Affluent sales tools

AFFLUENT

Who are they?

Generally considered to be individuals with more than $75,000 in annual

head of household income and assets ranging from $100,000 to $1 million,

the Affluent Market is a prime target for most financial services firms:

• Affluent individuals require asset and income protection, as well as income

generation and estate planning assistance

• The mass Affluent Market has been characterized as saving more than they

spend and planning for the future

• While education funding may be a concern for these individuals, they

are not opposed to sharing the responsibility with their children

How are firms achieving success?

Because the Affluent Market is so sought after by so many financial services

organizations, it is critical that you differentiate yourself through a well

conceived value proposition. Here are the skill sets that have worked for

many managers:

Acumen: Advanced and Retirement Markets, Appropriate Firm Space

Producer segment: IXP 2+, Top Producers, Base Producer for Joint Work

Infrastructure recommended to support: Agency Sales Director/

Managing Associate, Agency Marketing Director, Agency Training Director

What materials are available?

Affluent individuals are a diverse group with a number of financial needs in

common. These may include:

� ASSET AND FAMILY PROTECTION

� ESTATE PLANNING/TRUSTS

� INCOME PLANNING

In many cases, we’ve further categorized materials by not only need,

but engagement opportunities. For example, resources are available to

help you initiate a dialogue with Affluent prospects through approaches

featuring the Social Security Benefits Bridge, IRA Management, Healthcare

Expense Planning and Income Recovery.

AFFLUENT | MetLife 5

Audience

AFFLU

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6 MetLife | AFFLUENT

TRAINING MATERIALS

Producer Guide

• Help Protect Your Client’s Income: Approach Talk

Fulfillment Center: Order no. DIProtectingRep

Portal:Marketing and Sales > Client Decision Tools >

Disability Income Insurance Selector

MARKETING/PROSPECTING MATERIALS

Phone Script



Prospecting Letter



POINT-OF-SALE MATERIALS

Brochure

• Protecting Your Income: Approach Talk

Fulfillment Center: Order no. DIProtecting






MetWINS

• Disability Income Insurance Selector

AFFLUENT

Need: ASSET AND FAMILY PROTECTION

Engagement Opportunity: DISABILITY INCOME INSURANCE


TRAINING MATERIALS

Approach Tools

• LTCI: Approach Talk Producer Guide

Fulfillment Center: Order no. LTCProdApprTalk (exp 0511)

Portal: Products > Long-Term Care > LTCI Selector

Flash Training Presentation

• Long-Term Care Insurance Selector

Portal: Products > Long-Term Care > LTCI Selector > Flash

Producer Guide

• LTCI Selector

Fulfillment Center: Order no. LTCSelectGuide (exp 0711)



PowerPoint

• LTCI: Approach Talk Consumer Seminar



Prospecting Letter

• LTCI Selector

Fulfillment Center: Order no. LTCSelectProLtr (exp 1210)

Portal: Products > Long-Term Care > LTCI Selector> Prospecting Letter


Back Room Technician (BRT)

Portal:Marketing and Sales > Sales Tools > Back Room Technician

Brochure

• LTCI: Approach Talk

Fulfillment Center: Order no. LTCTakingCare (exp 0511)


Fact Finder

• LTCI Selector

Fulfillment Center: Order no. LTCSelectQuest (exp 0811)

Portal: Products > Long-Term Care > LTCI Selector > LTCI Selector with Enhancements

AFFLU

ENTNeed: ASSET AND FAMILY PROTECTION

Engagement Opportunity: LONG-TERM CARE

cont’d.


MetWINS

• LTCI Selector

PlanLab

• ETA (Estate Tax Analysis)

• ETC (Estate Tax Concepts)

• QPDA (Qualified Plan Distribution Analysis)

• WDA (Wealth Distribution Analysis)

Portal:Marketing and Sales > Sales Tools > PlanLab

Profiles Professional

Portal:Marketing and Sales > Sales Tools > Profiles

PowerPoint

• LTCI: Approach Talk Consumer Seminar



Selector

• LTCI Selector

Fulfillment Center: Order no. LTCSelectQuest (exp 0811)

Portal: Products > Long-Term Care > LTCI Selector > LTCI Selector with Enhancements

Need: ASSET AND FAMILY PROTECTION

Engagement Opportunity: LONG-TERM CARE (cont’d.)

