Protection Plan Employee One-on-One

THE EMPLOYEE One on One

2 | Rasberry Producer Group

Protection Plan - Employee One on One | 3

The Protection Plan It’s now to time to have an incredible moment, where you get to sit down with the prospect and begin the journey toward a life and retirement plan. When you are rapid-fire speaking to employees all day, it’s helpful to have someone filling out applications and keeping the flow going smoothly. Most times, the employer will offer his/her office or a conference room.

With the census, we have already run the 401k calculator numbers and have prepared an illustration that uses minimum face amount, match, and retirement solve for 20 years beginning at age 70.

4 | Rasberry Producer Group

ASSETS: FAMILY LIFE INSURANCE:

INVESTMENTS:

REAL ESTATE:

OTHER:

RasberryPG-234764-RoadMap.indd 1

DEBTS: LOANS:

REAL ESTATE:

VEHICLES:

OTHER MONTHLY EXPENSES:

4/16/18 11:51 AM

Protection Plan - Employee One on One | 5

Note to agent: Throughout our time together, I will be writing interesting and important information on this sheet for future reference. I’m going to keep the roadmap for my files and records.

Hi________, thanks for coming out last night. Hopefully, you had a few moments to think about your life and retirement plans.

Tell me a little bit about yourself and your family. How long have you worked here? Tell me about your future goals. Have you saved any money yet? How much?

Where? What about your spouse?

6 | Rasberry Producer Group

STEP 1: FIND YOUR NUMBER Current Age

Your Number: $788,493

Desirement Age 70

40 Needs Based Return before Desirement

Rate of Return during Desirement

5%

5% Current Annual Income

Annual Raise

2%

$50,000 Annual Social Security Income at Retirement

$ 27156 Current 401k Plan Balance

$0

$0 Desired Percent of Income in Retirement 70% ($35,000 annually) 80%

($40,000 annually)

90% ($45,000 annually) Other:

Other Retirement Accounts

60%

Protection Plan - Employee One on One | 7

There are many plans your employer could have chosen, so I wanted to do a quick look at what it would look like had we chosen a 401k instead, okay?

I first entered your age, which is __________.

I took the 20-year average of the S&P 500 that I showed last night. When you take each year’s return and divide it over the 20 years, you come up with 6.77%.

I deducted the average cost of a 401k internal expense of 1.77%, and I came up with an average return of 5%.

Are you okay with that example?

Great. I also worked off a 2% pay increase a year to develop your future income and needs in retirement.

8 | Rasberry Producer Group

I took the liberty of taking your salary of ___________ and going to the social security website in an effort to get an idea of what you would be looking at in retirement concerning your social security payments.

The number was _______ a year.

Finally, I defaulted to you needing about 80% of your future income, so we have something to work with, okay?

Now, ___________, after inputting that information, it tells me that we have to save___________ between now and age 70.

Protection Plan - Employee One on One | 9

Note to agent: We work with a country music artist by the name of Jeff Bates. I’ve seen his show dozens of times. About midway through his performance, he stops and announces to the crowd he has been married 9 times. A hush falls over the crowd. He smiles and then will say, “I’m lying. I’ve only been married 5 times, but it sounds better than 9, doesn’t it.” And he laughs.

I never forgot that. This is exactly what we are doing here with the next example. Many individuals don’t realize the commitment that they have to make to have a real retirement. It may not be as easy as $50 to $100 a month. However, with our plan, it will, more than likely, be substantially less than the 401k plan.

10 | Rasberry Producer Group

STEP 2: FUNDING YOUR NUMBER Monthly Desirement Mortgage Payment:

$943

Weekly Desirement Mortgage Payment:

$218

Mon Bi-Weekly Desirement Mortgage Payment:

Percent

Weekly

BiWeekly

11%

$25

$50

$108

Uncle Sam’s Portion:

0%

$0

$0

$0

Your Portion:

89%

$193

$385

$835

$218

$435

Your contribution towards your desired retirement is 20% Based on your current annual income of $50,000 Percent of Your Contribution Your Employer Matches

Estimated Tax Bracket

0%

Monthly

Employer Portion:

Desirement Mortgage Payment

100%

$435

Maximum Percent of Your Pay Your Employer willMatch

2.6%

$943

Protection Plan - Employee One on One | 11

As I move to Step 2 you should note the amount of monthly commitment you will have to make to achieve 80% of your future income based on the numbers we inputted.

Let’s see what that is.

Whoa… that’s pretty big. Is that a commitment you could begin making?

I agree. To go from zero to ____________ is a large commitment for anyone.

