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MARCH 2017
Finding the
RIGHTPERSON
CONTENT SUPERVISORLauren Suarez
CREATIVE LEADJohn Begg
to update information for Summit or to submit news for the Editor’s page.
HOME OFFICE972-529-5085
GLOBE LIFE OF NEW YORK315-451-7975
(Agent use only) [email protected]
AGENT SERVICE CENTER 800-925-7355 or email
IGO E-APP® SUPPORT 214-740-2662
WEBSITES unitedamerican.com/logon (for Agents)
unitedamerican.com
office.globelifeofnewyork.com (for Agents) globelifeofnewyork.com
Published regularly by United American Insurance Company and
Globe Life Insurance Company of New York for the dissemination of information
to their Agents.
Prior permission must be obtained from the Home Office for reproduction
or other use of material herein.
ARE YOU PROTECTED FROM LAWSUITS?E&O Insurance
Exclusive Errors & Omissions Program for United American and Globe Life of New York Agents
y ACA Compliant
y Fast, Easy Online Enrollment
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Newly Licensed Agent Rate: $34.17 per month
Apply in minutes at: www.360CoveragePros.com/uaic/eo
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Call (877) 524-0265 for assistance and to check availability
NEW MERCHANDISE!Shop for official Company-branded merchandise such as shirts, caps, and drinkware. It's easy to order and perfect for representing United American when meeting with customers.
Go to the UA General Agency Office website and click on the 'Online Store Shop Now' button. Globe Life of New York Agents go to http://office.globelifeofnewyork.com and click on the 'Online Store Shop Now' button.
OLD OR NEW IT'S PERFECT FOR YOU
“Dave, it was an awesome eye and mind opening experience for me this morning attending your webinar. It is a WOW ... really an efficient, high tech way of doing business as compared to the 'old school'. Please email me the recap outline information you shared, I certainly appreciate this new platform.”
~ Joye A. Peterson
MAKING AN IMPACTPolicyholders Bonnie and Ron Desmond from Ft. Pierce, Florida, had this to say:
“This past year my husband and I have been in the hospital three times, two of them for surgeries. I can't tell you how great it is to have ACF Partners with our United American policy. We didn't have to try to figure out all the hospital and doctor bills after Medicare paid their part--that was all handled with ACF Partners forwarding the bills to United American and they paid what Medicare hadn't paid. For the small amount we pay for the service it allows us not to worry about paying bills, just what you don't need when you are trying to recover from the trauma of surgery. Thank you for making us aware of this great service.”
ORDERING SUPPLIESJust a reminder, you can order supplies through our Automated Supply Order Form accessible under ‘Sales Tools’ on UAOnline. Please note, if you need supplies shipped to an address other than what we have listed on the system, you can make a onetime address change by editing the address fields in Step 1, prior to placing your supply order request. If you need to make a permanent address change, please contact Agency Service at (800) 925-7355 or [email protected] for assistance as the Automated Supply Order Form cannot retain the address updates that you have made.
2 March 2017 Finding the RIGHT PERSON
How prophetic those words were when Bob Dylan originally penned them back in the fall of 1963. These lyrics became a rallying
cry for his generation, and quite possibly, for every generation that has followed. Our world and every thing in it has undergone tremendous upheaval and change since the early 1960s. Changes that began in that era have just continued, and there doesn’t appear to be any end in sight.
Although Dylan may not have been thinking about it when he wrote these words, many of the changes we’ve lived through are those related to technology. Whether it was technology related to the race for space, medical technology which allowed us to develop new and improved medications and medical machinery, entertainment technology which allowed TVs to get skinny and gave us the convenience of holding volumes of music in the palm of our hand, or the vast and wonderful wilderness called the Internet – all of it has dramatically changed the pattern and landscape of our lives.
Is all this change good? From my perspective, it’s more than good; it’s great! Just look at what technology has done for the insurance industry!
The way we recruit for new marketers has shifted dramatically from the paper format of the daily rag to the electronic format of the Internet and email. We can now reach so many more potential Agents and Agencies in a much shorter period of time than
we ever could just a few short years ago. Instead of waiting days or weeks for snail mail to deliver communications between us and our customers, a few minutes with our keyboard and friendly little mouse saves hours, days, and weeks of downtime. We have become a world of instant communication!
All these technological developments and rapid-fire communications have put us in the position of having to change and adapt too. Internet use is so common and so prevalent today that today, an Agency cannot work with a carrier without such a connection. Can you even begin to imagine trying to do business today without the Internet or email? For carriers and marketers alike, technology is a lifeline!
For example, consider our General Agency website at www.uageneralagency.com. Potential marketers can research critical facts they need to know to make an informed decision about contracting with us.
