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1 Life & Annuity Brokerage OAKTREE Monthly Review September 2009 Call us Today! In This Issue... Win the RATE RACE today with West Coast Life s Sure Advantage! See Page 6. Is your client a SMOKER? Check out Rapid Decision Term from Fidelity Life. Gives smokers some of the most competitive rates!... Page 8. OAKTREE 4227 Lafayette Center Dr., Suite A Chantilly, VA Visit us at: FUNNEL THE SALE Think of how a funnel is shaped. It s very wide on one end and very narrow on the other. Isn t that like a sales presentation? In the beginning of a sales presentation there is wide room for choice and there is wide room for things to change direction. Your goal as a salesperson is to funnel the conversation to a point where the customer makes a decision to buy your product. The funnel will help you constantly direct the flow of the presentation. A funnel approach will help ensure the rebuttals, the choices and the direction get smaller and smaller until the logical conclusion of the presentation is for the customer to purchase your product. More on page 4. PRSRT STD U.S. POSTAGE PAID Dulles, VA PERMIT # 382 GO TO EXTREMES with... Banner Life Check out >>> Page 7 Visit us online at:

2 Call us Today! Who We Are Life Marketing Team/Field Support Kyle Carlton, ext. 150 Josh Dispenza, ext. 141 Mark Fayak, ext. 127 John Irvine, ext. 110 Antoine Jones, ext. 139 Allen Kang, ext. 112 Andrew Lewandowski, ext. 108 Darrius Long, ext. 118 Jack Russell, ext. 111 Kimberlee Cutler (Underwriter), ext. 119 Annuity Marketing Team John Batt, ext. 116 John A. Sarver II, ext. 114 Agent Services Vicki Beall, ext. 113 Angela Mitchell, ext. 126 Licensing Aymie Ruiz, ext. 120 Christina Thacker, ext. 102 New Business (AIG, Genworth Life & Prudential Only) Katie Bull, ext. 129 Your Team for Success! Visit us at Afillable 109 Have you heard? Have you heard?? Have you heard??? New rates so low you ll need a magnifying glass! Elite Term II now available at a lower rate ZOOM IN on the great new rates available from Transamerica Family Markets on your Ultima Elite Term II and Elite Term II with ROP products for amounts of $250,000 & up! Check out the new rates now available on i-pipeline and Compulife, or call us for a rate quote at , Option #5 / Marketing & Product Support. Deal direct with friendly home office staff Commissionable policy fee* Same application (L ) A full range of benefits and riders also available, such as Critical Illness Accelerated Benefit Rider, Disability Income Rider, Terminal Illness Accelerated Benefit Provision and more! Term with ROP also available Main Office: 4333 Edgewood Rd NE. Cedar Rapids, IA CASH INCENTIVES FOR PRODUCTION! Between 07/01/09 & 12/31/09 Fidelity Life will pay: $150 for every 5 policies paid with in a month AND an additional $300 for every 15 policies paid with in a month. Call for details! Male 45, Preferred Best Rate Class, 20-Year Term $500,000 Face Amount Life & Annuity Brokerage OAKTREE Call us today! only $615 Annual! Policy form #TL & TL are level premium term insurance products issued by Transamerica Life Insurance Company, Cedar Rapids, IA. Policy form and numbers may vary, and products and riders may not be available in all jurisdictions. Contact Transamerica Family Markets for additional details. *Due to the competitive nature of these rates the commissions will vary on amounts of $250,000 and above. New commission schedules will be sent under separate cover. AGENT USE ONLY NOT FOR USE WITH THE PUBLIC

