Oregon Idaho Pioneers July 25, 2017 October 6, 2016
Get your RACE on for cases! The thirdquarter RACE event begins July 31. The theme is employee wellness and financial wellbeing -- two things that resonate with small business owners and are at the heart of Colonial Life’s value proposition. The new wellness drop marketing piece speaks to its importance and how we can support employees to be physically and financially fit. We know small business owners want the best for their employees, and this opens up the door to speak about our value-added options. Each District will receive a supply of the items below within the next week: •
3Q RACE event: Employee Wellness and Financial Wellbeing
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When: July 31 – Aug. 11
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Marketing piece: Wellness drop piece (form #101820)
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Promotional item: Branded hand sanitizer
Christine Renee Aros Michael Ismert
COMPASS CHARTER SCHOOL Tara Tandrow TEAM MASTERS CONSTRUCTION LLC
New Marketing Materials - Critical Illness 1.0
Fewer Brochures And A New Look! Available August 4, 2017 on the online ordering system, you can find the newly branded brochures for Critical Illness 1.0 (CI 1.0). •
A bi-fold brochure describes the need for Critical Illness insurance and one family’s journey. This can be used for Critical Illness 1.0 (CI 1.0) or Group Critical Care (GCC).
•
Product flyers provide more detailed information about the CI 1.0 plans.
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A new, separate Health Screening brochure listing all health screening tests can be used for both CI 1.0 and GCC products. CI 1.0 brochures that included Health Screening in the plan have been eliminated.
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A Decision Maker/Broker flyer
Please note there is not a separate brochure for Health Savings Account (HSA)-compliant plans. Instead you will see the following disclaimer on the brochures: Benefit for coronary artery disease applicable in lieu of benefit for coronary artery bypass graft surgery when health savings account (HSA) compliant plan is selected. Critical Illness Insurance has proven to be one of the largest growing products in the worksite market. The new marketing materials will help you position Colonial Life’s Critical Illness 1.0 as we maintain our strong foothold in this market.
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
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4 new recruits
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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***)
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Minimum Q3 year-to-date sales plan of $60,000
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4 new recruits
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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
August 22 - 24 District Development Program (DDP)
August 8 - 10 Opener Class
September 12 - 14 Opener Class
August 29 - 30 Enroller Class
September 26 - 27 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.)
Week to Date Numbers (as of Week 29)
WTD Top DGA’s
WTD Top ADM’s
Thurston, Doug
$45,091.36
Ford, Brook
$10,789.56
Maxwell, Denise
$14,562.00
Taylor, Mary
$9,655.42
Rathmanner, Casey
$6,288.54
Griffin, Larry
Top 15 Openers
$9,644.66
Week 29 Sales
Top 15 Benefit Counselors
WK 29 Net Sales Credits
Thurston, Doug
$18,476.35 Isaacson, Stephanie
5,170.27
Brink, Don
$10,576.57 Morgester, Christine
4,274.26
Taylor, Mary
$8,387.27 Buschman, Roxana
4,121.61
Tandrow, Tara
3,534.99
Pines, Zara Anne
$6,995.96 Leach, Susan $6,619.77 Sparks, Jonathan
Rathmanner, Casey
$5,107.17 Ford, Brook
2,052.14
Cornett, Eric
1,501.39
McMuldren, Matthew
