lnl2436. where are we? +7.2% 1st qtr. – 2012 1,276 1st qtr. – 2013 1,375 ytd – 2013 1,500 +15%...
TRANSCRIPT
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 [email protected]
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: [email protected] [mailto:[email protected]]
Sent: Monday, April 08, 2013 10:10 AMTo: [email protected]: SubmittedEapps
PRIMARY AGENT:BRANCH: 111/77RAHL,JEN (12345)555 MAIN STREET, CORINTH MS Phone: (555)246-8976Cell: (___)___-____Email: [email protected] 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: [email protected]@tmkweb.com
SU
BM
ITTED
PO
LIC
IES From: [email protected] [mailto:[email protected]]
Sent: Monday, April 08, 2013 10:10 AMTo: [email protected]: SubmittedEapps
PRIMARY AGENT:BRANCH: 111/77RAHL,JEN (12345)555 MAIN STREET, CORINTH MS Phone: (555)246-8976Cell: (___)___-____Email: [email protected] 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: [email protected]@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
