ING s GROW Program GROW YOUR BUSINESS... START HERE. Growing Relationships, Opportunities and a Wealth of Education. Your future. Made easier.

Transcription

1 GROW YOUR BUSINESS... START HERE. ING s GROW Program Growing Relationships, Opportunities and a Wealth of Education For Broker/Dealer Use Only Your future. Made easier.

2 ING AN INDUSTRY LEADER. As an industry leader with over 40 years of experience, we have the scale and resources to provide solutions that span all market segments. Benefit from the reach and resources of ING by offering your clients the expertise of one of the largest companies in the world, and help them feel confident knowing you are providing retirement plan solutions from a provider that is committed to the Defined Contribution market and holds leadership positions: #1 DC provider based on plans with over 52,000 1 #2 in plan participants with over 6.4 million 1 #3 in DC assets with over $277 billion 1 As the retirement industry continues to evolve and become more complex, joining forces with an industry leader can help provide you with the stability needed to maintain your competitive edge and help grow your business. When you work with ING, you gain access to: Cutting-edge technology to help gain a thorough understanding of your clients plans and industry trends through our On-Demand Reporting capabilities and Benchmark Wizard tool. Comprehensive fiduciary tools to help make it easier to navigate today s demanding regulatory landscape and address many of the challenges faced by employers today with our continuum of fiduciary solutions. Our solutions range from self-service options to outsourcing these responsibilities with ING Portfolio Blueprint, a fiduciary support program made available through the ING product suite, where your clients benefit from Morningstar Associates acknowledgement of fiduciary responsibility for their investment advisory services under ERISA 3(21)(A)(ii), to Portfolio Blueprint 3(38) with full investment management from Morningstar Associates that represents the most comprehensive level of fiduciary support possible under ERISA. A local ING presence to complement your practice from plan installation to ongoing plan reviews, and dedicated resources to offer the plan assistance you and your clients need. Behavior-changing tools and customized communications that promote successful outcomes and help improve plan participation and participant satisfaction. A comprehensive product continuum that spans all market segments and allows you to tailor a retirement plan solution to best meet your clients needs. MAP Select (k)choice Framewor(k) Target Market $0 - $10M $5M - $25M $10M+ Investment Menu Menu-based Managed Open Functionality architecture with architecture with architecture over 300 funds over 1,200 funds menu with the from over 40 fund from over 40 fund ability to work families families with most any fund that is NSCC traded Product Platform Group Funding Mutual Fund Mutual Fund Agreement 2 Program Program 1 Pensions & Investments Special Report of Top DC Recordkeepers, April Group Annuity in the state of WA HIGHER LEVEL OF EMPLOYER FIDUCIARY RESPONSIBILITY LOWER Fiduciary Toolkit Self-Support Portfolio Blueprint 3(21) Fiduciary Support from Morningstar Associates Portfolio Blueprint 3(38) Full Investment Management from Morningstar Associates LOWER LEVEL OF FIDUCIARY SUPPORT HIGHER

