spinnaker · 2019-09-10 · s t a y o n c o u r s e. the crow’s nest editor carol carver content...

SPINNAKERMarch 2017

Stay oncourse

THE CROW’S NEST

EDITORCarol Carver

CONTENT SUPERVISIORLauren Suarez

SR. GRAPHIC DESIGNERCal Slayton

AGENT SERVICES CENTER(800) 759-1917

[email protected]

AGENT [email protected]

ESD SALES [email protected]

NEW BUSINESS SUBMISSIONS

[email protected] (888) 367-6213

WEBSITES esdglobe.com

esdglobe.com/agents

Published regularly by the Employee Services Division of

Globe Life And Accident Insurance Company 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.

CODE OF CONDUCT Torchmark and its affiliates are

committed to maintaining a business atmosphere and working environment

based on honesty, fair dealing, and sound business ethics. As an Agent of ESD, periodically review the Company

Code of Conduct and Ethics found on the left side of the home page on the Agent Resources website.

ARE YOU PROTECTED FROM LAWSUITS? E&O InsuranceExclusive Errors & Omissions Program for Globe Life ESD Agents

• ACA Compliant

• Fast, Easy Online Enrollment

• Instant Certificate of Insurance

• Preferred Risk Questions

• Monthly Payment Option

• Prior Acts Coverage

Newly Licensed Agent Rate: $34.17 per month

Apply in minutes at

www.360CoveragePros.com/globelife/eoPowered by: 360 Coverage Pros

Call for Assistance: (877) 524-0265

WELCOME TO THE HOME OFFICE!

My name is Candy Brooks and I am so looking forward to getting to know everyone and doing all I can as your new Sales Support Administrator.

I have been with the Company for eight and a half years. I have mainly worked in Sales Administration doing sales reporting. I have also worked as an Adverse Auditor in conjunction with New Business and Underwriting.

I live in Plano, Texas, with my husband Jay and our son Christopher. Two of my favorite things to do when I’m not at work are reading and cooking. I love to try new recipes and my family, Jay and Christopher, are my willing guinea pigs. Adding my love of reading to cooking, I am starting to amass a nice collection of cookbooks.

My main goal in joining ESD is to help it grow. I am so excited to get started and I can’t wait!

Beacon of Light“ Tough times never last, tough people do.”

– Robert H. Schuller

2 SPINNAKER • March 2017 • Keep on Track

It’s hard to believe we are winding down the first quarter of 2017. The past few months have flown by, and time will go even faster as we get closer to the end of the year. Why? At the beginning of a new year, you feel like you have all the time in the world to reach the goals you have set, whether personal or professional. You think, ‘It’s only January … or it’s only February. I have plenty of time.’ Around the middle of March, reality sets in. You realize the year is almost a quarter gone. Have you achieved at least 25 percent of what you hoped to achieve for the year? For many of you, the answer is a resounding ‘yes’. For others, perhaps it’s ‘getting close’, and for others it may be ‘not even in the ballpark’.

Do you need to make some changes to your sales strategy to reach your potential in 2017? Well, now is the time. After all, you want to qualify for the 2018 Convention, don’t you? The Big Cedar Lodge will be fantastic, and the opportunity for us to meet is something I look forward to every year.

We know you face new challenges every year, so we provide tools to help you overcome your obstacles. Take time to train, thoroughly, to aid in your sales production. It’s time to evaluate where you are in achieving your goals for 2017. We all want to be more successful this year than last. And when you’re successful, we’re successful.

Training is critically important. It’s not just important to know the products well; you must understand the products – specifically in the context of your prospect’s individual and family needs, financial situation, stage of life, etc. A good grasp of these issues helps you guide your prospects to the product or products best for them. Implementing our New Hire Training presentations, located on the Agent Resources site, will help you to gain product knowledge quickly and help you to ask the right questions of your prospects.

The Glimpse software is a tremendous tool for both training and selling. The more you review the possibilities with your customers, the more secure you become in your own product knowledge. In addition, the printable Glimpse Presentation adds a professionalism to your sales presentation walking into a government building.

This year we have gone through and updated the Summary of Fringe Benefits booklet, in order to provide you with the most up-to-date material when you sell. You will find a copy of the updated booklet with this Spinnaker issue, and more information on Thomas Hall’s column.

