Crusader News January 7, 2014
Volume 2, Issue 1
Entrepreneurship is living a few years of your life like most people won’t, so you can live the rest of your life like most people can’t. -Anonymous
Table of Contents Territory Recognition Deep Thoughts by Moe Handy HO Updates TKO 2014 PC/LC
2 7 9 14 18
Welcome to the Family Territory Contests For the Tech Savvy LDC
5 8 12 17
Territory Recognition Agent
QTD Case Count
WARREN, SHAWN JEFFERY
4
WOOLARD, ANGELA JENNIFER
3
SULLIVAN, ERIKA LYNN
2
DRAGOTONIU, ALEXANDER
2
GENTRY, GEORGE E
1
Agent
YTD Case Count
WOOLARD, ANGELA JENNIFER
5
WALKER, PAMELA J
5
WARREN, SHAWN JEFFERY
5
GENTRY, GEORGE E
4
HOPKINS, JOHN M
4
YTD 2013
Agent
QTD Net New Acct SP
WOOLARD, ANGELA JENNIFER GENTRY, GEORGE E ZUBIA, BERENICE SULLIVAN, ERIKA LYNN WARREN, SHAWN JEFFERY
$74,562.12 $70,143.78 $57,795.24 $45,404.04 $41,818.56
Agent
YTD Net New Acct SP
GENTRY, GEORGE E ZUBIA, BERENICE HERNANDEZ, EDUARDO WOOLARD, ANGELA JENNIFER WALKER, PAMELA J
$665,014.14 $320,464.05 $187,292.42 $132,795.02 $87,786.74
Agent
QTD Total Net Sales Credits
TUNZE, BRUCE NEUZIL, DONNA JEAN PHILLIPS, DAVID GENTRY, GEORGE E SCHAEFER, RITA MARIE
146,894 79,146 72,248 66,649 63,011
Agent
YTD Total Net Sales Credits
TUNZE, BRUCE GENTRY, GEORGE E PHILLIPS, DAVID ZUBIA, BERENICE NEUZIL, DONNA JEAN
604,894 443,692 265,925 230,159 216,479
Territory Recognition Silva, Leon, $181,873 $469,920 Torres, $529,613
Anasagasti, $169,449
Suckerman, $137,572
Hendricks, $1,659,674
Marquez, $1,012,174
2013 Sales by Districts
McLeod, $1,645,046
Zubia, $1,449,813
DGA Marquez Leon Zubia Torres Hendricks Silva McLeod Chacon Suckerman Anasagasti
4Q 2013 % of Contract Plan s 157.30% 218.00% 151.30% 69.90% 110.90% 93.30% 98.10% 74.50% 9.20% 21.00%
12 1 1 1 3 0 3 3 0 0
YTD 2013 % of Contract Plan s 146.80% 134.30% 130.40% 129.20% 125.40% 104.50% 89.50% 87.10% 40.00% 37.80%
Chacon, $1,452,633
ADM
29 1 7 4 10 1 24 5 3 5
YTD 2013
Warren Gentry Sullivan Walker Moore Sheffield Meridith Diez Bryson Miranda Reed
4Q 2013 % of Contract Plan s 294.60% 135.20% 140.60% 87.40% 77.90% 9.60% 21.20% 13.80% 13.10% 0.00% 0.00%
3 1 0 0 0 0 2 2 0 2 1
YTD 2013 % of Contract Plan s 294.60% 179.00% 133.30% 133.20% 77.40% 36.00% 15.90% 13.80% 11.00% 0.00% 0.00%
3 3 1 1 2 0 3 2 1 3 1
Territory Recognition 2013 Premium Target $10,242,000
Axis Title
Territory Sales Chart $10,000,000 $9,000,000 $8,000,000 $7,000,000 $6,000,000 $5,000,000 $4,000,000 $3,000,000 $2,000,000 $1,000,000 $Quarter 1 Quarter 2 Quarter 3 Quarter 4 YTD Total
New Accounts $159,967 $997,139 $548,216 $596,746 $2,302,068
Existing Accounts $1,747,277 $1,917,401 $1,431,484 $1,962,349 $7,058,511
Total Premium $1,907,244 $2,914,540 $1,979,700 $2,559,095 $9,360,579
YTD 2013
Welcome to the Family! Q4
Stuart Ingersoll – ASR - Marquez District Tina Jojola – ASR – McLeod District Elizabeth Larson – ASR - Marquez District Michael Mallett – ASR - Marquez District
Adam Arvizo – ASR - McLeod District
Manuel Molina – ASR - Marquez District
James Benninger – ASR - Marquez District
Thomas Montoya – ASR - Marquez District
Dawn Bockius – ASR - Hendricks District
Ronnie Peaches – ASR - Marquez District
Robert Conaway – ASR - McLeod District
Scott Pierce – ASR – Marquez District
Franklin Cornelius – ASR – Hendricks District
Bernell Reed – ADM – Marquez District
Marc Diez – ADM - Marquez District
Nicholas Wilczynski – ASR - Chacon District
Yolanda Dixon – ASR - Marquez District
Robert Dille – ASR – Chacon District
Liza Dominguez – ASR - Zubia District
Paul Song – ADM – Chacon District
Tom Gray – ASR - Leon District
Ron Reaves – ASR – Hendricks District
Ann Marie Hawksworth – ASR - Torres District
Todd Sauser – ASR – Marquez District
Welcome to the Family (cont)? Are You New to Colonial Life‌? Not sure of your next steps? You have nothing to worry about! Welcome! Click here to get started! 877-486-4930 onboardingservices@coloniallife.com
