Friday, May 23, 2014
Volume 8, Issue 21
BONUS COMMISSIONS! SUMMER CI DASH FOR CASH!
CI Summer Dash for Cash For a limited time -- a new summer bonus Cash in this summer with our new CI Summer Dash for Cash bonus. Here’s how it works: Between June 1 and Aug. 29, 2014, every pre-approved eligible account that successfully sells Critical Illness 1.0 and reaches a minimum of $2,000 in new total net sales premium (from any combination of products, it doesn’t all have to come from Critical Illness 1.0) will earn a $200 bonus. Bonus payment is allocated based on the opener premium split. The bonus will be paid monthly, and is for career agents only. This bonus is in addition to the commissions and bonuses sales managers and their reps can earn from their regular compensation plan. District managers will get a spreadsheet listing accounts in their area eligible for this bonus. In addition to providing key account contact information, the list will also outline suggested ways to get in the back door with each account. Look for an email from your territory’s In-Force Growth Consultant in the next two weeks. “Colonial Life reserves the right at any time to modify or eliminate this program and any associated bonus altogether, if the company determines it is in its best interest to do so.”
Inside this issue: BONUS COMMISSIONS
1
I’LL RACE YOU
2-3
PROPR UPDATES
4-8
MY COLONIAL LIFE FOR BROKERS
7
CALENDARS
8
NEW REPS GO TO P. 9
9
WEEKLY STATS AND WEEKLY LEADERS
1015
X MAY DERBY RACE EVENT—SOUTHWEST REGION—MAY 19-23
EVERYBODY! Get your Mint Juleps and Derby Hats ready to launch our summer success with a Kentucky Derby Themed May RACE Event. This is NOT a company sponsored event but a Southwest Region event that will spur some territory pride among the winner( s). Details of the event are as follows: This is a friendly competition at the Regional level and winners will have territory bragging rights. The Derby RACE should not conflict with any regular RACE activity planned, and is just an overlay to generate more excitement and “territory pride”. All territories must use the same point system (provided below) for this contest, even if you use some additional metrics for your local rep level effort. Points for this competition are:
Dials = 1 point
Drops = 3 points
Appointments = 5 points (defined as a set appointment with a DM)
Master apps = 25 points
The Regional Instructor of the top 2 territories by RACE point total points will be allowed to reward up to $100 in prizes at the territory level any way they see fit – all to the top winner, split to four winners, etc. Total territory points for the full RACE event (Mon-Fri) will be used to determine final winning territories; numbers need to be sent in the following Tuesday morning (May 27) to the RDM.
In the event of a tie, the territory with most appointments set will be the winner.
SEE PICTURES OF OUR “RACERS” on page 16!! 2
JUNE 9TH—OUR FINAL RACE EVENT OF 2ND QUARTER ARRIVES!
3
UPDATES TO PROPR X THIS WEEK (P 1 OF 2) Here’s the list of training content added to Propr this week, the Propr Pilot links to facilitator materials, and the new enhancements to Propr from the May 18th release. Training Content: Course Registration – the registration form has been moved over from ProducerNet and given a new look. Recruiting Sales Reps JIT – New Just-in-Time training on Recruiting new sales reps. Lesson 1 on Planning is now available, and more lessons will be available soon! National Sales Webinar May 2014– the May 8th NST Webinar and handouts on National Disability Awareness Month, Wellness for POPs, third party enrollment system connections, and AIMS updates are now available. Weekly Activity Report – this new Excel report is designed for reps and managers to track their own or team’s prospecting call results, drops, DM presentations, new accounts, premium written, recruiting calls, interviews conducted, and new rep contracts. This is a great form to track sales and recruiting activity! Propr Pilot (per my email on Tuesday to RIs, RDMs and TEAs): DDP Direct Sales Training (Facilitator Only) – please note, only RIs, RDMs, TEAs, TRs and TSMs can access this course. Benefits Counseling Classroom (Regional Instructor) – please note, only RIs, RDMs, TEAs, TRs and TSMs can access this course. Direct Marketing Classroom (Regional Instructor) – please note, only RIs, RDMs, TEAs, TRs and TSMs can access this course. Propr Enhancements: Rebranding – Propr has been rebranded to be more aligned with the new Colonial Life brand. This includes new colors, icons, fonts, and more. Toolbar – the toolbar in the upper right has been reconfigured and simplified. “Email” is now under the drop down icon along with “My Profile” and “Logout”.
