tmk1536 092910agent training only. not for sales use. quality business & your money updated...
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TMK1536 092910 Agent training only. Not for sales use.
Quality Business & Your Money
Updated January 2014
LNL2280 0114 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
It’s not how much you write, it’s how much you keep.
Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Quality or Quantity? Both!
• Top Agents in 2012
Agent Production DCN 4 Mo Persistency
Corey Hulsey $378,342 4% 92%
Bill Lacount $226,038 3% 95%
Serge Clouatre $213,304 5% 85%
Chase Brown $208,492 6% 92%
Doug Lavender $206,190 2% 96%
Kay Fordham $201,988 0% 91%
TMK1536 092910 Agent training only. Not for sales use.
What’s in it for you?
• Make more money by writing quality business
• Make more money by helping your Agents write quality business
• Make more money by retaining Agents
TMK1536 092910 Agent training only. Not for sales use.
What resources are available to help me write
better business?
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Where can I find this information?
This Powerpoint found on Agent Services in the Quality Business section ‘Writing Quality Business Powerpoint’
TMK1536 092910 Agent training only. Not for sales use.
Where can I find this information?
Quality and Compensation Information is found in the Guide to Growth on Agent Services:
TMK1536 092910 Agent training only. Not for sales use.
Where can I find this information?
Individual underwriting rules found in the Agent Instruction Guide on Agent Services:
TMK1536 092910 Agent training only. Not for sales use.
Where can I find this information?
Worksite guidelines are found in the Worksite Agent Guide on Agent Services:
TMK1536 092910 Agent training only. Not for sales use.
Where can I find this information?
Reports at a Glance and Steps to Control DCN/Persistency are found on Agent Services:
TMK1536 092910 Agent training only. Not for sales use.
Deadlines
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Application Review Deadlines
• Eapps must be in portal by midnight Sunday to be reviewed on Monday
• Eapps signed by customer on Monday must be in the portal by noon Central to be reviewed on Monday
• Paper apps/CODs/Term Conversions, etc., must be turned in to QM by 9 a.m. Central to be reviewed on Monday
TMK1536 092910 Agent training only. Not for sales use.
Uploading Applications
• Applications should be uploaded from an Agent’s laptop daily
• After seven days, applications will automatically upload from the Agent’s laptop to the portal when the agent syncs their computer
• Communicate with QM if:• Applicant request draft on certain day of week• Don’t have three employees that have purchased
on a new worksite case
TMK1536 092910 Agent training only. Not for sales use.
DCN
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
What is DCN?
Declines (<1%): Primarily worksite. Poor training, systems, and oversight.
Cancellations (2%): Primarily individual. Poor training, systems and oversight.
Not-Takens (6%): Primarily worksite. Poor training, systems and oversight.
Company DCN 9% as of January 2014
TMK1536 092910 Agent training only. Not for sales use.
New DCN and Persistency Reports are published on the 25th of each month.
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Agents Direct Pay and Bonus is impacted by
DCN their first 7 months
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Agents receive maximum direct pay and 100% of bonus first two months.
Clock starts with first submitted business.
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
How is DCN calculated?
Declined Premium
Cancelled Premium
Not Taken Premium
Submitted Premium
TMK1536 092910 Agent training only. Not for sales use.
Example of 8% DCN
$0 Declines
$300 Cancels
$500 Not Takens
$10,000 Submitted Premium
TMK1536 092910 Agent training only. Not for sales use.
Example: Calculating Individual DCN
FEB25
MARCH24
APRIL24
MAY24
JUNE24
JUNE25
DCNCalculated
1 2 3
Submitted Business
1 2 3
DECLINES, CANCELLATIONS, NOT TAKENS
4
Reports Published
$4,000 $4,000 $4,000
$100 $350 $350 $200
Submitted Business
Declined, Cancelled, Not Taken Premium
TMK1536 092910 Agent training only. Not for sales use.
Example: Calculating Payroll Deduction DCN
DEC
25JAN
24FEB
24MARCH
24APRIL
24MAY
24JUNE
24JUNE
25
DCNCalculated
1 2 3
Submitted Business
Reports Published
$4,000 $4,000 $4,000
$0 $0 $400 $0
DECLINES, CANCELLATIONS, NOT TAKENS
1 2 3 4 5 6
$0 $600
Submitted Business
Declined, Cancelled, Not Taken Premium
TMK1536 092910 Agent training only. Not for sales use.
Persistency
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Agents Direct Pay and Bonus is impacted by
PersistencyMonths 8 and beyond
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Definitions
Persistency: Premium issued and paid four months or longer, divided by total issued business based on policy effective date
TMK1536 092910 Agent training only. Not for sales use.
