access to planning support through our national planning services. Direct Independence As a Direct Independence advisor, you will build your practice as you see fit, while leveraging the resources and intellectual capital of Lincoln Financial Network. Whether you choose to operate as an independent advisor representative or under one of our corporate registered investment advisors, you will enjoy the freedom of a competitive payout structure, as well as access to technology, education, practice management and marketing resources. You ll continue to operate under your own name and select your own office location. You ll also structure your own staff and research your own benefits plans, while utilizing Lincoln Financial Network at your discretion to help you grow and manage your practice.

4 Comparing Your Options* Description Payout Options Support Resources National Planning You have the support to offer comprehensive financial planning. You can choose to be housed in a Lincoln Financial Network office, and an attractive benefit package. You have full access to all Lincoln Financial Network resources. 52%-90%, depending on level of production. Local, regional and national support. National Financial Planning Services. National planning, proprietary software, on-site technical support. Partnered Independence You have the choice of whether to act as a statutory employee or maintain an independent relationship. You can choose where your office is located, and Lincoln Financial Network resources are available. Direct Independence Utilizes Lincoln Financial Network services while running an independent business operation. Minimum qualification is $100,000 GDC. Up to 92%, depending on level of production. Local, regional and national support. National support. Access available to additional resources. Benefits Full benefits package is optional. Benefits plans are your responsibility. Location Educational Opportunities Products You can choose to be located in a Lincoln Financial Network office or your own office location. Choose your own office location (the cost is subsidized if it is located in a Lincoln Financial Network office). LFA-Sagemark University and broker-dealer continuing educational opportunities. Open architecture. Complete financial product portfolio. Choose your own office location. LFA-Sagemark University and broker-dealer continuing education events available. *Availability of services described in this brochure vary depending on your affiliation status.

5 Advisory Services From financial planning and consultation to client seminars and asset management, we provide support services for all forms of investment advisory business, accompanied by the flexibility you need to make the right decisions for your practice. Plus, the ability to provide these services gives you the time to focus on your clients and help grow your business. Advisory Services

6 Registration Flexibility Once you decide to build your practice on an advisory services model, your next decision concerns your registration and affiliation options. You can choose to affiliate as an Investment Advisor Representative or an independent Registered Investment Advisor. Registering as an Investment Advisor Representative is the fastest and least expensive way to register when it comes to conducting advisory services activities. Under this option, Lincoln is responsible for all regulatory filings, creation of disclosure documents, client agreements, and ensuring that policies and procedures are in compliance with all applicable regulations. As an independent Registered Investment Advisor, you ll be responsible for all of the responsibilities listed above, but you ll have the strength and support of Lincoln to back you up. You ll have the freedom to choose the activities you would like to conduct, as well as the fees charged for your services. Investment Advisor Representative Financial Planning and Consultation Services Putting together a written financial plan for your clients provides them with a long-term financial outlook, while giving you a clear perspective on their individual financial needs. Backed by the financial planning expertise within the Lincoln Financial Network, Investment Advisor Representatives can provide financial plans and analyses for a fee, as well as financial consultation. Asset Management Lincoln Financial Network provides Investment Advisor Representatives with a variety of asset management services, including turnkey mutual fund programs, advisor-managed programs, separately managed accounts, multi-discipline accounts, and unified managed account programs. Before offering asset management services, you ll need to determine the level of involvement you want when it comes to managing the assets of your clients. You can choose whether you want to focus on: Managing assets, which involves a higher degree of control, as you are the primary advisor in determining strategy and investment selection, or

7 Gathering assets, which avoids involvement in portfolio management by outsourcing asset allocation and investment selection to a third party and focuses more on client relationship management. Many advisors choose a combination of the two. Whether you prefer active or passive investment management strategies, and no matter what level of involvement you want to have in portfolio management, Lincoln Financial Network has the platforms and tools to support your business. Independent Registered Investment Advisor Choosing to be an independent Registered Investment Advisor means you ll determine the advisory services you will provide to your clients. At the same time, Lincoln Financial Network is committed to our advisors who choose to be independent, offering back office support when needed. Supervision Securities regulations require broker-dealers to supervise the activities of registered representatives, which includes business conducted as registered investment advisors. Client information and transaction detail will also be reviewed on an ongoing basis. Because of this, only Lincoln-approved custodians and trading platforms will be accepted. Compliance Support Our knowledgeable investment advisory compliance staff can provide you with guidance in identifying and resolving issues affecting your business, including developing and maintaining a privacy policy, creation of client agreements, providing proper notification of advisory fees in compliance with custody rules, and regulatory form filing.

