Oregon Idaho Pioneers August 29, 2017 October 6, 2016
OR
Connor Mears Susan Alderson Bethany Gendvilas
MIRABELLA SEATTLE - Don Brink EROI DIGITAL MARKETING - Margaret Bryant WEST MOTOR FORD - Jeff Griffeth WAITE SPECIALTY INC - Julie Wolden
Summer Sales
New offer for third quarter Colonial Life wants to help you have a Sales Surge this Summer and has targeted existing groups with between 25 and 99 eligible employees. Between now and the end of the quarter, you can use ONE of the following Growth Programs in existing accounts that have gone a year or longer without sales: • • •
Law Assure online will preparation AD&D -- $5,000 policy InfoArmor identity theft protection (A Program Request Form must still be completed and emailed to your Regional Programs Manager for final approval. Please make certain to include “Summer Surge” in the subject line of the email. Requests should be made a minimum of 48 hours prior to an enrollment start date)
Additional Resources: • LawAssure • Propr Resources – Click HERE • Not available in New York • AD&D • Propr Resources – Click HERE • Decision Maker AD&D Program Flier: 101101 (Colonial Life); 101365-NY • Employee AD&D Program Flier: 101495 (Colonial Life); 101495-NY • InfoArmor • Propr Resources – Click HERE • InfoArmor Vendor Sheet: 101718 (Colonial Life); 101718-NY Selected Account Criteria: • 25 to 99 eligible employees. • Existing accounts. • Accounts with one or more years without a sale. • Accounts due for enrollments based on the post-tax and pre-tax enrollments dates between July 20 and Dec. 31 in AIMS.
Don’t forget! New Reps and Managers can win an invitation to attend home office for advanced training that only takes place two times per year. Qualifications are below: New Rep School Qualifications: • • • • •
Open to representatives in their first 52 weeks – ASRs and PSRs Managers (DGA, ADM, PSM and PSAM) not included. Achieve 4 cases and $50,000 in opener net sales premium or 27,500 net sales credits. BQI must be 75% or higher. Manager (DGA and/or TM) approval.
ADM New Manager School Qualifications: Manager is within their first 52 weeks Plan achievement in 2 of their first 4 quarters (not pro-rated) • Minimum sales of $25,000 • BQI of 75% or higher (if BQI is applicable) • Minimum of 3 recruits • Minimum of $10,000 in A Rep sales • Manager is certified in New Leader Development, Managing a Direct Sales Team and Recruiting • •
DGA New Manager School Qualifications: Manager within 52 weeks of contract (at time of qualification) Must achieve plan in 1st or 2nd full quarter (minimum sales plan of $30,000) Minimum of $5,000 in A Rep sales Minimum of 2 contracts BQI of 75% or higher Manager is certified in New Leader Development, Managing a Direct Sales Team and Recruiting • • • • • •
Leadership Development Conference January 3 - 5, 2018 (Wednesday-Friday) Hilton Austin The Leadership Development Conference (LDC) is Colonial Life's sales leadership training for managers who qualify to attend. The conference consists of one-and-a-half days of intense training that will help you refine your skills. New sales managers will have the opportunity to learn about the company's direction and will receive targeted tools and support you need to lead your team to early success.
2018 LDC Qualifications (must qualify by October 1): New DGA (hired in 2017): *Q1 or Q2 Start Date •
$70,000 in sales premium
•
4 new recruits
•
1- $20k opener with 2 new accounts
*Q3 Start Date •
$50,000 in sales premium
•
3 new recruits
•
1 - $20k opener with 2 new accounts
OR •
Achieve 75% of your Q3 YTD sales plan (***percentage to your Q3 sales plan, not annual sales plan***)
•
Minimum Q3 year-to-date sales plan of $60,000
•
4 new recruits
•
2 - $20k openers, each with 2 new accounts
DGA hired in 2016 or prior: •
Achieve 75% of your Q3 year-to-date sales plan (***again, this is percentage to your Q3 sales plan, not annual sales plan***)
•
4 new recruits
•
2 - $20k openers, each with 2 new accounts
Portland Class Dates
Idaho Class Dates
September 12 - 14 Opener Class
October 10 - 12 Opener Class
September 26 - 27 Enroller Class
October 24 - 25 Enroller Class
Questions? Contact Territory Instructor, Gower Talley GTalley@ColonialLife.com or 503.593.8356
Classes are 9 am-5pm *Lunch is provided Dress is business/business casual (no jeans, flip flops, tennis shoes, etc.)
