New Agent Orientation. Core Business

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1 New Agent Orientation Core Business

2 Core Business Focus 1. Mortgage Protection 2. Final Expense 3. Annuities

3 Business Development 1. Core Business Lead Source 1. Mortgage Protection Data Leads 2. Secondary Business Lead Sources 1. Mortgage Protection ALR Leads from UUI 2. Lead Vendors Mortgage Protection / Life 3. Self Marketing 4. Final Expense Data Leads 5. Lead Vendors Final Expense / Annuities

4 Primary Client Generation Mortgage Protection Data Leads Client Contacts who have recently closed on a mortgage. Contact Options RMS system Direct Call Cost: $00.25 each $50 per 200 Contacts Lead orders placed on 1 st and 15 th of each month

5 The RMS System The Rocky Mailing System - Steps 1. Call Contact & Inform them you are mailing them a letter in a Gold Envelope (any special color) 2. Mail Letter to Client (25 a day) 3. Call Client 3-4 days after mailing 1. Set the Appointment to see them in person 2. Close them using a Tele Sale 1. Baltimore Life 2. Mutual of Omaha

6 The RMS System Initial Call This is calling about your mortgage with Wells Fargo bank and mortgage protection insurance. Congratulations on your mortgage. Because of your recent home loan you are now eligible to protect your greatest asset by having someone else pay your mortgage in the event that death, accident, critical illness or disabling event occurs in your life. This not only protects your income and home, but also your families lifestyle while you are recovering. Today I m sending out a gold envelope with the information for your loan of (e.g. $151,000) with (name of bank). Please be sure to open this when it arrives and I will call the following day to briefly discuss it with you.

7 The RMS System Turning a Cold Lead into a Warm Call Conversion Through the process of being a good neighbor, prospects become a warm call and finally a sale. Proven Process Turns traditional mailings which have a.5~3% return to 30~40% return in appointments As each costs only $.25 - actual cost is less than $10.00 to make $500 ~ $2000 commission. Daily Routine Working the RMS system should be a part of your daily routine. Doing so consistently will produce consistent appointments and a consistent paycheck.

8 The RMS System Regulate Daily Mailings Prepare letters plus one to send yourself Place a call to all prospects and leave a message. If they answer the phone make this contact very brief. You are NOT selling here and NOT looking to make an appointment YET Call for an appointment out 3 or 4 days later. Remember to offer options, e.g. Is Wednesday morning 9am or Thursday afternoon at 2pm better? This is a total of 40~50 calls per day very easy to handle in a couple of hours. This is when you are looking to make an appointment. Your wording might be: WE would like to sit with you for about 15 minutes and than answer your important questions. Because we represent more than 20 mortgage insurance companies, is it OK to ask a couple of medical questions that will allow me to research the best product at the best price for you? (Always ask permission). The questions are height / weight, date of birth, smoker or non-smoker, currently insured with health or life insurance, single or married, (will the other person be available if married?), preferred phone number. Confirm address and time. Before I hang up let me give you your confirmation number (make it up, e.g. JH63356) Please find a piece of paper and write this down.

9 The RMS System Overcoming Objections: Use a Client s Story 1. John, I m glad you said that. Many people feel that way and it certainly is understandable. 2. I have a client by the name of Mike. I wrote his health insurance about a year ago and spoke with him in November to insure his mortgage, wife and children. He was interested but wanted to wait until after the New Year. 3. The morning of December 3 rd I received a panicked call from Mike that his 8 year old son was in the hospital and things were bad. He had fallen the previous evening and hit his head on a bedroom table. 4. By noon of the Dec 3 rd Joey had passed. Three weeks later I heard from Mike again. He had spent over $14,000 of savings for the funeral, and of course was devastated.

