Family FFL Advisory Business Proposal

Luis Troche & Michael

Khan

October, 2021
 EXECUTIVE SUMMARY

Family First Life Advisory, (FFL) is an insurance organization that specializes

in providing mortgage, final expense and retirement protection insurance policies.
We are committed to providing our clients with a distinctive approach that will meet
the needs and demands of each client to ensure their desired outcomes. Our poli-
cies pay are designed to add a layer of protection that in the event a policyholder
experiences death, Our provide policies will eliminate Any financial distress that oc-
curs after a loss (i.e funeral costs, loss of two incomes, etc.).

Talent/acquisition

FFL Advisory understands the importance of ascertaining and retaining talent

by developing SMART (Specific, Measurable, Achievable, Realistic, and Target), Met-
rics to drive employee engagement and retention, people don’t quit companies,
they quit bosses; Our company prioritizes our employees first that is emphasized in
our belief in placing our employees -First; if our employees are motivated and re-
sults driven through our culture and values, the sales will come, In addition to, FFL
Advisory provides a competitive comprehensive package.

Sales approach

FFL Advisory firmly believes that people don’t buy products, insurance, poli-
cies, etc; people buy people.

Our ability to develop strong partnerships with health insurance organizations

will create opportunity for FFL Advisory to get into new markets and increase our
current market share.

bottom line results. opportunity toproductivity through employee and cus-

tomer engagement. FFL Advisory will provide our employees with the tools and re -
sources that will allow them to, tailor their approach to meet the desired client’s in-
surance needs. FFL Advisory is a solution driven organization that emphasizes
adding value behind that specific service we are selling to that specific client.

The recruiting and retention of experienced agents is vital in ensuring reten-

tion of talent, increasing internal operations and productivity while remaining com-
pliant to all insurance regulations and current legislative. FFL Advisory corporate
mission and values are centered around teamwork. Providing the foundation prod-
uct knowledge of our services, defined roles and responsibilities across the different
segmentations of the business, and the common goal that our organization is built
upon their success and trickles on up.

FFL Advisory will supply and tailor our customers concerns, pain points, and/
or needs with a designed collaborative process that places the importance on the
client and meeting their specific desired outcomes. A trained and FFL Advisory will
set SMART goals for our agents to retain our talent, while operating at a profitable
and competitive within the market. The essential elements for growth that will con-
stantly be kept in mind are product ability, knowledge of client needs, and setting
up trust in the agency.

EFFECTIVE DATE OF BUSINESS

The official effective date of FFL Advisory will commence on November 4,

2021. Our hours of operation will be Mon.- Fri. 9-5, Tues., Thurs. 9-7, Sat. & Sun. 9-
12. As the organization grows, FFL Advisory will consider implementing a shift bid
allotting our top performers to work remote. In addition, providing this incentive will
motivate our employees, resulting in an increase in productivity and retention of
our talent.

COMPANY MISSION AND VISION

 FFL Advisory mission is to focus and ensure customer's individual needs are
tailored to each specific family with the goal of discovering the need behind the
need, and furthermore attach value to justify their financial investment with our or-
ganization.

The agency will provide the customer with outstanding service through a
friendly and knowledgeable team. Trust, integrity, and loyalty will be the foundation
of the agency and adapt to the ever-changing economy to help both the policy-
holder and FFL Advisory alike.

COMPANY GOVERNANCE

FFL Advisory will be running as an LLC with two partners, one sales represen-
tative, one recruiter and a part time phone representative. This business acts as a
subsidiary of Family First Life. The premiums are distributed from the carrier di-
rectly to our Sales Agents. This business will be in Orlando, Florida.

SWOT Analysis

 Initiative-taking with a cheerful outlook

 Strong community connections
 Robust support system consisting of the teamwork mindset within the agency
 Having a diverse team will help relate to all demographics
 Finding team members that share the exact grand expectations for the future of
the agency
 Help simplify the lives of all clients by supplying the coverage they need
 Gaining new leads through current customers and expanding beyond the com-
munity
 Molding and shaping the book of business through multi-lining and generating
quality long-lasting business through relationship building and leadership
 The economy will be an area that could be a threat to the agency, but with a
team that is fully engaged in the business and analyzing, updating, and increas-
ing marketing dollars were most effective, will keep and grow business through
an overall economy that does not show growth.
 Increasing internet competition, as the internet is one of the most cost-effective
and reliable means of advertisement

MARKET DEMOGRAPHICS

Orange County, FL is home to a population of 1.39M people. In 2019, there

were 1.56 times more White (Non-Hispanic) residents (540k people) in Orange
County, FL than any other race or ethnicity. There were 345k White (Hispanic) and
278k Black or African American (Non-Hispanic) residents, the second and third most
common ethnic groups. The most common foreign languages spoken in Orange
County, FL are Spanish (356,492 speakers), Haitian (45,662 speakers), and Por-
tuguese (15,678 speakers). THE 3 LARGEST ETHNIC GROUPS IN ORANGE COUNTY,
FL.

