Communicating your value 2013

Communicating your value 2013

Presenters name Presenters title THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Changing times A Kodak moment Do you recall what happened to one of the greatest brands in the United States? THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. 2 Is this the financial services Kodak moment? Source: George Eastman Museum. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. 3 The challenge The reality with existing clients 66% of children fire their parents financial advisor after they inherit their parents wealth Only 38% of investors retain the same advisor when their spouse dies 1 Skinner, Liz, The great wealth transfer is coming, putting advisers at risk, InvestmentNews.com, 7/13/15. 2 Roadmap for a new landscape: Managing the Transition of Wealth Across Generations, State Street Global Advisors, 2016. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC.

Intergenerational wealth transferits just starting In v e s ta b le a s se ts ( $ tr illio n s) U.S. investable assets transferred by year 3.0 2.5 12% Investable assets transferred % of total U.S. investable assets 10% 2.0 8% 1.5 6% 1.0 4% 0.5 2% 0.0 20112015

20162020 20212025 20262030 20312035 20362040 20412045 Estimated Source: The Greater Wealth Transfer, Accenture, 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. 20462050 0% % o f to ta l U .S . in v e s ta b le a s se ts The opportunity Todays objectives 1 Generational intelligence 2 Multigenerational communication of value

3 Strategies for retaining assets through the next generation THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. What is your generational intelligence? Starter quiz 1. Which generation likes control the most? A. Baby Boomer B. Gen X 2. Which generation feels strongest that the position theyre in is based on their hard work? A. Baby Boomer C. Millennial D. Silent Generation B. Gen X C. Millennial D. Silent Generation Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. What is your generational intelligence? Starter quiz 3. Which generation has the highest number of billionaires?

4. Which generation of these four is the largest? A. Baby Boomer B. Gen X B. Gen X C. Millennial C. Millennial D. Silent Generation A. Baby Boomer D. Silent Generation Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. What is your generational intelligence? Starter quiz 5. The Silent Generation and Baby Boomers are the most conservative investors. Which generation is the next most conservative? A. Gen X 6. Which generation wants the most education from their financial advisor?

A. Baby Boomer B. Gen X C. Millennial B. Millennial C. All of the above D. Silent Generation Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Generational quadrant SILENT GENERATION 19281945 BABY BOOMER 19461964 GENERATION X 19651980 MILLENNIAL 19811997 Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Segment your clients by generation SILENT GENERATION (Age 73+) BABY BOOMER (Age 54 to 72) Clients

Assets Clients Assets 36% 37% 43% 48% 79% of clients and 85% of assets GENERATION X (Age 38 to 53) MILLENNIAL (Age 21 to 37) Clients Assets Clients Assets 17% 14% 4% 1%

Source: Red Zone Marketing research for John Hancock Investments, January 2016. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Segment your team of advisors by generation SILENT GENERATION 19281945 BABY BOOMER 19461964 1 advisor GENERATION X 19651980 1 advisor MILLENNIAL 19811997 0 0 Source: Red Zone Marketing research for John Hancock Investments, January 2016. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. What is your generational risk factor? Think about your practice like a portfolio Based on your age and goals, and the age and assets of your clients, how diversified is your practice What is the practices expected client retention? HIGH RISK How marketable is a

practice to a successor? HIGH RISK How marketable is a firm to investment prospects when the most trusted advisors are nearing retirement age? HIGH RISK THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Reducing your generational risk factor Needs Challenges Reach out to the next generation of your clients to develop a retention plan Develop the next generation of advisors Finding the time to connect with the next generation of your clients A small pool of younger advisors and training Low profitability THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Source: PoliticalCartoons.com. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC.

