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Individual Annuity Market: Methodology

Summary: The information in the report is assembled and organized from our Individual Annuity Market (Fixed and Variable) Sales Compensation Survey Questionnaire which is completed online by companies; plus extensive telephone interviews are utilized for both collection and validation of data.

KEY DEFINITIONS:

Sales Production: Sales volume performance for a calendar year.

Cost of Sales in Basis Points: Total Cash Compensation divided by Sales Production per Wholesaler.

Wholesaler Productivity: Correlation of Sales Production to Total Cash Compensation.

Pay Progression Analysis: Correlation of Total Cash Compensation to Time Employed.

Wholesaler Production Progression Analysis: Correlation of Sales Production to Time Employed.

Tenure Distribution: Correlation of Time Employed with Same Company.

New to Role: Individual has less than 18 months experience in role/function (new hires with experience should not be included in this group).

Average Performer: Individual meets sales targets, but does not exceed them.

Star Performer: Individual significantly exceeds sales targets.