2 2 I. Who is Everest?
3 Who is Everest? Everest is the First Nationwide Funeral Planning and Concierge Service Covers more than 25 million individuals across the U.S. and Canada How will Everest help? 3 Everest s Advisors are available 24/7 Access to Online Planning Tools and PriceFinder Database Tenzing - A secure, cloud-based data vault for storing personal information Independent Consumer Advocate for family members when they need it most
4 The Everest Offering Independent expert Funeral planning advice 24 X 7 Advisor Planning Assistance Handling funeral planning issues Creating a personal funeral plan Everest PriceFinder Research Reports Detailed, local funeral home price comparisons Available on demand via our website Tenzing A secure, cloud-based data vault for storing personal information Online Funeral Planning Tools 4 Includes: Personal Profile, 10-Key Decisions Planner, My Wishes Planning Guide, Reference Guide
5 The Everest Offering At-Need Family Support Family Assistance and Plan Implementation Communicate the client s Personal Funeral Plan to the funeral home, removing the family from a sales-focused environment Provide 24 hour assistance to family throughout the funeral process Negotiation Assistance Gather pricing information and present to client in an easy-tounderstand format Negotiate funeral service pricing with local funeral homes Help the family compare prices of caskets and other products 5
6 The Everest Package Whole Life Insurance - Immediate Death Benefit - Graded Death Benefit - Return of Premium Death Benefit $5,000 - $30,000 Whole Life Insurance underwritten by: 7 and affiliated companies* Availability: Up to Age 85 Easy to Apply Simple application to complete No medical exam - medical questions on application Life Insurance Premiums never increase 48-Hour Payout 1 The proceeds of your life insurance may be paid to your beneficiary in as little as 48 hours after death. Your family may then use the money to cover the funeral bill, burial or cremation costs, or any other expenses. Any remaining money may be used by your beneficiary in any way they choose. Tax-Free Proceeds 2 The death benefit will be paid tax-free to your beneficiary upon your death 1. Life insurance proceeds paid after the first 2 policy years. 2. Life insurance proceeds are generally paid tax free. However, you may want to consult a tax specialist.
7 Product Offering Golden Solution: Family Solution: Ages 0-49 Two versions, depending on health question answers: - Immediate Benefit - Up to $35,000 - Pays 100% immediately - Return of Premium - Up to $20,000 - Pays return of premiums paid plus 10%, within first three years - Pays 100% immediately thereafter - Pays 100% if accidental Ages Three versions, depending on health question answers: - Immediate Benefit - Ages 50-75: Max $35,000 - Ages 76-85: Max $20,000 - Pays 100% immediately - Graded Benefit - Up to $15,000 - Pays % of Benefit: - Year 1: 30% - Year 2: 70% - After Year 2: 100% - Return of Premium - Up to $15,000 - Ages Pays return of premium plus 10% within first 3 years - Pays 100% thereafter - Ages Pays return of premium plus 10% within first 2 years - Pays 100% thereafter - Pays 100% if accidental 8
8 9 II. Consumer Demand
9 Funeral Industry Background $20 Billion Industry 2.4 Million Deaths per Year 84% of consumers believe it is better to pre-arrange Only 26% of consumers have made any type of arrangements 25,000 Funeral Homes in North America Average funeral home performs 100+ services per year Only 15% consolidated after 35+ years 3 Publicly traded participants (SCI, Carriage, & StoneMor) No National Brand for Funeral Homes Pre-Need Funeral Accounts 10 Designed to lock in the consumer Expensive with limited information
10 Consumer Research Findings Consumers funeral concerns and priorities 46% Not being able to afford it 37% Not knowing where to start 36% Being taken advantage of Source: Research Now s Online Panel
11 Everest is the Solution Not being able to afford it Solution: Everest saves a family thousands of dollars on average compared to planning with a funeral home Don t know where to start Solution: Everest s planning information and helpful advisors provide families access to unbiased third party advice and someone to execute all the details per the client s request Fear of being taken advantage of Solution: Everest s independent advocates work for the client, not the funeral home, allowing the family time to focus on what s important as opposed to making arrangements 12
12 Decisions Need To Be Made Funeral / Memorial Service Casket / Container Embalming (if requested) Visitation Grave Space Burial Vault Tombstone / Marker Inscription on Tombstone/Marker Cremation Fee Limousines Obituary Notices Flowers Charitable Donations Memorial Books Prayer Cards Thank You Cards Internet Memorial Travel (Out of Town Guests) Legal Expenses 13
13 14 III. Why Everest?
