InsurMark INSIGHTS

Spring 2022

“ FIAs offer risk mitigation, like portfolios during these times of extremely low bond yields.

WELCOME Welcome to InsurMark Insights: where ambitious advisors come to get past the noise and learn how to build a more successful and sustainable retirement income practice. Don’t be fooled by our 38-year legacy; we are leading the industry in digital transformation from Clara, our electronic annuity platform, to Catalyst, our digital growth platform; we are a digital-first, human-centric juggernaut.

fixed income, while diversifying the driver of returns away from bond yields. This structure can help advisors improve their clients’

—Eduardo Repetto, CIO, Avantis Investors, formerly CIO, Dimensional Fund Advisors

Enjoy this quarter’s Insights. Connect with your Advisor Development Consultant today.

Innovation Beyond the Better Bond Alternative No doubt, this is time to look for better bond alternatives. Our newest product from Annexus delivers that and more. They bring the industry’s first laddered index crediting strategy to the FIA space. The Performance Strategy Ladder takes advantage of higher participation rates associated with longer terms and offers excellent growth opportunities. In addition, the Performance Strategy Ladder provides a series of scheduled transfers over a 10-year ladder period. But wait, there’s more… First FIA to Offset Social Security Benefit Reductions The Social Security Administration projected that by 2033, the payroll taxes collected would be enough to pay about 76 percent of scheduled retirement benefits. 1 Help your clients confidently prepare for retirement with North American Secure Horizon SM Plus, the only fixed index annuity (FIA) to offer a PlanGap ® Benefit to help offset potential Social Security benefit reductions. Learn more.

HAPPENING NOW! Ultimate Taxes and Retirement Biz Builder Over 2100 advisors have connected with our Ultimate Roth Conversion and Social Security Planning Biz Builders in the last year. They heard Ed Slott, Wade Pfau, and Mary Beth Franklin keynotes. The digital tools, marketing programs, and sales training added millions in revenue to those ambitious advisors and financial professionals. We’re excited to announce our Ultimate Taxes and Retirement Biz Builder. Jeffrey Levine, CPA, PFS, CFP ® , AIF, CWS ® , MSA delivers the keynote “ 7 Critical IRA Errors Advisors Must Avoid .” We’ll also share practical training with the digital planning and selling systems that convert his training into new business. On demand, check it out! From March 8th’s Ultimate Taxes and Retirement Biz Builder .

Catalyst Office Hours First Friday of every month. Catalyst Office Hours, register here.

INSURMARK S

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HOWWOULD YOU RATE YOUR CURRENT MARKETING EFFORTS? We asked over 1000 advisors to rate their marketing efforts in the last year. Unfortunately, 57% rated their current efforts less than acceptable. One big step to a more

INSURMARK SALES SUCCESS

Yes, we have paid lead generation, webinars, and seminar solutions. But we also have digital marketing, web and search engine optimization, social media, and podcasting platforms that creates sustainable organic growth. These increase ROI, lower client acquisition costs, and increase client revenue. ATTRACT Catalyst Digital C mpaigns – email, social, a d digital ads Social Media Savvy COI Presentations ENGAGE Educational Content COFE & Virtual Advisor Seminars/Webinars Silloet Prospecting Cloud ATTRACT Catalyst Digital Campaigns – email, social, and digital ads Social Media Savvy COI Presentations

ATTRACT Catalyst Digital Campaigns – email, social, and digital ads Social Media Savvy COI Presentations ATTRACT Cat lyst Digital Campaigns – email, social, and digita Social Media Savvy COI Presentations

sustainable and successful business is a balanced strategy that produces a stream of pending first-time appointments and builds significant revenue from referrals and organic growth tactics.

ENGAGE Educational Content COFE & Virtual Advisor Seminars/Webinars Silloet Prospecting Cloud ENGAGE Educational Content COFE & Virtual Advisor Seminars/Webinars Silloet Prospecting Cloud Podcasting and Social Media Solution MyWebsite SEO and lead conversions

ENGAGE Educational Content COFE & Virtual Advisor Seminars/Webinars Silloet Prospecting Cloud

Podcasting and Social Media Solution MyWebsite SEO and lead conversions

CATALYST drives lead gen,

Podcasting and Social Media Solution MyWebsite SEO and lead conversions

CONVERT Social Security Plus optimize and income planning Longevity Blessing or Curse for behavioral science driven conversations Holistiplan real time tax planning simplified Sales Success Academy Podcasting and Social Media Solution MyWebsite SEO and lead conversions CONVERT Social Security Plus optimize and income planning Longevity Blessing or Curse for behavioral science driven conversation Holistiplan real time tax planning simplified Sales Success Academy

prospect nurturing, client engagement and retention.

CONVERT Social Security Plus optimize and income planning Longevity Blessing or Curse for behavioral science driven conversations Holistiplan real time tax planning simplified Sales Success Academy

CATALYST drives lead gen,

prospect nurturing, client engagement and retention.

