Instant Purchase/ OASys/Predestined

Instant Purchase
Daily 22 hour access to lead inventory with immediate purchase ability! (Including weekends!) Daily order times start at 8:00am EST6:00am EST the next day All purchased leads are either billed through regular billing cycle or now with a credit card option! Wishlist Feature Agents have availability to make a wishlist of leads they would like to purchase and then Agency Managers have to approve lead order quick & easy! Also, be sure to ask your lead purchase authorized up-line about pre-approved wishlists. OASys Online Allocation System Easily manage and allocate leads Monitor and keep notes on your or your agents progress Predestined Leads delivered almost immediately to your email/blackberry within minutes of the client submitting request .

Lead Performance Team

sandra@naaleads.com

Sandra Sheckells Wendy Brunick Hunter Tickle

1214 Turrentine Street Burlington, NC 27215

Phone: 336.227.3319 Fax: 336.227.3351 Checkout The Lead Performance Team and NAA on Facebook
Information as of 5/10/12

wbrunick@naaleads.com htickle@naaleads.com sosborne@naaleads.com

Samantha Osborne

How We Generate Leads/PDR Mailings

Lead Types
A Leads: Leads that have not been distributed to anyone before. You have the lead exclusively for 5 weeks to sell a policy. It rolls to an (A1) 5 weeks after the date of purchase as an (A) Lead if no policy is issued. A1 Leads: Leads that were distributed to another NAA agent once before you, but they did not sell a policy within the 5 week exclusive time period. You have an (A1) lead exclusively for 5 weeks. Rolls to (AA) 5 weeks after the date it rolled to (A1) regardless if it was bought as an (A1). AA Leads: Leads that were not sold a policy within the 5 week exclusive time period that it was an (A1) lead. You have these exclusively for 2 weeks. The lead could have been sold once (A) or twice (A & A1) before. It rolls to (3A) 2 weeks after date it rolled to (AA) regardless it if was bought as an (AA). 3A Leads: Leads that were not sold a policy within the 2 week exclusive time period it was an (AA) lead. You have it exclusive for 2 weeks. The lead could have been sold once (A1), twice (A & A1) or three (A, A1, & AA) times before. It rolls out of inventory 2 weeks after date it rolled to (3A) regardless if it was bought as an (3A). RW: Leads that were never sold a policy. Numbers are rerun through the Do Not Call List before distributing. Available 1 year from the date the lead was created. Available as an (RW) for 1 year before rolling to a (RW2). RW2: Leads that were never sold a policy. Numbers are rerun through the Do Not Call List before distributing. Available 2 years from the date lead was created. Available as an (RW2) for 1 year before being removed from inventory.

Lead Lingo
GMR: Geographical Marketing Request *Only lead purchase authorized agents can place GMRs GMR cutoff time 12:00am EST Daily Care Ratio: Monthly issued paid premium care ratios are used for distribution purposes. Care Ratios are determined by the number of Issued Pail policies divided by A leads purchased. Lead Sources: Direct Mail Leads (DML) Telemarketing Leads (TML) Web Leads (Web) Speed (SPD) Call-in Leads (CIL) Products: Life (LIF) Final Expense (FEX) Current Client Life (CCL) Annuity

Our number one source for data is through individual court research. We now have around 300350 researchers around the US. We currently collect mortgage, marriage, and birth data. You can check it out or apply at www.prodataresearch.com

Lead Types (cont.)

DLP: Discount Lead Program DML and FXD (A) leads that have reached the age of 90 days and Web, Call-in, & Telemarketing (A) leads that have reached 60 days old and have never been distributed. DLP leads roll the same way (A) leads roll. DLP leads can be sorted by sold/unsold. TLP: Telephone Lead Program Raw data consisting of names & phone numbers. Available for 3 weeks. 1-499 = $0.25/lead 500+ = $0.10/lead GMR Price = $0.10/lead DKD: Door Knock Data Raw data collected at the courthouse. NOT approved to call clients. Available for 90 days.

PDR is capable of operating 24 hours a day and can mail up to 1.6 million mailers each week! It takes approximately 46 weeks for a lead to return from the time that it is mailed. New Data is being tested each week to create new lead types!

