issue eleven 4Q 2016
VPS Message Best of the Best 3Q Plan Hits New Members of the Southeast RGMM Message Anniversaries President’s Club Leader’s Conference
VPS Message SE Crew,
The Proud SOUTHEAST REGION
Q4 is here and we are better positioned to finish the year stronger than ever before! You all have worked all year to close out 2016 with a bang. Thanks to your efforts we are currently posting an increase of over $15 million in total premium. As of week 41, we have produced a +22% increase QTD and a +16.2% increase YTD. Some key metrics that generate those increases are the fundamentals of Recruiting +20% increase, A rep sales +70%, and Case Count +27% increase. Congratulations to all of you for the role you have played in achieving those incredible metrics. The message for this addition is simple. Be a student of the business. The most successful people in our business are those that continue to learn and actively find ways to improve themselves. Here are a couple of key questions to ask yourself to for a gut check on how good are you at “being a student”. Do you have a formal mentor? It is important to have someone that can continue to challenge you and provide feedback. Sometimes we get caught up in our own bubble and an outside perspective can be very helpful. Talk to your DGA or TM about how to select a mentor. What additional industry certification do you hold? The market is constantly evolving and being a well rounded mind in the industry outside of your knowledge of just Colonial Life can prove to very valuable to brokers, clients, and employers. Do you have confidence in your knowledge of all of our products, value ads and enrollment capabilities? To truly provide a needs based consultation, you have to know all of the solutions that we have available to help with the pain points. This will make you stand out from the competition. Thank you in advance for all your hard work to finish 2016 strong. Continue to look for ways to grow your own abilities, and your passion and business with grow right along with it. Have a great Q4 and let’s close out the year Southeast style. With a BANG and having a ton of fun along the way!! Thank you for all that you do every day,
Mathew Matarrese, VP of Sales, Southeast Region
The Best of the Best!
Congratulations to these SE Growth Team members for qualifying for the National Growth Team Meeting recently held in Las Vegas! Jay Coulter Charles Hernandez Glenn Staltare Mark Barrett Kyle Harding John Thomas Josh Nelson (qualified but did not attend)
Don't forget to dial in to the webinar for
Silver Bullet Call/Webinar hosted by your Southeast Region RGMM. The information will be useful for both new/veteran reps on ways to close new/ existing groups and new/ inactive brokers....Silver Bullets you can load into your Sales Arsenal!
3Q 2016
Unit District Territory
PLAN HITS
OFFICE LEVEL
MANAGER Q3 GOAL Q3 SALES % OF GOAL
Unit
DEWEASE, MARION E
13,800
156,437
1,133.6%
Unit
WOMBLE, HEATHER LYNN
16,900
176,502
1,044.4%
Unit
SHULGIN, IRENE MICHE
27,000
116,811
432.6%
Unit
MULTAN, KATERYNA
4,000
14,225
355.6%
Unit
LYON, JOSEPH ALAN
95,000
293,447
308.9%
Unit
BATES, CHARLES BENJA
36,900
