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Market Conduct Training. This training is mandatory for

all sales reps & managers. Remind your teams the updated market conduct training manual and test is available on Propr. Click here to access the training and test. This new training and test is mandatory for all members of the sales organization. All sales reps and sales managers must complete the training and take and pass the mastery test by Sept. 15, 2013. Encourage your reps to review the training and take the test before this deadline. Remember, anyone who does not pass the test by the deadline could face consequences including removal from advanced commissions and possibly termination from their contract.


Week 36 Newsletter Scott E. Nielsen Territory Sales Manager

Territory Wk 35

Territory QTD

Territory YTD

0 New Cases

23 New Cases

86 New Cases

3 New Contracts

18 New Contracts

60 New Contracts

$36,396 Total AP

$750,265 Total AP

$2,111,879 Total AP

$20K Producers: 4

$20K Producers: 16

$50K Producers: 3

$50K Producers: 6

$80K Producers: 2

$80K Producers: 4 $400K Districts: 2


Top Achievers #1 Rookie WTD AP David Anderson

#1 Rookie QTD AP Angie Ramirez

#1 Veteran WTD AP Pamela Whitfield

#1 Veteran QTD AP Joel Newman

#1 ADM WTD AP Renee Robertson

#1 ADM QTD AP Brian Roderick

#1 DGA WTD AP Pamela Whitfield

#1 DGA QTD AP Joel Newman

#1 ADM QTD

#1 DGA QTD

Brian Roderick

Randy Dahl

% of Plan

% of Plan

#1 ADM YTD

#1 DGA YTD

Sandy Ayers

Kent Sherman

% of Plan

% of Plan


5 Most Popular Voluntary Benefits “As employers consider their health care and total rewards strategies with the context of the Patient Protection and Affordable Care Act, nearly half expect voluntary benefits and services to become more important than ever over the next five years, according to the Towers Watson 2013 Voluntary Benefits and Services Survey.” – Kathryn Mayer, 5 most popular voluntary benefits This is a great shot article!

The five most popular voluntary benefits according to this survey is: •Life •Vision •Disability •Dental •Accident Do any of those sound familiar?

Here is the link to the full article on benefitspro.com: http://www.benefitspro.com/2013/08/14/5-most-popular-voluntarybenefits?eNL=520c00ea140ba0df0600006d&utm_source=BenefitsProDaily&utm_medi um=eNL&utm_campaign=BenefitsPro_eNLs&_LID=80524888


Cash for Cases Bonus Program for New Account Sales There’s a lot of money to be made from opening new groups, and for a limited time you can earn even more with Cash for Cases.

Here’s how it works: Between July 15 and Sept. 13th , every new account that reaches at least $2,500 in new account net sales premium earns you a $200 bonus. Business must be submitted, processed and issued by Sept. 13th to count for the bonus. Payment is allocated based on case count split. To receive any portion of the case count you must also be coded to receive at least 25 percent of the opener commission. $3,500 is still the requirement to earn a case count credit toward the new account bonus. This bonus is in addition to the commissions and bonuses you already earn from your regular compensation plan. This bonus will be paid weekly.

But wait, there’s more!

Extended… Take advantage

In addition to new accounts, select existing accounts have also been “pre-approved” and are also eligible for the Cash for Cases bonus program. We want this program to be simple and well understood, so we have pre-identified all existing accounts that are eligible for this bonus program and they were determined by three simple criteria: 1. No sales since August 30, 2008 2. Not a daycare or restaurant 3. No associated BCNs


MEMO’S Third Quarter Processing Deadlines •New contract submission -- received by Friday, Sept. 20 The last day to submit completed new producer and new manager contracts to count toward third quarter recruiting goals is Friday, Sept. 20. For the contract to be considered complete, the new producer or manager must have passed the market conduct test, have a license and background issues need to be explained, if applicable. We'll process contracts received after Friday, Sept. 20, in the order received, but this doesn't guarantee processing for third quarter. Be aware that different jurisdictions have various 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. Questions? Email Contracts@ColonialLife.com. •Manual business -- received by Tuesday, Sept. 24. •Clean census enrollment files -- received by 6 p.m. Wednesday, Sept. 25. •Clean electronic business -- received by 6 p.m. ET Friday, Sept. 27. •New business -- will continue to be processed until 7 p.m. Friday, Sept. 27. •No compensation payment impacts


