1 HBW FIXED ANNUITIES DIVISION Submitting Business. Table of Contents. I. Submitting Business & Approvals Mandatory Requirements - Page 2

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1 1 Table of Contents I. & Approvals Mandatory Requirements - Page 2 A. Mailing vs. Faxing Applications B. HBW Client Suitability Analysis Worksheet C. Registered Reps II. to Brokerage Annuity Carriers through - Pages 2-3 B. Contacting Creative Marketing International Corp. / Utilizing Creative Marketing s Website III. AIG/American General Life Insurance Company - Page 4 A. Now Processed through Creative Marketing! B. Where to Submit Fixed Annuity Applications C. Who to Contact Creative Marketing & AIG Annuity D. Tracking Pending Business E. Website IV. Principal Financial Group (a Direct Access Carrier) - Page 5 B. Who to Contact Pre-Sale and Post-Sale V. ING (a Direct Access Carrier) - Pages 5-6 B. Who to Contact at ING VI. Life Insurance Co. of the Southwest (a Direct Access Carrier) - Page 6-7 B. Who to Contact at LSW

2 2 I. & Approvals Mandatory Requirements A. Mailing vs. Faxing Applications ORIGINAL paperwork must be MAILED, directly to our Brokerage Annuity Carriers (with faxed copy to Creative Marketing) or directly to our Direct Access Carriers. Applications may not be faxed. Copies do not go to HBW unless you are a registered rep and therefore require approval from the B/D. B. HBW Client Suitability Analysis Worksheet (CSAW) - MANDATORY ALL agents must complete the HBW Client Suitability Analysis Worksheet prior to selling an annuity to their clients and retain the completed form in their client file. This is a pre-sale form to help you profile your clients properly and determine the need for and/or product that fits that client s unique set of circumstances. C. Requirements for Registered Reps For ALL INDEXED Annuity sales (not required for fixed or income annuities), All Registered Reps MUST simultaneously fax a copy of the following to the B/D HBW Securities LLC for approval: Fax: (1) HBW Client Suitability Analysis Worksheet (CSAW) MUST BE COMPLETE (2) Application specify product and premium amount (3) All other pertinent documents i.e. transfer docs, carrier s suitability, etc. II. to Brokerage Annuity Carriers through MAIL ORIGINAL PAPERWORK DIRECTLY to Insurance Carrier for all brokerage carriers including American General Fixed Annuities, with a COPY faxed to Creative Marketing. ALL of our Brokerage Annuity Carrier business is tracked through Creative Marketing and proper credit will be applied when the policy is issued through the Creative Marketing system back to HBW for your credits toward promotions, incentives and bonuses. Paperwork to the carrier must be ORIGINAL copies are not acceptable. DO NOT submit to HBW this will only cause delays. NEW BUSINESS 1. Mail ORIGINAL Paperwork directly to Brokerage Carrier (request the ekit application from Aaron Grady Creative Marketing, agrady@creativemarketing.com or call X476; carrier mailing instructions also included. 2. Fax Copy of application to Creative Marketing, ATTN: Aaron Grady Fax: (913)

3 3 B. Contacting Creative Marketing International Corp. Agents Toll-Free: (800) Hours of Operation (CST) 8:00 am 5:00 pm Mon Thurs Fax Number: (913) :00 am 4:00 pm Friday Aaron Grady - Annuity Sales Consultant x476 / agrady@creativemarketing.net Advanced Case Development your sales consultants are ready to help you develop your annuity cases. Once you have completed your HBW Client Suitability Analysis Worksheet, contact Aaron Grady or Mike Cy Jr. to assist you in matching the right product to your client s needs. / Utilizing Creative Marketing s Website Utilizing the Creative Marketing website requires appointment to at least one Creative Marketing Brokerage carrier (including AIG), then website registration. Agents joining HBW after June 3 rd, 2008 will automatically be appointed to sell AIG/American General fixed annuities through Creative Marketing. These agents simply need to contact Aaron Grady to identify yourselves as HBW agents in order to be logged into Creative Marketing s database. You will then be able to register on their website and start tracking your pending business, researching carriers & products, and utilizing the many sales and marketing tools available to you. Agents already appointed with AIG prior to June 3 rd, 2008 need to download the AIG Annuity Solicitor Sales Agreement form first off of the HBW website under the Forms section: Complete this simple form and fax back to the HBW Licensing & Contracting Dept. Then you will be able to contact Creative Marketing to begin selling American General Annuities as well. Step 1 Contact Aaron Grady, your Creative Marketing Annuity Sales Consultant at x476 to receive your Agent ID and Validation Code. Step 2 Register on-line at by clicking on the Register link. Upon completion, you will receive an ed confirmation with your username and pass code. ONCE REGISTERED, the website provides all types of information and sales tools: Track Your Business pending/approved/paid cases Research Products sort by state/carrier/type of product; check for current interest/cap/participation rates & spreads; print out agent product information sheets and request ekits (sales kits immediately ed to you) Agent Resource Center Point-of-Sales tools, marketing presentations, sales strategies, training webinars, trade editorials library, discounted lead generation and seminar systems; discounts on continuing education through WebCE