111,435
302.0%
Unit
WHALLEY-BRENNAN, CHE
30,800
77,781
252.5%
Unit
PONDS, PORTIA A
Unit
PATTERSON, BARRETT
Unit
18,500
43,606
235.7%
197,000
435,151
220.9%
DAVIS, SHAWN MARIE
99,000
218,088
220.3%
Unit
SPAULDING-BALKCOM, C
57,000
121,302
212.8%
Unit
MERKHOFER, DAVID B
96,500
203,673
211.1%
Unit
WILL, KASSANDRA MARI
16,900
34,235
202.6%
Unit
ROSE, TABBITHA LOREN
32,200
64,577
200.6%
Unit
BILODEAU, LES
129,000
247,784
192.1%
Unit
HUMES, MARK STEPHEN
68,000
128,753
189.3%
Unit
MOODY, WILLIAM MARVI
59,000
109,989
186.4%
Unit
ATZHORN, ANDREW
46,000
85,524
185.9%
Unit
PHILIPP, BERNARD SCO
60,000
107,511
179.2%
Unit
SCHMUTTE, REGINA
65,000
112,966
173.8%
Unit
BENITEZ, LISA MARIE
535,999
906,817
169.2%
Unit
CUSH, CHRISTOPHER PA
4,000
6,716
167.9%
Unit
FORBIS JR, JERRY
90,000
145,388
161.5%
Unit
NORWOOD, EUNICE CHRI
59,000
95,161
161.3%
Unit
HOLLINGSWORTH, NANCY
278,999
427,035
153.1%
Unit
WALKER, TIMOTHY ALLE
62,000
94,414
152.3%
Unit
HOOTEN, HEATHER LEA
60,000
91,203
152.0%
Unit
TILTON, DONNA L
188,000
281,955
150.0%
Unit
KLATT, TIMOTHY R
105,000
152,792
145.5%
Unit
ADKINS, LEILA
15,400
22,236
144.4%
Unit
DRAKE, SHIRLEY BARRE
201,000
287,104
142.8%
Unit
MATOS, MARCOS ANTONI
35,000
49,180
140.5%
Unit
JACKSON, RUBY A
88,000
120,037
136.4%
Unit
SOTTILE, CRAIG WAYNE
227,000
291,402
128.4%
Unit
KLEE, CANDICE A
56,000
70,297
125.5%
Unit
RUFFIN, MYRON JAMES
12,300
15,303
124.4%
Unit
BARDELL, SARAH
27,700
33,952
122.6%
Unit
BAKER, RONALD
40,000
49,025
122.6%
Unit
CRADDOCK, LAURA
18,500
22,525
121.8%
Unit
WATSON JR, HENDERSON
25,000
30,308
121.2%
Unit
DUPUY, ALEX J
54,000
64,359
119.2%
Unit
GREER, JANIE
68,000
80,080
117.8%
Unit
LIVELY, CHRISTOPHER
25,000
28,710
114.8%
Unit
ELSEY, KIMBERLY
142,000
162,304
114.3%
Unit
MCHONE, PHILLIP
Unit
RENNARD, SAMUEL KENN
Unit
60,000
68,408
114.0%
228,000
258,395
113.3%
HARRIS, KEVIN E
44,000
49,500
112.5%
Unit
MYKUT, JOE
57,600
64,004
111.1%
Unit
YOUNG, WILLIAM RICHA
78,000
86,061
110.3%
Unit
WATSON, DANIEL S
97,000
106,378
109.7%
Unit
WILSON, JESSICA
71,000
77,624
109.3%
Unit
MELZER, KIM NOREEN
60,000
65,551
109.3%
Unit
CHOWNING, BRIAN RESO
620,000
674,650
108.8%
OFFICE LEVEL
MANAGER Q3 GOAL Q3 SALES % OF GOAL
Unit
SMITH, BRYCE WILLIAM
81,000
87,484
108.0%
Unit
SOLOMON, GAIL
90,600
97,306
107.4%
Unit
SCALES, THOMESE L
52,000
55,803
107.3%
Unit
FOSTER, DAVID LUKE
32,300
34,323
106.3%
Unit
BEDWELL, RANDY
52,000
55,235
106.2%
Unit
RAYMOND, RICKY JOE
13,800
14,506
105.1%
Unit
HAMMONDS, KRISTIE JA
25,000
26,247
105.0%
Unit
PADULA, FRANK
33,800
35,417
104.8%
Unit
HARE, ANDREW MICHAEL
148,000
154,305
104.3%
Unit
WESTER, WILLIAM CURT
385,999
399,990
103.6%
Unit
JUMP, RUSSELL GEORGE
237,000
245,177
103.5%
Unit
MARCUM, LINDA
106,000
107,989
101.9%
Unit
EVANS, JENNIFER WEYM
141,000
142,761
101.2%
Unit
WIMBERLEY, RONALD
161,000
162,851
101.1%
Unit
CECIL, ERIK DYLAN
56,000
56,480
100.9%
OFFICE LEVEL
MANAGER Q3 GOAL Q3 SALES % OF GOAL
District
WHITTAKER, BOBBIE
127,000
864,998
681.1%
District District
CHIASSON, LOUIS NICH
50,000
192,462
384.9%
BOSTON, JEFFREY ALAN
50,000
175,545
351.1%
District
HINTON, MELISSA ANN
82,000
264,303
322.3%
District
GRIFFITH, GREG
38,000
98,670
259.7%
District
ROBBINS, MICHAEL
