issue eight 1Q 2016
VPS Message Best of the Best New Members of the Southeast RGMM Message President’s Club Leader’s Conference Anniversaries
VPS Message
The Proud SOUTHEAST REGION
SE Crew, We have had an outstanding start to the 2016 sales year! I am excited to report that we are currently posting a +25% total sales increase for the region and all 10 territory teams are currently posting an increase in sales through 9 weeks. That type of broad success is extremely encouraging and should be to all of you! We are experiencing growth in almost every category that is measured on a weekly basis. We measure so many different aspects of our business, but what I am most excited about is our New Case growth and New Account sales growth. Both of those metrics are up over 25% for the year. That tells me that our new account activity is going in the right direction. We are opening up new cases and impacting employees and employers’ every day. As you are out marketing to new clients and brokers, I want you to remember all of our great programs and initiatives that were shared with you at this year’s Territory Kick-off meeting. Everything from Info Armor, KOFE, and AD&D to E-claims and direct deposit claim payments. These are all examples of the different ways in which YOU can help your clients in addition to our great products. It is a great time to be part of Colonial Life and the Southeast Region! Now is the time and the opportunity is there for you to have the career you have always dreamed about. Now TAKE IT! Let’s finish Q1 the way we have performed all year… Southeast STRONG! I appreciate all of you,
Mathew Matarrese, VP of Sales, Southeast Region
Surround yourself with the dreamers and the doers, the believers and thinkers, but most of all, surround yourself with those who see the greatness within you, even when you don’t see it yourself. ~Edmund Lee
The secret of change is to focus all of your energy, not on fighting the old, but on building the new. ~Socrates
The Best of the Best! 4th Quarter 2015 Plan Hits Manager
Q4 Goal Q4 Sales
% of Goal
Manager
Q4 Goal Q4 Sales
% of Goal
Martie Summerford Client Consultant, Premier Market Services Hi! I’m your client consultant for both commercial and public sector large case (500+ lives) acquisition. So what does that mean and how can I help you?
My primary job now is to help you develop a strategy that will close a large case. The custom strategy might include a product underwriting offer, program and value added services, enrollment options, and even a proposal.
SOUTHEAST REGION
Meet the new members of the
Just to set the stage - I’ve been with Colonial Life 25 years. Through the years, I’ve worked in enrollment technology, marketing programs, account management, and other training and sales support roles.
Once you’ve done your initial discovery with a large case, call me to talk through the options and next steps. I can be reached at mmsummerford@coloniallife.com or 803-678-6344.
Nick Rutkowski National Growth Market Manager Nick Rutkowski has been with Colonial Life for a little over 5 and a half years. He has spent time working in home office in the Product area as well as in the Premier Client Services area. Prior to his current role he worked for two years as a Regional Public Sector Sales Director for the Southwest Region. He has a BS in Mechanical Engineering from the University of Maryland and a Masters of Business Administration from Clemson University. Nick recently moved to Atlanta to work directly with the Georgia, Mississippi and Alabama markets while leading the team of RGMMs in the Northeast and Southeast regions.
Mark D, Luther Regional Instructor, Central Florida Raised in an entrepreneurial family, Mark Luther attended the University of Arkansas to play football while pursuing an education in Marketing Management. It was his passion for competitive team atmosphere, leadership, and people that led him to join the U.S. Army after college in 2003, during which he was selected to serve and train with U.S. Special Operations Command and the John F. Kennedy Special Warfare Center and School. A now eight year proven track record in field leadership with Aflac, Mark’s professional experience has continued to lead his teams to sustainable organizational growth of approximately $50 Million in new work-site voluntary benefit premiums. As a leader and trainer in development, implementation, and execution of work-site sales strategy and training protocols, his operations have averaged annual double-digit increases in new payroll client acquisition, existing payroll client persistency, and producer sales growth. In addition to his professional pursuits, Mark takes pride in learning new cultures with his incredible and hot better-half Katie and their son Alexander, as together his family household speaks five languages. Most of all, Mark truly believes that the growth and development of people is by far the highest calling of a leader.
