kemper career guide

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Your Guide to a Sales Career with Reserve National Insurance Company A Kemper Life & Health Company Reserve National Insurance Company SCG-2016 (Rev. 05/16)

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Page 1: KEMPER CAREER GUIDE

Your Guide to aSales Career withReserve National Insurance Company

A Kemper Life & Health Company

Reserve National Insurance Company

SCG-2016 (Rev. 05/16)

Page 2: KEMPER CAREER GUIDE

Lucrative Commissions

Recognition

Outstanding Lead System

Advancement Opportunity

The Right Products

Superior Support

The Right Company

Family Focused Careers

Management Team

A Proven Programfor Your Success

Page 3: KEMPER CAREER GUIDE

FOR AGENT RECRUITMENT PURPOSES ONLY. NOT FOR USE IN SALES PRESENTATIONS.

Across the country,

people from all walks

of life are looking for

a leader to help them

with their health and

life insurance needs.

You can be

that leader.

Page 4: KEMPER CAREER GUIDE

At Reserve National, the bottom line adds up to one thing: Success for You!

No better example of this opportunity for success can be found than in the average agent income at Reserve National. In 2015: • 40 percent of our producing agents brought

home an average income of $98,737. • 20 percent of our producing agents averaged an

income of $138,437.

We are often asked the “secret” to Reserve National’s continuous success and growth. We have no secret for success, but cultivate a climate for it. First and foremost we promote a commitment to excellence.

Some important reasons for Reserve National’s success are our dedicated agents, managers, and Home Office support staff. Through recruiting,

From the Agency Director

Kemp J. ColeSenior Vice President,

Marketing & Agency Director

training, and diligent Home Office support, we have built a sales team we consider second to none.

We have a simple approach: build and maintain the best independent sales force in the industry. The key to this approach is our commitment to the success of those appointed. We strive to provide each agent with the opportunity to make an above-average income while helping to improve the lives of others.

We are proud of our performance and invite you to take a closer look at Our Proven Program for Your Success.

Sincerely,

Kemp J. Cole Sr. Vice President, Marketing and Agency Director

CHOOSING THE RIGHT COMPANY can be a challenging career decision as a salesperson. Many questions may cross your mind: What products will I sell? What value do these products have? What reputation does this company maintain? And most important, what opportunity does this company offer me in terms of products, leads, income, advancement, and professional satisfaction?

2015 TOP PRODUCERS2015 TOP PRO

Agent of the YearTodd Swank

Colorado Springs, CO

UC RS

Manager of the Year Ryan Kelly

Indianapolis, IN

Rookie of the YearDer Smith

Colorado Springs, CO

2 Reserve National Insurance Company: Sales Career Guide

Page 5: KEMPER CAREER GUIDE

Are you looking for a career that gives you control over your financial future? Do you have a strong desire to help others? Do you have an entrepreneurial spirit and the drive to grow professionally? A career with Reserve National may be the answer.

At Reserve National, we offer an integrity-based culture for motivated individuals with a desire to succeed. Our business model rewards agent productivity. We’ll provide you with support, training, tools, technology, and personalized assistance to help you build a successful book of business, so that you can better control your financial future.

Seasoned veterans and those new to life and health insurance sales agree: with Reserve National, the sky’s the limit!

Lucrative Commissions, Exciting Incentives

An Outstanding Lead System

Advancement Opportunities

The Right Products

Superior Support

The Right Company

Reserve National’s Proven Program for Your Success:

What traits are you looking for in the ideal candidate?

We are seeking individuals with character, integrity, and thoughtful, caring reputations.

frequently asked questionsfre

Reserve National Insurance Company: Sales Career Guide 3

Page 6: KEMPER CAREER GUIDE

A Lucrative Commission Schedule

A good sale is one that is beneficial to all parties – the customer who purchases the product, the salesperson who sells it, and the company that

stands behind it. This is the formula to growing consistent, long-term renewals.

