For producer use only.Not for distribution to the public.

SELLING TO THE FEMALE MARKET

Claire Durand, CFP®, CLU, ChFCManaging Consultant, Advanced Marketing

For producer use only.Not for distribution to the public.

The number of wealthy women in the U.S. is growing twice as fast as the number of wealthy men1

Financial Power of Women

Best Untapped Market

1 Fry, Richard and Cohn, D’Vera. (Jan 2010). New Economics of Marriage: The Rise of Wives. Pew Research Center.

Women control or influence 67% of household investment decisions2

2 Warner, Fara. (2006) . The Power of the Purse: How Smart Businesses Are Adapting to the World’s Most Important Consumer –Women.

For producer use only.Not for distribution to the public.

Women when compared to men

Best Untapped Market

Source: Ahmed, Nilufer R. (2005). Women and Life Insurance: Results From the 2004 U.S. Ownership Study. LIMRA.

Only 20-25% of producers intentionally market to women

Less likely to own life insurance

Are underinsured

Believe more strongly in the value of life insurance

For producer use only.Not for distribution to the public.

Best Untapped Market

Source: James O. Mitchel, Ph.D., CEBS. Financial Styles of Affluent Women LIMRA, 2010

Women when compared to men

More conservative Tend to view wealth as protection and place less emphasis on accumulation

Maintaining income stream to support loved ones is a top financial priority

For producer use only.Not for distribution to the public.

Focused on the buyer

Typical Fact Finding

How much insurance do you need or want?

How much do you want to leave your loved ones when you die?

How much can you afford? What lump sum is right for you?

For producer use only.Not for distribution to the public.

What is the monthly income stream required for your spouse to continue to run the household?

2 Would you like a lump

sum set aside for college expenses, for your kids, retirement for your spouse or a wedding for your daughter?

3 If you die tomorrow, how much is needed to satisfy outstanding debt and any other final expenses?

1

Effective Fact Finding: 3 Questions

FOCUS ON LOVED ONES

For producer use only.Not for distribution to the public.

Mass Affluent Females TransTermSM policy

Income Protection Option (IPO)

High Net Worth Females TransACE® policy

Spousal Support Trust established by wife

A Strategy for Every Segment

For producer use only.Not for distribution to the public.

Guarantees and Control Guaranteed universal life product with cost

effective term-like premiums

Flexibility to transition to lifetime coverage if future needs change

Five separate initial level premium options: 10, 15, 20, 25 & 30 year durations

TransTermSM Overview

For producer use only.Not for distribution to the public.

Why will this appeal to women? Guarantees

Flexibility

Control

TransTermSM

For producer use only.Not for distribution to the public.

Guaranteed Income Strategy

Income Protection Option (IPO)

5 – 25 years / $100 min.

Guaranteed Monthly Income Stream

$10,000 min.

Initial Lump Sum

$10,000 min.

FinalLump Sum

Available at no additional cost

May include multiple beneficiaries

Can be modified prior to the death of the insured

A portion of each monthly payment and a portion of the final lump sum are reportable as interest income

For producer use only.Not for distribution to the public.

What is the monthly income stream required for your spouse to continue to run the household?

2 Would you like a lump sum set aside for college expenses, for your kids, retirement for your spouse or a wedding for your daughter?

3 If you die tomorrow, how much is needed to satisfy outstanding debt and any other final expenses?

1

Guaranteed Income Strategy

Guaranteed Monthly Income Stream

Initial Lump Sum

FinalLump Sum

Income Protection Option (IPO)

For producer use only.Not for distribution to the public.

Julia, 43, married to Danny, 45

3 children ages 12, 15 and 19

Julia is a management professional and Danny is an elementary school teacher

Seizing Opportunities –Insurance Security for the Family

For producer use only.Not for distribution to the public.

Concerns Will her family have enough to

cover living expenses if something happens to her?

How can she help to ensure financial security of her spouse and kids into the future?

Seizing Opportunities –Insurance Security for the Family

For producer use only.Not for distribution to the public.

