M&O Marketing s OUR APPROACH. FROM EVERY ANGLE.

OUR PROMISE TO YOU M&O Marketing is committed to providing independent financial advisors and insurance professionals with the TOOLS they need to be SUCCESSFUL in today s changing industry through unparalleled education, outstanding service, and unique opportunities. OUR APPROACH. FROM EVERY ANGLE.

Welcome to M&O Marketing M&O Marketing believes in taking a holistic view of an agent s practice. We understand that a successful business is created by properly managing many different aspects. That s why we created the M&O 360 Business Plan. M&O 360 will help you navigate the waters of achievement through a concise and proven method of organizing your business. The elements of the 360 Plan were assembled from a combination of successful practice case studies, industry research and over 30 years of direct interaction with some of the industry s most elite agents. We have interviewed, observed, and tested and we are excited to present you with the building blocks of success. Everything will not fit at every moment, but throughout our long and prosperous relationship, know that we can always help you find the right fit. The following pages will expand on the elements and touch on the solutions M&O has to offer. Compensation Sales Ideas Branding Education and Training Special Focus 360 MARKETING Current Client Marketing Products Next-Level Marketing Lead Generation Back- Office Support (800) 228-5964 www.mandomarketing.com

Lead Generation & Current Client Marketing Products & Education/ Training Current clients are the easiest source of generating new business, credibility and stability for your practice. Our most successful agency will do over 40M in annuity premium using the 40-30-30 Model: 40% of business is from brand new clients; 30% of business is from client referrals; and 30% of business is from existing clients who are making second and third purchases. We ve made it easy... ask about our no-hassle, year-long drip mail program. Want something short-term? We ve also got a one-ofa-kind, three-part mini drip mail campaign customized just for you. Lead generation is the backbone of any practice. The more people you see, the more people you sell. In order to brand yourself and generate new prospects, you need to have a lead generation approach that is consistent. Along with consistency, your persistent effort in converting is absolutely imperative. We customize our lead generation solutions to your business. Ask us about our qualified appointment system and our top-notch seminar program that includes a dynamic presentation crafted by a multi-million dollar producer. Products are an incredibly important vehicle to help clients reach their goals. They are the means to the solutions you offer and because of that, having the right products in your arsenal can make all the difference. Understanding the offerings, the strength of the carriers and having the backing of some of the most powerful distribution channels in the nation are crucial to an independent agents success Education and Training: Keeping your axe sharp is one of the most important things you can do to stay vibrant in our ever-changing industry. M&O s top producers view Training and Education as a crucial element to their success. They are constantly learning new products, new sales techniques and new strategies in order to keep ahead of their competition. As a matter of fact, our records show that our top 10 producers attend a minimum of 8 different training events each year. These trainings are a combination of M&O Events, Industry Expos, and Conference Calls or Webinars. Ask about our upcoming events. OUR APPROACH. FROM EVERY ANGLE.

Sales Ideas & Back-Office Support Branding & Next Level Marketing Sales Ideas: It s important to be relevant in today s ever-changing environment that s why we are committed to bringing you the most current and fresh sales ideas. Whether it s charitable gifting, the client board of advisors, tertiary beneficiaries or the latest double-your-appointment-ratio seminar closing slides, our sales ideas will have you seeing more qualified prospects more often. Back-Office Support: At M&O Marketing, we believe that all you have to do is write it and send it in we ll do the rest. From your initial quote right through to your commission check, we have dozens of people dedicated to making sure that your business runs smoother: Express Your Sales Support Team Your Own Contact Management System Case Management Unparalleled Service! Custom Marketing and Creative Services Compliance Review and Revamps Impeccable Carrier Relationships Real-time Industry Updates Producer s Staff Training Branding: Your brand is your identity. It s important to understand what your brand says about you and your practice, as well as how people perceive your brand. The brand has to be true to who you are and how you conduct business for people to believe in it and embrace it. Ask us about our credibility brochures, logo creation services and even personalized websites. Our marketing and creative team is here to serve you! Next Level Marketing: You have found success in what you do and how you run your business. But, you want to continue to grow and take it to the next level. You have learned there is no cookie cutter program or marketing piece that will instantly expand your client base or bottom line. You have likely reached your capacity in the amount of work you put in so you need to be able to appeal to a higher-end client and build credibility. You need to be able to compete with the largest firms in your neighborhood, and come out on top! Taking your business to the next level requires a strong knowledge of your current business practices and what works best for you. This may be through a radio program, article writing, or even TV appearances. We work with you to discover your winning combination. (800) 228-5964 www.mandomarketing.com