RETAIN HALO Planning Tool for longevity risk management Better health and wealth planning conversations CONVERT Social Security Plus optimize and income planning Longevity Blessing or Curse for behavioral science driven conversations Holistiplan real time tax planning simplified Sales Success Academy

HOWWOULD YOU RATE YOUR CURRENT MARKETING EFFORTS?

RETAIN HALO Planning Tool for longevity risk management Better health and wealth planning conversations

RETAIN HALO Planning Tool for longevity risk management Better health and wealth planning conversations

RETAIN HALO Planning Tool for longevity risk management Better health and wealth planning conversations

35%

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24%

23%

INSURMARK SALES SUCCESS FUNNEL ATTRACT Attract attention 24/7/365 with Catalyst’s turnkey, automated digital campaigns (email, social, digital ads) and Savvy’s COI presentations specifically designed for your target market. Our leading-edge tools drive qualified leads and increase referrals to your website and social sites. My Website offers a search engine optimized store front to attract more prospects. ENGAGE Engage with prospects and stay top of mind by providing valuable, educational content (seminars, webinars, videos, podcasting, social media, collateral, and blogs) that addresses timely, relevant topics, while building trust. Silloet helps you build and nurture a “prospecting cloud” over time, while Hubbard tools make it easy to manage leads and monitor business growth.

CONVERT Convert prospects into leads with the

intuitive Social Security Plus app that allows you to illustrate trade-offs and filing scenarios in real time, so prospects can visualize how to optimize claiming strategies through asset management, annuities, and life insurance. Tap into behavioral science via Longevity’s Blessing or Curse to reframe conversations, so prospects look at longevity realistically, opt for more guaranteed income, and delay taking Social Security. RETAIN Retain customers for life by coaching them into retirement with information they need to make smart decisions. Take advantage of our HALO planning tool to produce science-based, personalized longevity projections to help clients manage risks and share more productive health and wealth planning conversations.

11%

7%

NEGATIVE ROI 116

NOT TRACKABLE 245

I NEED HELP! 249

ACCEPTABLE 364

GREAT 76

>> Schedule your discovery call today!

THE PROSPECT JOURNEY MAP

BEFORE CONTACT

FIRST CONTACT

BEFORE FIRST MEETING

DURING MEETING

AFTER MEETING

EXTERNAL IMPACTS

ONBOARDING PROCESS

Price, Product, or the Experience – What’s More Important to Consumers? Consumers vote with their wallets and by a wide margin, they will buy a better experience over lower price or product features. You might not have thought about your customer experience. It reflects everything your prospects see, touch, hear, think, do, and feel about you as they go through the journey. This is not the same as customer service – which is reactive. This is about emotion and creating a memorable experience that makes them say “Wow.”

FOR FINANCIAL PROFESSIONAL USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION PURPOSES.

1 The PlanGap ® Benefit is known as the Income Gap Benefit in the contract. PlanGap ® is a registered trademark of PlanGap, LLC and is used pursuant to a license.

2 The ADL Benefit is not long term care insurance nor is it intended to replace long term care insurance.

3 The Retirement Benefits Rider includes a rider charge that is deducted from the accumulation value annually. Only one benefit may be elected under the Retirement Benefits Rider. Once a benefit is elected, no other benefits are available. Not all benefits are available in all states. 4 Premium bonus may be subject to a premium bonus recapture. Products that have premium bonuses may offer lower credited interest rates, lower index cap rates, lower participation rates and/or greater index margins than products that don’t offer a premium bonus. Over time and under certain scenarios the amount of the premium bonus may be offset by the lower

Contact your ADC to learn more. >>

credited interest rates, lower index cap rates, lower participation rates and or/or greater index margins.

The North American Secure HorizonSM Plus is issued on base contract form NA1015A/ICC21-NA1015A or appropriate state variation including all applicable endorsements and riders by North American Company for Life and Health Insurance, West Des Moines, IA. This product, its features and riders may not be available in all states. Fixed index annuities are not a direct investment in the stock market. They are long term insurance products with guarantees backed by the issuing company. They provide the potential for interest to be credited based in part on the performance of specific indices, without the risk of loss of premium due to market downturns or fluctuation. Although fixed index annuities guarantee no loss of premium due to market downturns, deductions from your accumulation value for additional optional benefit riders or strategy fees associated with allocations to enhanced crediting methods could exceed interest credited to the accumulation value, which would result in loss of premium. They may not be appropriate for all clients. Interest credits to a fixed index annuity will not mirror the actual performance of the relevant index. Sammons Financial ® is the marketing name for Sammons ® Financial Group, Inc.’s member companies,including North American Company for Life and Health Insurance ® . Annuities and life insurance are issued by, and product guarantees are solely the responsibility of, North American Company for Life and Health Insurance. 34560Z

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