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Profitability/Staffing andBusiness Leverage

Staff turnover is one of our largestproblems. I cannot depend on staff tomove forward

We have good people but it is hard todelegate our work process. We drop lessthan 50% of revenue to bottom line.

We have very strong staff that can take acase from A to Z, but our overhead is higherwith 50-75% of revenue going to bottomline.

We have a very lean staff with clearresponsibilities, great leverage withsoftware and outside resources. We aregetting 75-85% of revenue to bottom line.

Prospecting for New Clients

The ways we used to generate businessseems to be slowing down. Everything isharder.

We look for new ideas that prospects andadvisors haven't heard about yet. We alsotry to find pricing anomalies and promotethem.

We have a fairly steady stream of businessbut occasionally have an empty pipelinebecause we get consumed by current cases.

Our firm uses a customized data base tostay in front of clients and centers ofinfluence with physical mail, email, CEprograms creating consistent referrals. Weare active in helping business ownerprospects.

Plan Horizon for FirmWe only want to continue to operate forthe next 3-5 years as we have no plan forsuccession.

We recognize a need to service clientsbeyond our career but have failed to attractother team members who can do the work Ido.

We already have some good people in placewho may be able to take over the firm butno written plan.

We have a next generation of advisors inplace who are accepted by clients and havea fully documented succession plan.

Purposeful Written PolicyDesign

We sit down with each new client with ayellow pad and a pen and then call ourwholesaler for illustrations.

We generally know what we will sell andhave a process but are very frustratedexplaining different kinds of products:whole life vs. IUL vs. GUL.

We have some standardized templates weused to summarize product choice. Theyalso help clients to understand sensitivity orrecommendation.

We have process-based technology thatinvolves clients in customized design ofproducts via a tablet and documentedPolicy Management Statement.

Underwriting Process

We are often surprised by unexpectedhealth problems with potential clients andfeel powerless to alter results.

We rely on our BGA/Wholesaler to pushthrough difficult underwriting cases whenthey occur.

We stay on top of all cases until they are inforce and are very thoughtful in how wekeep clients updated. We only engagecarriers when we have Right Fit products.

We have proactive plan to addressimpaired or tough underwriting cases at thevery first meeting that results in managingclient expectations. Our system tracksevery case beginning to end.

Policy Management

We promptly respond to requested issuesfrom clients and provide no proactiveservice to clients or advisors.

We try to keep up with policy guaranteesand proactively check in force illustrationsfor our best clients.

We manually provide annual summaries ofall policies for our best clients with annualreviews.

We have leading edge service capacityincluding consolidated policy holdings,annual reconciliation to original plan andelectronic notice to related parties.

Carrier and ProductSelection

We take a look at all carriers for allproducts on a case by case basis.

We use Comdex to set a minimum score forcarriers to show clients. We know whichproducts we will sell.

We informally have a preference forrecommending carriers and products wehave confidence in and an understandingthe most key contractual features.

We create investment grade life insuranceportfolios from a select list of carriers thathave demonstrated fair treatment topolicyholders.

Digital Presence (website)

We have no digital presence or one that Iam embarrassed to have clients andcontacts look at.

We have a very standard website that is upto date with good personalized informationand pictures but no functionality.

We have a good website with relevantinformation that is up to date with somefunctionality.

We have an online and digital presence thatclearly differentiates our firm andestablishes a quality value proposition thatclearly sets us apart.

Scorecard© 2016 ValMark Securities V.7 1-22-15

Life Insurance 10X Scorecard™ Name: Date:

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