Propr Webinar for New Salespeople Get the hang of our website Every Monday and Thursday at 2 p.m. ET (12pm AZ time), the Onboarding Services Team conducts a webinar to help our new salespeople get familiar with the My Colonial Life Propr website. If you would like to join: Call: 888.238.7803 Access Code: 2136933# Click here to watch the webinar
NEW! Recruiting Videos for Potential Candidates
OnBoarding Services now offers additional training webinars every Monday!! Starting August 26th, every Monday at 9am (7am AZ time), 10am (8am AZ time) & 12pm (10am AZ time) EST, the Onboarding Services team will conduct a rotating series of national webinars to support managers and their teams. The list of topics, dates and times are located above. We are committed to your growth and success. Gain the knowledge, skills and tools needed to train and develop a successful team by participating in the educational webinars.
View Recruiting Video Hub Site Here!
Deep Thoughts by MOE “HANDEY” Success Academy – 1Q14 Day 1 – Product Overview Day 2 – Field Activity Day 3 – Everything from Prospecting to Goal Setting
Upcoming Trainings 10th
Friday Fundamentals 1. 2. 3. 4. 5. 6. 7.
**Every Friday, 3:00pm – 5:00pm** 7 Session Class Setting the Appointment DM Presentation Access & Control Presentation to the Employee Maximize the Enrollment Getting Referrals Time Management & Goal Setting
Jan the Jan 13th – 17th Jan 17th Jan 24th Jan 28th – 30th
Friday Fundamentals – Maximizing Enrollment RACE Event Friday Fundamentals – Time Management & Goal Setting TKO (Territory Kick Off) Meeting Success Academy
Territory Contests 1Q RACE – Jump Start into 2014
HO Updates What we accomplished in 2013 Despite a challenging economic, regulatory and competitive environment, you created momentum throughout 2013, with solid growth from our veteran reps and broker sales, as well as in the mid-market and large account sales. You also delivered solid growth from our existing customers. With an improving economy, less uncertainty regarding the regulatory environment and changes in our compensation and recruiting plans, we’re optimistic that we’ll also build momentum in the small-account market in 2014. Our 2014 business plans include initiatives to drive improvements in direct sales and sales in the over 100-life market, while continuing and building on the strong momentum you created in the broker, large case and public sector markets during 2013. Bill Deehan to author Sales Progress updates going forward Traditionally, the Head of Sales has authored our weekly Sales Progress updates. I couldn’t be more pleased that Bill is our new Head of Sales. In his new role, Bill will share the Sales Progress updates with you going forward. Bill will introduce some positive changes in the format and focus of the updates. I’ll stay connected to our results and will continue to celebrate your accomplishments along with you. In closing … Based on the momentum you’ve created in the fourth quarter of 2013, with an improving economy and regulatory environment, tremendous home office partnerships, a renewed focus on business planning, plus the best sales team in the industry, I’m very optimistic about our future. Because of the holidays, we won’t have comments in this week’s Sales Progress email. I wish you all health, happiness and prosperity in the New Year. 2014 is our time to soar. Tim Arnold Senior Vice President Sales & Marketing
Youville enhancements are here More options to customize communications You now have even more ways to customize a Youville website for your accounts with several new enhancements: New corporate-style design option to reflect the account or broker's preference Core benefits spotlight Home page spotlight content area New York version Link to your online scheduling tool for 1-to-1 sign up These new options give you more choices in designing a custom page for your accounts. The enhancements also allow for more visibility of core benefits if they’re promoted on the site. You can easily drive employees to key content from the home page and increase participation in 1-to-1 benefits counseling sessions by linking to your online scheduling tool of choice. NEW! Sample demo sites Check out the custom and generic sample sites. Custom: www.visityouville.com/Jarvis (creative design) www.visityouville.com/ABCcompany (corporate design) -- IE9 or higher browser