Reserve National puts this formula to work for all. Generous initial and renewal commissions are

designed to provide agents an above-average income, while allowing the Company and its products to remain competitive in the insurance field.

20% of producing agents averaged an income of approximately $138,437 in 2015.

Substantial Renewal Income

Many insurance companies talk about renewals, but very few actually deliver.

At Reserve National, we have a long tradition of paying out substantial renewal income to our agents and managers. These renewals make up a significant portion of our tenured agents’ annual earnings. And, of course, the longer an agent is with the Company, the more significant this renewal income becomes.

Throughout the Company’s 60 years in business, many agents have retired from Reserve National with substantial renewal income for their efforts.

2015 SALES FORCE INCOME

$150,000

$100,000

$ 75,000

$ 50,000

Reserve National:

20% ofAgents

Reserve National:

40% ofAgents Sales

AgentNationalMedian

Reserve National:Top Five RookieAgents

* Source: U.S. Bureau of Labor Statistics, Occupational Employment and Wages, May 2015. Average income of producing agents.

This is a company that will invest in you. They realize that for the Company to be successful, we – the agents and managers – have to be successful.

– Joe Sauer Regional Manager, WICH

How much can I expect to earn?

It’s up to you. You control your own earnings and there are no limits to your potential income. In 2015 our top five Rookie Agents earned an average of $70,175, versus the industry median of $48,200.* You provide the motivation and we provide the tools, support and products you need for success.

frequently asked questionsfre

$138,437

$98,737

$70,175

$48,200*

4 Reserve National Insurance Company: Sales Career Guide

Page 7: KEMPER CAREER GUIDE

At Reserve National, we believe in rewarding excellence. We offer a number of contests every year, each of which “pays off” within months. Our contests feature exceptional prizes, exciting trips and popular rewards.

The added benefit to all of these contests, beyond the amazing prizes, is extra income. Motivated agents often set new sales records during these periods, drawing larger commission checks.

Qualifiers of the Conference of Champions Sales Contest, and their spouse/guest, enjoy exciting destinations such as San Diego, Costa Rica, Hawaii, Las Vegas and Cabo San Lucas. There, they share success stories, bask in the resort lifestyle, and build friendships and camaraderie that will last a lifetime.

Recognition for a Job Well Done

Reserve National Insurance Company: Sales Career Guide 5

Page 8: KEMPER CAREER GUIDE

We can all agree, one of the biggest challenges an insurance agent can face is finding a way to get in front of a prospect who is inclined to buy the agent’s product. Reserve National realizes that the most effective way to help agents become successful at sales is to provide them with a steady supply of quality leads.

Reserve National offers one of the best lead programs in the industry. We have been a lead-producing company since we opened for business in 1956. Since that day, new lead programs have been continually developed to support ambitious agents.

The Home Office supplies leads free to the agent, depending on the individual agent’s current production. These are exclusive and qualified warm leads.

To keep its agents in a constant supply of fresh leads, Reserve National mailed out an average of

more than 550,000 advertising and lead pieces EACH MONTH in 2015.

This long-established program has proven to be exceptionally effective as an authentic source for health insurance leads and continues to be a great influence in attracting and retaining good agents.

An Outstanding Free Lead System... No Cold Calling!

To generate the steady supply of quality leads, a variety of

marketing media may be utilized by the agent or the Company:

• Direct mail

• Publication advertising

• Newspaper inserts

• Phone leads

• Website and

email leads

steaaddyyy ssuuppppppppllyyyyyyyyy ooofff qqqquuuaaallliitttyyy lleeeeaaadddssss,,,, aaaa vvaarriiieeetttyyyyyyyy ooofff

a maayy bbbbbbeeeeeeeeeee uuuuuuuuuutttttttttttttiiiiiiiiiiiiiillllllliiiiiizzzzzzzzzzzzzzeeeeeeeeeeeeeedddddddddddd bbbbyyyyyyyyyyyyyy ttttttttttthhhhhhhhhhhhhhhhheeeeeeeeeeeee aaaaggggggggggggggggggeeeeeeeeeeeeeeeennnnnnnnnnnnnntttttttttttt ooooooooooooorrrrrrrrrrrr tttttttttthhhhhhhhhhhheeeeeeeeeee CCCCCCCCCCCoooooooooommmmmmmmmmmmmmmpppppaaannyyy:::

errttttisssssinnngggggg

erttttttssssss

Will I need to bring in my own leads?

