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Week 40 Newsletter Scott E. Nielsen Territory Sales Manager

Week 40

4th Quarter

2013

2 New Cases

2 New Cases

101 New Cases

2 New Contracts

2 New Contracts

76 New Contracts

$101,456 Total AP $101,457 Total AP

$2,510,624 Total AP $20K Producers: 17 $50K Producers: 6 $80K Producers: 5 $400K Districts: 3


Top Achievers #1 Rookie WTD AP Teresa Feller

#1 Rookie QTD AP Teresa Feller

#1 Veteran WTD AP Joel Newman

#1 Veteran QTD AP Joel Newman

#1 ADM WTD AP Shannon White

#1 ADM QTD AP Shannon White

#1 DGA WTD AP Joel Newman

#1 DGA QTD AP Joel Newman

#1 ADM QTD

#1 DGA QTD

Luann Davis

Shannon White

#1 ADM YTD

#1 DGA YTD

Kent Sherman

Brian Roderick

% of Plan

% of Plan

% of Plan

% of Plan


Announcing the date & location of our

2014 Territory Kick Off Meeting! WHEN: Friday, January 24th, 2014 WHERE: Newcastle Golf Course! 15500 Six Penny Lane Newcastle, WA 98059

Please reserve the whole day. Additional details & official invitation to follow.


HEALTH CARE REFORM DROP-OFF NOW AVAILABLE GET IT THROUGH ONLINE ORDERING The heath care reform drop-off piece we used during our summer RACE event proved so popular, we've now made it available to you to use whenever you need it. Use form #101382 in online ordering to use this piece outlining how Colonial Life can help employers and employees with their health care reform-related decisions.


Financial Protection Toolkit: A RESOURCE GUIDE FOR POSITIONING LIFE & DISABILITY INSURANCE Life and disability insurance help employees and their families achieve financial security by providing a safety net to help maintain their standard of living if the unexpected occurs. With these products, employees can focus on what really matters – not on how the bills will get paid. Use this resource guide to quickly and easily identify tools, tips and services to effectively position our life and disability products. Unless noted otherwise, you may find the materials in online ordering.


Physical Corporate Drop

Corporate

via Online Ordering Propr > Marketing > Online Ordering > Browse Catalog > 59666


Drops eCorporate Drop

via MarketingNOW Propr > Marketing > MarketingNow App > Prospecting


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.


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. 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.


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?


DID YOU MISS THE PRODUCT SPOTLIGHT WEBINARS? NO WORRIES! If you missed the Product Spotlight Webinar Series the first time around you can watch a recap! In this webinar series, you'll enhance your product knowledge and learn how you can win in the marketplace! Each video covers topics on competitive positioning, positioning individual vs. group products, best practices from featured salespeople, and more!

TOPICS COMPETITIVE POSITIONING POSITIONING INDIVIDUAL VS. GROUP PRODUCTS BEST PRACTICES FROM FEATURED SALESPEOPLE & MUCH, MUCH, MORE! Past Series Feb. 6th – Accident (Video Recap) April 3rd – Special Risk (Video Recap) June 5th – Medical Bridge (Video Recap) Aug. 21st – Life (Video Recap) Oct. 2nd – Disability (Video Recap)


4Q Newly Contracted Welcome to Colonial Life Agent Name

Contract Start Date

DGA

ADM

Kris Hvatum

10/03/2013

Kent Sherman

Renee Robertson

Melanie Elder

10/03/2013

Kent Sherman

Michael Brown

’


