Playbook [InSource]

Who We Are

InSource, Inc.

InSource is a nationally recognized brokerage general agency serving the
financial institution and broker dealer community.

Delivering the best of both worlds; regionally managed, face-to-face
external wholesaling to financial advisors, and full-service assistance
coupled with dedicated internal support teams.

This model has served our clients well for more than 25 years.

As a trusted partner, the InSource experienced From
wholesaling teams deliver consistent, InSource, I’ve
compliant sales support to its advisor clients. gained valuable
new techniques and
Membership Associations analysis that helps
me look more like a
‘trusted advisor.’

- Ken

Annuity Wholesale Teams

InSourceCC33 INC.
 
 
 
 
 
 
 (800)
 732-­‐1489
 
 
 
 
 www.insourcemg.com
Your Annuity and Life Insurance Source

al
 Sales
 Director
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
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 President,
 Broker
 Dealer
 Channel (317)
 775-­‐6120 (800)
 732-­‐1489
 ext.
 6120 [email protected]
Swatches [email protected]
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Leadership

Deck  McCormick  
CEO,  USAnnuity  Partners  LLC  and  InSource,  Inc.    

 
Deck  founded  InSource,  Inc.  in  1987  and,  as  its  Principal  Owner,  has  skillfully  guided  both  companies  to  become  influenCal  
annuity  and  life  insurance  markeCng  firms,  providing  wholesale  support  in  the  majority  of  U.S.  states.  Drawing  upon  his  

more  than  35  years  of  insurance  and  estate  planning  experCse,  Deck  serves  on  the  management  councils  of  four  leading  
annuity  carriers.  A  graduate  of  Southern  Methodist  University,  he  holds  his  63,  65,  6  and  7  securiCes  licenses.  In  his  spare  
Cme,  he  enjoys  taking  family  vacaCons,  golfing,  hunCng,  and  hiking.  
   
Deck  aNributes  the  true  measure  of  his  success  to  the  strength  of  his  family,  which  includes  his  wife,  PaNy,  and  five  children,  

some  of  whom  are  acCvely  involved  with  InSource.  

We have only the best



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Indiana  insurance  licensed  and  acts  as  Field  Suitability  Officer.     Chris1ne  Fauce4  

33

InSourceINC.

Your Annuity and Life Insurance Source

Swatches

Regional Map
InSource, Inc. 800.732.1489 www.insourcemg.com

Wholesaler Regions

ND
MN

WY SD WI

IA MIChicago NY

NE PA NJ RI
KS IN OH
CO IL
MO WV

CA KY VA DC
OK TN NC
AR SC
AZ NM

AL GA
TX LA

FL

NATIONAL

For agent use only. Not for public distribution.

1

InSource,  Inc.   www.insourcemg.com                800.732.1489  

Carrier Due Diligence
Delivering high quality results to our clients

The InSource Six-Point Process
Product and Carrier Review

It  is  our  goal  at  InSource  to  partner  high  quality  carriers  and  clients  in  mutually  beneficial  relationships  while  
adhering  to  the  appropriate  level  of  review  to  help  mitigate  risk.    Our  careful  review  process  applied  to  carriers  is  

paramount  to  the  lessening  of  risk  exposure  by  our clients  (Bank,  Broker  Dealers,  and  Independent  Agents),  
InSource,  and  the  eventual  end user.    Our  six-­‐point  process  can  best  be  summarized  as  follows:

