Embed Size (px)
DESCRIPTION
Welcome to our first 2014-focused issue of the territory newsletter. Hope you enjoy the new format.
Citation preview
ISSUE 2 JAN 10 2014 VOLUME 8 RECOGNIZING AND HONORING OUR REP AND MANAGER LEADERS FOR 2013 .................... 2
IT’S ALMOST THAT TIME—THE ANNUAL TKOS ARE ABOUT TO START—RSVP NOW! ............. 4
ESPECIALLY FOR BENE-FITS COUNSELORS AND ENROLLERS: HARMONY 11.1 ARRIVES 1/19 ..... 5
G IV ING THE ENT IRE TERRITORY TEAM THE VERY LATEST
INFORMATION AND CALENDARS OF UPCOMING EVENTS
This is what you territory team is here for—Steve, Terie, Trent, Heather,
Marti, Stephen. We are here solely to be your ever-ready support, guid-
ance, and resource, all in the service of ...
Believe it or not, with the sending of this issue, after 4 pm on Friday af-ternoon, Week 2 of 2014 is already over, and Week 3 is now commending By the close of business ext Tuesday, 1st Quarter will already be 20% over. It goes fast, but we in the territory of-fices are here to do whatever we can to help slow the speed of the game down and let you take the time to make the right decisions when the come up, and not just quick decisions. This year promises to be the biggest in the history of the now-combined
territory. Even after the staff changes and structural (regional) realignment, we still should expect to hit north of the $14,014,000 that the territory wrote in 2014. Not only do we expect the year to be bigger, but we expect it to be busier as well, with more new cases, more con-tracts, and more welcome calls than any year on records—and that will mean, even with FastForms, lots of paperwork and service requests. That’s where we come in, we’re here to help– just call on us as you need us!
THE ENERGY BUS “This is your Energy Bus. You are the driver. Did you know you can take your bus anywhere you want to go? Say “yes” three times with me: “Yes! Yes! Yes!” You can take it to the movies, the beach, of the North Pole. Just say where you want to go and believe that it will be so. Because very journey and ride begins with a desire to go somewhere and do something and if you have a desire than you also have the power to make it happen.” From The Energy Bus: 10 Rules to Fuel Your Life, Work, and Team with Positive Energy,” by Jon Gordon, 2007, Wiley, p. 30. More next week.!
New brand! See pp. 6-10
2
The Head of the Class for 2013
Jackie Kohorst led all DGAs in 2013 with the
highest % of annual plan - and 4 Q plan as well!
A real tip of the hat goes out to five of our district managers. These five produced over 100% of not just their 2013 an-nual sales plan goal, but also their 4th Quarter goal (4th quarter being traditionally the largest quarter each year for sales). Each worked amazingly long and hard a deserves our applause!
Julie Abarzua did not stop there either—she surpassed her 2013 an-nual goal for new cases writ-ten, and for new reps contracted! Del Downey exceeded his 2013 an-nual goal for new reps contracted. Jackie Kohorst also surpassed her 2013 an-nual goal for new cases written, and for new
reps contracted! Last but not least, George Sorrentino ex-
ceeded his 2013 annual goal for new reps con-tracted. These statistics indi-cated that the district manag-
ers cited here did thor-ough and successful work in several aspects of their role, showing leadership to their ADMs and ASRs and to the rest of the field!
The purpose of total
leadership is to improve
performance in al four
domains of life—by creat-
ing mutual value among
them. STEWART FRIEDMAN
4TH QTR GOAL TOO: These 5 DGAs killed it in 4Q
Jackie: 198.04%! George: 133.79%!
Del: 108.33%! Mike: 107.79% Julie 107:34% Finishing 2013
strong and laying the foundation for
2014!
3
Assistant Managers Rocked in 2013 too!
Six different assistant managers hit or sur-
passed annual or quarterly goals.
Peter Quinn, talking soccer at WorldSoccerTalk.com ,puts it this way, “In any sport, assistant mangers/coaches are unsung heroes and their importance is undervalued. Most home sup-porters are fully aware of their manager’s assistants and the roles they play. , but outside of the club that is not the case. This statement isn’t groundbreaking. In any profession, people under-stand the value of a quality sup-port system in the workplace.