UPCOMING PRODUCT SPOTLIGHT WEBINAR Join the webinar EGC webinar link Dial: 888.238.7803 Passcode: 2137388#

Upcoming Series Oct. 2nd – Disability

TOPICS COMPETITIVE POSITIONING POSITIONING INDIVIDUAL VS. GROUP PRODUCTS BEST PRACTICES FROM FEATURED SALESPEOPLE & MUCH, MUCH, MORE!

DID YOU MISS THE PAST PRODUCT SPOTLIGHT WEBINARS? NO WORRIES! Past Series Feb. 6th – Accident (Video Recap) April 3rd – Special Risk (Video Recap) June 5th – Medical Bridge (Video Recap) Aug. 21st – Life (Video Recap)


Get Ready for Public Exchanges TRAINING AVAILABLE NOW FOR FEDERAL HEALTH EXCHANGE Health insurance enrollments through state and federal exchanges are scheduled to begin Oct. 1. You're encouraged to take the following steps to make sure you're ready and prepared for exchange enrollments: •Find out whether your state is creating its own exchange or participating in the federal exchange. Use the new State Exchanges page on Propr to learn more. •If you're in a state creating its own exchange, research and go through the training available to become certified on your state's exchange. •If you're in a state participating in the federal exchange, training is now available to get certified.

FEDERAL EXCHANGE TRAINING Agent/broker training for the Federally-Facilitated Marketplace (FFM) is available online at http://Marketplace.MedicareLearningNetworkLMS.com. If you don't have an account already set up, you'll need to create one.

WE WANT TO KNOW WHEN YOU'RE CERTIFIED The home office will keep a database of Colonial Life and Paul Revere salespeople who've completed the state and federal exchange training. For the federal exchange, we're looking for the Certificate of Completion for the Individual and SHOP Marketplace Curriculum document. For state exchanges, you should receive a similar document when training is completed. Once you've completed the training, send in the certificate of completion along with your producer number and the state you're in by fax to (803) 678-6662, or by email to ColonialCollege@unum.com. Once we receive this information, we'll add you to our home office database.


3Q Newly Contracted Welcome to Colonial Life Agent Name

Contract Start Date

DGA

ADM

Lee Perez

07/09/2013

Randy Dahl

Brian Roderick

Albert Cho

07/09/2013

Randy Dahl

Brian Roderick

Kathryn McDowell

07/15/2013

Randy Dahl

Brian Roderick

Glenn Haberle

07/15/2013

Joel Newman

Randy Dahl

07/16/2013

Jenee Shackleton

07/23/2013

Joel Newman

LB Christensen

Janice Jackson

07/29/2013

Luann Davis

Christine May

Tiffany Perry

08/02/2013

Joel Newman

LB Christensen

Denise Johnson

08/07/2013

Randy Dahl

Brian Roderick

Chad Bowerman

08/08/2013

Luann Davis

Shannon White

John Saunders

08/09/2013

Randy Dahl

Brian Roderick

Lori Carney

08/15/2013

Joel Newman

Dale Swanson

08/16/2013

Randy Dahl

Dave Taylor

08/22/2013

Pamela Whitfield

-

Julie Spencer

09/03/2013

Pamela Whitfield

-

Rickie Olson

09/07/2013

Luann Davis

-

Adrian Olson

09/07/2013

Kent Sherman

Renee Robertson

Dallas Hawkins

09/10/2013

Donna Schwalbe

Self

Amy Howell

09/12/2013

Kent Sherman

Sandy Ayers

Christine Ness

09/12/2013 ’

Kent Sherman

Sandy Ayers

LB Christensen

-

-

Brian Roderick


Role-Based Courses New Salespeople Account Openers Coordinators Benefits Counselors Managers Broker Reps