To be honest, ________, that’s why your employer didn’t choose the 401k option.

Let’s move to step three.

12 | Rasberry Producer Group

STEP 3: REPORT $45,298 $788,493

Protection Plan - Employee One on One | 13

The reason I wanted to show you this page, ______, is to peek at what your income may be at age 70. Looks like it will be in the range of $____________. More importantly, look at this number. It’s the annual amount that you will need to live off 80% of your future income after we added your social security amount.

That number is _______. Now, the good part is that is a qualified plan where every single penny at distribution would be taxable. Our plan will be tax free if we design it correctly.

However, let’s remember that number.

14 | Rasberry Producer Group

Protection Plan - Employee One on One | 15

Agent note: I will want to show the visual side of this to the prospect so he can actually see the roadmap itself.

On income needed, let’s put that number right here.

Now, let’s take a look at our plan for you.

16 | Rasberry Producer Group

Designed for: Matt Parker Issue Age: 40 Male, Standard Non-Tobacco Coverage Summary

Assumed Premium Direction

Accordia Life and Annuity Company Lifetime Builder Elite - Issue State: MS

$76,495 Selected Face Amount Initial PAC (Monthly) Premium: $249.16 Initial Death Benefit Option: Increasing Initial Amount $76,495

Description Initial Base Plan

Basic Interest Strategy: 1 Yr Fixed Term Strategy: Indexed Strategies: 1 Yr Point to Point (1 Yr PtP):

From Age To Age 40 - Life of Insured Non-Guar.

Assumed 40+ 4.05% 4.05%

$53.96 Monthly 0% remaining premium 100% remaining premium

7.54%

Other Premium Strategies may be available. Consult your agent, or your contract, for a full listing.

Contract Premiums

Target Premium Minimum 7 Pay/MEC

Gross Premium Policy EOY Outlay Year Age Key 1 41 M 2,990 2 42 M 2,990 3 43 M 2,990 4 44 M 2,990 5 45 M 2,990

$1,128.00 $883.20 $2,990.03

Total Cash from Policy* 0 0 0 0 0

Guideline Single $16,002.61 Guideline Level $3,168.46 Guaranteed at 2% (1)

Non-Guaranteed Assumed (1)

Net Account Outlay Value 2,990 2,187 2,990 4,408 2,990 6,662 2,990 8,948 2,990 11,366

Net Cash Value 567 2,896 5,258 7,652 10,178

Net Death Benefit 78,682 80,903 83,157 85,443 87,861

Account Value 2,187 4,496 6,969 9,615 12,557

Net Cash Value 567 2,984 5,565 8,319 11,369

Net Death Benefit 78,682 80,991 83,464 86,110 89,052

6 7 8 9 10

46 47 48 49 50

M M M M M

2,990 2,990 3,000 3,000 3,000 _______ 29,930

0 0 0 0 0 ______ 0

2,990 2,990 3,000 3,000 3,000 ________ 29,930

13,839 16,369 18,966 21,631 24,363

12,759 15,397 18,102 20,875 23,715

90,334 92,864 95,461 98,126 100,858

15,732 19,163 22,879 26,902 31,260

14,652 18,191 22,015 26,146 30,612

92,227 95,658 99,374 103,397 107,755

11 12 13 14 15

51 52 53 54 55

M M M M M

3,000 3,000 3,000 3,000 3,000

0 0 0 0 0

3,000 3,000 3,000 3,000 3,000

27,160 30,020 32,938 35,912 38,936

26,620 29,588 32,614 35,696 38,828

103,655 106,515 109,433 112,407 115,431

36,439 42,050 48,132 54,723 61,854

35,899 41,618 47,808 54,507 61,746

112,934 118,545 124,627 131,218 138,349

* Cash can only be taken when Net Cash Value is greater than zero and, when taken, will reduce Net Cash Value and Net Death Benefit. This is the annualized cash from policy, with loans taken in monthly increments.

(1) Beginning at the end of the 5th year and continuing in all subsequent years, an additional 1.00% of the average monthend Account Values (net of any fixed interest or linked loans) for that year, is guaranteed to be credited to the policy. The policy must be in-force at the end of the policy year to receive the credit for that year.

This report is for agent use only and must not be presented to a prospective client.

ICC17-IULA-K17 Original Illustration September 30, 2018, 8:38 PM

DB: 29501.00087 SYS: 2.95.207 Version: 2.95.0.163W This is page 1 of 4 pages and is not valid unless all pages are included.

