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September

nd 22


Hurry! Time's running out to complete the

Market Conduct Training. This training is mandatory for

all sales reps & managers.

Click here to access the training and test.


Week 37 Newsletter Scott E. Nielsen Territory Sales Manager

Week 37

3rd Quarter

2013

1 New Cases

24 New Cases

87 New Cases

3 New Contracts

21 New Contracts

63 New Contracts

$57,540 Total AP $750,265 Total AP

$2,169,419 Total AP

$20K Producers: 5

$20K Producers: 17

$50K Producers: 3

$50K Producers: 6

$80K Producers: 2

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


Top Achievers #1 Rookie WTD AP Ronda Patrick

#1 Rookie QTD AP Angie Ramirez

#1 Veteran WTD AP Pamela Whitfield

#1 Veteran QTD AP Joel Newman

#1 ADM WTD AP Laura-Beth Christensen

#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

#1 ADM YTD

#1 DGA YTD

Sandy Ayers

Kent Sherman

% of Plan

% of Plan

% of Plan

% of Plan


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)


Benefits Communication + Education Enhancements added to Youville® You now have even more ways to customize a Youville website for your accounts with several enhancements: •New corporate-style design option to reflect the account or broker's preference •Core benefits spotlight •Home page spotlight content area •New York version •Link to your online scheduling tool for 1-to-1 sign up These new options give you more choice in designing a custom page for your accounts. The enhancements also allow for more visibility of core benefits if they're promoted on the site. You can easily drive employees to key content from the home page and increase participation in 1-to-1 benefits counseling sessions by linking to your online scheduling tool of choice. Youville Webinar Thursday, Sept. 19 10 a.m. PT Join web conference: https://egc.unum.com/salestraining To dial-in manually: (888) 238-7803 From a company cell phone: (207) 575-6703 Calling from field office: Ext. 56703 Passcode: 2136332# Attend this webinar to learn more about the latest Youville enhancements. The webinar will be recorded and available to watch on demand at a later date. NEW! Product videos Another addition to the Youville site is the first in a series of updated product videos. The new disability video is available now. Visit Youville and click on Benefits Overview. From there, go to the disability product line to find the video. There's also a New York version. Use the video for group meetings with employees, on custom Youville sites, in your Monday morning sales meetings, with new recruits and with brokers and decision makers to give a quick overview on how our line of disability products can provide financial protection to employees and their families. Videos highlighting accident and life insurance are coming soon. By the beginning of 2014, we plan to have videos available representing all product lines.


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.


What’s New in Harmony 11.0? Harmony 11.0 includes the product updates, enhancements and fixes listed below. For information on how to get the 11.0 version of Harmony Offline, visit Propr here. IMPORTANT: Since this is a major release, you will need to refresh and upgrade your account to version 11.0 to access these new products and features. For more information on when accounts are upgraded, visit Propr here. You can view your account’s current version under “Account Overview” on the Account Home Page. PRODUCT ACTIVATIONS & UPDATES • Group Disability – For details, visit My Colonial Life Propr • Whole Life 1000 Enhancements – For details, visit My Colonial Life Propr here. • Disability 1000 – Available in California. For details, visit My Colonial life Propr here. NEW FEATURES FOR COORDINATORS • In order to remain compliant, Group Critical Care in Florida can only be setup by the Home Office. Guaranteed Issue amounts have also been increased. For details, visit My Colonial Life Propr here. NEW FEATURE FOR ENROLLERS • In order to remain compliant, additional edits and messages have been implemented around life replacements. Pay special attention to the new requirements and warnings while enrolling Term Life 1000, Universal Life 1000, and Whole Life 1000. ADDITIONAL ENHANCEMENTS • For certain pay frequencies (13, 26 and 52), new coverage enrolled in Harmony would sometimes be a penny off from the mainframe premium. The premium calculations have been updated to better determine the appropriate deductions. What's New in Harmony 11.0?