4
UPDATES TO PROPR X THIS WEEK (P 2 OF 2) Apps – the application list feature has been updated based on feedback received from the field. You now have the capability to view all the apps that are available to you by click on the “Apps” link in the upper right of the screen next to search, or by going to Home > Support Centers > Apps. You can also save apps to your favorites by clicking on the star (see below). It will then be available to you throughout Propr by click on “Apps” from the upper right of your screen.
Retired products – these have been moved from ProducerNet to Propr.
Course Registration, Change of Address, Laptop Order, and Laptop Transfer – these are just some of the forms that have been moved to Propr from ProducerNet.
Underwriting forms and notes – these have been moved from ProducerNet to Propr.
FAQ’s –categories have been added to help answer your questions faster. 5
X STUDY FROM TRANSAMERICA FINDS THAT EMPLOYEES FAVOR COMPANIES THAT OFFER VOLUNTARY BENEFITS In today's fast-changing health care landscape, voluntary products are changing the employee benefits game. Sixty-five percent of employees say it is important that their employer offer these products. However, 47 percent of employees surveyed have not been offered an additional voluntary product since health care reform was implemented in 2010. These statistics were derived from an online nationwide survey recorded by Harris Interactive on behalf of Transamerica Employee Benefits (TEB), a marketing unit of Transamerica Life Insurance Company. The survey results are a part of a new white paper by TEB entitled "Game Changer: How Voluntary Benefits Give You the Advantage in Today's Health Care Reform World." It is the first in TEB's "The Benefits of Choice" series that explores the role of voluntary products today with the ongoing implementation of health care reform. The paper also identifies which types of insurance are essential components of an employee's overall compensation package and how these offerings help employers meet their HR objectives. "Employee benefits are one of the most important factors in recruiting and retaining good employees. A robust package that includes voluntary products helps employers acquire and retain a talented, productive workforce," said Randy Clarkson, president of Transamerica Employee Benefits. "This is especially true now with the diverse needs of employees." Additional survey results show respondents' engagement in voluntary products and their desire to purchase them. -- Nearly two-thirds of respondents (62 percent) said they are at least somewhat likely to purchase voluntary products in order to make sure they and their family have the right choices for their health care situation. -- Sixty-four percent of respondents said their knowledge of voluntary products is about the same as it was three years ago. -- Employees consider price, need and fear of inadequate coverage as most important when purchasing voluntary products. -- Nearly one-half (46 percent) of respondents say it is likely or very likely that they would remain at their current employer primarily due to the voluntary products package offered. -- Lastly, respondents were asked how they would like to receive information about their benefits from their employer. The top three responses were email (54 percent); employer internet/intranet site (29 percent) and one-on-one meetings (27 percent). A free copy of the white paper is available for download at the Transamerica Employee Benefits website http:// www.transamericabenefits.com. 6
X BROKERS LAUNCHES! MY COLONIAL LIFE FOR Working with Colonial Life just got a whole lot better…and quicker…and easier (we could go on and on). Presenting My Colonial Life for Brokers, a completely new experience for users of our secure broker-only website. Highlights include: • Mobile-friendly technology for access to all the new features, enhanced capabilities and information whenever, however - computer, laptop, tablet or smartphone. • Content based on your unique user ID and preferences, including a "My Favorites" feature so you can save the business applications you view most in one location; such as compensation, business tracking, account search, etc. • Real-time news updates and an event calendar that lets you save important events to your personal calendar. •
Improved presentation of product and underwriting information and proposal documents.
We've also improved many of your favorite tools and resources on the new My Colonial Life for Brokers. You'll continue to have free access to CCH HRAnswersNow®, as well as lower- or no-cost access to continuing education courses. You'll find the information is better organized across the site, so you can access content that's better aligned with the ways you service your own business as well as your clients' businesses. Watch a quick overview, and login to My Colonial Life for Brokers with your current login ID and password to begin exploring the new site. Don't have access to My Colonial Life for Brokers? Contact brokermarketing@coloniallife.com for assistance. A key part of our commitment to delivering exceptional service to you is making it as easy as possible to do business with us. With our new My Colonial Life for Brokers, you'll find it's easier than ever before.