1,536,998
3,745,645
243.7%
District
MELLONE, SARA
211,000
440,255
208.7%
District
HERNANDEZ, CHARLES L
101,000
208,608
206.5%
District
MACDOUGALL, KENNETH
556,000
1,032,798
185.8%
District
BEETS, BRYAN EDWARD
30,000
52,492
175.0%
District
STALTARE, CARMELO S
213,001
372,568
174.9%
District
MINOR, ASHLEY M
344,001
597,043
173.6%
District
BENITEZ, WALTER ENRI
574,999
967,123
168.2%
District
STALTARE, GLENN
396,001
664,430
167.8%
District
SNEED, LISA JANE
41,000
65,370
159.4%
District
DUARTE, MICHAEL ANTH
161,000
255,889
158.9%
District
SQUIRE, MARK
60,000
95,238
158.7%
District
BAXTER, SUSAN LOUISE
118,000
185,797
157.5%
District
NELSON, DANA DARLENE
100,000
155,841
155.8%
District
COULTER, JASON
71,000
107,712
151.7%
District
TOIGO, JOEL BARAT
120,000
174,911
145.8%
District
BAKER III, J AUSTIN
204,000
295,399
144.8%
District
BYRD, DAVID N
64,600
89,837
139.1%
District
NELSON, JOSHUA DAVID
261,000
354,321
135.8%
District
POWELL JR, MORRIS
118,000
160,134
135.7%
District
THOMAS, JOHN
80,000
107,390
134.2%
District
CARREIRO, LYNNE BRAD
370,000
495,172
133.8%
District
SHEALY, CHRISTOPHER
653,999
865,694
132.4%
District
GINAKES, CHRISTOPHER
1,235,999
1,635,165
132.3%
District
MARSHALL, MICHAEL FR
110,000
142,362
129.4%
District
OVERTON, KATE
650,000
819,336
126.1%
District
BARRETT, MARK F
415,000
519,850
125.3%
District
FELL, ELIZABETH ANNE
340,001
423,729
124.6%
District
SHLIMOWITZ, MICHEL
133,000
163,199
122.7%
OFFICE LEVEL
MANAGER Q3 GOAL Q3 SALES % OF GOAL
3Q 2016
Unit District Territory
PLAN HITS
District
HERT, DARLYE
252,999
305,669
120.8%
District
BELL, DEMPSEY D
371,000
438,147
118.1%
District
WINDHAM, JOHN TALBER
60,000
70,496
117.5%
District
COBB, TIMOTHY
300,000
349,580
116.5%
District
HILL JR, DONALD R
143,000
162,735
113.8%
District
GREENE, WILLIAM H
149,000
165,546
111.1%
District
JOINER, WILLIAM JASO
113,000
124,936
110.6%
District
HARNED, JEFFREY
512,500
560,756
109.4%
District
BARGANIER, FELIPE A
235,000
255,929
108.9%
District
WILSON III, EDWARD S
495,001
531,725
107.4%
District
BURT, TRAVIS R
126,000
135,047
107.2%
District
BROCK III, LEWIS
295,000
313,518
106.3%
District
GRANT, KEVIN SHAWN
90,000
95,551
106.2%
District
HUNSINGER, DAVID WAY
404,999
429,042
105.9%
District
DUFF, MARY
151,000
159,068
105.3%
District
DWYER, DONNA N
393,000
413,062
105.1%
District
MEEHAN III, LINWOOD
124,000
129,206
104.2%
District
OWENS, CRAIG STEPHEN
122,600
127,636
104.1%
District
BENNETT, TED
376,001
389,834
103.7%
District
PERKINS JR, WILLIAM
141,000
146,028
103.6%
District
PRATER, DANNY KYLE
88,000
90,617
103.0%
District
CHAMBERS, FREDERICK
61,600
63,404
102.9%
District
SWAIN, MATTHEW
90,000
92,569
102.9%
District
ARDE, WARREN ALEXAND
102,000
104,295
102.2%
District
STEPHENS, DAVID
116,000
117,648
101.4%
District
NOLAN, ANDREW MICHAE
340,000
340,669
100.2%
OFFICE LEVEL
MANAGER Q3 GOAL Q3 SALES % OF GOAL
Terr
HINTON JR, JAMES H
2,669,997
4,825,739
180.7%
Terr
MENARD, CHRISTOPHER
2,035,998
2,818,656
138.4%
Terr
MCINNIS, TIMOTHY
4,880,997
5,795,853
118.7%
Terr
SWARD, MARK
3,199,998
3,668,606
114.6%
Terr
MILLER, CRAIG
2,575,005
2,790,734
108.4%
Terr
D'ARCIPRETE, ELANA
2,910,995
3,152,836
108.3%
ANNIVERSARIES OCTOBER