AFFLUENT


TRAINING MATERIALS

PowerPoint

• The Basics of Charitable Giving

Portal:Marketing and Sales > Advanced Markets > Charitable Giving

Producer Sales Guide

• Charitable Planning





PlanLab








Seminar

• A Sensible Approach to Creating a Legacy through Charitable Giving


Need: ESTATE PLANNING/TRUSTS

Engagement Opportunity: CHARITABLE PLANNING, CHARITABLE REMAINDER TRUSTS

(CRAT, CRUT), PRIVATE FOUNDATION

AFFLU

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TRAINING MATERIALS

Flash Training

• Core Story: Dynasty Trust

Portal: Products > Life Insurance > Sales Concepts > Core Stories > Dynasty Trust

PowerPoint

• Dynasty Trust Wealth Creation Strategy

Portal:Marketing and Sales > Advanced Markets > Estate Planning >

Producer Development


Producer Guide

• Selling in the Estate Planning Marketplace






Brochure

• Questions and Answers on Estate Planning: Core Stories

Portal:Marketing and Sales > Advanced Markets > Estate Planning > For Client Use

ePresentation

MetWINS


Fact Finder

• Core Story: Dynasty Trust


PlanLab




AFFLUENT


Engagement Opportunity: DYNASTY TRUST


TRAINING MATERIALS

PowerPoint Presentation

• A Sensible Approach to Planning Your Estate

(1 slide, intended for inclusion in larger presentations)

Back Room Technician

Forefield






ePresentation

MetWINS

PlanLab







Portal: Marketing and Sales > Sales Tools > Profiles

AFFLU

ENTNeed: ESTATE PLANNING/TRUSTS

Engagement Opportunity: IRREVOCABLE LIFE INSURANCE TRUST (ILIT)


TRAINING MATERIALS

Flash Training Presentation

Portal: Products > Life Insurance > Sales Concepts > Core Stories > Spousal Lifetime

Access Trust

Producer Guide


Access Trust


ePresentation

MetWINS


Access Trust

PlanLab




AFFLUENT


Engagement Opportunity: SPOUSAL LIFETIME ACCESS TRUST (SLAT)


TRAINING MATERIALS

Flash Training

• Wealth Management Services Website User Guide

Portal: Products > Advisory > Wealth Management Services

Wealth Management Services Website: Broker-Dealer Homepage > Shortcuts >

Learning On Demand

PowerPoint

• Wealth Management Services Client Presentation


Producer Guide

• Wealth Management Services Product Overview



Prospecting Flyer

Portal: Products > Advisory > Wealth Management Services > Advisor Select

Prospecting Letter

Portal: Products > Advisory > Wealth Management Services > Advisor Select


Brochures

(available for Advisor Select, Advisor Select Premier Portfolios, Advisor Select Premier, Fund

Select, Fund Select Premier, Manager Select Premier, Manager Select, WMS Compliance)


e-Relationship

• Storyboard

• Checklist

• Article

• Newsletter

Fact Finder

• Client Profile and Sustainability Questionnaire

Wealth Management Services Website: Advisor Port

Seminar PowerPoint

• Wealth Management Services Client Presentation


AFFLU

ENTNeed: ESTATE PLANNING/TRUSTS

Engagement Opportunity: WEALTH PLANNING, ASSET PROTECTION AND DISTRIBUTION


TRAINING MATERIALS

Producer Guide

• Understanding Retirement Healthcare Costs

Portal:Marketing and Sales > Retirement Center > Retirement Healthcare


Brochure



Seminar



AFFLUENT

Need: INCOME PLANNING

Engagement Opportunity: HEALTHCARE



e-Relationship

• Storyboard

• Checklist

• Article

• Newsletter

Prospecting Letter

• Income Recovery

Portal:Marketing and Sales > Sales Concepts > Approaching Retirement

AFFLU

ENTNeed: INCOME PLANNING

Engagement Opportunity: INCOME RECOVERY


TRAINING MATERIALS

Fact Finder

• IRA Distribution

Portal: Products > Life Insurance > Sales Concepts > Core Stories > IRA Funded Life

