Friday, June 13, 2014 Volume 8, Issue 23
The Game of Prospecting— Part 3: Product Solutions!
THE GAME OF PROSPECTING: PART 3
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THE GAME OF PROSPECTING: PART 3
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THE GAME OF PROSPECTING: PART 3
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DASH FOR CASH!
LATE NEWS: Webinar—Summer Dash for Cash limited time bonus “CI Summer Dash for Cash” - creWe will be discussing how to position Critical Illness, ated with a Critical Illness focus for select unwhich should be beneficial with the Summer Dash for reworked accounts. The details are as follows: Between June 1 and August 29, every eligible acCash, CI bonus that is currently going on. Thanks! When: Wednesday, June 18, 2014 2:00 PM-3:00 PM count that successfully sells Critical Illness 1.0 (Critical Illness 2001 in Minnesota) and reaches a (UTC-05:00) Eastern Time (US & Canada). minimum of $2,000 in new total net sales premium Audio Conference Details: (from any combination of products) will earn a $200 Conference Number( s): 1-888-238-7803 bonus. Participant Code: 67864121 We have identified and approved over 13,000 unreworked accounts that are eligible for this bonus naWebinar Link https://egc.unum.com/cipositioning/ tionwide. Bonus payment will be allocated based on the opener premium split, will be paid monthly, and is for career agents only. This bonus is in addition to the commissions and bonuses your managers and reps can earn from their regular compensation plan.
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 preapproved 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. We are very excited to announce this summer’s
But wait, there’s more! We want this promotion to be simple and well understood. So to make things even easier, each District Manager’s customized list of eligible accounts will not only provide them with the account’s key contact information, it will also help get them thinking about ways to get back in the door by telling them: If the account is pre-approved to offer PEGI for Critical Illness 1.0 and GI for Whole Life 1000 (see the Two by Four Coverage Solutions flier for clients with under 100 employees for guidelines), If the account currently has a standalone cancer product in-force, If the account is potentially eligible for the Free AD&D offer and should be submitted through marketing programs for approval (and we will provide a link to the approval form), If the account is pre-approved for new case count credit (if it reaches total net sales premium of at least $2,500), and If the account has an inactive agent code still assigned any portion of a role (other than case count) on the CSUS. In which case, they will want to send in an updated CSUS with territory approval and make sure the new opener (if applicable) is aware their account is eligible for this bonus. Please let me know if you have any questions and thank you for your partnership! 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. 5
DOUGHNUT DROPS
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SYSTEM / LAPTOP UPDATES I. Service Application Updates—Check out the new look and feel New updates! Several sales rep and sales manager applications have been updated and include the refreshed Colonial Life brand, colors and logo. Read more on Propr to see what's new. Producer Applications Rep Bonus Tracker Rep Ranking Producer Scorecard -- additional change includes updated look and
feel. Producer BQI Manager Applications Rep Bonus Tracker Manager BQI Daily Sales: Additional changes include unit manager access and opener
level sales detail. SMRT -- Additional changes include unit manager access, 3 additional
years of data (5 total), and greater hierarchy detail. We have also added the Rework information from RADAR. RADAR -- This app will be going away since we have added this same infor-
mation to the SMRT application. II. Take action…new virus protection for your laptop A new version of the Symantec virus protection for Colonial Life managed laptops is now available. To make sure you have the most current version, read the news story on Propr for instructions on how to perform a laptop system update. IIII. Important information if you use Windows XP If your laptop uses Windows XP, pay attention. Microsoft has ended support, including critical security patches, for Windows XP on April 8. Because of the increased risk this creates, Colonial Life will continue to provide limited support for laptops with Windows XP until Aug. 1, 2014. For more information, read the XP Support FAQs on Propr. 7
BenefitsPro articles by Bob Ruff support at a time when significant decisions Some of the best cancer plans now include need to be made, all with a life-saving price benefits such as egg and sperm collection and harvesting, cancer vaccines and exThe good news about cancer these days is, tag attached to them. perimental treatment. This kind of coverage thanks to earlier detection and medical can help your clients offer their employees Part of wellness strategy advances, you’re more likely to survive. protection for themselves and their loved ones through diagnosis, treatment and “We position cancer policies as an extenThat’s also the bad news. recovery. sion of our overall preventive wellness Selling Cancer Insurance by Bob Ruff
If you’ve known anyone who has dealt with cancer, you’ve probably seen the financial devastation it can cause — even for those with good medical coverage. In addition to the direct costs of medical tests, doctor visits and treatment, cancer patients and their families face long lists of indirect expenses: transportation, child care, hotel stays, meals away from home and time missed from work for one or both of a family’s wage earners. That adds up to a significant or catastrophic financial burden for more than 40 percent of cancer patients, according to a 2013 study from the Economics of Oncology Practice. In fact, cancer patients are more than two and a half times more likely to go bankrupt than people without cancer. With 76 percent of America’s workers living paycheck to paycheck at least sometimes — and half of all households unable to raise $2,000 within a month if needed — few people are prepared for the costs associated with cancer or a serious illness. Cancer insurance doesn’t make the diagnosis or the plan of treatment easier, but it softens the financial burdens that accompany the journey to remission,” says Tina Craft, director of the employee benefits department at Insurance Office of America.
