Table of Contents Recognition 2 Welcome 3 Deep Thoughts 5 TKO 6 Territory Contests 8 HO Updates 9 Tech Savvy 12 LDC 14 PC/LC 16

Week 46 Production & Top Achievers

Territory Week 46 Cases: 4

Contracts: 2 Total Premium: $243,221

Territory QTD

Cases: 17 Contracts: 14

Total Premium: $1,097,894

Territory YTD Cases: 82

Contracts: 83 Total Premium: $7,899,378

Top Producers

Bruce Tunze Rita Ribas (Chacon District) (McLeod District)

$50,525 $25,439

David Phillips (McLeod District)

$14,285

Top Districts

Chacon District McLeod District

$56,247 $51,952

Marquez District

$43,168

Week 46

Elizabeth Larson

ASR - Marquez District

Thomas Montoya

ASR - Marquez District

OnBoarding Services now offers additional training webinars every Monday!!

Starting August 26th, every Monday at 9am (7am AZ time), 10am (8am AZ time) & 12pm (10am AZ time) EST, the Onboarding Services team will conduct a rotating series of national webinars to support managers and their teams.

The list of topics, dates and times are located above.

We are committed to your growth and success. Gain the knowledge, skills and tools needed to train and develop a successful team by participating in the educational webinars.

Propr Webinar for New Salespeople Get the hang of our website

Every Monday and Thursday at 2 p.m. ET (12pm AZ time), 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

Are You New to Colonial Life…? Not sure of your next steps?

You have nothing to worry about! Welcome! Click here to get started!

877-486-4930

onboardingservices@coloniallife.com

View Recruiting Video Hub Site Here!

NEW! Recruiting Videos for Potential Candidates

Upcoming Trainings Nov 28th-29th HO & Territory Office Closed Dec 6th Friday Fundamentals Dec 13th Success Academy (follow up) Dec 13th Friday Fundamentals Dec 17th-19th Success Academy Dec 24th & Dec 25th HO & Territory Office Closed Jan 1st HO & Territory Office Closed

Moe’s Calendar

First Things First can help you understand why so often our first

things aren't first. Rather than offering you another clock, First Things First provides you with a compass, because where you're

headed is more important than how fast you're going.

WHEN: Friday, January 24th

WHERE: Black Canyon Conference Center 9440 N 25th Ave Phoenix, AZ 85021 MAP LINK: http://binged.it/1b5Sb3B

CHECK-IN: 8:00AM MEETING: 8:30AM – 5:00PM HAPPY HOUR: 5:30PM – 8:00PM

Register Here Today! **Registration is essential as seating will be assigned by district for this event**

Seeking a claimant to speak at TKO!

We are looking for someone to speak briefly (~10 mins) at TKO on

Friday, January 24th.

Do you know someone with a personal Colonial Life claim story?

Someone who would be willing to share with the rest of us his/her

story?

If so, please nominate them by reaching out to Tim Martin

before Tuesday, December 3rd!

Tim Martin – timartin@coloniallife.com – 480-428-4707

Q4 Processing Deadlines

12/20 – Contract Submission Deadline

12/23 – Manual Business Submission Deadline

12/27 – Clean census enrollment files (6:00pm EST)

12/31 – Clean Electronic Submission Deadline (6:00pm EST)

12/31 – New Business (7:00pm EST)

Health Care Reform Webinar December 3

Agencies Issue Guidance Impacting Arrangements that Facilitate Tax-Favored Individual Major Medical Insurance

Federal agencies are continually issuing guidance to implement the requirements of the

Affordable Care Act. In many instances, the guidance adversely impacts traditional arrangements used by employers to facilitate tax-favored programs that help with health care expenses and insurance premiums. For instance, arrangements that facilitate the tax free payment of major medical policies issued in the individual market outside the public exchanges are impacted by recently issued guidance. Fortunately, America’s workers will continue to have access to many tax-favored arrangements and products at the worksite such as disability, accident, specified disease and supplemental health products.

During the webinar, Mr. Ashley Gillihan, Esq, of Alston & Bird, will walk through some recent guidance to give you an overview and to answer your questions.

Webinar Information:

When: Tuesday, Dec. 3

Time: 3-4 p.m. ET (1-2 AZ time)

Link to web conference: https://egc.unum.com/salestraining

Toll free: 888.238.7803

Passcode: 2136332#

Call limited to 400 participants!

Mark your calendars today!

