DST 1994 3-13For Producer or Registered Representative only. Not for use with clients.

For Producer or Registered Representative only. Not for use with clients.

developing agents and operating your business in a constantly changing worldDavid White & AssociatesChris White, CFP, PresidentPat Kelley, ChFC, VPDon Thomas, CFP, COOScott Pence, VP

For Producer or Registered Representative only. Not for use with clients.

disclosuresThe information presented here is not intended as tax or other legal advice. For application of this information to your client’s specific situation, they should be encouraged to consult an attorney.

This seminar is for informational purposes only. The speakers and presenters appearing at this seminar are solely responsible for the content of their presentations and may not necessarily represent the opinions of Ameritas Life Insurance Corp. (Ameritas Life), or any of its affiliates. Neither Ameritas Life nor any of their representatives are in the business of giving tax, legal, or accounting advice. Attendees should consult with their own accounting, tax, legal, or professionals to determine action appropriate for their unique situation.

David White and Associates is not affiliates of Ameritas Life Insurance Corp., Ameritas Life Insurance Corp. of New York or any of their affiliates.

This information is provided by Ameritas®, which is a marketing name for subsidiaries of Ameritas Mutual Holding Company, including, but not limited to, Ameritas Life Insurance Corp., Ameritas Life Insurance Corp. of New York and Ameritas Investment Corp., member FINRA/SIPC. Ameritas Life Insurance Corp. is not licensed in New York. Each company is solely responsible for its own financial condition and contractual obligations. For more information about Ameritas®, visit ameritas.com.

Ameritas® and the bison design are registered service marks of Ameritas Life Insurance Corp. Fulfilling life® is a registered service mark of affiliate Ameritas Holding Company.

© 2014 Ameritas Mutual Holding Company

For Producer or Registered Representative only. Not for use with clients.

DWA history & successes/failuresYour satisfaction, your fulfillment, will come from the process; not the result

•1971 Dave White moves to California

•Transitioned From Life/DI to Full Planning (Cross Selling)

•LIMRA Study on 3 types of agencies (We chose Hybrid)

•Ownership: Chris White, Pat Kelley, Dave White(Chairman)

•Presidents cup to $500,000 Trophy to Crystal Cup & $500,000 Trophy 3 in row

•How do we make it happen at DWA! Planning and Dumb Luck?

For Producer or Registered Representative only. Not for use with clients.

managementWhen you face difficulties, ask yourself will this really matter in 5-10 years?• You must manage the plan

• Annual planning meeting Nov. (4 Days)• Work in the am, afternoon golf, dinner, drinks

• Semi-annual goal meeting and golf/dinner

• Every other Thursday manager meeting • Bring in division leaders

• Autonomy of managers with accountability• Pat - Advisor management, Prep, Clubs, Field Work • Dave - Marketing, Prep, Advanced Training• Don - Investments, Brokerage, Retirement Plans, Operations• Scott - Recruiting and Sales Management

For Producer or Registered Representative only. Not for use with clients.

operationsBuild on your strengths, delegate your weaknesses• Staff Operations - Don Thomas, COO

• Controller - Doug transitions in- Barbara 50+ years

• HR - Lisa Young• Advisors assistant database, smart office

• Copiers with codes, fax, phones, VM to email, paperless, windows exchange—It’s all about efficiency

• 5 questions to ask if something isn’t workingDo I know what to do? Do I know how to do it?Is there an organizational obstacle? Do I have the capacity to do it?Am I motivated to do it?

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recruiting - Scott Pence, VP‘Hire slow, fire fast!’

