lnl2436. where are we? +7.2% 1st qtr. – 2012 1,276 1st qtr. – 2013 1,375 ytd – 2013 1,500 +15%...

LNL2436

Wh

ere

Are

We?

Producing Agents 200

400

600

800

1,000

1,200

1,400

1,600

+7.2%

1st

Qtr

. –

201

2

1,2

76

1st

Qtr

. –

201

3

1,3

75

YTD

– 2

013

1,5

00

+15%

Placeholder Data

Wh

ere

Are

We?

Submitting Agents 100

200

300

400

500

600

700

800

-2.2%

1st

Qtr

. –

201

2

697

1st

Qtr

. –

201

3

682

YTD

– 2

013

715

+3%

Placeholder Data

Wh

ere

Are

We?

Total Net Submit $1,000,000

$3,000,000

$5,000,000

$7,000,000

$9,000,000

$11,000,000

$13,000,000

-7.9%

1st

Qtr

. –

201

2

$10,0

02,9

55

1st

Qtr

. –

201

3

$9,2

67,7

93

YTD

– 2

013

$10,8

00,0

00

+3%Placeholder Data

WOOD – OLD SPACE

WOOD – NEW SPACE

HANSON – OLD SPACE

HANSON – NEW SPACE

JACKSON – OLD SPACE

JACKSON – NEW SPACE

BLANCO – OLD SPACE

BLANCO – NEW SPACE

LNL2436

Individual Growth

Laptop Implementation

$130,457Individual Net Submit

$76,508Individual Net Submit Same Time Last Year

Growth 71%

Tim

Ad

erh

olt

Worksite Growth

Worksite Advantage Implementation

$146,067Worksite Net Submit

$475,579Worksite Net SubmitSame Time Last Year

Growth 226%

Tim

Nu

ckolls

Can your training system be

duplicated?

Tim

Nu

ckolls

Issue:Creating a system that

can be easily duplicatedTop Agents are not always

the best field trainersTop Agents usually use

sales skills that are difficult to duplicate

Tim

Nu

ckolls

Why use the

Flip Book Presentatio

n?Tim

Nu

ckolls

It Can Be Duplicated!

Using it allows all agents to be trained the same way

It gives new agents the confidence they need to prospect

First year agents have closed 63 cases so far this year using it!

Tim

Nu

ckolls

Three Key Points to Train:

1. Introduction

2. The Four Common Responses All agents are required to memorize

these verbatim before going in the field Being prepared gives agents the

confidence they need to be successful The Flip Book is available as a visual aid

for the agent. This helps to walk them through the presentation and keep them on task.

Tim

Nu

ckolls

Three Key Points to Train:

3. Activity and Verification Train your Agents to use the 55/10/1

model Have your Agents keep track of their

numbers

Tim

Nu

ckolls

Organizational Skills:55/10/1 is designed to close 10% of the appointments that agents run

What are your agents doing with the other 90%?!?

Have each agent create a Prospect Book to help them stay organized throughout the week, month and year

Have Prospecting Surveys for agents to write notes on upon leaving a businessTim

Nu

ckolls

Clo

ser

To T

he H

eart

Clo

ser

to t

he H

eart

Clo

ser

to t

he H

eart

How do I donate?

Check• Make the check payable to

FIDELCO• Give the check to Sally East

1Online• Go to www.fidelco.org• Click ‘How to Help’ and ‘Make a

Donation’• Forward a copy of your email

confirmation to seast@torchmarkcorp.com

2

Our donations will be earmarked to help provide a service dog to a

blinded veteran

COUNCIL OF CHAMPIONS

Tim Aderholt

Gainesville13 Time Qualifier

Cou

ncil O

f C

ham

pio

ns

Brian Cannington

Waycross11 Time Qualifier

Cou

ncil O

f C

ham

pio

ns

Owen Wilson

Orlando9 Time Qualifier

Cou

ncil O

f C

ham

pio

ns

John Hadder

Birmingham7 Time Qualifier

Cou

ncil O

f C

ham

pio

ns

Jeff MillerSpringfield4 Time Qualifier

Cou

ncil O

f C

ham

pio

ns

Mark Woodruff

Montgomery3 Time Qualifier

Cou

ncil O

f C

ham

pio

ns

Clint McLain

Jasper2 Time Qualifier

Cou

ncil O

f C

ham

pio

ns

NEW COUNCIL MEMBERS

Cou

ncil O

f C

ham

pio

ns

Kathy Blanco

Tampa Bay

Cou

ncil O

f C

ham

pio

ns

Cedric Higgins

Columbus

Cou

ncil O

f C

ham

pio

ns

Vickie Ketron

Knoxville

Cou

ncil O

f C

ham

pio

ns

Cou

ncil O

f C

ham

pio

ns

COUNCIL NOTES

SU

BM

ITTED

PO

LIC

IES From: AUTOMAIL@libnat.com [mailto:AUTOMAIL@libnat.com]