Compensation & Special Focus Special Focus: Every business has its own unique characteristics and specialties that make it thrive. We understand that you need to make your marketing solutions fit in with all aspects of what you do, and sometimes that takes some creative thinking. Nothing in this industry is cookie cutter; from the right products for your clients to the right strategies for your business. In order for you to grow your business from every angle, it s important to be able to embrace your special focus as something that sets you apart. Talk to us about how we can streamline YOUR special focus marketing efforts and expand your practice to new heights! Compensation: Why is compensation important? As if we need to ask! It allows you to maintain your lifestyle, enjoy your hobbies, and provide security. It can be financial, emotional, entertainment and more. But here at M&O Marketing, compensation is about valuing our relationship with our agents. Because of this we have many different incentives and we tailor the way we reward you so that it s your choice. Ask us about our special producer incentives such as: Top Commission Levels (No Minimum Production Requirements) Marketing Rewards Money Program Referral Reward Program Carrier Trips and Perks Deferred Compensation Options Custom Incentives If you are ready to take control of your success, let us do the heavy lifting. We know that we can greatly improve the number of clients you ll see and the amount of money you ll make if you are open to the opportunity. Get appointed with our top carriers today and access to all of the M&O 360 elements are instantly yours. With M&O Marketing you ll find success from any angle. Talk to a National Sales Director today! OUR APPROACH. FROM EVERY ANGLE.

Hear what others think of us... I ve been doing business with M&O Marketing for several years, and I m always impressed by their knowledge and professionalism. They actually understand what it s like to be an agent out in the field. I ve yet to encounter that with any other organization. I m very comfortable knowing I can get the best and most up-to-date product and industry information from M&O Marketing. Whether it s making sure I understand a product, ensuring my new business gets issued quickly or helping me prepare for an appointment, these people really know what they re doing! M&O s services and producer tools, like the online contact management system, makes doing business easier - helping me be more successful everyday. M&O just gets it... it s that simple. (800) 228-5964 www.mandomarketing.com

Your Business Solutions LEAD GENERATION Postcards & Mailers Referral Card Flyers Quick Convert Kit Turn-Key Appointment Program Seminar Program Compliance Approved Webinar Series Customized Compliance Approved Producer Websites CURRENT CLIENT MARKETING Correspondence Kit Drip Mail Campaigns Letters (Referral, Review, Etc.) Thank You Letters & Cards My Doc s Client Organizer Client Appreciation Client Newsletters PRODUCTS M&O Marketing is proud to bring you both market and proprietary products for every client need. With over 50 top carriers and 500 product choices, you re sure to get the very best. Ask your National Sales Director about today s hot products! EDUCATION & TRAINING Income Inc Online Calculators Sales Boot Camp Mentorships Continuing Education Carrier Trainings Agency Trainings Webinars SALES IDEAS Seminar Sales Kit Annuities & You Booklet Income Gap Sales Kit LTC & You Booklet Complete Client Tax Review Kit Stretch IRA Sales Kit Customized Consumer Reports IRA Distribution Sales Kit Online Annuity Encyclopedia Roth Conversion Sales Kit Sure Thing Sales Ideas CD Annuity/IRA Maximization Sales Kit How to Protect your Assets in Uncertain Times Flipchart BACK-OFFICE SUPPORT Contact Management System Continuing Education Compliance Reviews Staff Training Policy Service Transfer Tracking Licensing E&O Insurance New Business/Inforce Business Know Your Numbers Practice Review and Planning OUR APPROACH. FROM EVERY ANGLE. BRANDING Customized Compliance Approved Producer Websites Customized Consumer Reports Credibility Brochures Postcards & Mailers Flyers Newsletters Creative Consulting Public Relations NEXT LEVEL MARKETING Multi-Tiered Marketing Plans Radio Advertising Customized Compliance Approved Producer Websites Radio Marketing Local Search Engine Optimization Radio Guest Speakers Public Relations Press Releases COMPENSATION Referral Bonuses Trips and Perks Top Producer Contracts Sales Contests Agency Contracting Options Reimbursement Programs Custom Incentives Broker Dealer Master Contracts Deferred Compensation 800-228-5964 www.mandomarketing.com 4000 Town Center, 11th Floor Southfield, Michigan 48075

