Crusader News January 7, 2014 Volume 2, Issue 1

Table of Contents Territory Recognition 2 Welcome to the Family 5 Deep Thoughts by Moe Handy 7 Territory Contests 8 HO Updates 9 For the Tech Savvy 12 TKO 2014 14 LDC 17 PC/LC 18

Entrepreneurship is living a few years of

your life like most people won’t, so you can

live the rest of your life like most people

can’t. -Anonymous

Territory Recognition

YTD 2013

Agent

QTD Case

Count

WARREN, SHAWN JEFFERY 4

WOOLARD, ANGELA JENNIFER 3

SULLIVAN, ERIKA LYNN 2

DRAGOTONIU, ALEXANDER 2

GENTRY, GEORGE E 1

Agent

YTD Case

Count

WOOLARD, ANGELA JENNIFER 5

WALKER, PAMELA J 5

WARREN, SHAWN JEFFERY 5

GENTRY, GEORGE E 4

HOPKINS, JOHN M 4

Agent QTD Net New

Acct SP

WOOLARD, ANGELA JENNIFER $74,562.12

GENTRY, GEORGE E $70,143.78

ZUBIA, BERENICE $57,795.24

SULLIVAN, ERIKA LYNN $45,404.04

WARREN, SHAWN JEFFERY $41,818.56

Agent QTD Total Net

Sales Credits

TUNZE, BRUCE 146,894

NEUZIL, DONNA JEAN 79,146

PHILLIPS, DAVID 72,248

GENTRY, GEORGE E 66,649

SCHAEFER, RITA MARIE 63,011

Agent YTD Total Net

Sales Credits

TUNZE, BRUCE 604,894

GENTRY, GEORGE E 443,692

PHILLIPS, DAVID 265,925

ZUBIA, BERENICE 230,159

NEUZIL, DONNA JEAN 216,479 Agent YTD Net New

Acct SP

GENTRY, GEORGE E $665,014.14

ZUBIA, BERENICE $320,464.05

HERNANDEZ, EDUARDO $187,292.42

WOOLARD, ANGELA JENNIFER $132,795.02

WALKER, PAMELA J $87,786.74

Territory Recognition

YTD 2013

Hendricks, $1,659,674

McLeod, $1,645,046

Chacon, $1,452,633

Zubia, $1,449,813

Marquez, $1,012,174

Torres, $529,613

Leon, $469,920

Silva, $181,873

Anasagasti, $169,449

Suckerman, $137,572

2013 Sales by Districts

4Q 2013 YTD 2013

DGA % of Plan

Contracts

% of Plan

Contracts

Marquez 157.30% 12 146.80% 29

Leon 218.00% 1 134.30% 1

Zubia 151.30% 1 130.40% 7

Torres 69.90% 1 129.20% 4

Hendricks 110.90% 3 125.40% 10

Silva 93.30% 0 104.50% 1

McLeod 98.10% 3 89.50% 24

Chacon 74.50% 3 87.10% 5

Suckerman 9.20% 0 40.00% 3

Anasagasti 21.00% 0 37.80% 5

4Q 2013 YTD 2013

ADM % of Plan

Contracts

% of Plan

Contracts

Warren 294.60% 3 294.60% 3

Gentry 135.20% 1 179.00% 3

Sullivan 140.60% 0 133.30% 1

Walker 87.40% 0 133.20% 1

Moore 77.90% 0 77.40% 2

Sheffield 9.60% 0 36.00% 0

Meridith 21.20% 2 15.90% 3

Diez 13.80% 2 13.80% 2

Bryson 13.10% 0 11.00% 1

Miranda 0.00% 2 0.00% 3

Reed 0.00% 1 0.00% 1

Territory Recognition

YTD 2013

New Accounts Existing Accounts Total Premium Quarter 1 $159,967 $1,747,277 $1,907,244 Quarter 2 $997,139 $1,917,401 $2,914,540 Quarter 3 $548,216 $1,431,484 $1,979,700 Quarter 4 $596,746 $1,962,349 $2,559,095 YTD Total $2,302,068 $7,058,511 $9,360,579

$- $1,000,000 $2,000,000 $3,000,000 $4,000,000 $5,000,000 $6,000,000 $7,000,000 $8,000,000 $9,000,000

$10,000,000

Axi

s T

itle

Territory Sales Chart

2013 Premium Target $10,242,000

Welcome to the Family!

