July 7, 2014 Volume 4, Issue 1

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

Table of Contents T$ Facts of Life 2 Welcome/Anniversaries 4 Recognition 7 Deep Thoughts 10 Hire Power 14 Territory Contests 17 HO Updates 19 Broker Updates 22 CI Da$h for Ca$h 23 PC/LC 24

T$ Facts of Life

THE Key To Successful Business-To Business Sales – Getting TO The Gatekeeper

To be successful in business-t0-business sales you have to open a lot of doors. The hardest door to open in the Voluntary Benefits arena is always your car door. Back when I first started in the business, more than once, I pulled into a parking lot, turned off my ignition, and sat in my car for several minutes…..chickened out, restarted my car and then pulled out of the parking lot. I’m not sure why so many agents struggle with this crazy malady we have named “call reluctance.”

The reality is that there are two kinds of sales people in this world:

1.Those that struggle with call reluctance.

2.Those that lie about it.

The other day one of the sales leaders on my team was talking about working with a new agent. He meant to say that the new agent had done a great job and gotten him past the gatekeeper to the Decision Maker. Instead he made a Freudian slip. A Freudian slip is when you say one thing but mean your mother……(A little Walt Disney’s World Famous Jungle Cruise” humor for you courtesy of my daughter Brittny.) What he said instead was, “She got me TO the gatekeeper.”

After he and I shared a laugh at the absurdity of his statement, it dawned on me that just getting TO the gatekeeper is half the battle in business-to-business sales. To be successful in this industry, we are going to have to get past the gatekeeper, present to the Decision Maker, and close the deal. But just showing up is a huge start. I can’t tell you the number of great-potential, high-caliber, smart people I have seen fail out of this business because they just didn’t show up. To paraphrase the late, great Zig Ziglar, “You will beat half your competition just by showing up.” You will also keep yourself in the game.

10 Tips To Get TO The Gatekeeper 1. Wake up employed. - Prepare a list of where you are going the night before. If you wake up with a plan your chances of

executing it go up dramatically.

2. Make it a game. - How many cards can you pick up before noon?

3. Make friends. - Even if you don’t set an appointment all day, how many friends did you make?

T$ Facts of Life (cont)

10 Tips To Get TO The Gatekeeper (continued)

4. Lighten up Frances. - This is not brain surgery…. Nobody’s life lies in the balance if you don’t have success today.

5. Go for no. - Just read the book already! It will change your mind set. I promise!!

6. Know your numbers. - How many attempts does it take to set an appointment? How many appointments do you need to get a Decision Maker to agree to move forward?

7. Monetize your attempts. - Divide your average commission per sale by the number of prospecting calls it takes you to make that sale. Understand that every attempt pays exactly the same. If your number comes in anything less than $10 I’d be shocked. If I told you that today I was going to pay you $10 for every business card you picked up, how many would you get? The answer is all of them!!!

8. Believe! – You are there to help the Decision Maker and their employees. They need what you have. There is no reason to go in and beg for business. They are lucky you showed up today! Now act like it!!!

9. Track you time. - Many sales people fool themselves about how hard they are really working. Track your time this week and see exactly how much time you actually spend fully engaged in the sales process. Warning: It’s not going to be pretty.

10. Partner up with someone. - It is easy to blow off prospecting when you are only responsible for yourself. The snooze alarm keeps getting reset… Dishes have to be done…. Laundry needs folding. The next thing you know it’s almost noon and you can’t possibly cold call during lunch because most of the Decision Makers will be at lunch….. Sound familiar? If you have someone who is meeting you at Starbucks at 7:00 a.m., you tend to get up and go.

Conclusion: I’d love to get past the gatekeeper much more frequently than I do. But as long as I get TO the gatekeeper 100 times a week, I like my chances!!!

