CENCO STREET JOURNAL. How to Build a Successful Annuity Business. Check Out The Cenco Website:

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1 A Special Publication for CENCO Related Agents CENCO STREET JOURNAL Check Out The Cenco Website: You will have access to: Quotes Forms Introduc on Kits for Our Core Carriers Archived and current issues of the Cenco Street Journal and the Cenco enews Inside this issue: Expand Your Product Offering And Sell DI Sales Idea of The Month Using Life Insurance For Supplemental Retirement Income 2 2 How to Sell And Position BOE 3 A Disability Can Happen To Anyone...At Any Time 3 Volume 15, Issue 12 December 2015 How to Build a Successful Annuity Business Annuities are one of the easiest insurance products to sell if you market to the right audience and understand the product. You don t have to tell the client about dying, disability, accidents or house fires to gain their interest. Instead, you talk about growth of assets and living longer. However, many agents already target the niche and often financial institutions with investment representatives, such as banks, dominate the sale of annuities. That means you must come prepared for stiff competition. Step 1 - Secure a 6 and 63 securities license in addition to your insurance license. While you can make an adequate living only selling fixed annuities, the ones that don t require a securities license, you ll be able to make more sales if you have the licensing required to sell all types of annuities. Many of the new variable products come with guarantees that give clients the peace of mind of a fixed product but also offer the potential for growth. Step 2 - Learn about all the annuities on the market. If you sell annuities exclusively, you ll want to represent those that offer the best surrender period, guarantees, investment options and living - or death benefit riders. Call, write or visit online sites of popular names in the annuity market to secure information. Step 3 - Target the market you believe will enhance your sales. In most cases, your sales should be to older people ready to retire or those already retired. Since removing the money from an annuity before age 59 1/2 incurs a penalty, look for people that won t need the funds but can use the tax break or those ready to retire that want a steady flow of income in their retirement years. Step 4 - Market to the group you selected. Secure a list of potential customers and send mailers. If you decide to market annuities for small-business retirement programs, cold call on as many businesses as possible. Step 5 - Call all leads you secured in your marketing efforts and schedule appointments. Do a financial profile of the prospect to make sure the product is right for him. If the client is inquiring because he s retiring in a year or less, keep in contact with him. Step 6 - Visit all clients twice a year or quarterly, no matter how large their assets. Good service brings more commission dollars. You never know when fate might bring an inheritance or if a family member might win a lottery and ask for the name of a financial expert. Building your business through quality service takes more time, but it also ties your customer to you!

2 Page 2 A Special Publication for CENCO Related Agents Expand Your Product Offering and Sell DI Adding individual disability insurance to your product offering just makes sense. You help individual and business owner clients protect their families and businesses in the event of a premature death. You also may help them plan for retirement, fund their children s college education and achieve a host of other financial goals. But are you helping protect what s most important to them - their livelihoods? The disability insurance marketplace offers a great deal of potential! 90% of respondents rated their ability to earn an income as valuable or very valuable - CDA Consumer Disability Awareness Survey More than 69% of the workforce have no long-term disability insurance - Bureau of Labor Statistics, National Compensation Survey Despite the fact that more than 70% of American households rely on two incomes to make ends meet, only 26% of Americans have any type of disability insurance - Facts from LIMRA Multimedia Fact Sheet, based on findings from LIMRA s life insurance consumer studies Only 18% of consumers recall being approached about buying disability insurance - less than half as many as those who recall being approached about life insurance - Facts from LIMRA Multimedia Fact Sheet, based on findings from LIMRA s life insurance consumer studies Let Cenco help you add disability insurance to your client offering. The decision to not purchase disability insurance should be your clients - not yours, because you didn t offer it. Make DI part of your regular product offering. Working together, Cenco can help you better serve your clients and grow your disability insurance business. You ll reap the benefits for years to come. Sales Idea of the Month Cash value life insurance can be a powerful tool to help your clients supplement their retirement income. Make Using Life Insurance For Supplemental Retirement Income a winning strategy for you. 1) Recognize the client: Clients who have a need for life insurance protection, are ages 30-60, middle to high income, and want to help supplement income during their retirement years. 2) Know the product: If aligned with your client s needs, look for a life insurance product that has the opportunity to build significant cash values, like an indexed universal life product. 3) Understand the goal: Help your clients gain financial protection during their working years while providing a way to use life insurance for a potentially tax free income as a supplement to other retirement income. Consider a strategy using life insurance and provide your clients with death benefit protection while helping them supplement their income during retirement.