Potential policyholders can research the history and background of United American Insurance Company and Globe Life Insurance Company of New York on our consumer sites to get information on our product lines, examine our financial stability ratings, and decide if UA or Globe Life of New York is the right carrier for them...all from the comfort of their own living room. Once they become policyholders, they can access policy, claims, and premium billing information via our eService Center, and they can do it 24 hours a day, seven days a week. Customer
service for marketers and policyholders just doesn’t get any more convenient than that!
Technology makes the entire recruiting and sales process so much easier and more efficient for all of us. It provides us with opportunities and options we could only have imagined a generation ago, and allows all of us to take our businesses to an entirely new level of achievement. United American and Globe Life of New York have some very exciting developments in the works for 2017 and beyond. As the year progresses, we’ll be able to tell you more about the innovations we are preparing to put in place to make the sales process even better for you.
Charles MankamyerPresident of General Agents
VISIONR E A C H Y O U R
“Come gather round people Wherever you roam
And admit that the waters Around you have grown And accept it that soon
You’ll be drenched to the bone. If your time to you is worth savin’ Then you better start swimmin’
Or you’ll sink like a stone For the times they are a-changin’ ” The Times They Are A-Changing'
by Bob Dylan
3 March 2017 Finding the RIGHT PERSON Finding the RIGHT PERSON March 2017 3
WELCOME TOUNITED AMERICANABC PRODUCERS, LLCABERMAN, JUDITHACTUARY SOLUTIONS
GROUPADAMS, JIMMYAFS INSURANCE
MANAGEMENT, LLCAKBAR, GARYALLEY, TAMARAALT, DONALDAMES, MARNAANDERSON, ANTONANDERSON, CYNTHIAANGELL’S INSURANCE
SPECIALIST, INC.BACHMEYER, DAVIDBANKS, THOMASBARNES, TERRYBARNEY, AMANDABARSKY, DAVIDBASS, RAYMONDBAYER, DANIELBEACH, MARKBELKNAP, FREDBENNETT, DANIELABENNETT-BEY,
CHRISTOPHERBERG, TODDBERMAN, IRISBILLINGS, ROBERTBILLINGSLEY, ROBERTBISHOP & BROWN, LLCBJOSTAD, TERIBORA, SHANNONBOWMAN, ALEXANDERBOYD, MARYBOZEK, GREGBRANCH, CHARLESBRISTOL FINANCIAL
SERVICES PCBROOK, MICHAELBROOKS, RUSSELLBROWN, GENYATTOBROWN, STEVEBROWN JR., ROBERTBRUMBAUGH JR., WILLARDBULAON, ANTHONYBUSH, DAVIDBUTLER, BARBARABYRD-BIRTHWRIGHT,
ANITACALABRESE, LEONDINACAMERON, RICHARDCARUTH, ROBERTCARVER, ANITACASSIDY, CRAIGCERULLI, LORRAINECHAIRSE, JARONDACHEEK, MYCHALCICIRELLO, VINCENTCIESLINSKI, JOHNCLINE, NANCYCOHEN, RICHARDCOLLINS, ROSACONCEPCION, RAFAELITACONLEY, JAMESCONWELL, VINCENTCOOPER, JOHNCOOPER, PHILLIPCOPP, BRIANCRAWFORD, JAMESCREASEY, PAULCUNNINGHAM, FLORENCEDAEMI, ALIDAHL, STERLING
DASH, ADAMDAVIS, BONNIDAVIS, COREYDAVIS, JAYDAVIS, PAULDAVIS, RICHARDDAVIS, SONYADAY, HYPATIADE GUZMAN, SUSANADEANGELIS, KATHLEENDEBOY, PAMELADEICHLER, TONYADEL GRECO TAX & INS
SERVICES, INC.DIPEGO, MICHAELDONOVAN, PATRICIADORSEY, JOSEPHDREAM INSURANCE
AGENCYDUFRENE, JOHNDUNBAR, EDWINEDUN, PATRICKELERATH, MICHAELEMPLOYEE BENEFIT
ADVISORSERB, DANIELLEERB, JEFFREYERNESTO GONZALEZ INS
SRVCS CORPESPAILLAT, LUZEVANSVILLE INSURANCE
AGENCYFEFEE, DIONEFERNANDEZ, DANIELFERRER-SANCHEZ, CEIDELFERRER-SANCHEZ, NEIDELFIGUEROA, MIGNAFISHER, LINDAFOLK, JEFFFORNABIO SR., MICHAELFORSTER, TIMOTHYFOUNTAIN, JAYMEFOX, JERRYFRAZIER, ALLENFRERK, KERRYFRITZ SR., KENNETHFURLOUGH, SHARONFURLOW, DEBORAHGALLO, GERARDOGARDNER, RANDALGARNETT SR., WEBLONGARTNER, CHRISGARTNER, MARKGASPER III, GEORGEGERSTEIN, HILLARYGILRONAN, JAMESGIVENS JR., JAMESGIVILANCZ, LINDAGLENN-FUGET, CHRISTAGLOWACKI, MARCGOLDSMITH, ROBERTGOLDSTEIN, BENJAMINGONZALES, DAVIDGONZALEZ, AMANDAGOYETTE, JOSEPHGOZA, DANAGRANADOS, JIMMYGREEN, ARCHIEGREEN, D’ANDRILAGREEN, DARRENGREEN, JOHNGREER, DORANCEGROSSMAN, NEALGROULX, PETERGROUP BENEFIT
SYSTEMS, INC.