Protection Plan - Employee One on One | 17

_________, as I mentioned last night, this is a life insurance policy. We’re using the rules and laws of life insurance to build assets. First, let’s talk about returns. Over the same 20-year period that averaged 6.77% using the index, our 20-year history is 7.862%. This is the reason we’re not in the market. We’re purchasing options on the index. So, if the market goes down, we simply don’t exercise our option and we face no crediting loss.

Based on your salary and the match, our premium that would take full advantage of the match would be $_______. That’s what I input into our first look. Now, another big part of our plan is access to cash. While this is only an example of what the plan made, it does give us a good look based on current assumptions of what you could expect.

18 | Rasberry Producer Group

Protection Plan - Employee One on One | 19

Literally, by year three, you can see you are building assets. You may take a loan of the cash surrender value minus expenses for the next year, but the maximum amount is determined by the home office. But here’s a look at a number that could be near that amount.

Take that to year five. $_______ should be available. By year ten, you can see assets building on our nonguaranteed account. Compared to the amount you put in, you can see how you’ve already begun to build a plan for life and retirement. Finally, take a look at twenty years.

It’s imperative that you use prudence in your decisions.

That’s another reason why I’m here. Everyone can use a coach to help balance decisions. My commitment is to be there for you as you make these decisions. And, if it’s not me personally, it will be a member of my team.

20 | Rasberry Producer Group

Designed for: Matt Parker Issue Age: 40 Male, Standard Non-Tobacco

Gross Premium Policy EOY Outlay Year Age Key 16 56 M 3,000 17 57 M 3,000 18 58 M 3,000 19 59 M 3,000 20 60 M 3,000 _______ 59,930

Accordia Life and Annuity Company Lifetime Builder Elite - Issue State: MS

$76,495 Selected Face Amount Initial PAC (Monthly) Premium: $249.16 Initial Death Benefit Option: Increasing

Total Cash from Policy* 0 0 0 0 0 ______ 0

Guaranteed at 2% (1) Net Account Outlay Value 3,000 42,002 3,000 45,110 3,000 48,258 3,000 51,455 3,000 54,694 ________ 59,930

Non-Guaranteed Assumed (1)

Net Cash Value 42,002 45,110 48,258 51,455 54,694

Net Death Benefit 118,497 121,605 124,753 127,950 131,189

Account Value 69,558 77,881 86,873 96,590 107,091

Net Cash Value 69,558 77,881 86,873 96,590 107,091

Net Death Benefit 146,053 154,376 163,368 173,085 183,586

21 22 23 24 25

61 62 63 64 65

M M M M M

3,000 3,000 3,000 3,000 3,000

0 0 0 0 0

3,000 3,000 3,000 3,000 3,000

57,968 61,261 64,558 67,847 71,122

57,968 61,261 64,558 67,847 71,122

134,463 137,756 141,053 144,342 147,617

118,426 130,661 143,851 158,069 173,395

118,426 130,661 143,851 158,069 173,395

194,921 207,156 220,346 234,564 249,890

26 27 28 29 30

66 67 68 69 70

M M M M M

3,000 3,000 3,000 3,000 3,000 _______ 89,930

0 0 0 0 0 ______ 0

3,000 3,000 3,000 3,000 3,000 ________ 89,930

74,376 77,606 80,811 83,979 87,104

74,376 77,606 80,811 83,979 87,104

150,871 154,101 157,306 160,474 163,599

189,859 207,617 226,779 247,456 269,774

189,859 207,617 226,779 247,456 269,774

266,354 284,112 303,274 323,951 346,269

31 32 33 34 35

71 72 73 74 75

AL AL AL AL AL

0 0 0 0 0

26,722 26,722 26,722 26,722 26,722

–26,722 –26,722 –26,722 –26,722 –26,722

87,361 87,441 0 0 0

59,701 30,313 0 0 0

135,940 106,471 0 0 0

291,622 315,647 341,878 370,388 401,371

263,963 258,520 253,354 248,414 243,758

318,610 293,241 284,123 274,341 263,826

36 37 38 39 40

76 77 78 79 80

AL AL AL AL AL

0 0 0 0 0 _______ 89,930

26,722 26,722 26,722 26,722 26,722 ______ 267,216

–26,722 –26,722 –26,722 –26,722 –26,722 ________ –177,285

0 0 0 0 0

0 0 0 0 0

0 0 0 0 0

435,071 471,503 510,861 553,344 599,157

239,488 235,467 231,725 228,289 225,179

261,242 259,042 257,268 255,956 255,136

* Cash can only be taken when Net Cash Value is greater than zero and, when taken, will reduce Net Cash Value and Net Death Benefit. This is the annualized cash from policy, with loans taken in monthly increments.