New Agent Resource Center Onboarding Services New to Colonial Life? We’ll help you get started. OnboardingServices@coloniallife.com 800.438.6423 (Option 2, 7, 2) 803.678.6662

Articles to read Propr Site Webinar for New Salespeople Email Support How do I get a laptop? Order Marketing Materials Get Business Cards Get Insurance Benefits

Key Training Areas News and Events Class Registration Continuing Education Credit Faculty & Staff The Playbook System Public Sector

Propr Webinar for New Salespeople Get the hang of our website Every Monday and Thursday at 11 a.m. PST, the Onboarding Services Team conducts a webinar to help our new salespeople get familiar with the My Colonial Life Propr website. If you would like to join: Call: 888.238.7803 Access Code: 2136933# Click here to watch the webinar

’


WEEK TO DATE WEEK 36


TOP 5 BENEFIT COUNSELORS -

TOP 15 OPENERS - WTD AP

By Sales Credits

1 WHITFIELD, PAMELA

$

14,558

1 PICKERING, MARSHALL

2,558

2 FULLER, MELANIE

$

3,546

2 TAYLOR, DAVID

1,927

3 ROBERTSON, RENEE

$

3,386

3 OUREN, ROSA

1,185

4 CORRY, DAVID

$

3,158

4 DONALDSON, AARON

1,077

5 NEWMAN, JOEL

$

2,045

5 BUCHOLTZ, JUDY

6 SWENSON, MERRICK

$

1,964

7 DONALDSON, AARON

$

1,837

1 ROBERTSON, RENEE

$

3,386

8 MCGRANN, TOM

$

1,544

2 RODERICK, BRIAN

$

2,901

9 CHRISTENSEN, LB

$

1,495

3 AYERS, SANDY

$

2,473

10 DIEHL, DAVID

$

753

4 CHRISTENSEN, LB

$

2,248

11 ANDERSON, DAVID

$

636

5 MAY, CHRISTINE

$

1,544

12 COTTLE, CRAIG

$

476

13 KRUSE, RANDELL

$

421

1 WHITFIELD, PAMELA

$

18,727

14 DAVIS, LUANN E

$

315

2 SHERMAN, KENT

$

5,859

15 STRICKLAND, VALORIE

$

315

3 NEWMAN, JOEL

$

4,294

697

TOP 5 ADMs - WTD AP

TOP 3 DGAs - WTD AP


QUARTER TO DATE WEEKS 27-36


TOP 5 BENEFIT COUNSELORS -

TOP 5 ROOKIE OPENERS

By Sales Credits

1 RAMIREZ, ANGELA

$

88,719

1 LAUBE, BRENT

20,392

2 RODERICK, BRIAN

$

58,376

2 GOTHAM, TERRY

19,379

3 LAUBE, BRENT

$

18,580

3 CARDENAS, LUIS

17,260

4 POWELL, DARWIN

$

11,130

4 PICKERING, MARSHALL 12,960

5 PATRICK, RONDA

$

10,169

5 BUCHOLTZ, JUDY

12,928

TOP 5 VETERAN OPENERS 1 NEWMAN, JOEL

$

197,066

2 AYERS, SANDRA

$

54,311

3 WHITFIELD, PAMELA

$

35,683

4 BUCHOLTZ, JUDY

$

30,840

1 RODERICK, BRIAN

5 CORRY, DAVID

$

23,108

2 AYERS, SANDY

98.3%

3 MAY, CHRISTINE

78.4%

TOP 5 ADMs

TOP 5 ADMs QTD % of PLAN 437.1%

1 RODERICK, BRIAN

$

114,518

4 CHRISTENSEN, LB

74.9%

2 AYERS, SANDY

$

103,196

5 ROBERTSON, RENEE

50.6%

3 MAY, CHRISTINE

$

47,022

4 CHRISTENSEN, LB

$

37,461

5 ROBERTSON, RENEE

$

18,014