7
CALENDARS! May–June 2014 Sunday
Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
25
26 MEMORIAL DAY HOLIDAY – ALL TERRITORY & HOME OFFICES CLOSED Richard VanOrdt, 24, 1:00
27 STEVE IN SD Richard VanOrdt, 200, 10:00 Joel Johnston, 20, 10:00 Joel Parks, 10, 10:00 Lee Trudeau, 3, 10:00 Sherry Eggler, 400, 1:30 Hector Garcia, 20, 2:30 Richard VanOrdt, 10, 3:00 Jessica Maurer, 8, 3:30
28 STEVE IN SD - LV CLC Presenting to the DM Class / SD CLC Presenting to the Employer Russell Brown, 10, 8:30 Hector Garcia, 5, 9:00 Jennifer Nila, 90, 9:30 Jessica Maurer, 12, 10:00 Whitney Criscola, 250, 10:30 Sherry Eggler, 30, 11:00 Hector Garcia, 15, 11:30 Jennifer Nila, 9, 3:00 Whitney Criscola, 7, 3:00 Hector Garcia, 3, 3:30
29 STEVE IN SD - LV CLC Presenting to the DM Class / SD CLC Presenting to the Employer Travis Bonham, 6, ?:00 Russell Brown, 9, 9:00 Nick Barber, 4, 12:30 Bill Kairis, ?, 1:00
30 STEVE IN SD & LV Terie PTO SD Lunch: Firehouse Subs! Jessica Maurer, 8, 3:30
31
JUNE 1
2 STEVE IN LV Terie & Trent @ SC home office
3 STEVE IN LV Terie & Trent @ SC home office Eliseo Artiaga, 6, 9:00 KC Hunter, 5, 9:00 Melissa Carrillo, 4, 9:30 Melissa Carrillo, 10, 10:30 Eliseo Artiaga, 13, 11:00 Hector Garcia, 5, 11:00 Eliseo Artiaga, 9, 1:30
4 STEVE IN COLUMBIA SC Terie & Trent @ SC home off. Louis Petrancosta, 120, 11:00
5 STEVE IN COLUMBIA SC Terie & Trent @ SC home office Eliseo Artiaga, 25, 9:30 Eliseo Artiaga, 25, 11:30
6 STEVE IN COLUMBIA SC SD Lunch: Boston Market Hector Garcia, 15, 9:00
7 BELMONT STAKES
8 Travis Bonham, 20, 8:30
9 STEVE IN SD Marti Black PTO National RACE event
10 STEVE IN SD National RACE event Hector Garcia, 9, 9:00 Melissa Carrillo, 11, 10:00 Mitch Smith, 85, 1:00 Melissa Carrillo, 20, 2:00
11 STEVE IN SD National RACE event Melissa Carrillo, 33, 9:30 Will Vourlas, 7, 11:30
12 STEVE IN SD Trent Smith PTO National RACE event Jessica Maurer, 400, 9:30 Joel Johnston, 3, 11:00 Melissa Carrillo, 15, 1:00
13 STEVE IN SD & LV Trent Smith PTO National RACE event SD Lunch: Major Market
14
15
16 STEVE IN LV
17 STEVE IN LV - Las Vegas CLC Prospecting Class
18 STEVE IN LV - Las Vegas CLC Prospecting Class / SD CLC Prospecting Class Melissa Davis PTO
19 STEVE IN LV- SD CLC Prospecting Class Melissa Davis PTO
20 STEVE IN LV Melissa Davis PTO Jackie Kohorst in Chicago! SD Lunch: El Pollo Loco
21
22
23 STEVE IN SD
24 STEVE IN SD - Las Vegas Colonial Life College Presenting to the Decision-Maker Class
25 STEVE IN SD - Las Vegas Colonial Life College Presenting to the Decision-Maker Class
26 STEVE IN SD SD CLC Group Briefing (tentative) Stephen Sims PTO
27 STEVE IN SD & LV Stephen Sims PTO
28
3 STEVE IN LV - SD CLC Presenting to the Employer Stephen Sims PTO (thru 7/8)
4 MEMORIAL DAY HOLIDAY – ALL TERRITORY & HOME OFFICES CLOSED
29
30 STEVE IN LV
JULY 1 STEVE IN LV
2 STEVE IN LV - SD CLC Presenting to the Employer
END OF
2nd
QUARTER
SD Lunch: TBA 28
8
NEW REPS!!! ON-BOARDING!!! Day Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday Monday
