A U G U S T 1 4 , 2 0 1 3 V O L U M E 6 , I S S U E 3 1

LOOK WHAT ’ S INS IDE :

Randy’s Roundup...

Welcome New Agents

Calendar

Information

President’s/Leaders Conference

Summer vacations, back to school shopping...whew, I’m glad that is

behind us and we can now focus on getting down to business. We

have a deficit that needs to be made up folks. Worried? No, I believe

that this team has what it takes to turn it around and show Colonial

what we are made of. I have confidence in each and every one of

you. Now, let’s get out there and knock on doors and get in front of

DMs and educate them on how Colonial can help both employers and

employees. We have a first class enrollment system and a lot of

value adds. Let’s get this market covered by Colonial Life!

Soon, you will be receiving a few tracking forms to help you better

manage your business. Your DGA and/or ADM will be contacting you

to discuss these simple to complete, fillable forms. I have included a

copy of each in this edition of the newsletter. (see page 10)

Who is up for a bit of exciting news? If your not, go ahead and skip to

the next paragraph, but if you are...keep reading! The Indiana

Territory now has wireless internet connectivity! I knew you all would

find that exciting! See Julie for the password and login.

I’m looking for a strong turn out at next week’s Group Disability rollout,

I know the registration has closed, so hopefully you all reserved your

spot. I highly encourage all DGAs and ADMs to attend this rollout.

Remember, you will need to take your mastery test prior to attending

the rollout so that you may order product brochures and start selling

this “hot” product.

Speaking of tests, all reps and managers are required to take and

pass the new Market Conduct Training by September 15.

Now let’s get out there and tear it up!

Thanks for giving it all you got!

Randy

Don’t be. Colonial Life has

an entire section on Propr

that is dedicated to

Health Care Reform.

Check it out!

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Welcome to Colonial Life! We are glad you have chosen a career path that will prove to be successful!

All of us at the Territory Office are here to help you in any way we can to get you started on the right

foot! Our main phone number is 317-456-0501. The following employees are based out of the Territory

Office:

Randy Yurczyk—Territory Sales Manager—317-456-0502

Julie Pruitt—Territory Exec. Asst.—317-456-0501

Jeremy Johnson– Regional Instructor —317-417-2457

Jeff Luxenberg—Territory Recruiter—765-437-2451

Fax— 317-575-9177

Please don’t hesitate to contact any of us!

Propr Webinar for New Salespeople

Get the hang of our website

Every Monday and Thursday at 2 p.m. ET, the Onboarding Services Team conducts a webinar to help our new salespeople get

familiar with the My Colonial Life Propr website.

If you would like to join:

Call: 888.238.7803 / Access Code: 2136933#

Don Howell—ASR

Ryan Ogle-ADM/Brindle District

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Week 29:

Ryan Ogle

Week 30:

Ryan Ogle

Dwight Gossett

Week 31:

Marisa Malone

Larry Colbert

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August 2013 Sun Mon Tue Wed Thu Fri Sat

1 Colonial

College

2 3rd Qtr.

Mgrs.

Meeting

3

4 5 6 Registra-

tion deadline

for CC

7 8 9 10

11 12 Registra-

tion deadline

for Group DI

Rollout

13 14 15 16 17

18 19 20 21 Group

Disability

Rollout 10-

3:30

22 Colonial

College—143

Benefits Coun-

selor Cert.

23 24

25 26 27 28 29 30 31

What’s happenin’ in August?

Every Monday and Friday– Prospecting Phone Labs—Monday’s 1:00-3:00; Friday’s 9:45-11:45—888-238-

7803/8275130#

Every Friday—DGA Conference Call—9:00 a.m. 888-238-7803/612656#; ADM Conference Call—Noon— 888-238-

7803/8275130#

August 1—Colonial College—161 Selling to the Employer

August 2—3rd Quarter Managers Meeting—DGAs—9:00 a.m.; DGAs and ADMs—Noon-3:00

August 21—Group Disability Rollout/HCR Workshop—10:00-3:30; 1st Floor Conference Room

August 22— Colonial College—143 Benefits Counselor Certification Workshop

PLEASE NOTE: All training, meetings, call clinics, etc held at

the Territory Office are Business Appropriate Attire at all times

unless otherwise stated. Please make a note of this.

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Territory Overview W E E K 3 2 T O P A C H I E V E R S

Territory Week 32:

0 New Case

1 New Contract

Production: $22,930

Territory Quarter to Date:

4 New Cases

11 New Contracts

Production: $163,999

Territory YTD:

33 New Cases

78 New Contracts

Production: $1,170,198

Teresa Christman

ADM Deckard District

$8,364

Parrish Peachee

DGA

$3,939

Larry Duncan

ASR Peachee District

$2,969

Ryan Ogle

ADM Brindle District

$1,966

Stephen Squibb

ASR Deckard District

$1,793

Mark Lubbs

ASR Wood District

$931

Top District for week 32—Mark Deckard—$10,157. Nice work up north! Mark’s

ADM, Teresa Christman personally wrote $8,364 and collective her team made

up the districts nice week.

Honorable mention goes to Parrish Peachee’s district—$7,149

Appreciate everything your associates do for the

business.

Nothing else can quite substitute for a few well-

chosen, well-timed, sincere words of praise.

They're absolutely free and worth a fortune.