15 Disclaimer Everyone hates millennials until its time to convert a PDF into a Word document. Sara Valentine Source: Time Inc. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. 16 Generational diversitybasic premises Lifecycle effects Certain rites of passage are true regardless of time or culture Child and adult development Socialization Formative experiences Economy Historical events Social norms Popular culture Technology and science Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. 17 The Silent Generation: formative events

and heroes Formative events World War I and II The Great Depression The Roaring 20s The Korean War The G.I. Bill The McCarthy era Heroes Winston Churchill Franklin D. Roosevelt Charles de Gaulle Amelia Earhart General Patton Dwight Eisenhower Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. 18 Major differences between generations SILENT GENERATION BABY BOOMER Command style of leadership Interested in investment protection Prefer formal language and formal dress

Social conformity trumps self-expression Do not like change Seldom buy alone address concerns children will raise SILENT GENERATION Command style of leadership Interested in investment protection Prefer formal language and formal dress Social self-expression MILLENNIAL GENERATION X conformity trumps Do not like change Seldom buy aloneaddress concerns children will raise Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Baby Boomers: formative events and heroes Formative events The Civil Rights Movement, feminism, protests The space race: putting a man on the moon The 60s: sex, drugs, and rock n roll; hippies Vietnam War Dr. Spock, Every child has a gift Heroes Ronald Reagan

John F. Kennedy Martin Luther King John Glenn Gloria Steinem Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. 20 Major differences between generations SILENT GENERATION BABY BOOMER Command style of leadership Interested in investment protection Prefer formal language and formal dress Social conformity trumps self-expression Do not like change Seldom buy alone address concerns children will raise

Believe in hard work and freedom Work identity is important Place value on uniqueness Prefer in-person meetings Control 70% of U.S. net worth/ will inherit another $8 trillion Have not saved enough for retirement BABY BOOMER Believe in hard work and freedom Work identity is important Place value on uniqueness Prefer in-person meetings MILLENNIAL GENERATION X Control 70% of U.S. net worth/ will inherit another $8 trillion Have not saved enough for retirement Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Gen X: formative events and heroes Formative events Watergate, oil embargo Vietnam aftermath Inflation and corporate layoffs (1980s) Challenger explosion Sesame Street and MTV; PC was invented; punk rock Divorce rate tripled Latchkey children

Heroes Very few global/national heroes Family members Teachers Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. 22 Major differences between generations SILENT GENERATION BABY BOOMER Believe in hard work and freedom Command style of leadership Work identity is important Interested in investment protection Place value on uniqueness Prefer formal language and formal dress Prefer in-person meetings Social conformity trumps self-expression AA get get itit done done attitudevery attitudeveryindependent independent

Do not like change Control 70% of U.S. net worth/ will inherit another $8 trillion alone Seldom buy address concerns Hitting their earning own in Hitting their peak peak earning years; years; will will own the the C-suite C-suite in 2020 2020 children will raise Have not saved enough for retirement GENERATION X More More optimistic optimistic and and satisfiedbut

satisfiedbut healthy healthy skeptics skeptics Curb doubt Curb your your enthusiasmXers enthusiasmXers will will doubt what what you you say say MILLENNIAL GENERATION X attitude Balance retirement Balance retirement goals with with college college savings savings for for their their A get it done very independent goals generation) Hitting their peakchildren children (true sandwich

generation) earning years;(true will ownsandwich the C-suite in 2020 More optimistic and satisfied but healthy skeptics In 2012, In 2012, 63% 63% of of Gen Gen XX investors investors worked worked with with an an advisor advisor Curb your enthusiasm Xers will doubt what you say now its only 23% now Balance retirement goalsits withonly college23% savings for their children (true sandwich generation) In 2012, 63% of Gen X investors worked with an advisor now its only 23% Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC.