In addition to providing you with the right tools, the right products, and superior support from your manager, Reserve National offers one of the best FREE lead programs in the industry.

frequently asked questionsfre

6 Reserve National Insurance Company: Sales Career Guide

Page 9: KEMPER CAREER GUIDE

Advancement OpportunityHaving established itself as a growing, successful company, Reserve National continues to seek quality personnel to provide the guidance and leadership necessary to facilitate the Company’s expansion. This enables Reserve National to offer its sales representatives outstanding opportunities for advancement. Managers promoted from our existing agent sales force have a great track record of success.

As we continue to open new offices, an increasing number of areas will become workable territories for Reserve agents, and this spells great advancement opportunities for YOU!

The Reserve National experience continues to provide more opportunities than I could have imagined when I joined the team six years ago. It is fulfilling to be rewarded for hard work and persistence. The satisfaction of being part of a local and national team restores your trust in the axiom “you should enjoy your work.”

– Ron Clarkson Regional Manager, COSP

Agent Referral Reward: The Sky’s the Limit!

Earn extra money with our “Sky’s the Limit” incentive program! We are geared up for growth and searching for new sales talent. For each new agent you refer to the company who is appointed, you can earn great rewards, including a $500 Smart Start Bonus and an Override Reward paid on a monthly basis. The more your new recruit produces, the more you earn!

49 States and Growing!

Reserve National began operations in 1956, initially confining its business to Oklahoma. Today, we are licensed in 49 states and the District of Columbia, and operate out of Regional Offices, plus Branch, District, and Field Development locations.

Reserve National Insurance Company: Sales Career Guide 7

Page 10: KEMPER CAREER GUIDE

The Right ProductsAt Reserve National, we believe the right insurance plan for our policyholders is the one that meets their needs.

To accomplish this, we offer our agents a broad product portfolio from which to sell. We constantly review new products, designed to meet the needs of the consumer, as well as their pocketbooks.

Reserve National is proactive, rather than reactive. We have developed innovative plans for the growing senior market and design solutions-driven products to address the always-changing insurance market.

We provide outstanding products and direct our sales force to appropriate markets for these products in a timely manner. Our agents will tell you this has allowed them to be competitive, productive, and well compensated!

Our broad portfolio of products includes plans for:

• Everyday Solutions Affordable Cost Solution Hospital Indemnity Outpatient Medical Insurance Bridge Medical Gap Protection Dental and Vision Expense

• Catastrophic Solutions Specified Disease Critical Illness Accident Cancer HeartCare

• Life Insurance Whole Life Term Life Guaranteed Issue Whole Life Secure-a-Future (for children)

• Senior Solutions Home Health Care Medical Gap Protection Dental and Vision Expense Medicare Supplement

8 Reserve National Insurance Company: Sales Career Guide

Page 11: KEMPER CAREER GUIDE

Superior SupportAt Reserve National, we train our agents to focus on helping their clients understand their options.

Do I need to have experience?

No. Many of our most successful agents came from completely unrelated fields. With the training and support provided by Reserve National, experience in the field, while helpful, is not required.

frequently asked questionsfreWith the ongoing confusion regarding health care reform, clients need us more than ever. We help our clients focus on improving their health and well-being by providing them with the appropriate products to ensure they are covered in the event of the unexpected.

Our agents are trained to be skilled listeners and educated on the health care changes. You will learn the features and benefits of the products we offer. Seasoned agents and managers are eager to share their “secrets of success.”