Date 6/2/2014 6/9/2014 6/16/2014 6/23/2014 6/30/2014 7/7/2014 7/14/2014 7/21/2014 7/28/2014 8/4/2014 8/11/2014 8/18/2014 8/25/2014 9/8/2014 9/15/2014 9/22/2014 9/29/2014 10/6/2014 10/13/2014 10/20/2014 10/27/2014 11/3/2014 11/10/2014 11/17/2014
9:00am My Account Administration Harmony Enrollment Harmony Setup LinkedIn Track An App New Account Welcome Process My Account Administration Track An App Sales Performance Benefits Communication & Education Harmony® Setup Harmony® Enrollment Using Wellness for Working Conditions LinkedIn Sales Performance Basic Flexible Benefits Propr Colonial College Business Quality Index New Account Welcome Process Benefits Communication & Ed. LinkedIn Track An App Sales Performance
10:00am Data Security New Account Welcome Process My Account Administration Business Quality Index New Account Welcome Process Harmony Setup Using Wellness for Working Conditions LinkedIn Basic Flexible Benefits Colonial College New Account Welcome Process My Account Administration Track An App Business Quality Index Harmony® Setup Harmony® Enrollment Using Wellness for Working Conditions Benefits Communication & Ed. LinkedIn Sales Performance Basic Flexible Benefits Propr Colonial College Business Quality Index
9
These production stats are for Week 20 2014 (May 11, 2014, to May 17, 2014) Top Opener, Week 20 2014: Brian Craig Rood (Del Eugene Downey District) Top Benefits Counselor, Week 20 2014: Edwin Manuel Velasquez (Territory Enrollment Team) Top Coordinator, Week 20 2014: Andrea Marie Tierce (Del Eugene Downey District) Most Sales Credits, Week 20 2014: Brian Craig Rood (Del Eugene Downey District) Top Rookie, Week 20 2014: Karla V. Alexander (Territory Enrollment Team) Top Assistant Manager, Week 20 2014: Brian Craig Rood (Del Eugene Downey District) Top Manager, Week 20 2014: Del Eugene Downey (Temecula, California) Welcome New Reps: Daniel Mack McGetrick and Martha Jane Stillwell! Territory YTD 2014 Stats (through 4 pm 05-23-14) 2014 YTD New Account Premium
(as of 05/17/2014)
$1,710,253.68
2014 YTD New Total Sales Premium
(as of 05/17/2014)
$4,213,380.84
2014 YTD Net New Cases
105.50
2014 YTD New Broker Tiers
4
2014 YTD New Broker Contracts
17
2014 YTD New Rep Contracts
71
Known Pending Rep Contracts
5 10
These production stats are for Week 20 2014 (May 11, 2014, to May 17, 2014) Weekly Top 5 in Sales Credits Rank
Agent Name
District
Weekly Sales Credits
1
ROOD, BRIAN CRAIG
DOWNEY
19,409.59
2
NORTHROP, NANCY MARIE
GESZ
9,728.07
3
RENTERIA, LISA BETH
RENTERIA
7,715.71
4
GUZMAN, HUGO ANTONIO
GESZ
7,570.30
5
DUNHAM, KYM ELIZABETH
RENTERIA
5,540.59
Weekly Top 5 in Net New Account Sales Premium Rank
Agent Name
District
Weekly Sales Premium
1
ROOD, BRIAN CRAIG
DOWNEY
$32,900.88
2
BEAUBIEN, DOROTHEA LYNN
MINNEY
$2,155.80
3
COON, DARCY ELAINE
GESZ
$2,106.96
4
COON, KELLY BRONNENBERG
GESZ
$2,106.96
5
BUFFONE, MARY CATHERINE
RENTERIA
$1,532.40
Weekly Top 5 in New & Rookie Sales Credits Rank
Agent Name
District
Weekly Sales Credits
1
ALEXANDER, KARLA V.