Recruiting Updates 2014 Don’t take our word for it. According to veteran Chris Menard, they admit they took their focus off recruiting, which had a major effect on their districts. “I didn’t plan for growth or for change in the third quarter of 2012,” says Chris Menard, DGA, Shreveport, La. “We thought we had enough people, but we weren’t prepared for change. We went into 2013 not prepared for recruiting. As a small district last year, we thought we had enough recruits, but because of different circumstances, we lost several people. There were some things we couldn’t control. One person had to move back to be with her parents. Another person’s spouse was transferred to another location. We didn’t do a good job in recruiting in 2012 to keep us growing going into 2013. That affected us all year because we didn’t prepare for growth. We didn’t do a good job at the end of last year in terms of the goals we needed to hit this year. We really sort of sat on our hands with the same people we had on board. “

Recruiting 2014 - Learn more here!

GMB Quote Tool Updated 11/25! Enhanced GMB Quote Tool with Employer Savings Analyzer – If you saved the previous version offline, you must delete it and replace it with the current version (use link below) (version 2013-09). The Employer Savings Analyzer tab can help you illustrate the employer’s annual potential cost savings with Group Medical Bridge as part of their health care plan solution. The health care cost assumptions have been updated and rating areas are consistent with those established under health care reform, which will allow you to accurately demonstrate the potential value of Group Medical Bridge. To help you understand and use the tool, see the attached FAQ document. Health care reform does not impact Group Medical Bridge and the need for benefits communication and education remains a very relevant part of employee benefit packages. GMB Quote Tool - click here to learn more!

Colonial Life partners with America’s Health Insurance Plans to offer health exchange training… Compliance training available at discounted cost This unique online training platform covers key aspects of Federal and state-based health insurance exchanges, including their operations, structure and navigation. You will learn the essential information required to comply with the Affordable Care Act's rules and requirements for exchanges. If you are an agent or broker looking to work with a state-based exchange, this course can help prepare you for exchange certification exams that will be required at both the Federal and state levels. The discounted cost is $100 To help you stay at the forefront of changes to health insurance exchanges, students who pass the training will receive ongoing regulatory updates. Click here to access the training program at the discounted rate for Colonial Life representatives.

Financial Protection Toolkit Piece Available A new resource guide for positioning life and 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. The new Financial Protection Toolkit guide is a one-stop shop to help you identify the tools, tips and services you can use to effectively position our life and disability products. The toolkit also provides form numbers for all of our life and disability materials so you can easily locate them in online ordering.

New AIMS features and enhancements You spoke, we listened! New AIMS features and enhancements are coming Nov. 4, to help

you manage your in-force block of business.

Discovery Record

You can choose color or black-and-white print options.

New information added to make you better informed:

– Scheduled enrollment dates

– Decision maker’s name

Improved readability – complimentary data is in a user-friendly format.

A Paul Revere version for New York-based accounts.

New Feature

Rework Rate tab -- Provides your rework rate, a great measure of account rework and service results. Use this tab to identify actual missed enrollment opportunities and help develop a plan of action and activities that could lead to more sales, better service and increased revenue for you.

Updated Tabs

Account tab -- New quick link buttons for the QuickQuote Tool, the PA Membership form and Paul Revere versions of various key forms.

Claims tab -- New Doctor’s Visits category added to the summary report, providing more complete information to you.

Participation tab -- Added account issue date and number of times enrolled information.

Main Menu -- Added Excel capability for field bill. Removed the account contact list button.

Planning tab -- Added pre-tax open enrollment start date and ability to filter account data at unit (ADM) level. Removed BCN status code, which is already available on the Account Tab.

Dashboard tab -- Rearranged graphics to enhance screen balance.

As always, we continue to listen and incorporate to your feedback to strengthen AIMS, one of the most utilized applications in the Colonial Life information arsenal.

Harmony 11.0 is here The latest Harmony release is here and contains our new Group Disability product, updated Whole Life 1000 product and Disability 1000 in California. For additional changes, refer to the "What's New in Harmony 11.0" document". NOTE: Since this is a major release, you need to refresh and upgrade your account to version 11.0 to access these new products and features. You can view your account's current version under "Account Overview" on the Account home page. What's New in Harmony 11.0 Group Disability Whole Life 1000 Enhancements Disability 1000 - Available in California 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 bee increased. Visit the news article "Underwriting Changes for Florida" for more information. New Features 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. How to download Harmony 11.0? Visit the "Instructions to Download and Install Harmony" page to learn how to add Harmony 11.0 on your computer. How does this affect my enrollment? If you’re enrolling Group Disability, you will need to refresh and upgrade your account to Harmony 11.0 before the enrollment start date. If you’re enrolling Whole Life 1000, please view the "Whole Life 1000 Transition Plan" to schedule the best time to upgrade your account to Harmony 11.0. For more information about the newest features and how to get the latest version of Harmony offline, please contact the Enrollment Solutions Help Desk at 1.800.43.VOICE (Option 2, 5).