Sent: Monday, April 08, 2013 10:10 AMTo: lnl.jen.e.rahl@tmkweb.comSubject: SubmittedEapps

PRIMARY AGENT:BRANCH: 111/77RAHL,JEN (12345)555 MAIN STREET, CORINTH MS Phone: (555)246-8976Cell: (___)___-____Email: lnl.jen.e.rahl@tmkweb.comAgent Requested Text Message: N

---- SUBMITTED POLICIES ----APP KEY: LN1117710000 Rahl Jen 130403182524APP TYPE: FF CLIENT: Rahl Jen E COMMISSIONED AGENT: 12345MODE: BB PREM AMT FOR APP: $24.00TOTAL ANNUAL PREMIUM FOR APP: $266.67NOTIFICATION SENT TO: BM111@LIBNAT.COMlnl.jen.e.rahl@tmkweb.com

SU

BM

ITTED

PO

LIC

IES From: AUTOMAIL@libnat.com [mailto:AUTOMAIL@libnat.com]

Sent: Monday, April 08, 2013 10:10 AMTo: lnl.jen.e.rahl@tmkweb.comSubject: SubmittedEapps

PRIMARY AGENT:BRANCH: 111/77RAHL,JEN (12345)555 MAIN STREET, CORINTH MS Phone: (555)246-8976Cell: (___)___-____Email: lnl.jen.e.rahl@tmkweb.comAgent Requested Text Message: N

---- SUBMITTED POLICIES ----APP KEY: LN1117710000 Rahl Jen 130403182524APP TYPE: FF CLIENT: Rahl Jen E COMMISSIONED AGENT: 12345MODE: BB PREM AMT FOR APP: $24.00TOTAL ANNUAL PREMIUM FOR APP: $266.67NOTIFICATION SENT TO: BM111@LIBNAT.COMlnl.jen.e.rahl@tmkweb.com

YEAR MONTH DAY HOUR MIN SEC

13 04 03 18 25 24

130403182524

Branch

Agent Name

Agent Statu

sLevel Projecte

d PVFC

1 Mo Prior PVFC

2 Mo Prior PVFC

Independent Contract

Date

1 BM 1 A BM 270,195 194,552 12/31/2012

2 BM 2 A BM 201,180 172,666 7/23/2012

3 BM 3 A BM 170,885 130,730 12/31/2012

4 BM 4 A BM 407,068 361,240 7/19/2012PV

FC

Liberty National Life Insurance Company

Analysis of Agent PVFC as of April 2013 month-end

using 5% Int. and 2012 Assumptions

Notes: • Projected PVFC consists of both unearned FY commission and projected RY commission.

• Unearned FY commission includes Advances already paid to the agent or into the Commission Account.

• Projected PVFC assumes 100% vesting of RY commission for Active agents.

• Aggregate lapse & mortality assumptions are used for Life & Health policies but are split by Individual/Worksite.

** $12,500 FOR EVERY $500,000 OVER 2 YEARS

BM

Pro

moti

on

Bon

us UNIT MANAGERS GROUP

FIRST YEAR AGENT PRODUCTION

BONUS to PROMOTING

BRANCH

$500,000 $50,000$400,000 $40,000$300,000 $30,000$200,000 $20,000$175,000 $15,000

PRODUCTION BONUSPROMOTED UNIT MANAGERS GROUP

FIRST YEARAGENT PRODUCTION as a BRANCH

MANAGER

BONUS to PROMOTING

BRANCH

$500,000 $12,500 **

$1,000,000 $25,000

$1,500,000 $37,500

$2,000,000 $50,000

Bre

akou

t S

essio

ns

First Session – 1:00

Group A Kona

Group B Cancun

Group C Monterey

MARCH MADNESS

Marc

h M

ad

ness

Bra

cket

- A

derh

olt

Bra

cket

- Evere

tt

Bra

cket

- Fin

al

Tim Aderholt

Ru

nn

er

Up

Jason Everett

Win

ner

WA

R R

ep

ort

– In

div

idu

al

Mark

et

WA

R R

ep

ort

– In

div

idu

al

Mark

et

WA

R R

ep

ort

– In

div

idu

al

Mark

et

WA

R R

ep

ort

– In

div

idu

al

Mark

et

WA

R R

ep

ort

– In

div

idu

al

Mark

et

Call N

igh

t Tr

acker Agents

Production Goal

Total Appointments

Needed for Production

Goal

Pre-Set Appointments

Appointments Booked Tonight

Total Appointments

Booked

Difference in Appointments

Needed vs. Booked

Premium per Appointment

Forecasted Actual

Production

Difference in

Production

Mike Smith $2,000 20 26 10 -6 $100 $2,600 $600John Doe $2,300 23 24 8 -1 $100 $2,300 $100

Billy Blanks $2,000 20 19 12 1 $100 $1,900 ($100)Samantha Williams $1,800 18 18 8 0 $100 $1,800 $0