$4,308.00 Stubbs, Jason $3,879.00 McMuldren, Matthew
Ford, Brook
$3,398.34 Taylor, Mary
1,257.26
Maxwell, Denise
$3,396.72 Kunkler, Karen
1,139.82
Bringhurst, Angela
$2,067.43 Mayes, Brandi
1,127.27
Bringhurst, Steve
$1,989.84 Taylor, Cearstin
779.35
Snider, Jason
$1,974.18 Bringhurst, Angela
693.04
Durre, Mike
$1,516.68 Spinuzzi, Julie
530.83
Jones, Eric
$1,295.93 Taylor, Thomas
467.17
2,073.66
1,357.65
Quarter to Date Numbers (as of Week 29)
QTD Top 3 DGA’s by % of Plan
QTD Top ADM’s by % of Plan
Cornett, Kevin
26.3% Bringhurst, Angela
25.1%
Bringhurst, Steve
19.9% Snider, Jason
20.1%
Griffin, Larry
13.2% Rathmanner, Casey
18.6%
Top 15 Openers
QTD-2017 Sales
Top 15 Benefit Counselors
QTD Net Sales Credits
Pines, Zara Anne
$32,500.43 Isaacson, Stephanie
15,767.40
Brink, Don
$19,574.03 Morgester, Christine
7,352.83
Bryant, Margaret
$17,439.05 Buschman, Roxana
5,259.47
Thurston, Doug
$17,313.67 Leach, Susan
4,187.04
Bringhurst, Angela
$12,816.81 Ford, Brook
3,389.81
Snider, Jason
$9,668.10 Kunkler, Karen
2,972.83
Taylor, Mary
$8,639.87 Stirling, Carol
2,434.09
Tandrow, Tara
$7,510.44 Wollen, Gordon $7,317.36 Sparks, Jonathan
2,180.77
2,015.65
Ford, Brook
$6,840.48 Wolden, Julie $6,438.03 Turner, Steven
Stirling, Carol
$5,215.95
Dickson, Brian
$4,142.04
Maxwell, Denise
$3,947.61 Bringhurst, Angela
1,368.35
McMuldren, Matthew
$3,879.00 Gyte, Nicholaus
1,353.82
Cornett, Eric Rathmanner, Casey
2,073.66 1,986.51
McMuldren, Matthew
1,789.20
Stubbs, Jason
1,501.39
Year to Date Numbers (as of Week 29)
YTD Top DGA’s by % of Plan
YTD Top ADM’s by % of Plan
Alley, Mike
66.4% Rathmanner, Casey
95.0%
Bringhurst, Steve
55.9% Bringhurst, Angela
51.8%
Thurston, Doug
30.4% Jones, Eric
47.9%
Top 15 Openers
YTD - 2017 Sales
Top 15 Benefit Counselors
YTD Total Net Sales
Brink, Don
$391,787.58 Isaacson, Stephanie
116,689.52
Thurston, Doug
$241,633.12 Morgester, Christine
58,231.20
Pines, Zara Anne
$195,978.39 Kunkler, Karen
57,369.02
Bryant, Margaret
$134,341.87 Buschman, Roxana
51,827.10
Jones, Eric
$98,125.94 Leach, Susan
48,715.84
Bringhurst, Angela
$87,799.96 Wollen, Gordon
45,731.52
Dickson, Brian
$86,198.64 Gifford, Troy
25,166.80
Rathmanner, Casey
$81,736.28 Bringhurst, Angela
21,430.81
Hansen, Brian
$76,798.49 Jones, Eric $47,933.75 Canals, Gabriel
17,597.78 15,099.80
Waldram, Matthew
$47,551.71 Wolden, Julie $28,819.24 Hansen, Brian
Taylor, Mary
$28,731.51 Fierstos, Suzanna
12,033.40
Ford, Brook
$28,156.74 Taylor, Cearstin
11,532.62
Fierstos, Suzanna
$27,876.60 Turner, Steven
11,271.92
Griffeth, Jeffrey Cornett, Eric
17,044.10 14,962.32
August 2017 Sun
Mon
Week 31
6 Week 32
7
Tue
Wed
Thu
1
2
3
8
9
10
Fri
4 Oregon Summer Meeting/Picnic
Sat 5
11
12
Territory Wide Race Event Idaho Direct Marketing Training
AMP/ Call Clinic 9:30 am-5 pm 13 Week 33
14
AMP/ Call Clinic 9:30 am-5 pm 20 Week 34
21
Recruiting Call Blitz 4 - 6 pm
15
16
17
18
19
23
24
25
26
Recruiting Call Blitz 4 - 6 pm
22
DDP
27
AMP/ Call Clinic 9:30 am-5 pm
Week 35
28
Recruiting Call Blitz 4 - 6 pm
29
30 Idaho Enroller Class
AMP/ Call Clinic 9:30 am-5 pm
Recruiting Call Blitz 4 - 6 pm
31
Idaho Summer Meeting/Picnic
September 2017 Sun
Mon
Tue
Wed
Thu
4
5
Sat
1
2
8
9
14
15
16
20
21
22
23
27
28
29
30
Week 35
3 Week 36
Fri
6
7
Territory Wide Race Event
Territory Office Closed
Recruiting Call Blitz 4 - 6 pm
10 Week 37
11
12
13 Opener Class
AMP/ Recruiting Call Call Clinic Blitz 9:30 am-5 pm 4 - 6 pm
17 Week 38
18
AMP/ Call Clinic 9:30 am-5 pm
24 Week 39
25
19
Recruiting Call Blitz 4 - 6 pm
26
Enroller Class
AMP/ Call Clinic 9:30 am-5 pm
Recruiting Call Blitz 4 - 6 pm
3rd Qtr Case 2017 Goal:
65 2017 Actual:
4
6%
2017 Cases 2017 Goal:
259 2017 Actual:
86
33% 3rd Qtr Premium 2017 Goal:
$1,976,001 2017 Actual:
$208,600
11% 2017 Premium 2017 Goal
$7,931,000 2017 Actual:
$2,500,000
32%
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