Career presentation

Career PresentationCareer Presentation

YOUR CAREER! YOUR SUCCESS!YOUR CAREER! YOUR SUCCESS!

Table of ContentsTable of ContentsThe Financial Services Industry 3

Guardian: A Brief Overview 6

Your Career: Financial Representative 8

Do Good. Do Well. Do It Your Way. 11

Training & Development 24

About Wealth Strategies Northwest 30

The Living Balance Sheet 32

Building Your Future Together 392

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THE FINANCIAL SERVICES INDUSTRYTHE FINANCIAL SERVICES INDUSTRY

Financial Services encompasses a broad range of organizations that deal with the management of money

As a Financial Representative, you provide your clients with a detailed overview of their current financial situation and suggests a personalized strategy for their financial security

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The Financial Services IndustryThe Financial Services Industry

Financial services employed 6.1 million workers in 2007, accounting for 5.4 percent of total U.S. employment in private industry

In 2007, despite the markets downturn, the Financial Services sector represented 21% of the market capitalization of the S&P 500 in the United States

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Financial Services at a GlanceFinancial Services at a Glance

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THE GUARDIAN: A BRIEF OVERVIEWTHE GUARDIAN: A BRIEF OVERVIEW

Guardian was Founded in 1860, just turned 150!

A Mutual Company owned by our policyholders

Fortune 500 Rank – No. 259

Rating Agency Insurance Financial Strength Profile

Standard & Poor’s AA+ (Very Strong) Fitch Ratings AA+ (Very Strong) AM Best A++ (Superior) Moody’s Aa2 (Excellent)

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Guardian: A Brief OverviewGuardian: A Brief Overview

*Financial information concerning The Guardian Life Insurance Company of America as of 12/31/07 on a Statutory basis: Admitted Assets = $28.3 Billion; Liabilities = $24.6 Billion (including $20.8 Billion of Reserves); and Surplus = $3.7 Billion.

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YOUR CAREER: FINANCIAL REPRESENTATIVEYOUR CAREER: FINANCIAL REPRESENTATIVE

A Financial Representative (FR) embodies a diverse approach using comprehensive financial tools and services to facilitate their client’s needs and turn dreams into realities

To be a Financial Representative is to be passionate about the people you serve and their financial betterment

The reward is both personal and professional

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Your Career: Financial RepresentativeYour Career: Financial Representative

As a new Financial Representative, Guardian will support you throughout your long-term career

Training & Educational Development

Career Growth

Wealth Accumulation

Outstanding Benefits

The Living Balance Sheet

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Why Guardian?Why Guardian?

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DO GOOD. DO WELL. DO IT YOUR WAY.DO GOOD. DO WELL. DO IT YOUR WAY.

As a Guardian Financial Representative working in a local agency, you are in a rare position of being a part of an entrepreneurial enterprise that is supported by Guardian

It means you can do good – by developing relationships with your clients that are based on integrity rather than sales quotas, therefore providing your clients with sound financial recommendations to help them achieve financial freedom

It means you can do well – to further your success that have established Guardian FRs as top earners with a contract that is one of the most lucrative in the industry

Finally, it means you can do it your way – you work for yourself, but not by yourself. Your success is determined solely by your ambition, but we make sure to support your growth all the way, from the start

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Do Good. Do Well. Do It Your Way.Do Good. Do Well. Do It Your Way.

Over 80 Field Offices in the United States

Agency field force made up of over 3,000 Financial Representatives

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Guardian’s Professional Field ForceGuardian’s Professional Field Force

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Industry Production ComparisonIndustry Production Comparison

*2007 Total number of FRs in the survey was 3,460. **LIMRA: 2006 Results for Size A Category (Largest Company).

Industry Average (LIMRA)**

$40,825

GuardianFinancial

Representatives*

$103,300

2007 Top FR Earnings Average2007 Top FR Earnings Average

Guardian’s Top 10 FRs averaged $1,325,2265


Guardian’s Top 50 FRs averaged $830,899




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Salary, Incentive Compensation & Commission


















Guardian’s Top 1000 FRs averaged

$231,613

*Total number of FRs in the survey was 3,460.