Example: Calculating Persistency
OCT
25NOV
24DEC
24JAN
24FEB
24MARCH
24APRIL
24MAY
24JUNE
24JUNE
25
PersistencyCalculated
1 2 3
Submitted Business Reports Published
Paid 4 months or greater
$5,000 $5,000 $5,000
$12,000
Issued Business
TMK1536 092910 Agent training only. Not for sales use.
Example of 88% 4-Month Persistency
$8,800 Paid 4 Months
$10,000 Issued
Premium
TMK1536 092910 Agent training only. Not for sales use.
Example: Calculating 13-month persistency
FEB12
MAR12
APR12
MAY12
JUN12
JUL12
AUG12
SEPT12
OCT12
NOV12
DEC12
JAN13
FEB13
MAR13
APR13
MAY13
JUN13
Paid 13 months
$9,000
$4000
$4000
$4000
Issued Business
TMK1536 092910 Agent training only. Not for sales use.
Example of 75% 13-Month Persistency
$9,000 Paid 13 Months
$12,000 Issued
Premium
TMK1536 092910 Agent training only. Not for sales use.
How does Quality impact pay & retention?
• 1. Chargebacks
Months Premium Paid
Chargeback %
0-2 months 100%
3 months 90%
4 months 80%
5 months 70%
6 months 60%
Months Premium Paid
Chargeback %
7 months 50%
8 months 40%
9 months 30%
10 months 20%
11 months 10%
TMK1536 092910 Agent training only. Not for sales use.
How does Quality impact pay & retention?
• 1. Chargebacks• 2. Direct Pay submit advance commissions
TMK1536 092910 Agent training only. Not for sales use.
How does Quality impact pay & retention?
• 1. Chargebacks• 2. Direct Pay submit advance commissions
TMK1536 092910 Agent training only. Not for sales use.
Agency Owner/Director example
• 6 agents on team• 4 agents on DCN, 2 on Persistency• Agent 1: DCN 10 (Maximum direct pay)• Agent 2: DCN 18 (Direct Pay reduced 10%)• Agent 3: DCN 22 (Direct Pay reduced 30%)• Agent 4: DCN 31 (No direct pay)• Agent 5: Persistency 79 (Direct pay reduced 10%)• Agent 6: Persistency 72 (No direct pay)
TMK1536 092910 Agent training only. Not for sales use.
How does Quality impact pay & retention?
• 1. Chargebacks• 2. Direct Pay submit advance commissions• 3. DCN: Bonus multiplier first 7 months
TMK1536 092910 Agent training only. Not for sales use.
How does Quality impact pay & retention?
• 1. Chargebacks • 2. Direct Pay submit advance commissions• 3. DCN: Bonus multiplier first 7 months & Persistency
Bonus multiplier month 8 and beyond
TMK1536 092910 Agent training only. Not for sales use.
How does Quality impact pay & retention?
• Last but certainly not least…
Renewals Renewals Renewals Renewals RenewalsRenewals Renewals Renewals Renewals RenewalsRenewals Renewals Renewals Renewals RenewalsRenewals Renewals Renewals Renewals RenewalsRenewals Renewals Renewals Renewals RenewalsRenewals Renewals Renewals Renewals RenewalsRenewals Renewals Renewals Renewals RenewalsRenewals Renewals Renewals Renewals RenewalsRenewals Renewals Renewals Renewals Renewals Renewals Renewals Renewals Renewals Renewals
TMK1536 092910 Agent training only. Not for sales use.
So how does that translate to dollars?
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
What does an 8% vs. 18% DCN mean to an
Agent in his first seven months with a $1,425 per
week average?
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Take Home Pay
8 DCN Agent takes home $8,400 more
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
So when is a good time to train on Quality?
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
So when is a good time to train on quality?
• Orientation • Ongoing classroom training –
• New Agents & Agents/Managers DCN above co. avg • Use this powerpoint
• First sale• First DCN report
TMK1536 092910 Agent training only. Not for sales use.
Individual Business A-250 Application
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Top Reasons for Cancels
Cancellations (2%)Outdated CODNon-Sufficient Funds (NSFs)/Bad Bank InformationRequested by customer (QAC)QAC not completedAdditional underwriting call, exam not completeOral swab not completeMedical records not received
TMK1536 092910 Agent training only. Not for sales use.
Summary Sheet
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
What’s turned in to Quality Manager?
• What comes next form• Summary sheet• Voided check• Oral Swab form or bar code sticker
TMK1536 092910 Agent training only. Not for sales use.