Security for Julia’s Family

TransTermSM 30 policy on Julia* with the IPO

Beneficiary Initial Lump SumGuaranteed

MonthlyIncome (15 Years)

Final Lump Sum

Danny(Spouse) $100,000 $50,000

Jessica(Child) $25,000

Paul(Child) $25,000

Steven(Child) $25,000

Total $100,000 $4,500 / month(for 15 years) $125,000

*Standard Nonsmoker initial premiums level for 30 years.

$4,500

For producer use only.Not for distribution to the public.

Security + Flexibility for Julia’s Family

TransTermSM 30 policy on Julia* with the IPO

Beneficiary Initial Lump SumGuaranteed

MonthlyIncome (15 Years)

Final Lump Sum

Danny(Spouse) $100,000 $50,000

Jessica(Child) $25,000

Paul(Child) $25,000

Steven(Child) $25,000

Total $100,000 $4,500 / month(for 15 years) $125,000

0

$1,500

*Standard Nonsmoker - initial premiums level for 30 years.

$1,500

$1,500

$4,500

For producer use only.Not for distribution to the public.

Illustrating IPO on TransWare®

$4,500

$100,000

15

$125,000

Annual Premium : $2,084*

Face Amount : $835,309

Total IPO Payments: $1,035,000*Female, Age 43, Standard Nonsmoker, TransTerm 30

For producer use only.Not for distribution to the public.

Affordable

Simple

Gives Control to Policy Owner

Death benefit payout options

Flexible

Income Protection Option

For producer use only.Not for distribution to the public.

Producer Presents Benefits to Client

“Let’s build a Family Protection Plan.”

“With all the economic uncertainty, we can create a guaranteed income stream for your family.”

“What could your loved ones do with an extra $500/mo? $1000? $2000?”

IPO Talking Points

For producer use only.Not for distribution to the public.

Mass Affluent Females TransTermSM policy

Income Protection Option (IPO)

High Net Worth Females TransACE® policy

Spousal Support Trust established by wife

A Strategy for Every Segment

For producer use only.Not for distribution to the public.

Estate Tax

Gift Tax

• Exemption in 2010: $1 Million

• Exemption in 2011–2012: $5 Million

• Tax Rate for 2010–2012: 35%

Two-Year Tax Window

For producer use only.Not for distribution to the public.

Gifting During the Two-Year Window

“If we give away some of our wealth now, what happens if we need it later?”

Gifting Dilemma

For producer use only.Not for distribution to the public.

TransACE® with Surrender Flexibility Endorsement

GuidelinesIf the policy is funded as required by the endorsement:

60 day period following the 20th policy anniversary, policy owner could receive

the lesser of:

25th policy anniversary or after, policy owner could receive

the lesser of:

100% of gross premiums*

30% of lowest face amount**

100% of gross premiums*

35% of lowest face amount**

OR OR

*Less any refunds, partial surrenders, and any outstanding policy loans.

**Less any outstanding loans, and any partial surrenders that did not reduce the face amount.

For producer use only.Not for distribution to the public.

The Best of Both Worlds

Spousal Support Trust (SST)

Provides access to cash value and estate tax-free death benefit

Uninsured spouse may receive lifetime distributions for health, education, maintenance and support

Maximizes benefits of Surrender Flexibility Endorsement

For producer use only.Not for distribution to the public.

Ellen, 58, married to Thomas, 59

2 children ages 30 & 35

Ellen is an executive for an insurance company and John is a psychologist

$10 Million insurance need

Legacy Opt Out Plan

For producer use only.Not for distribution to the public.

Legacy Opt Out Plan

Spousal Support Trust owns TransACE® policy on Ellen’s life

Trust corpus is available for distributions to Thomas

Trustee can surrender policy for enhanced values

If policy kept in force, trust can provide estate liquidity at Ellen’s death (loan money or buy assets)

For producer use only.Not for distribution to the public.