Using these tools is a great way to start aiding in your production goals, but maybe the knowledge of products isn’t your obstacle. If you’re struggling with a lead dry spell, check out the center spread of this issue to find tips to gaining more leads. I challenge you to try at least one of the suggestions, and measure the change in production using that tip. This will help you determine whether the idea works for your selling style or not.

Now’s the time to check where you stand with your 2017 production goals, and make necessary changes to get you back on track. You have access to talented individuals who can help you along the way, like National Director of Sales and Recruiting, Thomas Hall. Your prospecting funnel is overflowing with the millions of under-insured government employees.

Remember, the glass isn’t half empty, it’s half full, and you have the power to fill it to overflowing!

Are You on Track? by Chuck Mankamyer

perspective

Charles Mankamyer President of General Agents

3 SPINNAKER • March 2017 • Keep on Track Keep on Track • March 2017 • SPINNAKER 3

WHEN THE WELL DRIES UPEver find yourself in a dry spell? The problem has nothing to do with you personally. You’re the same dynamic and driven sales professional you’ve always been. Sometimes clients face difficult circumstances that keep them from affording insurance, and sometimes you connect with all of your leads.

Some salespeople, however, seem to thrive no matter what the circumstance is around them. What’s their secret? Here are a few simple tips to help you survive a dry spell and be a top producer!


DIG A LITTLE DEEPER It’s wonderful to close a sale with a new prospect and add to your and Globe Life ESD’s bottom line. But, in tough economic times, new prospects may be more difficult to find. So go back to the wells you have already dug – your existing customers – and dig a bit deeper. Selling to an existing customer, who already knows you and the value our Companies offer, can be just as satisfying as selling to a new prospect. A dry spell can be the perfect time to reconnect with your existing customer base:

- Give them a no-cost offer like our Accidental Death Benefit policy.

- Recommend products you may not have discussed with them previously such as accident protection, cancer, critical illness, and Medicare Supplement, if you’re appointed with United American Insurance Company.

- If nothing else, call to simply keep in touch. This will keep you sharp as a sales professional, generate goodwill with your customers, and help keep cash flowing until the economic climate shifts in your favor.

PROSPECT OUTSIDE YOUR COMFORT ZONE Prospecting is generally the toughest part of sales, and most Agents use methods most comfortable for them. When the well dries up, you need to get more creative:

- Prospect in a new way or in a way in which you aren’t totally familiar or comfortable. If you dislike cold calling, whether on the phone or in person, decide to double the time you spend each day using that method.

- If you don’t belong to any community, religious, or civic organizations, join some. Attend meetings to meet new contacts and keep your people skills sharp. Besides, you may learn something new that will open another area of interest and opportunity for you!

- Purchase a booth at a local health fair or community event. It’s an easy way to meet potential leads and get more in touch with your prospective customer base.

SET GOALS TO IMPROVE PRODUCTION Top producers understand that selling is a number’s game. When numbers are down, they compensate with higher activity. If you can measure results, you can manage results.

- Increase your number of daily prospecting calls. Whether you do it by phone or on foot, making more contacts each day will eventually increase the number of presentations you schedule and the number of sales you close.

- Pivot to sell different products. Concentrate on products you may not have sold before. You may even discover you like selling those products and working with a different type of customer and wonder why you haven’t been doing it all along.

PAY EXTRA ATTENTION TO PRIORITIES AND PROCESSES Find out as much as you can about what determines when the prospect will buy, why they will buy, and the aspects of the sale that matter most to them. Gain insight so you can focus your presentation on their biggest concerns and interests:

- Probe deeply. Learn which other insurers they worked with and what they liked or didn’t like about them.

- Focus on what they hope to achieve by making the purchase. Show them how Globe Life ESD products can benefit them.

- Sell service. When money is tight, service may be the only thing that sets you apart from the competition. Make your prospect feel he or she is the most important prospect on the planet!

You may think you’re in the middle of a dust bowl when times get tough. But, have faith in yourself and your prospects. A cool, refreshing rain is ready to fall.