12 3

Carrier’s Financials Rating Services Inflow/Capital Capacity
TRhise  fvirsite  swtep  incorporates  a  review  of   AR  threeve-­i‐perownged  approach  to  assessing                      
In  addition  to  our  internal  review,  we    
ownership  structure  and  investment   rely  on  Rating  services  including  use     a  carriers  sales  capacity:  
philosophy  of  a  carrier  as  well  as   of  the  following:   1.    Risk  Capital  ratio  restraints  of  10  to  1    
understanding  their  objectives  in  writing            as  an  indicator  of  how  much  business            
new  business.    Over  25  years  of   • ALIRT  score  as  a  minor  indicator.            can  be  written.      
experience  has  taught  us  the  best  way  to   • S&P  with  a  minimum  A+  rating.   2.    Carrier  Product  ROE  expectations  -­‐    
understand  sales  motivation  and  to   • AM  Best  with  A-­‐  as              Knowing  if  the  business  has  a    
forecast  ability  to  support  future            legitimate  ROE  goal  by  the  carrier  and    
commitments  is  to  understand  the   a  minimum  rating.                the  product  is  priced  accordingly.
underlying  capital  sources  of  each  carrier.     3.    Management  of  assets  -­‐  Have  there      
         been  management  of  assets  issues  that    
  5          would  be  cause  for  alarm  and  foretell  a          
Goals & Compensation          capacity/commitment  concern?  
4
Products  have  ROE  carrier  goals  and     6
Understanding & Review having  knowledge  of  market  intelligence   Client Experience
of Carrier Pricing for  compensation,  expenses,  and  other  
sales  costs  provide  objective  data  to   Our  review  of  the  product  contractual  
Due  to  our  CEO’s  serving  on  four   assess  if  specific  product  or  group  of   guarantees  vs.  current  assumptions  
distributor  counsels  for  our  leading   products  make  sense  to  distribute   determines  if  the  carrier  has  a  high  
annuity  carriers  we  are  able  to  see   and/or  purchase.   probability  of  meeting  commitments  made  
how  products are  being  strategically   to  the  buying  public.  A  question  asked  for    
positioned,  marketed,  priced,  and   all  products  we  represent  is  “Would  you    
distributed.     buy  and  own  a  certain  product”.    

Thro   ugh  our  adherence  to  this  product  and  carrier  review  process  over  the  last  25  ye  ars,  InSource  has  been  able  to  avoid  or  
minimize  much  of  the  product  and  industry  vacillations.  While  our  carrier  due  diligence  process  has  at  times  missed  a  boom  
market,  it has  consistently  provided  InSource  the  foundation  to  deliver  high  quality  results  to  our  clients  without  litigation.    

FOR  AGENT  USE  ONLY  –  NOT  FOR  DISSEMINATION  TO  THE  PUBLIC  

Carriers

Allianz   American   American   AXA  
Banner   General   Na.onal   Great  American  
Integrity     Forethought   Genworth   Life  
MetLife   John  Hancock   Liberty  Mutual   Lincoln  Financial  
Na.onal   MOidxlfaonrdd   Minnesota  Life   Mutual  of  
Western   Na.onwide   North  American   Omaha  
Protec.ve   Pruden.al   Reliance   Principal  
ASycmcoertdraia   Transamerica   Standard   The  Standard  
United  of   Voya  
Omaha  

Annuity Wholesale Teams

InSource66CC33 INC.
 
 
 
 
 
 
 (800)
 732-­‐1489
 
 
 
 
 www.insourcemg.com
Your Annuity and Life Insurance Source

onal
 Sales
 Director
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
( 
  3
 
  1
  7)
 775-­‐6140
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 (800)
 732-­‐1489
 ext.
 6140
 
 
 
 
 
 
 
 
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ive
 Vice
 President,
 Broker
 Dealer
 Channel (317)
 775-­‐6120 (800)
 732-­‐1489
 ext.
 6120 [email protected]
Swatches (800)
 732-­‐1489
 Ext
 6135 [email protected]
,
 Executive
 Vice
 President,
 Bank/
 Credit
 Union
 Division(317)
 775-­‐6135

Ease of Advisor Appointment Process

Annuity Wholesale Teams

InSource33 INC.
 