Legacy Opt Out with TransACE®

Enhanced Surrender Value

Female Age 58, Preferred, Non-Smoker, $10M Annual Premium: $122,984

Yr Age Total Premium Paid Death Benefit Endorsement

Benefit*

20 78 $2,459,680 $10 Million $2,459,680

25 83 $3,074,600 $10 Million $3,074,600

30 88 $3,689,520 $10 Million $3,500,000

*Endorsement is exercised only if the policy is fully surrendered in the applicable years and time frame.

For producer use only.Not for distribution to the public.

ACE (no-lapse) provision must be current or endorsement will terminate

Policy must be funded for lifetime guarantees for the endorsement to be applicable

Termination of endorsement is irrevocable

Endorsement Guidelines

For producer use only.Not for distribution to the public.

Automatically added to each policy at no cost

No limitations to age, face amount or risk class*

Surrender Flexibility Endorsement

*Must meet funding requirements

For producer use only.Not for distribution to the public.

Increasing affluence, believe in life insurance and are underserved

Attracted to IPO with its protection emphasis over accumulation

Can be driver in legacy planning in an uncertain economic and tax environment

Why Women are the Ideal Clients

For producer use only.Not for distribution to the public.

Fact Finding with Women Clients

What are your concerns for the future financial security of your loved ones?

What amount will your spouse/family/loved ones need to continue to pay for household expenses?

How much would you provide loved ones as a buffer for emergencies or medical bills?

How much confidence do you have that your children will have access to future opportunities for success?

For producer use only.Not for distribution to the public.

Take a look at your book of business for opportunities within the women’s market:

Married couples in which the wife works outside the home

Business owners or professionals

Network through friends and acquaintances for women who are working full time

Next Steps

For producer use only.Not for distribution to the public.

Contact your General Agencyor the Transamerica Advanced

Marketing Department at(866) 545-9058 Option 2

Contact Us

For producer use only.Not for distribution to the public.

This material was not intended or written to be used, and cannot be used, to avoid penalties imposed under the Internal Revenue Code. This material was written to support the promotion or marketing of the products, services, and/or concepts addressed in this material. Anyone to whom this material is promoted, marketed, or recommended should consult with and rely solely on their own independent advisors regarding their particular situation and the concepts presented here.

TransTermSM 30 (Policy Form No. ICC10-430) is a non-participating, flexible premium universal life insurance policy issued by Transamerica Life Insurance Company, Cedar Rapids, IA 52499. Higher premiums may be necessary to maintain coverage starting in year 31 for TransTerm 30, and payment at any time of premiums that are insufficient to continue coverage may result in termination of coverage. Policy form and number may vary and this policy may not be available in all jurisdictions.

TransACE® is a non-participating, flexible premium universal life insurance policy issued by Transamerica Life Insurance Company, Cedar Rapids, IA 52499. Policy Form #1-12611107 (CVAT), Group Certificate #2-72336107 (CVAT) for certificates issued under a group policy issued to the Rhode Island National Consumer Protection Trust. Policy form and number may vary, and this policy may not be available in all jurisdictions.

Transamerica Life Insurance Company (“Transamerica”), and its representatives do not give tax or legal advice. The material in this presentation is provided for informational purposes only and should not be construed as tax or legal advice. Clients and other interested parties must be urged to consult with and rely solely upon their own independent advisors regarding their particular situation and the concepts presented here.

Discussions of the various planning strategies and issues are based on our understanding of the applicable federal tax laws in effect at the time of presentation. However, tax laws are subject to interpretation and change, and there is no guarantee that the relevant tax authorities will accept Transamerica’s interpretations. Additionally, this material does not consider the impact of applicable state laws upon clients and prospects.

Although care is taken in preparing this material and presenting it accurately, Transamerica disclaims any express or implied warranty as to the accuracy of any material contained herein and any liability with respect to it. This information is current as of September 2011.

OLA 2121 0911

For producer use only.Not for distribution to the public.

Claire Durand, CFP®, CLU, ChFCManaging Consultant, Advanced Marketing

SELLING TO THE FEMALE MARKET