3 News Bulletins Assurity Life DI FLEX BENEFIT RIDER PROCESSING CHANGES Assurity has changed procedures for DI Flexible Monthly Benefit Rider processing (applies only to DI policy numbers beginning with 55). Most Assurity DI policies are not affected by this change. Effective immediately, Assurity will be sending follow-up letters to policy owners 60 days prior to the flex renewal date (the policy anniversary) when they do not receive a response to their initial letter. The follow-up letter will provide the owner 30 days to submit the requested documents for a quote. If the documents are not received by the end of the 30 days, the Flex Benefit Rider will be reduced to the minimum and future flex options will require evidence of insurability. They will no longer process quotes after the deadline date stated in the follow-up letter. Need more information? Call us today! North American NEW ADDVANTAGE CHANGES North American will be updating their highly competitive ADDvantage term life insurance series products to include rate updates and revamped underwriting guidelines. The current version of their ADDvantage series products (generation 3) which includes ADDvantage 10, 15, 20 and 30 - will be available for sale until August 20, See below for changes: Rates will improve or remain the same on their 10- and 15-year products. Underwriting guidelines will be expanded to include special consideration for ages 71+, Standard Plus Non-Tobacco rate class will be eliminated, and Preferred Non-Tobacco class guidelines will be less restrictive. Some of their 20-year rates will remain the same, but the average overall premium will increase 5-6%. We will discontinue the sale of our 30-year term product. Call us today for more details! American General CONTIN UL EXTEND PLUS - ALL NEW, WITH HIGH CASH VALUE ACCUMULATION TOO! ContinUL Extend Plus SM from American General is a Guaranteed UL product offering flexible death benefit guarantees to any age/duration up to age 121 and cash value accumulation for enhanced future flexibility. What s new? ContinUL Extend Plus offers real value for you and your clients. Same flexible guarantees plus strong cash value accumulation for enhanced flexibility. Higher target premiums too. Want to know more? Call us today! You are Invited To The TELESHOW Talk Radio Meets Tele-Conferencing Presented By Lincoln Financial Group* *Lincoln Financial Group is the marketing name for Lincoln National Corporation and its affi liates. Thursday September 24, :00 PM (eastern) CALL: Participant Code: # LISTEN, LEARN ENGAGE. Ask questions, and join in the discussion. For Agent Use Only.

4 Clip it Save it Life Corner Funnel the Sale Let s start by talking about the questions you can ask that will lead down that funnel. There are four basic types of questions: open-ended, closed, Yes/No, and leading questions. Open-ended questions, such as What would you like to do when you retire? give the person a wide range of possible answers. Closed questions, such as At what age would you like to retire? allows the asker to gather information while invoking thought to the person. Yes/No questions, such as Do you want to retire at age? narrows down the choice and points the salesperson in a specific direction. Leading questions, Bob, You look like a person who would like to retire some day? or Bob, I can tell you would like to maximize the amount of money you have at retirement, right? Leading questions are extremely powerful because the salesperson should already know the answer and can use them to redirect a conversation. Now, we all use these questions in our presentations, but few of us actually stop to think about when we use them and how effective their use was. This is the key to a 100% closing ratio. Become aware of the questions you are asking and gauge the success of the response. If you keep asking the same questions on each missed appointment, then you should probably change or alter the type of question you are asking. For example, let s suppose you discovered that you typically use the same question during your presentation and it often leads you into a roadblock. You might be asking, Bob, if you died tomorrow, could your wife pay the bills? This yes/no question seems appropriate, but you may have found that if the client answered yes, then you became stumped to create the need for insurance. On the other hand, what if you experimented with the question on your next appointment and tried, Bob, if you had died last week, wouldn t your wife have a harder time paying the bills? The typical answer to this leading question would be yes. This question would probably give you a more favorable outcome because it would continue to lead you down the funnel towards a close. Just remember, you are in control of the presentation. Every question you ask and comment you make should keep you in control. Be careful not to ask questions or make comments that can potentially take the control away. Typically, you want to use Open- Ended questions to create small talk or help the person warm up to you. Once you have started the presentation, start using a combination of Yes/No and Closed questions to direct the conversation. If you find yourself in a sales roadblock, use a Leading question to help the client along. The worst possible thing you can do in any given sale is present too many choices. Through the use of your questions, you need to narrow down the choices to one distinct choice. For example, think about a sale where you might sell term insurance with return of premium or without. You should have discovered via your questions whether or not the customer favored savings plans. Before you ask if they want a cash-value type product, gather information about their preferences. By the time you are presenting a product, you should already know if they are likely to purchase it. You are the professional: it is your job to gather information to pre-determine what product they are most likely to favor. If you are not able to make a determination of the best product for them and the person is stuck, then a leading question helps them make a decision. The question could be After all of the discussion we ve had today, it really looks like you value getting a return on what you spend, don t you? This question leads them to the term sale with the ROP rider. The exact same thing could be done the opposite way. After all of the discussion we ve had today, it really looks like you value getting the best low cost product, so that you can better grow your money elsewhere. Doesn t that sound correct? A large part of your job is to direct the client to the right product and help them make a choice. You are there because they have a need for insurance. If they didn t already recognize the need, you probably wouldn t be there. You are the professional with the training, and it is your job to help your customer get insurance. This is where your value truly comes to play. Excerpt taken from Top Seller by Steven Ryan Earl Separate at Seam

