type of illustration are crippling sales. (File: Technique Book; Insurance Planning/MDRT Index; )

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1 HOWARD WIGHT S Financial Concepts Ideas That Will Help You Make A Difference Number 35 February 29 Here s a quick overview of each page in this month s newsletter: Summary Comparison of Options. This format has helped sell more life insurance than any other single concept with which I am familiar. Each company will undoubtedly have a compliance caveat included that the summary must be accompanied by the complete companyapproved illustrations. (File: Technique Book; Insurance Planning/MDRT Index; 44.) ABC Summary Comparison of Options (Commentary). Here s a track to run on when discussing options with your prospects and clients. (File: Technique Book; Insurance Planning/MDRT Index; 44.) Summary Comparison of Options (Form). This is intended for your use if you do not have software that provides something along these lines. Companies that do not have the ability to provide this type of illustration are crippling sales. (File: Technique Book; Insurance Planning/MDRT Index; 44.) L.E.S.S. = More Sales. Combine Logic, Emotion, Simplicity, and Sincerity, and you will generate More Sales. (File: Technique Book; Overview/MDRT Index; 39.) Which Job Would You Prefer? Here s a great idea that I have borrowed with the permission of its creator, Burt Meisel. Thanks again, Burt. (File: Technique Book; Insurance Planning/MDRT Index; 44.) Which Job Would You Prefer? (II) Here s a variation on the prior idea. (File: Technique Book; Insurance Planning/MDRT Index; 44.) I m Just a Piece of Paper. This puts life insurance in perspective. (File: Technique Book; Insurance Planning/MDRT Index; 44.) 29 Howard Wight Random Thoughts on Life. This page presents a collection of thoughts about life in general. (File: Technique Book; Miscellaneous/MDRT Index; 5.) What s Inside the February 29 Issue? Summary Comparison of Options ABC Summary Comparison of Options (Commentary) Summary Comparison of Options (Form) LESS = More Sales Which Job Would You Prefer? Which Job Would You Prefer? (II) I m Just a Piece of Paper Random Thoughts on Life

2 $ Male, Age 35 ANNUAL PREMIUM Year Age YEAR 2 SUMMARY AGE 65 SUMMARY AGE 75 SUMMARY AGE 85 SUMMARY Summary Comparison of Options for Robert Sample OPTION A OPTION B OPTION C $1, 1, 1, 1, 1, 1, 1, $2, $3, $13, $23, $5, 5, 5, 5, 5, 5, 5, $1, 134,778 $15, 283,893 $2, 57,213 $25, 851,576 1,53,741 $13,48 9,153 3,29 3,482 CR 4,65 CR 1,72 CR 13,14 CR 172,667 24,99 169, ,8 93,879 6,53 36,73 CR 769,3 These figures are based on current assumptions and are not guaranteed. This summary must be accompanied by the complete company-approved illustrations. Which Option Do You Prefer?

3 ABC Summary Comparison of Options How do you make something good look even better? The answer compare it to something worse. Comparisons create context. Comparisons facilitate decision making. Without context, you are trying to make a decision in a vacuum. One typical company life insurance ledger illustration might contain ten to twenty pages of computer printouts. The numbers are based on current assumptions and are not guaranteed. Put another way, the numbers are wrong. Once you understand that, you realize that what you are looking at is a conceptual presentation. The ABC Comparison summarizes what might total thirty or more pages of printouts. The detailed illustrations should accompany the summary but might be included in the appendix of the presentation. Let s take a look at the ABC Summary Comparison. Option A shows $ of term insurance starting at age 35. The annual premium is $1, per year for thirty years until age 65. Then the insured has to pass a medical exam. The premium for the next twenty years is $1, per year. This is an extremely competitive rate at age 65. At age 85, you will have paid a cumulative total of $23,. At this point, the policy terminates, and you have no cash value and no death benefit. You will have paid a lot for nothing. Option B is a combination of term and cash value insurance. The annual premium is $5,. At age 85, the total premiums paid will be $25,. Compared to Option A, you will have paid an additional $2,. Based on current assumptions, you would have over $8, of cash value and over $ if you were to die at that time. Which option do you prefer so far? Now let s take a look at Option C. This is a cash value policy where the premium starts at over $13,. This is a dividend paying policy, and we are using the dividend in this example to reduce the premium. Let s take a look at age 66. This shows a credit (CR) of over $4,. This means you would be receiving a check in that amount from the insurance company. Now, let s take another look at Option A. You would be writing a check for $1,. Let me ask you a question which may sound silly. Would you rather write a check for $1,, or receive a check for $4,? Now, let s go to age 85. Based on current assumptions, with Option C, you will have gotten back about $36, more than you paid in. The cash value will be $769,, and the death benefit will be $. Cash value life insurance represents a taxfavored way to accumulate cash for yourself and your family. Tell me, which option do you prefer? Why don t we find out if you can qualify? Are you going to be in town for the next few weeks? Why don t I have the doctor s office contact you in order to set up an appointment for a medical exam, which, of course, is at our expense, so that we can find out if you can qualify? All I need now is the answer to a few more questions and a check. Many companies do not have software capable of providing this type of comparison. For most people, life insurance is a complicated subject. The ABC Summary Comparison makes it easier for the client to understand the difference between term and cash value insurance.