recommended or Google Chrome, Firefox, Safari etc. Generic: www.visityouville.com www.visityouville.com/corp www.visityouville.com/NY www.visityouville.com/corp-ny NEW! Product videos Another addition to the Youville site is the first in a series of updated product videos. The new disability, life and accident videos are available now. Visit any Youville site and click on Benefits Overview. From there, go to the individual product line to find the videos. There are also New York versions. Use the videos for group meetings with employees, on custom Youville sites, in your Monday morning sales meetings, with new recruits and with brokers and decision makers to give a quick overview on how our line of disability products can provide financial protection to employees and their families. Videos are now available representing all product lines, including new cancer, critical illness and hospital confinement indemnity videos.
HO Updates Brand Update Learn More about the New Brand on Propr!
HO Updates First Quarter Sales Contest 1/1 – 3/29 Learn How to WIN your chance to Run Through the Warehouse on Propr!
Learn more @ TKO Friday 1/24!
For the Tech Savvy 1/20/14 - Harmony Update 11.1 Harmony update coming January 20 – Learn about the changes you'll see Harmony and QuickQuote will be unavailable on Saturday, January 18 and Sunday, January 19, for scheduled maintenance because of the Harmony 11.1 release. If you have a scheduled enrollment during this time, you will need to download to offline before January 18. Once the new version is released, you’ll not be able to upload any Harmony offline data enrolled before January 19 until you’ve successfully downloaded and installed Harmony 11.1 on or after Monday, January 20. Harmony 11.1 includes the following changes: Product activations and updates New underwriting levels for new accounts eligible for Two by Four offer with Accident 1.0, Critical Illness 1.0, and Whole Life 1000. New features for coordinators Fast Forms support: For accounts offering group products for the first time, a group master application must be submitted through Fast Forms to enable group product setup. New underwriting levels have been added to support the Two by Four offer in new accounts. Accident 1.0 – The sickness hospital confinement rider can now be underwritten with guaranteed issue, which means no additional health questions will be asked for this rider. Critical Illness 1.0 – Post Enrollment Guaranteed Issue (PEGI) is now available up to $10,000 for new accounts with five or more eligible lives. Previously, PEGI was only available up to $5,000 for accounts with five to 99 eligible lives. New features for enrollers More scenarios available for guaranteed issue: Accident 1.0 – The sickness hospital confinement rider will now be guaranteed issue. Critical Illness 1.0 – New for smaller accounts, the applicant can now apply for up to $10,000 with Post Enrollment Guaranteed Issue underwriting. Whole Life 1000 – New for smaller accounts, the applicant can now apply for guaranteed issue underwriting. How to download Harmony 11.1 View the instructions on how to download and install Harmony 11.1 on your computer. How does this affect my enrollment? If you’re enrolling online during the weekend of Jan. 18, Harmony online will be unavailable on Saturday, January 18 and Sunday, January 19. If you need to download an account to Harmony offline, you must do so before Saturday, January 18. If you have applications on your offline machine, please upload them by Friday, January 17, if possible. If you have applications taken before January 19 that need to be uploaded on or after Monday, January 20, you won’t be able to upload these applications until you’ve downloaded and installed Harmony 11.1. For more information contact the Enrollment Solutions Help Desk at 800.43.VOICE (Option 2, 5).
