Oregon Idaho Pioneers September 26, 2017 October 6, 2016
October is Breast Cancer Awareness Month The Facts of Breast Cancer flier is a great brochure to use for starting a conversation with an employer or employee. Cancer insurance continues to fill a need for Colonial Life customers. This marketing piece is dedicated to educating Brokers, Employers, and Employees and to help position Cancer Assist, Cancer 1000 or Group Cancer 1000. The informative brochure is full of interesting statistics and trends that show the need for cancer insurance, as well as critical illness insurance with cancer coverage. It is available on the online ordering system, form #101661. Did you know? 1 • Breast cancer accounts for nearly 1 in 3 cancer diagnoses in American women Men can be diagnosed with breast cancer too – the lifetime risk of getting breast cancer is about 1 in 1,0002 This is a great month to raise awareness about breast cancer and support local breast cancer awareness campaigns in your area. 1 American Cancer Society, Cancer Facts & Figures, 2016 2 American Cancer Society, Learn about Cancer, cancer.org, October 10, 2014
Drue Boggs Dawnita Lackner Karen Lovell Michael McMillen Gregory Scott Steve Woodford
TAYLOR FREMONT MOTORS INC - Bill Blair ROBISON JEWISH HOME - Don Brink ROCKLAND SCHOOL DISTRICT 382 - Troy Gifford ST ANTHONY MOTORS/TAYLOR CHEVR - Troy Gifford GARDEN VALLEY SCHOOL DIST #71 - Terri Griffeth CHAUCER FOODS - Stan Grimes MARVS TIRE SERVICE - Nick Gyte
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 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.)
Third quarter business processing deadlines •
Contracts - The last day to submit completed new producer and new manager contracts to count toward third quarter recruiting goals is Friday, Sept. 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 Sept. 22 in the order received, but this doesn't guarantee processing for third quarter. Be aware different jurisdictions have varying turnaround times for background checks. 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. If you have questions, email Contracts@ColonialLife.com.
•
Clean manual business - received by Tuesday, Sept. 26.
• Clean census enrollment files - received by Wednesday, Sept. 27 at 6 p.m. ET. • Clean electronic business - received by Friday, Sept. 29 at 10 p.m. ET. • New business - will continue to be processed until Friday, Sept. 29 at 7 p.m. ET.
Week to Date Numbers (as of Week 38)
WTD Top DGA’s Thurston, Doug
WTD Top ADM’s
$127,980.75
Canals, Gabriel
$25,264.02
Kezele, Will
$21,841.44
Griffeth, Jeff
$20,393.88
Estrada, Ed
$10,891.34
Taylor, Mary
$10,720.70
Top 15 Openers
Week 38 Sales
Top 15 Benefit Counselors
WK 38 Net Sales Credits
Bryant, Margaret
$31,426.27 Wollen, Gordon
9,469.78
Brink, Don
$29,261.22 Taylor, Cearstin
7,515.12
Thurston, Doug
$27,342.75 Isaacson, Stephanie
6,827.10
Grimes, Stan
$14,263.65 Kunkler, Karen $9,190.75 Monroy, Raquel
5,928.78
Gifford, Troy
5,848.64
Pines, Zara Anne
$7,243.08 Morrison, Robert
5,668.50
Blair, William
$6,589.37 Blair, William $5,321.64 Leach, Susan $5,238.22 Griffeth, Jeff
3,930.78
1,374.16
Griffeth, Terri
$4,637.40 Bringhurst, Angela $4,197.96 Gyte, Nick
Taylor, Mary
$3,956.58 Taylor, Mary
1,169.20
Bringhurst, Angela
$3,926.16 Myers, Jan
Gyte, Nick
$3,633.60 Wolden, Julie
Pace, Stephen
$1,913.52 Buschman, Roxana
Bilgen, Lisa Taylor, Thomas Taylor, Cearstin
2,677.78
1,491.21
1,271.76
1,030.25
916.96
Quarter to Date Numbers (as of Week 38)
QTD Top 3 DGA’s by % of Plan
QTD Top ADM’s by % of Plan
Alley, Mike
158.8% Rathmanner, Casey
229.6%
Cornett, Kevin
113.8% Canals, Gabriel
198.4%
64.9% Shipman, Jeff
92.3%
Bringhurst, Steve
Top 15 Openers
QTD-2017 Sales
Top 15 Benefit Counselors
QTD Net Sales Credits
Brink, Don
$185,155.19 Isaacson, Stephanie
55,895.38
Thurston, Doug
$143,591.45 Wollen, Gordon
25,197.61
Bryant, Margaret
$100,891.60 Kunkler, Karen
23,758.84
Pines, Zara Anne
$77,082.75 Morgester, Christine
22,172.47
Burkett, James
$61,074.24 Wolden, Julie
19,694.14
Rathmanner, Casey
$44,736.91 Buschman, Roxana
19,490.78
McMuldren, Matthew
$41,189.76 Monroy, Raquel
18,809.44
Monroy, Raquel
$32,704.50 Leach, Susan
17,667.21
Bilgen, Lisa
$32,310.90 Burkett, James
16,756.64
Gifford, Troy
$30,684.50 Taylor, Cearstin $29,080.90 McMuldren, Matthew
15,988.28 12,836.42
Cornett, Eric
$28,741.61 Blair, William $28,330.19 Griffeth, Jeff
Grimes, Stan
$27,070.32 Thurston, Derek
8,593.77
Taylor, Cearstin
$25,701.12 Schiefelbein, Trevor
8,189.13
Griffeth, Terri Wolden, Julie
14,847.99 11,938.95
Year to Date Numbers (as of Week 38)
YTD Top DGA’s by % of Plan Alley, Mike
YTD Top ADM’s by % of Plan
105.4% Rathmanner, Casey
148.6%
Bringhurst, Steve
70.2% Canals, Gabriel
65.2%
Thurston, Doug
44.1% Jones, Eric
64.7%
Top 15 Openers Brink, Don
YTD - 2017 Sales
Top 15 Benefit Counselors
YTD Total Net Sales Credit
$554,582.97 Isaacson, Stephanie $356,785.99 Kunkler, Karen
156,817.50
73,050.84
Bryant, Margaret
$239,847.80 Morgester, Christine $218,882.97 Wollen, Gordon
Rathmanner, Casey
$118,967.49 Buschman, Roxana
66,058.41
Dickson, Brian
$102,655.51 Leach, Susan
62,196.01
Jones, Eric
$102,369.11 Wolden, Julie $98,903.53 Gifford, Troy
32,778.29
Thurston, Doug Pines, Zara Anne
Bringhurst, Angela
78,155.03 68,748.36
27,897.22
Hansen, Brian
$78,588.51 Taylor, Cearstin
26,741.55
Cornett, Eric
$68,564.54 Bringhurst, Angela
25,092.55
Burkett, James
$62,858.16 Canals, Gabriel
21,375.78
Griffeth, Jeff
$56,259.11 Griffeth, Jeffrey
19,718.45
Gifford, Troy
18,809.44
McMuldren, Matthew
$54,922.31 Monroy, Raquel $52,438.44 Jones, Eric
Grimes, Stan
$46,661.37 McMuldren, Matthew
17,877.53
18,155.29
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:
45
69%
2017 Cases 2017 Goal:
259 2017 Actual:
127
49% 3rd Qtr Premium 2017 Goal:
$1,976,001 2017 Actual:
$1,300.000
66% 2017 Premium 2017 Goal
$7,931,000 2017 Actual:
$3,600,000
45%
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