3 DID YOU KNOW? 401(k) assets are projected to break the $20 trillion mark by 2015 with contributions growing to over $372 billion*. The opportunity is real and growing.?looking ahead, opportunities to grow your business in the 401(k) market may A GROWING OPPORTUNITY become even more attractive as a result of: The trend from defined benefit (pensions) to defined contribution plans Enactment of the Pension Protection Act, including the greater adoption of automatic enrollment Increasing contribution limits and permanence of catch-up contributions Projected Sales Opportunities, 401(k) Assets and Plans, 2011E There has never been a better time to be in the retirement plans business. An estimated $184.8 billion* in plan assets will change hands in 2011, representing 34,000 plans of which 93% are in the micro and small market segment. Segment Projected Turnover Rates <$1 million 6.5% $1 million to $10 million 7.8% $10 million to $25 million 7.6% $25 million to $50 million 7.5% $50 million to $100 million 7.0% Retirement Plans Earnings Potential Defined contribution assets can be retained if serviced properly, and can generate a sustained revenue flow for your business. Annuitize your business with trail-based compensation options on an ever-increasing asset base. Retirement plans also instantaneously expand your client base if participants make the decision to become advisory clients. $140,000 $120,000 $100,000 $80,000 $60,000 $40,000 $20,000 0 Retirement Plans Earnings Potential (Three plans sold per year vs. one plan sold per year) Trail Commissions (in Dollars) 3 PLANS SOLD PER YEAR 1 PLAN SOLD PER YEAR YEAR 1 YEAR 2 YEAR 3 YEAR 4 YEAR 5 Hypothetical figures are based on the following assumptions: $1M in takeover assets; 65 participants; $200K total annual contributions; no withdrawals; no plan loans; 6% hypothetical asset growth rate;.40% asset charge; 1.00% upfront commissions, 25bps trail commissions beginning in year two; no surrender charges. Assumes programs sold at the beginning of the year. The hypothetical investment results are for illustrative purposes only and should not be deemed a representation of past or future results. This example does not represent any specific product, nor does it reflect additional sales changes or other expenses that may be required for some investments. *Financial Research Corporation, 2009/Cerulli Associates Quantitative Update Retirement Markets, 2010

4 SEIZE YOUR SHARE OF THIS $20 TRILLION OPPORTUNITY LEVERAGE ING S GROW PROGRAM AND YOU CAN: LEARN how to benchmark your clients plans against like plans using independent, third party data; ACCESS a fully customizable Statement of Services and Education Statement to demonstrate your value to clients and prospects; and OBTAIN instant access to behavior-changing participant engagement tools that promote successful outcomes and help improve plan participation and participant satisfaction.

5 ING S GROW PROGRAM This business-building program includes a comprehensive suite of practice development tools and resources to help you leverage all that ING has to offer to find, grow and protect long-lasting relationships. Actionable sales ideas tied to each tool and resource enable you to immediately implement new approaches and ideas into your practice to help grow your business. TOOLS AND RESOURCES FALL INTO THREE CATEGORIES: 1 2 GROWING GROWING GROWING RELATIONSHIPS: OPPORTUNITIES: Prospecting tools Value-added tools to to help you develop keep you informed new and strengthen about industry trends existing relationships. and your clients plans. 3 A WEALTH OF EDUCATION: Behavior-changing participant engagement tools to serve as a catalyst for retirement planning discussions that promote successful outcomes and help improve plan participation and participant satisfaction. SNAP IT! Snap this tag to see a video on how you can seize your share of this opportunity. You will need the Microsoft Tag Reader download it for free from your app store or from your mobile browser, go to With the application, scan the tag in your viewing window to reveal the information. For more information on the Microsoft Tag application and the mobile devices it supports, visit By downloading the application, you accept all Microsoft Tag terms. Access will depend upon your provider and phone. Your provider contract and data rates will apply.

