Oregon Idaho Pioneers December 20, 2017 October 6, 2016
TERRITORY OFFICE CLOSED: MONDAY, DECEMBER 25, TUESDAY DECEMBER 26, 2017 AND MONDAY , JANUARY 1, 2018
TKO: Wednesday, January 10, 2018
Highlights From The Home Office •
Some state restrictions on Growth Programs will be added in 2018; IDAHO was slightly effected. AD&D continues not to be available and now MDLive will also not be available in 2018. Attached is the matrix of the state restrictions.
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Beginning January 1, the following programs will no longer require set up as a core product in Harmony:
•
•
AD&D
InfoArmor
MDLive
Once the request form and all additional paperwork (trust or MOU) is submitted to your programs manager, they will turn on the program in Harmony, which sets up your account. In addition, salespeople will no longer be required to submit enrollment feeds to the home office. Please submit requests at least two days prior to the start of the enrollment to make sure there is no delay in processing. Also, if there are any changes to the enrollment dates once the request is submitted or the enrollment has started, please contact your programs manager to update.
WellCard Savings has enhanced their program to remain compliant with entertainment benefits offered through WellCard. This means Colonial Life WellCard will now require membership identification.
Anyone with a WellCard that does not have the compatible membership identification will need to take action. Check your current stock of WellCards to see if yours are outdated. Please discard old WellCards and order new ones from GroupTrack with a unique member ID number.
In addition, there has been a change in WellCard telemedicine service vendors. The new vendor is My Ideal Doctor, which will cause an increase in per consult fee, effective January 1, 2018. This $45 charge will result in better customer service and increased vendor availability.
The Triple Play underwriting offer is still available. As a reminder, here’s what Triple Play has to offer:
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Enhanced Guaranteed Issue on either Whole Life 1000 and/or Group Critical Care if sold alongside Group Accident
20% rate discount on Group Accident
Waiver of Minimum Participation for two years
Five-year rate guarantee on group products
Credit for Time Insured on Disability with no rate load or comp reduction
Now through December 31, the following enhancements will be added to Triple Play:
All eligible Triple Play accounts with Disability are risk rated at AAA – please remember, Group or Individual Accident must be sold to qualify
Waiver of Minimum Participation for three years
All other offer conditions and parameters apply
Accounts must be within target markets and between 25 and 500 lives. Contact Michelle Davis (Risk Manager) for account eligibility or offer set up.
And if you have enrollments set up with existing accounts, and don’t have the best working conditions currently, reach out to Joe Ball to see what we can do from a growth program stand point to enhance the working conditions and drive more premium.
UPDATE: The 30 FOR 30 initiative that’s part of the 4Q17
SALES SURGE was initially scheduled to end November
30. There were 30 slots up for grabs for potential new case count credit for folks able to secure working conditions and a 2017 enrollment in accounts with no sales the last three years. And, we gave you just two weeks to do it. Great news! Your quick response to this program was so successful, we’re
ADDING AN
ADDITIONAL 30 SPOTS and EXTENDING 30 FOR 30 UNTIL THE END OF THE YEAR!
In conjunction with the Sales Surge Expansion we are excited to present you with another 4th quarter initiative, 30 for 30. Target Accounts: •
Times Since Last Sales—no sales after January 1, 2015 [no sales in the last 3 years]
•
Eligible Employees (EE): 200+
Enrollment must be scheduled and conclude before December 31, 2017 What: 1. The FIRST 30 Accounts nationally that are presented to the Inforce Growth Consultants through November 30th will be eligible for the following: Potential case count credit. [$2,500 in premium must be written for case count to be awarded.] Enhanced 2x4 underwriting offer*: Group Critical Care Guaranteed Issue (GI) available up to $20,000 maximum benefit for all employees. Whole Life 1000 Guaranteed Issue (GI) available up to $22 per week to $100,000 maximum face amount for all employees. *As per the standard 2x4, the increased Group Critical Care and Whole Life 1000 should only be offered to accounts that do not already have these products. How: •
Please complete a CSUS and send to Joe Ball with TM approval.
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Include the doc date, enrollment date and working conditions in the body of the email or confirmed via phone call with Joe Ball.
Keep in mind that this is time sensitive due to only the FIRST 30 Accounts being eligible for this initiative so READY. SET. GO!!!