Welcome to the Family

Marilyn Armbruster – ASR - Hendricks District

Mel Arner – ASR - Marquez District

Vanessa Carrasco – ASR - Zubia District

Valerie Chestnut – ASR - McLeod District

Jennifer Chischillie-Gillson – ASR – Marquez District

Nancy Cline – ASR - Thresher District

Robert De Lory – ASR - Gallagher District

Jon Michael Douglas – ASR - Thresher District

Justin Echols – ADM - Echols District

Marsha Echols – ASR - Echols District

Vincent Taylor Echols – DGA

Vincent Lamar Echols – ASR – Echols District

David Gebhardt – ADM - Gallagher District

Wendell Gilbert – ASR - Marquez District

Craig Grant – ASR - Marquez District

Heidi Harnist – ASR - McLeod District

Kurt Hollowell – ASR – McLeod District

Robert Jagus – ASR - Gallagher District

Matt Jasper – ASR - Thresher District

Ann Lee – ASR - McLeod District

Michael McGehee – ADM - Thresher District

Michael Megee – ASR - Gallagher District

Jody Namoca – ASR – McLeod District

Michael Nixon – ASR – Marquez District

Dillon Reed – ASR – Marquez District

Michael Reilly – ADM – Towell District

Sterling Smith – ASR – Marquez District

Jennifer Snyder – ASR – McLeod District

Charlotte Stoll – ASR – Marquez District

William Waldrep – ASR – Gallagher District

Gabriella Woolard – ASR – McLeod District

Gary Yarbrough – ASR – Echols District

2Q

Welcome to the Family (cont)

OnBoarding Services now offers additional training webinars every Monday!!

Every Monday at 10am (7am AZ time), 11am (8am AZ time) & 1pm (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 below.

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.

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

Order Business Cards Here!

Start Here - Guide to Personal Success

The Onboarding and Development team will not be available after 5:00 pm EST from July 21st – July 25th. Our business hours during this week will be from 8:00 am – 5:00 pm EST. All

voicemails and emails received after 5:00 pm EST will be returned the next business day.