In 2019, Orange County, FL had a population of 1.39M people with a median age of
35.6 and a median household income of $63,461.

Lead Generation Implementation

 We have created a call center set up that allows our agents to call a large
group of people at once. With this, we contact leads provided to us by a sales
agent, or we buy leads from a lead vendor at a rate at which we can profit off by
selling this led to an agent for a higher rate with a warm transfer. There are many
lead agencies out there with various levels of pricing based on the lead type. We
have a relationship with a company involved in health care that is willing to add a
part in their inquiries with their lead agency at no charge. It's an add-on for life in-
surance.

The problem agents face is that they waste their time making calls out to
prospects. At times, they do not answer the phone. With the laws in place, they can
only call every x number of hours to reuse the leads. Making it costly to keep up
with demand when all calls are rejected. We have a bigger platform with more leads
and a smaller price because we get so many. We can continue calling and calling
and never run out of leads. Once they answer and the call is screened, it is trans-
ferred to the agent to close the sale. This type of call transfer is a warm lead.

The number of times a lead is contacted is very crucial to their likelihood of becom -
ing a sale. Agents usually call between one and three times, but a good company
calls 7 or 10 times, if not more, to collaborate with and warm up the lead. Before
these live transfers, final expense leads ever even speak to an agent from your
company. Warm transfers maximize time savings and closing rates, allowing you
the peace of mind to know that by the time the lead will funnel a piece of informa -
tion to one of your agents, it has a remarkably high likelihood of becoming a sale.

We offer an introductory rate for our product to become recognized. Cur-

rently, the starting rate per lead transfer is $60 for 30 days. We are giving our
clients a 90-second period to decide whether the call is for them or not. If they
choose not in this 90 second, we will not bill for that call. after the 30 days, if the
client is in contact with our work, we move up to our regular rate of $90, which is
still a competitive rate as companies charge upwards of $170 for the same leads.
 The lead will fill out an online form and wait for a company representative to
follow up. Or the prospective customer may call the company directly from a digital
or traditional advertisement. An agent will first gather the lead's critical introductory
information and needs. Then, the agent keeps the lead on the line and connects to
the intended specialist. The representative explains the prospect's needs to the
specialist and makes the introduction between the two.

The agents have a higher probability of selling their product as the caller is
explicitly searching for the product they sell at that moment. It is not an aged lead,
and it is not a random cold call. The call has been pre-screened and is ready to buy
if the seller closes. Before ever reaching your agents, these leads are to be prequal-
ified based on health history, Income, Age, Interest level, & more extra. On top of
that, they are also prepped for the conversation with your agent perfectly, under -
standing the process. Also, they are educated on their options and asked even more
prequalifying questions before ever being transferred.

Our powerful marketing program will ensure success because you will close
more sales in this dog-eat-dog market. Your insurance agents will experience more
productivity as a result. Please choose from one of our live transfer insurance leads.
These include health, life, mortgage, auto, homeowner, and annuity insurance
leads. Taking part in our Live Transfer Insurance leads means you can preserve
your time instead of chasing leads yourself. Once the call is transferred to you, that
lead has been pre-screened by our professional consultants, so you can rest as -
sured that the prospect is ready to hear what you have to say. If you're in the
health care insurance field, we've got the expertise and services that can benefit
you.

INDUSTRY ANALYSIS

According to the Insurance Information Institute, the U.S. Bureau of Economic

Analysis gives insurance carriers and related fields credit for contributing $507.7 bil-
lion of total U.S gross domestic product in 2016. Furthermore, below displays a
breakdown of the insurance premiums and their respective costs within the U.S.
This information supports the importance of the insurance industry on both a global
and local level. Between 2018 and 2019, the population of Orange County, FL grew
from 1.38M to 1.39M, a 0.928% increase, and its median household income grew
from $58,588 to $63,461, an 8.32% increase. It is also worth mentioning the most
significant percentage of non-English speaking members are of Hispanic descent. It
will be crucial to hire multicultural team members to help bridge the gaps in com-
munication.

