B USINESS ORIENTATION Leading people to financial security…no matter what!

BUSINESS ORIENTATION

Leading people to financial security…no matter what!

Lion’s Share Financial Corporation

Lion’s Share Mortgage Services

Lion’s Share Financial Services

USAllianz Securities, Inc.

Insurance Management Group

Lion’s Share Property & Casualty

Insurance Agencies

Insurance Agencies

Lion’s Share Online

Estate Preservation Attorneys

Insurance Agencies

Insurance Agencies

Insurance Agencies

Insurance Agencies

Develop a Business Mindset

Your business will be a reflection of your thinking!

• Integrity

• Technical Proficiency

• Uniqueness

Essentials For A Successful Business

What Makes Lion’s Share Unique?

• The Selling System• Opportunity to Represent the Entire Industry• You Can Become Your Own Agency• Customized Agency Packages• Commission Level & Selling Agreement• Full Strategy Approach• Learn from Top Performers in the Industry• No Quotas• You Own Your Clients• Unparalleled Training Programs• Back-Office Support• Opportunity to Serve People

CASH FLOW…

Kiyosaki, Cash Flow Quadrant, 1999

• Business vs. Hobby– Make money– Written Business Plan – Strategic Objective– Part time vs. Spare Time– Long Term Perspective

• Self-Employed vs. Employee – Paid for results not time – “Law of the Farm”

• Business Owner vs. Self-Employed – Parable of the Pipeline

Business Mindset

Business Overview Lion’s Share Paperwork Marketing 101- 104 Mortgage Certification Insurance Certification Allianz Product Training Orientation Personal Financial Review Top 25 Prospect List Training Sales

TEN STEPS TO A FAST START

People don’t plan to fail, they fail to plan

• Set Weekly Objectives• Set Specific Goals• Attend all Trainings• Complete Fast Start Within 60 Days• Set Up Accountability Systems• Partner with the Masters• Match Up to Move Up• Review Progress Frequently• Build Your Team During Training

OUR STRATEGIC APPROACH

The Goal is to Turn Every…

Contact Into a Prospect …

Prospect Into a Customer …

Customer Into a Client

Identify the needs, determine the best approach,

then…

Develop a Strategy

Be Proactive vs. Reactive

• The Client Presentation– Power Point – Flip Chart– Brochure

• The Data Gathering – Snapshot Pads– Mortgage Brochures– Property and Casualty Brochures

• The Strategic Action Plan• The Illustrations• The Blueprint Notebook

The Quadrant Selling System

www.LSFonline.com

• Financial Calculators

• Insurance Quotes

• PublicTrade.com

• Long Term Care

• Mortgage

• Virtual Back Office

Building a financial strategy is

like building a house...

The right blueprint is essential for success

Copyright 2001 Lion’s Share Financial Corporation

Emergency Opportunity

Retirement Investment

ESTATEPRESERVATION

DEBTMANAGEMENT

EDUCATION INSURANCE

TAXESINFLATION

Copyright 2001 Lion’s Share Financial Corporation

PRODUCT IDEAS

Mortgages• Mortgage is a Cornerstone of a solid

Financial Strategy

• A new person does not need a license to make money with mortgages

$100,000$100,000 Purchase Price

$ 20,000$ 20,000 Down Payment

For… 30 Years

$ 80,000$ 80,000 Mortgage

$100,000$100,000

$ 90,000$ 90,000

$ 10,000$ 10,000

$ 80,000$ 80,000

$ 10,000$ 10,000

A savings of over $100,000 in interest

Paid up in 16.5 years…

MORTGAGE EXAMPLE

Results vary depending on interest rate

Floor

0%

Goal: To have some potential for market gain without risk of principal

Ceiling

10%

“Cap”

• Use of index like Standard and Poor’s 500 and NASDAQ 100

• Principal protected against loss*

• No asset fees*

EQUITY INDEX ANNUITY

* Surrender charges for early withdrawal are product dependent.

Floor

$100,000$100,000

Floor10%10%

$99,000$99,00010%10%

5%5% Floor

$115,500$115,500

17%

Keep in mind…If you received the 5% as shown in this example on the $99,000 you would have a total of $103,950. That is a $12,000 difference because of the protected floor.

“Cap”

• Use of index like Standard and Poor’s 500 and NASDAQ 100

• Principal protected against loss

• No asset fees*

$110,000$110,000 $110,000$110,000

Benefits and results may vary by state or index account.You are not investing directly in an index.* Surrender charges for early withdrawal are product dependent.