strategy with our clients,” Matthews says. “By highlighting the wellness benefit under the cancer policy, we’re placing an emphasis on early detection, which in the long run is a key factor in successful cancer treatment.” Match product and demographic The key for successful cancer coverage sale is positioning the correct product for the demographic, says Daniel LaBroad, president of Ovation Health & Life Services. “Twenty-somethings want to be protected, but may not want to spend $20 to $30 per month on a loaded cancer plan. Instead, they may prefer a less expensive critical illness product that covers cancer as well as other serious illnesses,” he says. “As people get older, have cancer experiences, or grow a family, we see them prefer the protection of a more complete policy offering better protection from diagnosis to treatment to, hopefully, recovery.” Expand your portfolio
Here are some features and benefits you should consider when selecting a cancer plan for your clients:
Flexible family coverage options — plans that cover individuals, spouses, oneparent and two-parent families.
Choice of plan levels — various levels of coverage helps meet your clients’ budget and coverage needs.
Wellness/health screenings — coverage for tests and screenings that encourage early detection of cancer.
Family care coverage —inpatient and outpatient treatment for covered dependent children, sometimes through optional riders that pay a one-time benefit when dependent children are diagnosed with cancer and receive treatment.
Hospital confinement coverage — coverage for hospital stays of various durations.
Treatment benefits — payment for radiation/chemotherapy, antinausea medication, surgical procedures, blood/plasma/ platelets/immunoglobulins, private full-time nursing services, experimental treatments, prostheses and bone marrow and stem cell donation and transplant.
Adding voluntary cancer insurance to your portfolio can help your clients better manage their benefits budget while providing employees with much-needed protection Transportation and lodging benefits Strong need, strong sales potential against a disease they’re all too familiar — coverage for a traveling companion as with. And the sale may be simpler than you well as the patient. expect. It’s safe to assume neither you, as a bro Surgical procedures benefits — ker, nor your clients need education on the coverage for surgical procedures, anestheprevalence of cancer: nearly everyone “The truly interesting part for me to see is knows someone who’s been affected by it. the shift in acceptance and enrollment in a sia, second medical opinions, reconstructive surgery, prostheses/artificial limbs and Beyond pointing out the financial realities cancer product,” LaBroad says. “Ten years outpatient surgical center procedures. mentioned above, there are several other ago, I would have to twist an arm to get Extended care benefits — payment strategies some of our business partners someone to consider a cancer policy, let for skilled nursing care, family care, hoshave used to help their clients understand alone sign up. Today, with cancer being how cancer insurance can fit in their bene- caught so much earlier and more common pice and home health care services. Initial diagnosis benefits — riders that fits package. experience with it, cancer products have pay a one-time benefit when the insured become one of the most asked-for poliand or covered dependent children receive cies.” Extension of major medical insurance an initial diagnosis of cancer. “Cancer insurance provides our clients with Selecting a Cancer Insurance Plan Some other attractive features to look for in today’s cancer plans include waiver of prea benefit option for their employees that by Bob Ruff mium, health savings account compliancy, offers tangible benefits where the medical composite rate pricing and portability. plan ends,” says Dave Matthews, an emCancer Insurance has evolved along with ployee benefits advisor with Landry Harris medical advances since the product was & Co. “The benefits also provide financial first introduced more than 50 years ago.