What's new 4Q Sales Surge -- 4 for 4 national call clinic results What a day Monday was! The 4 for 4 national call clinic yielded more than 2,500 appointments across the country. Stay tuned for Thursday's Sales Progress from Bill Deehan for more details on the 4 for 4 results and how we'll build on this event for 2018. 30 for 30 extended The 30 for 30 initiative that’s part of the 4Q Sales Surge was initially scheduled to end November 30. There were 30 slots up for grabs for potential new case count credit for folks able to secure working conditions and a 2017 enrollment in accounts with no sales the last three years. And, we gave you just two weeks to do it. Great news! Your quick response to this program was so successful, we’re adding an additional 30 spots AND extending 30 for 30 until the end of the year! Get all the details on Propr. Effective January 1, 2018 – state restrictions on some marketing programs/Harmony automation Colonial Life consistently conducts reviews of our value-added services to make sure the company is meeting customer demands in the marketplace, aligning partnerships with Colonial Life’s core values and complying with company and industry guidelines. Our business decisions are driven by these factors and the need to ensure the company is being financially responsible. A recent review of our marketing programs has warranted changes in some states. These changes will take effect January 1, 2018. Get more information, including a matrix on how your state is affected, on Propr. Please pass this on to your teams. Fourth quarter new contract submission deadline The last day to submit completed new producer and new manager contracts to count toward fourth quarter recruiting goals is Friday, December 22. For the contract to be considered complete, the new producer or manager must have taken the market conduct test, have a license and background issues need to be explained, if applicable. We'll process contracts received after December 22, in the order received, but this doesn't guarantee processing for fourth quarter. Be aware different jurisdictions have varying turnaround times for background checks. Review contracts submitted online 24/7 on your online dashboard. If you have questions, email Contracts@ColonialLife.com. For an easier, faster and paperless contracting system, visit the Online Contracting page on Propr.
4Q/Year-end business submission deadlines • Clean manual business -- received by Wednesday, December 27. • Clean census enrollment files -- received by Wednesday, December 27, at 6 p.m. ET. • **Clean electronic business -- received by Saturday, December 30 at 6 p.m. ET. (Note that as a commitment to your success, clean electronic business will be accepted into the weekend to count toward your 2017 goals.) • New business --will continue to process business until Friday, December 29 at 7 p.m. ET. Make sure you follow insurance laws You can't sell, solicit or negotiate insurance on behalf of Colonial Life/Paul Revere (and can't be paid commissions) unless you're properly licensed and appointed, where applicable, in the resident or non-resident state. Learn more about licensing requirements on Propr. Reminders Triple Play underwriting enhancements Enhancements have been made to the Triple Play underwriting offer to help our 4Q Sales Surge. Get details on Propr. "And 1" added to 5K90 broker incentive New brokers contracted in 2017 who have already produced one case and $5,000 new account net sales can earn a $500 bonus by generating one additional case and another $5,000 new account net sales premium. Your RGMM has a list of eligible brokers and will quarterback this effort. Learn more on Propr.
New Accounts McCoy Freightliner—Don Brink Up And Out Inc—Don Brink American Paper Converting—Margaret Bryant Kevin Cohen Plumbing Inc—Brian Dickson Franklin County—Terri Griffeth Luxmoto—Stan Grimes Pro Active Behavioral Health—Eric Jones R & M Steel Company—Eric Jones Stilson Dental Partnership PLLC—Denise Maxwell Western Inns—Zara Pines All Pro Plumbing Services—Kelley Rasmussen C & R Real Estate—Casey Rathmanner Maravia Corporation of Idaho—Trevor Schiefelbein R D Olson MFG Inc — Julie Wolden