3 Volume 15, Issue 12 How To Sell & Position BOE Page 3 When considering the small business market, one of the most needed yet undersold insurance products is business overhead expense (BOE) insurance. Small business owners tend to be optimistic risk-takers who may believe a disability condition won t happen to me. Many believe they could get by with money from their business if they become disabled. Others may believe that they could use personal funds or take on debt to keep their business afloat. Because of this, advisors have a lot of educating to do. To help business owners understand the risk, a good way to start is by asking questions. When is the last time you took a 6 month vacation? Never? Why not? Are you sure you could continue to take money out of the business if you were sick or hurt and unable to work? If you can t work and revenues start to slip, how are you going to make payroll? Pay rent? Pay your creditors? Would it help if you had money to hire someone as your temporary replacement while you recovered? If the worst happened and you couldn t recover, wouldn t you want your business to be healthy so you could sell it for fair value? BOE provides reimbursement for certain business expenses incurred by a business during the insured s disability. It typically covers ordinary and necessary operating expenses, including employees salaries and benefits, rent payments, utilities and even the cost of hiring a replacement for the disabled owner. Prospects for a BOE sale are business owners aged 60 or younger, who are either sole proprietors or in a partnership with five or fewer partners. The top buyers are dentists and physicians, but CPAs, engineers, attorneys, and other small, closely held businesses also have a need for BOE. If you ask a small business owner about BOE, you ll be one of the few insurance advisors doing so, and you can distinguish yourself in this market. You also can help your clients protect the enterprise they ve worked so hard to build. A Disability Can Happen to Anyone...At Any Time 1 in 4 of today s 20 year olds will become disabled before reaching age 67. In the U.S. a disabling injury occurs every second, a fatal injury occurs every 4 minutes. In the home a fatal injury occurs every 8 minutes and a disabling injury occurs every 2 seconds. There is a death caused by a motor vehicle crash every 15 minutes; there is a disabling injury every 9 seconds. The bottom line is this: If your clients work and rely on their paycheck, they need disability insurance!

4 CENCO INSURANCE MARKETING CORPORATION 1501 El Camino Ave., Suite 1 Sacramento, CA Phone: (916) (800) 45-CENCO Fax: (916) Cenco Producer Development Organization Offerings! Look Inside For Details! HELPING AGENTS SUCCEED..IS OUR BUSINESS! We re on the web! AIG Partners Group Quality of Life...Insurance portfolio offers solutions for a variety of clients and needs. Learn more about their insurance products and sales resources by visiting: Life Insurance You Don t Have To Die To Use! The Definitive Marketing Publication For Life & Disability Insurance Did You Know Timing is everything! Especially when it comes to underwriting for your clients with impairments or special circumstances. Make sure you know when the timing is right to revisit a case that was previously declined or rated - you may have a sale waiting for you. Changes in your client s circumstances, market conditions, medical advancements or underwriting rules can all affect the final outcome of your client's cases. Cenco is available to assist you about when you should revisit a past case. The time may be right - contact us today at

5 Key Mom Insurance: Protecting your business starts by first protecting your household A career as a life insurance professional can be rewarding and fulfilling. It can also be hectic and stressful, as you work long hours to acquire clients through prospecting, setting appointments, meeting with potential clients and servicing your book of business. All of these activities take time, and for some, building a successful insurance practice is a seven-day-a-week, 365-day-a-year endeavor. If you have a family, you re already aware of the additional demands on your time. In the event of the death of your spouse, daily activities such as navigating school drop-offs may conflict with meeting a business prospect for coffee, or soccer and dance practices could be on the other side of town from where you need to deliver a life insurance policy. Managing the schedule of an active family is a full-time job. Combine that with building and growing a successful business and it might seem downright impossible at times. A spouse is as much a key to the success of your life insurance practice as the Head of Sales is to a traditional business. Who s your family s CEO (Chief Everything Officer)? Most successful business owners have key people around them who handle functions that are essential to the successful operation of the business. Perhaps you do too. ACC2099 (08-15) For Agent Information Only. Not for use with the public.