Gen Xers as investors: what to keep in mind Why the mass affluent left their advisors Didnt trust my advisor anymore, felt they were putting their own interests ahead of... 27% Felt doing it on my own would yield better outcomes 23% Reaized I enjoy managing investment on my own 20% The quality of advice received was poor/below my expecta... 15% My financial advisor did not offer me the right investment op... I thought my financial advisor was not as competent 10% 6% Especially for Gen Xers, the trend has gone towards self-managing their assets and using low fee investment strategies Source: Digital Disruption in Wealth Management, Deloitte, 2013. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Millennials: formative events and heroes Formative events

School shootings September 11 Gulf Wars, the War on Terror Child-centered parenting Digital natives/social media Economic prosperity in early 2000s, the Great Recession Heroes Mark Zuckerberg Steve Jobs Barack Obama Bill Gates Beyonc Jay Z Parents Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. 25 Major differences between generations SILENT GENERATION BABY BOOMER Believe in hard work and freedom Command style of leadership

Work identity is important Interested in investment protection Place value on uniqueness Prefer formal language and formal dress Prefer in-person meetings Social conformity trumps self-expression Rank #1 something Rank #1 career career priority priority as as doing doing something Do not like change Control 70% of U.S. net worth/ enjoyable, for enjoyable, while while 61% 61% feel feel responsible responsible for $8 trillion will inherit another Seldom buy alone address concerns making making aa difference difference Have not saved enough for retirement children will raise

MILLENNIAL Raised Raised with with aa strong strong belief belief that that their their voice voice matters matters 43% investors 43%Xconsider consider themselves themselves conservative conservative investors MILLENNIAL GENERATION attitude Only of aa as good Rankstocks Only18% 18% of Millennials Millennials believe believe stocks are good

#1 careerare priority doing something enjoyable, A get it done very independent while 61% feel responsible for Hitting their peak earning way to will own the C-suite in 2020 wayyears; to save save making a difference More optimistic and satisfied but healthy skeptics Most Raised with a strong belief that their voice matters Most do do not not use use an an actual actual telephone telephone Curb your enthusiasm Xers will doubt what you say 43% consider themselves conservative investors togoals communicate

in the traditional sense communicate in the traditional sense Balance retirementto with college savings for their children (true sandwich generation) In 2012, 63% of Gen X investors worked with an advisor now its only 23% Only 18% of Millennials believe stocks are a good way to save Most do not use an actual telephone to communicate in the traditional sense Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Opportunities for each generations SILENT GENERATION BABY BOOMER Loyalty Transfer of wealth Inspire with Its the right thing to do Trigger words = individual, original, discovery Only 6% that work with a financial advisor use

estate-planning services Balance servicing Boomer clients with developing a value proposition/promise for their next generation MILLENNIAL GENERATION X BABY BOOMER Help them their Value proposition has to inheritances62% be strong, as more would want Inspire withnavigate Its the right thing to do to be walked through retirement planning to donate to charity than

engage an advisor like Trigger words = individual, original, discovery Prove that you do something they cant concise and can use straightforward facts Be Only 6% that work with a financial advisor use Open Give them accessservices to information to alternatives and ESG strategies estate-planning reach goals to MILLENNIAL GENERATION Xfinancial Ask for their feedback Balance Boomer

clients with developing a 62% would Help them Value proposition navigate their inheritances has toservicing be strong, as more want 4 proposition/promise Americans with $1+ million inwalked investable assets like to be through retirement planning 1 to donate to in charity thanaengage advisor Sealing dealan via email often works

value for their next generation Be concise and use straightforward facts Prove that you can do something they cant is under 40 only 3% inherited their wealth Give them47% have never discussed retirement planning goals Open to alternatives access to information and ESG strategies Ask fortheir feedback to reach financial goals Have younger advisors as main point of contact and

dont know how much they will need in retirement 1 in 4 Americans with $1+ million in investable assets Sealing a deal via email often works 47% have($1.5 million median savings) is under 40 only 3% inherited their wealth never discussed retirement planning goals and dont know how much they will need in retirement ($1.5 million median savings) Have younger advisors as main point of contact Source: Collaborative Coaching research for John Hancock Investments, November 2015. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Todays objectives 1 Generational intelligence 2 Multigenerational communication of value