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Harmony on the Go! (p. 1 of 2) the non-techies, that means our offline enrollHarmony on the Go makes offline enrollment easier for our salespeople! ment system operated very slowly. ENROLL HARMONY OFFLINE ON ANY PERSONAL LAPTOP Harmony on the Go provides an innovative solution to the request for Bring Your Own Device (BYOD). It accomplishes this by allowing users to enroll Harmony Offline on any personal laptop that is Windows 7 or Windows 8 certified. Watch a video interview (https://vimeo.com/95443919) about Harmony on the Go featuring Tim Sox and Scottie Scott. If you were just starting out in a new job, would you prefer to pay $3,000 or $225 for required equipment? Most people probably agree that $225 is a lot more reasonable. Thanks to the creative minds in Enrollment Solutions, our salespeople can realize those savings by accessing our offline Harmony enrollment system safely and securely at less than a tenth of the cost as before. How did this come about? Bill Laird, enrollment technology consultant, Service Operations, saw a problem and knew he had to find a solution that didn’t require millions of dollars or many years to develop. For the past 20 years, Colonial Life required its salespeople to participate in a managed device program. That means when they signed on to sell our products, they had to lease a laptop from us, to the tune of about $3,000. This program has worked for a while, but it comes with its challenges. Not only is it costly for our sales partners, it’s limited by the use of 32-bit technology, a far cry from today’s 64-bit standard. For
Enter Windows to Go technology—a portable desktop developed by Microsoft, the same Windows-based platform Harmony is built on—that equips users to work anywhere using an environment that mirrors a Colonial Life managed laptop. Now, the entire Harmony offline enrollment system also lives on a fully secure, portable USB drive that can be plugged into any Windows 7 or 8 certified machine. Just like our current managed laptops, the device login screen has a unique password and boots up an entirely separate operating system from the host laptop or tablet it’s running on. In addition to a secure login and an isolated operating system, the device itself uses military grade technology that makes it completely tamper resistant. “We’re focused on helping our sales partners be successful by delivering tools and capabilities that help them provide a worldclass enrollment experience,” said Linda Bambacus, vice president, Service Operations. “Data security, cost management and mobility are critical in delivering that experience and Harmony on the Go offers all three. It’s a win-win for our company that changes not only what we do, but how we do it and that’s what innovative thinking is all about.” Harmony on the Go will be released to a pilot group of 20 sales people this week for the final testing stages and will be available to the full field in June. Have questions? Check out the Q&A documents on the front page of Propr— Harmony on the Go Q&A (pre-release questions) - also shown on the next page!
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Harmony on the Go (p. 2 of 2) Q & A
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Reminder: New CA Disability Forms ready! Coverage: To prepare for July 1 CED enrollments, new brochures and outlines of coverage will be available as of June 1, 2014 on the Online Ordering System. The title description in the ordering system will indicate that these brochures should be only used with sales for Coverage Effective Dates of 7/1 or later. The Psychiatric and Psychological Conditions exclusion will be removed. Existing disability brochures that do not include information on psychiatric and psychological conditions will be removed from the Online Ordering System on July 1. New brochure numbers for 07/01/2014 or later CED:
Disability 1000: 101166-1 Use the -1 version CA Care Injury/Sickness On/Off-Job: 100193-1 version
CA Care Injury/Sickness Off-Job: 100203-1 version Accident 1.0 Injury/Sickness On/Off-Job: 100335-2 version
Accident 1.0 Injury/Sickness Off-Job: 100347-1 version New brochure numbers for 7/1/14 or later CED (Spanish):
Disability 1000: 101167-1-CA-SP Use the -1 version
CA Care or Accident 1.0 Injury/Sickness Disability Rider Outline of Coverage for 7/1/14 or later CED: 77607
Disability 1000 Outline of Coverage for 7/1/14 or later CED: 77605 Existing Plan Codes and Contracts: Contracts initially issued will not indicate that psychiatric or psychological benefits are available. However, there will be a follow-up mailing to these customers to provide the updated contracts with psychiatric and psychological conditions benefits. Existing Premiums: Contracts issued during this time will have the same premiums as current disability policies and riders. There will be no change in premium. While this select group of customers will mailed updated contracts at a later date that will include psychiatric and psychological benefits, their existing premiums will remain the same. Harmony: Existing plan codes, premiums and outlines will be available on Harmony until the 8/24 Harmony release.
Coverage Effective Dates of August 25 or later sold (After 8/24 Harmony Release): Disability 1000 and the disability riders associated with accident plans will have new plan codes, new premiums
CA Care Injury/Sickness On/Off-Job: 100215-1-CA- and new contracts that include psychiatric and psychologiSP version
CA Care Injury/Sickness Off-Job: 100216-1-CA-SP version
cal benefits. The brochures remain the same from the initial July 1 release.
Accident 1.0 Injury/Sickness On/Off-Job: 100339-1- New Plan Codes: New plan codes will be available on the CA-SP version
Accident 1.0 Injury/Sickness Off-Job: 100348-1-CA-
Harmony selling screens for Disability 1000, CA Care and Accident 1.0 disability riders.