Career Anniversaries

July 2014 10 YRS

7/6 – LORENZA TORRES – ASR

7/12 – JARY WELKER - DDM

5 YR

7/18 – HEATHER WILLIAMS – ASR

1 YR

7/1 – AMY DUCLAIR – ASR

7/2 – GLEN JENKINS – ASR

7/25 – JENNIFER MANTHEY – ASR

7/1 – AMY DUCLAIR – ASR

7/2 – GLEN JENKINS – ASR

7/25 – JENNIFER MANTHEY – ASR

7/24 – DENISE MERIDITH – ADM

7/17 – HARRY MILLER – ASR

7/2 – BARBARA WILSON - ASR

Territory Recognition

YTD 2014

Agent QTD Net New

Acct SP

SONG, PAUL JONATHAN $103,347

CORLEY, FLORENCE MARIE $54,170

REED, BERNELL $43,431

ZUBIA, BERENICE $41,373

WARREN, SHAWN JEFFERY $40,460

Agent YTD Net New

Acct SP

SONG, PAUL JONATHAN $103,347

GENTRY, GEORGE E $89,763

ZUBIA, BERENICE $55,662

WARREN, SHAWN JEFFERY $54,222

CORLEY, FLORENCE MARIE $54,170

Agent QTD Total Net

Sales Credits

TUNZE, BRUCE 269,017

GENTRY, GEORGE E 118,961

PECK, JULIA 117,812

PLETT, HEIDI 81,546

ZUBIA, BERENICE 65,803

Agent YTD Total Net

Sales Credits

TUNZE, BRUCE 307,788

GENTRY, GEORGE E 176,614

PECK, JULIA 120,958

PLETT, HEIDI 95,169

HERNANDEZ, EDUARDO 94,068

Agent QTD Case Count

CORLEY, FLORENCE MARIE 2

GENTRY, GEORGE E 2

SONG, PAUL JONATHAN 1

REED, BERNELL 1

ZUBIA, BERENICE 1

Agent YTD Case Count

GENTRY, GEORGE E 3

WARREN, SHAWN JEFFERY 2

CORLEY, FLORENCE MARIE 2

REED, BERNELL 2

TUNZE, BRUCE 2

Territory Recognition

YTD 2014

No DGA Tucson, $869,202

Zubia, $703,839

Marquez, $699,961

Hendricks, $642,903

McLeod, $612,101

Torres, $229,239

Thresher, $217,097

Silva, $123,157

Anasagasti, $36,459

Towell, $11,624

2014 Sales by Districts

2Q 2014 YTD 2014

ADM % of Plan Contracts

% of Plan Contracts

Song 260% 0 160% 0

Warren 135% 1 123% 1

Miranda 126% 0 88% 1

Gentry 125% 0 125% 1

Reed 111% 1 76% 3

Moore 108% 1 89% 1

Walker 71% 1 64% 1

Webster 43% 2 48% 4

Meridith 23% 1 19% 5

Decker 18% 0 18% 0

Bryson 14% 0 8% 0

Arreola 11% 0 36% 0

Sheffield 2% 0 8% 0

Reilly 0% 0 0% 0

2Q 2014 YTD 2014

DGA % of Plan Contracts

% of Plan Contracts

Marquez 147% 9 132% 19

Zubia 119% 1 71% 3

Thresher 113% 6 98% 6

McLeod 77% 7 88% 9

Hendricks 71% 1 85% 6

Silva 52% 0 65% 0

Torres 47% 0 65% 3

Towell 46% 2 46% 2

Anasagasti 33% 0 24% 0

Territory Recognition

YTD 2014

New Accounts Existing Accounts Total Premium Quarter 1 $309,052 $1,233,825 $1,542,877 Quarter 2 $511,678 $2,113,724 $2,625,402 Quarter 3 Quarter 4 YTD Total $820,730 $3,347,549 $4,168,279

$- $500,000

$1,000,000 $1,500,000 $2,000,000 $2,500,000 $3,000,000 $3,500,000 $4,000,000 $4,500,000

Axi

s T

itle

Territory Sales Chart

2014 Premium Target $12,000,000

Deep Thoughts by MOE “HANDEY”

BACK TO BASICS

I was looking through my career and remembered a salesperson that I know very well. About two years ago this salesperson started off the year with a bang. During first and second quarters of the year he had hit record numbers for his team. Then along came the third quarter and he and his team hit a wall. They weren’t setting many appointments, when they did the appointments didn’t close or the enrollments never happened. The longer this went on the worse it got. The attitude of the team had dwindled to the point where most of the team quit.

This was devastating to my friend he was worried about his own worth as a leader and manager. The good thing is he finally turned it around and was able to develop a strong team and improve his own skills.

The obvious question is how did he turn it around? The way you turn any organization around is by going back to basics.

1. You have to remember your why?

– Often times when an agent gets in a “slump” it is because their attitude has changed. This change in attitude could be because of personal issues or a perceived defeat in their career. If you remind yourself why you love what you do it helps you focus on the positive and create the success you are looking for.

2. Review your activity.

– Are you doing enough of it? The formula for success is Attitude x Activity x Effectiveness x Market. If you are willing to push past the no’s you will eventually find the yes that will turn you around.

3. Replay your calls

– Are you saying the right things? What is your effectiveness level? Take a look at your abilities as a salesperson and ask the question “How can I improve?” When was the last time you read a book on sales? What extra techniques can you find to help you in your career? How can you turn one “no” into and extra “yes”

Always remember that “Sales is the best paying hard work and the worst paying easy work” – Zig Ziglar. If you are willing to work at it (this even means working on your attitude) you can and will be a great success in this career.

Deep Thoughts (cont)

Upcoming Education Opportunities July 11th Friday Fundamentals – DM Presentation July 14th – 18th ACES UP RACE EVENT July 18th Friday Fundamentals – Access & Control July 22nd – 24th Success Academy July 25th Friday Fundamentals – Presentation to the Employee July 28th Life Product Rollout Meeting (HO) July 31st PCS Enrollment Forum (Meghan Olson)

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

A revised and updated edition of How to master the art of selling, which educates on how to

succeed in sales, including new

information on using the latest research

techniques and using e-mail and online

resources to generate deals more quickly

and efficiently

If you have not registered yet and are planning to attend this Home Office sponsored event, please register by Thursday, July 10th to ensure we have

lunch and a seat available for you. :0)

Register Here! www.onthecrusade.com/life

Deep Thoughts (cont)

Hire Power Building the Best Team in the Business

Recruiting is about growth. The only way for Colonial Life to grow as a company, or for Tim Martin’s Crusaders to grow as a territory, is to keep adding new members to the team.

