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 organization 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 $157 billion in assets under management 1 A broker-dealer listed as the second largest independent broker-dealer 2 A network of more than 7,900 3 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 Investment News, January 26, As of January, 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 income, 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 Corp. 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 The challenges of practice management are significant, and each individual practice is unique in the tools and resources needed to operate and grow effectively. The Office of Practice Management connects you with the people and tools available throughout Lincoln Financial Network and beyond, which you may choose to integrate into your practice to operate and grow effectively. Practice Management The goals of the Office of Practice Management are to: Increase the capacity of your practice by keeping you in front of clients and a talented support team minding the store Create a consistently positive client experience Create a predictable and professional environment within your practice

10 Strategic Business Planning Business Planning A successful ritual of the top practitioners in our industry is annual business planning. This simple discipline is the single most compelling difference between high achieving and mediocre practices. Practice Succession Developing and implementing a welldesigned succession plan is essential to the survival of the financial planning practice that you have worked so hard to create. Rather than a single, dramatic event, the smooth succession of your practice should resemble a process that occurs over time. The handing over of your practice should be well researched and carefully executed if the process is to be successful. Adequate planning enables you to test potential successors and evaluate their maturity, commitment, client relationship management, business knowledge, employee management, and leadership skills. Marketing support Marketing is a critical component of creating a business that is not only visible, but sustainable into the future. Whether you are just getting started or have reached the mature phase of your practice development, our national marketing programs and services are available to help you achieve a meaningful solution to the ongoing challenge of marketing your practice. Compliance consulting Compliance has always been an intricate part of the financial services business. As we enter the post-madoff, Dodd-Frank era it will be even more so. Understanding the implication and requirements Compliance places on the day-to-day operation of a practice will be crucial moving forward. As advisors contemplate changes to their practice, the Office of Practice Management will coordinate with the appropriate Lincoln resources to ensure that each element of the practice remains compliant and advisors can spend more of their time focused on their clients needs.

11 Workforce consulting Identifying and retaining the correct staff is a critical element of developing a successful and growing practice. Attracting and developing these high quality individuals to your practice will require the coordination of numerous factors regarding workforce management. Consistent with your choice of affiliation, Workforce Consultants are available to provide the appropriate level of guidance in the areas of staffing, coaching, talent development, staff benefits, and licensing & contracting. Staff support Recruiting professional and talented support staff is essential to growing your practice and serving your clients. The Office of Practice Management will help your team assess training and development needs. We will then connect you and your staff with the right people, tools and training, based on your affiliation, to help achieve desired results in the areas of: Designing your organization Supervision & accountability processes and tools Delegation Time management strategies Appointment preparation Recruiting support As you grow your practice, often a critical juncture is reached where the addition of another advisor is necessary to take your practice to the next level. Through the Office of Practice Management, we can facilitate options with other Lincoln advisors or leverage Lincoln s national recruiting efforts in strategic markets. There are numerous options and considerations that need to be explored when moving in this direction. The Office of Practice Management can help guide you through the process and help develop a seamless integration plan to acclimate representatives from another broker-dealer to Lincoln. Technology Technology is touted as the answer for every situation. There is no doubt that technology is an important piece of the puzzle. However, which technology is probably a more important question. Leveraging years of experience and involvement with various practice structures, the Office of Practice Management can connect you to the resources, consistent with your affiliation, to help navigate the myriad of options and applications available.

12 Training & education At Lincoln Financial Network, you benefit from a culture dedicated to offering outstanding learning and growth opportunities for all. We leverage the best intellectual capital throughout our firm and from our industry to bring you information, best practices and training in a manner that best suits your lifestyle and learning style: Educational Meetings If you value interaction with instructors and networking with peers, we have a full calendar of in-person meetings featuring industry specialists, company leaders and top advisors across the country. Video & Web Conferences If you re looking for a variety of training opportunities throughout the year, our robust schedule of video and web conferences is sure to help meet your needs. On-Demand Training Resources Need immediate education on a case-specific issue or interested in developing a self-study program for your new associate or staff member? Our Virtual University is there for you 24/7, providing maximum flexibility in accessing information and training.

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. D:rive Time MP3s Industry updates, company announcements, sales ideas and product news all in a radio show format MP3, 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 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.