8 Back-office Operational Support Our back office support can provide you with consolidated statements, tax reporting, cost basis accounting and billing services, all of which can be purchased separately or as a complete package. Our goal is to support you behind the scenes so you can grow your business providing you with everything you need so you can focus on your clients. Asset Management You ll have access to the same asset management services that Investment Advisor Representatives have access to. However, you ll also have the flexibility to take an unbundled approach to asset management services, choosing the services that fit your clients needs, with flexibility in custodial services.

9 Practice Management Become a part of the Lincoln Financial Network, and you ll have a wide variety of Practice Management services available to you that will make your life easier, as well as the support you ll need as you grow your business. Plus, you ll have access to a network of expert consultants to offer further strategy and advice. Access to these tools and resources many of which are available online is one of the most important benefits of being a part of the Lincoln Financial Network, and when it comes to the growth and success of your business, it will take you far. Take advantage. Practice Management

10 Strategic Business Planning Once you join our network, the first step toward success requires building a firm business foundation. Our Strategic Business Planning tools provide everything you need to get your practice moving, establish the services and offerings that set you apart, and create a productive working environment for your employees. The Strategic Business Planning services we offer include: Business Planning Templates Practice Deliverables Planner Group Prenup Joint Work Agreement Associate Planner Joint Work Agreement Planner Staff Recruiting If you want to build a strong business, having a capable staff is vital. From turnkey job descriptions and job postings to interview templates and testing resources, we ll give you everything you need to locate the best employees for your needs your goals your business. Overview of the Lincoln Financial Network Vendor Relationship You ll receive information on critical compliance issues, as well as how our internal infrastructure works when it comes to payroll options. Payroll Guidelines Important guidelines to be aware of before opting for a payroll vendor or PEO. Job Posting Information We ll provide job descriptions and deliverables, newspaper and online ads, screening templates, interview templates, pre-employment testing, offer letter templates and more everything you need to find and recruit the best employees for your business. Management Tools Our management tools can help you establish a staff accountability system and learn how to delegate tasks effectively. Plus, you ll receive templates for assigning tasks and setting up deadlines all to keep your business running smoothly from the inside out.

11 Client Service Resources We ll provide you with the resources necessary to view your clients analytically determining what their goals are and what products they ll need to help them get there. Client Segmentation and Profitability In order to fully understand your client base, you have to segment it. This tool allows you to segment based on firstyear revenue, recurring revenue, assets under management, growth potential and personal introductions. Practice Succession and Continuity Planning When you work to establish a successful business, we know the succession process is just as important as the time you took to build it. In order to make sure your legacy is carried on the way you envision it, we ll work to make sure the transition is seamless and natural, occurring gradually. Plus, you ll benefit by knowing you can assure your clients that their finances will be in good hands. Systematic Client Communication Our Touch Tracker template will help you monitor and record all of your client interactions, or touches, providing valuable year-end records. Operating Solutions We ll give you a variety of templates (such as templates for determining areas of needed improvement, an underwriting tracking template, and a debriefing template), as well as a client filing system and a dictation and transcription service to keep things working smoothly behind the scenes.

12 When you have enough time to plan, you can effectively evaluate potential successors, assuring that your business ends up in good hands. Our resources have proven helpful for hundreds of business owners who ve made the decision to pass their business on. We ll provide a variety of resources to help you in each stage of your succession planning, including: Lincoln Financial Network Succession Planning Guidelines FP Transitions (including Business Transitions Report and Practice Continuity Workbook) Business Continuity Agreements Disaster Recovery Plans Consulting Services We ve partnered with consultants dedicated to coaching financial advisors. They ll help you build a support team comprised of talented people who will contribute to the overall well-being of your clients and business. Our consultants can provide coaching in a variety of areas, including: Strategic staffing models Management coaching Team communication strategies Partnership facilitation And more!