Source: The Selling Advantage, Volume 19, issue 458


2. DAMONN CATCHINGS - NEW FINANCIAL WORKSITE SOLUTIONS

$278,126

3. RICK SHIRLEY $214,097

4. MARK FESLER $192,429

5. AUGUSTEEN COWAN $183,377

6. DEREK TALLEY $175,810

7. BRETT MOWRY $158,304

1. BEVERLY J. SHEA $469,181

MGA STANDINGS - 2016 NAP - YTD

AGENT STANDINGS - 2016 NAP - YTD

2. CHARLES SCOTT - FCPC $955,509

3. RICHARD HARKER $270,920

1. NICK NICOLLS & DAVID WALKER - GITW INC.

$1,830,654

8. FMSN FINANCIAL GROUP INC. - SHAUN NEWMAN

$142,225

8. RANDLE KARLI $127,708

10. CALVIN BROYLES $120,425


OUR APPROACH

- Educate on what they have

- Review what they need

- Ask questions to help identify the priorities from the prospect’s viewpoint

- Show how Globe Life ESD can be the solution to their concerns

To expand future selling opportunities try these three approaches:

1. Get referrals from every presentation. After completing a presentation, get referrals by giving the prospect our $3,000 Accidental Death Policy (ADP) which has no premium the first year. You can complete the application in just a minute or two, and when finished ask: “Who here at work do you know I could give this type of life insurance coverage to?” If you are selling at their home then ask: “Which of your neighbors should I offer this type of life insurance to?” By assuming they know someone, you will get names. Once you have the name, you can decide when to approach them – now, or in the future.

2. Go in with something new. On first approach, you probably introduced our Whole Life products. On your follow up visits to an existing client, or on a new visit to a person you have seen previously, go in with something new.

I recommend the Family Cash Cancer Policy. Family cash. Everyone likes the sound of that. And cancer is something no one wants to encounter without proper coverage. This plan is unique in that it provides the same amount of coverage for each listed person and pays upon diagnosis rather than treatment. No tobacco questions. No family history questions. If a person has not been diagnosed with cancer, or AIDS, and are under 69 (64 in California) they qualify. Our policy is so easy to sell because the client determines the cost. We allow a person to purchase up to $50,000 of coverage, and they can do it over time. For example, a family in Texas wants to spend $5 a week on their Family Cash Cancer Policy. Well, that would provide each family member $12,747 in coverage if the principle insured is between the ages of 40 – 44. On future visits, you can revisit the plan and increase it until you reach the maximum. With rising deductibles, copayments, and travel expenses required for effective cancer treatment, the need for this product has never been greater.

3. Enjoy a Cold Call Day. Cold calling can be the most enjoyable part of our business. It’s fun to walk in unannounced, share who you are, and that you are here to help them get a better understanding of how their insurance works. If they want your help and have time to visit, great! If not, okay. Give them the ADP, ask for a referral and go to the next stop. Cold calling post offices and city managers in small towns and rural areas can be very productive.

So, search for new faces in new places. Educate, review, and ask questions. Try these approaches. The results can make everyone smile.

Thomas Hall National Director of Recruiting and Sales

New Faces in New Places

Consistent selling requires continually searching for new faces in new places. As you work your appointments and leads there may come a time you feel you have run out of prospects. This month’s Spinnaker is designed to help you through this.

Selling is successful when you put the prospect’s needs first and focus on helping them. When you explain how a prospect’s current employer-provided benefits work, and review the Globe Life Employee Services Division (ESD) voluntary benefits they are eligible for, you provide a valuable service.


ARE YOU ON PACE TO JOIN US?

INTERCONTINENTAL CHICAGO MAGNIFICENT MILE

#ESDCONVENTION2017 JUNE 27-30, 2O17

WH

AT Y

OU

NEE

D T

O Q

UA

LIFY

IF Y

OU

A

RE A

N A

GEN

T

MONTH $70,000 NAP

JAN. $5,833

FEB. $11,667

MAR. $17,500

APR. $23,333

MAY $29,167

JUNE $35,000

JULY $40,833

AUG. $46,667

SEPT. $52,500

OCT. $58,333

NOV. $64,167

DEC. $70,000 WH

AT Y

OU

NEE

D T

O Q

UA

LIFY

IF Y

OU

A

RE A

MA

STER

GEN

ERA

L A

GEN

T

MONTH $175,000 NAP

JAN. $14,583

FEB. $29,167

MAR. $43,750

APR. $58,333

MAY $72,917

JUNE $87,500

JULY $102,083

AUG. $116,667

SEPT. $131,250

OCT. $145,833

NOV. $160,417

DEC. $175,000

spinnaker · 2019-09-10 · s t a y o n c o u r s e. the crow’s nest editor carol carver content...

Documents