Jenna Vucinich Territory Recruiter, North Florida Jenna was born and raised in Florida and has been in Jacksonville since 2006 where she attended The University of North Florida. She has a unique background in TV production, communications, advertising and management. Since getting her first job in the staffing industry, she has helped hundreds of people find new jobs and recruiting is truly a passion.
Trey Schweitzer Territory Recruiter, Kentucky The Kentucky Territory and the Southeast Region are pleased to welcome Trey Schweitzer to the team. Trey began with Colonial at the beginning of February and since has rapidly advanced in his understanding of the Territory Recruiter role. Trey is a Louisville Kentucky Native and attended the University of Louisville. Treys recent experience has been with various staffing and recruiting firms so he brings a great deal of high volume and high energy experience to the role. The Kentucky core team led by Chris Menard is pleased to have Trey on board. Trey is a passionate person who prides himself on high morale, excitement, and connecting candidates to a life changing opportunity with Colonial Life.
Steven Liebler Regional Broker Marketing Manager Southeast Region North Carolina, South Carolina, Tennessee, Kentucky and Southern Virginia SLiebler@coloniallife.com (803)351-9102
A “Single Source Support” What is the biggest challenge when a dynamic sales force puts together back-to-back record sales years? How do you “keep the fire burning”? You challenge your teams to find new opportunities to grow your business in ways you currently excel. Last fall, Growth Markets evaluated the roles of the Regional Broker Marketing Manager and the Regional Sales Director and determined that the strength of those two positions could be utilized more effectively by combining them into one role. Why you might ask? Well, this new role gives the field better access to the resources available, allows for a more personal touch because the footprints are smaller, creates a
Regional Growth Marketing Manager
more strategic partnership and allows for a stronger value proposition message. The common theme from the field has been, “help me grow and be successful and make it simple”. The RGMM role makes it simple to know who your partner is when it comes to developing your Broker and Public Sector opportunities. This new role provides a single contact partner when it comes to getting deeper into the brokers we work with today and how to continue to expand on our fastest growing sales area, public sector sales. So let’s see what this new role can do for you. Today, there are over 600,000 benefit brokers doing business in the United States. Colonial Life has contracted with more than 16,000. We have approximately 6300 of those contracted actually producing business. However, less than 200 of those brokers qualify for our Broker Bonus. So let’s look at some of things that the RGMM role is designed to achieve. First, identify and develop new talent. Working with the Regional Instructors to offer a Broker Certification and Public Sector Training program that will identify reps that have the talent and desire to work in the broker market, thus “getting more feet on the street”. Spend time with these “new” reps doing joint field work to develop a broker strategy and new broker opportunities. Help identify non-traditional brokers such as P&C shops that have not done much with employee benefits in the past. Provide discovery paths that identify brokers not currently doing business with Colonial Life or have become inactive over time.
Another role of the RGMM is to work with the established field partners to get deeper into those brokers we current are writing business with today. Help expand on our value proposition through participating in “Lunch and Learn” sessions. Provide education on our value added services and how they can be used to win business and get working conditions. The RGMM is also a valuable asset to identify blocks within a brokers business where underwriting offers can be developed to gain access to large sales opportunities of similar size and industry. This can lead to new revenue streams and bonus programs. There is also education around sales service and support especially in the large client market (over 500 lives) with special funding arrangements. Finally, the RGMM role is designed to help the field with expanding the overall Colonial Life brand recognition through sponsorships and trade show support at the local level. This will drive key broker partnerships in support of the things that brokers are passionate about while driving stronger relationships and partnerships in the market.
The RGMM is now your “go to” person for Public Sector opportunities as well. In 2015, Public Sector sales was the fastest growing sales area at Colonial Life with more than a 30% year-over-year growth rate. Colonial Life is the market leader when it comes to Public Sector partnerships. The RGMM is your single source to educate the field and grow market presence through Public Sector Opener forums. This role is here to educate reps that may never have thought about what public sector sale opportunities existed and define the market (Educational Institutions, Government Institutions-Federal/State and Local, Non-Profits). The RGMM is also here to help the field understand those partnerships and endorsements that exist through Colonial Life such as IPMA-HR (International Public Management Association for Human Resources), the GFOA (Government Finance Officers Association) and the contract we have with the NJPA (National Joint Powers Alliance) which helps us with satisfying the public sector bid process.