TOP 3 DGAs

TOP 3 DGAs QTD % of PLAN

1 NEWMAN, JOEL

$

237,377

1 DAHL, RANDY

207.2%

2 WHITFIELD, PAMELA

$

169,888

2 DAVIS, LUANN

153.8%

3 SHERMAN, KENT

$

121,210

3 SHERMAN, KENT

103.6%


YEAR TO DATE WEEKS 1-36


TOP 25 OPENERS - YTD

TOP 5 ADMs

1 NEWMAN, JOEL

$

383,645

1 AYERS, SANDY

2 AYERS, SANDRA

$

232,339

3 CHRISTENSEN, LB

$

4 WHITFIELD, PAMELA

$

479,764

2 CHRISTENSEN, LB

$

169,217

141,054

3 RODERICK, BRIAN

$

127,515

$

116,408

4 WHITE, SHANNON

$

72,509

5 BUCHOLTZ, JUDY

$

98,717

5 MAY, CHRISTINE

$

64,270

6 RAMIREZ, ANGELA

$

88,719

7 MCGRANN, TOM

$

80,540

1 NEWMAN, JOEL

$

538,632

8 CORRY, DAVID

$

76,780

2 SHERMAN, KENT

$

502,148

9 RODERICK, BRIAN

$

58,376

3 WHITFIELD, PAMELA

$

365,503

10 DONALDSON, AARON

$

50,909

11 FELLER, TERESA

$

46,672

1 AYERS, SANDY

142.4%

12 COTTLE, CRAIG

$

42,451

2 RODERICK, BRIAN

135.8%

13 KERNIE, JOHN

$

41,701

3 CHRISTENSEN, LB

78.7%

14 JOHNSON, JOLENE

$

35,979

4 MAY, CHRISTINE

77.0%

15 GOTHAM, TERRY

$

33,196

5 WHITE, SHANNON

31.6%

16 ANDERSON, JOHN

$

32,602

17 BELLOTTE, LOUISA

$

31,662

1 SHERMAN, KENT

18 LAUBE, BRENT

$

29,259

2 NEWMAN, JOEL

19 TORNBERG, KURT

$

28,564

20 NO ASR PW DIST

$

26,772

3 WHITFIELD, PAMELA 54.8% TOP 5 BENEFIT COUNSELORS -

21 DAVIS, LUANN

$

24,384

1 GOTHAM, TERRY

73,834

22 HINE, GREGORY

$

23,219

2 DONALDSON, AARON

39,181

23 KIBBIE, TONY

$

22,874

3 ROBBERSON, LISA

37,757

24 MAY, CHRISTINE

$

22,517

4 COPLE, PAMELA

36,429

25 PIXTON, RANDALL N.

$

19,725

5 CARDENAS, LUIS

35,332

TOP 3 DGAs

TOP 5 ADMs YTD % of Plan

TOP 3 DGAs YTD % of Plan 133.9% 59.8%

By Sales Credits


THE PRODUCT REPORT 2013

Group Accident

Group Critical Care 1.0

Accident Care UL Generation 3

Whole Life 1000

Group Term Life 1.0 UL Generation 4 MB3000

Critical Illness 1.0 DI 1000 Cancer 1000 Group Medical Bridge 1.0

Term Life 1000 Accident 1.0

Product

2013 SALES

UL Generation 3

$

408

Group Critical Care 1.0

$

2,653

Accident Care

$

6,752

Group Accident

$

6,774

Group Term Life 1.0

$

18,722

UL Generation 4

$

38,897

Whole Life 1000

$

45,199

MB3000

$

70,130

Critical Illness 1.0

$

108,625

Cancer 1000

$

190,101

Group Medical Bridge 1.0

$

194,072

Term Life 1000

$

198,541

Accident 1.0

$

533,045

DI 1000

$

697,960

Total

$

2,111,878


THE MARKET REPORT 2013 LARGE (1,000-5K+) 3%

PUBLIC SECTOR 4%

MEDIUM (100-999) 33%

SMALL (Under 100) 60%

Market

2013 SALES

SMALL (Under 100)

$

1,267,904

MEDIUM (100-999)

$

695,848

LARGE (1,000-5K+)