GUS BOHLER INSURANCEHAILEY, JAMESHANING, MICHAELHANSEN JR., ROBERTHARDY, BEVERLEYHARLEY, SANDRAHARRELL, RONALDHART, MARKHARTNER, DOUGLASHAYES, WINDIHAZZARD JR., EMERSONHEDGES, NATHANHEIL-WINGER, JOANNEHILL, LAWRENCEHILL, PERCIVALHOLDEN, JASONHOLMES, CHARLESHOOD, TRACEYHORTON, JOSEPHHOSKINS, WILLIAMHOWARD, SHIRLEYHUNTER, ROBERTHUPE, MARKHUTCHISON, PHILIPHUTCHISON, ROYIACOVETTI, DAVIDIRVING, GREGGJACKSON, JORETTAJACKSON, KATRINAJACKSON, KOSSIVIJACKSON, VIKIKIJAMES-JACKSON, TARAJAMISON, BOBBYJEAN, RENANDJEAN-PAUL, DONNAJOELSON, INERJOHNSON, ALBERITAJOHNSTON, TOMJOINER, BRIANJONES, WALTERJORDAN, ROSALINEJOSEPH, JULIUSJUDD, SPENCERKATZEFF, DANIELKELLEY, TERRYKERNER, LOUISKLEPNER, ELLIOTKORS, TERRYKULIG, ADAMKUNDNANI, HARISHKURTZ, ROBERTKUTSCHAT, STEPHENLACARIA JR., SAMLANDRY, CHARLESLANGE, RICHARDLATIMER, MICHAELLATIMER, PATRICKLAWSON, KARENLAWSON JR., HOWARDLEBRANE, MICHAELLEE, SUELEITH, KARINLIM, TERESALIN, INGLINDSAY, ERICLINDSAY, JASMINELIVERS, YVETTELOVELESS, EANLOWE, JAYLUBLINE, STUARTLUNDY, JAMESLUTZ, MICHAELLYON, ALANMABAQUIAO, MARK
MACDONALD, GREGORYMACE FINANCIAL, INC.MACPHERSON, DEBRAMALONEY, JOHNMARCUS, SONDRAMARQUEZ, GERALDMCCLELLON, DEREKMCCLERKIN, CHARLESMCCLERKIN, SEANMCDONALD, TERRANCEMCGEE, CECILMCJIMPSON, WILLIAMMCMILLAN, SUEMCQUAID, JOSEPHMEDEIROS, SUSANMEECH JR., FRANKMEGGERS, JAMESMENN, VIRGINIAMERRITT JR., CHARLESMEYER, TONYAMILEWSKI, BLAIRMILLER, WILLIAMMIRBACH JR., FREDERICKMISKEL, MILTONMOLINA, SARAMOONEY, MARILYNMOORE, KENNYMOORE, RONALDMORGAN, JESSIEMORRISON, MITCHELLMUHAMMAD, CURTISMUNENE, FLORENCENAVARRO, GERARDONELKIN, LEONNEWCOMER, MICHAELNEWTON, DERRICEENEYLAND, ROBERTNIES, CHARLESNOLAN, REGGIEODEIGAH, CHRISO’HARA, CASSIDYOLSON, DIANEORCHARD, NINAOTERO, ARTUROOWENS, ASHLEYPALFFY, FREDPEARSON, RONALDPERILLA-PFEIFER, ALICIAPERKINS, DAVIDPERRACCHIO, VINCENTPETERSON, REBECCAPICHT, THOMASPIERRE, STEPHAPIMENTEL-PINEDO,
MILADYPOLIZANO, CHARLESPORTER, RUPERTPRITCHARD, MARKPUENTE, ISAACPURVIS, JOHNRADZIEWICZ, IRENERAMPART AGENCY, INC.RAYMOND, JEANRAZA, MIANREASNER, CLYDEREDONDO, CARLOSREDONDO, ROBERTREED, JUMARIBACK, DANIELRICE, LAKESHARICHTER, KENNETHRICO, RICHARDRIDENOUR, MARVINRIEKER, CRYSTAL
RODRIQUEZ COSBY, MOLLYROLNICK, MARVINROOKS, PHILLIPROQUEVERT, GLENNROSS, BRIANSAHAGIAN, STEVENSAHKER, ZACHARYSALINAS, IRAIDASAMDEO, THACKOORSANDERS, JACQUELINESANTIAGO, BARTOLOMESAVONA, ANNMARIESCHARP, CRAIGSCHELL, PATRICKSCHMIDT, JAMESSCHNEIDER, FRANKSCHUMANN, ROBERTSCHWIEGER, CHRISTINESCURATO, CRAIGSERNA-PINEDO, JAIMESHAFRAN, SCOTTSHELTON, JEVONSHINDELL, ROBERTSIEGFERTH, DORASIERRA INSURANCE
MARKETING, LLCSILVERSTEIN, HARVEYSIMMONS, E.SIMMS, RYANSINGH, GAGANDEEPSMITH, BARBARASMITH, BILLYSMITH, PATRICIASMITH, RONALDSMITH, WILLIAMSMITH JR., KEITHSOUCY, LEOSPENCER, LAWRENCESTARYNCHAK, THOMASSTEWART, MILLARDSUGGS, CURTISSUTTON, EDWARDSWANSON, BENNIETAICH, STEPHENTATE, HEZEKIAHTHE BENEFIT