13 Marketing Support Establishing a new practice. Gaining new clients and retaining current ones. Sustaining your business for the future and increasing your success in a competitive market. All of these factors require you to have a set marketing plan and to continuously remind your clients, prospects and community of your presence and expertise. We ll provide marketing resources that allow you to market your practice your way with the flexibility and personalization you need. Plus, we have a team of professionals on hand to offer advice and real Lincoln advisors working in the field to help develop proven marketing strategies. So no matter where you are with your practice, you ll be at the forefront of the industry. Marketing Support

14 Online Access We ve made marketing your practice even more convenient by providing you with online access to the majority of these materials and resources so you ll always have them on hand. Marketing Support and Services The first step to establishing a new practice and a necessary part of revitalizing an existing practice is setting up a marketing program that fits the needs of your business and market. Our marketing support and services will supply you with the materials you need to put a plan together and the information you need to keep your marketing fresh and effective. Marketing Questionnaire We ll provide you with a list of questions that will help you develop your marketing plan. Marketing Plan Template and Sample A helpful template we ve created as a reference when developing your own plan. Market Access Grids Instant-access, medium-term and long-term marketing activities for your use. e-practice Advocate An electronic marketing program that provides marketing ideas and business activities bi-weekly, helping to improve and increase your business. D:rive Time CDs Industry updates, company announcements, sales ideas and product news all on CD, and all in a radio show format, so you can listen to them in the car, or anywhere else. Marketing Brochures We ll provide you with a series of up-to-date brochures detailing everything your clients and prospects need to know in a clear, succinct manner. Once your clients have them in hand, they ll stay informed and you ll stay top of mind. Available brochures include an image brochure, our financial planning capability brochure, our technology brochure and many more to fit your marketing needs.

15 Prospecting Support We know having assistance when it comes to prospecting is perhaps the most important factor for new and experienced advisors alike. Once you ve set up a marketing plan, our prospecting support resources will help you get to know prospects in your community, establish communication with potential clients, keep in touch and stay up to date on the latest prospecting strategies. Client and Prospect Letters We ll give you a series of pre-approved letters that cover a variety of subjects. Use them to introduce yourself to prospects and keep in touch as time goes on. Bylined/Ghost Written Article Program Customize these pre-approved articles and place them in local publications as a means of building credibility in your community and establishing yourself as an expert in your field. WealthLinc Client Newsletter A customizable monthly e-newsletter sent directly to clients that keeps them informed on relevant topics and reminds them of the resources and services you can provide. Seminar Series One of the best ways to meet new potential clients is to host your own seminar. We offer a series of pre-approved seminars on a variety of topics, including estate planning, retirement planning, charitable giving and more. Website Development Having a well designed website that s easy to navigate is a vital piece of your marketing plan. You ll have your choice of two approved vendors who can help you develop a personalized website for your practice. Pre-approved Local and National Ads Ads that can be placed in local publications or trade association newsletters. Personalized Biography We ll create a personalized biography you can use to promote your credentials, experience and practice. Tradeshow Booths and Materials You ll be able to rent tabletop booths that come with general planning and recruitment graphics.

16 Market Research Support We ve established an extremely successful national marketing research system to help you gather information on clients and prospects, allowing you to better prepare for approach and referral meetings with knowledge about your audience and the confidence to help them find the products and services they need. Referral Leverage Packet This in-depth packet identifies circles of people your client may/will know based on their professional or personal life through associations, the neighborhood, business groups, etc. Your Referral Leverage Packet will allow you to go into referral meetings armed with information that will make gathering referrals easier. Approach Packet This comprehensive packet includes research about a prospect s situation to use in preparing for your initial approach. The research will identify information about their business, other business entities that the prospect may be involved in, and other pertinent information. Your Approach Packet will help you be better prepared for your meeting by identifying specific needs you may be able to fill. Market Access List A list you can use for calling prospects or sending a direct mailing or seminar invitation. Single Prospect Search This feature produces a unique Dun and Bradstreet report that identifies the owner or executive and/or revenue for one business, helping you to learn more about potential prospects.