$

71,098

PUBLIC SECTOR

$

77,028

Total

$ 2,111,878


September is Life Insurance Awareness Month Make sure employees have the coverage they need It's that time of year to make sure our customers have the life insurance they need to protect their families. The national nonprofit LIFE Foundation campaign features Boomer Esiason, the 2013 campaign spokesperson, whose mother died of cancer when Boomer was just 7. This is a great time to remind employees of the importance of life insurance. We have a wide range of life insurance plans you can promote: Group Term Life 1.0, Term Life 1000, Universal Life 1000 and Whole Life 1000. Visit the Life product section for more information about these products. Life Insurance Basics Tutorial Enhance your knowledge on the basics by completing our Life Insurance Basics online tutorial, which covers: Overview of life insurance Term life insurance Whole life insurance Universal life insurance Group and special interest life insurance The life insurance contract Life insurance tax issues


Just-In-Time Training Just-In-Time sales training is a series of brief, interactive sales training lessons that can be presented to a team of representatives or taken as an online self-paced lesson. Managers can deliver this training to their representatives during a team meeting, and new representatives can take the lessons on their own. These lessons deliver key skills and concepts "just-in-time" for representatives to use them.


New Salesperson As a new salesperson, it's hard to learn all the information you need and still retain what you've learned. The best approach is to take the training before you use it. That way the material is fresh in your mind and you're able to apply what you've learned. Check out the Just-In-Time training courses setup for a new salesperson. View Courses

Manager It's important to make sure your sales representatives have all the facts they need to know about selling our products. Download our Just-In-Time training lessons and present them during team meetings to your representatives. View Courses

Account Opener Openings and/or maintaining a relationship with an account is important for an Account Opener. With our Just-In-Time training, you can learn how we match up against our competition, ways to sell to the employer and, of course, how to generate leads to close a sale. View Courses

Benefits Counselor When enrolling employees in Colonial Life or Paul Revere products it’s important that you understand our flexible benefits services, our value proposition, the benefits landscape and how to enroll with our enrollment options. With our Just-In-Time training lessons, we have organized special courses to help enhance your skills as a Benefits Counselor and ways you can increase your sales. View Courses *Skip the ‘(NY)’ links. This is for Paul Revere products that are specific to New York State.


Set a pace to drive sales premium, and you’ll be honored with a prestigious Premium Pacesetters Award. Use your exceptional selling skills in the marketplace so you can be one of the select winners in this exclusive program.

NEW SALES REPRESENTATIVE QUALIFICATIONS If you’re a new sales rep in your first 52 weeks with Colonial Life, you have six levels of qualifications, starting with Silver and running all the way up to Diamond. When you reach each level, you’ll receive a special award for that achievement. Eligible contracts: Qualification Silver Gold Platinum Ruby Emerald Diamond Agency Sales Reps Opener new Public Sector Sales Reps account net $10,000 $25,000 $50,000 $75,000 $100,000 $150,000 District Development Managers sales premium

SALES REPRESENTATIVE QUALIFICATIONS You have six levels of qualifications to strive for each quarter. Set your pace now to increase your premium and aim for the top – the Diamond Award. At the end of each quarter, you’ll receive an award for the level you’ve achieved. Sales reps with $1,000,000 in annualized opener new account net sales premium will receive a Diamond Award at the end of the year. Eligible contracts: Agency Sales Reps Qualification Silver Gold Platinum Ruby Emerald Public Sector Sales Reps Opener new District Development Managers account net $20,000 $50,000 $75,000 $100,000 $250,000 *Must have a BQI of 75% or greater sales premium

SALES MANAGER QUALIFICATIONS You have six levels of qualifications within your reach for these quarterly awards. At the end of each quarter, you’ll receive an award for the level you’ve achieved. Managers who achieve 100 percent of annual sales plan will receive a Diamond Award at the end of the year. Set your target to finish the year as a Diamond Award winner. Eligible contracts: Silver Gold Platinum Ruby Emerald District General Agents Achieve Achieve Achieve Achieve Achieve Public Sector Managers quarter-to$50,000 over $100,000 $175,000 over $250,000 Agency Development Managers date sales quarter-toover quarterquarter-toover quarterplan date sales to-date sales date sales to-date sales Public Sector Assistant Managers *Must have a BQI of 75% or greater

plan

plan

plan

plan


2014 Presidents Club & Leaders Conference

Do you know how you qualify for this trip‌ see next page!