New Premiums: The new premiums will be approximately 9% higher to take into account that psychiatric and psyExisting outlines of coverage that do not include informachological benefits will be payable on these contracts. tion on psychiatric and psychological conditions will remain in Harmony until new ones are made available in the New Outline of Coverage: Harmony screens will also be updated with the new outlines of coverage that indicate 8/24 Harmony release. psychiatric and psychological conditions benefits are New outlines of coverage for a 7/1/14 or Later CED can available. be ordered on the Online Ordering System on 6/1/2014. SP version
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JUNE Birthdays Gomez, Dee Rachel Rubino, Joseph Thomas Larsen, Linda Marie Fuller, Eric Bruce Forbes, Gary Stanley, Charles Marvin Buchanan, John Marsh, Gayle Toyomura, Wayne J Arruda, Jessica L Buffone, Mary Catherine Gallanis, Themis Gregory Johnston, Joel Newby, Kevin Robert Sorrentino, George Michael Welty, Brett Jason Bowers Romero, Barbet Elise Cook, Keri Anne Kaiulani Miyamoto, Steven Paz, Daniel Nelson, John Steven Fulton, Keara Leona Aleman, Jose Andres Kenchel, Roger Stuart Modersitzki, Karla Sue Matthews, Diane Lynn Faison, Regina Luisa Parks, Joel Kight, Joshuah Michael Renova, Laura Leticia Free, Linda Bradford, Fredrick Duane Sandlin, Joseph Glenn Waggoner, Ashley Corine
June June June June June June June June June June June June June June June June June June June June June June June June June June June June June June June June June June
1 2 3 4 7 8 9 9 9 11 11 11 11 12 12 12 14 14 14 15 16 18 19 19 21 22 24 24 25 26 29 30 30 30
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Service Anniversaries Name Start Date Years Of Service Laine, Lori Ann 6/13/1996 18 Paxton, Cynthia Dawn 6/5/2000 14 Blanchard, Nicole 6/12/2007 7 Polk, Christina Diane 6/1/2008 6 Montalbo, Lambert 6/9/2010 4 Brown, Paul Ruffin 6/22/2011 3 Ross, Steven Todd 6/29/2011 3 Fillis, David Elmer 6/13/2012 2 Johnston, Joel 6/8/2012 2 Zeichner, Isidoro 6/12/2012 2 Tapia, Vincent Eduardo 6/25/2012 2 Moreno, Chayo Rosario 6/25/2012 2 Way, Spencer Lawrence 6/28/2012 2 Renguul, Ozella 6/6/2013 1 Grace, Wendy 6/11/2013 1 Flanagan, Rian James 6/11/2013 1 Mcaree, Gregory Kevin 6/14/2013 1 Fonseca, Richard 6/17/2013 1 Caruso, John 6/18/2013 1 Ra, Jin-Ok Anna 6/18/2013 1 Hartman, John T 6/18/2013 1 Rodriguez, Antonio 6/26/2013 1 Brust, Derek 6/27/2013 1 Feral, Alexy-Maximilien 6/28/2013 1 13
End of Quarter Business Deadlines New contracts - The deadline is Friday, June 20. The last day to submit completed new rep and new manager contracts to count toward second quarter recruiting goals is Friday, June 20. For the contract to be considered complete, the new rep or manager must have passed the market conduct test, have a license and explain all background issues, if applicable. We'll process contracts received after Friday, June 20th, in the order received, but this doesn't guarantee processing for second quarter. Clean manual business – received by 4 pm PT on Tuesday June 24 2014 to guarantee 2nd Qtr processing. Clean census enrollment files – will continue to process until 3 p.m. PDT Thursday, June 26th, 2014 for 2nd Qtr processing. Clean electronic business – will continue to process until 3 p.m. PDT Friday, June 27th, 2014 for 2nd Qtr processing. Manual business – will continue to process until 4 p.m. PDT Friday June 27 2014 for 2nd Qtr processing. No compensation payment impacts. New agent/broker contracts – received by Monday, June 16th, 2014 to guarantee first quarter processing. For the contract to be considered complete, the new candidate must have passed the market conduct test, have a license, and any background issues need to be explained. We’ll process contracts received after June 16th in the order received, but this doesn't guarantee processing for the first quarter. For an easier, faster and paperless contracting system, visit the Online Contracting page on Propr. Review contracts submitted online 24/7 on your online dashboard. Questions? Email Contracts@ColonialLife.com. Commission Set Up Sheets (CSUS) – 5-business-day turnaround time when received. Make sure business you submit is clean business. Deadlines Are Important When you meet quarter-end processing deadlines, it ensures that we have enough time to process your business before we calculate quarterly bonuses. We'll continue to process your business until the deadline, but we don't guarantee that it will count for this quarter. To count for quarter-end bonuses, the business must be submitted and processed in this quarter. For most other bonuses paid on a year-to-date basis, business not submitted and processed on time is counted for the next quarter and paid accordingly. Holding your business or not meeting these deadlines could affect your bonus payout. See your compensation plan guide for complete details at Compensation > Plans, Schedules & Policies > [your compensation plan for your contract type]. So Please Remember To Submit business immediately and frequently. Don't wait until the last minute. If you send in your business early, we have more time to address any submission errors or unclean business. It's even more important toward the end of the quarter so we can process your business before cut-off dates. Keep your license and appointment current and up to date with us. Fax your updated license for each state in which you need to be appointed to (866) 433-8917 or email to License@ColonialLife.com. Turnaround time is 24/48 hours to be updated. Please include your producer code number. Use Electronic Signature Capture when possible for quick processing. Mail completed paper applications immediately after transmitting electronic non-signature business. Always include a copy of your Sales Summary with the signed applications and retain a copy for your records in a secured location. Use the updated Track-an-App on Propr to track the status of your applications. Click the Business links in Work Essentials.