3 Strategies for retaining assets through the next generation THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Why do your clients pay you a fee? Strategy of a top producer 1 The value of our services is worth at least 3% of your assets under care with us annually 2 3 THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Your core story Goals-based wealth management Understanding clients life priorities Identifying family values Setting legacy goals Understanding what wealth means to the family Discussing all aspects of the clients financial life Enhancing intergenerational communication Risk tolerance Banking and lending Quarterly strategy meeting

1 ______% Personalized advice All advice will be based on a formal and focused financial life plan that will adapt with clients changing life priorities Investment and manager research Build investment plan Monitor performance and results vs. clients stated goals Stress test the portfolio 2 times per year Quarterly investment outlook Intellectual capital Team experience niches, designations, years in business **Benefit to the client** Family advisor Technology assistant Your personal CFO. If a decision involves anything with a $, please come to me Social Security questions Pension questions Refinancing or paying off a mortgage

1 ______% 3 ____% THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. 1 ______% Your core storyBaby Boomers Goals-based wealth management Maximize all of your hard work and savings Understanding clients life priorities and plan for whats next Identifying family values Setting legacy goals Enhancing intergenerational communication Understanding what wealth means to the family Discussing all aspects of the clients financial life from a holistic standpoint ______% Personalized advice Intellectual

capital All advice will be based on a formal and focused financial life plan that will help you reach your retirement, estate planning, and charitable goals Investment and manager research Build investment plan Team experience niches designations, years in business **Benefit to the client** Family advisor Monitor performance and results vs. clients stated goals to help you avoid costly mistakes Stress test the portfolio 2 times per year Quarterly investment outlook Technology assistant Regular in-person communication Your personal CFO. If a decision involves anything with a $, please come to me Social Security questions Pension questions Refinancing or paying off a mortgage

______% ____% THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. ______% Your core storyGeneration X Goals-based wealth management Personalized advice Intellectual capital Setting legacy goals Enhancing intergenerational communication Understanding what wealth means to the family Discussing all aspects of the clients financial life through education of the planning process All advice will be based on a formal and focused financial life plan that considers your risk tolerance and will adapt with clients changing life priorities Investment and manager research

Work with you to build a transparent investment plan Monitor performance and results vs. clients stated goals Stress test the portfolio 2 times per year Quarterly investment outlook Team experience niches designations, years in business **Benefit to the client** Family advisor ______% ______% Collaborate to understand clients life priorities Identifying family values Technology assistant Your personal CFO. If a decision involves anything with a $, please come to me to help make the best decisions for you Social Security questions Planning for future family expenses Pension questions Refinancing or paying off a mortgage ______%

____% THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Your core storyMillennials Goals-based wealth management Personalized advice Intellectual capital We work with you to plan your life priorities because this is the best way to reach your financial goals Identifying family values All advice will be based on a formal and focused financial life plan that will adapt with clients changing life priorities Investment and manager research Build a personalized investment plan we dont ever want to take more risk than youre comfortable with or invest in anything you dont agree with Monitor performance and results vs. clients stated goals Stress test the portfolio 2 times per year Quarterly investment outlook

______% Team experience niches designations, years in business **Benefit to the client** Family advisor Setting legacy goals As your goals change in the future well continue flexing the plan to meet your needs Understanding what wealth means to the family Discussing all aspects of the clients financial life ______% Technology assistant A dedicated peer will act as your personal CFO. If a decision involves anything with a $, please come to me Paying off student loans Purchasing a home Planning for future family expenses ____% THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. ______% Why do your clients pay you a fee? Strategy of a top producer

