August 18, 2014 Volume 4, Issue 3
Table of Contents T$ Facts of Life Welcome to the Family Deep Thoughts Territory Contests Inforce Growth
2 6 10 14 23
Recognition Career Anniversaries Hire Power HO Updates LDC & PC/LC
4 9 13 17 26
T$ Facts of Life The Secret Bullet of Sales Success “What is the one thing I can do to be successful?” Jesse asked. “Is there a secret to success?” My mind raced fervently. He wanted to know the key to success and the reality was, I didn’t have a good answer for him. Not because I had never been asked that question before. In fact I had been asked it many times, by many different people. In the past I had always blown that question off by saying, “There isn’t any ‘One Thing’ in this business. There is no magic bullet that will propel you to success.” I knew that their question was really from the wrong motivation so I hadn’t taken them seriously. They had wanted the shortcut to success. I couldn’t blame them…to a point. I mean who wouldn’t want a shortcut? The problem was there are no shortcuts to success in this business.
The difference with Jesse’s question was that he was asking from a pure heart. He wasn’t looking for a shortcut. He was looking for wisdom. I didn’t give Jesse my stock answer that afternoon. His earnestness made me dig deeper. As I looked at his question through the lens of my own experience, it dawned on me that I actually did possess a magic bullet. I realized that the secret of my success wasn’t a trick or technique that could be learned. It certainly wasn’t a shortcut. In fact it took a lot of hard work. But it was magical. I was so excited that I knew the answer that I blurted out, “Two a day!” Jesse’s quizzical look made me continue, “Set two Decision Maker appointments per day, every day without fail. No excuses, no exceptions, come Hell or high water just set two appointments with decision makers every day. If you do that, I guarantee you can’t fail in this business.”
The Back Story When I first meet Jesse he was the ticket writer at the local car wash. He convinced me to get my car detailed. I must have told him no at least a dozen times, but Jesse asked thirteen. I convinced him to come in for an interview. I’m confident that there isn’t a personality/skills test that would have predicted Jesse’s success. In fact I’m also confident that most sales managers wouldn’t have given him an interview. But at the carwash I saw a glimpse into Jesse’s determination. That determination made him a six-figure earner in this industry.
Visit Success Is Voluntary Today!
T$ Facts of Life (cont) Jesse Listens
Most new agents would have nodded politely, promised they would “try to set two decision maker appointments per day” and continued on their path to failure. Not Jesse. Jesse took it to heart. He became a man possessed. When we had full-day training classes, Jesse would bring his lead list with him and call them on breaks. When he had enrollments going on, Jesse would call prospects between employees. One night I came back to the office from a Chamber of Commerce networking event around 7:00 p.m. and Jesse’s car was in front. This wasn’t unusual as Jesse had a key to the office. Jesse was so broke when he started in this business he asked me if he could clean the office at night for a little extra money. Instead of finding Jesse cleaning, I found him pounding the phone. I asked him why he was still dialing at 7:00 at night and his answer was, “I only have one appointment scheduled so far today.” When I asked him who he was calling on at that time of night he simply said, “Retail stores are still open. Not all of them are owned by big companies. I’m not leaving until they all close or I get my second appointment.” I learned four things about Jesse that night.
Do You Possess Jesse’s Four Things? 1.I had to be careful what I told Jesse to do. He took me at my word and would follow through regardless of the cost. 2.Jesse’s word was his bond. If he said he was going to do something, he was going to do it. 3.Jesse was a warrior. He would not be denied and he put his heart into everything he did. 4.Jesse’s enthusiasm was contagious. I was so impressed that he was still working that I offered to help. I asked him if he would give me part of his call list. Jesse refused to give me his list as he felt he needed to set the second appointment himself. There was no way I was leaving until Jesse had his second appointment. I went into my office and started calling on resumes. Jesse had fired me up so much that I knew I couldn’t leave until I had set two recruiting appointments. Jesse and I both set our second appointment about 20 minutes later. Conclusion: Set two Decision Maker appointments per day, every day, without fail, no excuses, no exceptions, come Hell or high water. If you do that, I guarantee you can’t fail in this business. Don’t try. Don’t rationalize why you can’t do it. Rationalization is for losers. Question: How many Decision Maker appointments did you set today? Be brave, post your answer in the comments below.