TERRITORY ENROLLMENT TEAM
1,832.81
2
BEAUBIEN, DOROTHEA LYNN
MINNEY
1,185.69
3
CASEY, CARRIE ANN
WELTY
1,051.03
4
WAGGONER, ASHLEY CORINE
ZULIC
956.15
5
ALBIN, SAMAR BREIK
TERRITORY ENROLLMENT TEAM
726.85 11
These production stats are for Week 20 2014 (May 11, 2014, to May 17, 2014) Weekly Top 5 Openers Rank
Agent Name
District
Weekly Sales Credits
1
ROOD, BRIAN CRAIG
DOWNEY
19,409.59
2
RENTERIA, LISA BETH
RENTERIA
7,715.71
3
NORTHROP, NANCY MARIE
GESZ
7,356.56
4
GUZMAN, HUGO ANTONIO
GESZ
4,865.06
5
POLK, CHRISTINA DIANE
TERRITORY ENROLLMENT TEAM
2,927.12
Weekly Top 5 Benefit Counselors Rank
Agent Name
District
Weekly Sales Credits
1
VELASQUEZ, EDWIN MANUEL
TERRITORY ENROLLMENT TEAM
5,343.92
2
DUNHAM, KYM ELIZABETH
RENTERIA
4,365.58
3
RENOVA, LAURA LETICIA
KOHORST
3,403.65
4
RAMIREZ, MARGARITA ALEJANDRA
DOWNEY
3,273.16
5
SANDLIN, JOSEPH GLENN
WELTY
3,130.89
Weekly Top 5 Coordinators Rank
Agent Name
District
Weekly Sales Credits
1
TIERCE, ANDREA MARIE
DOWNEY
5,329.57
2
ECKENROTH, CRYSTAL MARIE
DOWNEY
3,528.97
3
TRUMAN, TAMMY M.
TERRITORY COORDINATOR
2,474.08
4
DUNHAM, KYM ELIZABETH
RENTERIA
1,747.96
5
NORTHROP, NANCY MARIE
GESZ
1,342.37 12
These production stats are for Week 20 2014 (May 11, 2014, to May 17, 2014) Rank 1 2 3 4 5 6 7 8 9 10
Rank 1 2 3 4 5 6 7 8 9 10
Rank 1 2 (TIE) 2 (TIE) 4 (TIE) 4 (TIE) 4 (TIE) 4 (TIE) 4 (TIE) 9 (TIE) 9 (TIE) 9 (TIE) 9 (TIE) 9 (TIE) 9 (TIE) 9 (TIE) 9 (TIE) 9 (TIE) 17 (tie)
Top Ten Reps 2014 Net Sales Credits
Agent Name KENT, ELIZABETH TIERCE, ANDREA MARIE PAYNE, MICHELLE RENE DUNHAM, KYM ELIZABETH TRUMAN, TAMMY M. BUFFONE, MARY CATHERINE ROOD, BRAIN CRAIG CROSBY, PETER MUZZY POLK, CHRISTINA DIANE GONG, RAYMOND KWOCKMAN
District RENTERIA DOWNEY KOHORST RENTERIA TERRITORY COORDINATOR RENTERIA DOWNEY MINNEY TERRITORY ENROLLMENT TEAM TERRITORY ENROLLMENT TEAM
Sales Credits 148,826.47 128,074.74 100,589.32 99,661.95 91,385.97 79,571.24 77,984.88 73,772.24 71,912.74 63,085.32
Top Reps 2014 New Account Premium Agent Name ROOD, BRIAN CRAIG RENTERIA, LISA BETH BAKER, PATTI JO CARRILLO, MELISSA D BUFFONE, MARY CATHERINE STACY, TONI MAHER, GREGORY FRANCIS WELTY, BRETT JASON HART, KEITH FRANCIS BEAUBIEN, DOROTHEA LYNN
District DOWNEY RENTERIA GESZ SORRENTINO RENTERIA ABARZUA GESZ WELTY MCFARLAND MINNEY
Top Reps 2014 Case Counts
Agent Name WELTY, BRETT JASON RENTERIA, LISA BETH STACY, TONI CARRILLO, MELISSA DEE COON, DARCY ELAINE HART, KEITH FRANCIS MAHER, GREGORY FRANCIS ROOD, BRIAN CRAIG BAKER. PATTI JO BEAUBIEN, DOROTHEA LYNN BUFFONE, MARY CATHERINE CASABAR, MATTHEW ALIKA HUNTER, KENNETH EARL MCAREE, GREGORY KEVIN O'ROURKE, JAMES EDWARD RAKITINA, ALENA VOURLAS, WILLIAM CHARLES 26 WITH 1
