GETTING STARTED WITH LFM

Welcome to the Professional’s Approach to Indexed Annuities

Presented by:LFM Fixed Strategies Insurance Services

Florian Spinello&

Lauren CarrascoThis material is intended to provide general education and is not intended to provide legal or tax advice. It is recommended that decisions be made only after consultation with qualified financial, tax and legal professionals about your specific financial situation.

Outline Introduction

Who is LFM

Why LFM

How can LFM accelerate my business?

What are Fixed Annuity & Life Insurance Products?

Key questions to ask everyone.What do I say on my 1st client appointment?What is the 1st step to growing my Insurance & Retirement Planning Portfolio?

Licensing & Appointment Paperwork

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Who Is LFM Fixed Strategies?

LFM is a National Marketing Organization for Fixed & Indexed Annuities and Life Insurance Products

Created by Experienced Producing Registered Representatives / Agents

Committed to Helping Financial Professionals Address the Growing Demand for Retirement Planning and Income Strategies

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Why LFM Fixed Strategies?

Experience – We have a team of experienced consultants and seasoned producers to give you the guidance and expertise in your business

Innovation – We offer innovative sales strategies and unique business opportunities to take you to the next level with your practice

Dedication – Our support staff is ready to help you submit, track and get you paid on your business, in addition to providing a sales team that is familiar with your company philosophy

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

What Carriers does LFM Represent?

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Annuities 101

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Defining an Annuity

Annuities A long-term savings vehicle that is issued by an

insurance company. 

Benefits

Tax-deferred accumulation

Interest returns or growth

Guaranteed income for life

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Annuities

Two Phases Accumulation Phase which uses a Deferred

Annuity

Distribution Phase which uses an Immediate Annuity

IRS Regulations Any withdrawals taken prior to age 59 1/2 may be

subject to penalties and taxes

Policy owners are required to take withdrawals by age 70 1/2

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Annuity Features

Guarantees Guarantees are based on the claims paying ability

of the underlying insurance company; ie:

Interest rate floors & ceilings

Minimum premiums

Participation Rate

Industry allocation

Crediting Methods

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Annuity Surrender Charges

Annuities operate on a surrender charge schedule Which means fees will be charged if the annuity is

surrendered prior to the end of its term

*Industry Standard: usually 10% is surrender charge free after the first year

No Longer than 10 years

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Types of Annuities

FIXED ANNUITIES generally offer a principal guarantee with a fixed interest return for a specific period of time.

INDEXED ANNUITIES offer a principal guarantee and interest return that is linked to the upside performance of a major stock market index; such as the S&P 500. Therefore the client is able to share in the market's upside while not being exposed to market losses.

VARIABLE ANNUITIES offer direct market participation through a selection of mutual fund sub-accounts. However, the investor is taking on the full risks associated with the stock and bond markets with the possibility of market losses.

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Key Questions to Ask to Everyone

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Phrases to write down and MEMORIZE

What things would you like to do or where would you like to go during retirement?

(write down their answers somewhere so you remember)

Thinking of all those interests and goals, are you comfortable with the amount of money you have put aside for your retirement goals?

Do you have a retirement income plan?

Great, I’m going to send you some tools to learn more about your goals. If I give these to you, what time can I pick them up tomorrow?

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Closing a Case with LFM

What do I ask on my 1st appointment?

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Step 1

First Appointment with your Client Explain the 2-3 appointment process

1st Appointment - Gather Info

2nd Appointment - Present solution/Close Case

3rd Appointment - Close case

Gather information

LFM Tools

What are your clients objectives?

Set the next appointment with your client no more than a week later

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Step 2

Strategize your case Before your next appointment with your client

Get together with your up line

Send LFM an illustration request form

Prepare your documents

Train with LFM to close the case

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Step 3

Second Appointment with your Client Review client objectives

Present recommendations based on their objectives

Close case/fill out product application (it should already be highlighted)

If the client needs to think about it, set the next appointment for 2-3 days later

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Step 4

Third Appointment with Client If necessary bring a LFM Team member with you to

help close the deal

Make a copy for yourself, and the client

Ask for a referral!

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Step 5

Final Step Turn in the complete original application to LFM

Complete Application Product application with all signatures & any applicable

transfer paperwork

Copy of clients drivers license

Client check or copy of clients current statement to be rolled over (current = no more than 3 months old)

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

What is my 1st step to get started?

Become Life Licensed – 32 hr. class or 52 hr. class

Fill out the appointment paperwork so that all business you do is ready to go

Fill out the LFM tools yourself so you understand how they work

Keep a blank hard copy on you in the field and a soft copy in your email when you need to send it to a client

Contact the LFM whenever you have a question and utilize us as your experts

START TALKING WITH PEOPLE!FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.

Lets do some business!

Thank You!

866-432-1536

                                                                                             

FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.