10 The RMS System January 25, 2011 Dear Owner s Name, Congratulations on your new loan! You are now eligible for Mortgage Protection relief which pays your mortgage when life changing issues happen in your life such as death, cancer, heart attack, stroke, disability or sickness. Our system shows that you are not currently covered and I would like to make sure that you have the protection for your family in case of such unforeseen circumstances. You can expect a phone call from me, Paul O Brien, shortly. Please afford me the courtesy of a few minutes to schedule an appointment and get a brief medical overview so that I can research the best options for you and your family. I represent a Portfolio of Top A Rated Insurance Carriers. The benefit for you is that I pledge to find the best protection for your family at a cost you deem affordable. Sincerely, Paul O Brien Regional Field Underwriter Mortgage Protection Group

11 The RMS System The Crucial BIO The one thing prospect will read into the most is your Bio. Make sure it POPS! When writing your bio, do not list a work resume, list a personable resume. Let the prospect see who you are personally. This can make a world of difference when you make the return call. What exciting achievements have you done? What have you won? Did you serve in the military? What charitable works have you done? H ow do you contribute to your community? What is interesting about you that would make you memorable?

12 The RMS System Example Bio Short Bio Brian Wong After serving 8 years active with 4 years reserve as a Marine Corps Doc (Navy Corpsman), Brian Wong has helped build the social ballroom, swing and country dance community in Chicago over the past decade. As a manager in the financial insurance world, he has helped countless of families and mentored hundreds of agents. In his free time, he is a 3 time world champion in dance and also coaches dance students around the country.

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14 The RMS System Follow Up Call Phone Script Hello, may I speak with? Hi! FIRST NAME! This is with UU Midwest. I was actually calling to follow up on a letter in the GOLD ENVELOPE I sent you regarding more information and a quote on a mortgage protection policy. Did you receive it? GREAT! Or Well I m sure you ll get it shortly anyway We show you have a $ mortgage with (lender) and you do not currently have protection. Mortgage Protection helps to ensure your family will not lose their home in the event of death, disability or sickness. If you didn t come home today, how long before your family would lose your home and everything you ve worked so hard to build? We want to make this never happens. Just so you know, there are NO medical exams or tests to take and the company that will be protecting you will be Baltimore Life, one of the oldest and most well known insurance companies in the US. In most cases, we can get you approved and covered TODAY while we are on the phone with you.

15 The RMS System CALL TYPES IN PERSON OR OVER THE PHONE LEAD TYPE LOCAL DATA LEAD CLIENTS: We can either see you in person or we might even be able to do this over the phone by asking you a few knock out questions to see if you qualify. The first knock out question is: FAR AWAY DATA LEAD CLIENTS: So let s see if you qualify. I have just have a few quick questions for you. ALR / RMS / B LEAD CALLS: We can do this a few ways I can simply ask you questions to see if you qualify for this on the phone or we can set a time and I can meet with you and your spouse to go over which benefits are important to you and your family. - Would you rather do this over the phone or in person? GO TO PAGE 4 of the HOME SECURE AGENT CHECKLIST. If they don t qualify, setup local appointment if they re close enough or switch to Final Expense product.

16 The RMS System Great! FIRST NAME, what is your date of birth? Have you used tobacco in any form during the last 12 months? Now we recommend that you always purchase insurance at a cost that you can afford even if you re having a bad month. If the cost were a dollar, there d be no question about it. Fully loaded policies can be in the hundreds of dollars. So between $1 and say $300. What is completely affordable to your budget even if your car just broke down, the roof just below off, and your the dog has to go to the vet? GET THEM A QUOTE UNDER THEIR COMFORT PRICE. USE BALT LIFE EXCEL CALCULATOR Have Agent Manual Ready:

17 The RMS System Now are you interested in having disability in the event of sickness or injury? (check state approvals ie. IL is not approved for disability). Okay FIRST NAME, based on age of, coverage amount of $ and considering that you re a non / smoker, your premium if you qualify for our Home Secure Death Benefit policy is $ per month. This would pay you BACK around $ in 20/30 years (if not 15 year policy) (ALWAYS QUOTE ROP FIRST and take it away if you need to get the cost down) FIRST NAME is $ a month comfortably affordable for you? (if not quote a lower amount) Would you like a premium quote for another coverage amount or another member of your family? (if so, quote new amount and/or additional plan) Ok FIRST NAME, I m going to connect a Baltimore Life home office representative in order to place your application. It s very easy process. We can apply for it and in most cases get you approved and covered today while on the phone. Just so you know, this call will be recorded for quality and authentication purposes. Continue with the application enrollment using INSpeed

