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Raymond James Growth
*Includes RJ&A, RJFS IMD, SD & FID Financial Advisors, RJ Ltd.(Canada) and Institutional licensed associates.
As of September 27, 2002
22%
78%
RJA
RJFS
FY 2002 Annuity Sales
$3.05 Billion U.S.
$.65 Billion U.S.
$2.4 Billion U.S.
Fixed Annuities = 13.8%Variable Annuities = 77.5%Group Annuities = 8.7%
• Raymond James & Associates (RJA)– 87 Offices– 970 Financial Advisors
• Raymond James Financial Services (RJFS)– 2,090 Offices– 3,827 Financial Advisors
Raymond James Overview
• Marketplace is Overcrowded• Process
– Initial Company Review– Product Review– In-depth Financial, Operations &
Marketing Review• Looking For Incremental Growth• Not All Products Offered By A
Company Are Automatically Approved
Product Selection
• Annuity Company Focus Program• Focus Company Status Determined by FY
Sales• Cannot Buy Into Program• Financial Advisors Ultimately Decide• Benefits of Being a Focus Company
– Support– Visibility– Access – First Choice
• Results– Part of Select Group of 13 Companies– 70.6% of Individual Annuity Sales for FY
02
Success Factors, Challenges & Trends
•What Makes it Work– Wholesaling– Product– Technology– RELATIONSHIP
•Producer Concerns (Challenges)– Financial Safety of Companies– Complexity of Products– Regulatory Scrutiny
Success Factors, Challenges & Trends
• Focus on Defensive Features– Living Benefits– Principal Protection Strategies
• Curtailment of Commission Enhancements– Fewer and Shorter Periods
• Income/Distribution Market Increasing– Product Innovation– Simpler Language
Industry Trends
Wrap-Up
•Average Producers– Frequent “Touches”– Sales Ideas– Hands-On Help
•Top Producers– Recognition– Practice Management Ideas– Responsiveness
Positioning
Wrap-Up
•Got Off Track– Feature Frenzy– Focus on Market Share
•Adequate Pricing•Product Sale vs. Part of
Planning Process
Concerns About Industry