Ash IUL Workshop

October 24, 2013

Keynote Speaker: Charlie Gipple CLU, ChFC | Genworth

The Value of anIndexed Universal Life Workshop

IUL The Perfect Stormn Can you grow your business 30% per year?

n Market up, market down, market sideways - examples how IUL can help your clients

n “It’s not about the amount of return on your money, it’s about the amount of money you’re getting the return on”

n Some upside but no downside - how the insurance company does it

n Tips on maximizing distributions with IUL. Level DB? Increasing DB? Participating loans? Demystification

n Handling objections: Anecdotes and stories for your clients from the best in the business

IUL Case Study: Charlie Role Play a Client Conversation without a PowerPoint!n How to simplify conversations with clients

n Illustrating four types of money and where does IUL fit

n “Mrs. Client, woudl you rather pay taxes on the seed or the harvest?”

n “Mrs. Client, would you rather pay taxes on the seed or the harvest?”

n Leading the client into the illustrated conversation

IUL Case Study: Charlie Discusses and Simplifies the Illustration with the Clientn Five crucial points on the illustration to discuss with the

client

n Discussion on “tax free” benefits - how and why are the benefits “tax free”

n Life insurance tax ramifications. What if the policy lapses? What if the policy is an MEC?

n Life insurance as an asset class and IUL expenses

n Is IUL “prohibitively expensive?

Genworth’s Asset Builder Index UL: Easier to Sell, Quicker to Closen Five very simple index creating strategies

n Why S&P 500?

n Loan provisions

n Accelerated benefit rider for long-term care services. A “true” LTC “reimbursement rider” by the best in the business.

n How to chop wood efficiently!

Charlie Gipple, CLU, ChFC

Based in Des Moines, Iowa, Charlie joined Genworth in December 2012 as National Director of Index Products. In this role, Charlie directs the sale of index products for Annuity and Life.

Prior to joining Genworth, Charlie was employed by ING for 11 years where he held the roles of Regional Vice President of Fixed/Index Annuities, National Business Development Vice President, and most recently, Vice President of Strategic Distribution.

With 14 years of financial industry experience, Charlie has worked in retail sales, account management, employee training, product development, and wholesaling of life insurance, annuity and mutual fund products. He has vast experience in working within the IMO/BGA distribution system as well as the Broker Dealer/Financial Institution distribution system. Charlie is a student of index products, financial markets, financial legislation, advanced sales concepts, and how to position insurance products within that framework. He also has a passion for presenting these ideas to large audiences. Charlie has a BA in Finance from the University of Northern Iowa, holds a Series 7, Series 6, Series 63, Series 65, and is a CLU and ChFC.

“The success of our company depends on us having a collaborative work environment and surrounding our clients with caring people.”

– Tim Ash

Conference Agenda

9-9:15 a.m. Welcome and Introductions

9:15-10:15 a.m. IUL: The Perfect Storm

10:15-10:30 a.m. BREAK

10:30 a.m.-12 p.m. Case Study

12-1 p.m. LUNCH

1-2 p.m. Case Study

2-2:15 p.m. BREAK

2:15-3 p.m. Genworth’s Asset Builder IUL: Easier to Sell, Quicker to Close

Three Registration Options

ExpenseSummaryAsh Brokerage will schedule and pay for:

n Wednesday-night hotel stay for each attendee, if needed

n Transportation to and from the airport, hotel and office

n All meals during training period

Advisors are responsible for paying for and scheduling:

n Travel to Fort Wayne

n Hotel incidentals

1. Phone – call Nikki Parker with the information requested on the registration form: (260) 478-0716

2. Fax – fax the completed registration form to Nikki Parker at (260) 478-3913

3. Email – send your completed registration form to: nikki.parker@ashbrokerage.com

Why Ash?Located throughout the United States, Ash Brokerage provides access to a comprehensive portfolio of product resources and support for financial professionals in life insurance, long-term care, annuities, disability income and advanced markets. We offer hands-on expertise and an unbiased and objective analysis of your clients’ insurance needs.

A partnership with Ash Brokerage provides strategic planning, policy analysis and life audit, in addition to being your advocate to the insurance carriers. We enable you to be more efficient and more successful at what you do best … focus on your clients.

Ash Brokerage7609 West Jefferson BoulevardFort Wayne, IN 46804

www.ashbrokerage.com | (800) 589-3000

SM-8279 | Rev. 09/13