5 Separate at Seam Pin it up Monthly Hot Products Annuity Corner Best Multi-Year Guarantees Liberty Bankers % for yr % Commission. 1-yr surrender charge period. Liberty Bankers % for 3 yrs, 2.00% Comm. 3 yr. surr charge period. Liberty Bankers Premier % Yield for 5 yrs, 2.00% Comm. 5 yr. surr charge period. American National s Palladium MYG % for 6 years, 2.50% Commission. 6 yr surr charge. American General s Horizon Select % for 7 years. Commission 4.00%. 7 yr. surr charge. American General s Horizon Choice % yield for 8 years. 3.50% Comm. 8 yr. surr charge period. American General s Horizon Choice % guaranteed for 9 years. 2.65% Comm. 9 yr. surr charge period. American National s Palladium MYG % yield for 10 yrs, 4.00% Commission. 10 yr. surrender charge period. Call Today for More Details Best Bonus Plans North American EIA % Prem Bonus on all deposits for 5 yrs. 2.85% fixed acct, 3.10% monthly cap. 10 yr surr charge period. Multi-Strategy options. American National s Palladium Century % for yr year surrender charge period. 5.00% Commission ages Reduced Commission ages American General s Horizon Plus 9.35% year % years yr surrender charge. 6.00% commission to age 75. Reduced commission ages 76 & 85 North American Charter - 14 year option Multi strategy opt & 11.00% bonus on all deposits for 7 yrs. w/deposit of $50,000 or more. 8.50% comm ages yr surr charge period. 3.20% Monthly Cap & Fixed Option 3.00%. 100% part rate. GRAND SLAM Line-Up of Deferred Annuities from American General Life Insurance Company Call us today!! OAKTREE: * Rates valid as of 7/16/09. Rates subject to change. **6.50%=4.50% base rate guaranteed for 1 year plus 2% fi rst year interest rate bonus. Annuities issued by American General Life Companies (AGL) Houston, Texas AG HorizonSelect Annuity Contract Number 05377, AG HorizonPlus Annuity Contract Number 04362, AG HorizonFlex Annuity Contract Number 04371, Extended Car Rider Number 04049, The underwriting risks, fi nancial and contractual obligations and support functions associated with products issued by AGL are its responsibility. AGL does not solicit business in the state of New York. Annuities and riders not available in all states. These product specifi cations are not intended to be all-inclusive of product information. State variations may apply. Guarantees are subject to the claimspaying ability of AGL. American General Life Companies, is the marketing name for the insurance companies and affi liates comprising the domestic life operations of American International Group, Inc., including AGL. Important: Prior to soliciting business, be certain that you are appropriately licensed and appointed with the insurer and that the product has been approved for sale by the insurer in that state. If uncertain, contact your American General Life Company representative for assistance. FOR AGENT USE ONLY- NOT FOR DISSEMINATION TO THE PUBLIC. AG HorizonFlex Home Run 5.95%* 2.00% interest rate bonus on all 1st year contributions** Low minimum $50 to open with bank draft Surrender schedule set by issue date, non-rolling basis. 1st year 10% penalty-free withdrawal of the initial premium. Non-MVA Extended care rider Annuity Contract #04371 AG HorizonPlus 2004 GRAND SLAM 9.35%* (yr. 1) 3.35%* (yrs. 2-6) Great Commission Extended care rider Declining 9-year surrender schedule 9,8,7,6,5,4,3,2,1 1st year 10% penalty free withdrawal of the initial premium. Interest only systematic monthly withdrawals Annuity Contract #04362 AG HorizonSelect Triple Play Secure 5-Year 3.65% Secure 7-Year 4.20% Secure 10-Year 4.45% Interest rate guarantee matches term selected 1st year 10% penalty-free withdrawal of the initial premium. Interest only systematic monthly withdrawals Extended care rider Annuity Contract #04371