Today’s Insured Reality The following illustration shows the breakdown of what the monthly premium buys in a typical individual or company funded health insurance policy with $2,000,000 lifetime coverage. Average cost $750 per month.

$0 $2,500 $2,000,000

Lifetime coverag

e

$300

$450

Percentage breakdown:

$300 buys 99.9% of total coverage!

$450 buys 0.1% of total coverage! The above numbers are approximations only. Actual cost may vary.

$750

New Philosophy in Healthcare$2,000,000

lifetime coverage

Consumer Driven Plan$300

$0

Care Entrée access to PPO rates on all medical expenses from $0 to your deductible. Cost $69.95

$2,500

$750 mo. standard plan

- $300 mo. consumer-driven plan

- $ 70 mo. Care Entrée Access to PPO pricing

$380 monthly savings! That’s $4,560 per year in your pocket!

Death of spouse$50,000

EVENTS YOU WILL SURVIVE Critical

illness$250,000

Death ofchild

$10,000

Lump-sumbenefit $500,000

10 yr. payoutadditional bonus

$50,000

Disability$60,000 per yearChronic illness

$50,000 per year

$500,000 Life Policy

Peace of mind for the new century!

EARLY DEATH

Retirement Income*$681,502

($4,293/mo.)

LONG LIFE

Death of spouse$50,000

EVENTS YOU WILL SURVIVE Critical

illness$250,000

Death ofchild

$10,000

Lump-sumbenefit $500,000

10 yr. payoutadditional bonus

$50,000

Disability$60,000 per yearChronic illness

$50,000 per year

EARLY DEATH

* Example: male age 35 NS, life & 20-year certain elected at age 65.

$500,000 Life Policy

$1,000,000

$500,000Age 50

$2,000,000Age 60

Age 62

#2 Look Back Provision

“Look Back”

EXAMPLEA. Annuitize One Million 10 yrs @ $100k Per YearB. $500K Cash left in account

#1 Cash Value

VARIABLE EXAMPLE

Securities offered through ProEquities, Inc.,a registered broker-dealer, member NASD & SIPC.

Lion’s Share Financial is independent of ProEquities, Inc.

$500,000

Age 50

#2 Look Back Provision

#3 5% Guarantee

#1 Cash Value

$250,000

Approximately

$800,000

Age 60

Age 62

5%

Approximately

$898,000

5%

Age 60

VARIABLE EXAMPLE

Securities offered through ProEquities, Inc.,a registered broker-dealer, member NASD & SIPC.

Lion’s Share Financial is independent of ProEquities, Inc.

Understanding the Sales Process

The Cycle of a Sale

Close Sale

Present Strategy

Data Gathering

Contact

The Cycle of Success

Close Sale

Present Strategy

Present Strategy

Data Gathering

Data Gathering

Data Gathering

Contact Contact Contact Contact

Top 25 Prospect List

• Friends• Family• Acquaintances• Referrals• Friendship Farming

– FORM

– STEAM

– Simulated Shopping

Traditional Prospecting

• Spread the “word”

• Referrals

• Pass out Cards

• Cold Calling

• Pay for Leads/Advertising/Flyers

• Financial Seminars

Take Advantage of Being New• Policy Review• Presentation Contest• I Want Your Opinion• Work with a Master• Practice Books• Look at This Opportunity for Me

AVOID THE SCENARIO OF DISASTER!

AGENCY OVERVIEW

GA- General Agency Manager Builds And Manages A Completely Diversified Financial Services Company Note: Can Specialize In A Particular Area If Desired e.g. Small Business

FS - Financial Strategist Has Gained the Expertise To Determine And Implement A Strategy To Help Clients Reach Their Financial Objectives

MS - Marketing Specialist Contacts & Invites, Makes 1st Exposure Presentations; Main Objective Is To Guide People To Appointments

COI - Center Of Influence Generally Works By Referring People To One Of Our Financial Strategists Or Marketing Specialists For Further Evaluation

Client - Personal, Small Business Works With One Of Our Consultants To Design, Establish And Implement A Strategy For Reaching Financial Security… NO MATTER WHAT!