The boss is the one whose head is on a platter if the business is stuttering. That’s why it’s im-portant for him/her to choose quality associ-ates and dele-gate authority appropriately. They would want loyal indi-viduals with a tremendous work ethic, defined roles, and the ability to put in the necessary time it takes to insure the busi-ness a success. … With the growth of media outlets, assis-tant managers and other game day staff are beginning to re-
ceive more recognition. There are times when assistant manag-ers will handle media responsi-
bilities (pre- and post-match inter-view, press confer-ences, etc.) for the boss. But their con-tributions still re-main vastly under-valued by the ma-
jority of fans. But there’s no question of their value to the club or its manager. Loyal and trustworthy assistants are the unsung heroes of football man-agement.” And it’s as true ins ales as it is in soccer. The assis-tant manager is key to success.
The assistant manager
role is crucial to the suc-
cess of a district.
STEVE POLK
NEW CASE COUNT TOO ADMs/DDMs succeeded!
A standing ovation, please, for three of our finer assistant man-agers. Toni Stacy, ADM in the Julie Abarzua District, reached her annual goal of for new ac-
counts for 2013. and surpassed her 4 Q New Case goal as well
Next, Mike McCarey, DDM in the Del Dpwney District, surpassed
both his annual and quarterly new case count plan goals! Fi-nally, Brian Rood, ADM on the
Del Downey team, matched his
4
TKO TIME—11 days away in San Diego, 17 in Vegas Please make sure you have registered (meeting
AND dinner) with Marti and/or Stephen
Hello, everyone 1 If you have not yet registered your atten-dance for the upcoming TKO event, please do so urgently. We have to place our food (banquet) orders by 1/14 in san diego and 1/20 in Las Vegas. We want to make sure everyone is fed, but make sure that we don’t over order by 25-50% as has been done in years past, a true waste of food and money.
Each meeting will com-mence at 1 pm local time (for managers only, there is a morning meeting ands then a private lunch). Among the topics to be dis-cussed are Direct Sales, 2014 changes to com-pensation, Broker Sales, as well as the he 2015 Leader’s Conference and President’s Club
trip information,. We will hear the corporate message from Vice-
President Bob Ruff, and old friend who has graced our meeting more than once in the
past. There will be three raffles (at least in San Diego there will be) and many things to give each attendee in a wel-come packet of SWAG. Don’t miss it!
(This) can be one of our best years ever! All it takes is all of us working
together, consistently telling our story, and helping as many working
Americans as possible gain the financial protection they need for
their families. We’re doing important & good work. KYLE ADDY
HONORING MIKE MINNEY 40 yrs 2.5 mos
& counting!
At the San Diego Territory Kick Off Meeting, early in the session, we will take a few moments to recognize Mike
Minney on the occasion of the completion last November 6th of his 40th anniversary with Colonial Life. On January 2, 1977, Mike opener the very 1st Colonial Life sales office
in San Diego. He’s still work-ing at it as hard as ever!
San Diego-area TKO Tuesday, January 21, 2013
***********************************
DGAs and ADMs meet from 8:30 am to noon and then have a managers’ only lunch from noon to 1 pm
***********************************
All-territory TKO meeting Starts 1 pm, ends 5 pm
Cocktails at 5, dinner at 5:30, awards at 6:30 Spouse/ S. O. guest encouraged for dinner
***********************************
Venue: The Courtyard by Marriott Central (Kearny Mesa)
8651 Spectrum Center Boulevard San Diego, CA 92123
Exit Balboa Avenue off the 163 Freeway
Las Vegas-area TKO Monday, January 27, 2013
***********************************
DGAs and ADMs meet from 8:30 am to noon and then have a managers’ only lunch from noon to 1 pm
***********************************
All-territory TKO meeting Starts 1 pm, ends 5 pm
Cocktails at 5, dinner at 5:30, awards at 6:30 Spouse/ S.O. guest encouraged for dinner
***********************************
Venue: Maggiano’s Restaurant Fashion Show Mall
3200 Las Vegas Boulevard North Las Vegas, NV 89109
Across from the main entrance to The Wynn
5
Harmony 11.1 arrives January 19!