Producer Guide

• How to Find IRA Rollover Opportunities

Portal:Marketing and Sales > Retirement Center > IRA

• IRA Funded Life


• Understanding Lump Sum Distributions, Stretch IRAs, 72(t) and (q)



e-Relationship

• Storyboard

• Checklist

• Article

• Newsletter

Flyer

• IRA/Qualified Plan Positioning


• Rolling Over to an IRA Might Be the Right Choice for You


Phone Scripts

• ERWEC

(available for ages 50, 55, 59½ and 70½)

Portal:Marketing and Sales > Lead Generation Programs > ERWEC >

Legislative Birthdays

Prospecting Letters

• Legislative Birthday Letters

(available for ages 50, 55, 59½ and 70½)



• Lump Sum Distribution

MetDirect/NEFDirect (transitioning to Online Marketing Center)

AFFLUENT


Engagement Opportunity: IRA MANAGEMENT

cont’d.





Brochures

• IRA, I’m Ready to Act


• Planning Your Retirement Income Mix

(available for ages 50, 55, 59½, and 70½)



MetWINS

PlanLab





Seminar

• IRA, I’m Ready to Act



Engagement Opportunity: IRA MANAGEMENT (cont’d.)

AFFLU

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TRAINING MATERIALS

Flash Training

• Supplemental Income

Portal: Products > Life Insurance > Sales Concepts > Supplemental Income

PowerPoint

• Supplemental Income Producer Presentation


Producer Guide



Fact Finder




Prospecting Client Flyer


Fulfillment Center: Order no. CLVL21124





Brochure


Fulfillment Center: Order no. CLVL20279


ePresentation


MetWINS



Engagement Opportunity: LIFE INSURANCEAFFLUENT

cont’d.


PlanLab









Engagement Opportunity: LIFE INSURANCE (cont’d.)

AFFLU

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TRAINING MATERIALS

PowerPoint

• Fugent Presentation

(for presentation by your Annuity Wholesaler)

Annuity Sales Desk:MAX


Prospecting Letter

• Retirement Income Selector

Online Marketing Center




Fact Finder

• (included as part of) Retirement Income Selector Questionnaire

Portal:Marketing and Sales > Client Decision Tools > Retirement Income Selector

PlanLab








Sales Tool

• Understanding Safe Withdrawal Rates Slide Rule

Fulfillment Center: Order no. CLVA6922

Selector



(Paper Tool)


(Electronic Tool – coming October 2010)

Seminar



AFFLUENT


Engagement Opportunity: PRODUCT ALLOCATION


TRAINING MATERIALS

Producer Guide

• Technically Speaking: What You Need to Know about Social Security

Portal:Marketing and Sales > Retirement Center > Social Security


e-Relationship

• Storyboard

• Checklist

• Article

• Newsletter

Flyer

• The Right Time to Begin Social Security Benefits

(also known as the Social Security Benefits Bridge Annuity Sales Idea)


Phone Script

• Age 62 ERWEC Legislative Birthday


Legislative Birthdays > Age 62

Prospecting Letter

• Age 62 ERWEC Legislative Birthday



AFFLU

ENTNeed: INCOME PLANNING

Engagement Opportunity: SOCIAL SECURITY

cont’d.





Brochures

• Understanding Social Security


• Planning Your Retirement Income Strategy: Your Opportunities at 62



MetWINS



Seminars

• Understanding Social Security





Engagement Opportunity: SOCIAL SECURITY (cont’d.)

AFFLUENT

Affluent sales tools

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