17 Technology In an industry that s constantly growing and changing, access to the latest technology is vital to your success as an advisor. We ve made it our job to provide you with top products and resources to help you serve your clients more efficiently and to give you a distinct edge over the competition. In fact, if we can t find a resource that we like, we develop our own tool, specific to you and your clients needs so no matter what, you ll have the information you need, whenever you need it. Technology

18 Financial Planning Tools We provide a number of financial planning tools that can make your job easier, your processes more convenient and the advice you offer your clients more customized for their specific needs. Use them to improve your presentations and generally enhance the quality of your service. Advisor Workbench A proprietary software system that gives you the power to generate cash flow modeling, generate illustrations and prepare customized reports for your clients. The most popular feature is its ability to create financial analyses for your clients, giving you the ability to assess the potential impact of life changes. This tool is especially helpful when it comes to quarterly client reviews. Lincoln Advanced Planning An interactive tool that will help you create comprehensive financial plans for clients, including advanced estate, retirement and investment planning, and business and stock option modeling. It also allows you to develop effective client presentations. elspt Electronic Planning Tool A tool designed to analyze investment portfolios and make generic portfolio recommendations. This tool is fully integrated with Lincoln s Account Aggregation database and asset classification database. elspt includes Efficient Frontier and Monte Carlo analysis based on Lincoln Financial Advisors forward-looking capital market assumptions. The output can be utilized as a stand-alone presentation or as part of a financial plan. Insurance Concept Sales Tool This tool allows you to quickly design illustrations for insurance products, allowing you to compare products based on the variables present in a specific plan. Advanced Marketing Sales Themes Advanced sales themes determine the correlation between the client s identified needs and your recommendations in a variety of areas, including deferred compensation, executive bonus, economics of gifting and life insurance and premium financing. These themes also include a host of calculators and client presentations to help you maximize your selling effectiveness. Investment Solutions Three leading web platforms give you an edge when it comes to developing effective investment strategies for your clients, as well as thorough portfolio recommendations.

19 LincSolutions Wealth Management Platform With a combination of cutting-edge technology and complex investment tools and products, this web-based tool improves the financial planning process, as well as your ability to create more effective implementation strategies. Plus, you can use it anytime, anywhere. The LincSolutions platform features: Account Aggregation Provides dynamic reporting on your clients portfolios, such as asset allocation, transactions and holding. Enhanced Planning Tools Allows you to analyze your clients financial risks and evaluate if they will achieve their goals based on their existing portfolio. Implementation Design Allows you to specify asset location to help improve the tax efficiency of your clients portfolios, using built-in proprietary and third-party manager research. Managed Account Program This component focuses on implementation, with a variety of choices of investment vehicles to help your clients achieve their goals. Account Aggregation Client data, both personal and accountrelated, is the most valuable information you ll be charged with, and effectively gathering it is vital to the success of your business. Our Account Aggregation tools make it easy to compile, store and evaluate your clients account and insurance information. Inside Account Aggregation Tool Compiles client investment and insurance account data including transaction data from outside institutions into one consolidated database, allowing you to provide dynamic reports. Outside Account Aggregation Tool Gathers information about client assets that are not held by the Lincoln Financial Network, giving you a complete picture of your clients portfolios without wasting time and expense inputting the data. Asset Classification A leader in accurate and quality asset classification data, Standard & Poor s data is combined with the classification schema to provide client reports.