Labor Day Impacts Monday, Sept. 4, is the Labor Day holiday. As a result, the following changes will take place that week: Sales reporting and Producer Scorecards for week-ending Saturday, Sept. 2, will be reported on Wednesday, Sept. 6. • Sales reporting and Producer Scorecards for week-ending Saturday, Sept. 9, will be reported as normal on Tuesday, Sept. 12, and will reflect a four-day processing week. • Direct deposits will be Thursday, Sept. 7. Checks will be mailed Friday, Sept. 8. •
Week to Date Numbers (as of Week 34)
WTD Top DGA’s
WTD Top ADM’s
Thurston, Doug
$73,788.84
Rathmanner, Casey
$9,075.78
Kezele, Will
$12,228.72
Griffeth, Jeff
$6,415.59
Alley, Mike
$10,932.93
Canals, Gabriel
$3,620.28
Top 15 Openers
Week 34 Sales
Top 15 Benefit Counselors
WK 34 Net Sales Credits
Brink, Don
$17,117.61 Wolden, Julie
5679.36
Wolden, Julie
$15,714.42 Isaacson, Stephanie
5544.52
Thurston, Doug
$10,810.66 Buschman, Roxana
3201.36
Bryant, Margaret
$10,074.07 Kunkler, Karen $7,824.62 Morgester, Christine
2601.06
Pines, Zara Anne
2574.26
Griffeth, Jeff
$5,195.91 Wollen, Gordon
1959.35
Burkett, James
$3,578.52 Griffeth, Jeff $3,094.74 Wolf, Bennett
1759.25
1252.47
Kezele, Virginia
$3,057.72 Burkett, James $2,718.39 Griffeth, Tyson
Dickson, Brian
$1,939.90 Griffeth, Terri
1076.76
Shipman, Jeff
$1,721.91 Morrison, Robert
873.31
Gunness, Tom
$1,595.76 Campbell, Branden
793.76
Nguyen, Kaira
$1,516.80 Durre, Mike
501.69
Durre, Mike
$1,433.40 Taylor, Mary
394.8
Kezele, Will Canals, Gabriel
1532.22
1102.55
Quarter to Date Numbers (as of Week 34)
QTD Top 3 DGA’s by % of Plan Alley, Mike
QTD Top ADM’s by % of Plan
108.5% Rathmanner, Casey
149.7%
Cornett, Kevin
89.1% Shipman, Jeff
92.3%
Cornett, Eric
35.4% Canals, Gabriel
84.0%
Top 15 Openers
QTD-2017 Sales
Top 15 Benefit Counselors
QTD Net Sales Credits
Brink, Don
$73,556.33 Isaacson, Stephanie
35,828.44
Pines, Zara Anne
$60,969.96 Morgester, Christine
20,726.30
Bryant, Margaret
$54,304.56 Buschman, Roxana
15,988.47
Burkett, James
$54,165.48 Wolden, Julie
15,800.24
Thurston, Doug
$47,659.94 Burkett, James
14,338.57
Rathmanner, Casey
$44,106.74 Kunkler, Karen
12,793.45
McMuldren, Matthew
$30,235.80 McMuldren, Matthew
11,014.10
Cornett, Eric
$24,151.80 Leach, Susan $23,951.26 Wollen, Gordon
9,959.74
6,439.21
Bringhurst, Angela
$22,125.24 Losada, Raquel $17,946.95 Campbell, Branden
Wolden, Julie
$17,896.53
Dickson, Brian
$17,420.28
Taylor, Mary
$14,719.88 Dickson, Brian
3,002.97
Snider, Jason
$14,422.95 Bringhurst, Angela
2,891.91
Shipman, Jeff Losada, Raquel
8,192.79 5,392.37
Ford, Brook
4,326.99
Taylor, Mary
3,660.38
Year to Date Numbers (as of Week 34)
YTD Top DGA’s by % of Plan