3Q Newly Contracted Welcome to Colonial Life Agent Name

Lee Perez Albert Cho Kathryn McDowell Glenn Haberle Randy Dahl Jenee Shackleton Janice Jackson Tiffany Perry Denise Johnson Chad Bowerman John Saunders Lori Carney Dale Swanson Dave Taylor Julie Spencer Rickie Olson Adrian Olson Dallas Hawkins Amy Howell Christine Ness Jovi Fontenot Michael Brown David Morgan

Contract Start Date

07/09/2013 07/09/2013 07/15/2013 07/15/2013 07/16/2013 07/23/2013 07/29/2013 08/02/2013 08/07/2013 08/08/2013 08/09/2013 08/15/2013 08/16/2013 08/22/2013 09/03/2013 09/07/2013 09/07/2013 09/10/2013 09/12/2013 09/12/2013 09/16/2013 09/16/2013 09/16/2013

DGA

ADM

Randy Dahl

Brian Roderick

Randy Dahl

Brian Roderick

Randy Dahl

Brian Roderick

Joel Newman

LB Christensen

DGA

-

Joel Newman

LB Christensen

Luann Davis

Christine May

Joel Newman

LB Christensen

Randy Dahl

Brian Roderick

Luann Davis

Shannon White

Randy Dahl

Brian Roderick

Joel Newman Randy Dahl

Brian Roderick

Pamela Whitfield

-

Pamela Whitfield

-

Luann Davis

-

Kent Sherman

Renee Robertson

Donna Schwalbe

’

-

ADM

Kent Sherman

Sandy Ayers

Kent Sherman

Sandy Ayers

Joel Newman

ADM

Kent Sherman

ADM

Kent Sherman

Sandy Ayers


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

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

ADD THIS TO YOUR CALENDAR!