PARTNERS, INC.TORREY, MICHAELTUCKER, HOWARDTURNER, DANIELTZENDZALIAN, MICHAELUNDERWOOD, ANITAVANE, NATIVIDADVAUGHT, SHAUNVESTAL, ANTHONYVISCONTI, COLLEENWAGENSCHUTZ, ANNAWALDORF, AARONWALKER, ANGELAWALKER, ROGERWARD, BRENTWASHINGTON, ROSEWAYTULA, ANTHONYWELLER, THOMASWIENER, ROBERTWILFORD SR., RICHARDWILLIAMS, DARRYLWILSON, BRANDONWOLF, KARLWOODYARD, EMORYWORLEY, RUSSELLYAVITCH, JOSEPHZYLINSKY, GERALDINE
GLOBE LIFE OF NEW YORKALTMAN, ELLIOTBALL, DAVIDBIANCO, PAULBLUNDON, GEORGECALLEGARI, LORICANTOR, DANIELCORONADO, NANCICRM OF LONG ISLAND, INC.DANIELS, DAVIDDUKHON, LEONIDERNY, THOMASFLEMISTER, WALTERFORSTELL, RAYMONDFRANCIS, DIANNAGOLDING, STANLEYGORMAN, KARENGUARINI, ANDREWGUTMAN, MENACHEMHOWARD M ROTH ASSOC, INC.JONES, DANICAKAO, FRANKKEANE, ROBERTLADMAR, ASSOCIATESLARSSON, BARBARALOWELL, FRANCISMALDONADO, SALATHIELMICHELS, ALANMITCHELL, DOLORESNWOBU, EMEKAPERRY, TONYAPINCHAK, MARKRAMPART AGENCY, INC.RICHARDS, BAYNESRICHARDSON, DONALDRIVERA, EILEENROSS, KENNETHROSSI, RICHARDSMITH, STANLEYWATERS, GEORGEWATKINS, RHASHARDWINKLER, RONALD
4 March 2017 Finding the RIGHT PERSON
The Power of Teambuilding
In The E-Myth Revisited, author Michael Gerber wrote about the concept of Working In The Business vs On The Business. There comes a time when one feels they should focus less on the daily tasks and more on the bigger picture and true growth opportunities of their profession. In the case of insurance, that is the transition from being a personal producer to that of a Team Builder. As a Team Builder, you are now wearing the hat of a Recruiter/Marketer for your General Agency.
Teambuilding really allows you to take your practice and grow it exponentially in the form of a greater opportunity for annual commissions, a larger book of business and a heftier renewal stream. However, if the correct steps are not taken in teambuilding then your expected outcome may not be as desired. The best way to ensure the desired outcome is by having a solid understanding of Finding the Right Partner and not just anyone. You don’t want to force the funnel with down-line Agents that could cost you time and money. Let the following quotes guide you through your recruiting efforts to grow with quality – as opposed to quantity.
“ You are what you do, not what you say you’ll do.”
CARL JUNG
Your down-line Agent must feel a sense of accountability as a representative of you and your carriers. To best measure the candidate’s potential for accountability evaluate their conduct with you during the interview/investigatory process. Do they return your calls? Are they on time for a shadow field day? Are they providing you with carrier appointment contracts when requested? If there is no follow through now, then can you count on this Agent to see five prospects a day? Will the Agent return client calls and show up to appointments on time? Your team is a reflection of you, their leader. You hold yourself accountable and it should be no different for those you oversee.