Territory Recognition Week 32 Production & Top Achievers Territory Week 32 Cases: 2 Contracts: 2 Premium: $119,191 Territory QTD Cases: 13 Contracts: 13 Premium: $802,045 Territory YTD Cases: 68 Contracts: 73 Premium: $4,970,323
Top Producers Susan Hendricks (Amoebas District)
Joe Silva (Na taa niss District)
$34,295
$7,190
Mark Montoya (Rough Riders District)
$7,058 Top Districts Amoebas (SH)
Rough Riders (MM)
$44,207
$24,023 El Chuco (GZ)
$12,584
Territory Recognition 2014 Premium Target $12,000,000 Territory Sales Chart $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 YTD 2014
New Accounts $309,052 $511,678 $178,646
Existing Accounts $1,233,825 $2,113,724 $623,399
Total Premium $1,542,877 $2,625,402 $802,045
$999,376
$3,970,948
$4,970,324
Welcome to the Family Weeks 29-32 Diego Coronado – ASR - Towell District
Christina Demilto – ASR - Gallagher District Shawn Echols – ASR - Echols District Carla Elliott – ASR – Gallagher District Armando Hinojosa– ASR - Zubia District Cesar Paz – ASR - McLeod District Joscelyne Perez – ASR - Marquez District Denise Robinson – ASR - Anasagasti District
Mark Sander – ASR – Gallagher District Andria Standifer – ASR – Anasagasti District Hannah Stone – ASR - Hendricks 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!
NEW! Recruiting Videos for Potential Candidates
877-486-4930 onboardingservices@coloniallife.com OnBoarding Services now offers additional training webinars every Monday!! Every Monday at 10am (7am AZ time), 11am (8am AZ time) & 1pm (10am AZ time) EST, the Onboarding Services team will conduct a rotating series of national webinars to support managers and their teams.
View Recruiting Video Hub Site Here!
The list of topics, dates and times are located below. 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.
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Career Anniversaries August 2014 25 YRS 8/15 – PRISCILLA MARTINEZ – ASR 10 YRS 8/25 – DAPHNE STOKES – ASR 5 YRS
8/21 – ED GENTRY - ADM
1 YR 8/8 – PATTI CLARK – ASR 8/21 – BILL DECKER – ASR 8/20 – TRENISE GLOYD – ASR 8/26 – PHIL MIRANDA – ASR 8/8 – UNITY OVIASOGIE – ASR 8/27 – BILLIJO PIHLAJA – ASR 8/26 – DAVID TRIPATHI – ASR
Deep Thoughts by MOE “HANDEY” Time Monitoring Exercise Time Monitoring is a useful exercise to help agents ensure maximum productivity in their work day. By using this tool for a short period during their career they will be able to identify time wasting activities, increase the amount of time spent on income generating activities, and organize their tasks. Instructions for proper use: •
Log your activities by the half hour for three days • •
•
Record the activity that took up most of the time block No more than two activities per time slot
Code the activities in to Green, Yellow and Red time • • •
Green time = Income producing activities (prospecting, setting appointments, DM presentations, getting referrals, conducting an enrollment) Yellow time activities = Lead to or enhance green time activity (making packets, preparing call lists, reading a sales book, attending sales classes, team meetings, recording leads, etc.)* Red time activities = everything else (personal phone calls, personal errands, watching TV, surfing the internet, etc.)
• Review your sheet. Where did you spend most of your time? Are there any black holes you can remove? Were you as productive as possible? Do you have a good balance to your day? *Yellow time activities need to be classified as red time if they are done to avoid green time activities. (i.e. if an agent spends the day driving around trying to pick a place to call or if they are in the office at 10:00 am making packets instead of prospecting)
Use the link below to download your copy of the Time Monitoring Worksheet
Click here to download
Deep Thoughts (cont)
A business classic endorsed by Dale Carnegie, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas—or anything else—this book is for you. When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger’s life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America? The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable—and more valuable to your company—when you apply Bettger’s keen insights on: • The power of enthusiasm • How to conquer fear • The key word for turning a skeptical client into an enthusiastic buyer • The quickest way to win confidence • Seven golden rules for closing a sale
Deep Thoughts (cont) Upcoming Education Opportunities August 11th – 22nd August 11th – 29th August 18th & 22nd August 22nd August 27th August 29th Sept 4th
Public Sector RACE Event Step 1 – Recruiting Success Contest (pg 16) Call Clinic (1:00pm – 4:00pm) Friday Fundamentals – Getting Referrals Product Training Class – Accident, Disability & Cancer Assist (1:00pm – 4:00pm) Friday Fundamentals – Time Mgmt & Goal Setting Benefit Counselor Certification Workshop (9am–4pm)
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
**SAVE THE DATE** YAHTZEE RACE EVENT 9/8 – 9/18
Hire Power Building the Best Team in the Business Recruiting is a multi-step process, and it doesn’t end when an agent is contracted. We don’t consider the recruiting process a success unless and until the people we’re recruiting see some success. Elsewhere in this newsletter, you’ll find information on a new recruiting referral contest. It’s starting now and will run through the end of the year. The contest has three steps. There are prizes for each step, and the prize values increase with each step. To win prizes, all you need to do is refer people to us who might have an interest in representing Colonial Life. • Step 1: You can win $100 gift just for referring people who show up for an interview. The $100 prize will go to whoever refers the most interviews by August 29. • Step 2: The person who refers the most new salespeople to us by September 26, will win a $250 prize. Any new rep contracted between now and the end of September will count. • Step 3: The Grand Prize goes to the person referring the most new reps to who achieve at least $10,000 in sales in their first 90 days. The winner gets their choice of a big screen TV or a laptop with Colonial Life’s new “Harmony on the Go” device. But there’s an even bigger incentive for those who help us build our team. It’s called the Recruiting/Training Bonus or RTB. With RTB, you’ll receive a bonus of $250 on the first $2500 in sales by any recruit you’ve referred to Colonial Life. When a new rep you’ve referred reaches $10,000 in sales, you’ll receive a total of $1100 in bonuses. Are you willing to change someone’s life for the better and in turn win the contest?