14 How Everest Completes a Personal Financial Plan? One of a Kind: The Everest Package of funeral concierge services and consumer advocacy is unique in North America Exclusive: Only WFG offers The Everest Package - giving you a competitive advantage 24 Hour Assistance: Expert Advisors always available to assist families. Everest facilitates payment of the insurance within 2 business days becoming bridge money until other insurances pay A Core Solution: Many families need this product Everest is Simple. One-Page Application: Easy to understand and everyone can qualify 15
15 17 IV. Everest Tools
16 The Everest Tool Kit : The Everest Package Overview Count on Everest to be there when needed to make informed & empowered decisions. An independent consumer advocate, Everest is available to more than 25 million individuals across the United States and Canada. Everest s 24/7 Advisors provide peace of mind and confidence when making difficult financial and emotional decisions, and help to expedite payout of the proceeds of your life insurance. Everest Offers: 24/7 Advisor Planning Assistance Research Reports and Planning Tools At-Need Family Support Leveraging technology and its extensive database allows clients to see detailed cost comparisons on demand via the Everest website. everestfuneral.com Whole Life Insurance Immediate Death Benefit Graded Death Benefit Return of Premium Death Benefit $5,000 - $30,000 Whole Life Insurance underwritten by: and affiliated companies* Availability: Up to Age 85 Easy to Apply Simple application to complete No medical exam - medical questions on application Life Insurance Premiums never increase 48-Hour Payout 1 The proceeds of your life insurance may be paid to your beneficiary in as little as 48 hours after death. Your family may then use the money to cover the funeral bill, burial or cremation costs, or any other expenses. Any remaining money may be used by your beneficiary in any way they choose. Tax-Free Proceeds 2 PLUS The death benefit will be paid tax-free to your beneficiary upon your death. 1. Life insurance proceeds paid after the first 2 policy years. 2. Life insurance proceeds are generally paid tax free. However, you may want to consult a tax specialist. Independent Expert Funeral Planning Advice 24/7 Advisor Planning Assistance Assistance to discuss funeral planning issues Provide client with help in creating a personal funeral plan Independent Consumer Advocate Everest is not associated with any funeral home, burial or cremation provider Everest PriceFinder SM Research Reports Proprietary Database Detailed, local funeral home price comparisons Available on demand via our website Tenzing A secure, cloud-based data vault for storing personal information Online Funeral Planning Tools Includes: Personal Profile, 10-Key Decisions Planner, My Wishes Planning Guide, and Reference Guide Information stored and maintained in our secure data warehouse At-Need Family Support Family Assistance and Plan Implementation Communicate the client s Personal Funeral Plan to the funeral home; removing the family from a sales-focused environment Provide 24 hour assistance throughout the funeral process Negotiation Assistance Gather pricing information and present to client in an easy-toread format Negotiate funeral service pricing with local funeral homes Help the family compare prices of caskets and other products Everest Funeral Package, LLC, EA Financial Advisors, LLC and their respective affiliates have no affiliation with Everest Re Group, Ltd., Everest Reinsurance Company or any of their affiliates. Everest and the Everest logo are service marks of Everest Funeral Package, LLC. Everest PriceFinder is a service mark of Everest Information Services, LLC. Tenzing is a trademark of Everest Information Services, LLC. * IA American Life Insurance Company & Occidental Life Insurance Company of North Carolina. Each insurer has sole financial responsibility for its own products. Golden Solution Whole Life Insurance Policy Form No. GDLW103, GDWL102 & GDWL101 (IAA); 9772, 9465, 9471 (OL) & CN