“ He who has a WHY to live for can bear almost any HOW.”
FRIEDRICH NIETZSCHE
With the inevitable roller coaster ride of insurance sales, the Agent needs to have a clearly defined WHY as to the purpose behind their sales efforts. What is their motivation for getting one more appointment? What is their WHY for pushing for more referrals? This is a great question to ask prior to onboarding the Agent. Whys can range from providing more for their family to growing an underfunded retirement. This will separate those who cave at the first encounter of sales adversity from those who are genuine about a career in insurance and will fight for a rich insurance career.
“ It is not over until I win.” LES BROWN
Motivational Speaker Les Brown speaks of his young son in a game they shared of Connect Four. His son refused to go to bed until he finally beat his dad in the game and told him, “It is not over until I win.” I call this the Honey Badger mentality you should find in an Agent. This is the Agent who will do what they say they will do, dig down deep with their WHY for doing, and PRODUCE. The Agent will find a way out of no way and not give up until they WIN.
When you are ready to team build, patience is often a virtue. With taking the above points into consideration,
you will avoid most road blocks on the road to becoming a successful Team Builder.
From the
DIRECTOR’SCORNER
Omar A. BorregoAssistant Director
Finding the
RIGHTPERSON
5 March 2017 Finding the RIGHT PERSON Finding the RIGHT PERSON March 2017 5
Soaring
ACROSS
AMERICAFrom California to Florida to New York, we’re coming to see you! President of General Agents Chuck Mankamyer traveled around the country meeting with local directors and local Agents.
CALIFORNIAChuck Mankamyer and Mike Surrano attended several lunches and dinners with top producers from different Agencies.
Pictured:
1 From left: Chuck Mankamyer, Daniel Hernandez, Fernando Muniz, Sergio Sosa, Eve Penland, and Bryan Kaufman
2 From left: Chuck Mankamyer, Mike Surrano, Diana Heller, and Mark Heller
3 From left: Dani Chard, Jason Stevens, Sandy Stevens, Eagle Ray Stevens, Chuck Mankamyer, and Mike Surrano
4 From left: Mike Surrano, Chuck Mankamyer, Michael Davis, Maurice, and Marvin Basada
FLORIDASenior Director Gary Owen attended the annual Inter-Company Marketing Group (ICMG) conference held in Orlando, Florida. With a booth set up, he was ready to network with other senior-level executives from different insurance carriers and other organizations.
Pictured:
5 From left: Immediate Past President, Jay Manifold of Woodmen’s Insurance Agency and Senior Director Gary Owen
6 From left: Director Joe Stark and Senior Director Gary Owen
7 Tucker Carlson of Fox News as the Guest Speaker
NEW YORKRyan Sykes, Jim Savo, and Chuck Mankamyer enjoyed lunch with Eagle, Catherine Hatton and her top producers in New York.
Pictured:
8 Front from left: Bruce Mayer, Jim Savo, Eagle Catherine Hatton, Valerie Bahlkow, and Andrea Rodriguez Back from left: Ryan Sykes, Kevin Lawrence, Grace Horan Luce, and Chuck Mankamyer
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6 March 2017 Finding the RIGHT PERSON
SEVEN STEPS TO SUCCESS“Everything should be made as simple as possible, but not one bit simpler.” ~ Albert Einstein
In the spirit of helping you improve your sales performance, we begin a series of seven articles to help you simplify your approach to the sales process. For those of you new to sales, these articles will help you lay a foundation from which to grow in your relationship with United American. For the seasoned veterans, we hope this series will help you revisit your approach to the sales process from a fresh perspective.
SEVEN STEPS TO SELLING SUCCESS:
1. Generating Leads
2. Qualifying Leads
3. Preparing your Presentation
4. Delivering your Presentation
5. Handling Objections
6. Closing the Sale
7. Account Maintenance
STEP 1: GENERATING LEADSHow critical are leads to your success? Simply put, without a prospect (or even a “suspect”), an Agent doesn't work. Prospecting can be a grueling ordeal in which you must find creative ways to find people interested in the products we offer. Sure, there are many ways to get this information. You can purchase leads from marketing companies. You can add a customer response page on your website or use roadside signs. These are all viable methods to generate leads, but the method that delivers the biggest bang for your buck is direct, personal contact with your community.
CONSISTENCY PAYSGenerating leads to an Agent is much like swimming to a shark. You must prospect for new leads at all times or you will not survive. So how do you ensure your sales survival? The answer is simple. You look everywhere for new prospects. Are you searching for new business opportunities? Check out the 40 small businesses you pass on the way home tonight. Need to increase your individual health sales? Ask the gas station cashier if his family is covered.