District WELTY RENTERIA GESZ SORRENTINO GESZ MCFARLAND GESZ DOWNEY GESZ MINNEY RENTERIA ORNELLAS MCFARLAND SMITH GESZ MCFARLAND SORRENTINO 26
Premium $70,771.32 $41,372.16 $25,468.52 $25,089.06 $21,228.84 $19,718.55 $19,062.36 $18,207.93 $15,460.50 $15,268.24
Case Count 5.00 4.00 4.00 3.00 3.00 3.00 3.00 3.00 2.00 2.00 2.00 2.00 2.00 2.00 2.00 2.00 2.00 1.00
13
These production stats are for Week 20 2014 (May 11, 2014, to May 17, 2014) Weekly Top 5 Districts in Area New Account Premium Rank
District Manager Name
Area
Weekly Sales Premium
1
DOWNEY, DEL EUGENE
TEMECULA, CA
$32,900.88
2
KOHORST, JACQUELINE
HENDERSON, NV
$5,736.24
3
GESZ, ANDRAS
HENDERSON, NV
$3,336.96
4
ORNELLAS, RITA S.
HONOLULU, HI
$3,143.64
5
KAIRIS, WILLIAM
LAS VEGAS, NV
$3,047.52
Top Districts YTD New Account Premium Rank
District Manager
New Account Premium
1
KOHORST, JACQUELINE
$856,867.44
2
SORRENTINO, GEORGE MICHAEL
$172,713.74
3
GESZ, ANDRAS
$124,763.16
4
DOWNEY, DEL EUGENE
$88,311.84
5
WELTY, JEFFREY MICHAEL
$69,254.53
6
RENTERIA, JUNIOR, JESSE JOHN
$61,025.69
7
ABARZUA, JULIE
$58,691.47
8
ORNELLAS, RITA S.
$54,843.60
9
MCFARLAND, COURTNEY JEANNE
$52,146.96
10
WESTLUND, LORIN KULM
$44,793.33
Top Districts YTD Case Count Rank
District Manager
Net YTD Case Count
1 (TIE)
GESZ, ANDRAS
12
3
SORRENTINO, GEORGE MICHAEL
12
3
ABARZUA, JULIE
10
4 (TIE)
MCFARLAND, COURTNEY JEANNE
7
4 (TIE)
ORNELLAS, RITA S.
7
4 (TIE)
RENTERIA, JUNIOR, JESSE JOHN
7
7 (TIE)
DOWNEY, DEL EUGENE
6
7 (TIE)
KOHORST, JACQUELINE
6
7 (TIE)
ROTH, CHRISTOPHER ALLAN
6
7 (TIE)
SMITH, TIMOTHY MITCHELL
6 14
THIS WEEK’S THE ENERGY BUS MOTIVATIONAL POSTERS!
15
CONTACT US Colonial Life Las Vegas Tivoli Village at Queensridge Corporate presence across social media 400 South Rampart Boulevard, Suite 250 Las Vegas, NV 89145-5721 Phone: (702) 862-1951 Fax: (702) 256-3070 TSM Steve Polk: SBPolk@ColonialLife.com RI Trent Smith: TSmith@ColonialLife.com TR Heather Schoenwald: HSchoenwald@ColonialLife.com
TEA Marti Black: MBlack@ColonialLife.com
Colonial Life San Diego Pinnacle Executive Centre 10920 Via Frontera Suite 440 San Diego, CA 92127-1832 Phone: (858) 386-4452 Fax: (858) 451-9939 TSM Steve Polk: SBPolk@ColonialLife.com RI Terie Bradford: TDBradford@ColonialLife.com
TR Melissa Davis: MDavis2@ColonialLife.com TEA Stephen Sims: SSims@ColonialLife.com 16