2014 Presidents Club & Leaders Conference Rookies Sales Reps Qualifications · Must produce a minimum of 250,000 net sales credits. Or

Sales Rep Qualifications · Must open 14 new accounts. · Must obtain $200,000 in opener new account net sales premium. Or

· Must open 10 new accounts · Must obtain $140,000 in opener new account net sales premium.

Net Sales Credits 275,000 to 299,999 300,000 to 349,999 350,000+

New Account

Net New Account Sales Premium

6 4 N/A

$25,000 $20,000 N/A

Benefit Counselor Qualifications · Must produce a minimum of $550,000 in enroller net sales premium.

Agency Development Manager Qualifications · Must achieve a minimum in sales premium and must have the specified number of Openers (see below): *Contracted in 2013 - $250,000 and 1 Opener *Contracted in 2012 (Q4) - $275,000 and 2 Openers *Contracted in 2012 (Q1-3) - $325,000 and 2 Openers *Contracted in or before 2011 - $425,000 and 2 Openers · Must have 4 new contracts. · Must achieve 100% of annual sales plan.

District General Agents Qualifications · Must achieve a minimum in sales premium of : Contracted in 2013 - $350,000 Contracted in 2012 (4Q) - $425,000 Contracted in 2012 (Q1-3) - $500,000 Contracted in or before 2011 - $700,000 · Must have specified number of Openers achieve $50,000 in opener net new account sales premium: Small - 1 Medium, Large and Premier - 2 · Must have 6 new contracts · Must achieve 100% of annual sales plan

*all qualifiers must have a Business Quality Indicator of at least 75%.


Territory Contacts & Resources Territory Office 707 S. Grady Way Suite 550 Renton, WA 98057

Scott E. Nielsen, Territory Sales Manager SENielsen2@ColonialLife.com Cell: 206-999-2496 Meghan C. Monroe, Territory Executive Assistant MCMonroe@ColonialLife.com Direct: 425-336-0255 Al Reiter, Regional Instructor ALReiter@ColonialLife.com Cell: 425-707-6800 Olivia M. Jones, Territory Recruiter OMJones@ColonialLife.com Cell: 425-757-1590 Lisa Robberson, Territory Enrollment Coordinator Lisa.Robberson@ColonialLife.com Cell: 425-770-0186


Home Office Contacts & Resources New Account Service Center They provide support to salespeople setting up news accounts including help with welcome calls, risk classification and new account information. NewAccountServiceCenter@coloniallife.com PH: 800.438.6423 (Option 2, then 2) FX: 800.543.8573

Home Office 1200 Colonial Life Blvd W Columbia, SC 29210

On-Boarding Services New to Colonial Life? They'll help you get started. OnboardingServices@coloniallife.com PH: 800.438.6423 (Option 2, then 7, then 2) FX: 803.678.6662 Underwriting Support Center They assist the field with underwriting questions and inquiries including product rates, plan codes, and product service requests. Underwriting@coloniallife.com PH: 800.438.6423 (Option 2, then 4) PH: 888.668.7967 Account Services Support Center They help with questions about existing accounts such as group billing questions, coverage and premium effective dates, in-force coverage and premiums, and payor discrepancies. AcctSrvsRequests@coloniallife.com PH: 800.438.6423 (Option 2, then 1) FX: 800.543.8573 Enrollment Solutions Support Center This support center provides assistance with the navigation of Propr, software and hardware support, and laptop lease information, as well as support for agent email and enrollment systems, including Harmony. HarmonySupport@coloniallife.com PH: 800.438.6423 (Option 2, then 5) FX: 803.678.5036 Field Supply Support Field supply can help you with assistance in using our Online Ordering system for product information and marketing materials SupplyOrders@coloniallife.com PH: 800.438.6423 (Option 5)


Rainmakers News - Week 36