White (Non-Hispanic) 540k ± 3.88k

White (Hispanic) ± 11.7k
Black/African American (Non-Hispanic) 282k
HISPANIC POPULATION 455k people

As for future growth, the youthful generations are essential to having a

healthy base of business. By using social media sources such as Facebook, Twitter,
Instagram, and LinkedIn, the agency will effectively communicate with the youth.
Unlike traditional marketing, cold calling from the phone book, and being lucky to
land 10% of people, social media allows for easy broadcasting of products or ser -
vices globally while attracting the largest group of youth and young adults.

Plan and Sales Strategy

Finding out where the agency's sales and leads are coming from is essential
to tailoring and maximizing the marketing budget. A strategy that we will be en-
couraging in our staff is to be a part of the community. Someone that people look
up to and can trust. Word of mouth is the primary way to get leads and is depend -
able. Some strategies for building community relations are:
 Sponsor local sporting events and fundraisers.
 Meet local businesses in the area and offer services to them.
 With the growing popularity of internet-based communication and marketing,
FFL Advisory will make daily posts on the company's Facebook and LinkedIn
pages to share insurance facts, questions to think about, and any new general
policy changes or availabilities.
 Along with community outreach, the business will take advantage of other mar-
keting sources such as telemarketing through the book of business lists, bill-
boards in the surrounding area, direct mailers sent to potential customers, and
social media to network and reach more of the younger generations eligible for
insurance.

SALES PROCEDURES AND METHODS

Marketing will be vital to the agency's success. Analyzing where business is

produced and recognizing the most effective marketing will be a significant part of
the business. How the potential customer heard about the agency will be tracked
with every opportunity. Here are some Specific Market Strategies:

 Each team member in contact with a new business will be asked to record where
the company heard about the agency. These dispositions are the first indicator
of what areas of marketing are thriving. Adjusting marketing funds will generate
more business for the agency.
 Consistently updating the agency's Facebook page and microsite on Google and
other search engines.
 Work in a Facebook promotion twice a year to encourage growth virtually by of-
fering a ten-dollar gift card to those who invite the agency as a friend and men -
tion the Facebook promotion upon getting a quote.
 Call nights from 5:00 to 7:00 pm. This will generate a high answer rate and the
opportunity to inform and invite the customer to inquire of our services.
 Thank-you cards will be to all new businesses.
Local advertising in newspapers, community flyers, local schools, colleges,
churches, and area restaurants.
 A referral program will be in place for every customer that lists three friends or
family who will receive a ten-dollar gift card.

TECHNOLOGICAL USE

Sometimes a prospect is more open to doing business with someone if they

see the person on the other end of a conversation. There's a lot to be said for body
language and facial expressions, hand gestures. A lot of what is communicated
when two people sit face-to-face and _discuss important matters, like ensuring
one's health, life, business, or property. Customer relations are better via video
chat. we are making sure that our agents are also using Screen Share to Your Ad -
vantage When Selling Insurance. You can use video to nurture relationships with in -
surance shoppers much as you did with family members during the Covid-19 quar-
antine. Have solutions outlined for the client with diverse types of insurance op-
tions? Share your screen so they can review the outline while you explain each
item. In ways, screen sharing makes selling insurance even more accessible than
face-to-face sales and phone calls.

RECRUITING PLAN

The agency will be run with two full-time sales specialists, one full-time sales
assistant/service specialist and rotate through a college intern to concentrate on
telemarketing. The agency will have several means of finding qualified individuals
to fulfill each vital role:

 Website-based job search engines (Careerbuilder.com, Indeed.com, Simply-

hired.com)
Staffing agencies (recruiters)
 Local headhunters specializing in insurance hires (staff that is already licensed)
 Advertising in local magazines/newspapers
 Speaking with local college professors about potential young business majors
with a focus on insurance

Managing Team Member Performance

measure the success of the team a whiteboard tracking monthly progress will be
posted within the office where it will be visible to stop throughout the day. Each
team member will be assigned a color and will record under the appropriate product
line the customer and the marketing mean that created the sale this will create a
competitive atmosphere among the team and hold each accountable for his slash
her sales within the month this will help show trends from month to month and cap-
ture a picture of where the agency is. At the end of each week the team meeting
will be held in the room where the board is present during the meeting the boards
can be referred to for areas of improvement and successes can be celebrated, we
will celebrate these accomplishments of the top performers and provide live enter-
tainment in an effort to create and maintain a positive and uplifting company cul-
ture.