TRANSFORM YOUR TOMORROW

LEADERSHIP DEVELOPMENT PROGRAMOVERVIEW

This program is carefully designed to develop high caliber individuals into future leaders of Transamerica Agency Network. Successful candidates are nominated or self-selected and must meet the programs qualification requirements. Upon successful completion, individuals will be viewed as primary candidates for TAN sales management positions. Apply Today!

LENGTH OF PROGRAM Six (6) months Application is an online process New candidates are accepted into the program every 90 days at

the start of the calendar quarter

QUALIFICATION REQUIREMENTS1. HR communication indicating the individuals interest

in a management opportunity2. Must be in good standing with the company-no significant

performance or compliance issues3. A minimum of six (6) months with TAN or managerial

experience with another organization in our industry 4. A minimum rolling 12 weeks of $13,000 in placements (The

last three (3) full months prior to the enrollment period will be used.)

5. Complete MPP Screen

REQUIREMENTS TO REMAIN IN THE PROGRAM* 1. Be current with assignments and projects2. Maintain a rolling 12 weeks of $13,000 in placements

If the candidate falls below this production goal the local manager will develop an action plan to address the situation

3. Is an active participant in leadership roles as directed by the local manager Participate in District meetings Actively participate in recruiting and selection activities Assist in training sessions with new Insurance Representatives Use and be proficient with company tools and resources (10 Week Guide, Online Advisor, etc.) Active involvement with community marketing or recruiting events

4. Assist with the new Insurance Representatives onboarding process

5. Assist in joint field work at least one (1) day per week/as directed by the local manager

6. Be in good standing with the company

COMPLETION REQUIREMENTS1. Complete all projects and assignments2. Show knowledge and proficiency in all of the Transamerica

tools and resources3. Complete all recruiting and selection requirements as outlined

by the local manager4. Complete all training involvement duties assigned by the

local manager5. Maintain a rolling 12 weeks of $13,000 in placements

SUCCESFUL COMPLETION Upon successful completion, the participant will: Receive a Certification of Completion for the course Be added to the Management Candidate Pool and will have first

consideration for future management opportunities Receive an invitation to attend the GAMA Lamp Conference at

their cost

KEY ELEMENTS1. Recruiting and Selection2. Sales System and Tools3. Insurance Representative Development Path4. Online Advisor Usage and Implementation5. APC Forms Usage, Implementation and Inspection6. Time Management7. Insurance Representative and Manager Planning Process8. Presentation Skills9. Leadership and Management Skills10. Developing New Markets

CURRICULUMSix (6) month curriculum based on the following materials: Transamerica Tools and Systems Hoopis Performance Network Materials Transamerica Manager Mentoring Industry Best Practices Curriculum Modules

Management Opportunity Recruiting Selection Training and Development Accountability Support and Culture Transamerica Tools and Systems

*If the participant does not meet the ongoing requirements or chooses to withdraw from the program, they may rejoin after a 90-day waiting period assuming all requirements have been met.

At the time of your promotion, four Human Resource modules will be assigned to you. You have 60 days in which to complete these four modules.

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TRANSFORM YOUR TOMORROW

LEADERSHIP DEVELOPMENT PROGRAMCURRICULUM

MODULE I MANAGEMENT OPPORTUNITY1. Compensation Opportunities as a TAN manager: 1.1 Discuss the potential financial rewards with the local manager 1.2 Overrides, semi-annual bonus, annual bonus, etc.

2. Time Management and Commitments: 2.1 Determine your Big Rocks 2.2 Build your ideal week as a manager 2.3 Discuss time management and commitments needed to be a successful manager 2.4 Discuss time management tools TAN Planner, Google Calendar, etc.

3. Develop a Prospecting/Marketing Plan: 3.1 Work with the local manager to build your 4 Food Groups Prospecting Plan 3.2 Implement at least one of the ideas shared 3.3 Discuss how to implement a community-based marketing event

4. Lessons Learned: 4.1 Discuss management opportunities with successful local managers 4.2 Lessons learned: what to do, what not to do

TRANSFORM YOUR TOMORROW

LEADERSHIP DEVELOPMENT PROGRAMCURRICULUM

MODULE II RECRUITING & SELECTION1. TAN Recruiting and Selection Process: Locate and review the