**Securities products and services are offered through Park Avenue Securities LLC, 7 Hanover Square, New York, NY 10004, (888) 600-4666. Park Avenue Securities LLC and the Guardian Insurance & Annuity Company, Inc. are wholly-owned subsidiary of The Guardian Life Insurance Company of America, New York, NY.

PAS is a member of FINRA & SIPC.

Our Financial Representatives have been, and will always remain, our most effective way to reach out to consumers

Our Financial Representatives work in partnership with our consumers to assess their needs, wants and priorities

As a mutual company (not publicly traded), Guardian’s Financial Representatives give our consumers the best service possible with a promise that the company will be there, strong and solvent, decades from now to pay a claim, help fund a retirement, or help pay the bills for a nursing home

Guardian’s mission of enriching the lives of others by turning their dreams into realities takes a special kind of person, a Guardian Financial Representative

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The Guardian Financial RepresentativeThe Guardian Financial Representative

Attributes of a Guardian FRAttributes of a Guardian FR

Passionate – Driven to Contribute

High Level of Integrity

Entrepreneurial Spirit Proud of Career Choice

Has a Wide “Natural” Market

Strong Communication

Cultivates Relationships Strong Work Ethic

Self Motivated and Focused

Track Record of Success

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Guardian Career Path OptionsGuardian Career Path Options

Generalist Specialist Financial Planning Small Business Owners

Market Wealth Protection Estate Planning Wealth Accumulation Retirement Planning

Employee Benefits Disability Income*

Securities**

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**Securities products and services are offered through Park Avenue Securities LLC, 7 Hanover Square, New York, NY 10004, (888) 600-4666. Park Avenue Securities LLC is an indirect, wholly-owned subsidiary of The Guardian Life Insurance Company of America, New York, NY.

PAS is a member FINRA, SIPC.

*Disability income products are underwritten and issued by Berkshire Life Insurance Company of America, Pittsfield, MA, a wholly owned stock subsidiary of The Guardian Life Insurance Company of America, New York, NY.

Financial Representative Path

Guardian Career Path Options*Guardian Career Path Options*

Generalist Specialist General Agent Agency Administration Associate General Agent Product Development Sales Manager Project Management Recruiting Specialist Training & Development Equity Supervisor Disability Income

Supervisor

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*Securities products and services are offered through Park Avenue Securities LLC, 7 Hanover Square, New York, NY 10004, (888) 600-4666. Park Avenue Securities LLC is an indirect, wholly-owned subsidiary of The Guardian Life Insurance Company of America, New York, NY.

PAS is a member FINRA, SIPC.

Management Path

Guardian Financial RepresentativeGuardian Financial Representative

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Benefits and Compensation

Guardian Compensation Plan

Significant Retirement Savings

Extensive Insurance Coverage

Conference Recognition

Guardian Financial RepresentativeGuardian Financial Representative

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Awards & Recognition Leaders Club

Executive Club

President’s Council

Chairman’s Council

Guardian Elite Status

Why FRs Joined Their Local AgencyWhy FRs Joined Their Local Agency

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Personal referral / family history

Local leader’s network and charisma

Environment of support and belief

Symbols of success

Solid management practices

Great agency culture

Why Our Agency Affiliates With GuardianWhy Our Agency Affiliates With Guardian

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Long standing 146+ years of mutuality

Excellent products

Excellent financial and investment performance

Independence from “corporate” structure

Competitive compensation

Established history of strength and stability

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TRAINING & DEVELOPMENTTRAINING & DEVELOPMENT

Training & DevelopmentTraining & Development

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Guardian Online (GOL) is a web-based portal that provides an information and training environment for all Guardian affiliated agencies

GOL is made up of 8 sections (TABS) with sub-sections for each target

GOL contains webinars and video-and-documented based training via The Center; also, onsite training by product specialists (wholesalers)

GOL also provides agencies with weekly updates via “What’s New” and the “Calendar of Upcoming Events”

