The Ritz-Carlton, South Beach, Miami • June 6 - 8, 2005

TPA Forum

Broker Dealer Channel Management

Jolene Verlich, Vice President

Director of Broker Dealer Development

Transamerica TPA Forum • Transamerica Retirement Services

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Topics

Prepared Comments:

TRS and the Brokerage Community

TRS and the Brokerage Community…. And TPAs!

Open Discussion:

How can our initiatives better serve you?

Transamerica TPA Forum • Transamerica Retirement Services

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Broker Dealer Channel Management

3 Main Objectives of this department are:

1. Establish selling relationships with those brokerage firms that represent the most qualified plan business opportunity

2. Grow relationships both internally and externally through pro-active management and marketing

3. Maintain and enhance existing relationships – both corporate and local- by targeting select individuals

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Business Development

Establishing New Selling Relationships

TRS has over 500 selling relationships

Mostly concentrated in Independent Brokerage firms

Shifted focus last four years – and will continue to focus on – Wirehouse community

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Relationship Management

Growing Relationships

Small group of firms selected as “Strategic Alliances”

Defined relationship management plan established for life of partnership: Implementation, Phase 1 and Phase 2

Involves transplanting corporate to corporate harmony into local field success

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Relationship Maintenance

Keep the momentum going

Organize events that connect TRS Sales Consultants with Brokers

Obtain and maintain list of “retirement friendly” producers for targeted marketing

Utilize all opportunities individual relationships present to tell our story

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Step 1

Including our TPA Partners

Take advantage of our selling agreements to expand your broker base

Co-sponsor event with TRS Share broker lists Let Broker Dealer help promote internally

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Step 2

What is the next step?

Ideas on ways that TRS’ Business Development Group can help you build your business What broker dealers are you primarily working with Examples of what you are currently doing Identify ways that we can develop synergy

Transamerica TPA Forum • Transamerica Retirement Services

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Closing

Thank you for your time and participation!

The Ritz-Carlton, South Beach, Miami • June 6 - 8, 2005