You can read about all the changes, view the
documentation & find out much more on Propr..
Harmony and QuickQuote will be unavailable on Saturday, Jan. 18 and Sunday, Jan. 19, for scheduled maintenance because of the 11.1 release. If you have a scheduled enrollment during this time, you will need to download to offline before Jan. 18. Once the new version is released, you’ll not be able to upload any Harmony offline data enrolled before Jan. 19 until you’ve suc-cessfully downloaded and
installed Harmony 11.1 on or after Monday, Jan. 20. If you're downloading Harmony, you're required to have an Inter-net connec-tion. Follow these instruc-tions to download Har-mony: Connect to the Internet using a high-speed connection. Double-click the Colonial Life Updates icon on your desktop, then choose Download Har-mony Offline Updates and click Update. Your download should take approximately 30 minutes, possibly longer depending on
your connection speed. Once the download is complete, a message box will open. Click Yes on the message box to
install the update, or No if you plan to install it later. If you lose your Internet connection, simply start over at step one. If you're installing Harmony, no Inter-net connection is
required. To avoid installation issues, make sure your laptop isn’t running on the battery but is plugged in to a stable power supply before you begin installa-tion.
Our easy-to-use Har-
mony enrollment system
features online and off-
line enrollment capabili-
ties & guides employees
through the enrollment
process. FORM 58457
IMPORTANT DATES:
Harmony 11.1 Next weekend
If you’re enrolling online during the weekend of Jan. 18, Harmony online will be unavailable on Saturday, Jan. 18 and Sunday, Jan. 19. If you need to download an account to Harmony offline, you must do so before Satur-day, Jan. 18. If you have applica-tions on your offline machine, please upload them by Friday, Jan. 17, if possible. If you have applications taken before Jan. 19 that need to be uploaded on or after Monday, Jan. 20, you won’t be able to upload these applications until you’ve downloaded and installed Harmony 11.1.
Harmony 11.1
What's New in
Harmony 1
1.1
Harmony 1
1.1 includes
the followin
g changes:
Product acti
vations and
updates
New underw
riting levels
for new acc
ounts eligib
le for Two b
y Four offer
with Acciden
t 1.0, Critica
l Illness 1.0,
and Whole L
ife 1000.
New feature
s for coordin
ators
Fast Forms supp
ort: For acco
unts offering
group produ
cts for the fi
rst time, a gr
oup master
application
must be subm
itted throug
h Fast
Forms to enable g
roup produc
t setup.
New underw
riting levels
have been
added to su
pport the T
wo by Four
offer in new
accounts.
Accident 1.0
– The sickn
ess hospital
confinement rid
er can now b
e underwrit
ten with gu
aranteed iss
ue, which means n
o additiona
l
health quest
ions will be a
sked for this
rider.
Critical Illnes
s 1.0 – Post E
nrollment Gu
aranteed Iss
ue (PEGI) is
now availab
le up to $10
,000 for new
accounts wi
th five or more el
igible
lives. Previo
usly, PEGI w
as only avai
lable up to $
5,000 for ac
counts with
five to 99 e
ligible lives.
New feature
s for enrolle
rs
More scenario
s available f
or guarantee
d issue:
Accident 1.0
– The sickn
ess hospital
confinement rid
er will now
be guarante
ed issue.
Critical Illnes
s 1.0 – New
for smaller a
ccounts, the
applicant ca
n now apply
for up to $1
0,000 with
Post Enrollm
ent Guarante
ed Issue
underwritin
g.
Whole Life 10
00 – New fo
r smaller accoun
ts, the applic
ant can now
apply for gu
aranteed iss
ue underwr
iting.
6
Brand Changes for 2014
Why change — and why now? Simply put, our
brand needs to evolve because the world
around us is changing.— RANDY HORN
Q. Why are we changing our brand? A. Our brand needs to evolve because the world around us is changing. The economic, social and political environment continues to shift, making our offerings more needed than ever. America’s workers are more vulnerable today. They’re forced to take on more responsibility for benefits decisions, and more of the cost, too. And of course, health care reform is adding to the complexity in the market-place.