For the Tech Savvy 1/20/14 – Fast Forms Fast Forms Coming January 20 Flexible, mobile and fast‌get ready for Fast Forms! The new Fast Forms tool provides a new and simpler way to complete new account and group product forms. No more paper, wet signatures or faxing. Forms that used to be only available on paper will now come in an electronic format. Fast Forms allows you to: Complete AIF and Flex Plan Supplemental Forms electronically. Complete a single Group Master Application for all group products. Complete paperwork and obtain signatures in person or remotely. Electronically send completed paperwork to you, the account, home office, coordinator and broker with one push of a button. Electronically store copies of completed and submitted paperwork. In addition, upon submission of the Group Master Application, data will be automatically passed to Harmony and will enable group product setup. Manual versions of existing Group Master Applications will be phased out during the first quarter of 2014. The new electronic forms will be available 24 hours a day through Propr, and will be accessible from your laptop, smart phone or tablet. Training webinars Tuesday, Jan. 14 and Friday, Jan. 17 2 p.m. ET Link: https://egc.unum.com/salestraining Dial-in numbers: 888.238.7803 From a Colonial Life or Unum cell phone: 207.575.6703 From a Colonial Life field office: Ext. 56703 Passcode: 2136332# Join us to learn how Fast Forms can help you quickly complete and submit account setup forms for accounts. The tool takes a wizard approach and walks you through completing account paperwork. As you answer questions, the tool tracks your responses and presents additional paperwork for you to complete. Fast Forms is the preferred method for submitting new account paper work and is the only way to submit new account paper work when group products are being offered. Paper forms are no longer necessary and processing time will be faster for you. Look for additional training on Fast Forms on Propr soon, and get ready for Fast Forms Jan. 20.
TKO 2014 --Territory Kick Off Meeting--
…17 more days! WHEN: WHERE:
Friday, January 24th Black Canyon Conference Center 9440 N 25th Ave Phoenix, AZ 85021
MAP LINK: http://binged.it/1b5Sb3B CHECK-IN: 8:00AM MEETING: 8:30AM – 5:00PM HAPPY HOUR: 5:30PM – 8:00PM
Register Here Today! **Registration is essential as seating will be assigned by district for this event**
TKO 2014 (cont) If your name is listed below…you have been entered into the TKO Raffle for $100 Gift Card! “Thank you” for registering by Friday, 1/3! Janell Quint David McLeod Julia Moore Phil Miranda Pam Walker Andy Lopez Guillermo Zubia Bruce Tunze CJ Hall
Henry Chacon Lori Torres Marina Love Paul Bynum Paul Song Tina Figueroa Andy Lewis Bud Reed Charlie Benson
Don Peck Julie Peck Leslie Kohler Maria Mayfield Mark Marquez Mark Montoya Mike Webster Becky Merritt Scott Pierce
Shawn Warren Bill Decker Xochitl Arreola Alma Castellanos Bob Ingellis Alex Dragontoniu
Jary Welker Richard Kerr Daphne Stokes Donna Neuzil Donna Warren
TKO 2014
(cont)
Here is my registration list so far, sorted by DGA‌ First Name
Last Name
District Manager
Will you be attending the TKO 2014 meeting?
Will you be attending the happy hour following the TKO 2014 meeting?