20 Planner Online Reporting Tool Produce multiple views of your book of business and your clients holdings with this convenient, online tool. This particular tool can help you access and analyze your clients account, holdings and transactions, as well as categories of investments they do not have leading to a more efficient planning process, increased advisor productivity and strengthened client relationships. Brokerage Solutions Our Brokerage Solution tools provide both you and your clients with convenient account access. Streetscape This web-based tool allows you to search your book of business, generate reports, access client accounts and obtain market data 24/7. MyStreetscape MyStreetscape allows clients to view their account balances, positions and cost basis information, market values, transaction history and trade order status through a secure, password-protected internet site. They can also access account statements, tax documents and trade confirmations, and download their account information into programs such as Quicken Deluxe and Microsoft Money. Planning Office Automation When you can access the information you need and the people you need to talk to from anywhere, your capabilities as an advisor greatly expand. We ll provide you with technology that makes that kind of access possible, so you can save time and stay on top of everything easily. Client Relationship Manager (CRM) This application helps you more effectively manage your practice by allowing you to retain and manage key client and contact information. And by streamlining a multitude of tasks, it saves you time, too. Case Tracker Case Tracker is a web-based tool that allows you to easily determine the status of any financial planning case, determine who is working on it at any time, and read any notes that have been added giving you ultimate efficiency in managing the financial planning process. Collaboration Capability Eliminating traditional geographic boundaries, this platform allows you to share and receive ideas from your peers, allowing you to collaborate anytime and anywhere. Client Vaulting Capability This tool allows you to store and retrieve sensitive documents. Vaulted documents can be shared with your clients, other planners or your clients other advisors.

21 Document Imaging and Storing This feature solves the normal problems of storing, organizing, finding and sharing documents by converting documents into electronic formats and eliminating paper files, categorizing them as they are scanned. Once converted, documents can be shared with others on a secure website. Online Commission Statements Publishes your compensation statements on a secure site for convenient and immediate access. Outlook/Exchange Our network is standardized on Microsoft Outlook 2003 and Exchange 2003, making it easier for you to communicate and efficiently manage your day. Microsoft also works well with handheld devices, making communication even more convenient. Wireless PDA Devices We offer live, secure wireless access to your contacts, calendars and s using a handheld device (such as a Blackberry or Pocket PC). These devices are also fully integrated with our CRM software. Technical Services Part of providing you with everything you need to run a successful business is giving you expert technical support in every area necessary from software maintenance to data backup to reliable internet access. Local and National Technical Support The Lincoln Financial Network has both local and national support staff specially trained to address any of your technical needs from backup software to moving equipment for new advisors. Field Application Support Team (FAST) With members across the country, this dedicated team provides support and training for all of our applications, such as CRM, using onsite, WebEx and teleconferencing capabilities. Data Security/Automatic Backups Our centralized backup system downloads data several times a day to reduce the risk of data loss. Plus, we offer encryption for your computers to protect you if equipment is lost or stolen. Virtual Private Networks (VPN) Internet Access You ll have access to Lincoln Financial Network applications no matter where you are with our VPN and an internet connection. PC Acquisition We sponsor a PC lease program that offers favorable lease terms and provides new laptops every two years (or new desktops every three years).

22 LFSecurities.com is a fully functional interactive website, offering a private site exclusively for registered representatives of Lincoln Financial Securities Corporation. Within the private site we have put the broker-dealer online. There are over 1,000 pages of broker-dealer communications and educational material available 24/7 to support the growth and education of our field force. The site offers a calendar of events including commission payment dates and hot-linking capability to other sites. Commission statements and pending commissions are displayed on the site, and maintained for 18 months. Online New Account Form entry, and OSJ Online blotters are among the features available on the site. LFSecurities.com interfaces with Pershing s NetExchange Pro for Brokerage Accounts, which allows field order input of stock, bond and mutual fund trades. Representatives have the ability to download, print or submit a variety of LFS and Pershing forms from the LFSecurities.com site. NetExchange Pro For Representatives NetExchange Pro for Representatives is an internet solution that allows registered representatives an efficient way to gain access to market and brokerage information through the world wide web and LFSecurities.com. NetExchange Pro provides internet-based access to clients brokerage accounts to view client account holdings, history, balances, cash balances and order status. It also provides the ability to electronically place equity and mutual fund orders and establish new brokerage accounts. Representatives have the availability of real-time or streaming quotes, news and charts and online investment research, all in a passwordprotected environment. NetExchange View for Clients NetExchange View for Clients allows clients internet access to their brokerage accounts. Clients have the ability to view account holdings, history, balances and access delayed quotes and market information. The system utilizes specific User ID and password protection for security.