18 Unique Underwriters Partnering with Unique Underwriters gives you effective high quality leads but does have a higher cost involved. It is worth the cost

19 Unique Underwriters ALR Leads Clients who have just closed on a mortgage Signed and Dated Mailed in by Clients Credit Certified Best target market for our industry They are asking us to see them! No prospecting No cold calling No DNC fines

20 Use UUI as An Investor Unique Underwriters will spend the money to mail an county for an agent in order to generate leads for that agent. Agents only pay for leads that come in from an area they ve requested Cost per lead with UU: $26 Cost if agent did mailing: $65 - $150 based on.3 to.5 percent return ratios when using mailing companies see Lead Sources at

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22 ALR Minimum Close Ratio Agents must maintain a minimum of 20% close ratio or their ALR s will be dropped. Unique Underwriters DOES NOT MAKE MONEY on lead production. UUI LOSES MONEY so if the company does not make over rides on production, the company will not make money. There can be no business if it isn t profitable.

23 Area Lead Requests Minimum of $500 deposit in ALR Reserve Account before company will begin mailings based on an agent s requests. 4 to 6 weeks to generate ALR leads Minimum Order is 5 Leads per county Maximum Order is 20 Leads per county Must maintain order for a min of 90 days. 30 day termination period to end ALR

24 Replicated UUI Website Basic $24.99 a month $500 deposit required for ALR FEATURES as listed on FEATURES as listed on Contracted with UUI carriers Access to conference calls Agent Hotline Agent Mentor Access to Lead Station $500 reserve account with ALR option Replicated website and Lead Capture Page for Corporate Website Lead Management System to market your business Access to Training & Videos (see details below) Access to Additional Features (see details below)

25 Replicated UUI Website Entrepreneur $59.99 a month website required to order $500 deposit not required for ALR FEATURES as listed on FEATURES as listed on Contracted with UUI carriers Access to conference calls Agent Hotline Agent Mentor Access to Lead Station No Reserve account required for ALR Replicated website and Lead Capture Page for Corporate Website Lead Management System to market your business Participation in incentive-based profit sharing Advanced Boot Camp bi-weekly training Access to Training & Videos Access to Additional Features

26 Replicated UUI Website Entrepreneur $99.99 a month website $500 deposit not required for ALR Dental Plan Included Client and Recruiting Website FEATURES as listed on FEATURES as listed on Contracted with UUI carriers Access to conference calls Agent Hotline Agent Mentor Access to Lead Station No Reserve account required for ALR Replicated website and Lead Capture Page for Corporate Website AND Life Website Lead Management System to market your business Participation in incentive-based profit sharing Advanced Boot Camp bi-weekly training Basic UniqueCARE Discount Health Plan membership 10% discount on all conventions & events Notification of all lead specials, prior to public notification $10/month override to immediate upline Access to Training & Videos Access to Additional Features

27 UU Lead Inventories ALR Leads Excess A Leads (30/30+) Bonus Leads B+ Year Leads

28 Ordering Leads Unique.agentleadcenter.com Forms Required Free Lead Request Form Excess A Leads Request Form Bonus Lead Request From ALR Request From

29 ADVANCED ALR STRATEGIES County Clusters Lead orders in 2 or 3 counties next to each other. Rotation of 3 or 4 different clusters 2 to 3 day Appointment Runs Target 7 to 10 appointments a day This is the lead strategy of a $250k+ producer

30 Lead Credits Credit Qualifications Bad Number - cannot be found on whitepages.com Prospect does not speak English Lead out of working area Prospect over age 80 Received the same lead with in 90 days Credits must be submitted with in 5 days.

31 Agent RMS ALR Strategy 1. Mail RMS Data Leads a Day 2. Place your ALR Lead Order with UUI 3. Call RMS Leads Daily RMS will create consistent production 4. Work ALR Leads as they come in ALR s will create bursts of large production.