4 Summary Comparison of Options for $ (Age ) Year Age Option A Option B Option C Option D Annual Premium Year 2 Summary Age 65 Summary Age 75 Summary Age 85 Summary These figures are based on current assumptions and are not guaranteed. This summary must be accompanied by the complete company-approved illustrations. Which Option Do You Prefer?

5 The LESS you say L ogic the more you sell. + E motion Would you prefer the + S implicity two hour presentation or the thirty minute + S incerity presentation? Combine Logic, Emotion, = More Sales Simplification, and Sincerity, and you will generate More Sales. Logic. Logic tells emotion sells. Logic is the reason for doing something tomorrow. Emotion is the reason for doing it today. The logic of life insurance is virtually irrefutable. No one has a lease on life or on good health. If you don t die before age 65, you ll die after age 65. The probability of dying is 1%. When you die, there will be a need for cash. Why not let the event that creates the problem also be the event that creates the solution to the problem. Life insurance is long-term cash. It is a cash cushion for your family to fall back on when you die and a cash cushion for you during your lifetime. Emotion. Most people do not want to contemplate their inevitable demise, so they like to avoid the subject of life insurance. This is an emotional reaction. If someone does not care, they probably will not buy life insurance, regardless of the irrefutable logic. Life is too short to work with people who don t care. Top producers ruthlessly eliminate poor prospects. They don t work with people who don t buy. Ask questions that help people get in touch with their emotions. As Ben Franklin pointed L.E.S.S. = More Sales out, People are best convinced by reasons they themselves discover. How do you get people to discover reasons themselves? Ask questions. A question such as, What s important about money to you? helps people think about their values and what s really important to them. Here are a few other thought-provoking questions. If you knew with virtual certainty that you were going to die in the next six months, what changes would you make in your life and in your planning? Where do you want your money to go? Would you prefer that your money go to your children or to 3,, strangers? How much of your estate have you earmarked for the IRS tax collector? Simplicity. Simplicity is the state you reach when you simplify something. To simplify something means to eliminate the unnecessary and the unimportant. Our goal is to achieve simplicity. Have you ever had someone ask you to make your explanation more complex? Of course not. Keep it Simple and Sincere (KISS). The premium is not the problem. The premium is the solution to the problem. The premium is typically 1% or 2% per year. Let s use 1% of your estate each year to help protect the other 99% from the IRS tax collector. Doesn t that make sense? If it makes sense to spend 1% per year to manage your money, wouldn t it make sense to invest 1% per year to protect the money being managed? For a small business, why not let 1% of the sales each year help protect the other 99%? Your income makes everything else possible. Wouldn t it make sense to use about 2% of your income each year to help protect the other 98%? You could create $ for your family by setting aside 1% (or 2%) per year. Wouldn t that make sense? After about ten years or so, if you decided to call the deal off, you could get all your money back plus interest. Why not dedicate 1% of your estate (or your income) each year to creating a gift for your favorite charity? The premium is peanuts. 1% or 2% per year is peanuts. Isn t that simple? Isn t that simplicity? Sincerity. Be sincere. Mean what you say. What people are buying is you not a product not a price. They don t care how much you know until they know how much you care. Be totally trustworthy. Trust is the single most important factor in a relationship. Do what you say you ll do. When someone gives you a referral, he or she is basically saying that you can be trusted. They are bestowing their trust on you. One of the best ways to establish trust when selling life insurance is to show the prospects a side-by-side comparison of term insurance and cash value insurance. Most people have read or been told that they should buy term insurance and invest the difference. When they see a comparison over the long haul, most people can t understand why anyone would want to buy term insurance. By helping people understand life insurance, you are establishing trust.