The RGMM can help the field understand the resources and role specialization in the Public Sector market that separates us from our competition such as role specialization for RFP responses, special underwriting offers and concessions and cost saving strategies. We bring valuable experience to assist in helping the field understand the need of the public sector market and supplying a solution for to satisfy that need, all the while communicating value added programs that are market differentiators.
As you can see, the RGMM is your “single source solution” to growing your business. Our role is to help make your sales experience become, “Simple, Modern and Personal”!
2017 President's Club Penha Longa Resort Lisbon, Portugal May 4-6, 2017 Qualify for this trip and spend two nights at the Penha Longa Resort to see all that Lisbon, Portugal, has to offer. This Ritz Carlton property will welcome you to tranquility and elegance while nestled in the mystical Sintra Mountains just minutes away from the breathtaking Cascais coastline and historic downtown Lisbon. Qualifiers and their guests will have the chance to experience historic palaces and charming estates or find adventure on a speedboat ride down the river or a jeep tour through the mountains. On property, the lush Penha Longa Golf Course awaits you for both an adrenalin rush and a soothing journey through one of Portugal’s most inspiring landscapes. You will also be delighted by Portuguese premium wines in a wine tasting or an authentic cooking class that will let you taste all the flavors of the region. Make a plan to join us in Lisbon, Portugal, for its vibrant atmosphere, delectable cuisine and beautiful sunny weather. This Portuguese capital is rich with culture and is a European gem waiting to be discovered.
2017 Leaders Conference Regent Seven Seas Explorer Cruise from Lisbon, Portugal, to Barcelona, Spain May 6-11, 2017 Leaders Conference qualifiers will board the most luxurious ship ever built for this unique Mediterranean cruise from Lisbon, Portugal, to Barcelona, Spain. The Seven Seas Explorer will set sail for the first time in the summer of 2016 and this brand new ship will surround you with decadence as you discover new sites and sounds along the vivid coast of Spain. The ports of call include: Cadiz, Malaga, Cartagena, and Valencia, Spain.
In Cadiz, Spain, a day trip to Seville will take you to the beautiful medieval palace, the Alcazar, or the majestic Seville Cathedral. Malaga, Spain, is the birthplace of Pablo Picasso, whose works can be seen across the city. Malaga is also the starting point for visiting Granada for the day and touring the famed Alhambra palace. Cartagena, Spain, has more than 2,500 years of history. It was founded in 227 BC by the Carthaginians and is still covered with ancient Roman sites, including a newly restored Roman Theater. Valencia, Spain, is known today as a “City of Arts and Sciences” and offers visitors remarkable samples of modern and classic architecture alongside one another. Off the ship, each port will offer a different and exciting experience and aboard the ship, guests will have the opportunity to relax in spacious guestrooms, indulge in decadent treatments at the world renowned Canyon Ranch SpaClub and delight in extensive gourmet dining throughout the day and night. Don’t miss a single opportunity to discover your potential and qualify for this magnificent trip!
ANNIVERSARIES (December15—March 16) March 2016
December 2015 Mickey Owen Sharon Boston
15 years 10 years
January 2016 Joe Smith Gaillard Dotterer Michael Wiggs Vernice Studstill Ronald Sadofsky Norma Davis Constance Labonte
50 years 35 years 30 years 20 years 15 years 15 years 15 years
February 2016 Alice Battle Glenn Brantley Stephanie Sheppa John R John Harry Barash Gary Kuester
25 years 25 years 20 years 15 years 15 years 15 years
Ernie Vance Thomas Hartlaub Courtlann Atkinson Robert Cloudt William Campbell Michael Pate Catherine Warren-Wood Toni Steed Shelley Kirk Lee Smith Thomas Bigby
40 years 35 years 25 years 25 years 25 years 25 years 20 years 20 years 20 years 20 years 15 years