 
 
 
 
 
 (800)
 732-­‐1489
 
 
 
 
 www.insourcemg.com
Your Annuity and Life Insurance Source

l
 Sales
 Director
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
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 775-­‐6140
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
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Vice
 President,
 Broker
 Dealer
 Channel (317)
 775-­‐6120 (800)
 732-­‐1489
 ext.
 6120 [email protected]
Swatches (800)
 732-­‐1489
 Ext
 6135 [email protected]
ecutive
 Vice
 President,
 Bank/
 Credit
 Union
 Division(317)
 775-­‐6135

AL
 VICE
 PRESIDENT Neil
 Henry (317)
 517-­‐
 5911 (800)
 732-­‐1489
 Ext
 6130 [email protected]
INTERNAL
  John
 Mailey (317)
 775-­‐6118 (800)
 732-­‐1489
 Ext
 6118 [email protected]

InSource Proven Model for Success

Regionally managed in-field, face-to-face
wholesale support
delivering one-on-one consultation
to advisor clients.

Internal sales support teams to assist advisors with:
• due diligence reviews on carriers and products
• case design
• illustrations
• sales ideas/concepts
• advisor appointments

World Class Support

• On-line contracting
• Concierge underwriting for life insurance opportunities
• Case design
• Complete back-office support

• Review applications to reduce “NIGOs”/ missing documents
• Work with advisors and carriers to fulfill outstanding requirements
• Provide status/communication updates to advisors

InSourceINC. Annuity Wholesale Teams

Your Annuity and Life Insurance Source
 
 
 
 
 
 
 (800)
 732-­‐1489
 
 
 
 
 www.insourcemg.com

Sales
 Director
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
( 
  3
 
  1
  7)
 775-­‐6140
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 (800)
 732-­‐1489
 ext.
 6140
 
 
 
 
 
 
 
 
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ice
 President,
 Broker
 Dealer
 Channel (317)
 775-­‐6120 (800)
 732-­‐1489
 ext.
 6120 [email protected]
Swatches (800)
 732-­‐1489
 Ext
 6135 [email protected]
cutive
 Vice
 President,
 Bank/
 Credit
 Union
 Division(317)
 775-­‐6135

L
 VICE
 PRESIDENT Neil
 Henry (317)
 517-­‐
 5911 (800)
 732-­‐1489
 Ext
 6130 [email protected]
INTERNAL
  John
 Mailey (317)
 775-­‐6118 (800)
 732-­‐1489
 Ext
 6118 [email protected]

State of the Art Industry
Tools for Advisors

RetireUp Retirement Planning Tool

• Modern cloud-based software
• Goal based tool designed by successful industry advisors
• Work collaboratively with clients
• Interactive; Engages client
• Stress Test and Sequence of Returns options
• Reduces Planning Time
• Reinforces importance of advisor
• Differentiates advisor from others

On-line life insurance application submission process that is
simple and fast (less than 10 minutes)

Training

InSource offers a comprehensive training syllabus designed to educate, train, and improve performance
through higher closing ratios.
• New advisor orientation training
• Advisor training plan may include successful educational materials, sales training, illustration

creation, and action steps.
• Business practice management modules

• Identify and capture cross-sell opportunities
• Referral training with centers of influence
• Building the advisor brand identity to become a trusted and knowledgeable resource
• Safe money retirement income options

• Social Security Review materials and training to integrate benefits into client financial planning
• Marketing strategies including what is selling, to whom and why.
• Sharing best practices/success stories to all advisors and managers through print or conference call

updates. Testimonials have been a very effective tool in communicating these messages.
• Training is conducted through multiple means (in-person; webinars; conference calls; regional

meetings, etc.)
• Training is led by InSource personnel and/or core carrier personnel, as needed.