Adam Arvizo – ASR - McLeod District

James Benninger – ASR - Marquez District

Dawn Bockius – ASR - Hendricks District

Robert Conaway – ASR - McLeod District

Franklin Cornelius – ASR – Hendricks District

Marc Diez – ADM - Marquez District

Yolanda Dixon – ASR - Marquez District

Liza Dominguez – ASR - Zubia District

Tom Gray – ASR - Leon District

Ann Marie Hawksworth – ASR - Torres District

Stuart Ingersoll – ASR - Marquez District

Tina Jojola – ASR – McLeod District

Elizabeth Larson – ASR - Marquez District

Michael Mallett – ASR - Marquez District

Manuel Molina – ASR - Marquez District

Thomas Montoya – ASR - Marquez District

Ronnie Peaches – ASR - Marquez District

Scott Pierce – ASR – Marquez District

Bernell Reed – ADM – Marquez District

Nicholas Wilczynski – ASR - Chacon District

Robert Dille – ASR – Chacon District

Paul Song – ADM – Chacon District

Ron Reaves – ASR – Hendricks District

Todd Sauser – ASR – Marquez District

Q4

Welcome to the Family (cont)?

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 Jan 10th Friday Fundamentals – Maximizing the Enrollment Jan 13th – 17th RACE Event Jan 17th Friday Fundamentals – Time Management & Goal Setting Jan 24th TKO (Territory Kick Off) Meeting Jan 28th – 30th Success Academy

Friday Fundamentals **Every Friday, 3:00pm – 5:00pm**

7 Session Class 1. Setting the Appointment 2. DM Presentation 3. Access & Control 4. Presentation to the Employee 5. Maximize the Enrollment 6. Getting Referrals 7. Time Management & Goal Setting

Success Academy – 1Q14 Day 1 – Product Overview Day 2 – Field Activity Day 3 – Everything from Prospecting to Goal Setting

Deep Thoughts by MOE “HANDEY”

Territory Contests 1Q RACE – Jump Start into 2014

HO Updates What we accomplished in 2013 Despite a challenging economic, regulatory and competitive environment, you created momentum throughout 2013, with solid growth from our veteran reps and broker sales, as well as in the mid-market and large account sales. You also delivered solid growth from our existing customers.

With an improving economy, less uncertainty regarding the regulatory environment and changes in our compensation and recruiting plans, we’re optimistic that we’ll also build momentum in the small-account market in 2014. Our 2014 business plans include initiatives to drive improvements in direct sales and sales in the over 100-life market, while continuing and building on the strong momentum you created in the broker, large case and public sector markets during 2013.

Bill Deehan to author Sales Progress updates going forward Traditionally, the Head of Sales has authored our weekly Sales Progress updates. I couldn’t be more pleased that Bill is our new Head of Sales. In his new role, Bill will share the Sales Progress updates with you going forward. Bill will introduce some positive changes in the format and focus of the updates. I’ll stay connected to our results and will continue to celebrate your accomplishments along with you.

In closing … Based on the momentum you’ve created in the fourth quarter of 2013, with an improving economy and regulatory environment, tremendous home office partnerships, a renewed focus on business planning, plus the best sales team in the industry, I’m very optimistic about our future.

Because of the holidays, we won’t have comments in this week’s Sales Progress email.

I wish you all health, happiness and prosperity in the New Year. 2014 is our time to soar. Tim Arnold Senior Vice President Sales & Marketing

Youville enhancements are here More options to customize communications

You now have even more ways to customize a Youville website for your accounts with several new 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 choices 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! Sample demo sites Check out the custom and generic sample sites. Custom: www.visityouville.com/Jarvis (creative design) www.visityouville.com/ABCcompany (corporate design) -- IE9 or higher browser recommended or Google Chrome, Firefox, Safari etc. Generic: www.visityouville.com www.visityouville.com/corp www.visityouville.com/NY www.visityouville.com/corp-ny NEW! Product videos Another addition to the Youville site is the first in a series of updated product videos. The new disability, life and accident videos are available now. Visit any Youville site and click on Benefits Overview. From there, go to the individual product line to find the videos. There are also New York versions. Use the videos 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 are now available representing all product lines, including new cancer, critical illness and hospital confinement indemnity videos.