It’s easier to tame a maniac, than to pump enthusiasm into a corpseAlibis and explanations are not a substitute for performanceYou motivate people by:

• Inspiring them• Irrefutable logic• Pressure

•‘Big Six’•Hire advisors we believe will be club qualifiers

•Our goal: Increase Human Life Value (440-920 from 2000-2013)

•5 interview process with four managers, advisors, staff

•Beginning Stonehill Match to Market

For Producer or Registered Representative only. Not for use with clients.

marketingSee people and fight to see people

• 10-3-1 (need new clients)

• What influences a market:• Law, demographics, product

•Current endorsements:• State bar of California endorsement

- DI, Group LTD, LTC• Physician endorsement• CLCA• Builders exchanges• Mailers, email campaigns - leads 600-700/year

- New endorsements

•CPA partnership program - CE seminars

•New advisors: attorney reply cards

For Producer or Registered Representative only. Not for use with clients.

investments – Don Thomas, COO"I will tell you how to become rich. Close the doors. Be fearful when others are greedy. Be greedy when others are fearful." - Warren Buffett• Where do we believe the markets are going?• $600 million under management all lines

• RIA under management?

- Beacon

- Best of Best

• Advisor payouts 40% - 85%• Alternative philosophy

• Para-planning• Training

• Vendors, Money Managers, one on one

For Producer or Registered Representative only. Not for use with clients.

brokerage - DIDiversification makes you Government/Product/Company & recession proof• Diversification to our General Agency System• 200 brokers

• $1.1 million premium North/South California

• Don and Kirk run it with team

• Standard DI

- GSI cases provided large revenues

- Renewal streams to GA very attractive

• Ameritas now approved in California

- Marketing actively

- State bar endorsement

- Unique features

For Producer or Registered Representative only. Not for use with clients.

employee benefits and retirementWealth preservation and accumulation

• Alex transitions in:• 1,000 companies with benefits

- Medical, dental, LTD, vision life• Individual health insurance and Medicare• Stagnant with competition and Obama care

• 200 companies with Retirement Plans - Don• Mostly bundled plans ($75 million) and death benefit offset with third party administrator• Regional representative is Barry Newman drives Ameritas Life sales

For Producer or Registered Representative only. Not for use with clients.

training - Pat Kelley, VPLife by the inch is a cinch, life by the yard is hard• Three legged stool (activity, knowledge, relationships)

• Three stages of sales maturity (starry-eyed enthusiasm, sophisticated confusion, mature simplicity)

• Annual kickoff meeting with awards

• Monday 9.00 advanced class (get in over your head)• Dave White’s materials

• One week new hire training class, then phone day two

• Tuesday 8-10 basic class• Our material and Trustworthy Selling

• Field calls with 50% split

• One page business plan and annual goal meetings with follow-up

For Producer or Registered Representative only. Not for use with clients.

training - Pat Kelley, VPLife by the inch is a cinch, life by the yard is hard• Kelsey Wallin, sales development in home office

• Para-planner training

• Vendors

• Coaching

• OCS weekly meetings with manager & case prep meetings

• Sales builder

• Elite Planning meeting

• Client newsletters via email

• Home office and industry training (MDRT)(LAMP)(NAIFA)

• Designation management

For Producer or Registered Representative only. Not for use with clients.

cultureYou will never be sorry for doing the right thing

• Advisors:• Open door policy, family focused

• Advisor bonus program

• Charitable matching

• MDRT dinner

• Club dinner

• Monthly recognition newsletter

• Staff Culture:• Our staff has long tenure

- Flexibility• Monthly staff meetings• David White holiday lunch at his house• Golf after party • Massages• Monthly pizza, annual summer party• New staff room• Bonuses, raises, iPads, Tiffany's• Online review system• Send people notes when you catch them

doing something right!

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goals• What we will sell without setting goals:

• Investments, annuities (it’s the easy sale)• Medical/retirement sales (competition and expertise)

• Goals are set for what we believe we can influence:• Life and disability marketing, training, club• Recruits - 5 with 1 sticking in 4 years• Club qualifiers - 20+ by managing the advisor weekly• Brokerage sales of DI through incentive compensation & products

For Producer or Registered Representative only. Not for use with clients.

conclusion

When you wake up in the morning and you don’t feel the walls of a casket you know it’s gonna be a good day!