FORTUNE FAVORS THE BOLDIf there's one secret to sales success, it is this: Believe and be bold in what you do. The insurance profession is for those who are passionate about what they do. To get the business, you must ask for it! Finding good leads is much like running a marathon. To win the race, you must have the will to succeed… not just the physical ability to cross the finish line. The question is, do you want to win?
Now apply this principle to your prospecting activities. When you see a prospect, speak up! Rest assured that if you don't, your competitors will. Does that mean you will be rejected? Sometimes. But to be successful, you must realize that a “no” is not necessarily a “never.” It just means the prospect is not in the market at this time.
KEEPING IT REALAbove all, be sincere in your approach. When you prospect for new business, your opportunity for success increases with your level of sincerity. If you are concerned about the welfare of your community, your community will be concerned about yours. This attitude can direct you to an astounding number of people who may need your help…leads.
THE TIME IS NOWSometimes the greatest rewards in sales lie right under your nose, so keep your eyes open and ears alert at all times. Before long, you'll realize that you walk past a new prospect every time you go out in public!
Most importantly, don't procrastinate on this simple step in the sales process. Put the magazine down, get out of your seat, and start right now. Don't wait until Monday because “it's the first of the week.” Start NOW. Every day you wait is a dollar you miss.
PRACTICE EXERCISES1. Write down the name of every business you see on your way home tonight.
2. Start a conversation with the first stranger you see after reading this. Ask them for an appointment.
3. During your next presentation, ask your prospect for five referrals.
7 March 2017 Finding the RIGHT PERSON Finding the RIGHT PERSON March 2017 7
ww
RIGHTPERSON
RECRUITING BASICS: FINDING THE
NEXT TIME WE'LL EXAMINE WHY THE PROCESS OF REFLECTION IS JUST AS IMPORTANT AS THE SCREENING PROCESS.
Recruiting is the lifeblood through which your Agency's energy flows. Putting the right people in place can generate new enthusiasm – even among veteran Agents – and can introduce new ways to accomplish your Agency's goals. But the opposite is also true. Putting the wrong people in place can leave a bad taste in everyone's mouth, including the new recruits'. How do you find the right people?
PERSONALITIES ARE IMPORTANT:They play a major role in the dynamics of any office, whether large or small. Make sure your new recruit's personality blends comfortably with the rest of your team and with your Agency's philosophy and approach to doing business. What is just as important is that your new recruit blends comfortably with your customers, because good customer service is the foundation of every successful Agency.
MATURITY MATTERS:This is another important issue to consider before you offer someone a position with your team: Does this person have the degree of maturity needed to do this job well? Does he or she demonstrate the maturity to learn what needs to be learned, to accept direction, to take suggestions or handle criticism if warranted? Does this person have the maturity to truly care about others and demonstrate compassion?
HOW DO YOU DETERMINE YOUR RECRUIT'S MATURITY QUOTIENT?The answer is proper screening. It can be very tempting to want to contract with someone after you've shared a stimulating and lively interview. He gives you all the right answers and has an energy you really like. But does that “razzle dazzle” guarantee he will be a loyal team member and have empathy for the customer? A person who appears less confident in the initial interview (whether it's by phone or in person), can turn out to be a better fit. There may be less charisma to start with, but more substance when you get under the surface.
HOW DO YOU DECIDE?
CONDUCT THE INTERVIEW AT AN OVAL OR ROUND CONFERENCE TABLE: If several key players are taking part in the interview, a table provides a more even playing field, instead of a desk with your candidate on one side and the “opposing team” on the other.
INTERPRET THE CANDIDATE'S BODY LANGUAGE: Consider what you see as much as what comes out of his mouth. Make sure you stay neutral during the interview process, though. Be pleasant, but not overly enthusiastic.
TAKE YOUR TIME: Reflect on all you have just seen and heard.
ASK FOR SUGGESTIONS: Find out if your candidate has an idea on how to increase customer loyalty and business success.
ARRANGE A FORMAL INTERVIEW: Involve key personnel within your Agency – people who you really trust. Make sure your candidate completes an application form in advance of the interview so you and your key players have a chance to review it beforehand. The application form could include:
• A statement concerning what he likes or would like about working in the insurance industry
• A description of the ideal work environment • Personal interests and unique experiences • Three references, who can be easily contacted
SIT DOWN WITH YOUR KEY PLAYERS AHEAD OF TIME: Decide what questions you will ask and which topics you will address in the interview. Focus on values and attitudes that are important to your particular Agency. Present real problems you have encountered to your candidate and ask how he would handle them. His responses will tell you a lot about his personal style, skill level and sensitivity, which help to measure his level of maturity.