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June 15 2014 - July 19 2014
Calendars Sunday
Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
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16 STEVE IN LV
17 STEVE IN LV Las Vegas CLC Prospecting Class Hector Garcia, 35, 9:00 Whitney Criscola, 9, 10:00 Chuck Beckmire, 29, 10:30 Sherry Eggler, 6, 10:30 Joel Johnston, 3, 11:30 Jennifer Nila, 8, 1:00 Hector Garcia, 3 1:30 Patti Baker, 200, 2:00 Jessica Maurer, 400, 4:00
18 STEVE IN LV / Las Vegas CLC Prospecting Class / SD CLC Prospecting Class / Melissa Davis PTO Joel Johnston, 1100, 10:00 Jessica Maurer, 45, 10:00 Hector Garcia, 9, 10:00 Whitney Criscola, 4, 10:00 Sherry Eggler, 500, 11:00 Eliseo Artiaga, 7, 11:00 Eliseo Artiaga, 50, 12:00 Ami Lane, 9, 12:45 Hector Garcia, 20, 1:00 Eliseo Artiaga, 18, 1:00 Louis Petrancosta, 4, 1:30 Whitney Criscola, 7, 2:00
19 STEVE IN RIVERSIDE CA SD CLC Prospecting Class Melissa Davis PTO Melissa Carrillo, 4, 10:00 Sherry Eggler, 30, 11:30 Whitney Criscola, 5, 12:00 Patti Baker, 20, 2:00
20 STEVE IN LV Melissa Davis PTO Terie Bradford PTO Jackie Kohorst in Chicago! SD Lunch: Boston Market
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23 STEVE IN SD
24 STEVE IN SD Las Vegas Colonial Life College Presenting to the Decision-Maker Class Joel Johnston, 48, 10:00
25 STEVE IN SD Las Vegas Colonial Life College Presenting to the Decision-Maker Class Eliseo Artiaga. 9, 9:00 Melissa Carrillo, 10, 10:00
26 STEVE IN SD SD CLC Group Briefing Stephen Sims PTO Jennifer Nila, 35, 11:00 Louis Petrancosta, 60, 3:30
27 STEVE IN SD & LV Stephen Sims PTO
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End of 2nd Quarter
SD Lunch: O’s American Kitchen
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30 STEVE IN LV
JULY 1 STEVE IN LV
2 STEVE IN LV SD CLC Presenting to the Employer Class
3 STEVE IN LV SD CLC Presenting to the Employer Class Stephen Sims PTO
4 MEMORIAL DAY HOLIDAY – ALL TERRITORY & HOME OFFICES CLOSED
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7 STEVE IN SD Stephen Sims PTO
8 STEVE IN SD Sherry Eggler, 30, 11:00
9 STEVE IN SD
10 STEVE IN SD
11 STEVE IN SD & LV SD Lunch: Firehouse Subs
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14 STEVE IN LV Jennifer Nila, 29, 11:00
15 STEVE IN LV
16 STEVE IN LV
17 STEVE IN LV
18 STEVE IN LV
19 Matthew Apana, 15, 11:00 (7/23)
3rd QUARTER MGR MTG: PONTE WINERY
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Monday New Rep (OnBoarding) Webinars 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 Monday Monday Monday
Date 6/16/2014 6/23/2014 6/30/2014 7/7/2014 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 11/24/2014 12/1/2014 12/8/2014 12/15/2014 12/22/2014 12/29/2014
9:00am Harmony Setup LinkedIn Track An App New Account Welcome Process 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 Using Wellness for Working Conditions My Account Administration Harmony Enrollment Harmony Setup LinkedIn Track An App
10:00am My Account Administration Business Quality Index New Account Welcome Process Harmony Setup 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 Colonial College Basic Flexible Benefits New Account Welcome Process My Account Administration Business Quality Index New Account Welcome Process
12:00pm Propr Colonial College Business Quality Index Harmony Enrollment Sales Performance Propr Business Quality Index LinkedIn Sales Performance Colonial College Propr Using Wellness for Working Conditions New Account Welcome Process My Account Administration Track An App Harmony Enrollment 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
OnBoarding Services offers training webinars every Monday!! Since August 26th, 2013, each Monday at 6 am, 7 am & 10 am Pacific Time, the Onboarding Services team has conducted a rotating series of national webinars to support managers and their teams. The list of topics, dates and times for the remainder of 2014 are shown in the chart above. You will also find a webinar flier on the next page that can be used to promote these webinars with your teams. We are all 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! If you have any questions at all please don’t hesitate to reach out to the Onboarding team at 1-877-486-4930. (See next page for NEW webinar flyer.) Hi everyone, here are the updates to Propr this week: Intro to the NET classroom course – Classroom training for the National Enrollment Team. The Regional Enrollment Manager will coordinate this training. Intro to NET self-paced course – Self-paced version of the training for the National Enrollment Team. Premier Client Services Enrollment Forum – Training forum focused on successful enrolment practices for benefits counselors, openers or managers. The Regional Enrollment Manager will coordinate this training. Recruiting Success Writer – The documents for successful recruiting have been moved from ProducerNet to Propr. 16
Monday morning OnBoarding webinars