Transamerica Agency Network office recruiting and selection processes

1.1 Review the best sources for recruiting and tools used 1.2 Review the selection process and tools for each step 1.3 Describe the purpose of each selection step 1.4 Identify the roles of each team member in the

recruiting and selection process 1.5 Hoopis: a. View Hoopis Video A Gathering Storm b. View Hoopis Video Managing the Recruiting Process 1.6 Meet with the Managing Director, Associate Director

and Agency Coordinator to discuss their roles in the process

2. Office Candidate Profile 2.1 Locate and review your District Offices Candidate Profile. 2.2 Hoopis: a. View Hoopis Video Positioning your Brand for

Recruitment

3. Introducing the Transamerica Opportunity: 3.1 Review the Elevator Speech and develop your

own version 3.2 Review the Introduction Meeting materials tools a. Introduction Interview Questions b. Transform your Tomorrow booklet 3.3 Review the Opportunity Recruiting visuals a. Review the Prospecting Playbook assignment 3.4 Hoopis: a. View Hoopis Video Conducting an Initial Interview

Activities: Listen to an Elevator Speech from an experienced manager and

then share yours Observe an Introductory Meeting with an experienced manager Observe an Opportunity Meeting with an experienced manager

presenting the visuals and the assignments

4. Warm Source Leads 4.1 Identify the best Warm Sources for nominators 4.2 Review the Center of Influence and Leading Question tools 4.3 Review the TAN Insurance Representative Referral Program 4.4 Review other local Insurance Representative Referral

activity ideas 4.5 Hoopis a. View Hoopis Video An Overview of Sourcing b. View Hoopis Video Generating Advisor Referrals c. View Hoopis Video Campus Recruiting,

Developing Centers of Influence and Widening the Funnel

Activities: Observe an experienced manager role play his Cost of Insurance (COI) and Leading Question talk Demonstrate your COI and Leading Question talk to a local

manager Discuss new ideas to generate more Insurance Representative

referrals within the local office

TRANSFORM YOUR TOMORROW

LEADERSHIP DEVELOPMENT PROGRAMCURRICULUM

MODULE III SELECTION1. Pop Screen Assessment: Review and understand the LIMRA

Pop Screen Assessment tool 1.1 Frequently Asked Questions 1.2 Pop Screen Rating Explanations 1.3 Pop Screen Follow-Up Questions 1.4 Pop Screen Candidate Report

Activities: Review an actual Candidate Report for scoring, information and in-depth questions Discuss with an experienced manager how the results coincides or conflicts with the office candidate profile

2. Career and In-Depth Interview Meeting 2.1 Review and understand the Career Interview tools a. In-Depth Pop Screen Questions b. TAN In-Depth Interview Questions 2.2 Review Career Recruiting Visuals 2.3 Review TAN Compensation Guide 2.4 Review the steps and assignments in the Career Interview a. Market Analysis b. Do Well by Doing Good 2.5 Hoopis a. View Hoopis Video Traits to Identify in the Selection Process b. View Hoopis Video Presenting a Realistic View of the Career c. View Hoopis Video Selection: Assessing

Attitude and Resilience

3. VIP and Commitment Interview 3.1 Review and understand the objectives for the

VIP meeting 3.2 Review and become familiar with the

Commitment visuals 3.3 Review and become familiar with the new Insurance

Representative hiring forms 3.4 Hoopis: a. View Hoopis Video Attracting the Next

Generation of Sales Talent Segments 1 and 2

4. Recruiting Activity Tracking 4.1 Review and understand how to use the Online

Recruiting Tracker 4.2 Understand how to use the metric information

available in the Recruiting Tracker 4.3 Put together a summary analysis of the office activity,

pipeline, sources, etc. 4.4 Hoopis: a. View Hoopis Video The Science of Utilizing

Selection Profiles

Activities: Observe an experienced manager inspect the Prospecting Playbook Observe an experienced manager ask the In Depth Questions

from the Pop Screen report and the TAN In-Depth Questions Observe an experienced manager explain and assign the Market

Analysis and Do Well by Doing Good booklet Observe a meeting with a new candidate, VIP, and experienced

manager Observe a commitment meeting and an offer with a candidate

and an experienced manager

TRANSFORM YOUR TOMORROW

LEADERSHIP DEVELOPMENT PROGRAMCURRICULUM

MODULE IV TRAINING & DEVELOPMENT1. Insurance Representative Development Path 1.1 Review the chronological steps in the Insurance R