6 The RATE RACE with West Coast Life s SURE ADVANTAGE 1.50% 2 Year 2.45% 3 Year WIN SOME ANNUITY SALES TODAY!!! Minimum premium $10,000 - Q & NQ Monthly interest option available Nursing home waiver Terminal illness waiver Full account value at death 2.85% 4 Year 1.75% 2 Year 2.62% 3 Year 3.15% 5 Year 2.98% 4 Year 3.45% 6 Year 3.36% 5 Year 3.80% 7 Year 3.62% 6 Year 4.05% 8 Year 3.95% 7 Year 4.18% 8 Year 4.25% 9 Year 4.40% 10 Year 4.37% 9 Year 4.50% 10 Year Life & Annuity Brokerage OAKTREE Call us Today! (For Agent Use Only) Not intended for soliciting annuity sales from the public. Rates and Commissions subject to change. Check for current state approvals. Annuity Hot Products Continued... Best Flex Annuity AIG American General s Horizon Flex 5.95% First Year Interest Rate. 5.00% Commission, 8-yr. surrender charge period. North American Boomer Annuity 3.90% First Year Interest Rate. 7.00% commission 10-yr. surrender charge period. ($2,000-Q & additional payments of $250 or more. $10,000-NQ). 5.00% premium bonus for the first 5 years. Annuity Investors Great Flex % 1st yr. interest, 7.50% Comm, 6 yr. surrender charge period. Best Equity Indexed Annuities Great American s Icon II 100% Part. Rate, 1.50% Premium Bonus. 3.25% Fixed Account. Monthly Average Annual Reset Design. 7.75% annual cap. 7.50% commission ages Reduced commission ages American General s Horizon EIA - 12 year No Asset Fees, 3.25% Monthly Cap, Annual Reset Design. 8.00% Comm. ages Reduced Comm ages % Prem. Bonus. 100% Part. Rate, 12 yr. term & 3.35% Fixed Option. AG Horizon EIA - 9 year No asset fee. 3.25% monthly cap. Annual reset design. Fixed account 3.35%. 100% participation rate. 3.00% premium bonus. 9 year term. 6.00% commission ages Reduced comm ages EquiTrust Life s Market Twelve Bonus EIA 12.00% Bonus Paid Over 3 Years. 9.00% commission w/2 payments over 1 year. 1 year monthly cap at 2.50%. Annual Reset Design. 2.85% fixed account. Issue ages Best For Older Ages American National s Diamond Citadel % year 1. 7 year surrender charge period. 4.50% Commission ages Reduced comm for older ages. (owner can be any age) Fort Dearborn Life s Platinum Fortifier 4.90% yr 1 w/under $100, % yr 1 w/over $100, year surrender charge. 4.25% comm (0-75). 2.75% comm (76-85). 1.50% comm (86-90). American National s Century % years yr. surrender charge period. 8.00% commission ages % commission ages Great American Stars & Stripes % yield for 5 yrs. 5 yr surrender charge period. 3.00% comm ages Reduced comm Best Commission Annuity American General s Horizon MYG 7.35% year 1, 3.35 years % Comm. (ages 0-75) (red. comm. ages 76-85). 10-Yr surr. charge period. SUN/Keyport Multi-Point EIA 10 year term. Monthly average for term % commission ages % Commission ages American National s Century % year yr. surrender charge period. 7.00% commission ages % commission ages Fort Dearborn Life s Index Fortifier % commission ages % commission ages Monthly point to point - cap Annual reset design. 10 year term. American National s Value-Lock EIA 100% Participation Rate, No Asset Fee, 10- Yr surrender charge period % Commission ages 0-75, Point-to-point design with 5.00% premium bonus - No Cap. For agent use only. Rates current as of 09/01/09 and subject to change.

7 GO TO EXTREMES All New! BANNER LIFE Life & Annuity Brokerage OAKTREE 1 Proudly introduces... Banner Life Insurance Company!!* known for... EXTREMELY COMPETITIVE term rates Underwriting designed to help you PLACE cases A+ with AM Best and AA- with S&P Don t let this opportunity fly by... Call your marketing rep today! For agent use only. *Located in Rockville, MD. 1 OAKTREE Life & Annuity Brokerage is located at 4227 Lafayette Center Drive, Suite A, Chantilly, VA Phone #. OAKTREE is affiliated with igroup Inc

8 SMOKERS S YES They Still Exist Rapid Decision Term was designed to give standard smokers some of the MOST COMPETITIVE rates available. How can we do it? Because Rapid Decision Term does not have a preferred rate class we don t have to subsidize preferred rates by increasing our smoker rates. What does this mean? Lowest Cost Smoker Rates No Medical Exams* High Commissions 10, 15, 20, 30-Year Level Term Compare and See! 30-Year Term, $200,000, 40 Year Old, Male, Smoker NEW Return of Premium Rider *Occasionally a medical exam, test or report will be ordered to assist a customer in clarifying or correcting an item of medical history. All applications are subject to underwriting approval. Rapid Decision Term and some riders are not available in all states. For Agent Use Only. Not For Consumer Use. $1571 Annually Call us Today!!