6 For Broker/Dealer use only. ANOTHER VALUE ADD TOOL FROM <Date> <Name> <Company Name> <Address 1> <Address 2> <City, State ZIP> Dear <Business Owner>: [DATE] Are you looking for a retirement plan that allows you to maximize your personal contribution or reward certain employee groups? [PLAN SPONSOR NAME] [PLAN NAME] If so, I can help. There are retirement plan providers available that recordkeep plans which may permit you to maximize your defined contribution or favor certain employee groups with larger contributions by using [CITY, STATE ZIP] certain plan design techniques. Dear [PLAN SPONSOR]: You may want to consider these opportunities if you are: As you know, sponsoring and maintaining a retirement plan that meets participant needs is Looking to maximize your personal defined contribution limit ($49,000 for 2009) Looking to skew employer contributions to yourself a major responsibility involving many time-consuming tasks, including: [DATE] and other key employees Being forced to make costly profit-sharing contributions to all employees because your plan is deemed top-heavy Managing fiduciary responsibility. [NAME] Using an integrated contribution formula Monitoring investments. [COMPANY NAME] Monitoring compliance issues. I will call you soon to discuss whether one of these plan design [ADDRESS opportunities 1] is right for your business. In Reviewing and improving the investment menu. the meantime, please feel free to call me at <Reg Rep Phone [ADDRESS Number> if you 2] have any questions. Ensuring proper and cost-effective plan administration. [CITY, STATE ZIP] Educating plan participants. Sincerely, Monitoring and increasing participant satisfaction. Ensuring the plan matches employee demographics. Dear [BUSINESS OWNER]: Keeping current with legislative changes. Ongoing oversight of plan design and implementation. <Name> Trying to find creative ways that make it easier to manage your business and Registered Representative streamline plan administration, while still balancing the bottom line, can be a Attached is a Statement of Services that my team and I can provide to support you in one <Firm Name> daunting task. of your most important tasks attracting and retaining the best employees by offering a retirement plan that helps empower your employees to achieve their retirement goals. We look forward to making your retirement plan more responsive to the needs and concerns As a total retirement plan solutions financial professional, I m committed to of your employees and your company. providing meaningful solutions to help make plan administration easier so you can focus on what you do best running your business. We hope you will choose to work with our experienced team. Please call me at [ ] if you have questions or need additional information. Introducing an integrated 401(k) payroll solution as part of your plan can help simplify plan administration by seamlessly connecting your payroll services with Thank you for your time and consideration. the administrative duties associated with sponsoring a retirement plan all driven Sincerely, by the expertise of retirement plan and payroll professionals. [ADVISOR NAME] [TITLE/PROFESSIONAL DESIGNATIONS] I encourage you to review the enclosed information that demonstrates how this type of service can benefit you and your employees. I will call you in the next week to set up a meeting to review the information in more detail. In the meantime, please feel free to call me at [PHONE NUMBER] if you have any questions. Sincerely, [NAME] Registered Representative [FIRM NAME] 1 1 strengthen GROWING RELATIONSHIPS Prospecting tools to help you develop new and existing relationships. NEW! The Finals Guide: Words matter it s not what you say, it s what people hear. This Guide includes key results of research from Invesco Van Kampen Consulting and ING who teamed up with the political consultants and word specialists, Luntz Maslansky Strategic Research (LMSR) to find words that work with employers in retirement plan finals presentations. LMSR is known for guiding public opinion on political issues with words and phrases, including death tax instead of estate tax and tax relief instead of tax cuts. Now, they have applied their research and methodology to the retirement plan finals presentation. SALES IDEA: Review the Guide in the back pocket of this kit and draft your own client-centered opening based on the words to use and words to lose in a finals presentation. Complete the worksheets to help you apply the research and prepare for your next finals presentation. Cracking the Code 5500 Campaign: The Form 5500 is more than a tax filing document with codes and numbers. It can be a key to unlocking dozens of sales opportunities. ING has taken the mystery out of the Form and translated this valuable data into prospecting opportunities to help you grow your business. SALES IDEA: Educate your prospects on alternative plan designs that might save them money or maximize deferrals. Look under section 8a for code 2C (Money Purchase plan) and contact the employer to explain the benefits of converting this plan type to a Profit Sharing design so they are no longer required to make a fixed annual contribution. Explain how converting to a 401(k)/Profit Sharing design may help reduce expenses and add flexibility to the plan. By leveraging this useful data, you can provide plan guidance while establishing immediate credibility with your prospects. ING s GROW Program For Broker/Dealer Use Only Unlocking the Sales Opportunities found in the Form 5500 Your future. Made easier. Benchmark Wizard Tool: Gain a competitive edge with ING s Benchmark Wizard. An industry first, this technology enables you to compare your clients and prospects plans to the plans offered by similar companies in the industry. The wizard pulls statistics from an expansive database and instantly generates detailed comparisons of plan provisions, types of investment options offered and retirement planning tools available to participants. SALES IDEA: Demonstrate your value as a financial professional and show your prospects first-hand how their plan stacks up to similar plans in the industry. NEW! Prospecting Letters: Our library of prospecting letter templates give you a reason to reach out to prospects and demonstrate the value you can provide. From plan design options to opportunities available by integrating payroll, these letters will get prospects thinking about what is best for their plan and participants to create successful outcomes. Letters can be printed on your firm s letterhead. SALES IDEA: Customize the plan design letter and send it to your prospects to see if they are offering the plan that best suits their needs or the needs of their participants. Or, customize the payroll letter and send to those prospects who you think might benefit from an integrated 401(k) payroll solution. Wish you had a glimpse inside? Help prospects benchmark their company's plan with ING's Benchmark Wizard Your future. Made easier.