8 March 2017 Finding the RIGHT PERSON Finding the RIGHT PERSON March 2017 9
Eagles Club is an elite group of Agency leaders representing the best of United American and Globe Life of New York.
Through February 2017, these top producing General Agents and Agencies have the highest net combined annualized premium. Agents/Agencies producing $350,000 or more in NAP will qualify for club membership and receive an award at convention; the top 10 will have their photo on the wall at the Home Office.
Through February 2017, these top producing Writing Agents have the highest net combined annualized premium.
2017 EAGLES
PRESIDENT'S CLUB PACESETTERS CLUB
#1
#2
#3
#4
#5
#1
#2
#3
#4
#5
Jon Ahlbum The Ahlbum Insurance
Group, Inc. $871,225
Mike Lemar Sunshine State Agency
$383,850
Donna Ahlbum Ahlbum Insurance
Agency $266,049
Tim Ahlbum Health Coverage
Solutions $255,679
William Borosak Jr. Secure Financial
Group, LLC $248,386
AGENT NAME AGENC YYTD PRODUCTION
1 Kerry Sachs Secure Retirement Solutions, Inc. $195,205
2 Christopher Graham, CLU Graham Financial Group, Inc. $170,472
3 Paul Sheldon, CLU, ChFC Paul Sheldon Insurance & Benefits Planning $153,444
4 John Clark Senior Solutions Insurance Agency $129,110
5 Ron Concklin Rosenberg-Concklin, Inc. $129,101
6 Scott Mednick Professional Insurance Systems of Florida $121,901
7 Senior Insurance Marketing, Inc. $110,722
8 Lisa Rosati Rosati Insurance Agency $106,455
9 Robert Wroblewski SOS Insurance Group $101,425
10 James M. Gray, Inc. $101,112
11 Scott Schwartz Insurance Protection Services $97,307
12 Gina Savage Savage Insurance Agency $81,087
13 Shawn Schroeder Jack Schroeder & Associates, Inc. $76,247
14 Nur Ahmed Ahmed Insurance Agency $55,168
15 Vincent Abbatiello Mainstay Retirement Solutions $51,649
16 Centerstone Insurance & Financial Svcs. $48,792
17 Richard Schwartz Insurance Center of S. Florida $46,786
18 Maria Cancio Cancio Insurance Agency $46,471
19 Cesar Chacon The Insurance Hub $44,357
20 Stephen Maisto Senior Health Solutions $44,336
21 Peter Gelbwaks Gelbwaks Executive Marketing Corp. $43,786
22 Nicholas Mangini Mangini Insurance Agency $40,848
23 Iwill Advisors, Inc. $40,847
24 Susan Hirsch Hirsch Insurance Agency $38,745
25 Albert Valery Valery Insurance Agency $38,604
26 Joseph Maisonet Maisonet Insurance Agency $38,377
27 Paul Richard Richard Insurance Agency $37,888
28 Loren Olguin Olguin Insurance Agency $34,444
29 Gary Haft JMH Advisors, Inc. $33,666
30 Paul Sweeney Quality First Insurance Agency, Inc. $33,472
AGENT NAMEYTD PRODUCTION
1 Paul Sheldon, CLU, ChFC $153,444
2 Tim Ahlbum $106,644
3 Scott Schwartz $97,307
4 Kerry Sachs $83,278
5 Gary Kempler $67,968
6 Christopher Graham, CLU $55,063
7 Brian Gilbert $54,520
8 Lisa Rosati $51,313
9 Jon Ahlbum $42,551
10 Christopher Graham $42,010
11 Vincent Abbatiello $41,089
12 Neil Primack $39,468
13 Jason Stevens $37,668
14 Dale Ratliff III $33,792
15 Ray Stevens $33,564
16 Bryan Wiedersum $32,916
17 Neill Aarons $32,448
18 Nayeem Siddique $32,364
19 Chad Spink $31,224
20 Xiomara Ottovegio $30,278
21 David Haass $30,071
22 Gary Haft $29,599
23 Mark Heller $26,675
24 Paul Rosen $26,320
25 Robert Holzman $25,534
26 Susan Hirsch $25,473
27 Catherine Hatton $25,436
28 Devin Barta $25,308
29 Darrin Dibisceglie $25,284
30 Thomas Payant $25,284
Through February 2017, these top producing General Agents and Agencies have the highest net life annualized premium.
Through February 2017, these top producing Writing Agents have the highest net life annualized premium.