Is your Colonial Life laptop ready for fourth quarter enrollments? Get ready to enroll with these helpful tips! You can contact the Enrollment Solutions Service Desk Monday through Friday from 8 a.m. to 7 p.m. ET by calling 800.438.6423 (Option 2, 5). For help with Harmony®, press 1. For help with hardware, including Afaria and Windows password help, press 3. Make sure you can log in with your Afaria and Windows passwords Turn the computer on, and log in with the correct username and password for Afaria and then Windows. NOTE: If you regularly use a Colonial Life laptop but you are not the owner of the laptop, ask the owner to go to Propr and complete an Authorized User form for you. This form will be kept on file so the Enrollment Solutions Service Desk has permission to assist you if you forget the Afaria or Windows passwords. Run the Laptop System Updates at least twice per month Connect the laptop to the internet. To make sure you are connected, open Internet Explorer, Chrome, or Firefox and go to www.ColonialLife.com. If you cannot log in to the website, call the Service Desk for assistance. Find the Colonial Life Updates icon on the desktop screen of the laptop. In Colonial Life Updates, check the box for “Laptop System Updates” and then click the green “Update” button. Running these updates often will prevent a “C30D” error message when you try to open Harmony Offline and also brings certain updates to your laptop faster than if you just waited for prompts to show on your screen. Harmony 11.0 was released on Monday, Sept. 16. Please check the news story on Propr for instructions to download and install the release. Helpful tips when using Harmony Offline on a Colonial Life laptop to enroll If an enrollment period has ended for an account, please upload any data and delete the account promptly. This will let the coordinator of the account know that you have removed the account from Harmony Offline and that the account can be refreshed. Run a full tuning for Harmony Offline first thing in the morning. You can do this while you are getting ready for the day. Open the Harmony Tuning icon on your desktop, and click on Yes. The full tuning may take 10 to 15 minutes. If you run a full tuning in the morning, then when you close Harmony Offline, you won’t be prompted to run a tuning again that day. Please remember to close Harmony Offline before rebooting or shutting down the laptop.

Get your 1099 on time Check your address to avoid delays We file 1099 information with the Internal Revenue Service, and each year we send your year-end 1099 tax forms to the address we have in our computer system. If your information isn't correct in our system, you won't get your important tax documents and other mail. And without a 1099, you can't file a correct tax return for your Colonial Life income. Verify your mailing address on your online compensation statement on My Colonial Life Propr: Click on Comp & Incentives > My Comp. Click on a compensation statement. Scroll down the page and click on View All Reports. This opens a printer-friendly version of your statement where you can view a cover page and see the address we have on file for you. Options to update your address: Online: Complete and submit the online form. Email: Send your correct address to salescompensation@coloniallife.com. Phone: Call the Compensation Support Team at 800.438.6423, (Option 2, 3). If you have questions about this initiative, please call 800.438.6423 (Option 2, 3) to speak to a member of the Producer Compensation Support Team.

The countdown is on to the 2014 Leadership Development Conference (formerly known as the Management Development Conference). Colonial Life’s top sales managers will attend this prestigious conference Jan. 7 through 9 at the Caribe Royale in Orlando, Fla.

The theme for the conference is Leadership Launch -- Building on the Past, Leading into the Future.

2014 marks the 75th anniversary of the company. Part of LDC will focus on the company’s influential past while preparing you to lead the way during the new year. You’ll also learn about the new tools, products and services we’ll launch in 2014 to help you succeed in the marketplace. Workshops include:

Direct Sales -- There are five million reasons to attend this year’s workshop on direct sales. Did you know that there are more than five million small businesses in the United States, and the majority don’t currently provide employee benefits. With so many small employers needing what we have to offer, just imagine the tremendous opportunity to serve businesses in the under-50 market. Join us to hear about the new programs and initiatives that will drive growth in the small employer market. Broker Sales -- The Broker Market Services workshop will showcase the new programs and initiatives to drive broker growth in 2014. Also, we’ll provide specific training on how to effectively prospect to new brokers and utilize the tools and resources to identify opportunities within your existing brokers’ book of business. Lastly, we will review our position relative to Private Exchanges and provide new tools and capabilities to drive sales within the local National Broker Alliance partner offices. Public Sector – We’ll showcase the resources and support you need to drive sales in this growth market. You don’t need to be exclusive to public sector to sell public sector business. We’ll show you the offers, partnerships and programs that will help you succeed in this market today. Product, Underwriting & Enrollment Solutions -- The future is here, and we’re ready to face it with creative and competitive products, underwriting promotions and enrollment solutions to support our sales partners throughout the sales lifecycle. In this workshop, you’ll learn about exciting new product development initiatives, new product packages with competitive guaranteed issue and PEGI underwriting, and winning enrollment solutions to enhance our value proposition for decision makers. Recruiting & Development -- Grow your district by attracting and retaining successful sales reps. This workshop will help you learn about tools and programs to effectively recruit and train ADMs and new sales reps, as well as continue to develop these sales reps so they become long-term, productive members of your team. Compensation -- Understanding how to maximize compensation and changes for 2014. In Force Growth & Development -- Understand the rework needs of growth-oriented small districts. In this custom workshop, we’ll share proven enrollment strategies, block management best practices and demonstrate how the power of technology can be utilized to help you grow and protect your existing business.

