For Financial Professional Use Only. Not for Use With Consumers.1

Working with Widows

CLABD.1080 (04.14) For Financial Professional Use Only. Not for Use With Consumers.

For Financial Professional Use Only. Not for Use With Consumers.2

Important Company InformationThe content of this seminar is meant to be general information on the subject of widowhood and grieving, and should not be considered legal or tax advice by consumers. For information about Protective Life and its products and services, visit www.protective.com.

Neither Protective Life nor its representatives offer legal or tax advice. Consumers should consult with their legal or tax adviser regarding their individual situations before making any tax-related decisions.

Protective and Protective Life refer to Protective Life Insurance Company (PLICO) and its affiliates, including Protective Life & Annuity Insurance Company (PLAICO). Both companies located in Birmingham, AL.

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Why focus on widows?

How grief affects her decisions

Understanding the stages of widowhood

Help widows avoid pitfalls

What do you say, or NOT say?

Your next steps

Our Focus Today. . .

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TRUE OR FALSE: There will soon be 12 million widows in the U.S.1, with nearing 1 million added each year2.

The mean age a wife becomes a widow is (select one) 59, 65, or 71 3?

Half of women over age 65 live ___ more years after their husband dies4. TRUE OR FALSE: 70% of Baby Boomer wives will outlive their husbands5; 80% of women will be single at death6.On average, only ___% of widows aged 55-64 remarry; by age 65, only ___% remarry; conversely a widower typically remarries within two or three years of his wife’s death6.

TRUE OR FALSE: Widowed female seniors outnumber widowed males by more than 4 to 1 7.

TRUE OR FALSE: Widows feel less secure about financial matters after the death of their spouse.

The Shocking Statistics!

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of widows fire the couple’s advisor after their spouse dies.

70%

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Spectrem Group. Study of Wealthy Women Investors. June 2011 (As reported in Pershing Practice Point white paper, “Serving Women Investors was Once Considered a Boutique Business. Today, It is Imperative for Success”)

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of inherited $41+ trillion will go to women

70%

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Spectrem Group. Study of Wealthy Women Investors. June 2011 (As reported in Pershing Practice Point white paper, “Serving Women Investors was Once Considered a Boutique Business. Today, It is Imperative for Success”)

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Numb Lost

Emotionally drained Abandoned

Paralyzed Lonely

Fragile Angry

Weak Aimless

Forgetful Helpless

Frightened Overwhelmed

Disconnected Vulnerable

Relieved Pained

Guilty Disoriented

“My husband’s death was the most traumatic event in my life.” -Claire

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Stress and Her BrainNEOCORTEXTHE REASON

LIMBIC SYSTEMEMOTIONS

REPTILIAN COPLEXINSTINCTS

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3 Stages of Widowhood

1 Grief

2 Growth

3 Transformation

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Highly vulnerable time

NO big irrevocable decisions

Focus on immediate needs, settle estate, cash flow & asset review, file for benefits

Financial Triage Need to be heard and understood

Breathe

1. GRIEF–Numb

Feel Financially Secure

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Kathleen M. Rehl, Ph.D., CFP®, Author of Moving Forward on Your Own: A Financial Guidebook for Widows

3 Stages of WidowhoodTaking care of me

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NOWESSENTIAL

SOONIMPORTANT

LATERPOSTPONED

1. Memorial service & family

2. Request leave of absence

3. Postpone Germany trip

4. Use yellow sticky notes

1. Pay bills

2. Self-care -yoga

3. Start financial next steps

4. Apply for company death benefits

1. Sell second car; cancel insurance

2. Hire household help

3. Rollover Mike’s 403b

4. Attorney-new will

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1. GRIEF–Numb

Financial steps

Basic estate planning, investments & taxes

Pre or post-retirement issues & house decisions

General Planning Cognitive functions normalized

Balance

2. GROWTH–Journey

Feel Financially Secure

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Kathleen M. Rehl, Ph.D., CFP®, Author of Moving Forward on Your Own: A Financial Guidebook for Widows

3 Stages of WidowhoodTaking care of business

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Your Money Envelopes - $1.5 Million