7 Since [YEAR FIRM ESTABLISHED], [FIRM NAME] has worked to help plan sponsors offer cost-effective plans that run efficiently and meet the evolving needs of both sponsors and their employees. With more than [AMOUNT OF ASSETS] in retirement plan assets under management as of [DATE], we believe our team has the experience and knowledge to make your plan more responsive to the interests of your company and its employees. Our service philosophy is to assist you in assessing, analyzing and addressing the specific OUR TEAM: needs of your plan to maximize its value to your organization. We propose to improve the overall effectiveness of your plan by helping you: [LEAD ADVISOR NAME] Manage fiduciary risk. [DIRECT TELEPHONE LINE: ] After conversion and installation, we continue to help you maintain the effectiveness of your Improve operational efficiency. [DESIGNATIONS] retirement plan. We monitor your satisfaction with the plan regularly and make adjustments Increase employee satisfaction. [YEARS IN BUSINESS] as necessary. [YEARS SERVICING RETIREMENT PLANS] Streamline investment selection and analysis. [ROLE WITH PLAN] Identify and recommend cost efficiencies. Fee-based service menu availability language: Our ongoing services encompass investments, fiduciary responsibilities and employee We offer three major categories of service: Our services are available in both a fee-for-service format and total retirement plan service education. [TEAM MEMBER NAME] [DIRECT TELEPHONE LINE: ] Consulting format. [DESIGNATIONS] SERVICE FREQUENCY Conversion and installation Fee-for-service format: You select the service or combination of services that is [YEARS IN BUSINESS] Ongoing services appropriate for your situation. [YEARS SERVICING RETIREMENT PLANS] INVESTMENTS [ROLE WITH PLAN] Total retirement plan service format: We act as your retirement plan advisor and are As part of our ongoing services, we strongly compensated recommend with scheduling asset-based a regular fees review and/or of commissions. your We can assist you by helping coordinate all aspects of your new retirement plan s Comprehensive plan review Annual retirement plan. Our review covers all the key areas of plan operations, including: conversion and installation. We focus on the critical areas of investments, fiduciary Review investment policy statement [Micro: Annual] [TEAM MEMBER NAME] Investment consultation and review. responsibilities and employee education. [Small: Semiannual] [DIRECT TELEPHONE LINE: ] Fiduciary and compliance issues. Micro- and small-plan model language: [Mid: Four times a year] [DESIGNATIONS] Sponsoring and maintaining a retirement plan that meets participant needs can include [YEARS IN BUSINESS] Participant education and communication. Our objectives are: [Large: Six times a year] some daunting, time-consuming tasks. [YEARS SERVICING RETIREMENT PLANS] Assessment of your plan design. Our consultative approach to your retirement plan s needs To has enhance several the simultaneous suitability of your retirement plan s investment menu. Review investment menu, performance [ROLE WITH PLAN] Quality of plan service. objectives: To help you identify and monitor the fiduciary risks that affect your plan. and providers [Micro: Annual] My team and I can help you with these tasks We seek to align your plan s objectives with suitable providers To optimize whose employee capabilities participation and and education. [Small: to help Semiannual] you attract and retain the best employees by offering a retirement plan that We review and evaluate your plan with you strengths and follow reflect up with your a customized unique needs. [Mid: helps Four empower times a and year] motivate your Action Plan that FIRM REFERENCES: offers step-by-step guidance to help boost We your identify plan s effectiveness. and recommend potential providers based INVESTMENTS on your plan s complete profile participants to achieve their retirement objectives. [Large: Six times a year] of objectives, challenges and requirements. Review investment policy statement (IPS) Select alternatives to address over and These organizations sponsor retirement plans we currently service: Our team then obtains specific proposals for your retirement Assess investment plan from appropriate performance under concentration We look forward to working with you to help [As make needed] your retirement plan more responsive qualified vendors. Review investment menu and providers Refine investment menu [As needed] [COMPANY NAME] to the unique needs and concerns of your participants and your company. Install an IPS Selection alternatives to address over or under concentration FIDUCIARY RESPONSIBILITIES Midsize- and large-plan model language: Refine investment menu by: Review 