You'll leave the conference knowing Colonial Life is the place to be in the marketplace, and you'll have confidence in knowing you have

everything you need to succeed in 2014.

Big Congratulations to our Territory Qualifiers! Henry Chacon Susan Hendricks Mark Marquez David McLeod Guillermo Zubia

Will you win a golden ticket to Italy? Prize points and Leaders Conference spots up for grabs in fourth quarter sales contest

Tickets to Leaders Conference are on the line. All you have to do is come out on top during our Golden Ticket fourth quarter sales contest. The contest is for territory managers, district managers and unit managers. This promotion is based on A-rep new account sales in fourth quarter. The drawing will take place in early January at the Leadership Development Conference in Orlando, Fla. We'll draw Golden Tickets to the 2014 Leaders Conference:

One Golden Ticket from the pool of qualifying territory managers

Two Golden Tickets from the pool of qualifying district managers (DGAs/PSMs)

Two Golden Tickets from the pool of qualifying unit managers (ADMs/PSAMs)

We'll also have a second drawing and award 300,000 prize points to:

Two territory managers

Four district managers (DGAs/PSMs)

Four unit managers (ADMs/PSAMs)

Everyone who achieves the set goals will receive 50,000 prize points.

How it works:

An A-rep is defined as someone contracted in 2013.

One ticket will be placed in the drawing for A-reps contracted in first, second or third quarter 2013 who have $10,000 in new account sales during fourth quarter 2013. The unit, district and territory manager each receive one ticket.

Two tickets will be placed in the drawing for A-reps contracted in fourth quarter 2013 who have $5,000 in new account sales during fourth quarter 2013. The unit, district and territory manager each receive two tickets.

Prerequisites:

District managers and unit managers much achieve at least 75 percent of their annual sales plan to qualify.

District managers must have at least five tickets and $150,000 in district sales during the 2013 calendar year to qualify.

Unit managers must have at least five tickets and $75,000 in unit sales during the 2013 calendar year to qualify.

Territory managers must have at least 35 tickets to qualify.

All levels must have at least 75 percent BQI to be entered into the drawing.

For reps who have dual code numbers, tickets will be awarded to the manager who the rep's PCN points to.

Finish the fourth quarter strong, and a lucky golden ticket might be yours. Look out, Italy!

Territory Standings Erika Sullivan – 1 Ticket

Manny Torres – 2 Tickets Shawn Warren – 1 Ticket

Guillermo Zubia – 2 Tickets

G is for gelato (ice cream) What's the difference between gelato and ice cream? Ice cream has a minimum of 10 percent fat. Gelato has a higher

proportion of whole milk to cream -- only five to seven percent fat. It's also churned at a slower speed than ice cream, which makes gelato denser. Gelato contains about 25 to 30 percent air compared with 50 percent air in ice cream. Although ice cream

is served frozen, gelato is served not quite completely frozen. Don't miss the chance to try authentic Italian gelato. Make sure you qualify for the 2014 President's Club and Leaders Conference.

Important notes: Passports and pregnancy

You’ll need a passport if you qualify for this trip, so make sure you apply early. Currently, you can expect to wait four to six weeks to get one processed after you submit the application. If you already have a passport, make sure it won't expire between now and Nov. 2, 2014. Regent Seven Seas Cruises requires your passport to be valid for six months beyond your length of stay.

Passports are valid for 10 years. Get more information. If you're pregnant and will be in your 24th week of pregnancy by April 27, 2014, or if you'll enter your 24th week of pregnancy at any time during the cruise, Regent Seven Seas Cruises won't

allow you on this trip.

Find trip qualifications and current standings on

Propr!

1 N Central Ave, Ste 850

Phoenix, AZ 85004

P: 480-428-4706 F: 602-254-5845

Tim Martin, TSM 480-428-4707

Donna Ochoa, TEA 480-428-4706

Melissa Jackson, TR 480-435-0628

Moe Sullivan, RI 480-204-8066