Living expenses and emergency money

$_________

Safe and secure money

$_________

Money that grows

$_________

Buy experiences and invest in memories money

$_________

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Repurposing; independence

Advanced estate and charitable planning

Special family issues

Sharing stories, values and aspirations for future generations

Advanced PlanningNew life evolves

Fulfillment

3. GRACE–Transformation1. GRIEF–Numb 2. GROWTH–Journey

Feel Financially Secure

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Kathleen M. Rehl, Ph.D., CFP®, Author of Moving Forward on Your Own: A Financial Guidebook for Widows

3 Stages of WidowhoodTaking care of more

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3 Stages of Widowhood

Highly vulnerable time

NO big irrevocable decisions

Focus on immediate needs, settle estate, cash flow & asset review, file for benefits

Financial Triage Need to be heard and understood

Breathe

1. GRIEF–Numb

Financial Steps

Basic estate planning, investments & taxes

Pre or post-retirement issues & house decisions

General Planning Cognitive functions normalized

Balance

2. GROWTH–Journey

Repurposing; independence

Advanced estate and charitable planning

Special family issues

Sharing stories, values & aspirations for future generations

Advanced PlanningNew life evolves

Fulfillment

3. GRACE–Transformation

Taking care of me Taking care of business Taking care of more

Feel Financially Secure

For Financial Professional Use Only. Not for Use With Consumers.

Kathleen M. Rehl, Ph.D., CFP®, Author of Moving Forward on Your Own: A Financial Guidebook for Widows

For Financial Professional Use Only. Not for Use With Consumers.16

Help New Widows Avoid Pitfalls

Don’t Rush

Beware of Financial Predators

Housing Decisions

Remember the ABCs

Don’t be a Purse

Face Reality

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Memorial& FuneralServices

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WhatDo You

Say?

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What To Say and What Not to Say

He’s in a better place now.At least he’s no longer suffering.It’s all in God’s plan.

NO

Share a personal story about her husband.Keep happy memories alive.YES

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What To Say and What Not to Say

Call me if you need anything.NO

I’ll call you on Thursday and ... YES

I know what you're going through.NOIt’s normal to feel confused/angry/ stressed/distraught ... YES

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What To Say and What Not to Say

It was God’s will. God needed another angel in heaven.NO

It’s hard to understand why death happens... YES

I know what you’re going through. My dad died last year.NOIt’s normal to feel confused/angry/ stressed/distraught ... YES

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What To Say and What Not to Say

You’re young. You’ll find someone new. You can remarry.NOYou are so fortunate to have many good friends. They are there for you... YES

You’ll be stronger after this experience. NOIt’s really so difficult now because you loved your husband dearly… YES

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Meeting Recommendations

1 Location

2 Tears and emotions; listen

3 Talk about now, soon, later tasks

4 Don’t rush business

5 Set next meeting

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1 Listen more, talk less

2 Be her new “thinking partner”

3 Encourage taking time with decisions

4 Help her feel secure and safe

5 Assist with overwhelming activities

6 Show compassion and care

Remember!

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• Advisor Guide: Working Effectively with Widows

• Understanding grief and emotions of women in transition

• Advisor Guide: Communicating With Widows

• What to say, what not to say, what to write, how to handle memorial services, the first meeting and continued care

• Three Stages of Widowhood

• Client brochure to help her on her grief journey

• Educational seminar for widows, wives and friends

• Seminar support material

• www.myprotective.com/widows

• Materials, videos and recordings on grief and working with widows

Resources for Working With Widows

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She has loved.

She has lost.

But she can move forward on her ownwith your help.

She isn’t alone.

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About Kathleen M. Rehl, Ph.D., CFP® Dr. Rehl is the award-winning author of Moving Forward on Your Own: A Financial Guidebook for Widows. A widow herself, Dr. Rehl is frequently invited to speak about widows and their financial issues to professional advisors and women’s groups. Her work has been featured in The New York Times, The Wall Street Journal, AARP Bulletin, U.S. News & World Report and many other publications.

The U.S. Army also uses her guidebook in their Survivor Outreach Services centers worldwide. As a certified financial planner and registered investment advisor, Dr. Rehl had her own independent financial planning firm for 17 years. She closed that business at the end of 2013 to give more time for speaking, writing and teaching activities. Dr. Kathleen M. Rehl is a paid third-party consultant and is not employed by Protective life.

For Financial Professional Use Only. Not for Use With Consumers.

For Financial Professional Use Only. Not for Use With Consumers.

Q & ALearn more about the Working With Widows Program:

www.myprotective.com/widowsor contact your Protective Life Representative

For Financial Professional Use Only. Not for Use With Consumers.