Q. What’s different about our brand now? A. We’ve been telling a great story, focusing heavily on our expertise in one-to-one benefits counseling. That’s still a big part of what we do, but it’s just one part. Our stronger brand story is about all of us, in the sales organization and home office, working together to serve our customers. Our brand still focuses on what we do, but it also talks about why we do what we do, what we value and why we’re a better choice for our customers. We set higher stan-dards. We’re here to help people when they need it most, and we
go about our jobs every day with empathy, care and devotion. Q. Do we have a new logo? A. The only change to the logo is
an adjustment in the colors. The two words — Colonial and Life — will be the same color in-stead of two differ-ent colors. Q. Do we have a new tagline? A. Yes.
Our new tagline is “The benefits of good hard work.” “Good hard work” is what we produce at Colonial Life. We go above and beyond to make our benefits experience special. The tagline also acknowledges the good hard work of employers and their employees, and the bene-fits they deserve.
We’re going to change the way we talk about Colonial Life and tell a stronger story about who we are and what we stand for.
RANDY HORN
E-MAIL SIGNATURE: How should it
read?
Your Name Your Title Your District Colonial Life Your Address City, ST ZIP xxx-xxx-xxxx (cell) xxx-xxx-xxxx (fax) [email protected] (for address, use your per-sonal address, not our office) We recommend 10 pt Arial
The New Logo
7
Colonial Life is you! (Brand Brochure)
8
9
Q. How should I explain our brand to customers and business partners? A. Here’s a concise ver-
sion — what we call the “elevator speech” because you can say it quickly between floors on the eleva-tor: “Colonial Life preserves and protects the vitally important things America’s workers work so hard
to build.” For a more detailed version, read the About Us card. (These will be available in time for the TKO and everyone who attends the TKO will
get one! But here at the right is what this About Us Card looks like!)
10
Example of updated flyer
with new brand
Q. Can I still use my existing business cards or should I order new ones? A. It’s
OK to use existing cards temporarily, but if you use them frequently you should order
new ones to create a consistent brand image. … (O)ur first priority is to get business
cards in the hands of those in customer-facing roles, especially our sales organization.
11
The 2014 Territory Weekly Calendar
The value and benefits of preparation cannot be overem-
phasized. No matter how long a show plays on Broad-
way, the actors continue to rehearse.—Kinder Bros
The website Golfsmith.com has a section for tips on bettering your game. In that section, they write, “For beginning golfers, the first step in learning the game is to master the fundamen-tals -- the elements that all good golf swings have in common.” in another section, they come back to this theme, saying that “A repeatable golf swing is one the golfer is able to execute with precision over and over, whether
on the practice range by himself or at a crucial stage of a match.” Similarly, Clark Rickman at Detect-ing365.com writes, “Anyone that performs anything at an extremely high level realizes that little things work together to make big things happen. The secret to making an extremely high per-centage of basketball shots, throwing a bunch of strikes, or anything – even killer cross-stitching I imagine – is all about
the routine. If you watch a pro-fessional basketball player that has a very high free-throw per-
centage, you will see that he does exactly the same things every single time he shoots a free throw.” The same thing applies in direct sales—it’s
mastering the repeatable basics that lead to short-term and espe-cially long-term sales success. The “Weekly Calendar” below is the best system yet to instill successful execution of the fun-damentals and generate success!
Belief precedes behavior;
don't speak from the top of
your head-speak from the
bottom of your heart; never
confuse activity w/ accom-
plishment. KINDER BROS.
POWER WEEK II:
Feb. 3-7, 2014 Natl RACE Event
The first week of February will be just the first “clean” week of 2014 so far, with no meet-ings or trainings or classes. Our Power Week will be or-ganized around a National RACE event, in which we
show the other 39 territories across the country who’s the
boss. Not that they don’t know this already. Anyway,
more details next week!
Week Of: Every Week!
