Producing Agent Growth

Agent training only. Not for sales use.

Feb17

1,2281,228

Feb24

1,2421,242

Mar2

1,2541,254

Mar9

1,2701,270

Mar16

1,2701,270

Mar23

1,2761,276

Mar30

1,2961,296

Submitting Agent Growth

Agent training only. Not for sales use.

Nov

700700 Dec

657657 Jan

607607

Feb

682682

Mar 23

710710

Mar 30

716716

Jeff Miller

TMK1536 092910 Agent training only. Not for sales use.

Branch GrowthBranch Growth

Ask yourself, Ask yourself,

““What fundamentals do I What fundamentals do I

need in place, to grow?”need in place, to grow?”

Do the MetricsDo the Metrics

Invest Invest IIn n YYour our BBusinessusiness

TimeTime TrainingTraining

TreasureTreasure

RecruitingRecruiting

Invest in your business. Invest in your business.

Simply put, the more peopleSimply put, the more people

prospecting andprospecting and

selling the more our productionselling the more our production

and bonuses grow.and bonuses grow.

Systems that work for Branch 178Systems that work for Branch 178 Have full-time Recruiter and part-time callers.Have full-time Recruiter and part-time callers. Use the AUM program and assign resumes to them.Use the AUM program and assign resumes to them. Make it fun and competitive. Run contests. Have Make it fun and competitive. Run contests. Have

pizza, prizes, gas cards, and gift cards.pizza, prizes, gas cards, and gift cards. The recruiting schedule:The recruiting schedule:

Tuesday – Group Career Briefings 10 a.m. and 2 p.m.Tuesday – Group Career Briefings 10 a.m. and 2 p.m. Wednesday – Final Interviews.Wednesday – Final Interviews. Thursday – Group Career Briefings 10 a.m. and 2 p.m.Thursday – Group Career Briefings 10 a.m. and 2 p.m. Friday – Final Interviews.Friday – Final Interviews.

Recruit to new territories that have never been Recruit to new territories that have never been worked.worked.

ResultsResultsMore Paid Hires in school!More Paid Hires in school!

Maintain 25 at all times. Maintain 25 at all times.

Reach The GoalReach The Goal More Paid Hires turning into Agents. More Paid Hires turning into Agents.

More Agents turn into AUMs.More Agents turn into AUMs.

Grow producer count = Grow sales!Grow producer count = Grow sales!

75% of sales force at Bonus Level75% of sales force at Bonus Level

Invest In Your Business!Invest In Your Business!Hire, Train, and Hold Close the Hire, Train, and Hold Close the

“Want To” “Want To” People! People!

Mark Woodruff

TMK1536 092910 Agent training only. Not for sales use.

Sherri Young

TMK1536 092910 Agent training only. Not for sales use.

Council Notes

Agent training only. Not for sales use.

Agent Bonus / Production Comparison

2010 Production Bonus

Agent #1 $413,700 $68,800

Agent #2 $141,700 $51,800

Agent #3 $127,300 $37,400

2011 Production Bonus

Agent #1 $311,000 $65,100

Agent #2 $129,400 $50,100

Agent #3 $115,200 $38,400

Management Bonus Comparison

Unit Manager

Branch Manager

Avg Bonus % Change Net Issue Production %Change

2009 $351 $84,912,844

2010 $397 13.11% $58,952,610 -30.60%

2011 $488 22.92% $53,185,008 -9.80%

2012 $514 5.33% $6,145,491 -11.10%

Avg Bonus % Change Net Issue Production %Change

2009 $438 $84,912,844

2010 $412 -5.94% $58,952,610 -30.60%

2011 $499 21.12% $53,185,008 -9.80%

2012 $719 44.09% $6,145,491 -11.10%

Seven Day Hold: Advance Pay

• No submit advance pay on May 11th  for business submitted the previous week (week ending May 4th)

• Bonus, renewals and commission account payments will be paid on May 11th

• Submit advance pay for the week ending May 4th will be paid on May 18th

Seven Day Hold: Bond Account

• Bond deductions were stopped Friday March 30

• Week of May 11, the bond account will be paid to anyone with a commission account balance of $1,000 or higher

• If balance is below $1,000, bond money will be placed in the commission account. Once the bond money brings the commission balance to $1,000, any remaining bond will be paid directly

• Example: An Agent has $900 in the commission account and $300 in the bond account. $100 would be placed in the commission account to bring that balance to $1,000. The remaining $200 would be paid direct to the Agent.

Seven Day Hold: Additional Pay

• Branch Manager can request additional pay for May 11 based on the Agent’s 4-week direct pay as of April 23. (Home Office will provide the information). If the person receiving the additional pay received bond money during the week, they can only get additional pay for the difference up to the 4-week direct pay average

• The Agent must have a 4-week direct pay average of $200 or more to receive additional pay

• Any additional pay requested will be considered a loan and will be deducted from the Agent’s pay over the next 4 weeks

Building Middle Management

The AUM Program

Agent training only. Not for sales use.

Old Liberty Leadership Development Model

BMUMs

New Liberty Leadership Development Model

BM

UMs

AUMs

What is an AUM Worth?

Playbooks

• Purpose: To create three playbooks that will define best practices at Liberty National

• Recruiting Playbook• For Directors, BMs, UMs, AUMs

• Training Playbook• For BMs, UMs, AUMs

• Sales Playbook• For New Agents

Recruiting Playbook: BMs, UMs & AUMs

• Overview, Expectations, & Schedule• Phone Setting & Tie Downs• Personal Recruiting• RMS Recruiting• Candidate Experience• 3 Step Process

Executing first interview Executing the group career briefing Executing the final interview

• Pipeline Management• New Hire Checklist

Training Playbook: BMs, UMs & AUMs

Train the Trainer – Executing the Sales Playbook

•Overview, Expectations & Schedule•Compensation – How it Works•Individual Business

Prospecting – ADP, Child Safe, Existing Customers

Laptop Sales Presentation Individual field training

•Field Training Checklists, Release Meeting•Underwriting•Quality Business

Training Playbook: BMs, UMs & AUMs

Train the Trainer – Executing the Sales Playbook

•Worksite Business Prospecting Worksite field training Revamped Steps to Success

•Field Training Checklists, Release Meeting•Underwriting•Quality Business

Sales Playbook: New Agents

• Setting up a successful schedule• Activity – How it equates to productivity • Individual prospecting• Laptop Sales Presentation & scripts• Worksite business prospecting• Worksite presentations & scripts• Revamped Steps to Success• Schedule & Release Meeting• Underwriting • Quality business

Career Track

Agent training only. Not for sales use.

Assistant Unit Manager

Unit Manager

Branch Manager

Lunch

Breakout Rooms at 1 p.m.

Agent training only. Not for sales use.

Child Safe Kits

Placing Child Safe Lead Collection Boxes

• Child Safe Display• 1 Tear-off card• Endorsement letter from the International Union of Police Associations

Ideal locations for box placement

Box placement tracking log

Child Safe Events

• Locating events• Being prepared

• Balloons, ribbon and helium tank• Shade canopy, folding table and banner• Toys and novelties• Lead collection boxes and tear-off cards• Laminated Child Safe Kit example• Pens and small clipboards

• Make your question count!• Staffing your event• Post-event lead distribution

Lead Lists

• No contingent beneficiary• Children’s Insurance Rider/No life on children• Term policies & Term riders• Term anniversaries• ALX with face value• Less than $10,000 (age 60-80)• No cancer (age 21-60)• Cancer no Hospital Intensive Care