404(c) compliance Annual [COMPANY NAME] - Considering adding new investment categories Assess fidelity bonding Annual Our consultative approach to your retirement plan s needs has several - Eliminating simultaneous or replacing underperforming investments Assess fiduciary liability insurance Annual objectives: - Consolidating redundant investments [Client Name] [Date] [COMPANY NAME] EMPLOYEE EDUCATION We seek to align your plan s objectives with suitable providers whose capabilities and strengths reflect your unique needs. Assess current employee education program Annual FIDUCIARY RESPONSIBILITIES We facilitate the request for proposals (RFP) process in Elect coordination to comply with all Plan and implement effective employee 404(c) appropriate vendors. education program As needed Review 404(c) compliance Our team analyzes the information obtained from the Assess RFP process fidelity to bonding identify potential In-person group education meetings, providers and coordinate presentations to your management. including [Financial re-enrollment Professional Name] [Micro: Annual] [Date] Assess fiduciary liability insurance [Small: Semiannual] [Mid: Semiannual] EMPLOYEE EDUCATION [Large: Provided by Assess current employee education program recordkeeper] Plan and implement an effective employee education program Targeted group education meetings [Micro: Annual] [Small: Annual] [Mid: Semiannual] [Large: Four times a year, or more frequently, as needed] 3 Limited one-on-one support via phone As needed Assess investment advice program Annual NEW! ING s Multicultural Team and Capabilities: There are more than 104 million people that are part of a multicultural population: 49 million Hispanic, 40 million African American and 15 million Asian. By 2050, the Hispanic population is estimated to represent 30% of the total population. These figures could add up to opportunities for you to grow your business. ING s multicultural team can help you turn these opportunities into actual sales. SALES IDEA: Identify prospects that have a large multicultural population and leverage ING s multicultural support team to provide enrollment support or offer bilingual financial literacy and educational materials in-language and in-culture. *Source: U.S. Census Bureau, November 2010 Statement of Services Template: Make a statement start with a Statement of Services. Designed to help develop your value proposition, this document will help you clearly state the services you will provide to your clients. It includes your qualifications and service philosophy relating to consulting, conversion, installation and ongoing services. SALES IDEA: Customize the Statement with your firm logo and contact information and send this to your existing clients as a reminder of the value you provide or send it to prospects to help differentiate yourself from your competition. Clients and prospects will appreciate the clearly stated services so they know exactly what to expect from you. The Multicultural Team Can help you grow your business For Agent/Registered Representative Use Only. Your future. Made easier. ADVISOR QUALIFICATIONS SERVICE PHILOSOPHY CONSULTING SERVICES CONVERSION AND INSTALLATION SERVICES ONGOING SERVICES COMMITMENT NEW! Integrated Payroll Capabilities: Employers spend over six hours per pay period* managing administrative tasks with payroll processing that's roughly three weeks of time savings if an integrated payroll solution is utilized. SALES IDEA: Customize the payroll prospecting letter and send to your clients and prospects who you think might benefit from the time savings of an integrated 401(k) payroll solution. Leverage ING s payroll solution to implement a strategy that can help your clients and prospects maximize their time to focus on their core business. *Matthew Greenwald & Associates, November 2010 NEW! Education Statement Template: Developed as a complement to our Statement of Services template, the Education Statement outlines one of the most important aspects of any plan participant education. The template includes a guided, measurable process with an accompanied action plan about how you will approach participant education for any given plan. It includes a sample template where you can customize the components of a sample education plan and ING can help complete this information if the plan is recordkept on our platform. The last page of the document includes a signed commitment from you where the employer can keep this on file and know up front what to expect from you to help with one of the most important aspects of their plan. SALES IDEA: Customize the Education Statement template and print on your letterhead. Then, send this to prospects as a sample of how you can help with participant education or send