Lead Type:

Description: Exclusively:

Leads that have not been distributed to anyone before 5 weeks to sell a policy

3A Leads that were not sold wihtin the 2 Leads that were distributed to Leads that were not sold within 5 week exclusive period it was an (AA) another NAA Agent once before you week exclusive period it was an (A1) Could have been sold once (A), twice but did not sell a policy within 5 - Could have been sold once (A) or (A & A1), or three (A, A1, & AA) times week exclusive period twice (A & A1) before before 5 weeks to sell a policy 2 weeks to sell a policy 2 weeks to sell a policy

A1

AA

Rolls After: Lead Type:

Description: Exclusively:

(A) Web, CIL, TML leads that are not sold after 60 days & (A) DM leads that are not sold after 90 day rolls from (A) to (DLP A) / if (A) 5 weeks after date it rolled to (A1) 2 weeks after date it rolled to (AA) leads are purchased, they roll after regardless if it was bought as (A1) or regardless if it was bought as (AA) or 5 weeks of purchase to A1 not not DLP A DLP A1/ DLP A1 NS* DLP AA/ DLP AA NS* Leads that were not sold within 5 Leads that were distributed to week exclusive period it was an (DLP another NAA Agent once before you A1) - Could have been sold once ( Leads that have not been but did not sell a policy within 5 DLP A) or twice (DLP A & DLP A1) distributed to anyone before week exclusive period before 5 weeks to sell a policy 5 weeks to sell a policy 2 weeks to sell a policy

2 weeks after date it rolled to (3A) regardless if it was bought as (3A) or not -- [then it goes into holding until it reaches 1 year & rolls to RW] DLP 3A/ DLP 3A NS* Leads that were not sold wihtin the 2 week exclusive period it was an (AA) Could have been sold once (A), twice (A & A1), or three (A, A1, & AA) times before 2 weeks to sell a policy

Rolls After: Lead Type:

Description: Avalible: Stays in inventory:

(A) Web, CIL, TML leads that are not sold after 60 days & (A) DM leads that are not sold after 90 day rolls from (A) to (DLP A) / if (DLP A) are purchased, they roll after 5 weeks of purchase to DLP A1/ if (DLP A) is not purchased they roll to DLP A1 NS after same time frame as A rolls to DLP A RW Leads that were never sold a policy. Numbers rerun through DNC list before distributing. Only distributed once. 1 year from date lead was created 1 year, then rolls to RW2

5 weeks after date it rolled to (DLP A1) regardless if it was bought as (DLP A1) or not; * DLP A1 NS was never sold to an agent as a DLP A and after 5 weeks if not purchased they roll to a DLP AA NS RW2 Leads that were never sold a policy. Numbers rerun through DNC list before distributing. Only distributed once. 2 years from date lead was created 1 year, then rolls out of inventory

2 weeks after date it rolled to (DLP 3A) regardless if it was bought as (DLP 3A) or not it rolls to (DLP 4A); *DLP 3A 2 weeks after date it rolled to (DLP NS was never sold to an agent and AA) regardless if it was bought as after 2 weeks if not purchased rolls to (DLP AA) or not; *DLP AA NS was a DLP 4A NS; both DLP 4A and DLP 4A never sold to an agent and after 2 NS after 2 weeks it rolls out of hte weeks if not purchased they roll to a system and then it goes into holding DLP 3A NS until it reaches 1 year & rolls to RW TLP DKD Raw data consisiting of names & phone numbers collected from public records, the data has been Raw data collected at the courthouse run through DNC. [Not approved to call clients] Immediately 21 days 1 - 499 leads: $0.25 each 500+ leads: $0.10 each GMR: $0.10 each 7 days after data received 90 days 1 - 499 leads: $0.10 each 500+ leads: $0.06 each GMR: $0.06 each

Cost:

depends on contract level

depends on contract level

Information current as of 11.8.11

NAA Lead Program Frequently Asked Questions

1. What is a GMR?
A GMR is a Geographical Marketing Request. What does that mean? When your manager places a GMR, he or she is asking us to market for leads in a specific location. Your manager places a standing order in a given county, or counties, for a specific maximum number of leads per week. Any leads that come to that county go to GMRs first before others can buy them via instant purchase. GMRs are placed for a minimum of 5 leads per county and must be maintained for 4 weeks.

2. What is a care ratio?

A Care Ratio is a percentage amount that reflects how many A leads you convert into an issued paid application. A leads are the only lead types that count against your care ratio. For example, if you bought 10 A leads and wrote 5 issued paid apps off of those 10 A leads, 10/5 would be a 50% care ratio. Care ratios are the number one criteria we examine when determining who should get leads during lead distribution. Care ratios essentially tell how much you care about your clients.

3. What is the difference between a GMR & Instant Purchase?

If your manager sets up a GMR for you in specific counties, that means when leads come in for that county, you will get the leads FIRST (before it goes to instant purchase). Once your GMR is filled, any other leads that come in will be loaded to instant purchase. If you are traveling and want to purchase leads in counties you do not usually work, instant purchase would be good to make a onetime purchase verses place a standing order like for a GMR. Also, if the Lead Council has already processed distribution of leads through a GMR for the day and you want to get more leads in a specific county, Instant Purchase is available 22 hours a day! Furthermore, on Holidays and weekends, you CAN order leads off of Instant Purchase.