HO Updates Brand Update

Learn More about the New Brand on Propr!

HO Updates First Quarter Sales Contest 1/1 – 3/29

Learn How to WIN your chance to Run Through the Warehouse on Propr!

Learn more @ TKO

Friday 1/24!

Harmony update coming January 20 – Learn about the changes you'll see

Harmony and QuickQuote will be unavailable on Saturday, January 18 and Sunday, January 19, for scheduled maintenance because of the Harmony 11.1 release. If you have a scheduled enrollment during this time, you will need to download to offline before January 18. Once the new version is released, you’ll not be able to upload any Harmony offline data enrolled before January 19 until you’ve successfully downloaded and installed Harmony 11.1 on or after Monday, January 20. Harmony 11.1 includes the following changes: Product activations and updates New underwriting levels for new accounts eligible for Two by Four offer with Accident 1.0, Critical Illness 1.0, and Whole Life 1000. New features for coordinators Fast Forms support: For accounts offering group products for the first time, a group master application must be submitted through Fast Forms to enable group product setup. New underwriting levels have been added to support the Two by Four offer in new accounts.

Accident 1.0 – The sickness hospital confinement rider can now be underwritten with guaranteed issue, which means no additional health questions will be asked for this rider. Critical Illness 1.0 – Post Enrollment Guaranteed Issue (PEGI) is now available up to $10,000 for new accounts with five or more eligible lives. Previously, PEGI was only available up to $5,000 for accounts with five to 99 eligible lives.

New features for enrollers More scenarios available for guaranteed issue:

Accident 1.0 – The sickness hospital confinement rider will now be guaranteed issue. Critical Illness 1.0 – New for smaller accounts, the applicant can now apply for up to $10,000 with Post Enrollment Guaranteed Issue underwriting. Whole Life 1000 – New for smaller accounts, the applicant can now apply for guaranteed issue underwriting.

How to download Harmony 11.1 View the instructions on how to download and install Harmony 11.1 on your computer. How does this affect my enrollment? If you’re enrolling online during the weekend of Jan. 18, Harmony online will be unavailable on Saturday, January 18 and Sunday, January 19. If you need to download an account to Harmony offline, you must do so before Saturday, January 18. If you have applications on your offline machine, please upload them by Friday, January 17, if possible. If you have applications taken before January 19 that need to be uploaded on or after Monday, January 20, you won’t be able to upload these applications until you’ve downloaded and installed Harmony 11.1. For more information contact the Enrollment Solutions Help Desk at 800.43.VOICE (Option 2, 5).

For the Tech Savvy 1/20/14 - Harmony Update 11.1

Fast Forms Coming January 20

Flexible, mobile and fast…get ready for Fast Forms!

The new Fast Forms tool provides a new and simpler way to complete new account and group product forms. No more paper, wet signatures or faxing. Forms that used to be only available on paper will now come in an electronic format.

Fast Forms allows you to:

Complete AIF and Flex Plan Supplemental Forms electronically.

Complete a single Group Master Application for all group products.

Complete paperwork and obtain signatures in person or remotely.

Electronically send completed paperwork to you, the account, home office, coordinator and broker with one push of a button.

Electronically store copies of completed and submitted paperwork.

In addition, upon submission of the Group Master Application, data will be automatically passed to Harmony and will enable group product setup. Manual versions of existing Group Master Applications will be phased out during the first quarter of 2014.

The new electronic forms will be available 24 hours a day through Propr, and will be accessible from your laptop, smart phone or tablet.

Training webinars

Tuesday, Jan. 14 and Friday, Jan. 17 2 p.m. ET Link: https://egc.unum.com/salestraining Dial-in numbers: 888.238.7803 From a Colonial Life or Unum cell phone: 207.575.6703 From a Colonial Life field office: Ext. 56703 Passcode: 2136332#

Join us to learn how Fast Forms can help you quickly complete and submit account setup forms for accounts. The tool takes a wizard approach and walks you through completing account paperwork. As you answer questions, the tool tracks your responses and presents additional paperwork for you to complete.

Fast Forms is the preferred method for submitting new account paper work and is the only way to submit new account paper work when group products are being offered. Paper forms are no longer necessary and processing time will be faster for you.