The Path to Becoming An Agency

Level Overhead* Income Time Frame

50 Training Sales are Split Sales

60 $15 $15,000 Rolling 3 months

65 $50 $50,000 Rolling 12 months

70 $75 $100,000 Rolling 12 months

75 $150 $175,000 Rolling 12 months

80 $500 $250,000 Rolling 12 months

Production Criteria for Promotion

*Includes access to www.LSFonline.com

• Income is from combination of all Lion’s Share affiliate companies only.

• Representative entering above Level 50 must verify they met the above criteria above with previous company.

• Each Representative is responsible for tracking/presenting their income for promotion.

• No more than 40% of income can come from any one client or leg. • Personal strategy income does not count …You don’t get paid on your

own life insurance/mortgage but you can get paid on retirement/investment strategies.

• Promotion to Contract Level 60 is total team income. Promotion above 60 is individual income only.

• To earn promotion to Contract Level 60 you must have qualified for a permanent license and have E&O insurance.

• Overhead is via direct withdrawal and includes LSF web access.• Overhead, except for LSF web access, is eliminated once you fully run

an independent agency.

Promotional Criteria

$100,000 Annuity/$10,000 Life Annual Premium/$100,000 Mortgage

Level Master Dex

Immediate

Annuity

AIG Term

Life Fund Mortgage

Trainee $3,000 $750 $2,875 $2,500 $500

50 $6,000 $1,500 $5,750 $5,000 $500

60 $7,000 $2,000 $6,900 $6,000 $500

65 $7,500 $2,250 $7,475 $6,500 $500

70 $8,000 $2,500 $8,050 $7,000 $500

75 $8,500 $2,750 $8,625 $7,500 $500

Top GA $9,000 $3,000 $9,200 $8,000 $500

$100,000 Master Dex Override

$100,000

50 $6,000

70 $2,000

80 $1,000

Split Sales

• Sales are signed by each fully licensed agent

• Customary split is 50/50. Other arrangements can be worked out but should be agreed upon in advance.

• Commission is based on half of the sale to be paid at each respective agent’s contract level

• Both agents must have Errors and Omissions insurance to sign

Did you ever wish you could be in two places at the same time???

$100,000 Master Dex Split Sale

$50,000 $50,000

50 $3,000 50 $3,000

60 $3,500 60 $3,500

65 $3,750 65 $3,750

70 $4,000 70 $4,000

75 $4,250 75 $4,250

80 $4,500 80 $4,500

$100,000 Master Dex Split Sale

Overrides

$50,000 $50,000

50 $3,000

65 $3,750

80 $1,500 80 $750

Temporary Licensed Sales

• Sales are signed by the fully licensed agent who is the trainer

• ALL sales while on temporary license are split sales

• Temporary licensed individual receives half of the level 50 commission – NOT half of the writing agent’s commission

• Trainer is responsible for paying the trainee

• Fully licensed agent will 1099 the temporary licensed agent

• Upon receiving a permanent license, the agents of record can be changed to include the agent who was temporary licensed.

$100,000 Master Dex Training Sale

Trainee - $3,000

70* $8,000 - $3,000 = $5,000

80 $1,000

*Field Trainer

$100,000 Master Dex Split Sale

Overrides

Trainee - $3,000

65 $3,750 - $1,500 = $1,250

70 $4,000 - $1,500 = $2,500

80 $1,500 80 $750

Level 50 – All Personal Production

• $100,000 Mortgage

• $50,000 Annuity

• $50/month Term Life Insurance

• $100/month Permanent Life Insurance

$52,800 -- Year One Income

Level 65 with Team of Three

• Personal Production Income

$65,040

$101,760 -- Annual Income

• Team Production Override Income

$36,720

$100,000 Master Dex Split Sale with Override

$50,000 $50,000

50 $3,000

80 $1,500 80 $4,500

Agency Manager Receives $6,000 total Commission

Level 70With Team and Personal Recruits

• Personal Production Income

$69,120

$175,540 -- Annual Income

• New Apprentice Training Income

$48,960

• Team Production Override Income

$48,960

• Referral Income

$8,500

Level 75

$251,320 -- Annual Income

• New Apprentice Overrides

$61,200

• Personal Production Income

$73,200

• Split Sale Referral Income

$19,000

• Team Production Overrides

$97,920

• Dare to dream again.

• Increase your will to win.

• Take Control.

• Align yourself with our process.

• Become passionate about leading people to financial security no matter what!

FIVE KEYS TO BUILDING A SUCCESSFUL CAREER

The choice is up to you…You can learn and then go or learn (and EARN) as you go