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 40


TOP 5 BENEFIT COUNSELORS -

TOP 15 OPENERS - WTD AP

By Sales Credits

1 NEWMAN, JOEL

$

41,783

1 GESSLER, HARRY

4,419

2 WHITFIELD, PAMELA

$

14,874

2 LAUBE, BRENT

3,590

3 LYNCH, PHILIP

$

9,076

3 STRICKLAND, VALORIE

3,590

4 HINE, GREGORY

$

6,584

4 CARNEY, LORI

2,646

5 FELLER, TERESA

$

5,149

5 WHITE, SHANNON

2,638

6 MAY, CHRISTINE

$

4,337

7 WHITE, SHANNON

$

3,894

1 WHITE, SHANNON

$

13,673

8 FULLER, MELANIE

$

2,670

2 AYERS, SANDY

$

9,831

9 RODERICK, BRIAN

$

2,443

3 RODERICK, BRIAN

$

9,657

10 AYERS, SANDRA

$

2,425

4 MAY, CHRISTINE

$

4,337

11 ANDERSON, DAVID

$

1,185

5 CHRISTENSEN, LB

$

1,923

12 ANDERSON, JOHN

$

1,073

13 THORSON, JIM

$

1,048

14 CHRISTENSEN, LB

$

15 PATRICK, RONDA

$

TOP 5 ADMs - WTD AP

TOP 3 DGAs - WTD AP

1 NEWMAN, JOEL

$

43,440

992

2 WHITFIELD, PAMELA

$

18,660

931

3 DAVIS, LUANN

$

18,010


QUARTER TO DATE WEEKS 40 THRU 40


TOP 5 BENEFIT COUNSELORS -

TOP 5 ROOKIE OPENERS

By Sales Credits

1 FELLER, TERESA

$

5,149

1 GESSLER, HARRY

4,419

2 RODERICK, BRIAN

$

2,443

2 LAUBE, BRENT

3,590

3 ANDERSON, DAVID

$

1,185

3 STRICKLAND, VALORIE

3,590

4 PATRICK, RONDA

$

931

4 CARNEY, LORI

2,646

5 WHITE, SHANNON

2,638

5

-

-

TOP 5 VETERAN OPENERS 1 NEWMAN, JOEL

$

41,783

2 WHITFIELD, PAMELA

$

14,874

3 LYNCH, PHILIP

$

9,076

4 HINE, GREGORY

$

6,584

1 WHITE, SHANNON

16.6%

5 MAY, CHRISTINE

$

4,337

2 RODERICK, BRIAN

15.7%

TOP 5 ADMs 1 WHITE, SHANNON

$

13,673

2 AYERS, SANDY

$

9,832

3 RODERICK, BRIAN

$

9,657

4 MAY, CHRISTINE

$

4,337

5 CHRISTENSEN, LB

$

1,923

TOP 3 DGAs

TOP 5 ADMs QTD % of PLAN

3 AYERS, SANDY

8.1%

4 MAY, CHRISTINE

5.8%

5 CHRISTENSEN, LB

2.5%

TOP 3 DGAs QTD % of PLAN

1 NEWMAN, JOEL

$

43,440

1 DAVIS, LUANN

26.1%

2 WHITFIELD, PAMELA

$

18,660

2 DAHL, RANDY

14.1%

3 DAVIS, LUANN

$

18,010

3 NEWMAN, JOEL

10.2%


YEAR TO DATE WEEK 1 THRU 40


TOP 25 OPENERS - YTD

TOP 5 ADMs

1 NEWMAN, JOEL

$

465,735

1 AYERS, SANDY

$

548,729

2 AYERS, SANDRA

$

263,126

2 CHRISTENSEN, LB

$

186,291

3 WHITFIELD, PAMELA

$

177,722

3 RODERICK, BRIAN

$

183,622

4 CHRISTENSEN, LB

$

148,742

4 MAY, CHRISTINE

$

96,888

5 BUCHOLTZ, JUDY

$

106,778

5 WHITE, SHANNON

$

91,875

6 CORRY, DAVID

$

94,134

7 RAMIREZ, ANGELA

$

91,753

1 NEWMAN, JOEL

$

689,534

8 MCGRANN, TOM

$

90,920

2 SHERMAN, KENT

$

574,381

9 FELLER, TERESA

$

62,614

3 WHITFIELD, PAMELA

$

451,667

10 RODERICK, BRIAN

$

61,240

11 COTTLE, CRAIG

$

55,212

1 RODERICK, BRIAN

195.6%

12 DONALDSON, AARON

$

51,733

2 AYERS, SANDY

162.8%

13 ANDERSON, JOHN

$

44,799

3 CHRISTENSEN, LB

86.6%

14 KERNIE, JOHN

$

44,691

4 MAY, CHRISTINE

48.4%

15 GOTHAM, TERRY

$

38,378

5 WHITE, SHANNON

40.0%

16 JOHNSON, JOLENE

$

36,429

17 TORNBERG, KURT

$

33,878

1 SHERMAN, KENT

153.2%

18 MAY, CHRISTINE

$

32,557

2 DAHL, RANDY

113.5%

19 HINE, GREGORY

$

32,008

20 BELLOTTE, LOUISA

$

31,662

3 DAVIS, LUANN 77.3% TOP 5 BENEFIT COUNSELORS - By Sales

21 FULLER, MELANIE

$

31,521

1 GOTHAM, TERRY

86,809

22 LAUBE, BRENT

$

29,259

2 COPLE, PAM

46,497

23 NO ASR PW DIST

$

28,978

3 CARDENAS, LUIS

45,794

24 ANDERSON, DAVID

$

27,975

4 ROBBERSON, LISA

42,893

25 KIBBIE, TONY

$

27,284

5 STRICKLAND, VALORIE

42,825

TOP 3 DGAs

TOP 5 ADMs YTD % of Plan

TOP 3 DGAs YTD % of Plan

Credits


THE PRODUCT REPORT 2013 Group Group Term Life Disability 1.0 Group Accident 1% 1% Accident 0% Care 0% UL Generation 4 Whole Life 1000 UL Generation 3 3% 4% 0%

Group Critical Care 1.0 0%

MB3000 4% Critical Illness 1.0 8%

Accident 1.0 38%

Group Medical Bridge 1.0 13%

Cancer 1000 14%

Term Life 1000 14%

Product

2013 SALES

Accident 1.0

$

642,279

Accident Care

$

7,400

Group Accident

$

7,005

Group Disability

$

14,631

DI 1000

$

815,519

Group Term Life 1.0

$

22,208

Term Life 1000

$

242,676

UL Generation 3

$

408

UL Generation 4

$

46,768

Whole Life 1000

$

60,217

Cancer 1000

$

230,312

Critical Illness 1.0

$

131,150

Group Critical Care 1.0

$

3,948

Group Medical Bridge 1.0

$

212,335

MB3000

$

73,767

Total

$

2,510,622


THE MARKET REPORT 2013

PUBLIC SECTOR 4%

LARGE (1,000-5K+) 3%

MEDIUM (100-999) 33%

SMALL (Under 100) 60%

Market

2013 SALES

SMALL (Under 100)

$

1,498,157

MEDIUM (100-999)

$

834,261

LARGE (1,000-5K+)

$

77,026

PUBLIC SECTOR

$

101,178

Total

$ 2,510,622


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 40