Guardian Online (GOL)


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The Center

The Center for Learning & Professional Development is the single source for all your multimedia training resources New FR Orientation Product Knowledge Interactive Simulation Tutorials Technology Compliance Advanced Sales Concepts Motivational Videos Career Development

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Guardian provides new Financial Representatives with core training on its proprietary state-of-the art web-based client servicing system

LBS training comes in various forms: in-house agency training and self-paced pre-work, which includes reading assignments and e-learning

Disclosure: The Living Balance Sheet® and Logo are registered trademarks of The Guardian Life Insurance Company of America.

At Guardian, we provide our Financial Representatives with a comprehensive and dynamic set of education and training programs that can be customized for your specific needs

Programs are customized to help you build or enhance your business

At Guardian, we will help you to continually expand your knowledge and growth to the next level of productivity and professionalism

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Training & DevelopmentTraining & DevelopmentGuardian University

Disclaimer: Each local agency’s participation in Guardian University is optional.

Industry Education Programs

Guardian Professional Development Certification Program

Relationship Building

Products and Services

Self Study or Peer-to-Peer Interaction

Running Your Practice as a Business

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Disclaimer: Each local agency’s participation in Guardian University is optional.

Guardian University

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ABOUT WEALTH STRATEGIES NORTHWESTABOUT WEALTH STRATEGIES NORTHWEST

About Wealth Strategies NorthwestAbout Wealth Strategies Northwest

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Established in the Pacific Northwest for more than 30 years.

A Leader in the delivery of uncommon knowledge to families and small business owners

Represented by the majority of our Advisors on each one of Guardian’s Top Performers Clubs

Top Quality Management Team that leads from the front with market experience.

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THE LIVING BALANCE SHEETTHE LIVING BALANCE SHEET

The Living Balance Sheet The Living Balance Sheet

The Living Balance Sheet® (LBS) is about providing your clients with Organization, Integration, Strategy, Exclusivity, and most importantly, Control over their financial assets

33Disclosure: The Living Balance Sheet® and Logo are registered trademarks of The Guardian Life Insurance Company of America.

http://www.livingbalancesheet.com/

http://www.thelivingbalancesheet.com/

The Living Balance Sheet The Living Balance Sheet

In our present economy, products have become more of a commodity than a reliable source

As a Financial Representative, you are the key differentiator among your competitors

And, with The Living Balance Sheet®, you provide your client’s with a cutting-edge application that will drive results for you and your client’s – what we call “Achieving Financial Balance” 34

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LBS System

Protection! Assets!Liabilities! Cash Flow!

Within each financial domains are 4 key potential benefits

You can use LBS to look for the financial products that produce the highest sustainable rate of return, at the lowest risk and at the same time provide the most benefits

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LBS Helps Provide Your Clients With…LBS Helps Provide Your Clients With… A State-of-the-art Financial Services Tool

Financial organization

Integration of their net worth

Realization of their building wealth

What Retirement cash flows will probably look like

Protection of their assets and income

A legacy for their family or charity

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Macroeconomics of LBS

Traditional financial analysis may create a macroeconomic impact for your clients

LBS is an effective communication tool providing a more effective communication on the macroeconomic view of their clients financial status

LBS is designed to measure your client’s balance sheet (Assets - Liabilities = Net Worth) to determine your client’s future net worth

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VIDEO: The Living Balance Sheet

RIGHT CLICK ON MOUSE – CLICK PLAY

RIGHT CLICK ON MOUSE – CLICK PLAY

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BUILDING YOUR FUTURE TOGETHERBUILDING YOUR FUTURE TOGETHER

Building Your Future TogetherBuilding Your Future Together

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Define your interest and schedule a formal interview.

Selling Preferences Questionnaire Assessment

Career Sampling/Market Match

Present Tentative Marketing Plan

Licensing PRE-CONTRACT Induction Class and Training

Building Your Guardian Partnership: Next Steps

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QUESTIONS AND ANSWERSQUESTIONS AND ANSWERS