(1) Beginning at the end of the 5th year and continuing in all subsequent years, an additional 1.00% of the average monthend Account Values (net of any fixed interest or linked loans) for that year, is guaranteed to be credited to the policy. The policy must be in-force at the end of the policy year to receive the credit for that year.

This report is for agent use only and must not be presented to a prospective client.

ICC17-IULA-K17 Original Illustration September 30, 2018, 8:38 PM

DB: 29501.00087 SYS: 2.95.207 Version: 2.95.0.163W This is page 2 of 4 pages and is not valid unless all pages are included.

Protection Plan - Employee One on One | 21

With just the match, you can see we have jumped up to a realistic retirement. And remember, this income will be tax free and will not affect your Required Minimum Distributions, AND it keeps your social security tax free as well.

Obviously, you would do the match, correct? That’s only $_______ a week.

But, we need to put more in to get to our 80% number.

Let me show you what it would take.

22 | Rasberry Producer Group

Designed for: Matt Parker Issue Age: 40 Male, Standard Non-Tobacco

Gross Premium Policy EOY Outlay Year Age Key 16 56 M 4,800 17 57 M 4,800 18 58 M 4,800 19 59 M 4,800 20 60 M 4,800 _______ 95,930

Accordia Life and Annuity Company Lifetime Builder Elite - Issue State: MS

$122,469 Selected Face Amount Initial PAC (Monthly) Premium: $399.17 Initial Death Benefit Option: Increasing

Total Cash from Policy* 0 0 0 0 0 _______ 0

Guaranteed at 2% (1) Net Account Outlay Value 4,800 70,913 4,800 76,180 4,800 81,520 4,800 86,946 4,800 92,451 _______ 95,930

Non-Guaranteed Assumed (1)

Net Cash Value 70,913 76,180 81,520 86,946 92,451

Net Death Benefit 193,382 198,649 203,989 209,415 214,920

Account Value 118,487 132,631 147,937 164,502 182,429

Net Cash Value 118,487 132,631 147,937 164,502 182,429

Net Death Benefit 240,956 255,100 270,406 286,971 304,898

21 22 23 24 25

61 62 63 64 65

M M M M M

4,800 4,800 4,800 4,800 4,800

0 0 0 0 0

4,800 4,800 4,800 4,800 4,800

98,019 103,629 109,255 114,878 120,490

98,019 103,629 109,255 114,878 120,490

220,488 226,098 231,724 237,347 242,959

201,820 222,791 245,455 269,948 296,417

201,820 222,791 245,455 269,948 296,417

324,289 345,260 367,924 392,417 418,886

26 27 28 29 30

66 67 68 69 70

M M M M M

4,800 4,800 4,800 4,800 4,800 _______ 143,930

0 0 0 0 0 _______ 0

4,800 4,800 4,800 4,800 4,800 _______ 143,930

126,079 131,641 137,175 142,662 148,094

126,079 131,641 137,175 142,662 148,094

248,548 254,110 259,644 265,131 270,563

324,964 355,825 389,199 425,289 464,323

324,964 355,825 389,199 425,289 464,323

447,433 478,294 511,668 547,758 586,792

31 32 33 34 35

71 72 73 74 75

AL AL AL AL AL

0 0 0 0 0

45,605 45,605 45,605 45,605 45,605

–45,605 –45,605 –45,605 –45,605 –45,605

148,826 149,295 0 0 0

101,621 51,797 0 0 0

223,358 173,065 0 0 0

502,160 543,744 589,010 638,207 691,657

454,955 446,246 437,929 430,038 422,665

539,587 506,058 490,940 474,713 457,248

36 37 38 39 40

76 77 78 79 80

AL AL AL AL AL

0 0 0 0 0 _______ 143,930

45,605 45,605 45,605 45,605 45,605 _______ 456,047

–45,605 –45,605 –45,605 –45,605 –45,605 _______ –312,116

0 0 0 0 0

0 0 0 0 0

0 0 0 0 0

749,794 812,644 880,539 953,825 1,032,854

416,001 409,810 404,149 399,066 394,599

453,491 450,442 448,176 446,757 446,242

* Cash can only be taken when Net Cash Value is greater than zero and, when taken, will reduce Net Cash Value and Net Death Benefit. This is the annualized cash from policy, with loans taken in monthly increments.

(1) Beginning at the end of the 5th year and continuing in all subsequent years, an additional 1.00% of the average monthend Account Values (net of any fixed interest or linked loans) for that year, is guaranteed to be credited to the policy. The policy must be in-force at the end of the policy year to receive the credit for that year.