Janell
Quint
Alan Suckerman
Yes
Yes
David
McLeod
David McLeod
Yes
Yes
Julia
Moore
David McLeod
Yes
Yes
pam
Walker
David McLeod
Yes
No
Phil
Miranda
David McLeod
Yes
Yes
ALTAGRACIA
GARCIA
Guillermo Zubia
Yes
Yes
Andres
Lopez
Guillermo Zubia
Yes
No
CECILIA
MACKAY
Guillermo Zubia
Yes
Yes
Guillermo
Zubia
Guillermo Zubia
Yes
Yes
Liza
Dominguez
Guillermo Zubia
Yes
Yes
Bruce
Tunze
Henry Chacon
Yes
Yes
CJ
Hall
Henry Chacon
Yes
No
Heidi
Plett
Henry Chacon
Yes
No
Henry
Chacon
Henry Chacon
Yes
Yes
Lori
Torres
Henry Chacon
Yes
No
Marina
Love
Henry Chacon
Yes
No
Paul
Bynum
Henry Chacon
Yes
No
Paul
Song
Henry Chacon
Yes
No
Robert
Dille
Henry Chacon
Yes
Yes
Robert
Dille
Henry Chacon
Yes
Yes
Tina
Figueroa
Henry Chacon
Yes
No
Andre
Lewis
Mark Marquez
Yes
Yes
Bernell (Bud)
Reed
Mark Marquez
Yes
Yes
Charlie
Benson
Mark Marquez
Yes
Yes
Don
Peck
Mark Marquez
Yes
Yes
Julie
Peck
Mark Marquez
Yes
Yes
Leslie
Kohler
Mark Marquez
Yes
Yes
Maria
Mayfield
Mark Marquez
Yes
Yes
mark
marquez
Mark Marquez
Yes
Yes
Mark
Montoya
Mark Marquez
Yes
Yes
Michael
Webster
Mark Marquez
Yes
Yes
Rebecca
Merritt
Mark Marquez
Yes
Yes
scott
pierce
Mark Marquez
Yes
Yes
Shawn
Warren
Mark Marquez
Yes
No
Terry
Blake
Mark Marquez
Yes
No
William
Decker
Mark Marquez
Yes
Yes
Xochitl
Arreola
Mark Marquez
Yes
Yes
Alma
Castellanos
Omar Leon
Yes
Yes
Deborah
Berry
Omar Leon
Yes
Yes
Robert
Ingellis Sr
Omar Leon
Yes
No
Alexander
Dragotoniu
Robert Anasagasti
Yes
No
Donna
Warren
Robert Anasagasti
Yes
No
Daphne
Stokes
Susan Hendricks
Yes
No
Denise
Meridith
Susan Hendricks
Yes
Yes
Donna
Neuzil
Susan Hendricks
Yes
No
Jary
Welker
Susan Hendricks
Yes
No
Richard
Kerr
Susan Hendricks
Yes
Yes
Leadership Development Conference Henry Chacon
Big Congratulations to our Territory Qualifiers! Susan Hendricks Mark Marquez David McLeod
Guillermo Zubia
The countdown is on to the 2014 Leadership Development Conference (formerly known as the Management Development Conference). Colonial Life’s top sales managers will attend this prestigious conference Jan. 7 through 9 at the Caribe Royale in Orlando, Fla.
The theme for the conference is Leadership Launch -- Building on the Past, Leading into the Future. 2014 marks the 75th anniversary of the company. Part of LDC will focus on the company’s influential past while preparing you to lead the way during the new year. You’ll also learn about the new tools, products and services we’ll launch in 2014 to help you succeed in the marketplace. Workshops include: Direct Sales --
There are five million reasons to attend this year’s workshop on direct sales. Did you know that there are more than five million small businesses in the United States, and the majority don’t currently provide employee benefits. With so many small employers needing what we have to offer, just imagine the tremendous opportunity to serve businesses in the under-50 market. Join us to hear about the new programs and initiatives that will drive growth in the small employer market. Broker Sales -The Broker Market Services workshop will showcase the new programs and initiatives to drive broker growth in 2014. Also, we’ll provide specific training on how to effectively prospect to new brokers and utilize the tools and resources to identify opportunities within your existing brokers’ book of business. Lastly, we will review our position relative to Private Exchanges and provide new tools and capabilities to drive sales within the local National Broker Alliance partner offices. Public Sector – We’ll showcase the resources and support you need to drive sales in this growth market. You don’t need to be exclusive to public sector to sell public sector business. We’ll show you the offers, partnerships and programs that will help you succeed in this market today. Product, Underwriting & Enrollment Solutions -- The future is here, and we’re ready to face it with creative and competitive products, underwriting promotions and enrollment solutions to support our sales partners throughout the sales lifecycle. In this workshop, you’ll learn about exciting new product development initiatives, new product packages with competitive guaranteed issue and PEGI underwriting, and winning enrollment solutions to enhance our value proposition for decision makers. Recruiting & Development -- Grow your district by attracting and retaining successful sales reps. This workshop will help you learn about tools and programs to effectively recruit and train ADMs and new sales reps, as well as continue to develop these sales reps so they become long-term, productive members of your team. Compensation -Understanding how to maximize compensation and changes for 2014. In Force Growth & Development -- Understand the rework needs of growth-oriented small districts. In this custom workshop, we’ll share proven enrollment strategies, block management best practices and demonstrate how the power of technology can be utilized to help you grow and protect your existing business. You'll leave the conference knowing Colonial Life is the place to be in the marketplace, and you'll have confidence in knowing you have everything you need to succeed in 2014.