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Coming Soon (2-3 weeks): Leaders’ Conference, President’s Club, and LDC Standings! 2015 President’s Club The Ritz-Carlton, Grand Cayman April 13-15, 2015 From the moment you arrive at the Ritz-Carlton, Grand Cayman, on April 13, 2015, you’ll be greeted and pampered as if you were the only guests at this exclusive resort. With the lush surroundings, the beautiful furnishings and exceptional hospitality that’s expected of a Ritz-Carlton Resort, you’ll bask in the luxury of this worldrenowned location. Sitting on the world-famous Seven Mile Beach, the Ritz-Carlton, Grand Cayman is an icon. The resort boasts five restaurants, two outdoor pools, and Blue Tip, a challenging world-class Greg Norman designed nine-hole golf course. Attendees will stay in ocean view rooms and have all meals and tours provided during President’s Club. This elegant resort is the fitting reward for all your hard work. It’s time to bask in the sunshine and renew your spirit. Some of your amenities for this elite group of salespeople during President’s Club are: Ocean-view rooms overlooking the famous Seven Mile Beach. This stretch of sand was voted the best in the Caribbean by Condé Nast readers. All meals. Hospitality cabanas on the beach. Complimentary activities for the two days at President’s Club.
2015 Leaders Conference The Ritz-Carlton, Grand Cayman, April 15-19, 2015 Qualify for the 2015 Leaders Conference, and you’ll join the fun, arriving on April 15, 2015, for a four-night stay. You’ll also enjoy the resort that U.S. News & World Report voted one of the “Best Hotels in the Caribbean” for 2013. Take the opportunity to sooth your spirit at the Silver Rain Spa (a La Prairie Spa), voted one of the World’s Best Spas (2010 2012) and No. 1 in the Caribbean by Condé Nast Traveler. With all the onsite water sports included, you’ll have plenty of time to have fun with your Colonial Life family and friends. Grand Cayman offers a diverse range of activities for the energetic, the nature lovers and the die-hard shoppers. Take a stroll through the streets of Georgetown and you will feel like one of the “Rich & Famous” travelers who frequent this Caribbean gem. You don’t want to miss this fantastic Leaders Conference. Make a plan to be there for your Grand Escape. 18
SAVE THE DATE (p. 1 of 3)
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SAVE THE DATE (p. 2 of 3)
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SAVE THE DATE (p. 3 of 3)
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DIRECT SUMMIT CONTEST (p. 1 of 2)
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DIRECT SUMMIT CONTEST (p. 2 of 2)
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AIMS QUICK REFERENCE GUIDE
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PRODUCT SPOTLIGHT
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Production Statistics are for Week 23 2014 (June 1, 2014 to June 7, 2014) Top Opener, Week 23 2014: Amber Dimmick (Downey District)
Top Benefits Counselor, Week 23 2014: Rodney Shepherd (Downey District)
Top Coordinator, Week 23 2014: Andrea Tierce (Downey District)
Most Sales Credits, Week 23 2014: Amber Dimmick (Downey District)
Top Rookie, Week 23 2014: Samar Albin (Territory Enrollment Team)
Top Assistant Manager, Week 23 2014: Nancy Northrop (Gesz District)
Top Manager, Week 23 2014: Del Downey (Temecula, California) Welcome New Reps: Charles Edward Beckmire (Sorrentino District), Donald Edwin Bidlack (Downey District), Ryan Patrick Culliton (Downey District), Glen Gilbert Schaffer (Welty District), Virginia Mendoza-Valencia (Kairis District), and Dennis Kirk Wickard (Kairis District)
Territory YTD 2014 Statistics (as of 06/13/2014) 2014 YTD New Account Premium (as of 06/09)
$2,134,103.88
2014 YTD New Total Sales Premium (as of 06/09,)
$5,153,094.33
2014 YTD Net New Cases
125.5
2014 YTD New Broker Tiers
7
2014 YTD New Broker Contracts
23
2014 YTD New Rep Contracts
86
Known Pending Contracts
3
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Production Statistics are for Week 23 2014 (June 1, 2014 to June 7, 2014) Weekly Top 5 in Sales Credits Rank
Agent Name
District
Weekly Sales Credits
1
DIMMICK, AMBER MARIE
DOWNEY
30,585.50
2
SHEPHERD, RODNEY BRYAN
DOWNEY
22,901.15
3
NORTHROP, NANCY MARIE
GESZ
13,077.92
4
SANDLIN, JOSEPH GLENN
WELTY
10,926.67
5
RUBINO, JOSEPH THOMAS
MINNEY
9,520.47
Weekly Top 5 in Net New Account Sales Premium Rank
Agent Name
District
Weekly Sales Premium
1
DIMMICK, AMBER MARIE
DOWNEY
$55,609.92
2
WELTY, BRETT JASON
WELTY
$10,203.46
3
JOHNSTON, JOEL
MCFARLAND
$4,496.04
4
BUFFONE, MARY CATHERINE
RENTERIA
$4,455.72
5
MCAREE, GREGORY KEVIN
SMITH
$4,214.46
Weekly Top 5 in New & Rookie Sales Credits Rank
Agent Name
District
Weekly Sales Credits
1
ALBIN, SAMAR BREIK
TERRITORY ENROLLMENT TEAM
3,291.83
2
MCAREE, GREGORY KEVIN
SMITH
2,317.98
3
KENNEDY, MICHELLE
GESZ
1,666.37
4
MILLER, BRIDGETTE
KOHORST
1,406.27
5
ALEXANDER, KARLA V.