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
Week to Date Numbers (as of Week 50)
WTD Top DGA’s Thurston, Doug
WTD Top ADM’s
$354,415.26
Rathmanner, Casey
$33,229.59
Alley, Michael
$47,681.46
Jones, Eric
$24,762.60
Bringhurst, Steve
$25,304.64
Ford, Mary Brook
$18,529.77
Top 15 Openers Brink, Don
Week 50 Sales
Top 15 Benefit Counselors
WK 50 Net Sales Credits
$176,682.39
Isaacson, Stephanie
10,856.91
Bryant, Margaret
$47,963.94
Kramer, Cassandra
10,524.61
Pines, Zara
$25,919.13
Wolden, Julie
7,614.92
Dickson, Brian
$18,527.31
Kunkler, Karen
7,452.69
Jones, Eric
$18,109.80
Wollen, Gordon
7,057.71
Thurston, Doug
$17,985.56
Griffeth, Jeff
6,549.76
Rathmanner, Casey
$15,462.12
Buschman, Roxana
5,920.76
Ford, Mary Brook
$14,829.42
Gifford, Troy
5,488.63
Wolden, Julie
$11,836.80
Rasmussen, Kelley
4,926.19
Alley, Michael
$9,909.53
Sparks, Jonathan
4,544.56
Nguyen, Kaira
$8,469.81
Thurston, Derek
4,169.23
Kezele, Will
$7,828.31
Potter, Samuel
3,679.55
Taylor, Mary
$6,559.97
Myers, Jan
3,538.68
Grimes, Stan
$3,884.73
Leach, Susan
3,012.28
Cornett, Eric
$3,750.31
Morrison, Robert
2,705.52
Quarter to Date Numbers (as of Week 50)
QTD Top DGA’s by % of Plan Alley, Michael
160.2%
QTD Top ADM’s by % of Plan Rathmanner, Casey
214.6% 163.1%
Thurston, Doug
99.0%
Hillier, Erik
Cornett, Kevin
84.3%
Campbell, Branden
Top 15 Openers
QTD - 2017 Sales
Top 15 Benefit Counselors
80.7%
QTD Total Net Sales Credit
Pines, Zara
$527,209.50 Isaacson, Stephanie
103,079.00
Brink, Don
$432,222.20 Morgester, Christine
66,069.35
Bryant, Margaret
$267,163.06 Kunkler, Karen
40,593.82
Thurston, Doug
$198,961.73 McMuldren, Matthew
38,299.05
Dickson, Brian
$100,467.15 Buschman, Roxana
34,798.61
McMuldren, Matthew
$97,128.77 Morrison, Robert
29,916.10
Bilgen, Lisa
$95,696.28 Kramer, Cassandra $72,593.04 Wollen, Gordon
28,245.57 24,856.45
Campbell, Branden
$71,241.77 Griffeth, Jeff $45,216.12 Rasmussen, Kelley
Grimes, Stan
$44,953.47 Wolden, Julie
24,639.72
Gifford, Troy
$41,522.26 Leach, Susan $40,727.25 Campbell, Branden
23,929.43
$38,687.21 Losada Monroy, Raquel $30,718.62 Gifford, Troy
21,671.69
Robison, Mark Griffeth, Jeff
Ford, Mary Brook Cornett, Eric Jones, Eric
26,691.21 24,773.24
22,437.48 20,782.03
Year to Date Numbers (as of Week 50)
YTD Top DGA’s by % of Plan
YTD Top ADM’s by % of Plan
Alley, Mike
171.3% Rathmanner, Casey
Bringhurst, Steve
105.0% Jones, Eric W
Thurston, Doug
Top 15 Openers
86.2% Canals, Gabriel
YTD - 2017 Sales
Brink, Don
$958,336.40
Pines, Zara
$746,661.14
Thurston, Doug
$549,595.37
Bryant, Margaret
$513,368.82
Dickson, Brian
$198,261.36
McMuldren, Matthew
$157,754.45
Rathmanner, Casey
$146,541.56
Jones, Eric
Top 15 Benefit Counselors
232.1% 96.5% 91.9%
YTD Total Net Sales Credit
Isaacson, Stephanie
266,169.92
Morgester, Christine
139,598.14
Kunkler, Karen
122,941.70
Wollen, Gordon
105,478.75
Buschman, Roxana
101,930.58
Leach, Susan
87,068.05
McMuldren, Matthew
58,999.76
$144,829.73
Wolden, Julie
57,353.62
Bilgen, Lisa
$143,770.50
Gifford, Troy
50,837.95
Griffeth, Jeff
$134,336.34
Griffeth, Jeff
48,551.86
Bringhurst, Angela
$130,252.45
Canals, Gabriel
43,694.76
Cornett, Eric
$119,596.65
Morrison, Robert
43,585.72
Gifford, Troy
$99,978.27
Losada Monroy, Raquel
40,618.34
Grimes, Stan
$98,483.97
Campbell, Branden
38,304.55
Ford, Mary Brook
$82,922.39
Blair, William
37,539.62
December 2017 Sun
Mon
Tue
3
4
Wed
17
Sat
2
7
8
9
13
14
15
16
19
20
21
22
23
26
27
28
29
30
5
6 Opener Class
11 Territory Meeting 9:00 am/ Call Clinic 9:30 am - 6 pm
Fri
1
Territory Meeting 9:00 am/ Call Clinic 9:30 am - 6 pm
10
Thu
12 Enroller Class
18 Territory Meeting 9:00 am/ Call Clinic 9:30 am - 6 pm
24
25 Territory Office Closed
31
4th Qtr Case 2017 Goal:
101 2017 Actual:
85
84%
2017 Cases 2017 Goal:
259 2017 Actual:
220
85% 4th Qtr Premium 2017 Goal:
$2,920,922 2017 Actual:
$2,834,213
97% 2017 Premium 2017 Goal
$7,855,235 2017 Actual:
$6,607,086
84%
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
Stefanie Jacobs Territory Executive Assistant 503.416.0551 (office) Sjacobs2@ColonialLife.com
5285 Meadows Road, Ste. 370 Lake Oswego, OR 97035 Main Line: 503.416.0550