23 LaserApp We have established a discounted pricing agreement with LaserApp for an automated forms solution. LaserApp provides a way to organize, manage and pre-populate your forms right from your desktop allowing you to spend more of your valuable time with your clients. In addition to an extensive library of industry forms, LaserApp houses some of the most commonly used proprietary forms needed by our advisors. OmniSource OmniSource is the Lincoln Financial Network consolidated statement and portfolio performance reporting system. This powerful client management and data-mining tool will allow you to deepen your client relationships while significantly increasing your productivity. OmniSource delivers consolidated statements and performance reporting through a secure internet site. Account information is electronically collected from multiple fund and clearing sources. This full-featured application includes many time- and cost-saving functions, including automated PDF statement generation and automatic notifications to your clients. OmniSource will allow you and your office assistants, if you choose, to quickly gather information about clients, accounts and product companies, enabling you to manage and measure your business from a global perspective. Office staff can generate reports and client meeting preparation materials much more efficiently than ever before. With OmniSource, both you and your clients can create, view and analyze investment holdings, all with minimal setup, data entry and ongoing maintenance. OmniSource can be used anywhere, anytime with only an internet connection and browser. You will have immediate access to OmniSource through Lincoln Financial Network websites upon your affiliation. As you transition your book of business to Lincoln, your clients will begin to appear on the system. OmniSource provides an excellent tracking mechanism to you and your staff, alleviating the need to contact product sponsors directly in the follow-up phase of the transition.

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25 Professional Resources and Opportunities As you continue to grow your practice establishing contacts, making a name for yourself and gaining success within your community you ll be able to count on the connections and resources we ve worked hard to gain over the past century. We ll back you up with invaluable intellectual capital, exclusive opportunities for top advisors and local and national business relationships that will assure you continued success. Resources & Opportunities

26 Premier Partners Program Our PREMIER PARTNERS program recognizes our top advisors, providing them rewards and recognition for a job well done. Ambassador Benefit Our Ambassador Benefit provides direct, two-way communication between top advisors and specially selected and appointed key employees who help resolve escalated situations. Ambassadors provide timely and pertinent information and respond to your urgent issues when you call. Competition Unit Up-to-date knowledge of competing companies and products is vital to providing the best service possible for your clients. The Competition Unit provides current, accurate competitor information and research to help you position your product and services. Underwriting/New Business Priority Service As a Partner with Lincoln Financial, you will work within your customer-focused, dedicated team of underwriters and new business staff, who are familiar with your achievement of PREMIER PARTNERS status. You will have access to the underwriters for case discussions and our commitment to follow the Lincoln Financial philosophy of responsibly aggressive underwriting. Your cases will receive higher prioritization and attention within the team, and as an added benefit, all of your policies will be mailed via FedEx. Concierge Desk To ensure first-class treatment in their business relationship with Lincoln Financial, Partners have access to a representative dedicated to answering questions directly related to PREMIER PARTNERS Program benefits and qualification. Image Builder/Practice Builder Reimbursement Funds Reimbursement funds are available for designated expenses. PREMIER PARTNERS Staff Symposium Your staff has the opportunity to attend the PREMIER PARTNERS Staff Symposium, an annual meeting that brings key Lincoln Financial faculty and planner staff together for continuing education and networking. Honors & Incentive Trips Based on the previous year s production, advisors may qualify for the annual incentive trip to either a luxurious U.S. resort or a first-class international destination.

27 National Planning Network Choose the Lincoln Financial Network, and you ll gain access to an extensive network of advisors who offer unparalleled intellectual capital, and who are ready to help you with any need you have, including coaching and training. No matter where you re operating from, we re equipped to bring you all the knowledge and support that s essential to your future success. Our unique structure of advisors is spread all over the United States to bring you the resources you need, when you need them. Plus, our advisors work in the field, so they understand your needs. You can also search online for resources to fit your needs. And you can gain confidence from our success: the Lincoln Financial Network planners who will be available to you have been included in: 2006 Movers & Shakers by Financial Planning 3 Top 100 Advisors by Barron s 4 Top 100 Wealth Advisors by Robb Report 5 LFA recognized as the first, and currently only, FPA Alliance Firm by the Financial Planning Association With the intellectual depth of our network at their fingertips, our advisors truly become leaders in the field and are able to offer their clients better advice and better guidance. Market Access Over the lifetime of our company, we ve worked hard to establish lasting relationships with a number of top national firms for their life insurance needs in order to help you broaden your target market and ultimately increase your client base. Market Access will give you a tremendous opportunity to grow your practice and gain high net worth clients. Additionally, Market Access has worked to establish partnerships with firms in the following areas, giving you exclusive access to: Banks Credit Unions College Planning Services Corporate Executives The Entertainment Industry Financial Institutions Investment Brokerage Firms Professional Employer Organizations Property and Casualty Firms Sports Industry 3. Financial Planning, January Barron s, April 24, Robb Report Worth, October 2005