TERRITORY ENROLLMENT TEAM
1,166.64 27
Production Statistics are for Week 23 2014 (June 1, 2014 to June 7, 2014) Weekly Top 5 Openers Rank
Agent Name
District
Weekly Sales Credits
1
DIMMICK, AMBER MARIE
DOWNEY
30,585.50
2
NORTHROP, NANCY MARIE
GESZ
8,916.89
3
MICHAEL-MARTIN, ELIZABETH ANN
WESTLUND
7,192.01
4
WELTY, BRETT JASON
WELTY
5,695.08
5
BUFFONE, MARY CATHERINE
RENTERIA
5,101.19
Weekly Top 5 Benefit Counselors Rank
Agent Name
District
Weekly Sales Credits
1
SHEPHERD, RODNEY BRYAN
DOWNEY
22,901.15
2
SANDLIN, JOSEPH GLENN
WELTY
10,926.67
3
RUBINO, JOSEPH THOMAS
MINNEY
9,451.36
4
MILLER, STEPHEN LEE
MINNEY
6,792.83
5
GONG, RAYMOND KWOCKMAN
TERRITORY ENROLLMENT TEAM
5,886.54
Weekly Top 5 Coordinators Rank
Agent Name
District
Weekly Sales Credits
1
TIERCE, ANDREA MARIE
DOWNEY
8,673.53
2
TRUMAN, TAMMY M.
TERRITORY COORDINATOR
3,189.49
3
POLK, CHRISTINA DIANE
TERRITORY ENROLLMENT TEAM
1,664.18
4
NORTHROP, NANCY MARIE
GESZ
1,627.33
5
PAYNE, MICHELLE RENE
KOHORST
1,159.63
28
Production Statistics are for Week 23 2014 (June 1, 2014 to June 7, 2014)
Top Ten Reps 2014 Net Sales Credits Rank 1 2 3 4 5 6 7 8 9 10
Agent Name BUFFONE, MARY CATHERINE TIERCE, ANDREA MARIE KENT, ELIZABETH DUNHAM, KYM ELIZABETH PAYNE, MICHELLE RENE TRUMAN, TAMMY M. POLK, CHRISTINA DIANE CROSBY, PETER MUZZY ROOD, BRIAN CRAIG NORTHROP, NANCY MARIE
District RENTERIA DOWNEY RENTERIA RENTERIA KOHORST TERRITORY COORDINATOR TERRITORY ENROLLMENT TEAM MINNEY DOWNEY GESZ
Sales Credits 215,876.99 156,820.93 153,237.70 130,877.69 113,369.90 104,696.41 96,599.82 89,152.02 84,357.34 84,085.04
Top Reps 2014 New Account Premium Rank 1 2 3 4 5 6 7 8 9 10
Agent Name BUFFONE, MARY CATHERINE ROOD, BRIAN CRAIG DIMMICK, AMBER MARIE RENTERIA, LISA BETH WELTY, BRETT JASON BAKER, PATTI JO CARRILLO, MELISSA DEE POLK, CHRISTINA DIANE STACY, TONI MAHER, GREGORY FRANCIS
District RENTERIA DOWNEY DOWNEY RENTERIA WELTY GESZ SORRENTINO TERRITORY ENROLLMENT TEAM ABARZUA GESZ
Premium $173,544.24 $74,407.20 $60,831.84 $42,128.34 $30,809.05 $25,468.52 $24,265.74 $23,263.79 $19,718.55 $19,062.36
Top Reps 2014 Case Counts Rank 1 2 (TIE) 2 (TIE) 2 (TIE) 2 (TIE) 2 (TIE) 7 (TIE) 7 (TIE) 7 (TIE) 7 (TIE) 7 (TIE) 7 (TIE)
Agent Name WELTY, BRETT JASON BUFFONE, MARY CATHERINE HART, KEITH FRANCIS PARKS, JOEL RENTERIA, LISA BETH STACY, TONI CARRILLO, MELISSA DEE COON, DARCY ELAINE HUNTER, KENNETH EARL MAHER, GREGORY FRANCIS MCAREE, GREGORY KEVIN ROOD, BRIAN CRAIG
District WELTY RENTERIA MCFARLAND ABARZUA RENTERIA ABARZUA SORRENTINO GESZ MCFARLAND GESZ SMITH DOWNEY
Case Count 8.00 4.00 4.00 4.00 4.00 4.00 3.00 3.00 3.00 3.00 3.00 3.00 29
Production Statistics are for Week 23 2014 (June 1, 2014 to June 7, 2014) Weekly Top 5 Districts in Area New Account Premium Rank
District Manager Name
Area
Weekly Sales Premium
1
DOWNEY, DEL EUGENE
SAN DIEGO, CA
$67,925.87
2
WELTY, JEFFREY MICHAEL
SAN DIEGO, CA
$20,826.00
3
ABARZUA, JULIE
LAS VEGAS, NV
$8,666.28
4
RENTERIA, JUNIOR, JESSE JOHN
LAS VEGAS, NV
$16,882.92
5
MCFARLAND, COURTNEY JEANNE
LAS VEGAS, NV
$7,480.68
Top Districts YTD New Account Premium Rank 1
District Manager KOHORST, JACQUELINE
New Account Premium $899,832.36