Outdated CODs
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Agent’s Instruction Guide
Review the key points in the Agent’s Instruction Guide:
Save it to the desktop of the Agent’s computer when the Laptop Sales Presentation is installed.
TMK1536 092910 Agent training only. Not for sales use.
Automatic Decline Conditions
Applicants with the following conditions will be automatically declined:•Terminal Illness
•Lou Gehrig’s Disease or Amyotrophic Lateral Sclerosis (ALS)
•HIV / AIDS or Positive Test to Antibodies for AIDS virus
•Alzheimer’s Disease or Senile Dementia
•Confined to a hospital or nursing facility
•Use of illegal drugs (except marijuana) within a two-year period
•Confined to jail
TMK1536 092910 Agent training only. Not for sales use.
Medical History Guide
Lists conditions and “general” guidelines
TMK1536 092910 Agent training only. Not for sales use.
ALX Only
Do not submit an application for standard issue for the following conditions.
An ALX will be considered if the underwriters determine the proposed insured is eligible for coverage.
•Heart / Circulatory / Blood Disorders
•Diabetes and Related Disorders
•Cancers
•Misc. Medical Disorders
•Disability
TMK1536 092910 Agent training only. Not for sales use.
ALX Only
A complete list of ALX Only Conditions is in the new Laptop survey. Click the ALX Quick Link.
TMK1536 092910 Agent training only. Not for sales use.
ALX Only
If applicant has one of these conditions, click the ALX button for the correct applicant and the ALX video will play for the Final Expense Need
TMK1536 092910 Agent training only. Not for sales use.
Quality During the Presentation:
Setting Correct Expectations
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Open your eyes and ears
TMK1536 0410 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Build Charts
If the proposed insured does not fall within the standard weight limits shown on the chart, the proposed insured will be rated. (Charts CI/GTL/CLP).
TMK1536 092910 Agent training only. Not for sales use.
“Great news! We have a policy specifically designed for people with
your health conditions.”
TMK1536 0410 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Trial Applications
On cases that appear to be medically
questionable, the best thing to do is submit the
application on a trial basis.
• Apps over $1 million
• Collect no payment or app fee
• Does not count for submit for commissions or bonus until issue
• Does not count against DCN if not taken by customer
TMK1536 092910 Agent training only. Not for sales use.
So why don’t Agents use Trial applications?
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Non-Sufficient Funds & Bad Bank Information
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
OMG, They Said Yes!
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
For the love of Pete … get a voided check
• Get the check• No check, get bank statement• No statement, look online with customer• No online bank, call the bank with customer to verify
TMK1536 092910 Agent training only. Not for sales use.
We Don’t Accept
• Debit cards• Credit cards• Savings accounts• Prepaid cards such as Metabank, Green Dot
(MoneyPak), NetSpend (14 or 16 digit account numbers), Chase Liquid, Amex Bluebird
• Don’t take plastic
TMK1536 092910 Agent training only. Not for sales use.
Upload Applications Daily
• When do most people get paid?• Doesn’t effect your DCN if not paid on it and doesn’t
count toward bonus• Opportunity to make bonus if app changed to trail or
cancelled
TMK1536 092910 Agent training only. Not for sales use.
View their Driver’s License
• This makes sure they have one• Not an ID card• Don’t use the Height or Weight on the Driver’s
License
TMK1536 092910 Agent training only. Not for sales use.
Initial Draft
Initial Bank Draft happens first business day after upload to home office.
That’s why the language in the What Comes Next form say the draft will occur in the “next couple of days” because agents don’t know when the app will leave the portal. And depending on when it is uploaded and what bank it’s being drafted from, it may take an additional day.
TMK1536 092910 Agent training only. Not for sales use.
Draft Dates: Choose one between 1st – 10th
The date selected in the eapp is for the second and subsequent drafts.
What day of the month do most people get paid?
Only offer a date between the 1st and the 10th. The customer never has to worry about getting drafted twice in the same month.
TMK1536 092910 Agent training only. Not for sales use.
Requested by Customer
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
QAC Not Complete
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Additional Underwriting Call or Exam not complete
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Oral Swab Not Complete
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Underwriting Requirements Chart
When is the Agent required to get an Oral Swab?
TMK1536 092910 Agent training only. Not for sales use.
Oral Swab Kits
No excuse for not getting an Oral Swab:
•Review Oral Swab Training Video on www.libertynational.com Agent Services
•Mail kits immediately. Heat can destroy sample.
TMK1536 092910 Agent training only. Not for sales use.
Oral Swab Form
• Barcode should have been entered in the e-app• No Oral Swab bar code?
• Do not upload app from portal until received
TMK1536 092910 Agent training only. Not for sales use.