1 The value of our services is worth at least 3% of your assets under care with us annually 2 Do you have any questions on our value? 3 Our goal is to far exceed in value what you will ever pay us in a fee. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Todays objectives 1 Generational intelligence 2 Multigenerational communication of value 3 Strategies for retaining assets through the next generation THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Developing initial relationships with

the next generation Find reasons for your clients to include family in financial decisions or discussions Family meetingsdestination or offsite meeting Lunch and learns for recent college graduates of clients Hiring younger advisorsgenerational wealth manager Family life organizer that prompts conversations with the next generation and/or a family meeting Trustee educationscheduled meetings or conference calls Complimentary financial planning for the entire family Low cost account options to become a client Family foundation/charitable givingassistance and coordination with starting a foundation or being charitable as a family THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Strategy 1: family meeting Sample agenda items Welcome and overview Goals, wishes, and intended legacy Philanthropy Family constitution: family policy, guiding vision and values Next steps Advisor role Plan the agenda with the family patriarch and matriarch Help select a location (destination meeting or office meeting in a neutral site) Facilitate the meeting Open up the meeting with your three funnels

Follow up after the meeting with each member THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Strategy 2: lunch and learns Meet with clients adult children/grandchildren for lunch after graduation Investment 101 Spend less than you make Invest early and often Fully fund the 401(k) Temperament is more important than intelligence For older children of clients, demonstrate what you are doing for their parentshelping them to live independently and with dignity Itll allow you to make the connection to the next generation Itll thrill your existing clients THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Strategy 3: hiring the next generation Have a written strategy for hiring and retaining the next generation of advisors Consider internshipsreach out to the local colleges in a sales or financial planning degree program Think about applying the same principles used in a parent/child practice. The reason they work? Money, respect, mentoring, and second chances Find out what they want out of a long-term situation

Consider salaried positions Consider hiring a generational wealth manager THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Additional resources Family life organizer includes: Family letter Beneficiaries Investments and retirement accounts Property Business ownership Life insurance Wills and trusts Charities/foundations Healthcare choices Final wishes All family advisors Next-generation survey for clients A formal process to collect information about the next generation so you can serve the family THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. The Value Book THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. 41 Reinvention is the key to sustainability There was so much magic in Apple computer in the early 1980s that it is hard to believe

that it may fadeSteve away. Jobs Applerehired went from hip 1997 to has-been in just 19 years. you creating DealAre BusinessWeek, 2/5/96 announced to offergenerational Microsoft on the Macs By the time you readOffice this story, quirky diversity inwild your practice to cult company . . . will end its ride

as 2001 iPod launched an independent enterprise. ensure success in the future? 2003 Fortune, 2/19/96 iTunes launched Apple no longerfirst plays a leading role . . . 2007 iPhone delivered The idea that theyre going to go back to the past to hit a big home run . . . is delusional, Dave Winer, a software developer. The Financial Times, 7/11/97 THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. Take action! Develop your core value funnels. Communicate in ways that will reach the next generation. Meet with your John Hancock Investments Business Consultant! THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. 43

John Hancock Investments A trusted brand John Hancock Investments is a premier asset manager representing one of Americas most trusted brands, with a heritage of financial stewardship dating back to 1862. Helping our shareholders pursue their financial goals is at the core of everything we do. Its why we support the role of professional financial advice and operate with the highest standards of conduct and integrity. A better way to invest We serve investors globally through a unique multimanager approach: We search the world to find proven portfolio teams with specialized expertise for every strategy we offer, then we apply robust investment oversight to ensure they continue to meet our uncompromising standards and serve the best interests of our shareholders. Results for investors Our unique approach to asset management enables us to provide a diverse set of investments backed by some of the worlds best managers, along with strong risk-adjusted returns across asset classes. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. More information For more information, contact your John Hancock Investments Business Consultant at 800-225-6020, or visit jhinvestments.com. John Hancock Funds, LLC Member FINRA, SIPC 601 Congress Street Boston, MA 02210-2805 800-225-6020 jhinvestments.com NOT FDIC INSURED. MAY LOSE VALUE. NO BANK GUARANTEE. NOT INSURED BY ANY GOVERNMENT AGENCY. THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC. MF559743 CYV3PPT 12/18 THIS MATERIAL IS FOR INSTITUTIONAL/BROKER-DEALER USE ONLY. NOT FOR DISTRIBUTION OR USE WITH THE PUBLIC.

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