Recruiting is about opportunity. When we add new members to the team, we are providing new people with a real opportunity to succeed in this business. Each time we add a new agent, it also means we have the ability to reach more employers and more employees. We are offering everyone the opportunity to reap “the benefits of good hard work.”

Recruiting is an outgrowth of the pride we have in our company. It’s the best way for us to attract good people to work with us. And it’s the best way for those people to, in turn, share the Colonial Life story with the business community. We need to take pride in what we do and share our enthusiasm with anyone and everyone who is looking for a new career path or business opportunity.

So it is with sincere gratitude that we thank and congratulate the managers listed below for their help in growing the team, and for providing this opportunity to others…

2nd quarter new recruits by district:

Mark Marquez 9 Michael Gallagher 5 David McLeod 7 Chris Towell 2 James Thresher 6 Susan Hendricks 1

Guillermo Zubia 1

Hire Power (cont) Building the Best Team in the Business

Our home office recently unveiled the new Recruiting/Training Bonus (RTB) program. Details can be found elsewhere in this newsletter. The RTB allows you to earn an override on commissions earned by salespeople you refer to Colonial Life.

It’s a win-win proposition. Help someone else find a new career and earn some extra money for yourself at the same time.

But before you start talking to others about joining us, you should first be well grounded in the opportunity we have to offer.

Here’s an excerpt from Colonial Life’s new “Recruiting Steps to Success” guide for sales managers. It outlines four reasons why there's never been a better time to be part of our organization, and to let others in on the opportunity.

What are we looking for in a new sales rep? Someone with integrity, intelligence, the drive to learn and the passion to succeed. Someone who recognizes the tremendous opportunity that we offer the entrepreneur. In short, more people like you!

1. It's the Right Time to Be in this Business

Health care costs keep going up and employers face tough decisions like these: - Reduce health insurance coverage. - Cut other core benefits. - Pass the costs along to employees in the form of higher premiums, deductibles and coinsurance.

Supplemental insurance products sold at the worksite are excellent cost-management solutions, providing employers many advantages: - Fills coverage gaps – Can help employees pay for increased health insurance deductibles and co-insurance. - More choices – Employees can choose coverages to fit their individual needs. - No direct cost to the employer – Employees pay for the products they choose through convenient payroll deduction. 2. Colonial Life/Paul Revere Is the Right Company

Our company is at the forefront of communicating employers' core benefits programs — helping employees understand the value of their benefits, and make good benefits decisions. We're experts at communicating and enrolling Colonial Life supplemental insurance products, as well as an employer's core benefits program.

We have been in the worksite marketing business for more than 50 years. In fact, we pioneered the concept of selling supplemental insurance to employees where they work.

3. We Have the Right Tools to Build a Successful Career Consistent, Comprehensive Training:

- Colonial Life's approach to training new salespeople stands out in the worksite marketing arena. We select quality candidates and provide extensive training not seen before in the worksite marketing industry. The Colonial Life College sales education program offers a series of courses designed to build sales representatives' skills and help them earn a good income. New reps learn about the business in classroom training and apply their knowledge in real-life situations through joint field work with sales managers or peers. Our training program puts new sales reps into business for themselves without having to be by themselves! - Colonial Life College offers training programs such as our Guide to Personal Success (GPS) during the initial weeks of a rep's career. For experienced sales reps, Colonial Life College offers more advanced courses and opportunities to pursue industry professional designations.

Home Office support for new reps: - Our Onboarding Managers help sales reps navigate their way through their first year with the company. - They help sales reps enroll in Colonial Life College classes, order business cards and stationery, as well as get the start-up materials they need to make sales. 4. We Have the Right Package of Compensation, Incentives and Awards

Colonial Life sales reps have the opportunity to enjoy lucrative financial rewards from commissions, plus a substantial bonus program.