ANNUITIES The Annuity Division at M&O Marketing offers state-of-theart insurance products and exclusive marketing programs to their advisors. Representing some of the industry s most competitive insurance carriers, our team is wholeheartedly dedicated to helping you write more annuity business. Using our tried-and-true systems and concepts, we ll help you generate increased volume with less strain on your bottom line. You will not find a more complete and inclusive approach to supporting the sale of financial products for your clients, whether you are looking for cutting edge technology, product information, sales support and/or materials, training, back-office support or recommendations for a difficult case. We work hard to build valuable relationships with our advisors, and you can expect the highest caliber of service and support once you re with us. We are committed to making each experience you have with us nothing less than extraordinary. As an M&O Marketing valued producer, you ll have access to: Training & Sales Ideas: We have a team committed to sharing the hottest selling concepts and best sales and product training in the industry. M&O will facilitate training on products, sales techniques and seminars using webinars, conference calls, and direct meetings. Our unique training platform is designed to elevate your business by selling strategy and concept rather than product. Back Office Support: M&O Marketing offers National Sales Directors, Express Pre-Sales Support, Case Design and Case Management. National Sales Director: At M&O, every advisor is assigned their own National Sales Director that will assist you in choosing the right product for each case. These product and sales specialists are trained to review completed fact finders and discuss the client s objectives in order to provide an un-biased, 3rd party product recommendation. Express Pre-Sales Support: This inbound call team delivers quotes, illustrations, applications, sales materials, and can answer product specific questions all in a timely manner. When you call, they answer! Case Design: Personalized client illustrations will be provided upon request. By having the advisor submit information regarding the client s goals and needs, we can help to choose the best product available. Case Management: Our new business experts scrub applications, send them to carrier, check on missing requirements and follow up on money transfers. Advisors can also track all new business on M&O s website, 24 hours a day! Marketing Systems: Prospecting and current client marketing are both equally important in growing an advisor s business. M&O has many programs designed to accomplish both. Although designed to be turn-key, our programs still provide options that can be personalized to each advisor. All programs, mailers and seminars are compliance approved for use with consumers. Products: In this competitive environment, product differentiation can be the key deciding factor in whether or not you get the sale. M&O Marketing offers some of the newest and most innovative products in the industry, along with a dedicated staff that will support the advisor in making the very best choice for their client. Are you on pace to reach your goals? Call your M&O Annuity National Sales Director today to begin your action plan and catapult your sales to a whole new level! 800-228-5964 www.mandomarketing.com 4000 Town Center, 11th Floor Southfield, Michigan 48075

