Volatility and Loss of Principle are Free Income Certainty and Investment Protection Have a Cost

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1 Volatility and Loss of Principle are Free Income Certainty and Investment Protection Have a Cost Providing Certainty for Your Clients Investment and Income Needs Dial in For Audio: Access Code:

2 What We Will Accomplish Open your awareness about new income solutions Give you new ideas for creating certainty for clients Review details of the best options available Share real world case studies Generate excitement and profitability

3 CORE Group Presenters Marcus Bloom - Relationship Manager - Athens, GA James Farmer - Director of Annuity Marketing - Tampa, FL Dale Philips - Relationship Manager - Dallas, TX

4 Make the Next 35 Minutes Profitable Two Lists People to call Tasks to do Information without action is like buying a present you never give!

5 Uncertainty 67% of Americans are now worried about funding their retirement, tying an all-time high. Gallup

6 Income Certainty In 2012 Variable Annuity buyers elected Guaranteed Living Benefit riders on approx. $8 out of every $10 of variable annuity purchases ($83 Billion) August LIMRA

7 Independent BD Commission Revenue COMMISSION PRODUCTS ($000s) Mutual Fund Revenue 497,200 Securities Revenue 182,500 Stock Revenue 99,300 Bond Revenue 83,200 Annuities Revenue 914,200 Variable Annuities Revenue 815,400 Fixed Annuities Revenue 98,800 Insurance Revenue 30,000 Long-Term Care Revenue 1,300 Life & Disability Revenue 28,600 Alternatives Revenue 144,200

8 Annuity Sales

9 Variable Annuities and Income Benefits Account Value Growth Potential Income Certainty via Income Benefit Income Benefit Base Growth % Nursing Home Enhancement Safety Net

10 What Once Was Significant changes in the VA space over the last few years Higher fees Reduced benefits More restrictions on investments Fewer carriers Lower withdrawal percentages No more joint income

11 Additional Income and Accumulation Solution Equity Index Annuities (EIA)

12 EIA Skeptic Red haired step child Sold by insurance sales people w/out securities licenses Long surrender periods Pay large commissions Too complicated Too many moving parts Not transparent Lack the upside clients seek Don t come with Living Benefits

13 Director of Annuity Marketing Jamie Farmer Over 20 years experience MBA, FLMI and CRPS Varied experience home office, advanced support and personal production

14 Equity Index Annuity An equity indexed annuity (EIA) is a variety of deferred fixed annuity that has credited interest linked, in part, to the performance of an outside measure, typically the S&P 500 Index.

15 Equity Index Annuity History dates back to the mid 1990 s In addition to low interest rates and a volatile stock market, consumers desire to preserve their investment principal continues to be a key driver of the popularity of EIA products Today, about 45 carriers issue over 300 variations of EIA products They bridge the gap between traditional fixed annuities and products that have downside market risk, like variable annuities

16 The EIA Universe We filter the products to meet your broker dealer s requirements Eliminate the B rated carriers (or worse) Guidelines

17 What is Now Significant changes in Equity Index Annuities 66% of EIA s purchased have a GLWB

18 What is Now Significant changes in Equity Index Annuities Income riders offer 5% & 6% compounded roll ups 7% & 8% simple roll ups Income withdrawal percentages from 5% to 6.25% Nursing home income enhancements (state specific) Joint income available

19 Case Study A 60 year old client is considering a Variable Annuity as part of his retirement plan. - He decides to invest $100,000 with the goal of turning on lifetime income at his age 70. -Typical VA might offer as high as 6% compounded rollup to his withdrawal base or 7% simple roll-up and 5% lifetime income once income is turned on. -At age 70, he is guaranteed a minimum lifetime income of $8,500 - $8,954 annually. -He is told, If the markets perform well, income could be higher but, never less.

20 The EIA alternative The income benefits guaranteed under an EIA often beat the guarantees offered under a VA. A typical EIA offers a similar 5% compound roll-up to his withdrawal base or as high as 8% compound but, guaranteed income percentages are generally much higher, ranging from 5.50% %. At age 70, if using an EIA, he is guaranteed a minimum lifetime income of $8,954 - $11,000.