With this knowledge, we will encourage, assist, and demonstrate how you can find solutions to help your clients and maintain these relationships for long-term success.

We believe in positive attitudes! Our Company operates with an attitude of teamwork and sharing ideas. We encourage our agents to keep in mind these proven strategies for success:

Set goals – take action

Keep learning – ask good questions

Stay focused – be persistent

Work hard AND smart – leverage innovative ideas and resources

Communicate effectively – listen

Be honest and dependable – take responsibility

Stay Positive! – expect success

Building relationships and surrounding yourself with the right people in a positive environment will help keep you motivated and focused! This will go a long way in helping you achieve your dreams and goals.

Reserve National Insurance Company: Sales Career Guide 9

Reserve National has created a niche market for Seniors. It’s very rewarding to have great products that are designed and tailored to fulfill their needs and affordability. It makes me proud to work for a company that puts a smile on their faces.

– Stephanie Guy Sales Agent, RANC

‘‘Your vision of where you want you and your family to be in the years ahead will largely be determined by the goals you set, the action plans you put in place and your determination to achieve those goals. – Kemp Cole, Senior Vice President, Marketing & Agency Director

‘‘

Page 12: KEMPER CAREER GUIDE

The Right Company

Reserve National stands for integrity, fairness and financial stability. Our company has the approval and confidence of policyholders throughout the country, including individuals and families, along with self-employed and small business owners.

We are a member of the Better Business Bureau of Oklahoma, the Oklahoma State Chamber of Commerce and the U.S. Chamber of Commerce.

Our commitment to financial excellence is apparent. For many years the company has held a prestigious “A-” Excellent rating for financial stability by the A.M. Best Company*, one of the leading insurance rating companies in the country. This rating refers only to the overall financial status of the Company, and is not a recommendation of the specific policy provisions, rates or practices of the Company.

* A.M. Best Company is devoted to issuing in-depth reports and financial-strength ratings about insurance organizations. Reserve National Insurance Company is pleased to announce that A.M. Best Company affirmed Reserve National’s excellent ability to meet ongoing obligations to policyholders. 1 Neither Kemper nor any of its other subsidiaries is responsible for the products of Reserve National.

Reserve National is a Kemper Life and Health company offering life, health, and accident insurance products since 1956. As one of the nation’s leading diversified insurance holding companies, the Kemper1 family of companies specializes in property and casualty insurance, along with life and health insurance products for individuals, families, and business markets.

• More than six million policyholders and a nationwide network of career and independent agents.

• With more than $8 billion in assets, Kemper employs about 6,000 associates.

• Led by a seasoned management team that values ethical behavior and no-nonsense business results.

RESERVE NATIONAL PREMIUM HIGHLIGHTSTotal Premium Income

$140 million

$135 million

$130 million

$125 million

$120 million

$115 million

$110 million

$105 million

$100 million

1999 2009 2015

What type of reputation does Reserve National have?

Reserve National Insurance Company is a Kemper Life & Health company, and has been providing life and health solutions to satisfy policyholder needs for 60 years. Our reputation is built on integrity, fairness, and financial stability.

frequently asked questionsfre

10 Reserve National Insurance Company: Sales Career Guide

Page 13: KEMPER CAREER GUIDE

Family-Focused CareersAt Reserve National, we truly are a family. The support, camaraderie, and friendships extend not only to you, but to your family.

You will find experiences of people just like you. Our agents come from all walks of life, and they joined the company at a wide variety of ages.

In talking to other agents, you will find that they don’t just value their families and the support of their spouses – they depend on it for success. The balance of family and career is something our company promotes. We repeatedly hear from our agents that the time they have to spend with their families is one of their favorite aspects of the job.

One thing you will notice as you talk to agents at Reserve National is they share a desire to help others and improve their own quality of life. They care about people, and they care about their families. Our agents are involved in a wide variety of civic activities, hobbies, and are role models both within the company and in their outside activities.