Pp Training Targeted to
Improve Your Results

Assimilation and application of industry best
practices including:

• Building a Thriving Annuity Practice
• Practice Management Disciplines
• Using Your Time Effectively and Efficiently
• Identify Clients that help you Grow Your Business
• Develop a Clear Vision to Reach Your Success

Pp Leverage InSource Advanced

Specialty Areas

• Estate and Legacy Planning
• Business Liquidation
• Business Continuation Planning (Buy/Sell Agreements)
• Deferred Compensation Programs
• Restricted Endorsement Bonus Agreement (REBA)
• Single Pay Life Strategies Designed Client Needs
• Charitable Remainder Trust
• Long Term Care Planning
• Qualified Longevity Annuity Contract (QLAC)
• Medicaid Compliant Planning
• Restrictive Beneficiary Endorsement Contract

Marketing

Marketing strategies based upon analytics

generated by InSource and third parties,

Co-branded Email Campaign such as carriers.

Weekly business enhancement communications

 Featured  Fixed  Index  Annuities  (FIAs)                      

                                                                                 (800)  732.1489                      www.insourcemg.com

Rates  valid  as  of  080415  and  are  subject  to  change  without  notice.

Company Product Minimum Features Interest Rates Issue Minimum Guarantee Commission
AM Best Rating Premium Ages
$10,000 4.50% (0-75)
Allianz* Core Income 7℠ Includes a managed volatility index allocation on Fixed 2.30% 0-80 87.5% of total premium 3.00% (76+)
A Annuity $10,000 annual point-to-point with a spread crediting method, 4.75% ann.pt.-to-pt. cap S&P 500 & Russell 2000; paid, minus any
seven-year surrender period, additional cost income
(7 yr. surrender 6.25% ann pt.-to-pt cap Barclays US Dynamic w/drawals, credited at
rider automatically included Balance Index II (Min. cap 0.25%) annual interest rate of no
charge period (Maximum spread 12.00%)
1.50% ann. pt-to-pt spread less than 1.00%
C54370, R95374)
Barclays US Dynamic Balance Index II
(Minimum fixed interest 0.25%)

Great Safe Outlook Penalty-free bailout CAP; <$100k >$100k 18-85 1.00% on 90% 3.50% (Q 18-75)
American (6 yr. contract) Inheritance Enhancer, Income Secure, 4.75% pt.-to-pt.cap 5.00% pt.-to-pt .cap Q; 3.50% (NQ 0-75)
Income Sustainer Plus riders available w/ 3.00% bailout cap; w/ 3.00% bailout cap; 0-85 2.60% (Q & NQ 76-80)
A 5.25% mo. Avg. cap 5.75% mo. Avg. cap NQ 1.70% (Q & NQ 81-85)
w/ 3.00% bailout cap; w/ 3.00% bailout cap;
Access to InSource featured product list and rate sheets
Online Join.Me product training 2.20% fixed 2.30% fixed

Great American $10,000 (Max Inheritance Enhancer, Income Secure, Income 1 yr Fixed Account 2.50% 18-85 1.00% on 100% 4.75% (Q 18-75)
American Legend III $750K issue ages 0- Sustainer Plus riders available; Extended Care & 1 yr Monthly Sum Cap 2.00% Q; 4.75% (NQ 0-75)
(7 yr. contract) 1 yr Point-to-Point Cap 5.00% 0-85 3.25% (Q & NQ 76-80)
A 79, $500K issue Terminal Illness waivers available, S&P 18-mo Point-to-Point 7.25% NQ 2.25% (Q & NQ 81-85)
ages 80+ without 10% free withdrawals in first GLD 1 yr Point-to-Point 5.50%
contract year
prior carrier
approval)

Reliance Keystone 5 $10,000 Penalty-free access available; Rollover/transfer funds 4.05% pt-to-pt CAP; 0-85 1.00% on 100.00% 3.25% (0-80 )
Standard (5 yr. contract) from IRAs or qualified pension /profit sharing plans; 4.55% mo. Avg CAP; Q & NQ 1.95% (81-85)

A+ Not Approved In: Reallocation; nursing care and terminal 2.45% fixed
illness/condition benefits
AL,MN,MT,NY,OR

