Northwestern Mutual Financial Network The Glenn Black Group
Fort Myers, FL Ashley Jankowski Kevin Keeling Kyle Angell Madison
Bell Team 16
Slide 2
What is a mutual insurance company? An insurance company which
has no shareholders but instead is owned entirely by
policyholders
Slide 3
Mission Statement In all situations, we will make
recommendations which we would follow for ourselves and our
families if faced with similar circumstances, understanding that
every person and business is different and unique. With this in
mind, our primary purpose is to build relationships in our
community by helping others achieve their goals and objectives,
utilizing sound long range and short term planning ideas. In each
relationship, we will serve our clients needs with honesty and
integrity, offering solutions to financial concerns in a
responsible and disciplined manner. - Glenn E. Black District
Agency
Slide 4
History Foundation Entrepreneurship Market Development Industry
Innovators
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Services Provided Health insurance Accident insurance Life
insurance Disability insurance Long-term care insurance Whole life
policies Trust and investment management services Estate planning
Plus more
Slide 6
Corporate Social Responsibility Northwestern Mutual is
committed to community service positively affecting lives and
providing communities with the means to build a bright future. The
Glenn Black Agency works with : The Greater Fort Myers Chamber of
Commerce Lee Building Industry Association Rotary Club of Labelle
Lee County PACE Junior Achievement of Fort Myers and Bonita Springs
Imaginarium Board of Downtown Fort Myers
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Core Values Enduring Relationships Coachability Commitment to
Growth Leadership Independence
Slide 8
Leadership Team Glenn Black Managing Director, Fort Myers, FL
Peter F. Striano Managing Partner, Boca Raton, FL John Delaney
Field Director, Fort Myers, FL Jim Winstel Field Director, Fort
Myers, FL James Holland College Unit Director, Fort Myers, FL
Slide 9
Sales Process Prospecting Telephoning Approach Fact finding
Preparation Closing Follow-through
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Steps to Sales Process Prospecting- to find, select, and
qualify potential prospects and obtain favorable introductions to
them Telephoning- to secure an appointment Approach- to secure a
fact finding interview on a favorable basis Fact finding- to reach
the inner person Preparation- to create a plan of action to enable
your prospect to achieve his/her objectives Closing- to gain the
prospect's commitment to take action based on your recommendations
Follow through- to deliver and maintain superior service and
support future sales
Slide 11
Northwestern Mutual Financial Network
Slide 12
Hiring Process MutualFit First Interview Conduct an initial
fact-finding interview Discuss the company and the career Explain
the Mutual Fit Process Assign the Career Profile + (CP+) Second
Interview Conduct an in-depth fact- finding interview Review CP+
Results Assign self analysis/YOU worksheet Assign the Harrison
Third Interview Review the sales process Demonstrate a ledger
presentation Discuss compensation & Benefits Assign market
surveys Fourth Interview Introduce candidate to the managing
director Review market surveys Answer the Candidates questions
Discuss Expectations for success
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Ideal Candidate Entrepreneurial Organizes, operates and assumes
the risk for a business venture Coachable Willing to listen, learn
and take advice from individuals who offer valuable experience and
insight Communicates Effectively Communicates personal
perspectives, ideas and beliefs while listening and learning from
others Ambitious Pursues every opportunity for success with skill,
enthusiasm and commitment. Constantly seeking ways to be more
effective and successful Self-Motivated Possesses effective
time-management skills and relies on himself or herself to
accomplish important goals. Able to focus on priorities Desires
Financial Success Not afraid to work hard and take risks to achieve
financial success. Willing to accept responsibility for personal
successes and failures
Slide 14
CP+ Results Predicts the success of a future entrepreneurial
sales candidate (scale of 1-19) Evaluates personality, goals, past
work experiences, attitudes, career expectations, and most
importantly financial feasibility. NWFN looks for a score of 13 or
above
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Harrison Results The Harrison is a personality test that
Northwestern uses to assess the potential candidates job fit
percentage Self- Management is a very important quality
Slide 16
Internships Positions Offered: Financial Representatives
Recruiting (Just Added!) Top Ten Internship. The Vault Guide to
Internships has consistently ranked Northwestern Mutual one of the
Top Ten Internship programs, based on factors such as compensation
opportunities, actual work experience, and career opportunities.
Earning Potential Commission based Development Stipend: Incentive
up to $1,000 to learn about business, develop sales skills, and
engage in training activities each program period Productivity
Stipend: Based on number of lives written and submitted. $500 for 5
lives Additional $500 for 5 more lives
Slide 17
SWOT Strengths Strong Market Position Adequate Funds Solid
History Virtually unaffected by the recession Weaknesses Investing
time into new employees who are not going to make it in the
company. 1 year of training = $30,000
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SWOT Continued Opportunities Bring in more people who can sell
services Open up more locations and have more facilities Advertise
more (the quiet company) Northwestern Commercial During Recession
Northwestern Commercial During Recession Threats Outside companies
making false promises to potential clients and manipulate to gain
customers Ex: NY Life, Ohio National, John Hancock
Slide 19
Rio DeArmond Graduated with a Bachelors in Finance Worked in a
salon before applying for an internship position at Northwestern
Was offered a job after her internship Is currently the Director of
Recruiting and Development
Slide 20
References Rio DeArmond Director of Recruiting and Development
for the Glenn Black Agency http://www.northwesternmutua l.com/
http://www.northwesternmutua l.com/ "Business and Industry.".
Datamonitor USA. Company Profile: Northwestern Mutual Life
Insurance. SWOT Analysis. New York, NY, 29 Dec 2009.