3QTD New Recruits by District: Michael Gallagher Mark Marquez Susan Hendricks Vince Echols Joe Silva
3 2 1 1 0 James Thresher
Robert Anasagasti David McLeod Chris Towell Guillermo Zubia Manny Torres 0
3 2 1 1 0
Territory Contests
Click Here to Learn More on Propr!
Territory Contests (cont)
Territory Contests (cont)
HO Updates Get the July/August IMPACT Here!
This issue will help you: • Pause to reflect on the second half of the year. What will you do to make sure you end strong in 2014? • You’ll wish you were in Chicago when you see the Run Through the Warehouse video. • The Contact Center has a dedicated team to help you get what you need. • Summer Life enhancements put the sizzle in life insurance. • Top secret! Competitive Intelligence helps you win in the marketplace. • Recruiting Training Bonus gets an update. • Lynn McLeod teams up veterans with new reps. • Open broker books using ben admin and Selerix. • How to succeed in the under-500 public sector market. • 2015 President’s Club Grand Escape.
HO Updates (cont) Learn More About these Kits on Propr!
Before you create your own drop piece get approval from HO or check out what has already been created for you!
HO Updates (cont) Download the AD&D Webinar Q&A Here!
HO Updates (cont) Benefits Selling Readers’ Choice Awards Voting is now open for the 2014 Benefits Selling Readers’ Choice Awards. Colonial Life consistently dominates this award program. Brokers have given us 34 top honors in eight years recognizing our products, innovation and service. We want the trend to continue this year. We encourage people who are Benefits Selling subscribers to vote, and we want to encourage brokers who are Benefits Selling subscribers to vote for their favorite carriers as well. We believe Colonial Life has the most potential to place in the following categories:
Which carrier is the easiest to work with? Which carrier is best prepared for PPACA (health care reform)? Which technology vendor makes your life the easiest? Voting ends on Sept. 5. You and your brokers can vote by clicking here.
Week 32 Propr Enhancements
HO Updates (cont)
Click Here to learn more about Harmony On The Go
HO Updates (cont)
HO Inforce Growth Updates
HO Inforce Growth Updates (cont)
CONTEST ENDS 8/29!
CI DA$H FOR CA$H
Leadership Develeopment Conference
2015 LDC Qualifications District Managers contracted in 2014 Contracted in first quarter o $70,000 in sales premium o 4 new recruits Contracted in second quarter o $60,000 in sales premium o 4 new recruits Contracted in third quarter o $50,000 in sales premium o 3 new recruits OR Achieve 75% of your third quarter year-to-date sales plan. (Note the target is a percentage of your year-to-date plan, not your annual plan.) 4 new recruits District Managers contracted in 2013 or prior Achieve 75% of your third quarter year-to-date sales plan. (Note the target is a percentage of your year-to-date plan, not your annual plan.) 4 new recruits
President’s Club & Leader’s Conference Find trip qualifications and current standings on Propr! 2015 President's Club & Leaders Conference
AZ/NM/El Paso Territory 1 N Central Ave, Ste 850 Phoenix, AZ 85004 480-428-4706 Tim Martin, TSM Donna Ochoa, TEA Stuart Woltz, TR Moe Sullivan, RI
480-428-4707 480-428-4706 480-428-4708 480-204-8066