VOYA Secure Index 7 10% w/d available year 2; Income Protector $15k band $75k band 0-80 1.00% on 87.5% floating;| 4.50% (0-75)
Withdrawal rider available; RMD; 3.25% pt.-to-pt. CAP; 4.50% pt.-to-pt. CAP; Q & NQ 1.00% on 100.00% 3.35% (76-80)
Financial (7 yr. contract) $15,000
Nursing Home & Terminal Illness waivers available 1.45% mo. CAP; 2.00% mo. CAP; floating for: LA and WA.
A Not Approved in NY (waivers not available in MA and PA). Performance Trigger Performance Trigger

2.75%; 3.50%;
2.00% fixed 2.00% fixed

Wealth Builder 6 Low Band 1 yr Fixed Account $15K $100K+ $750K+ 87.5% of premium less
(6 yr. contract) $15K 2.15% 2.15% 2.15% withdrawals and any
VOYA Not approved in RenewalFlex feature allows withdrawal of all or part 1 yr Point-to-Point Cap 4.00% 4.75% 5.00% applicable premium
Financial Mid Band of the accumulation value for an added cost. MVA not 3.10% 3.50% 3.70%
MA NH NY OR PR $100K Performance Trigger 3.05 3.60 3.75 0-80 taxes, and the sum of the 3.25% (0-75)
A WY available in IA, MN, PA, UT. Int. Rate Benchmark 0-80 Minimum Persistency 2.45% (76 80)
High Band 0-80
$750K Fixed 1.55% Strategy Values (MPSV) 4.25% (0-75)
for each strategy. MPV is 2.75% (76+)
Signature 7℠ $20,000 3.00% S&P 500 & Russell 2000 ann. pt.-to-pt. cap; implemented at the end
Annuity of the surrender charge 6.50% (0-75)
Allianz* $20,000 Includes a managed volatility index allocation on 3.90% Barclays US Dynamic Balance Index II ann. 4.50% (76-80)
A (7 yr. surrender Q and NQ annual point-to-point with a spread crediting method, pt.-to-pt. cap (Minimum cap 0.25%) period.
(Maximum spread 12.00%)
charge period seven-year surrender period 3.25% ann. pt-to-pt spread 87.5% of total premium
paid, minus any
C54370) Barclays US Dynamic Balance Index II (Maximum
w/drawals, credited at
spread 12%. (Minimum fixed interest 0.25%) annual interest rate of no

Allianz Allianz 360SM Interest bonus equal to 25% of any interest credited 1.90% fixed (minimum fixed interest 0.10%) less than 1.00%
Preferred** Annuity (surrender charge, withdrawal requirements or 3.75% S&P 500; 4.85% Barclays US Dynamic
annuitization requirements may lessen bonus 87.5% of all premiums
A (10 yr. surrender received); Annual Rider charge 1.05% of the Balance Index II ann. pt.-to-pt cap paid, less withdrawals,
accumulation value deducted monthly from the (minimum cap 0.25%); credited at an interest
charge period rate of 1.35% for the first
accum value and GMV (in most states).(1.00% DE, 2.10% S&P 500 mo. sum cap
C54370 & R95316) MN). Blended index is made up of Dow Jones (minimum cap 0.50%); 10 years, then a
Industrial Average (35%), Barclays Capital U.S. minimum of 1%
Aggregate Bond Index (35%), EURO STOXX 50 3.00% mo. avg. spread Blended Index thereafter (varies by
(20%), and Russell 2000 (10%). (maximum spread 12.00%);
state)
2.20% ann.pt.-to-pt. spread Barclays US
Dynamic Balance Index II (maximum spread 12%)