2
RENTERIA, JUNIOR, JESSE JOHN
$211,288.97
3
SORRENTINO, GEORGE MICHAEL
$173,232.26
4
ABARZUA, JULIE
$160,921.03
5
DOWNEY, DEL EUGENE
$149,629.20
6
GESZ, ANDRAS
$127,731.24
7
WELTY, JEFFREY MICHAEL
$86,081.53
8
MCFARLAND, COURTNEY JEANNE
$74,925.12
9
ORNELLAS, RITA S.
$56,148.72
10
WESTLUND, LORIN KULM
$52,543.43
Top Districts YTD Case Count Rank 1
District Manager ABARZUA, JULIE
Net YTD Case Count 14
2 (TIE)
SORRENTINO, GEORGE MICHAEL
12
2 (TIE)
GESZ, ANDRAS
12
4
MCFARLAND, COURTNEY JEANNE
11
5
KOHORST, JACQUELINE
10
6
RENTERIA, JUNIOR, JESSE JOHN
9
7 (TIE)
WELTY, JEFFREY MICHAEL
8
7 (TIE)
ORNELLAS, RITA S.
8
7 (TIE)
SMITH, TIMOTHY MITCHELL
8
10
DOWNEY, DEL EUGENE
7 30
GO FOR NO!
31
y! ployee Business Surve Em RM H S rs so on sp Colonial Life again
A strong employee benefits package helps businesses keep their competitive edge. So it’s important for employers and HR professionals to know what other companies are offering. That’s the idea behind the Society for Human Resource Management’s annual Employee Benefits Survey -- and why Colonial Life has been the survey’s exclusive sponsor for the past eight years. The annual survey of more than 500 employers in the United States gathers information on the types of benefits employers offer their employees. The survey results will be released June 22 at SHRM’s national conference in Orlando. Colonial Life also will exhibit at the conference. The survey is completed by a random sampling of human resource professionals from small companies with fewer than 100 employees to large companies with more than 500 employees. Employers are asked about the employee benefits they offer, such as health insurance, paid vacation, retirement plans, life insurance, child care assistance and employee education programs from a listing of nearly 300 benefit options. The results show the percentage of employers currently offering each benefit, those that plan to offer the benefit in the next 12 months and the percentage of organizations offering benefits on an annual basis over the past five years.
“America’s workers depend on the financial protection offered by their workplace benefits,” said Randy Horn, Colonial Life’s president and chief executive officer. “This annual survey offers employers very reliable data they can use to make informed decisions about the benefits they offer their employees." Colonial Life has sponsored the SHRM Employee Benefits Survey since 2007.—by Jeanna Moffett!!!
CONTACT US Colonial Life Las Vegas 400 South Rampart Boulevard Suite 250 Las Vegas, NV 89145-5723 Phone: (702) 862-1951 Fax: (702) 228-4397
Corporate presence across social media:
Colonial Life San Diego Pinnacle Executive Centre 10920 Via Frontera Suite 440 San Diego, CA 92327-1732 Phone: (858) 386-4452
TSM Steve Polk:
Fax :(858) 451-9939
RI Trent Smith:
SBPolk@ColonialLife.com
SBPolk@ColonialLife.com TSmith@ColonialLife.com
TR Heather Schoenwald: HSchoenwald@ColonialLife.com
TEA Marti Black: MBlack@ColonialLife.com
TSM Steve Polk:
RI Terie Bradford: TBradford@ColonialLife.com
TR Melissa Davis:
MDavis2@ColonialLife.com
TEA Stephen Sims:
SSims@ColonialLife.com 32