NOVEMBER
Robert Fenn, Jr.
25 years
Harold Doyle, Jr.
15 years
Robert Penn
35 years
Raymond Charles Gray
25 years
Gregg Lawrence
15 years
Dianne Chambers
15 years
Robert Kennon Mathews
25 years
Joni Brown
15 years
Michael Frederick Marshall 25 years Janice Richey
15 years
SOUTHEAST REGION
Meet the new members of the
Stephanie Clementz Territory Executive Assistant—North Florida My name is Stephanie Clementz and I am the new TEA in the North Florida territory for TJ McInnis. I was born and raised in Medford, New Jersey which is a small town outside of Philadelphia. Once I graduated from Flagler College in St. Augustine, I moved to Jacksonville Beach and made it my home. Prior to Colonial, I was in the automotive industry for 10 years working as the Office Manager, Executive Assistant and Human Resources Specialist. Outside of work, I love to travel and spend time with my friends and family. I also have a one year old son who keeps my husband and I very busy! I am thrilled to join such a great team!
Melissa Drennan Territory Recruiter—Arkansas Hello! I’m Melissa Drennan and I’m so excited to be joining the Southeast Region and working with all of you! I received my BA degree in Broadcast Journalism from the University of Arkansas. I have spent the past 18 years in the Voluntary Insurance arena serving in several different roles. These include Benefits Enroller, Manager of Enrollment Services, Director of Marketing Communications and RFP’s and now as the Arkansas Territory Recruiter for Colonial Life. In my spare time my husband Bill and I enjoy spending time with our four children. When time allows, we also love traveling, spending time at our lake house and watching college football. I look forward to meeting each of you!
SOUTHEAST REGION
Meet the new members of the
Shane Davison Regional Instructor—North Florida Shane Davison has spent the past 16 years in the voluntary benefits industry; primarily in sales, training and leadership roles with Aflac. His passion in skill development and confidence building attracted him to the RI position in Jacksonville, FL and he is very excited to work with such a talented team. Shane lives in Jacksonville Beach with his wife Bethany and their dog Sammie. In his spare time, he enjoys golfing, boating and exploring the city.
Taylor Stern Territory Recruiter—North Carolina Hello Everyone! I am the new Territory Recruiter for North Carolina and am excited to have joined Julian, the North Carolina team and the Colonial Life family. I studied Sports Management and Educational Studies and played Volleyball at Belmont Abbey College in Belmont, NC. I have been in the Charlotte area for almost 5 years now and absolutely LOVE living here. Over the past few years I have worked as a PE Teacher, Sports Coordinator, Volleyball Coach and an Account Manager in IT Staffing before recently joining Colonial Life. I love animals and have a cat named Ted, I’m totally a crazy cat girl J I love to travel as much as I can, play beach volleyball and work out. I’m also a big Carolina Panthers fan. I look forward to meeting everyone in the future and also look forward to starting my career at Colonial Life!