TOP 30 LIFE GENERAL AGENTS
TOP 30 LIFE WRITING AGENTS
Catherine Hatton Long Island Insurance
Solutions $213,070
Ray Stevens Stevens & Associates
Insurance Agency, Inc. $161,865
Mark Graham AmeriLife $160,790
Devin Barta Barta Insurance Agency
$156,504
Edward Shackelford The Assurance
Group, Inc. $119,490
AGENT NAME AGENC Y
1 Mark Graham AmeriLife
2 Richard Allen Allen Insurance Agency
3 Jon Ahlbum The Ahlbum Insurance Group, Inc.
4 Donna Ahlbum Ahlbum Insurance Agency
5 Mike Stevens Farm & Ranch Healthcare, Inc.
6 Donald Howe Howe Insurance Agency
7 Loren Olguin Olguin Insurance Agency
8 Willie Jones Jones Insurance Agency
9 American Eagle Consultants, Inc.
10 Catherine Hatton Long Island Insurance Solutions
11 Raymond Baker Baker Insurance Agency
12 George Hiller Hiller Insurance Agency
13 Francis Hoefer Hoefer Insurance Agency
14 Robert Collins Collins Insurance Agency
15 James Mescall Mescall Insurance Agency
16 Henry Davis Davis Insurance Agency
17 Scott Mednick Professional Insurance Systems of Florida
18 Emmett Poynot Poynot Insurance Agency
19 Mark Landis Metro Insurance & Financial Services
20 Hernandez & Company, Inc.
21 Mitchell Coopersmith Coopersmith Insurance Agency
22 Mack Daniels Daniels Insurance Agency
23 Jean Charles Charles Insurance Agency
24 Neal Stacy Stacy Insurance Agency
25 Tony Evans Evans Insurance Agency
26 Tom Caress Caress Insurance Agency
27 Dawn Manor Manor Insurance Agency
28 Robert Segal Segal Insurance Agency
29 Joseph Iannelli Iannelli Insurance Agency
30 Charles Judah MSIS, Inc.
AGENT NAME
1 Allen Richard
2 John Muamba
3 Lisa Rosati
4 Mark Simpkins
5 Willie Jones
6 William Herndon
7 Samantha Clay
8 Loren Olguin
9 George Hiller
10 Francis Hoefer
11 Douglas McElroy
12 Raymond Baker
13 James Mescall
14 Everett Dickerson
15 Brett Zernick
16 Emmett Poynot
17 Rochelle Bryd
18 Michael Davis
19 Mitchell Coopersmith
20 Yvonne Eastwood
21 Mack Daniels
22 Jean Charles
23 Rex Smith
24 Edward Cody
25 Tony Evans
26 Louis Reinitz
27 Robert Segal
28 Sean Herndon
29 Mike McCardle
30 Victor Cabrera
10 February 2017 Finding the RIGHT PERSON Finding the RIGHT PERSON March 2017 11
#UACONVENTION2018 JULY 10-13, 2O18◆ FAIRMONT LE CHÂTEAU FRONTENAC ◆
CITY
WH
AT Y
OU
NEE
D T
O Q
UA
LIFY
IF
YO
U A
RE
A G
ENER
AL
AG
ENT:
MONTH LIFE ONLY HEALTH ONLY COMBINED
$180,000 NAP $350,000 NAP $350,000 NAP
JAN. $15,000 $29,167 $29,167
FEB. 30,000 58,333 58,333
MAR. 45,000 87,500 87,500
APR. 60,000 116,667 116,667
MAY 75,000 145,833 145,833
JUNE 90,000 175,000 175,000
JULY 105,000 204,167 204,167
AUG. 120,000 233,333 233,333
SEPT. 135,000 262,500 262,500
OCT. 150,000 291,667 291,667
NOV. 165,000 320,833 320,833
DEC. 180,000 350,000 350,000
WH
AT Y
OU
NEE
D T
O Q
UA
LIFY
IF
YO
U A
RE
A W
RIT
ING
AG
ENT:
MONTH LIFE ONLY HEALTH ONLY COMBINED
$100,000 NAP $150,000 NAP $150,000 NAP
JAN. $8,333 $12,500 $12,500
FEB. 16,667 25,000 25,000
MAR. 25,000 37,500 37,500
APR. 33,333 50,000 50,000
MAY 41,667 62,500 62,500
JUNE 50,000 75,000 75,000
JULY 58,333 87,500 87,500
AUG. 66,667 100,000 100,000
SEPT. 75,000 112,500 112,500
OCT. 83,333 125,000 125,000
NOV. 91,667 137,500 137,500
DEC. 100,000 150,000 150,000
Agents who contract after Feb. 1, are prorated for Convention qualification. For example, contract in March and the Agent life/health requirement is 10 months or $125,000 of combined NAP. Minimum NAP for an Agent who contracts in June is six months or $75,000 combined NAP. Agents must be contracted and produce at a six-month minimum
production level to be eligible for Convention. Non-standard (Disability) Medicare Supplement production will not count towards qualification for Convention, Awards or Club honors.
ARE YOU ON PACE TO JOIN US?