21 Minimum Guaranteed Income VA = $8,954 EIA = $11,000

22 Summarize EIA produces 22% more income than the VA under guarantees! For the VA to equal the guaranteed outcome of the EIA the VA must produce a gross 11.7% annualized ROR for the 10 year deferral

23 EIA Options to Consider Income at age 70 Carrier/Product Premium Bonus Roll-up % Withdrawal Base with 10 Years Deferral Single Life Income Percentage Annual Income Nursing Home Allianz MasterDex X 5.00% 6% Simple $165, % $9,075 N/A American General Choice Index % 7% Simple $200, % $11,000 N/A AVIVA Income Preferred 6 & % 6% Compound $179, % $9,401 $18,802 Genworth SecureLiving 7 & 10 *0.00% 8% Simple $180, % $9,900 N/A ING Secure Index 5 & % 6% Compound $179, % $8,954 N/A ING Secure Index Opportunities Plus 5.00% 6% Compound $188, % $9,402 N/A Lincoln ND 6 & 8 ; OptiChoice 5, 7 & % 5% Compound $162, % $10,181 $16,289 Lincoln Opti Point % 5% Compound $169, % $9,910 $16,940 Lincoln Opti Point % 5% Compound $167, % $9,815 $16,777 North American 0.00% 6.50% Compound $187, % $9,855 N/A

24 But What About the Caps? The VA offers the potential of higher income if the markets perform well but their ability to perform is often handcuffed by various investment restrictions and an average 3.50% internal expenses. In our case study, for the VA to match the guaranteed $11,000 annual income offered by the EIA, the VA would have to experience 11.70% gross annualized returns for each of the 10 years the client intends to defer to grow to $220,000 (5% x $220,000 = $11,000)

25 But What About the Caps? Current Annual Point to Point Caps (S&P 500) 5 Years $25k-$49,999 $50k-$74,999 $75k-$99,999 $100k-$249,999 $250k+ Genworth SecureLiving Index % 4.00% 4.00% 4.50% 4.70% ING SecureIndex % 4.00% 4.50% 4.50% 4.50% Protective Life EIA % 4.95% 4.95% 5.25% 5.25% The Standard Index Select % 3.50% 3.50% 4.10% 4.10% 7 Years $25k-$49,999 $50k-$74,999 $75k-$99,999 $100k-$249,999 $250k+ Am Gen Power Index % 6.00% 6.00% 6.00% 6.00% ANICO Strategy Index Annuity PLUS % 5.00% 5.00% 5.00% 5.00% Genworth SecureLiving Index % 5.25% 5.25% 5.75% 5.95% ING SecureIndex % 5.00% 6.00% 6.00% 6.00% Protective Life EIA % 5.70% 5.70% 6.00% 6.00% The Standard Index Select % 3.70% 3.70% 4.35% 4.35% 10 Years $25k-$49,999 $50k-$74,999 $75k-$99,999 $100k-$249,999 $250k+ Allianz MasterDex X 3.00% 3.00% 3.00% 3.00% 3.00% Am Gen Choice Index % 5.40% 5.40% 5.40% 5.40% ANICO Strategy Index Annuity PLUS % 5.00% 5.00% 5.00% 5.00% AVIVA Income Preferred % 2.00% 2.50% 2.50% 2.50% AVIVA TargetHorizon % 3.25% 3.25% 3.25% 3.25% Genworth SecureLiving Index 10 Plus 4.00% 4.00% 4.00% 4.50% 4.70% ING SecureIndex Opportunities Plus 2.50% 2.50% 3.25% 3.25% 3.25% North American Freedom Choice % 3.10% 3.10% 3.10% 4.00% North American Retire Choice % 2.55% 2.55% 2.55% 3.00% Protective Life EIA % 6.40% 6.40% 6.70% 6.70% The Standard Index Select % 4.75% 4.75% 5.00% 5.00%

26 Independent Study Wharton School of Business 109 actual real world EIA contracts ( )

27 Independent Study Wharton School of Business 109 actual real world EIA contracts ( )

28 Independent Study Wharton School of Business 109 actual real world EIA contracts ( )

29 Independent Study Wharton School of Business 109 actual real world EIA contracts ( )

30 Independent Study Wharton School of Business 5 year Avg. Annualized Returns: Fixed Annuities: 4.73% Taxable Bond Funds: 5.39% Equity Index Annuities: 5.79%

31 Additional Points & EIA Benefits Caps are moving up 6% Death Benefit Riders such as annual 9% Simple EIA offers ROP or GMAB Seeing more split cases A way to lower beta in an AUM portfolio due to ROP feature and guaranteed future income

32 Recent Advisor Success Dale Phillips CORE Relationship Manager

33 Two Common Questions about EIA s What upside potential is there? What is the worst case?

34 EIA s Create Certainty Tax deferral deferred accumulation Principal protection ---interest rate spikes & equity market declines. Guaranteed minimum accumulation. Opportunity for bond-like returns w/out downside risk. High guaranteed lifetime income. Nursing home enhancement features. Asset/ Creditor protection in most states

35 EIA s Keep It Simple For a portion of your conservative money. Principal is protected. Guaranteed minimum growth. Protected lifetime income. Opportunity for growth - without the worry.

36 Next Steps 1. CORE will you the Wharton EIA study. 2. Consider your best clients/contacts and make a list. 3. Your CORE Relationship Manager will call you.

37 (800)

38 Thank you!

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