Medical Records Not Received
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Solidifying the Sale: Last 3 Minutes in the Home
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Every Customer Must Clearly Understand
The last three minutes of every sale is where quality business is nailed down. Every customer must understand these things to avoid cancellations.
•They must complete the QAC call•They may need to complete an exam •Their application can be issued as applied for, rated, modified or declined•How much they are paying•When it’s coming out of their checking account
TMK1536 092910 Agent training only. Not for sales use.
Surprises Kill All Deals
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Quality After the Submit
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Provide Good Customer Service
• Return Phone Calls• Answer questions• Do what you said you were going to do
TMK1536 092910 Agent training only. Not for sales use.
Worksite
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Better Prospecting
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Why would an industry be ineligible?
• Poor quality business:• High turnover• Inability to pay bill
These guidelines are in place to protect Agents and Managers!
TMK1536 092910 Agent training only. Not for sales use.
Why can’t employers pay premiums?
• Our products are exempted from complying with certain requirements mandated by the Employee Retirement Income Security Act (ERISA) safe harbor. However, in order to maintain that exemption, we must comply with the safe harbor rules, one of which is that the employer cannot purchase or pay for the coverage.
TMK1536 092910 Agent training only. Not for sales use.
Employers with less than 10 employees
• Just because you can, doesn’t mean you should.
• Key questions to ask:• Does the business have a bookkeeper/accountant?• If not, who writes the checks?• Is the business doing any other deductions or will
ours be the first?• Is it all family members?
TMK1536 092910 Agent training only. Not for sales use.
Employers with less than 10 employees
• Just because you can, doesn’t mean you should.
TMK1536 092910 Agent training only. Not for sales use.
Worksite Approval Paperwork
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Use the Electronic Packet
• Value of Electronic Packets• No omissions • Completes duplicate info• Sets correct enrollment,
deduction, and effective dates• Gives reminder to get roster
TMK1536 092910 Agent training only. Not for sales use.
Reviewing the Packet
• Number of eligible employees. Must be at least three. The smaller the case, the more diligent QM has to be getting first bill paid.
• The more contact info, the better. Owner is not always best person to verify roster.
TMK1536 092910 Agent training only. Not for sales use.
Reviewing the Packet
• 4. Any mode selected other than Monthly requires a conversation with the Agent/Manager
• 8. Make sure dates are correct on paper packets
TMK1536 092910 Agent training only. Not for sales use.
Better Enrollments
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Employee Not Eligible
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Worksite Reasons for Declines
Declines• Ineligible employee
TMK1536 092910 Agent training only. Not for sales use.
Every Agent Must Have…
• Roster• And know how to read it!
TMK1536 092910 Agent training only. Not for sales use.
So what do we do …
• When an employee approaches us?• When they are on the roster but not eligible?• When they are not on the roster at all?
• The employee’s word carries no weight. • It only matters what’s on the roster.
• Note: Employees are eligible if they hit their 6-month or 1-year mark during the enrollment period.
TMK1536 092910 Agent training only. Not for sales use.
Worksite Reasons for Declines
Declines• Only 1 policy per family or individual• Amount exceeds limits• Ineligible dependent• Dependent not eligible without employee
coverage
TMK1536 092910 Agent training only. Not for sales use.
Marketplace Bulletin
Face AMT: Face amount of the policy. Group Term.
TMK1536 092910 Agent training only. Not for sales use.
Marketplace Bulletin
Face AMT: Face amount of the policy. Career Life Plus
TMK1536 092910 Agent training only. Not for sales use.
Marketplace Bulletin
Face AMT: Face amount of the policy. Cash Cancer
TMK1536 092910 Agent training only. Not for sales use.
Marketplace Bulletin
ADB: Amount of Accidental Death Benefit.
Example 1
TMK1536 092910 Agent training only. Not for sales use.
ADB Examples
ADB: Cannot exceed $300,000
Example 1
TMK1536 092910 Agent training only. Not for sales use.
Marketplace Bulletin
State Specific Exceptions: Group Term
TMK1536 092910 Agent training only. Not for sales use.
Group Term No. 9
• Only question on Group Term that can be answered ‘yes’ and be issued standard
• Can only be ‘yes’ for high blood pressure• HBP must be controlled (140/90)
TMK1536 092910 Agent training only. Not for sales use.
Collecting phone numbers on the eapp…
• Only reason we would call a Worksite customer is if they have left their job. So why would we only collect an office number?
TMK1536 092910 Agent training only. Not for sales use.
Re-Enrollments
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Every Agent Must Have…
• Roster• Worksite Management Information Report (AL915)
for re-enrollments• And know how to read them!