17 The Everest Tool Kit : Everest PriceFinder SM PREPARED FOR THE SAMPLE FAMILY - JANUARY 5, 2011 TRADITIONAL FUNERAL SERVICE Martin Smith Jones Johnson Williams Collins Murray Lewis Funeral Home Funeral Home Funeral Home Funeral Home Funeral Home Funeral Home Funeral Home Funeral Home 123 Maple 123 Pine 123 Oak 123 Mahogany 123 Cherry 123 Walnut 123 Pecan 123 Poplar Anywhere, USA Anywhere, USA Anywhere, USA Anywhere, USA Anywhere, USA Anywhere, USA Anywhere, USA Anywhere, USA FUNERAL HOME SERVICES - Actual prices provided by the funeral home** Basic Services of Director & Staff $250 $500 $795 $1,450 $1,480 $1,610 $2,395 $2,500 Embalming $375 $425 $395 $650 $850 $575 $625 $675 Dressing & Casketing $150 $75 $105 $190 $225 $240 $145 $700 Facilities & Staff for Visitation $275 $350 $275 $250 $100 $415 $495 $500 Facilities & Staff for Chapel Service $275 $350 $275 $375 $325 $370 $585 $500 Transfer Vehicle to Funeral Home $200 $175 $260 $175 $275 $340 $440 $350 Hearse $250 $295 $300 $275 $275 $370 $390 $475 Utility/ Flower Vehicle $100 $100 $95 $125 Included $155 $145 $250 Lead Car Included Included Included $125 $125 Included Included $250 SUB-TOTAL: $1,875 $2,270 $2,500 $3,615 $3,655 $4,075 $5,220 $6,200 Prices below are for budgeting purposes only and reflect national averages FUNERAL MERCHANDISE - See Appendix A for more detailed information Average price for a steel casket $2,400 $2,400 $2,400 $2,400 $2,400 $2,400 $2,400 $2,400 Average price for a concrete burial vault $1,495 $1,495 $1,495 $1,495 $1,495 $1,495 $1,495 $1,495 SUB-TOTAL: $3,895 $3,895 $3,895 $3,895 $3,895 $3,895 $3,895 $3,895 OTHER FUNERAL COSTS Professional Fees $400 $400 $400 $400 $400 $400 $400 $400 Flowers $300 $300 $300 $300 $300 $300 $300 $300 Obituary $500 $500 $500 $500 $500 $500 $500 $500 Police Escorts $375 $375 $375 $375 $375 $375 $375 $375 Death Certificates, Stationery $200 $200 $200 $200 $200 $200 $200 $200 SUB-TOTAL: $1,775 $1,775 $1,775 $1,775 $1,775 $1,775 $1,775 $1,775 TOTAL: $7,545 $7,940 $8,170 $9,285 $9,325 $9,745 $10,890 $11,870 *This is a Limited Service Provider who may not offer the range of funeral services. **The prices presented here were accurate only as of the date or dates such prices were obtained. Such prices may vary over time and the actual prices determined at the time services are provided may vary significantly. Everest Information Services, LLC and its affiliates makes no representation, guaranty or warranty of any kind that prices at the time services are provided will be the same as those presented here. ***The cost of an urn can vary widely depending on the type of urn selected. The Federal Trade Commission allows individuals to furnish their container Everest Information Services, LLC. All Rights Reserved Everest PriceFinder, PriceFinder and the Everest PriceFinder logo are service marks of Everest Information Services, LLC. Everest and the Everest logo are service marks of Everest Funeral Package, LLC. Page 4 of 7 22
18 The Everest Tool Kit : What Happens When You Become a Client» Call You will receive a Welcome Call from an Everest Advisor Everest will store your My Wishes plan in its secure data vault Instructions for accessing Everest s online planning tools You can change your My Wishes plan as often as you wish at any time at no charge to you Do-it yourself online Complete the Planning Guide at your leisure on your computer. Remember, Everest s Advisors are available 24 hours a day, 7 days a week to answer your questions. Or we can help you Schedule a planning conference with an Everest Advisor and the Advisor will complete your plan over the phone with you 25» everestfuneral.com
19 The Everest Tool Kit : How Everest Works at the Time of Need» Call Contact Everest Finalize Arrangements NOTE: We provide 24/7 phone support for our customers. With Family Members With Funeral Home Discuss Wishes Stay In Touch Review or Create Plan 24/7 As long as you need. with your Everest Advisor. Our Advisors are independent knowledgeable experts who help families make informed decisions about all funeral-related issues. Review Costs Research Shop Negotiate 19» More than 25 MILLION PEOPLE across the U.S. and Canada have access to Everest services. GO TO everestfuneral.com
