The growth of interest in the baby boom generation in annuities.

1. Booming Income; Why It’s Different
We are very excited to introduce FIGs’ Booming Income program. FIG has always prided
itself on both our commitment and our ability to bring to our producer-clients the very best in not
only innovative products, but also the training and resources needed to win in a changing
financial services market. Booming Income is a program to equip our producers with everything
they need to transition to and thrive in the emerging market of providing retirement income
planning services to the “baby boom” as this unprecedented wave of retirement transforms the
financial services industry.
You have no doubt seen several marketing organizations promoting income planning programs
that, at first glance, may appear to be similar to Booming Income. At FIG, we believe that
Booming Income is far different than that offered by competitive organizations.
Why is Booming Income different? The short answer is simply depth:
The depth to understand that what is happening is a shift from a product-driven marketplace to
consumer-driven marketplace.
The depth to understand that these changes reflect a consumer that not only has fundamentally
different needs in retirement, but is also a more financially sophisticated consumer who make
buying decisions based not upon emotion, but upon facts, figures, and logic.
The depth to understand that product alone will not enable the producer to transition to and thrive
in this new marketplace, but requires on-going education and support that transcends product
innovation and product training.
Booming Income is not a just a “marketing system”; it is an on-going initiative to educate,
equip, and continually support producers in successfully making the transition to providing
retirement income planning services. Of course, integral to the Booming Income program are
all of the components of a “marketing system” such as consumer presentations and seminars,
software, and training. The primary difference in these components of Booming Income versus
that offered by others is the background and focus of the components. Booming Income is not
about taking the same old ideas and approaches to selling annuities to a previous consumer
generation and trying to put a new spin on them to make them palatable to the new generation of
consumer. Booming Income is focused upon understanding the needs, wants, and sophistication
of the new breed of consumer and equipping the producer with the tools, support, and background
needed to provide more sophisticated consumer with what they want and need. In other words,
Booming Income is not about trying to force old methods and ideas upon the new breed of
consumer, it is about producing new methods and ideas that fit what the new consumer wants.
To use a common analogy, Booming Income is not trying to force “a square peg into a
round hole”; rather it is about providing the producer with the “round peg that fits the
round hole.”
Make no mistake about this – serving the baby boomer consumer in the burgeoning retirement
income planning market is a fundamental change for most annuity producers. Frankly, success
in providing retirement income planning services to the baby boomer generation will require
many already successful producers to learn some fundamentally different approaches to their
business and how they approach their clients and prospects. In many respects, the techniques that
lead to success with baby boomers is almost the opposite of those approaches that worked well
with the now declining “world war II” consumer. Many producers will not successfully make this

2. transition, but those that do will be able to take advantage of what is the single largest opportunity
that many, if not most, have seen in their career. The Booming Income program is intended to
provide you with what you need to successfully make the transition and thrive.
Booming Income begins with training. The foundation of Booming Income is training and on-
going support intended to equip the annuity producer with the in-depth background to
successfully converse with the more financially sophisticated baby boomer consumer, to more
fully appreciate the pros and cons of the financial choices that the new breed of retiree has, and to
better understand and appreciate how annuity products, when properly positioned and utilized
within a retirement income plan, compliment and provide foundational support to other financial
choices, including securities. For many annuity producers, this is a fundamental shift in their
thinking and approach, but it is a necessary element of success in the new marketplace.
Training is supported by client seminars and presentations designed to appeal to the new
breed of consumer. The same tired-old approaches to selling annuities will not work for the
new breed of consumer; success with the baby boomer requires presentation approaches that
address the different needs, concerns, and experience of the “401(k) generation”. Everything
from the quality of the visual graphics to the core message embedded in the client presentations
offered through Booming Income is designed to appeal to the needs and sophistication of the baby
boomer seeking retirement income planning services. Booming Income also recognizes that there
is no “silver bullet” that will work for every producer in every market, and that rote memorization
of a script or system will somehow lead to success. Producers are different and different regions
of the country are different. Recognizing this reality, a hallmark of Booming Income is the
customization of the core materials to the individual producer to reflect their personality,
knowledge, licensing, and geographic differences. We know that one size does not fit all, and we
are prepared and equipped to accommodate differences.
Training and presentations are supported by planning software and back-office support.
Training gets you up-to-speed to deal with the more financially sophisticated consumer, and
presentations and marketing materials get the consumer to give you a shot at their business. To
get their business requires planning software that allows you to identify issues related to
generating retirement income, to develop a plan for the prospect based upon facts and figures, and
to present that plan to the consumer in a logical and understandable manner. Booming Income is
committed to providing you not only with software support, but we are also committed to
continually improving our Retirement Navigator and other software. Integral to getting the
business is back-office support, and we believe that FIG offers back-office support that is second-
to-none in the industry. Unlike many of our competitors, our Marketing Consultants are fully
trained not only in the products that are integral to the income planning process, they receive the
same training relating to the baby boomer market that we offer our producers. In other words,
our Marketing Consultants understand and are integral to the overall offerings of Booming
Income.
On-going engagement supports it all. Integral to your success in the providing retirement
income planning services to the baby boomer consumer is Booming Income’s commitment to
provide you with continual engagement with training resources and other producers making the
transition to the new market. Committed producers participate in regular meetings, webinar, and
conference calls with Booming Income training and support resources as well as other producers.
This allows the free and continual sharing of ideas, successes and failures, and techniques as they
are developed and tested in what is a new and rapidly changing marketplace. In other words, you
are not alone, Booming Income is not designed as a “one shot deal” where you are given some
training and materials and then left on your own to sink or swim. We are all in this together.

3. Booming Income is not for the uncommitted or faint of heart. Booming Income provides the
conduit to success in the new burgeoning market, but like anything worthwhile, it requires work
and commitment to achieve success. If you are looking for the least time-consuming and least
mentally-challenging “silver bullet” that might work for you (or might not), then Booming
Income is probably not for you. On the other hand, if you recognize that the changes happening
in the marketplace are fundamental and require fundamentally different approaches for success,
are willing to commit the time and open mind that will lead to success, and seek involvement
with a program that understands the depth of the issues, then you are a candidate for Booming
Income. We invite you to join us as we facilitate the success of the next generation of
annuity producers in the next big thing – retirement income planning for the baby boomer
generation.