PRO TIP
Take a few minutes to review the Retirement Homeroom to get into the mindset of your prospects and clients. This will refresh you on the retirement concerns that may be keeping them up at night and help you to further identify your prospects.

PRO TIP
Start every conversation with a personal connection.

PLUG INTO SCHOOL DISTRICTS!

1. When calling the district office there are any number of administrators/departments for whom you might ask. For example, Payroll, Chief Financial Officer, Benefits, Business Administration. Don’t forget some of our plan sponsors know NLG as “LSW” or “Life Insurance of the Southwest”.
   • If stumped on who to call, call the payroll office and ask where you can find a copy of the Salary Reduction Agreement (SRA) and the process to submit it.
   • Once you get that information confirm that NLG is an approved vendor.
2. If NLG is not an approved vendor, ask what the procedure is for adding a new vendor to a plan.
3. If NLG is an approved vendor, ask how the Salary Reduction Agreement is processed and if the Plan is working with a TPA.
4. Ask about solicitation rules. Can you reach out to employees using district/school email?

Remember that all marketing you create or use in an NLG slot must be reviewed and approved by NLG compliance, even if NLG isn't mentioned on it.

OPEN DOORS THROUGH SERVICE
IRS Universal Availably requires plans to give meaningful notice to employees of their right to make elective deferrals into a plan. Not all districts are aware of the requirement. If you help them meet these requirements at no cost to them, you’re offering a meaningful service and a straight inroad to gain new prospects. To satisfy this requirement, ask if they will plug you into their next faculty meeting, new teacher orientation or benefit fair.

PLUG INTO SCHOOL DISTRICTS!

1. Reach out to district administration and school employees during COVID-19 with helpful updates. For example, use the two pieces NLG has produced for updating plan sponsors and employees on how the CARES Act may impact them.
2. Once you get prior approval from the school or district to reach out to employees via school email, send an email with CARES Act information (or other applicable compliance approved marketing piece – refer to Accessing emails on the Agent Portal above in the "Invitation Email" section) with an invitation to attend a group Zoom meeting to discuss any concerns the employees may have about the State Pension Plan, their 403(b) if enrolled or any questions related to retirement planning, as well as information on taking distributions, loans, and hardships. Do not mass email entire schools or districts, personalize your emails to groups of 10 employees at a time.

PRO TIP

1. Ask a buddy to partner-present with you. Have your co-presenter facilitate chat box questions that come in. Establish a procedure for employees to request a one-on-one meeting with you. (Try displaying a QR Code to set appointments.)
• ESI representatives, be aware of your restrictions for conducting webinars and setting appointments. See ESI Field Notice 2020-06 regarding video seminars, and ESI Supervisory Procedures regarding electronic communications such as appointment setting applications.
2. Do something nice for your attendees like mailing them an item from the National Life store. Please be aware of gifting rules in your state, and never condition a gift on a meeting or purchase.
3. Present the Life Changer of the Year program to school employees attending the meeting.

PLUG INTO SCHOOL DISTRICTS!
If the school district is reluctant to allow you to join their meeting, ask if you can record a brief video for them to play during the meeting. Don’t forget to include your QR Code or another method of appointment setting.