28 CPA Strategic Market Access Program This tailored financial services program establishes partnerships between Certified Public Accountants and registered Lincoln representatives to help CPAs better service their clients financial needs. It also provides an additional opportunity for Lincoln advisors to expand their client base.

29 Training and Education Your education begins when you choose to become a part of our network and although it changes to fit your needs and experience, it never stops. From online training to exclusive seminars that provide opportunities for one-on-one interaction with top advisors, we focus on providing advisors with a robust, thorough education flexible enough to fit all lifestyles and learning styles. Training & Education

30 New Planner Training Our New Planner Training program combines live and virtual training and involves a series of specialized seminars designed specifically for planners who have recently joined the Lincoln Financial Network. Each seminar is taught by our top trainers, so you can expect the expert advice and instruction you need to grow your business and provide your clients with the best service possible. Transition Training Available to both new planners and current planners looking to hone or expand their skills, Transition Training involves 20 hours of expert instruction designed to help you launch and grow your fee-based planning practice. These seminars are offered as live virtual training. Cycle Seminar Cycle Seminar is a three-day, intensive seminar focused on mastering the process necessary for long-term success as an advisor. Small group exercises will help you master a highly effective approach talk. Vice President s Seminar This selective seminar recognizes an elite group of fee-based planners for their success in the first 24 months with Lincoln. The reward? The opportunity to spend a few days on a resort, interacting with our most successful planners and learning the secrets to their success. Planning Forum Offered three times a year, in locations across the country, our Planning Forum is a broad-based training meeting designed by planners, for planners. Attendees of all experience levels receive the latest updates on our company and industry, as well as advice from some of our best practitioners on how they continue to grow their own business. Masters Series Held every Monday throughout the year, our Masters Series seminars give planners access to each live presentation via the internet providing an easy means of continued development. Seminars feature talks given by a variety of top advisors currently working in the field. Participants receive real-life advice on current markets and products and what it takes to grow a successful business. Seminars cover a broad range of topics, including: Case studies of successful practices and clients Interviews with top advisors Discussions of real-life experiences with a variety of client types

31 Technical analysis and training on planning concepts Updates on topics of interest for advisors and their clients Fall Focus Our most advanced training series, Fall Focus provides 10 hours of detailed concentration on a single topic. Over the course of a few days, participants experience intensive workshops featuring advice from successful Lincoln advisors on topics such as retirement security, legacy planning, sales skills and more. Additional benefits: Our Fall Focus seminars are held in small group settings at attractive locations a great opportunity to get away from it all and focus on future success Participants get the opportunity to not only learn from speakers, but mingle with them as well Additional training is provided through a variety of bonus seminars, providing even more valuable information Virtual University Leveraging the unparalleled quality of our network s intellectual capital, our Virtual University offers all of our educational resources on demand in one easy-to-use interactive website. In addition to being easily accessible, extremely robust and always up to date, the Virtual University boasts a variety of features and benefits, including: Informational resources where you need them and when you need them, from online seminars to convenient podcasts to CDs you can listen to in your car A search feature that gives users access to key resources in the network and a robust library of informational content The option to create an individual curriculum designed specifically for you Access to audio recordings of certain meetings and forums The Resource Group The Resource Group is an internal planning group consisting of top advisors in the network. Participants hold annual meetings and develop plans and solutions concerning issues important to Lincoln advisors.