to existing clients to serve as a reminder of the value you provide in helping participants make informed financial decisions so they can be retirement ready. Please Note: This template is intended only as a suggested approach to developing a customized communication and education strategy. ING takes no responsibility for its content. [DATE] [EMPLOYER NAME] [PLAN NAME] [ABC RETIREMENT PLAN] COMMUNICATION & [CITY, STATE ZIP] EDUCATION PLAN Dear [EMPLOYER]: Prepared for: The key to a successful retirement program is participant satisfaction. The key to participant satisfaction [PLAN is utilizing NAME] an engaging and informative participant communication and [DATE] education strategy designed to meet the unique needs of your participants to help them be retirement ready. FINANCIAL PROFESSIONAL QUALIFICATIONS Since [YEAR FIRM ESTABLISHED], [FIRM NAME] has worked to help plan sponsors, like you, offer cost-effective plans that run efficiently and meet the evolving needs of both you and your participants. With more than [AMOUNT OF ASSETS] in retirement plan assets under management as of [DATE], we believe our team has the experience and knowledge to make your plan more responsive to the interests of your company and participants. Attached is a customized communication and education strategy that my team and I can work with you on to assist in one of your most important tasks attracting and retaining the best employees by offering a retirement plan that helps educate your participants to take full advantage of plan benefits so they can achieve their retirement objectives. Prepared by: Creating a successful communication and education strategy requires a dynamic, evolving process with [FINANCIAL the ability to PROFESSIONAL grow and guide your NAME] participants through the stages of their working lives [FIRM and beyond. NAME] Our number one goal is to help your participants be retirement ready and [FIRM our experience ADDRESS] tells us that a communication and education strategy is one of the [TELEPHONE most important NUMBER] contributing factors to achieving this. [ ] We look forward to working with you to create successful retirement outcomes for you and your participants. Our Team: [LEAD FINANCIAL PROFESSIONAL NAME] [ ] [DESIGNATIONS] [YEARS IN BUSINESS] [YEARS SERVICING RETIREMENT PLANS] [ROLE WITH PLAN] Please feel free to call me at [ ] if you have questions or need additional information. Sincerely, [FINANCIAL PROFESSIONAL NAME] [TITLE] [FIRM] [TEAM MEMBER NAME] [ ] [DESIGNATIONS] [YEARS IN BUSINESS] [YEARS SERVICING RETIREMENT PLANS] [ROLE WITH PLAN] [TEAM MEMBER NAME] [ ] [DESIGNATIONS] [YEARS IN BUSINESS] [YEARS SERVICING RETIREMENT PLANS] [ROLE WITH PLAN] Client References: These employers sponsor retirement plans with demographics similar to yours that we currently service: [COMPANY NAME] [COMPANY NAME]

8 For Financial Professional Use Only Neither ING nor its affiliated companies or representatives offer legal or tax advice. Consult with your tax and legal advisors regarding your individual situation. GROWING OPPORTUNITIES Value-added tools to keep you informed about industry trends and your clients plans. 2On-Demand Reporting Tool: ING understands the importance of best-in-class technology to make it easier for you to manage your plans. Our On-Demand Reporting capabilities help you gain a thorough understanding of your clients plans plan by accessing useful data to measure and improve plan results and give you the opportunity to create customized plan and participant reports at the click of a button. SALES IDEA: Identify participants who are nearing retirement and run a Participant Balance with Age report or the Participant Fund Balances report and use these as a catalyst for retirement planning discussions. NEW! ING Retirement Research Institute: The Institute s goal is to improve retirement outcomes with innovative programs coupled with unique insight based on how investors actually think, feel and make financial decisions. The Institute can help you manage and grow your business with tools and insights when you are providing retirement services and financial resources to your clients. You can turn to the Institute for in-depth studies, tools and commentaries to help your clients prepare for a comfortable retirement. SALES IDEA: Share the Value of an Advisor white paper with your clients and prospects to reinforce how individuals who spend at least some time working with an advisor saved, on average, more than twice the amount for retirement than those who report spending no time with an advisor. Customize the Education Statement template and send to clients and prospects as a reminder of the value you provide in helping participants make informed decisions so they can be