LIFE INSURANCE With skilled case designers, top level commissions and a broad array of the world s best insurance carriers, the Life Insurance Division at M&O Marketing has never been better! Our Life Insurance Division is ready and willing to earn your business, and we guarantee you ll be pleasantly surprised by our one-of-a-kind service, hottest selling concepts and best training available anywhere! We are dedicated to helping you write more life insurance business by pre-screening those hard to place prospects, assisting with case design and providing you with a dedicated case manager who will follow your case every step of the way. You ll never be in the dark about your business again. As an M&O life insurance producer, you ll receive the following services: Partners in Success: We work with our advisors to set individual goals, consistently monitor the progress and figure out where we can step in to help. We are behind you every step of the way. Training & Sales Ideas: Our entire Life Division is committed to sharing new ideas, concepts and sales and product training with our valued producers. M&O will facilitate training on the hottest life insurance products and newest sales techniques through webinars, conferences, conference calls, and small group meetings. Heard about a cutting-edge sales idea? Be sure to tell your National Sales Director about it they probably have already had experience with it and can provide just the insight you need! Back-Office Support Pre-Underwriting Support: By reviewing the health of a client before taking a formal application, we can properly align the client with the most beneficial carrier. This is especially significant when health issues are involved. We know that every carrier has their niche; we assist our advisors in helping their clients take advantage of that. Express Pre-Sales Support: This inbound call team delivers quotes, illustrations, applications, sales materials, and can answer product specific questions all in a timely manner. When you call, they answer! Simple Issue Single Premium Life: Give yourself the edge with these products which sell like annuities (little to no medical underwriting), yet pay much more. Classroom and field training is available to help you elevate your business by selling strategy and concept rather than product. Online Quote Engine: Normal business hours don t always offer you the full support and convenience your practice demands, so we ve built a convenient online quote tool that ll help you compare rates and products for your prospects, twenty-four hours a day, seven days a week. Case Design: Personalized client illustrations will be provided upon request. By having the advisor submit information regarding the client s goals and needs, we can help to choose the best product available. Case Management: Our new business experts scrub applications, send them to the carrier, check on missing requirements and follow up on money transfers. Advisors can also track all new business on M&O s website, 24 hours a day! Want your income to soar? Call your M&O Life National Sales Director today to begin your action plan and catapult your sales to a whole new level! 800-228-5964 www.mandomarketing.com 4000 Town Center, 11th Floor Southfield, Michigan 48075

LONG TERM CARE As LTCi carriers and providers come and go, M&O Marketing s LTC Division remains the solid force you can depend on. Rooted in a long tradition (over 25 years) of supplying Long Term Care insurance to the independent producer, M&O Marketing s LTC Division provides you with the best in: Turn-Key LTC Tele-Sales Program We offer a complete turn-key long-term care sales program. From the initial prescreening of your client to policy delivery, we handle it all. Our purpose is to help you include a comprehensive long-term care insurance plan into your product portfolio, without the hassle of cumbersome paperwork, maintaining knowledge of the ever-changing LTC industry and driving to and from appointments. We allow you to focus on your core business, all while earning renewal commissions. In utilizing our program, we work your existing client base and introduce long-term care into your practice. Carriers and Products M&O Marketing has a complete portfolio of top and niche carriers to fit all of your LTCi needs. Marketing Expertise and Support Our expert LTC team can help you find the right product at the right price. Service From quote to commissions, our service team is here for you. Our dedicated teams will follow your case through underwriting, new business and commissions, so that you can focus on what you do best... selling. Web Support www.mandomarketing.com Complete support 24/7. From product pickers to sales and training presentations, you will find an extraordinary lineup designed to help you get that case! Call your M&O LTC Specialist today to begin your action plan and catapult your sales to a whole new level! 800-228-5964 www.mandomarketing.com 4000 Town Center, 11th Floor Southfield, Michigan 48075

SHIFT-4 CREATIVE A full-service marketing & creative firm within M&O Marketing We are proud to offer our valued producers the following services: Creative consulting Content assessment Proofing & editing services Marketing strategy and opportunities assessment Mailing services, including drip mail campaigns, direct mail, letters and seminar invites Newsletters Branding services Promotional materials Logo design Public relations Advisor websites Seminar consultation Creative work is billed at $75/hour Please give adequate notice on all projects. Rush fees may apply. Please contact your National Sales Director at (800) 228-5964 for more information on any of the services listed above. 800-228-5964 www.mandomarketing.com 4000 Town Center, 11th Floor Southfield, Michigan 48075