APRIL
The Georgia Atlas
Issue 4.16
TOP 5 OF THE MONTH MARCH 2016 DISTRICT PREMIUM
OPENER PREMIUM
Douglass District $140,652 King District $106,801 Barganier District $93,888 Joiner District $46,681 Scales-Miller District $30,616
Mark Moorhead Tyler Torbett Shirley Tully Jim Snow Anita Horton
DISTRICT WELCOME CALLS
DISTRICT CONTRACTS
Graham District Mehaffey District Douglass District Joiner District King/Scales-Miller Districts
10 10 4 3 2
DISTRICT 5K PRODUCERS – 1Q Graham District Mehaffey District Douglass District Joiner District King District
$50,383 $49,754 $28,496 $25,314 $15,163
Duggan District King District Mehaffey District Joiner District Scales-Miller District
5 4 2 2 2
DISTRICT 10K PRODUCERS – 1Q 4 4 3 3 3
Douglass District Graham District King District Mehaffey District Joiner/Scales-Miller
3550 Busbee Parkway, NW Suite 225 Kennesaw, GA 30144 770-392-8581
3 3 3 2 1
FROM THE HEART OF TSM JESSE DAVIS
WOW! I HAD FAITH THAT YOU COULD DO IT AND BOY DID YOU EVER! CONGRATS TO ALL OF YOU FOR AN OUTSTANDING EFFORT IN HELPING THE TERRITORY ACHIEVE 1Q PLAN. BETTER THAN THAT WE HAD 8 DISTRICTS AND 5
UNITS HIT PLAN AS WELL AND THAT IS THE REAL VICTORY. I WOULD AGAIN LIKE TO THANK THOSE OF YOU WENT ABOVE AND BEYOND TO HELP THE TERRITORY.
THE CAPTAIN’S LOG
TERRITORY EVENTS
Click here for the Territory Online Calendar: GEORGIA CALENDAR Please note, the following are reminders. You MUST REGISTER for any training classes. If you do not register on Propr and just show up, you will be turned away. Please contact Chris Cottrell CGCottrell@ColonialLife.com with any questions regarding for classes.
April 6th & 7th :
Benefits Counselor Class 9:00 AM – 4:00 PM
April 8th:
AIMS Training Webinar (Bethany Dadisman) 1:30 – 2:00 PM
April 14th:
Benefits Counselor Certification 9:00 AM – 4:00 PM
April 26th & 27th : Direct Marketing Class 9:00 AM – 4:00 PM
Failure is a blessing when it pushes us out of a cushioned seat of self-satisfaction and forces us to do something useful.
If you carefully study your own life and those of achievers whom you admire, it is an absolute certainty you will discover that your greatest opportunities often occurred during times of adversity. It is only when faced with the possibility of failure that we are willing to deal with radical change and take the risks that lead to great success. When you experience temporary failure and you know that it is temporary, you can capitalize on the opportunities adversity always brings.
WINNIE THE POOH I thought I would add a little lightheartedness to the monthly news letter, I’ll also add something of value that you can use right away.
“Organizing is what you do before you do
I’ve always been curious as to why really gifted, intelligent, sharp dressed sales people sometimes fail. I think John Noe succinctly sums it all up with this statement, “The failure to achieve high goals is, in most cases, due not to a lack of ability, as to an unwillingness to prepare. It’s always easier to rationalize your failures away than to go through the struggle of preparation”. Let’s keep all this in mind when we go out and represent our territory, let’s be organized, knowledgeable, determined and successful! Let me know if I can help you with anything.
ACTIVITY BREEDS SUCCESS
How true. I think the best application of that childlike wisdom is our weekly calendar. Make sure that you are sticking to the weekly activity calendar, if you’re not familiar with it ask your manager. The calendar is design to give you the opportunity to work efficiently during the week. Make sure that you are attending the Monday morning sales meeting. You have Monday afternoon and Friday morning phone prospecting on the calendar. Friday afternoon training is scheduled. Remember we run all of our decision maker appointments on Tuesday, Wednesday and Thursday with direct prospecting during any open time available. One of the keys to success in selling is to make sure you have yourself organized by 9:00am on Monday morning for the week ahead. Additionally, most great sales people always know what they are doing tomorrow before they go to bed.
CHRIS COTTRELL
all mixed up” Said Christopher Robin to Pooh.
Regional Instructor
something, so that when you do it it’s not
1st Quarter Plan Achievers!
Jason Joiner DGA 243%
Ben Mehaffey DGA 149%
Chris Graham DGA 223%
Ray King DGA 128%
Hakela Scales-Miller DGA 177%
Felipe Barganier PSM 116%
Sean Duggan DGA 113%
Kerri Douglass DGA 101%
Richard Young ADM 372%
Kevin Harris ADM 212%
Nicole Hill ADM 190%
Melissa Bailey PSAM 175%
Adrian Hart ADM 105%
This Territory is NOTHING without you! Thank you for yet another amazing Quarter!
Territory Coordinator
COORDINATOR CORNER
TODD LEE
You be the judge. When you are trying to open your new group, or simply wanting to get a “yes” to set up a group meeting(s), and you sense a stall tactic on your point of contacts behalf. What tactic do you take? From this stand point, you may need to take a hard stance. You use an old football analogy, you may need to drop back 10 yards and put the ball.
I mentioned in a previous article, your time is worth something, and setting expectations with the decision maker up front, is critical to the success to your enrollment. Do you ask at each decision maker’s meeting about their companies turn over? If not, why not? Regardless of what answer the decision maker gives you, expand on the answer they give you. Whether the turnover is low or high, get them to tell you why they think it is like that. We all know those three little letters so well, “BQI”. This formula will make or break you in a hurry. It is inevitable in our business for this measuring stick to go up and down. We cannot eliminate bad BQI, but it can be controlled. Simply watch what and how we sell the employees our benefits. If you get a sense your potential group is stalling you, or putting you off for whatever reason, court is in session. You may need to make a hard decision and walk away. Remember, one can sit at home and lose money. Yes, there are some types of groups you should flee from, not just walk away. Don’t get caught being strung along, by being
constantly put off to enroll. On cannot lose what they don’t have. Sales is simply a game of numbers, when we hear a “no”, it is putting us that much closer to a “yes”. Drive the sales process as long as you can. After all, your client is looking to you as the expert it communicating the need for our benefits. Think about this, what is the worst thing that can happen in our industry? We hear the word “No”. Do not be intimidated, when you do not get a commitment to move forward. Wouldn’t you rather find out up front, your potential group is not going to work out, than to keep being put off for silly reason’s, of course you would. When an account is secured, benefits are communicated effectively, and enrolled properly; call or stop by your accounts once a month, or every six weeks. Service your accounts before, during, and after the enrollment. Yes, I fully understand this is an extra step, but this is going to keep your account on the books for a very long time. Jog your memory, and think when us the last time you had bad service wherever you were. How did it make you feel, did you tell anyone, or complain how you were treated? By keep your name in the groups fore front, will pay great rewards in the near future. If there is any way I can further help in enrollment set up, and servicing, please let me know.
WE’RE LOOKING FOR
A FEW GOOD MEN AND WOMEN WHO CARE ENOUGH TO HELP WORKING AMERICANS. ARE YOU GOOD ENOUGH?