Tammy Lasker Territory Executive Assistant—Arkansas Hello. I am Tammy Lasker and I am very excited to join the SE Region and working with Blake Rodgers and the Tennessee Core Team. I have been with Colonial Life for 10 wonderful years. My background is in Human Resource Management, Management, and Benefit Administration. I have a degree from New York University in Business Administration, where I also worked for 13 years. When I returned to Arkansas after a 20 year stay in NYC, I received my next degree in Management from the University of Central Arkansas. I am a avid reader, I enjoy outdoor activities and I collect music. I have a son, Michael; a granddaughter Skylar; and a grandson Jaxon. I am known as GiGi to my grandkids. I also have two little pups named Jade and Roxy.
Scott Smith Regional Instructor —Arkansas I am Scott Smith the Regional Instructor for the Arkansas territory and excited to be a part of the Colonial team. I have over 20 years of experience in the insurance industry starting out as an agent with Mass Mutual. From 1996-2000 I was the Brokerage Manager/ Disability Income Supervisor for The Guardian insurance company where I spent my time recruiting, training and developing brokers and new agents. I then ventured into the telecommunications industry serving as the District Sales Manager in Arkansas for McLeod USA, a Fortune 500 company at the time. Learning that the company was being sold I decided to get back into the insurance industry during the transition period and opened my own independent insurance agency at the end of 2000 specializing in group products for small to medium sized companies. From 2006 to 2013 I served as the State Manager/ Regional Vice President for Washington National and covered Arkansas, Louisiana, Mississippi, Kansas, and Missouri. In late 2013 I was asked to serve as Executive Vice President for Crain Management and charged with navigating the 3 separate entities; automotive business, radio stations, and real estate holdings under one corporate umbrella. However at the end of this task, the insurance industry called my name and once again went back into the group market before our great Territory Recruiter and former Territory Manager called me about the Regional Instructor position. On a personal note, I was born and raised in the great state of Arkansas. For 16 years I have been truly blessed with a loving, caring and supportive wife, Kim, who is way better than I deserve. We have 3 children; Bret a 14 year old 9th grader, Brenna our soon to be 12 year old 6th grader, and Bradie Caroline our vibrant 7 year old 2nd grader. They keep us very busy but in my spare time I enjoy golf, running/exercise, and landscape projects. As a family we enjoy amusement parks, vacations at the beach and all Arkansas Razorbacks sports!
David Petersen Regional Growth Market Manager Growth Market Solutions Colonial Life 404-823-0903 dpetersen@coloniallife.com
AMERICA’S BROKERS : 4Q CONTEST There are many reasons brokers should find doing business with us an attractive proposition. Brokers are looking for a partner who:
Can easily handle enrollment challenges.
Has the technology in place to handle core and our voluntary products.
Can provide essential products and services at no direct cost.
Regional Growth Marketing Manager
Well, here’s one more reason why now is the time for brokers to give Colonial Life a chance. During fourth quarter, we’re providing a cash incentive for New Brokers who’ve never done business with Colonial Life.
New brokers who partner with Colonial Life on three new accounts (each with at least $5,000 net sales premium) will receive a $500 bonus.
New brokers who bring five new accounts (each with at least $5,000 net sales premium) will receive a $1,000 bonus.
Each new broker can earn up to $1,000 in bonus during fourth quarter just for giving Colonial Life a shot.
Only brokers contracted on or after Sept. 1, 2016 are eligible to receive this bonus.
There could not be a more perfect time to bring new brokers to Colonial Life. We look forward to seeing your success utilizing this unique bonus opportunity for America’s brokers, and please contact your Regional Growth Market Manager with any questions. The next page contains a Marketing Flyer promoting the contest. It can be found on PROPR.
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!