15% Premium bonus on all premiums during first 1.60% fixed (minimum fixed interest 0.10%)

three years, applied to Protected Income Value (PIV) 3.25% S&P 500; 4.00% Barclays US Dynamic 87.5% of all premiums

not Accumulation Value. Interest bonus equal to 50% Balance Index II ann. pt.-to-pt. cap paid, less withdrawals,

of any interest earned from chosen allocations (minimum cap 0.25%); credited at an interest
credited to the PIV (surrender charge, withdrawal 1.90% S&P 500 mo. sum cap rate of 1.35% for the first
requirements or annuitization requirements may
lessen bonus received). Blended index is made up of (minimum cap 0.50%); 10 years, then a
3.50% mo.avg. spread Blended Index minimum of 1%
Dow Jones Industrial Average (35%), Barclays thereafter (varies by
Capital U.S. Aggregate Bond Index (35%), EURO (maximimum spread 12.00%);
2.95% ann.pt.-to-pt. spread Barclays US Dynamic state)
STOXX 50 (20%), and Russell 2000 (10%).
Balance Index II (maximum spread 12%)
and sales positioningAllianzAllianz 222®$20,000 0-80 6.50% (0-75)
Preferred**AnnuityQ and NQ 4.50% (76-80)
A
(10 yr. surrender $20,000 6.50% (0-75)
4.50% (76-80)
charge period)

Allianz* MasterDex X® 4.00% bonus (vested over 10 yrs, surrender charge 1.30% fixed (minimum fixed interest 0.10%) 0-80 87.5% of all premium
A (10 yr. surrender or annuitization requirements may lessen bonus less withdrawals at
received) on all premium received in the first 3 (Fixed interest not available AL,DE,IA, KY) 1.35% per year for the
charge period contract years, first 10 years, then a
C52575 & 2.75% S&P 500 ann. pt.-to-pt. cap minimum of 1.0%
R91077-01) Optional Simple Income III Rider, Annual Rider cost is (minimum cap 0.25%);
.75% of the SWV deducted from the accumulation thereafter.
value and GMV (in most states) 1.60% S&P 500 mo. sum cap
8.00% simple roll-up (minimum cap 0.50%);

4.00% mo. avg. spread Blended Index
(maximimum spread 12%);

American Power 10 Protector 3.00% Premium Enhancement (Bonus) 1.75% Annual pt-to-pt CAP; 6.50% (50-70)
Premium Enhancement (Bonus) is 3.00% for 3.75% mo. average spread; 4.50% (71-75)
General Plus Income $25,000 AK,CT, MN, MO, OH, and PA. Includes rider. 50-75 1.00% on 87.5%
1.00% fixed
A (10 yr. contract)

American Power 10 Protector $25,000 3.00% Premium Enhancement (Bonus) 3.75% Annual pt-to-pt CAP; 0-75 1.00% on 87.5% 6.50% (0-70)
General (10 yr. contract) Premium Enhancement (Bonus) is 3.00% for 2.90% mo. average spread; 4.50% (71-75)

A AK,CT, MN, MO, OH, and PA. 1.75% fixed

Great Safe Return $25,000 Return of Premium included; Bailout CAP; 5.50% pt.-to-pt.CAP w/ 3.00% bailout CAP; 0-85 1.00% on 100% 5.50% (Q & NQ 18-75)
American (10 yr. contract) Inheritance Enhancer, Income Secure, Income 6.25% mo. Avg. CAP w/ 3.00% bailout CAP; 5.50% (NQ 0-75)

A Sustainer Plus riders available 1.35% fixed 4.50% (Q & NQ 76-80)
1.50% (Q & NQ 81-85)

* and ** Allianz Life Insurance Company of North America. Allianz Preferred products are only sold by producers authorized under the Allianz Preferred platform. Consideration for Allianz Preferred is subject to Allianz's review of agent history, background, and other factors. The A.M. Best rating of A
(Excellent) is the third highest of 16 possible financial strength ratings, and was affirmed July 2014. Product & feature availability may vary by state.

Other indexes may be available as allocation options in the Allianz products, as well.Bonus annuities may include higher surrender charges, longer surrender charge periods, lower caps, higher spreads, or other restrictions not included on non-bonus annuities.

INTERNAL USE ONLY. RATES ARE INTENDED FOR FINANCIAL ADVISORS ONLY.

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