retirement ready. To view a demo of the reporting capabilities that can help you identify sales opportunities, visit To learn more about how the Institute can help you grow your business, visit Practice Management Seminars: Our library of value-added seminars provide information and education on industry topics and end with sales ideas to help build your book of business. Topics range from DC Trends to 401(k) Basics and Best Practices to Sell More Qualified Plans. SALES IDEA: Review the DC Trends seminar and see how some employers are considering drastic measures in this environment. Demonstrate your value by understanding the trends in the market and help make plan administration easier by educating your clients on the new features and services offered. Robert Kaplan, CFP, CPC, QPA, APA: Bob is VP, National Training Consultant for ING Retirement Services. His responsibilities include training for ING personnel as well as members of the TPA and financial professional community. He understands the complexities of retirement plans and the importance of translating them into layman s terms. SALES IDEA: Differentiate yourself by partnering with Bob at your next training or sales meeting and he can help translate the technicalities so you can focus on what you do best selling. Kaplan s (k)oncepts Robert M. Kaplan Acomprehensivemediakit to help take your practice to the next level. Your future. Made easier.

9 A workbook about your future. Time(s), date(s), location(s) area. YourNumber is the amount of money you need to retire the way you want. Asset allocation divides your portfolio among and within different asset classes such as stocks, bonds, and money market instruments. Using asset allocation as part of your investment strategy neither assures nor guarantees better performance and cannot protect against loss in declining markets. Investments are not guaranteed and are subject to investment risk including the possible loss of principal. The investment return and principal value of the security will fluctuate so that when redeemed, may be worth more or less than the original investment. The value of debt securities may fall when interest rates rise. Debt securities with longer maturities tend to be more sensitive to changes in interest rates, usually making them more volatile than debt securities with shorter maturities. For all bonds there is a risk that the issuer will default. High-yield bonds generally are more susceptible to the risk of default than higher rated bonds. You should consider the investment objectives, risks, and charges and expenses of the investment o carefully before investing. Prospectuses containing this and other information can be Your obtained Number by cis the amount of money you need Review your portfolio today by logging onto me at the number above. Please read the prospectuses carefully before investing. to retire the way you want and it s important. or bycallinganingrepresentativeat(800) After all, your future depends on you. You should consider the investment objectives, risks, and charges and expenses of the investment options carefully before investing. Prospectuses containing this and other information can be obtained by contacting your local representative. Please read the prospectuses carefully before investing. Attend a meeting to learn more! Time(s), date(s), location(s) here. Your future. M Your future. Made easier. Not FDIC/NCUA/NCUSIF Insured Not a Deposit of a Bank/Credit Union May Lose Value Not Bank/Credit Union Guaranteed Not Insured by Any Federal Government Agency Insurance products, annuities and retirement plan funding issued by (third party administrative services may also be provided by) ING Life Insurance and Annuity Company. Securities are distributed by ING Financial Advisers, LLC (member SIPC), One Orange Way, Windsor, CT These companies are wholly owned, indirect subsidiaries of ING Groep N.V. Securities may also be distributed through other broker-dealers with which ING Financial Advisers, LLC has selling agreements. These companies are members of the ING family of companies. Insurance obligations are the responsibility of each individual company. Products and services may not be available in allstates.productsandservicesofferedthroughtheingfamilyofcompanies. 