I love that being a Reserve National agent allows me to set my own hours, giving me time to be with my family doing the things I enjoy most.

– Cory Gillen Sales Agent, DAOH

Reserve National Insurance has provided me with continually growing income, flexibility of time, and a lifetime career. I have been with RNIC for nine years and can’t imagine working for anyone else.

– Patrick Cleary Branch Manager, PHAZ

If you are looking for a profitable and meaningful career that allows flexibility and time for your loved ones, Reserve National Insurance Company is the right place for you.

For additional perspectives from Reserve National Sales Agents, visit our website.reservenational.com/careers.aspx

Reserve National Insurance Company: Sales Career Guide 11

Page 14: KEMPER CAREER GUIDE

Matt FairchildSoutheast Region

866.342.3620 20 years of service

Roger SchusterMid-South Region

877.687.3658 34 years of service

RESERVE NATIONAL REGIONAL VICE PRESIDENTS & AGENCY LEADERSHIP

John SchusterGreat Lakes Region

800.213.0802 32 years of service

Reserve National offers you the opportunity to work independently, but not by yourself. Within that framework, our management team is there to support your success.

Meet the Management Team

RESERVE NATIONAL MANAGERS AND FIELD DEVELOPMENT SPECIALISTS

Devin KampertCentral Region

405.254.2089 3 years of service

12 Reserve National Insurance Company: Sales Career Guide

Ron ClarksonColo. Springs, CO

877.260.1929 6 years of service

l kPatrick Cleary Scottsdale, AZ

480.219.4775 9 years of service

Aaron Peterson Des Moines, IA800.873.1244

11 years of service

Ryan Kelly Indianapolis, IN

800.213.080212 years of service

Jerry LehmanFt. Wayne, IN866.266.0304

20 years of service

Mike Lasitter Athens, GA

866.342.3620 2 years of service

Luke PetersonPleasant Hill, IA

800.873.1244 6 years of service

kMatt Richman Johnston, IA800.873.1244

5 years of service

George Martinez Flowood, MS800.748.9402

24 years of service

Joe Sauer II Wichita, KS877.687.3658

12 years of service

Page 15: KEMPER CAREER GUIDE

Jerry Daniel St. Joseph, MO

866.650.2710 29 years of service

lTravis Allen Kansas City, MO

800.873.1244 5 years of service

Phil Nichols Guthrie, OK866.319.8826 1 year of service

Chad McCoy Okla. City, OK866.319.8826

16 years of service

Pat Valdepena Mansfield, OH

877.756.8855 30 years of service

Dustin Knoedler Dayton, OH888.629.0788

3 years of service

RESERVE NATIONAL MANAGERS AND FIELD DEVELOPMENT SPECIALISTS

Chris Ritchie Tulsa, OK

866.664.7122 15 years of service

David Woodring North Houston, TX

866.319.8826 7 years of service

d d

Will DiMirra Lexington, SC866.342.3620

3 years of service

Randy Glover Cleveland, OH

877.756.8855 6 years of service

Trent Hilderbrand San Antonio, TX

877.798.0860 4 years of service

Jim Wright Columbia, MO

800.691.249313 years of service

Philip Teetson Jackson, MS800.748.9402

43 years of service

Jim SchusterLubbock, TX877.798.0860

27 years of service

h

Donald Molbert Jackson, TN877.380.3538

2 years of service

Joe Schuster Dallas, TX

316.687.3658 8 years of service

Brian Blazer Knoxville, TN 877.380.3538

20 years of service

Allen Harris Chattanooga, TN

877.380.3538 1 year of service

Page 16: KEMPER CAREER GUIDE

SCG-2016 (Rev. 05/16)

OKLAHOMA CITY, OKLAHOMA800.654.9106reservenational.com

Reserve National Insurance Company

Providing Life and Health Insurance for 60 Years

This publication is intended for agent recruitment purposes only.