6 Which Job Would You Choose? Salary JOB A $2, JOB B $196, Income if Disabled 12, Which Job Would You Choose?

7 Which Job Would You Choose? Salary JOB A $2, JOB B $198, Family Income Fund 2,, Which Job Would You Choose?

8 I m Just a Piece of Paper: But Even More... I am an idea. I am a promise. I help men see visions, dream dreams, and achieve economic immortality. I am education for the children. I am savings. I am also property that increases in value from year to year. I lend money when you need it most with no questions asked. I pay off mortgages so that the family can remain together in its own home. I assure fathers the daring to live and the moral right to die. I create, manage, and distribute property. I am the great emancipator from want. I guarantee the continuity of business I protect the jobs of employees I conserve the employer s investment. I am tangible evidence that a man is a good husband and father. I am a declaration of financial independence, a charter of economic freedom. I am the difference between an old man and an elderly gentleman. I ll provide cash if illness, injury, old age, or death cuts off the breadwinner s income. I am the only thing a father can buy on the installment plan that mother doesn t have to finish paying for. I am a certificate of character, an evidence of good citizenship, an unimpeachable title to the right of self-government. I bring dignity, peace of mind, and security to the latter years of life. I am a great social compact that merges the individual into the mass and places behind the frailty of man, standing alone, the immeasurable strength of men, standing together. I supply investment capital that makes the smoke go up the chimneys, wheels turn, and motors hum. I guarantee that there will always be Christmas with tinsel, a happy fireside, and the laughter of children even though father is not there. I am the guardian angel of the home. I AM YOUR LIFE INSURANCE POLICY. Anonymous

9 Random Thoughts on Life Nothing beats believing in what you do. When you have a mission, everything else falls into place. Life builds character. The most important trip you may take in life is meeting people halfway. Henry Boye Make peace with your past, so it won t mess up the present. You ve got a life. Live it. The critical factor for success is accountability. To whom are you accountable? Take Notes! Roger Zener and Howard Wight Time heals almost everything. Give time, time. All I want is one good idea every year. If you really push me, I will settle for one good idea every two years. Warren Buffett If money is the solution you really don t have a problem. Analysis is the hiding place for the decision impaired. Is stuff singular or plural? If it s singular, why is there so much of it? Everything happens for a reason. The head never hears until the heart has listened. The ultimate master key to life, happiness, and success is to focus on first things first.

10 Caveats, Comments and Options Please do NOT copy this newsletter for your associates unless you have purchased the right to do so. This newsletter is copyrighted. Check out our NEW website: Million Dollar Ideas for only $1 each! Copyrighted. This material is copyrighted. An subscription, which costs $147 per year, is intended for the sole use of the subscriber who may copy pages for prospects and clients only. Companies, agencies, and brokerage operations may purchase the rights to reproduce the newsletter or individual pages for agents, associates, or brokers, but may not do so without prior written agreement with Wight Financial Concepts Corporation. The investment for an agency to make copies for its agents is $997 per year, which includes the subscription. It s a real money maker! One good sale will recapture your investment. Companies may purchase subscriptions at a substantial discount. Call us for details. Consult your own professional advisors. This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal or accounting services. If legal advice or other expert assistance is required, the services of a competent professional should be sought. Subscriber s responsibility. Subscribers are responsible for ensuring that the information they present to their clients is accurate and in compliance with state, federal and company regulations and that adequate disclosure is made. Filing. For those subscribers who have bought the TECHNIQUE BOOK, we suggest that you use the newsletter to keep it updated. Each page of the newsletter can be filed in the appropriate section, or you can establish a separate set of proposal files. Repetition, Reinforcement, and Timing. Repetition and reinforcement are the keys to learning, expertise, excellence, and success. We will repeat ideas from time to time but almost every time the idea will contain a new nuance. A great idea at the wrong time is no better than a bad idea. Timing is everything. The right idea at the right time can change a lifetime perhaps yours or that of a client. Ideas. If you are willing to share your ideas with others, please send them to Howard Wight, 133 Jones Street, Suite 44, San Francisco, CA 9419, fax them to (415) , or call him directly at (415) HOWARD WIGHT S Financial Concepts Filing Technique Book Section MDRT Index Overview 39. Financial Data 26. Investment & Tax Planning 4. Estate Planning 25. Business Planning 14. Executive Benefits 24. Insurance Planning 44. Disability Income 1. Misc. Motivation 5. Misc. Efficiency 56. Misc. Prospecting 6. For Customer Service, Please Contact: Wight Financial Concepts Corporation P.O. Box 1549 Brooksville, FL 3464 Phone: SELL Fax: ideas@howardwight.com