6 Key Mom Insurance: Protecting your business starts by first protecting your household A spouse is as much a key to the success of your life insurance practice as the Head of Sales is to a traditional business. Think about how your business would be impacted if your spouse were to die unexpectedly. Who would? Drop off the kids at the bus stop/school Attend parent/teacher conferences Pick up your daughter early from school because she s sick Take your son the baseball glove he forgot to bring to practice Clean the house Buy groceries The importance of income replacement As a life insurance professional, you know the value life insurance brings in the form of income replacement for your clients. You know first-hand just how important it is to have enough life insurance coverage in place and how it can positively affect lives. According to salary.com, the annual value of the tasks that an average stay-at-home mom performs every day is $118,905. Ask yourself these questions: Who would perform those tasks if my spouse were to die unexpectedly? How much time would I need to take off from my practice? If I have less time to market, prospect or meet with clients, what would that mean to my income? Life insurance protection for a stay-at-home spouse can help ensure that financial resources are available to meet the additional demands you would encounter at home due to the death of your spouse. September is Life Insurance Awareness Month. Let it serve as a reminder to review the amount of life insurance protection you have on the key people in your life as well as yourself. To learn more, visit accordianow.com, contact your marketing organization or call Accordia Life Sales Support at (855) , option 3. ACC2099 (08-15) For Agent Information Only. Not for use with the public.

7 Cenco Producer Development Organization Offerings Cenco Insurance Marketing Corporation & Cenco Partners Insurance Marketing, Inc. Offering producers the highest quality life insurance and annuity products and services since 1978 Founded in 1978, Cenco is a leading Producer Development Organization (PDO), offering a virtually exclusive combination of industry leading life, annuity and disability products and special enhanced contracts for producers. Some of these core company contracts include unique valuable extras and benefits to help you improve your sales, reward you and increase your income at a faster pace. With over 200 years of collective experience, Cenco s staff s sole purpose is to assist and support your sales practice. With additional unique access to both well-known highly rated standard brokerage companies and unique limited distribution carriers, Cenco can provide you with a combination of contracts, products and benefits we can safely say that virtually no other agency, IMO or NMO offers. Best of all, Cenco can customize solutions for you to maximize your compensation and benefits for your individual circumstance. This is done by using contracts and benefits not normally available to independent producers, such as startup and escalating bonuses, a non-contributory retirement plan, multiple convention choices, LTD, dental, life and vision coverage, not to mention training, business and advanced sales consultation resources. All this is in addition to offering modern practice development tools such as sales tracks, client acquisition programs, turnkey social media marketing, financial planning technology, media marketing, website development and more. Cenco Insurance Marketing Corp El Camino Ave. Suite 1 Sacramento, CA (916) (800) 45CENCO ( ) Our experience allows us to better help you adapt to changing circumstances in the industry as well as your personal, business and client demographics, by constantly maintaining and updating insurer, product, regulatory and other trends affecting your business. If you are not using Cenco you could be missing the chance to improve your sales results and income and may never know what you are missing. Don t miss out, try Cenco now!

8 CENCO Quick Facts ABOUT CENCO We have 37 years of experience helping producers solve their personal and business client needs We have helped producers place over 100,000 insurance and annuity policies Our producers have led entire insurer field forces in production for multiple years We have been the leading agency for major national insurers for multiple years Our staff has over 200 years of combined industry experience We offer an exclusive combination of top insurer products and special enhanced producer contracts We have extensive life annuity, and disability income portfolios We offer multiple training and practice development resources for producers of all types We are agent-centric in all we do ABOUT OUR CORE INSURERS Transamerica - Top Financial Ratings Monthly and annual bonus matching stock purchase savings program Competitive term with multiple options including premium discounting, layering Top IUL product with multiple crediting strategies, caps and crediting strategies and LTC riders Top final expense simplified and guaranteed issue product line Industry leading Living Benefits term portfolio American General Partners Group - Top Financial Ratings Competitive life include critical, chronic and terminal illness on all products at no added cost Selectable term periods from 10 years or anywhere from 15 to 35 years Competitive NLG life product with optional exclusive guaranteed lifetime income rider Generous agent bonuses for modest life and annuity production Outstanding international and national incentive trips Exclusive life policy Protected Money no surrender charge option Unique multiple policy bundling and premium discounting program Accordia/Forethought - Leading innovator of index life insurance and new NLG buster product Preferred Producer Agent contracts with bonuses, multiple agent benefits, and incentive trips Choice of high paying cash contracts still including incentive trips Exclusive Wellness for Life provides clients with reduced Cost of Insurance over time ABOUT OUR BROKERAGE OFFERINGS Life Insurance - Over a dozen life insurers offering virtually any type of competitive NLG, UL, IUL, WL, SPL, ECV or low cost and convertible term product available. Annuities - Over 100 annuity products from 15 different top annuity carriers Disability Income - Top level Disability income products from the best insurers, with the best local DI expertise available. Long Term Care The currently best available LTC plans from the most well-known insurers