4. What are the benefits of a GMR?

The benefits of a GMR are many. The major one is cost; lower, much lower than IP. Also, with a GMR you have a standing order of leads coming each week so you have control over your lead flow & mix of lead types. Having a GMR also assures you that we have that county on our preferred mailing list to maximize the lead flow for you in that county. The second major benefit is with your GMR you can request PDLs which assures you the fastest delivery of CILs, Web, and TMLs. Stats show that the sooner you get these leads; the better your conversion rate. You retain the best possible ROI on your lead purchases.

5. What are unassigned counties?

Unassigned counties are your best friend! These counties have no A Lead GMRs and therefore, if you wanted to get leads there your manager could place their own GMR and you will get first pick. If you are looking to expand your business into nearby counties, requesting an unassigned county list from the lead team would be a great place to start. We will also email these lists out periodically along with names of counties that are not only unassigned but also have high A Lead inventory.

6. What is predestined and how can I use it to my benefit?

Predestined leads are those that can come to you or a downline agent within minutes of being produced. There is no lag time of waiting on the next days distribution; they go directly to the preferred writing agent. Think about it; someone can literally be sitting at their computer; submit their request for additional information and you can be calling them within minutes of their request. No time for a competitor; since they are shopping to beat you to the potential client no one else in our industry has this capability.

7. What is a QRA?
QRA stands for Qualified Resume Allowance and they are created when people interested in joining NAA go to the NAA website and click on the Get Started Now Button and fill out the questionnaire giving details about themselves and their history. Some may already be licensed and some may not have a license yet. They can be purchased through a GMR or on IP and can be ordered specifically for Licensed and Non Licensed.

8. How can NAA help me recruit?

NAA has purchased ads in bulk from Career Builder and Monster so that we can offer the ads to agents at a discounted rate. So when Agents are ready to recruit their own downline they can contact Hunter Tickle at htickle@naaleads.com to have an ad posted on the internet through Career Builder or Monster. Ad cost varies by site. We also have Resume seats on the same sites and with these you are given a user name and password so that you can log on to the website and pull resumes of only the people you are interested in.

Lead Credits: Guidelines and Procedures

There are six categories in which you can submit a lead for credit. Four categories are available to both managers and agents, and the remaining two are only available to managers (denoted in blue). Any agent that has the need to submit a credit request for numbers 5 or 6 must contact their agency manager for assistance. 1. 2. 3. 4. 5. Lead States Clients Age is 80 Years or Older (or over 85 for FE leads) If all applicants on this lead are stated as being 80 years or older Bad Contact Data (Phone and Email) The contact data on the lead is either incorrect or fraudulent Client Sold by Another NAA Agent This client has already been issued a policy under another NAA agent Duplicate Lead This lead has been sold to you once already and you are receiving it again Client is Not English Speaking This is an English speaking lead type yet the client does not speak nor understand English Lead NOT in GMR (Geographic Mailing Request) I did not request leads in my GMR for the area this client resides.

6.

A lead can be only be submitted for credit 35 days from the original date of distribution or beforeafter 35 days the lead is no longer eligible for credit. Lead Credits are submitted through the Oasys system. Step by step instructions showing how to submit a Lead Credit Request are available at the following link: https://www.prodataresearch.com/naa/leads/tutorials/LeadCredits/LeadCredits.html. If your lead is approved for credit, your next invoice from NAA will show the amount the lead was credited for and it will be subtracted from the total. You will NOT receive new leads in the place of credited leads. If your lead is denied, you will once again be granted access to the lead (by opening the PDF file) and you will be able to work the lead again. Any lead credits that are submitted that are obviously incorrect (for example, if you submit a lead for credit in the Over 80 category but the lead clearly states that the client is not over 80), a $10 charge will be added along with the denial.

Lead credit processing generally takes anywhere from 5-10 business days. Not all lead types are allowed for credit requests. The following chart is for your reference:

Eligible for Credit Request

A leads (A0) A1 leads AA leads Web leads (WB) TM leads CI leads QRA's (QR) DLP A leads DLP A leads (Sold and Unsold) DLP A1 leads (Sold and Unsold) DLP AA leads (Sold and Unsold)

NOT Eligible For Credit Request

A3 leads Free leads (FR) OPP leads (OL) RW leads TLP leads (T0 and T1) DKD leads (DK) Agent Sales (GM and GD) Agent Recruiting (AR and AS) DLP 3A leads (Sold and Unsold)

Explanation of Distribution Week Receive leads from Saturday to Friday Invoiced on the following Tuesday Drafted on the following Thursday
SUNDAY MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY
Receive Leads

Receive Leads

Receive Leads

Receive Leads

Receive Leads

Receive Leads

Receive Leads

Receive Leads

Receive Leads

Receive Leads

Receive Leads Invoiced for Red Leads

Receive Leads

Receive Leads Drafted for Red Leads

Receive Leads

Invoiced for Purple Leads

Drafted for Purple Leads