20 The Everest Tool Kit : Client Stories Client Stories and the cost savings they obtained with Everest Peace of mind when needed most. Everest is an independent consumer advocate that provides clients with funeral planning and concierge services to prepare for and deal with all aspects of a funeral. Average Savings Range of Funeral Services and Merchandise = $1,250 - $5,500 Representative Client Case Studies Situation Actions Results As a result of Everest s cost comparison and negotiation services. Actual Savings THE K FAMILY At the time of death, the family had not spoken to a funeral home director, but did express interest in a funeral home that charged $7,240 for the services they desired. Everest contacted six funeral homes and reported prices ranging from $4,575 to $7,240 for the same services. The family requested that Everest negotiate with two of the six funeral homes, both of which agreed to reduce their price. The family elected to use a funeral home that was willing to reduce its fee by $825, resulting in a final cost of $3,750. $3,490 THE G FAMILY Prior to engaging Everest, the client intended to use a funeral home that charged $10,890 for services and the casket. Everest negotiated with this funeral home, which agreed to reduce its fee to $7,190. The client ultimately elected to use a different funeral home, which charged $4,595 for the same services and merchandise. $6,295 THE O FAMILY Prior to contacting Everest, this family had considered a funeral home that offered an adjoining cemetery, and was quoting extremely high prices: $75,000 on a family cemetery plot plus a funeral service package starting at $15,000. Everest negotiated this funeral home s service charge down to $5,805 and helped the family locate suitable property in the same cemetery for $20,000, saving them $55,000. The family selected a different funeral home that was willing to charge $3,995 for the selected services and casket. $11,005 Based on average savings experienced by actual Everest families. Range of savings and case studies are provided for illustrative purposes only. Individual circumstances, customer choice, market forces and other factors can influence prices and potential savings and therefore substantially influence actual results. Results and savings are not guaranteed. While you can t predict life s outcome, you can prepare for it 20
21 The Everest Tool Kit : Tenzing TenzingTM is a secure, cloud-based data vault for protecting, storing, updating and conveniently accessing important personal information. Financial records, user names and passwords, estate plans, memberships, photos and other important personal documents can all be safely archived. Tenzing satisfies the everincreasing need to leverage technology and securely organize and store personal information. Tenzing provides immediate online access to your most valuable information while protecting you from unauthorized access to your personal data. This unique information storage platform firmly bonds Everest s concierge-level service and best-in-class security to protect your valuable information. Tenzing ensures confidentiality and integrity of digital information through the use of multiple layers of data encryption technologies, enhanced user authentication and industry recognized best practices. Tenzing provides this enhanced level of security through HP Global Cyber Security Centers, keeping your information safe and accessible 24/7/365. Named after Tenzing Norgay, one of the first two men to reach the summit of Mount Everest. Tenzing achieved worldwide fame for his attentive approach to climbing dangerous peaks and expertly guiding climbers to the summit of the world s tallest mountain. More information available at 21
22 23 V. How To Sell Everest
23 Positioning Everest Completes a personal financial plan Everest is a supplement to new/ existing coverage Funding can be used as bridge money Very affordable 24
24 Presenting Everest Keep it Simple Ask your client Have you ever planned a funeral? How much do you think a funeral costs? Who would you call? 25
25 Everest is NOT Everest is NOT a funeral home Everest does NOT have a network of funeral homes it deals with Everest does NOT sell funeral goods or services Everest does NOT sell funeral pre-arrangements Everest does NOT receive commissions or profit in anyway from a client s decision 26