Mary Cervenka $1,900 19 24 9 -5 $100 $2,400 $500Harold Feuquay $1,900 19 22 14 -3 $100 $2,200 $300

Kris Kurk $2,400 24 26 10 -2 $100 $2,600 $200Shawn Lindquist $1,000 10 9 7 1 $100 $900 ($100)

Total $15,300 153 168 78 -15 $100 $16,700 $1,500

AgentsProduction

Goal

Total Appointments

Needed for Production

Goal

Pre-Set Appointments

Appointments Booked Tonight

Total Appointments

Booked

Difference in Appointments

Needed vs. Booked

Premium per Appointment

Forecasted Actual

Production

Difference in

Production

Mike Smith $2,500 25 29 12 -4 $100 $2,900 $400John Doe $2,300 23 22 12 1 $100 $2,200 ($100)

Billy Blanks $1,900 19 19 14 0 $100 $1,900 $0Samantha Williams $1,700 17 20 11 -3 $100 $2,000 $300

Mary Cervenka $2,000 20 23 10 -3 $100 $2,300 $300Harold Feuquay $2,300 23 21 10 2 $100 $2,100 ($200)

Kris Kurk $2,400 24 26 10 -2 $100 $2,600 $200Shawn Lindquist $1,600 16 19 13 -3 $100 $1,900 $300

Total $16,700 167 179 92 -12 $100 $17,900 $1,200

Thursday Night Call Tracker

Monday Night Call Tracker

Fie

ld T

rain

ing

Rep

ort

– In

div

idu

al

Mark

et

New Agent Field Training ReportAgent:________________________________________________ Training Manager:______________________________________

Fri/Sat TotalsObservation 25% 25% 50% 50% 50% 75% 75% 100% 100% 100% 100%

DateTotal AppointmentsTotal PresentationsReferrals CollectedTotal SalesTotal AP

Referral AppointmentsReferral PresentationReferral Sales

Childsafe AppointmentsChildsafe PresentationChildsafe Sales

Existing Client AppointmentsExisting Client PresentationsExisting Client Sales

Drop By

Reinstatements/Reopens

Service Work/Mods

Definitions of percentages: 25% = Get to the table and rapport building50% = 25% + no cost videos and referral collection75% = 25%, 50% + survey to the final offer100% = the whole presenation start to finish, objections, solidification

FinalizationField Week 2Field Week 1

WA

R R

ep

ort

– W

ork

site

M

ark

et

WA

R R

ep

ort

– W

ork

site

M

ark

et

WA

R R

ep

ort

– W

ork

site

M

ark

et

Work

sit

e M

ob

ile A

pp

Work

sit

e M

ob

ile A

pp

Fie

ld T

rain

ing

Rep

ort

– W

ork

site

M

ark

et

New Agent Worksite Field Training Report

Agent:________________________________________________ Training Manager:_______________________________

Finalization Totals

Observation 25% 50% 75% 75% 100% 100% 100% 100%DateTotal Walk-insTotal PresentationsTotal Cases Closed

Total Appointments Set For Later

Definitions of percentages: 25% = Making the Gatekeeper Your Friend and Building Rapport50% = 25% + Introduction to the Business Owner75% = 25%, 50% + Completing the Flipbook Presentation100% = The Entire Presentation start to finish, Handling Client Responses, Completing The Required Forms Packet

New Cases Franchise #AP

Submitted

Week 1 Week 2

Number of Employees

Enrolled Yes or NoNumber of

Employees SeenNumber of Employees

Sold

Clo

ser

to t

he H

eart

BRANCH GROWTH

Ste

ph

an

ie J

ackson

YTD Growth +30%

% of Code Objective +67%

Increase in Producer Count

+25%

FYA % of Business YTD

+66%

Ton

y C

art

er

YTD Growth +23%

% of Code Objective +82%

Increase in Producer Count

+39%

FYA % of Business YTD

+47%

Ced

ric H

igg

ins

YTD Growth +67%

% of Code Objective +61%

Increase in Producer Count

+14%

FYA % of Business YTD

+82%

COUNCIL NOTES

Care

er

Track –

AU

M

Care

er

Track –

BM

Bra

nch

Heir

arc

hy

Agent Agent

Bra

nch

Heir

arc

hy

Agent Agent

AUMSupervising

Agent

Bra

nch

Heir

arc

hy

Agent Agent

AUMSupervising

Agent

UMAgency Director

Bra

nch

Heir

arc

hy

Agent Agent

AUMSupervising

Agent

UMAgency Director

Regional Agency Director

FUTURE

!

Bra

nch

Heir

arc

hy

Agent Agent

AUMSupervising

Agent

UMAgency Director

Branch Manager

Agency Owner

Regional Agency Director

FUTURE

!

I’m

Excit

ed

How

Ab

ou

t You

?

Leg

acy

Bre

akou

t S

essio

ns

First Session – 1:30

Group A Kona

Group B Cancun

Group C Monterey

MENTORSHIP