32 Staff Training Opportunities Our specially designed staff training opportunities provide staff members with the chance to gain skills and knowledge specific to their role in your business, ultimately helping your practice grow. The focus of every seminar is unique to the responsibilities and expectations of staff members within the Lincoln Financial Network. Premier Partners Staff Symposium The Premier PartNers Staff Symposium is a newly designed professional development experience for Premier PartNers staff. Held over the course of two days, its aim is to help staff members learn the skills most important to making your practice a success, including operations support, client services, marketing and more. Staff members learn how to customize their training to maximize their potential within your business. Masters Series for Staff Held on the first Friday of each month, our Masters Series for Staff focuses on professional development, providing ideas and information on technology, practice management and operations. Series presenters have been specially selected from a variety of areas within Lincoln Financial Network in an effort to provide a well-rounded approach to staff development. The Benefit of Ongoing Education One of the great things about our industry is its constant state of motion new products, new breakthroughs, improved processes for providing clients with the best service possible. But along with that fluidity comes the responsibility (and the opportunity) to stay current. And when you have the best resources on hand and multiple ways to access them keeping informed and knowledgeable is easy. Lincoln Financial Network is committed to giving you the information you need to offer the most expert advice to your clients and that s what matters most.

33 The Transition You won t go it alone. Once you ve evaluated all of your options, reviewed the possibilities and chosen the affiliation option that fits your goals, your next step is making the transition. Whether you re a new advisor or leaving your current company to join the Lincoln Financial Network, it s no small task. But it doesn t have to be difficult. Not when you have the knowledge, resources and unwavering support of an entire network for financial professionals. We ll guide you through the process, from beginning to end, making sure you re taken care of and prepared to run a successful practice. The Transition

34 Transition Phases Pre-Transition Planning Phase During this initial phase, which typically starts days prior to your transition, we ll take the time to learn about your business (including your staffing and training needs) in order to create a customized transition plan for you. Your own personal consultant will be on hand to answer all of your initial questions, providing you with training on how to transfer your accounts and use our state-of-the-art technology. The technological resources available to you include pre-populated forms and access to our private website. Early access to these tools makes the process of transferring your client accounts dramatically faster and easier, while also providing you with the opportunity to become familiar with Lincoln Financial Network s policies and forms. Transition Phase The Transition Phase takes place during the first 45 days of your affiliation with the Lincoln Financial Network. Your consultant will facilitate re-appointment for carriers and monitor the status of client account transfers. Additionally, throughout the transition phase, dedicated experts will be assigned to you for support with key transition needs, including: Registration Investment services Administrative support Marketing needs and introduction to products and services Essential communication needs such as letterhead, business cards, your website and more Business practice needs such as office set-up, technology solutions, and practice management support Investment advisor products and services Post-Transition Phase Pre-Transition Phase (30 45 Days Prior to Transition) Personal consultant assigned to your transition Participate in a transition planning call, where your personal consultant will create a customized transition plan based on your business model and personal needs Gain access to exclusive Lincoln Financial Network technology, which makes the client account transfer process faster and more convenient Receive personalized training for you and your staff Transition Phase (Day 1 Day 45 of Transition) Consultant facilitates reappointment for carriers and monitors client account transfers Experts assigned to you for support with key transition areas, including registration; investment services; administration support; marketing, communication and business practice needs; and investment advisor regulation

35 Post-Transition Phase When you reach the Post-Transition Phase, we ll work with you to ensure your client accounts have transferred, and introduce you to our extensive Lincoln Financial Network resources such as marketing, financial planning, practice management and continuing education opportunities. We ll provide you with everything you need to run a successful practice, while also providing you with the opportunity to become familiar with Lincoln Financial Network s policies and forms. Post-Transition Phase (Day of Transition) Receive the necessary support to ensure all client accounts have transferred Introduction to all Lincoln Financial Network resources, including marketing, financial planning, practice management and continuing education

36 2008 Lincoln National Corporation Lincoln Financial Network is the marketing name for Lincoln Financial Securities Corporation and Lincoln Financial Advisors Corporation, affiliates of Lincoln Financial Group. Lincoln Financial Group is the marketing name for Lincoln National Corporation and its affiliates. CRN B 5/08