TMK1536 092910 Agent training only. Not for sales use.
Worksite Management Information Report
Re-enrollments: Is the business paid current? If not, don’t re-enroll until business has paid current.
TMK1536 092910 Agent training only. Not for sales use.
Worksite Management Information Report
PLN Column: This is the Plan Code for the policy.• Found in Policy Identity and Prefix Book found in
the Quality Section of Agent Services
Common Codes
E09: Group Term 100
E13: Group Term PU65
1U Series: Career Life Plus
HAM: Accident Protector Max
5K Series: Cancer Care
LS: Cash Cancer
TMK1536 092910 Agent training only. Not for sales use.
Solidifying the Sale: Last 3 Minutes
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Every Employee Must Clearly Understand
The last three minutes of every sale is where quality business is nailed down. Every employee must understand three things to avoid Not Takens.
•What did I buy?•How much does it cost?•How often does it come out of my check?
TMK1536 092910 Agent training only. Not for sales use.
Surprises Kill All Deals
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Relationship With The Bookkeeper
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Enrollment PeriodNovember
Deduction PeriodDecember
Effective PeriodJanuary
LateFebruary
22
Bills Mailedor E-mailed
10-11
EnrollmentConducted
30
Verify PDAuthorizations
Delivered
1
$401
Bill Due
2-3
VerifyDeductions
Started
2
10
VerifyBill
Received
3
16
LateE-Mail
From HO
1
LukeInvolved
19
CommissionChargeback
30
NotTakenStatus
------------LettersMailed
The Three Periods of Worksite
$105
Premiums DeductedFrom Employee Paycheck
$1012
$1019
$1026
TMK1536 092910 Agent training only. Not for sales use.
Setting it up right …
• When securing the paperwork, use the points to remember to get owner buy-in on seeing all employees
TMK1536 092910 Agent training only. Not for sales use.
Worksite Case Checklist
• Follow-up, who is responsible, date completed
TMK1536 092910 Agent training only. Not for sales use.
Email From Home Office
• Sent on 16th of month
TMK1536 092910 Agent training only. Not for sales use.
Red Alert
• PD01001: Franchise Initial Premium Unpaid (Daily)
TMK1536 092910 Agent training only. Not for sales use.
The Worksite Timeline
49 days late
Policies lapse, agents and managers charged back commission, polices show as lapsed in transaction register
60 days late
Letter generated from the Home Office to all policyholders and Employer
TMK1536 092910 Agent training only. Not for sales use.
The Worksite Timeline
After 60 Days
Case must go through reinstatement process requiring all back premiums and letter from business stating premiums have been continuously deducted, no claims have been filed, and the employer understands Liberty will not reinstate their policies if this happens again.
TMK1536 092910 Agent training only. Not for sales use.
What happens every week?
• Last week of January• Were authorizations for January enrollments
turned in to bookkeeper?• First week of February
• Did deductions start for January enrollments?• Second week of February
• Did December enrollments receive first bill?• Third week of February
• Are all cases paid for February? (Use Worksite Management Information AL915 or Worksite List by Franchise AL04)
TMK1536 092910 Agent training only. Not for sales use.
Agency Owner: Red Alert
• AL040001: Worksite List By Franchise (Saturdays)
TMK1536 092910 Agent training only. Not for sales use.
Agency Director/Agent: Red Alert
• AL915: Worksite Management Information Report
TMK1536 092910 Agent training only. Not for sales use.
Impact of Not-Takens
• This is what it looks like on a production report when a worksite case is not taken
TMK1536 092910 Agent training only. Not for sales use.
DCN Detail Report Example
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Ongoing Training
Agent Services, Quality Business Section•This Powerpoint•Worksheet (Blank & With Answers)
TMK1536 092910 Agent training only. Not for sales use.
It’s not how much you write, it’s how much you keep.
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Avoiding Adverse Business
TMK1536 092910 Agent training only. Not for sales use.
TMK1536 092910 Agent training only. Not for sales use.
Top Adverse Issues
• Not sending an email to [email protected] before submitting personal business
• Repeated bad banking information and/or NSFs• Same address or bank account as the Agent or
another Agent• Wrong height/weight or birthday• Writing ineligible employees that are not on
roster
TMK1536 092910 Agent training only. Not for sales use.
Personal Business
In the E-app, the question reads “Are you a member ofthe Agent’s immediate family?”
So who is immediate family?Agent, Spouse, Mother, Father, Brother, Sister, and Children Agents may submit an app on immediate family membersprovided an e-mail is sent in advance [email protected]
Commissions are paid into the commission account. No submit advance or bonus will be paid on personal business.