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 employee 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 simulation 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 toward 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 Streetscape is our brokerage technology platform for advisors who clear their trades through National Financial Services LLC, member NYSE and SIPC, a Fidelity Investments Company. It integrates trading and service functionality with customer information, reporting and alerts. Take advantage of a single point of access to market data, news, and third-party research virtually anytime, anywhere. mystreetscape mystreetscape provides clients with convenient, online access to view their account balances, positions, transaction history and trade order status through a secure, passwordprotected internet site. They can also access account statements and trade confirmations, and elect e-notification for these documents while suppressing paper delivery. 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 Lincoln Imaging Powered by OnBase A fully hosted imaging platform is available to our advisors through Lincoln s agreement with Hyland Software, Inc. Hyland s platform is known as OnBase. OnBase hosts client data in two state-of-the-art data centers to ensure records are available 24/7 from any internet-connected computer. The OnBase solution has been filed with FINRA providing representatives with a turnkey compliant record storage and retention platform enabling office efficiencies while allowing for quick retrieval of information and responses to audits. 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.

22 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). With our robust, interactive website, we have put the Broker-Dealer online. With this site, which is available 24/7, you and your support staff will have access to information on: Products Lincoln understands that advisors want broad strategic solutions rather than single-product answers for your clients. We offer a full array of annuity, life insurance and investment options to help you meet the various needs and objectives of your clients. With a wide variety of options to choose from, Lincoln Financial Network can provide your clients with just the right product to help meet their retirement objectives, long-term financial goals and insurance needs. Procedures Locate step-by-step instructional documents to help you easily open and service your client accounts. Communications We frequently provide information on new products, processes, and procedures to you. The site helps you stay abreast of industry changes, system enhancements and more. Marketing Our marketing support services are an extension of your business, saving you time and effort when growing your book of business. Compliance In our heavily regulated, evolving industry, it s important to have a Broker-Dealer that helps manage Compliance requirements and works proactively to help you. Technology Our online tools will help you effectively and efficiently process your business needs. Learn what s available, and take advantage of the reference materials. Information is at your fingertips with our robust, interactive website. With this site, which is available 24/7, you and your practice can benefit from the experiences of our extensive team of professionals. You and your staff will have access to information on: Products Lincoln Financial Network is committed to providing your clients with an extensive range of products and services, selected from among the foremost insurance and investment management organizations in the United States. We offer a multitude of investment alternatives carefully selected from the most respected names in the financial services industry, so you can feel confident that you have access to some of the best products available in the marketplace.

23 Market Access The site is a valuable resource to help you grow your business with information on ideas for approaches, the competitive services group, e-business, prospecting, the Lincoln Financial Toolkit and more. Financial Planning We are recognized for our unique, proprietary financial planning process. The Cycle of Operations is the step-by-step process for developing your fee-based business and delivering comprehensive financial plans to your clients. The information will help guide you through the process utilizing the application of the serve first philosophy. Practice Management Practice Management helps you build your business in order to move to the next level, including business planning, staffing concerns and operational efficiency. Communications We frequently provide information on new products, processes and procedures to you. The site provides a centralized hub to help you stay abreast of industry changes, system enhancements and more. Compliance In our heavily regulated, evolving industry, it s important to have a Broker-Dealer that helps manage Compliance requirements and works proactively to help you. Technology Everyday you will utilize multiple tools to help you obtain market news and statistics, monitor account activity and initiate transactions. Connect to these tools from our website and obtain reference and training materials as needed. Learn about tools available to your clients as well. NetX360 TM NetX360 provides one complete solution, combining the best of the brokerage and advisory worlds onto one platform, for advisors who clear their trades through Pershing LLC, member NYSE and SIPC, a subsidiary of The Bank of New York Mellon Corporation. Our advisors can view client account holdings, history, balances and order status as well as place trade orders. They gave the availability of realtime or streaming quotes, news and online investment research, all in a passwordprotected environment. NetExchange Client NetExchange Client offers your clients online access to their brokerage accounts where they can view account holdings, history, balances, delayed quotes and market information. In addition, they can select electronic delivery of their account statements and trade confirmations, viewing these items online while suppressing paper delivery. The system utilizes specific User IDs and password protection for security.

24 LaserApp We have established a partnership 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.

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: Top 100 Independent Financial Advisors 4 Top 100 Independent Advisors in America 5 The Best Financial Planners in Dallas LFA recognized as the first 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 Corporate Executives Financial Institutions Investment Brokerage Firms Professional Employer Organizations Property and Casualty Firms 4. Barron s, August 31, Registered Rep, August 1, D Magazine, January 2009.

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 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 instruction designed to help you launch and grow your fee-based financial 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 financial 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 twice 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 financial 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 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 Specialists 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