This report is for agent use only and must not be presented to a prospective client.

ICC17-IULA-K17 Original Illustration September 30, 2018, 8:41 PM

DB: 29501.00087 SYS: 2.95.207 Version: 2.95.0.163W This is page 2 of 4 pages and is not valid unless all pages are included.

Protection Plan - Employee One on One | 23

__________, it looks like we need to move our payment to _______. Can you make that commitment?

I understand.

Tell me how you feel about just doing the match. Does that percentage satisfy your needs or would you want to build up to the 80% number?

I have an idea.

24 | Rasberry Producer Group

Designed for: Matt Parker Issue Age: 40 Male, Standard Non-Tobacco Coverage Summary

Assumed Premium Direction

Accordia Life and Annuity Company Lifetime Builder Elite - Issue State: MS

$115,631 Selected Face Amount Initial PAC (Monthly) Premium: $250.00 Initial Death Benefit Option: Increasing Initial Amount $115,631

Description Initial Base Plan

Basic Interest Strategy: 1 Yr Fixed Term Strategy: Indexed Strategies: 1 Yr Point to Point (1 Yr PtP):

From Age To Age 40 - Life of Insured Non-Guar.

Assumed 40+ 4.05% 4.05%

$63.98 Monthly 0% remaining premium 100% remaining premium

7.54%

Other Premium Strategies may be available. Consult your agent, or your contract, for a full listing.

Contract Premiums

Target Premium Minimum 7 Pay/MEC

Gross Premium Policy EOY Outlay Year Age Key 1 41 M 3,000 2 42 M 3,000 3 43 M 3,000 4 44 M 3,900 5 45 M 3,900

$1,704.00 $1,305.48 $4,522.33

Total Cash from Policy* 0 0 0 0 0

Guideline Single $22,117.24 Guideline Level $4,680.02 Guaranteed at 2% (1)

Non-Guaranteed Assumed (1)

Net Account Outlay Value 3,000 2,028 3,000 4,082 3,000 6,160 3,900 9,115 3,900 12,212

Net Cash Value 0 1,796 4,037 7,155 10,416

Net Death Benefit 117,659 119,713 121,791 124,746 127,843

Account Value 2,077 4,259 6,588 9,924 13,613

Net Cash Value 0 1,973 4,466 7,965 11,817

Net Death Benefit 117,708 119,890 122,219 125,555 129,244

6 7 8 9 10

46 47 48 49 50

M M M M M

3,900 3,900 3,900 5,100 5,100 _______ 38,700

0 0 0 0 0 ______ 0

3,900 3,900 3,900 5,100 5,100 _______ 38,700

15,376 18,609 21,912 26,444 31,093

13,743 17,140 20,606 25,301 30,114

131,007 134,240 137,543 142,075 146,724

17,603 21,921 26,594 32,794 39,511

15,971 20,452 25,288 31,652 38,532

133,234 137,552 142,225 148,425 155,142

11 12 13 14 15

51 52 53 54 55

M M M M M

5,100 5,100 5,100 5,100 5,100

0 0 0 0 0

5,100 5,100 5,100 5,100 5,100

35,856 40,730 45,707 50,787 55,960

35,039 40,076 45,217 50,460 55,796

151,487 156,361 161,338 166,418 171,591

47,315 55,773 64,941 74,881 85,658

46,499 55,120 64,451 74,554 85,495

162,946 171,404 180,572 190,512 201,289

* Cash can only be taken when Net Cash Value is greater than zero and, when taken, will reduce Net Cash Value and Net Death Benefit. This is the annualized cash from policy, with loans taken in monthly increments.

(1) Beginning at the end of the 5th year and continuing in all subsequent years, an additional 1.00% of the average monthend Account Values (net of any fixed interest or linked loans) for that year, is guaranteed to be credited to the policy. The policy must be in-force at the end of the policy year to receive the credit for that year.

This report is for agent use only and must not be presented to a prospective client.

ICC17-IULA-K17 Original Illustration September 30, 2018, 8:43 PM

DB: 29501.00087 SYS: 2.95.207 Version: 2.95.0.163W This is page 1 of 4 pages and is not valid unless all pages are included.

26 | Rasberry Producer Group

__________, let me shake your hand and let you know that you made a big decision today. A new commitment and journey toward a real retirement. We have to review each and every year because life is so uncertain. Now, let’s get to the life insurance application.

Protection Plan - Employee One on One | 27

Notes:

Rasberry Producer Group 401 Central Avenue Laurel, MS 39440 601- 649 -2822 www.rasberrypg.com