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 37


TOP 5 BENEFIT COUNSELORS -

TOP 15 OPENERS - WTD AP

By Sales Credits

1 WHITFIELD, PAMELA

$

16,064

1 PICKERING, MARSHALL

4,04

2 PATRICK, RONDA

$

5,620

2 TAYLOR, DAVID

2,38

3 AYERS, SANDRA

$

4,926

3 COPLE, PAM

2,25

4 KIBBIE, TONY

$

4,409

4 GOTHAM, TERRY

1,85

5 FULLER, MELANIE

$

4,240

5 BATTS, RONNEL

1,57

6 MCGRANN, TOM

$

3,571

7 CHRISTENSEN, LB

$

2,898

1 CHRISTENSEN, LB

$

9,30

8 COTTLE, CRAIG

$

2,802

2 AYERS, SANDY

$

7,90

9 ANDERSON, DAVID

$

2,541

3 RODERICK, BRIAN

$

4,50

10 CORRY, DAVID

$

1,792

4 MAY, CHRISTINE

$

3,57

11 GOTHAM, TERRY

$

1,578

5

12 RAMIREZ, ANGELA

$

1,269

13 BUCHOLTZ, JUDY

$

1,133

14 NO ASR PW DIST

$

15 TORNBERG, KURT

$

TOP 5 ADMs - WTD AP

-

-

TOP 3 DGAs - WTD AP

1 WHITFIELD, PAMELA

$

24,08

911

2 NEWMAN, JOEL

$

14,06

895

3 SHERMAN, KENT

$

7,90


QUARTER TO DATE WEEKS 27-37


TOP 5 BENEFIT COUNSELORS -

TOP 5 ROOKIE OPENERS

By Sales Credits

1 RAMIREZ, ANGELA

$

89,988

1 GOTHAM, TERRY

21,237

2 RODERICK, BRIAN

$

58,376

2 LAUBE, BRENT

20,319

3 LAUBE, BRENT

$

18,580

3 CARDENAS, LUIS

17,260

4 PATRICK, RONDA

$

15,789

4 PICKERING, MARSHALL

17,009

5 POWELL, DARWIN

$

11,130

5 BUCHOLTZ, JUDY

13,113

TOP 5 VETERAN OPENERS 1 NEWMAN, JOEL

$ 197,810

2 AYERS, SANDRA

$

59,237

3 WHITFIELD, PAMELA

$

51,747

4 BUCHOLTZ, JUDY

$

31,973

1 RODERICK, BRIAN

454.3%

5 CORRY, DAVID

$

24,900

2 AYERS, SANDY

105.8%

TOP 5 ADMs

TOP 5 ADMs QTD % of PLAN

3 CHRISTENSEN, LB

93.5%

1 RODERICK, BRIAN

$ 119,021

4 MAY, CHRISTINE

84.3%

2 AYERS, SANDY

$

111,098

5 ROBERTSON, RENEE

50.6%

3 MAY, CHRISTINE

$

50,593

4 CHRISTENSEN, LB

$

46,765

5 ROBERTSON, RENEE

$

18,014

TOP 3 DGAs

TOP 3 DGAs QTD % of PLAN

1 NEWMAN, JOEL

$ 251,443

1 DAHL, RANDY

226.7%

2 WHITFIELD, PAMELA

$

192,975

2 DAVIS, LUANN

160.8%

3 SHERMAN, KENT

$

129,113

3 SHERMAN, KENT

110.4%


YEAR TO DATE WEEKS 1-37


TOP 25 OPENERS - YTD

TOP 5 ADMs

1 NEWMAN, JOEL

$

384,389

1 AYERS, SANDY

$

487,667

2 AYERS, SANDRA

$

237,265

2 CHRISTENSEN, LB

$

178,521

3 CHRISTENSEN, LB

$

143,952

3 RODERICK, BRIAN

$

132,018

4 WHITFIELD, PAMELA

$

132,472

4 WHITE, SHANNON

$

72,509

5 BUCHOLTZ, JUDY

$

99,850

5 MAY, CHRISTINE

$

67,841

6 RAMIREZ, ANGELA

$

89,988

7 MCGRANN, TOM

$

84,111

1 NEWMAN, JOEL

$

597,698

8 CORRY, DAVID

$

78,572

2 SHERMAN, KENT

$

510,051

9 RODERICK, BRIAN

$

58,376

3 WHITFIELD, PAMELA

$

389,589

10 DONALDSON, AARON

$

50,909

11 FELLER, TERESA

$

46,395

1 AYERS, SANDY

144.7%

12 COTTLE, CRAIG

$

45,253

2 RODERICK, BRIAN

140.6%

13 KERNIE, JOHN

$

42,310

3 CHRISTENSEN, LB

83.0%

14 JOHNSON, JOLENE

$

35,979

4 MAY, CHRISTINE

33.9%

15 GOTHAM, TERRY

$

34,774

5 WHITE, SHANNON

31.6%

16 ANDERSON, JOHN

$

33,314

17 BELLOTTE, LOUISA

$

31,662

1 SHERMAN, KENT

18 TORNBERG, KURT

$

29,458

2 DAVIS, LUANN

19 LAUBE, BRENT

$

29,259

20 NO ASR PW DIST

$

27,683

3 NEWMAN, JOEL 61.3% TOP 5 BENEFIT COUNSELORS -

21 KIBBIE, TONY

$

27,284

1 GOTHAM, TERRY

75,692

22 DAVIS, LUANN

$

24,384

2 DONALDSON, AARON

39,363

23 FULLER, MELANIE

$

23,350

3 COPLE, PAM

38,680

24 HINE, GREGORY

$

23,219

4 ROBBERSON, LISA

37,733

25 MAY, CHRISTINE

$

22,517

5 CARDENAS, LUIS

35,332

TOP 3 DGAs

TOP 5 ADMs YTD % of Plan

TOP 3 DGAs YTD % of Plan 136.0% 62.5%

By Sales Credits


THE PRODUCT REPORT 2013

Group Accident Accident Care Group Critical Care 1.0

UL Generation 3

Group Term Life 1.0 UL Generation 4 Whole Life 1000

MB3000 Critical Illness 1.0

DI 1000 Group Medical Bridge 1.0

Cancer 1000

Term Life 1000 Accident 1.0

Product UL Generation 3 Group Critical Care 1.0 Accident Care Group Accident Group Term Life 1.0 UL Generation 4 Whole Life 1000 MB3000 Critical Illness 1.0 Group Medical Bridge 1.0 Cancer 1000 Term Life 1000 Accident 1.0 DI 1000 Total

2013 SALES $ 408 $ 3,093 $ 6,752 $ 6,774 $ 19,481 $ 38,897 $ 45,634 $ 71,282 $ 114,550 $ 195,300 $ 197,950 $ 202,010 $ 549,690 $ 717,599 $ 2,169,418


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)

$

1,295,911

MEDIUM (100-999)

$

720,297

LARGE (1,000-5K+)

$

71,897

PUBLIC SECTOR

$

81,313

Total

$ 2,169,418


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 Newsletter - Week 37