Transcript Liberty National - United American Insurance Company
Producing Agent Growth
Mar30 1,296 Feb17 1,228 Feb24 1,242 Mar2 1,254 Mar9 1,270 Mar16 1,270 Mar23 1,276
Agent training only. Not for sales use.
Submitting Agent Growth
Mar 30 716 Nov 700 Mar
23
710 Dec 657 Feb 682 Jan 607
Agent training only. Not for sales use.
Jeff Miller
TMK1536 092910 Agent training only. Not for sales use.
Branch Growth
Do the Metrics
Ask yourself, “What fundamentals do I need in place, to grow?”
Invest
I
n
Y
our
B
usiness
Time Training Treasure
Recruiting
Invest in your business. Simply put, the more people prospecting and selling the more our production and bonuses grow.
Systems that work for Branch 178
Have full-time Recruiter and part-time callers.
Use the AUM program and assign resumes to them.
Make it fun and competitive. Run contests. Have pizza, prizes, gas cards, and gift cards.
The recruiting schedule:
Tuesday – Group Career Briefings 10 a.m. and 2 p.m.
Wednesday – Final Interviews.
Thursday – Group Career Briefings 10 a.m. and 2 p.m.
Friday – Final Interviews.
Recruit to new territories that have never been worked.
Results
More Paid Hires in school!
Maintain 25 at all times.
Reach The Goal
More Paid Hires turning into Agents.
More Agents turn into AUMs.
Grow producer count = Grow sales!
75% of sales force at Bonus Level
Invest In Your Business!
Hire, Train, and Hold Close the “Want To” People!
Mark Woodruff
TMK1536 092910 Agent training only. Not for sales use.
Sherri Young
TMK1536 092910 Agent training only. Not for sales use.
Council Notes
Agent training only. Not for sales use.
Agent Bonus / Production
2010
Agent #1 Agent #2 Agent #3
Comparison
Production
$413,700 $141,700 $127,300
Bonus
$68,800 $51,800 $37,400
2011
Agent #1 Agent #2 Agent #3
Production
$311,000 $129,400 $115,200
Bonus
$65,100 $50,100 $38,400
Management Bonus Comparison
Unit Manager Avg Bonus
2009 $351
% Change Net Issue Production
$84,912,844
%Change
2010 2011 2012 $397 $488 $514 13.11% 22.92% 5.33% $58,952,610 $53,185,008 $6,145,491 -30.60% -9.80% -11.10%
Branch Manager
2009 2010 2011 2012
Avg Bonus
$438 $412 $499 $719
% Change
-5.94% 21.12% 44.09%
Net Issue Production
$84,912,844 $58,952,610 $53,185,008 $6,145,491
%Change
-30.60% -9.80% -11.10%
Seven Day Hold: Advance Pay
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No submit advance pay on May 11 th for business submitted the previous week (week ending May 4 th )
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Bonus, renewals and commission account payments will be paid on May 11 th
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Submit advance pay for the week ending May 4 th will be paid on May 18 th
Seven Day Hold: Bond Account
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Bond deductions were stopped Friday March 30
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Week of May 11, the bond account will be paid to anyone with a commission account balance of $1,000 or higher
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If balance is below $1,000, bond money will be placed in the commission account. Once the bond money brings the commission balance to $1,000, any remaining bond will be paid directly
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Example: An Agent has $900 in the commission account and $300 in the bond account. $100 would be placed in the commission account to bring that balance to $1,000. The remaining $200 would be paid direct to the Agent.
Seven Day Hold: Additional Pay
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Branch Manager can request additional pay for May 11 based on the Agent’s 4-week direct pay as of April 23. (Home Office will provide the information). If the person receiving the additional pay received bond money during the week, they can only get additional pay for the difference up to the 4-week direct pay average
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The Agent must have a 4-week direct pay average of $200 or more to receive additional pay
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Any additional pay requested will be considered a loan and will be deducted from the Agent’s pay over the next 4 weeks
Building Middle Management The AUM Program
Agent training only. Not for sales use.
Old Liberty Leadership Development Model
B M U M s
New Liberty Leadership Development Model
BM UMs AUMs
What is an AUM Worth?
Playbooks
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Purpose: To create three playbooks that will define best practices at Liberty National
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Recruiting Playbook
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For Directors, BMs, UMs, AUMs
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Training Playbook
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For BMs, UMs, AUMs
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Sales Playbook
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For New Agents
Recruiting Playbook: BMs, UMs & AUMs
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Overview, Expectations, & Schedule Phone Setting & Tie Downs Personal Recruiting RMS Recruiting Candidate Experience 3 Step Process
Executing first interview
Executing the group career briefing Executing the final interview Pipeline Management New Hire Checklist
Training Playbook: BMs, UMs & AUMs Train the Trainer – Executing the Sales Playbook
• • • • • •
Overview, Expectations & Schedule Compensation – How it Works Individual Business
Prospecting – ADP, Child Safe, Existing Customers
Laptop Sales Presentation Individual field training Field Training Checklists, Release Meeting Underwriting Quality Business
Training Playbook: BMs, UMs & AUMs Train the Trainer – Executing the Sales Playbook
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Worksite Business
Prospecting
Worksite field training Revamped Steps to Success
• • •
Field Training Checklists, Release Meeting Underwriting Quality Business
Sales Playbook: New Agents
• • • • • • • • • •
Setting up a successful schedule Activity – How it equates to productivity Individual prospecting Laptop Sales Presentation & scripts Worksite business prospecting Worksite presentations & scripts Revamped Steps to Success Schedule & Release Meeting Underwriting Quality business
Career Track
Agent training only. Not for sales use.
Assistant Unit Manager
Unit Manager
Branch Manager
Lunch Breakout Rooms at 1 p.m.
Agent training only. Not for sales use.
Child Safe Kits Placing Child Safe Lead Collection Boxes
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Child Safe Display 1 Tear-off card Endorsement letter from the International Union of Police Associations Ideal locations for box placement Box placement tracking log
Child Safe Events
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Locating events
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Being prepared Balloons, ribbon and helium tank Shade canopy, folding table and banner Toys and novelties Lead collection boxes and tear-off cards Laminated Child Safe Kit example Pens and small clipboards Make your question count!
Staffing your event Post-event lead distribution
Lead Lists
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No contingent beneficiary Children’s Insurance Rider/No life on children Term policies & Term riders Term anniversaries ALX with face value Less than $10,000 (age 60-80) No cancer (age 21-60) Cancer no Hospital Intensive Care