Will You Win a Golden Ticket? Will you win a golden ticket to Italy? Prize points and Leaders Conference spots up for grabs in fourth quarter sales contest Tickets to Leaders Conference are on the line. All you have to do is come out on top during our Golden Ticket fourth quarter sales contest. The contest is for territory managers, district managers and unit managers. This promotion is based on A-rep new account sales in fourth quarter. The drawing will take place in early January at the Leadership Development Conference in Orlando, Fla. We'll draw Golden Tickets to the 2014 Leaders Conference:
One Golden Ticket from the pool of qualifying territory managers Two Golden Tickets from the pool of qualifying district managers (DGAs/PSMs) Two Golden Tickets from the pool of qualifying unit managers (ADMs/PSAMs) We'll also have a second drawing and award 300,000 prize points to: •Two territory managers •Four district managers (DGAs/PSMs) •Four unit managers (ADMs/PSAMs) Everyone who achieves the set goals will receive 50,000 prize points. How it works:
Territory Standings Marc Diez – 1 Ticket Erika Sullivan – 1 Ticket Manny Torres – 2 Tickets Shawn Warren – 1 Ticket Guillermo Zubia – 2 Tickets
An A-rep is defined as someone contracted in 2013. One ticket will be placed in the drawing for A-reps contracted in first, second or third quarter 2013 who have $10,000 in new account sales during fourth quarter 2013. The unit, district and territory manager each receive one ticket. Two tickets will be placed in the drawing for A-reps contracted in fourth quarter 2013 who have $5,000 in new account sales during fourth quarter 2013. The unit, district and territory manager each receive two tickets. Prerequisites: District managers and unit managers much achieve at least 75 percent of their annual sales plan to qualify. District managers must have at least five tickets and $150,000 in district sales during the 2013 calendar year to qualify. Unit managers must have at least five tickets and $75,000 in unit sales during the 2013 calendar year to qualify. Territory managers must have at least 35 tickets to qualify. All levels must have at least 75 percent BQI to be entered into the drawing. For reps who have dual code numbers, tickets will be awarded to the manager who the rep's PCN points to. Finish the fourth quarter strong, and a lucky golden ticket might be yours. Look out, Italy!
President’s Club & Leader’s Conference G is for gelato (ice cream) What's the difference between gelato and ice cream? Ice cream has a minimum of 10 percent fat. Gelato has a higher proportion of whole milk to cream -- only five to seven percent fat. It's also churned at a slower speed than ice cream, which makes gelato denser. Gelato contains about 25 to 30 percent air compared with 50 percent air in ice cream. Although ice cream is served frozen, gelato is served not quite completely frozen. Don't miss the chance to try authentic Italian gelato. Make sure you qualify for the 2014 President's Club and Leaders Conference. Important notes: Passports and pregnancy You’ll need a passport if you qualify for this trip, so make sure you apply early. Currently, you can expect to wait four to six weeks to get one processed after you submit the application. If you already have a passport, make sure it won't expire between now and Nov. 2, 2014. Regent Seven Seas Cruises requires your passport to be valid for six months beyond your length of stay. Passports are valid for 10 years. Get more information. If you're pregnant and will be in your 24th week of pregnancy by April 27, 2014, or if you'll enter your 24th week of pregnancy at any time during the cruise, Regent Seven Seas Cruises won't allow you on this trip.
Find trip qualifications and current standings on Propr!
AZ/NM/El Paso Territory 1 N Central Ave, Ste 850 Phoenix, AZ 85004 480-428-4706
Tim Martin, TSM
480-428-4707
Donna Ochoa, TEA
480-428-4706
Melissa Jackson, TR
480-435-0628
Moe Sullivan, RI
480-204-8066