3 GROWING A WEALTH OF EDUCATION Behavior-changing participant engagement tools to serve as a catalyst for retirement planning discussions and promote successful outcomes to help improve plan participation and participant satisfaction. Participant Education Seminars: These value-added seminars can be used to hold participant education meetings. Use these as an opportunity to get in front of your clients to help educate them on topics ranging from Investing 101 to Budgeting and Asset Allocation. SALES IDEA: Use these seminars in conjunction with our On-Demand Reporting capabilities run a report to find participants who are nearing retirement and offer to present the Retirement Readiness seminar. Participant Education Experience: Finding creative ways to motivate employees to participate in their retirement plan can be a daunting task. ING has changed the way we think about participant education with the introduction of our Your Number experience. This experience encourages participants to think about a number they may not know the total amount of money they need to save by the time they retire. SALES IDEA: Customize the Education Statement template using the materials as part of this experience with your clients to demonstrate the education you can provide to help increase plan participation and participant satisfaction. Akeytoretirement planning is in this little box ABC Company ABC Company It s time you focused on Your Number. Your Number istheamountofmoneyyouneedtoretirethewayyouwant andit simpo After all, your future depends on you. Attend a meeting to learn more! $1,218,738 ABC Company Finding the right balance, may help you reach Your Number! Your Next Step? INGCompareMe.com: In today s economy, it s more important than ever to find helpful ways to save for retirement. This tool offers a fresh approach to retirement saving by leveraging the power of peer comparison. INGCompareMe.com makes it possible for users to see where they stand in relation to others on a wide range of saving, spending, investing, debt and personal finance matters. SALES IDEA: Introduce your clients to this tool to see how they stack up. Depending on the results, leverage our participant education materials to help educate your clients on deferral increase opportunities to help drive positive participant behavior. My Retirement Outlook: This unique retirement calculator includes an integrated retirement and paycheck analysis with an instant gap statement. In as few as four easy steps, participants can estimate how much they need to save for retirement and how various savings amounts will impact their take-home pay today. Results are immediately presented in an easy-to-read graph that identifies potential gaps in retirement funding and the ability to print a personalized needs and paycheck analysis. SALES IDEA: Use this tool as a catalyst with your clients for retirement planning opportunities. By combining the retirement and paycheck analysis calculators, you can provide your clients with a more complete review of their retirement needs and help them be better prepared to close the gap. To view a demo of the tool to see how your clients stack up against their peers, visit To view a demo of the tool that can be used as a catalyst for retirement planning opportunities, visit

10 BEST PRACTICES: Customize the payroll prospecting letter and send to your clients and prospects who you think might benefit from the time savings of an integrated 401(k) payroll solution. Leverage ING s Payroll Solution to implement a strategy that can help your clients and prospects maximize their time to focus on their core business. Share the Value of an Advisor white paper with your clients and prospects to reinforce how individuals who spend at least some time working with an advisor save, on average, more than twice the amount for retirement than those who report spending no time with an advisor. Customize the Education Statement template and send to clients and prospects as a reminder of the value you provide in helping participants make informed decisions so they can be retirement ready. Benchmark yourself using ING s Benchmark Wizard to run your clients plans and identify the categories where you outperform the benchmark for the plans you manage. Share these results with your prospects using the Statement of Services template to demonstrate the measurable value you bring to help clients improve plan results and participant satisfaction.

11 Need a hand to help grow your business? Contact your local ING representative or call our Sales Desk at (866) , option 4.

12 Insurance products, annuities and funding agreements issued by ING Life Insurance and Annuity Company ( ILIAC ) One Orange Way, Windsor, CT 06095, which is solely responsible for meeting its obligations. Plan administrative services provided by ILIAC or ING Institutional Plan Services, LLC. All companies are members of the ING family of companies. Securities distributed by or offered through ING Financial Advisers, LLC (member SIPC) or other broker/dealers with which it has a selling agreement. Products and services may not be available in all states. For Broker/Dealer Use Only C.R-3 (03/11) 2011 ING North America Insurance Corporation. C (6/10)