4 4 III. AIG/American General A. Now Processed through Creative Marketing! Just like all the other brokerage annuity carriers, any information you require for American General fixed, fixed-indexed or immediate income annuities is available by contacting Creative Marketing and/or utilizing the Creative Marketing website. Now it s easier to compare like products, download forms and utilize all the resources. B. Where to Submit Fixed Annuity Applications MAIL ORIGINAL PAPERWORK DIRECTLY to Insurance Carrier for all brokerage carriers including American General Fixed Annuities, with a COPY faxed to Creative Marketing. ALL of our Brokerage Annuity Carrier business is tracked through Creative Marketing and proper credit will be applied when the policy is issued through the Creative Marketing system back to HBW for your credits toward promotions, incentives and bonuses. Paperwork to the carrier must be ORIGINAL copies are not acceptable. DO NOT submit to HBW this will only cause delays. NEW BUSINESS MAIL TO: Regular Mail Overnight Mail American General Life American General Life Attn: Annuity Service Center BF5 Attn: Annuity Service Center BF5 P.O. Box Allen Parkway Houston, TX Houston, TX C. Who to Contact 1. Creative Marketing International Corporation Agents Toll-Free: (800) Hours of Operation (CST) 8:00 am 5:00 pm Mon Thurs Fax Number: (913) :00 am 4:00 pm Friday Aaron Grady - Annuity Sales Consultant x476 / agrady@creativemarketing.net 2. The American General Annuity Center (Back up support) Agents Toll-Free: (888) / Fax: (713) Menu Options: New Business/Client Servicing 1 / Quote Team 2 / Marketing Desk- 3 / New Bus Forms - 4 D. Tracking Pending Business Track your pending AIG fixed annuity business through the Creative Marketing website. Utilizing the Creative Marketing website requires appointment to at least one Creative Marketing Brokerage carrier, then registration to the site. For more information specific to AIG annuities, refer to page 3 above - Section II. Creative Marketing / / Utilizing Creative Marketing s Website.

5 5 E. AIG Website is your Alternate Source of Information The AIG website ( is where you go for your American General life business and is still accessible for information on AIG/American General fixed annuities. The website is a source of several AIG annuity marketing materials, some of which are customizable as well as FormsDepot, a SPIA quote engine and Field Marketing Support & Regional Offices contact list. IV. Principal Financial Group (Direct Access Carrier) MAIL ORIGINAL applications DIRECTLY to Principal Financial Group: Overnight Mail Regular Mail Principal Financial Group Principal Financial Group Attn: IDPC/RIS Annuity Services Attn: IDPC/RIS Annuity Services 801 Grand Ave - IDPC 8th Floor P.O. Box 9382 Des Moines, IA Des Moines, IA B. Contacting Principal Financial Group Pre-Sale Needs: (866) Sales Desk / Internal Wholesalers Post-Sale Needs: (800) Policy Services P. F. Group Fax# (866) Policy Services Track your pending business on-line or contact the Sales Desk at Go to click on the For Financial Professionals tab at the top of the page. Applications are available as well as product information, current rates, sales and marketing tools. NOTE: You must be appointed first then register to access the website. V. ING (Direct Access Carrier) MAIL ORIGINAL applications DIRECTLY to ING: Overnight Mail Regular Mail ING USA Annuity and Life Insurance Co. ING USA Annuity and Life Insurance Co. Attn: Annuity New Business P.O. Box Locust Street Des Moines, IA Des Moines, IA

6 6 B. Who to Contact at ING Telephone Fax Sales Desk: , option Annuity New Business: Customer Service: Claims Services Supplies: Supplies fixedannuitysalesdesk@us.ing.com Contact: ING Annuity New Business Dept: / Fax: Go to www2.ing-usa.com. You must be appointed to use the website. The website gives you access to product information, forms, marketing tools, education & training, tools & calculators, quotes & charts, news & events and much more. VI. Life Insurance Company of the Southwest (Direct Access Carrier) MAIL ORIGINAL applications DIRECTLY to Life of the Southwest Mail To Life Insurance Company of the Southwest ATTN: Annuity New Business 1 National Life Dr Montpelier, VT B. Who to Contact at LSW Pre-Sale & Product Information New Business & Services Information Fax: Important s: Sales Desk: LSWSalesDesk@lifeofsouthwest.com Agent Services: LSWAgentServices@lifeofsouthwest.com Policyholder Relations: LSWService@lifeofsouthwest.com

7 7 Help Desk for Web Access Policyholder Relations Fax: Business Hours: 8:00 a.m. - 5:00 p.m. Mon.-Thurs. 8:00 a.m. - 3:45 p.m. Friday Central Standard Time View business on-line at at Agent Central or contact Agent Services at You must be appointed with LSW. Contact LSW Sales Desk for website registration.