YTD Top ADM’s by % of Plan
Alley, Mike
92.1% Rathmanner, Casey
Bringhurst, Steve
57.5% Bringhurst, Angela
55.5%
Thurston, Doug
35.9% Jones, Eric
48.1%
Top 15 Openers Brink, Don
YTD - 2017 Sales
Top 15 Benefit Counselors
129.1%
YTD Total Net Sales Credit
$444,689.75 Isaacson, Stephanie $269,051.92 Morgester, Christine
136,750.56
67,189.64
Bryant, Margaret
$224,533.31 Kunkler, Karen $172,016.93 Buschman, Roxana
Rathmanner, Casey
$118,645.12 Leach, Susan
54,488.54
Thurston, Doug Pines, Zara Anne
71,604.67 62,556.10
Dickson, Brian
$99,396.12 Wollen, Gordon
51,743.54
Jones, Eric
28,884.39
Bringhurst, Angela
$98,012.04 Wolden, Julie $92,930.10 Gifford, Troy
Hansen, Brian
$77,375.19 Bringhurst, Angela
22,954.37
Cornett, Eric
$64,386.15 Canals, Gabriel
19,323.11
Burkett, James
$55,949.40 Jones, Eric
17,481.10
Griffeth, Jeff
$53,221.67 Burkett, James
14,962.95
Shipman, Jeff
14,962.32
McMuldren, Matthew
$47,653.04 Hansen, Brian $41,484.48 McMuldren, Matthew
Taylor, Mary
$34,811.52 Campbell, Branden
13,785.39
27,350.30
14,043.64
September 2017 Sun
Mon
Tue
Wed
Thu
Fri
Sat
1
2
8
9
14
15
16
Week 35
Home Office will not process Hierarchy Changes during the month of September
3 Week 36
4
5
6
7
Territory Wide Race Event
Territory Office Closed
10 Week 37
11
12
Opener Class
Territory Meeting 9:00 am/ Call Clinic 9:30 am - 6 pm
17 Week 38
18
13
19
20
21
22
23
26
27
28
29
30
Territory Meeting 9:00 am/ Call Clinic 9:30 am - 6 pm
24 Week 39
25
Enroller Class
Territory Meeting 9:00 am/ Call Clinic 9:30 am - 6 pm
October 2017 Sun
Mon
1
Tue
2
Wed
Thu
Fri
Sat
3
4
5
6
7
10
11
12
13
14
Territory Meeting 9:00 am/ Call Clinic 9:30 am - 6 pm
8
9
Territory Wide Race Event Idaho Opener Class
Territory Meeting 9:00 am/ Call Clinic 9:30 am - 6 pm
15
16
17
18
19
20
21
24
25
26
27
28
Territory Meeting 9:00 am/ Call Clinic 9:30 am - 6 pm
22
23
Idaho Enroller Class
Territory Meeting 9:00 am/ Call Clinic 9:30 am - 6 pm
29
30
Territory Meeting 9:00 am/ Call Clinic 9:30 am - 6 pm
31
3rd Qtr Case 2017 Goal:
65 2017 Actual:
21
32%
2017 Cases 2017 Goal:
259 2017 Actual:
103
40% 3rd Qtr Premium 2017 Goal:
$1,976,001 2017 Actual:
$700,700
35% 2017 Premium 2017 Goal
$7,931,000 2017 Actual:
$2,900,000
37%
THE CORE TEAM
Eric Weiland Territory Sales Manager 503.329.3168 (cell) 503.416.0552 (office) EWeiland@ColonialLife.com
Chelsey Dorr Territory Recruiter 503.416.0553 (office) 971.330.1148 (cell) CDorr@ColonialLife.com
Gower Talley Territory Instructor 503.416.0554 (office) 503.593.8356 (cell) GTalley@ColonialLife.com
Kim Fry Territory Executive Assistant 503.416.0551 (office) KFry@ColonialLife.com
5285 Meadows Road, Ste. 370 Lake Oswego, OR 97035 Main Line: 503.416.0550