MON TUE WED THU FRI SAT SUN
9:30 am: Territory
Sales Meeting
10:30 am: District
Sales Meeting
1:00 pm: Direct
Sales Call Clinic
District Managers
Only:
8:00 am: Weekly
Conference Call
3:00 pm : Call Lab
for Recruiting
Date All day: Drops
(minimum 100 per
week) and
Appointments
Date All day: Drops
(minimum 100 per
week) and
Appointments
Date All day: Drops
(minimum 100 per
week) and
Appointments
Date 9:00 – 12:00
Direct Sales Call
Clinic
12:00 – 1:00
(Territory Office
only) Lunch
provided
1:00 – 3:00 Direct
Sales Call Clinic
Date _______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
Date _______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
_______________
Date
Weekly Calendar Template
12
Leaders’ Conference 2015 Details
President’s Club as well
Grand Cayman, here we come!
Extra! Extra! In spring 2015, qualifiers are headed to The Grand Cayman Islands! It’s a grand escape you don’t want to miss. 2015 President’s Club Ritz-Carlton, Grand Cayman April 13-15, 2015 From the moment you arrive at the Ritz-Carlton, Grand Cayman, on April 13, 2015, you’ll be greeted and pampered as if you were the only guests at this exclusive resort. With the lush surround-ings, the beautiful furnishings and exceptional hospitality that’s expected of a Ritz-Carlton Re-sort . you’ll bask in the luxury of this world-renowned location. Sitting on the famous Seven Mile Beach, the Ritz-Carlton is a Grand Cayman icon. The resort boasts five restaurants, two out-door pools and Blue Tip,
a world-class Greg Norman-designed nine-hole golf course. Attendees will stay in ocean-view rooms and have all meals and tours provided during Presi-dent’s Club. This elegant resort is the fitting reward for all your hard work. It’s time to bask in the sunshine and renew your spirit. Some of your amenities for this elite group of salespeople areh ospi-tality cabanas on the beach and complimentary activities for the two days at President’s Club. 2015 Leaders Conference Ritz-Carlton, Grand Cayman April 15-19, 2015 Qualify for the 2015 Leaders Conference, and you’ll enjoy the fun, arriv-ing on April 15 for a four-night
stay. You’ll also enjoy the resort that U.S. News & World Report voted one of the “Best Hotels in the Caribbean” for 2013. Take the opportunity to enjoy the
Silver Rain Spa, voted one of the World’s Best Spas (2010-2012) and No. 1 in the Carib-bean by Condé Nast Traveller. With all the on-site water sports included, you’ll have plenty
of time to have fun with your Colonial Life family and friends. Grand Cayman offers a diverse range of activities for the energetic, nature lovers and die-hard shoppers. Take a stroll through the streets of George-town, and you’ll feel like one of the “Rich and Famous” travelers who frequent this Caribbean gem.
You don’t want to miss
this fantastic Leaders’
Conference. Make a plan
to be there with your
Colonial life Family.
COLONIAL LIFE NEWS
UPCOMING NEWSLETTER
SCHEDULE
Fri 1/17: No issue (preparing for the TKOs)
Fri 1 /24: Focusing on the San Diego TKO just past and the Las Vegas TKO
about to start Fri 1/31: Focusing on the
Las Vegas TKO just past and final 2013 stats for the
territory as a whole Fri 2/7: Power Week / Na-
tional RACE event focus Fri 2/14: Back to “regular”
issues
Colonial Life Las Vegas West Charleston Pavilion 10801 West Charleston Boulevard, Suite 125 Las Vegas NV 89125-1214 Phone: (702) 862-19251 Fax: (702) 228-4397 Emails: TSM Steve Polk: [email protected] RI Trent Smith: [email protected] TR Heather Schoenwald: [email protected] TEA Marti Black: [email protected]
Corporate presence across social media:
Colonial Life San Diego Pinnacle Executive Centre
10920 Via Frontera, Suite 440
San Diego, CA 92127-1732 Phone (858) 386-4452
Fax :(858) 451-9939 Emails:
TSM Steve Polk: [email protected]
RI Terie Bradford: [email protected]
TEA Stephen Sims: [email protected]