9 Featured CORE INSURER Offerings These carefully selected insurers offer contracts, programs and benefits similar to those offered by career insurers, without the restrictions, thus allowing the independent producer to have a company they can call home whenever they want to, without sacrificing their full independence. AMERICAN GENERAL PARTNERS GROUP Top Financial Ratings Broad range of competitive life and annuity products Selectable term periods from 10 or anywhere from 15 to 35 years provides maximum flexibility in design with issue ages to age 80 Living Benefits, industry leading critical, chronic and terminal illness on all products all included at no added cost Unique optional client selected defined benefit critical and chronic illness benefits Competitive NLG life product with exclusive optional guaranteed lifetime income rider Generous agent bonuses for both modest life and annuity production Outstanding international and national incentive trips Exclusive life policy Protected Money no surrender charge option Unique multiple policy bundling and premium discounting program TRANSAMERICA Top Financial Ratings Monthly and annual bonus programs Matching contribution stock matching savings program Competitive term with multiple options including premium discounting, layering Top IUL product with multiple crediting strategies, caps and crediting strategies and LTC riders Top final expense life with simplified issue up to $50,000 of coverage Term to term exchange program Industry leading Living Benefits term portfolio Outstanding international and national incentive trips Modern design Long Term Care product portfolio ACCORDIA/FORETHOUGHT Leading innovator of index life insurance Newest innovative NLG buster product with competitive premiums, catch up provisions, long term guarantees controlled by the client Preferred Producer program with Bonuses, retirement plan, dental, vision, LTD, life coverage Exclusive Wellness for Life provides clients with reduced cost of Insurance (COI) over time Both Accordia life and Forethought annuity sales count for bonuses, benefits and incentive trips Superior advanced sales support and training available Choice of preferred producer contract with benefits or cash contract still with incentive trips Industry renown outstanding international and national incentive trips

10 Featured BROKERAGE Offerings In addition to offering unique core company programs, Cenco s got your back brokerage offerings parallel those of biggest IMO s but with local personalized service. LIFE INSURANCE Over a dozen life insurers offering virtually any type of competitive life plan. Products include: Index Life, Universal Life, Whole Life, Single Premium life, No Lapse Guarantee, (NLG), Final Expense, Early Cash Value (ECV) Life plus a variety of low cost and fully convertible term plans with bundled premium discounts and inter-insurer term transfer program. Companies include: Accordia, America General, American National, Ameritas, Assurity, LSW, North American, Protective, Genworth, Banner, Baltimore, Symetra, Mutual of Omaha and more. ANNUITIES Annuity Superstore with over 100 available annuity products from 15 different top annuity carriers, plus unique annuity search and marketing systems. Products Include: Single Premium Deferred Annuities (SPDA), Multi- Year Guarantee Annuities (MYGA) Single Premium Immediate Annuities (SPIA), Flexible Premium Annuities (FPIA) Deferred Income Annuities (DIA), LTC benefit annuities. Companies Include: Athene, Annexus, American Equity, American General, American National, North American, Forethought, Great American, Nationwide, Great American, F & G, Allianz, Voya and more. DISABILITY INCOME Top level Disability income products from the best insurers, with the best local DI expertise available. Products Include: Guaranteed Renewable, Non-Cancellable, Business Overhead Expense (BOE), Disability Buy Sell and Retirement Disability Companies Include: Standard, Ameritas, Principal, Assurity, Guardian LONG TERM CARE The best currently available LTC plans from the most well-known insurers such as Transamerica and Genworth Cenco Insurance Marketing Corp El Camino Ave., Suite 1, Sacramento, CA Cenco Insurance Marketing Corporation Lic No Cenco Partners Insurance Marketing Corp. Lic. No. 0K38569 CALL TODAY FOR MORE INFORMATION (916) (800) 45CENCO ( )