Look for additional training on Fast Forms on Propr soon, and get ready for Fast Forms Jan. 20.

For the Tech Savvy 1/20/14 – Fast Forms

TKO 2014 --Territory Kick Off Meeting--

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**

…17 more days!

TKO 2014 (cont)

If your name is listed below…you have been entered into the TKO Raffle for $100 Gift Card!

“Thank you” for registering by Friday, 1/3!

Janell Quint Henry Chacon Don Peck Shawn Warren Jary Welker David McLeod Lori Torres Julie Peck Bill Decker Richard Kerr Julia Moore Marina Love Leslie Kohler Xochitl Arreola Daphne Stokes Phil Miranda Paul Bynum Maria Mayfield Alma Castellanos Donna Neuzil Pam Walker Paul Song Mark Marquez Bob Ingellis Donna Warren Andy Lopez Tina Figueroa Mark Montoya Alex Dragontoniu Guillermo Zubia Andy Lewis Mike Webster Bruce Tunze Bud Reed Becky Merritt CJ Hall Charlie Benson Scott Pierce

TKO 2014 (cont) Here is my registration list so far, sorted by DGA…

First Name Last Name District Manager

Will you be attending the TKO 2014

meeting?

Will you be attending the happy hour

following the TKO 2014 meeting?

Janell Quint Alan Suckerman Yes Yes

David McLeod David McLeod Yes Yes

Julia Moore David McLeod Yes Yes

pam Walker David McLeod Yes No

Phil Miranda David McLeod Yes Yes

ALTAGRACIA GARCIA Guillermo Zubia Yes Yes

Andres Lopez Guillermo Zubia Yes No

CECILIA MACKAY Guillermo Zubia Yes Yes

Guillermo Zubia Guillermo Zubia Yes Yes

Liza Dominguez Guillermo Zubia Yes Yes

Bruce Tunze Henry Chacon Yes Yes

C J Hall Henry Chacon Yes No

Heidi Plett Henry Chacon Yes No

Henry Chacon Henry Chacon Yes Yes

Lori Torres Henry Chacon Yes No

Marina Love Henry Chacon Yes No

Paul Bynum Henry Chacon Yes No

Paul Song Henry Chacon Yes No

Robert Dille Henry Chacon Yes Yes

Robert Dille Henry Chacon Yes Yes

Tina Figueroa Henry Chacon Yes No

Andre Lewis Mark Marquez Yes Yes

Bernell (Bud) Reed Mark Marquez Yes Yes

Charlie Benson Mark Marquez Yes Yes

Don Peck Mark Marquez Yes Yes

Julie Peck Mark Marquez Yes Yes

Leslie Kohler Mark Marquez Yes Yes

Maria Mayfield Mark Marquez Yes Yes

mark marquez Mark Marquez Yes Yes

Mark Montoya Mark Marquez Yes Yes

Michael Webster Mark Marquez Yes Yes

Rebecca Merritt Mark Marquez Yes Yes

scott pierce Mark Marquez Yes Yes

Shawn Warren Mark Marquez Yes No

Terry Blake Mark Marquez Yes No

William Decker Mark Marquez Yes Yes

Xochitl Arreola Mark Marquez Yes Yes

Alma Castellanos Omar Leon Yes Yes

Deborah Berry Omar Leon Yes Yes

Robert Ingellis Sr Omar Leon Yes No

Alexander Dragotoniu Robert Anasagasti Yes No

Donna Warren Robert Anasagasti Yes No

Daphne Stokes Susan Hendricks Yes No

Denise Meridith Susan Hendricks Yes Yes

Donna Neuzil Susan Hendricks Yes No

Jary Welker Susan Hendricks Yes No

Richard Kerr Susan Hendricks Yes Yes

Leadership Development Conference

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? 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 Marc Diez – 1 Ticket

Erika Sullivan – 1 Ticket Manny Torres – 2 Tickets Shawn Warren – 1 Ticket

Guillermo Zubia – 2 Tickets

President’s Club & Leader’s Conference 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!

AZ/NM/El Paso Territory

1 N Central Ave, Ste 850

Phoenix, AZ 85004

480-428-4706

Tim Martin, TSM 480-428-4707

Donna Ochoa, TEA 480-428-4706

Melissa Jackson, TR 480-435-0628

Moe Sullivan, RI 480-204-8066