Add in incentive trips to exotic places such as the Greek Isles and Hawaii, as well as great contest prizes and elite sales awards, and you have a compensation and incentive package that can't be beat!

Click here for the full pdf file!

Hire Power (cont) Building the Best Team in the Business

Click Here to Learn More on Propr!

The Colonial Life opportunity is too good to keep a secret and historically referral candidates have been more successful in our industry than candidates we get from traditional sources like job boards or career fairs. As many of you heard on the national webinars last week, the RTB has undergone a much-needed overhaul, and the changes go into effect Monday, June 30th. See to the right the flier titled “Recruiting Training Bonus – Multiply Your Success” that contains all the details of the new bonus. The new RTB was designed using input from DGAs, TMs, and TRs and has the following components: Modeled after the New Rep Bonus with set payments at specific production levels to make it easier to understand and provide more upfront cash to the rep who refers a candidate. It now pays out weekly instead of monthly, which produces a quicker reward for results. The Home Office has increased our cost share portion and lowered the percentage covered by ADMs and DGAs. The net benefit to an ADM and DGA via bonuses and overrides far outweighs the cost share portion of the RTB. To see this brought to life, use the attached RTB bonus calculator to see what a new salesperson means to you in net compensation! FAQs of new RTB: Can the RTB still be split 50 / 50? Yes, the new RTB can be split evenly between a rep who refers and a rep who trains the new salesperson. Are brokers eligible to receive the RTB? Yes, a broker can receive an RTB if he or she refers someone to Colonial Life as long as they are on an active broker agreement. Are sales managers (ADMs / DDMs / PSAMs, DGAs / PSMs) eligible for the RTB? Yes, a sales manager is eligible as long as the rep they refer is outside their direct hierarchy and the sales manager doesn’t directly benefit from their sales. Sales managers are heavily incented and rewarded for recruiting and developing salespeople on their own team but this allows them to refer candidates they may know in a different territory.

Territory Contests

ACES

UP

RACE

Territory Contests (cont)

HO Updates

May/June issue of Impact digital magazine This issue is overflowing with photos and videos full of the beauty of 75th anniversary trip to Italy, Monaco and Nice, France. You’ll also learn about: •Read the results of our sponsorship of the National Small Business Week events •See videos from the 2014 President’s Club and Leaders Conference trips •Learn how to create a referral culture with recruiting •Find out how the Direct Sales Advisory Group takes sales to new heights •Complete the broker certification class to ignite sales •Get new accounts from the GFOA presentation •And more! Learn about your peers’ strategies and tips, plus tons of recognition in this issue.

HO Updates (cont)

Colonial Life website maintenance Sunday, July 20, 6 a.m.-6 p.m. Because of scheduled maintenance, the following websites will be unavailable Sunday, July 20, from 6 a.m. to 6 p.m. ET: •Propr •My Account Administration (Plan Administrator website) •My Colonial Life for Brokers •My Colonial Life for Policyholders •ColonialLife.com •Benefits Learning Center To access Harmony directly, use this link: https://harmony.coloniallife.com.

HO Updates (cont)

Click Here to learn more about Harmony On The Go

HO Broker Updates

1

1

Featuring: Nick Rutkowski

•Breaking Down Wellness ROI

•Positioning Dependent Verification

•Guest Speaker – Carey Adamson

Featuring: Chris Della Sala (RBMM)

•Mid-Year Results

•Managing Inactive Brokers

•Q3/Q4 Focus & New Initiatives

Broker Marketing 3:00 – 3:30 Public Sector Marketing 3:30 – 4:00

SALES SUCCESS WEBINAR SERIES

TIPS FOR EXPANDING YOUR BROKER & PUBLIC SECTOR MARKETS

DATE: July 17, 2014

Time: 3:00 PM to 4:00 PM

(Eastern Time)

No Registration Required

Click Here to Read the June Broker Newsletter!

CI DA$H FOR CA$H

President’s Club & Leader’s Conference

Find trip qualifications and current standings

on Propr! 2015 President's Club & Leaders Conference

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

Stuart Woltz, TR 480-428-4708

Moe Sullivan, RI 480-204-8066