-Sam Walton

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New BQI App Helps You Stay on Track

Use it to grow your business the right way

Use the new Business Quality Indicator app to track your BQI, available now. Features you'll like include these new tabs:

• BQI home page

• Hierarchy

• Billing control number

• BQI history

• BQI analysis

• 13th month persistency

• Upcoming entries to the study period Sales managers can see their own BQI, their team's overall BQI and each salesperson's individual BQI. Visit the BQI

page on Propr for more information on how the new BQI app can help strengthen your business and keep you on track

for success.

New Market Conduct Training and Test Now Available

Mandatory for ALL Reps and Managers

Operating at the highest level of integrity and ethics is a top priority at Colonial Life.

We have a long tradition of doing what’s right -- for policyholders, business owners and employees. Part of ensuring

we uphold this tradition and promote our brand in the marketplace is to provide important training to our sales team

on market conduct, ethics, privacy and security requirements. Market conduct training is not unique to Colonial Life.

Most, if not all of the company’s major competitors require similar training. Although it’s a regulatory requirement, it’s

also the right thing to do for our customers.

That’s why an updated market conduct training manual and test is now available on Propr. Visit the Market Conduct course page to access training and test. This new training and test is mandatory for all members of the sales organi-

zation. All sales reps and sales managers must complete the training and take and pass the mastery test by Sept. 15, 2013.

Members of the sales organization who don’t pass the test by the Sept. 15, deadline could face consequences

including removal from advanced commissions and possibly termination from their Colonial Life con-

tract. Employers, employees and brokers expect our salespeople to demonstrate competency and professional-

ism in every facet of the worksite marketing process. This training will help us make sure we continue to do

what’s right for our constituents.

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Product Spotlight Webinar Series

Learn how to win with new and existing accounts

These new Product Spotlight webinars can help you learn how to position

products and win in the marketplace. Webinars begin at 1 p.m. EST.

Schedule

Aug. 21 – Life

Topics

Competitive positioning

Positioning individual vs. group products

Best practices from featured salespeople

And more great topics!

Join the webinar

EGC webinar link

Company mobile phone: 207.575.6703

Land line: 888.238.7803

Territory offices: ext. 56703

Passcode: 2137388

Plan to participate in each webinar or listen to the recorded versions on

Propr. Watch for more details in Colonial Life News emails.

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Compliance

Avoid compliance pitfalls

Updated: 07/01/2013

You must conduct business ethically and legally. Here are a few key compliance problems you should

avoid:

Duplicate Coverage:

Duplicate coverage occurs when an insured is issued policies with similar benefits. Customers are not

permitted to have duplicate coverage. For example, while a policyholder may have life and disability

coverage, he or she cannot have more than one accident policy in force (like Accident 1.0 and Accident

Care).

Check AIMS to make sure that there is no existing policy in place with similar coverage before you submit

business. If business is written and a policy is issued, a duplicate coverage notice may be mailed to the

customer and the customer will have to decide which policy to cancel. If the customer does not take ac-

tion, Colonial Life reserves the right to cancel one of the duplicate policies.

Additionally, the sales of duplicate optional wellness riders are not permitted and are systematically de-

clined.

Form Numbers:

You must use the correct, state-specific application and accompanying forms. Colonial Life cannot accept

paperwork from the incorrect state. Doing so would jeopardize Colonial Life’s ability to conduct business

in that state. Do not alter forms numbers in an attempt to bypass this requirement.

Altered Forms:

Do not, under any circumstance, alter a form or application. This includes, but is not limited to using

white out, marking through sections of the application or form, altering a form number, adding informa-

tion to an exclusion rider, etc. Do not add information to an application or form after it has been

signed. If you have to add information after a customer has signed a form or application, make sure that

the customer initials the change.

Rescissions:

A contract or policy is rescinded when an apparent misrepresentation has been made on the applica-

tion. The misrepresentation can be related to eligibility or medical requirements. If misrepresentation is

discovered within two years of the coverage effective date, Colonial Life may rescind the coverage and

refund premium payments. If Colonial Life coverage replaced any other coverage, the previous policy

will not be reinstated. If a policy is rescinded and the insured indicates that the rescission resulted from

agent misrepresentation, your contract with Colonial Life will require you to provide a statement.

Agent Misrepresentation:

Ask all questions in the presence of the proposed and read the questions verbatim from the application,

whether you use Harmony or take a manual application. Do not take applications for insurance coverage

over the telephone. Do not falsify applications and proposed insured information. Do not forge a signa-

ture or initials. Do not use Harmony to produce a quote for the purposes of closing business. These are

all considered fraudulent business practices.

Protecting Privacy:

Be diligent in protecting customer information. Secure your laptop with a password and do not allow

others access to your laptop information.

Submit sensitive client information through our secure fax lines or US mail rather than using email or un-

secured fax. The secure fax line for underwriting is 888.668.7967.

Make sure all forms and paperwork for manual applications are secured and properly submitted, handling

all paperwork with care.

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Below are two (2) forms that are essential to keeping track of your daily activity and your busi-

ness. Within the next day or two, you will be hearing from either your DGA and/or your ADM

to discuss the importance of tracking your activity, expectations and the ease of completing

these forms . Should you have any questions, please contact your manager.

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1st Quarter Winners:

� Jeff Brindle—Gold

� Ryan Ogle—Silver

2nd Quarter Winners:

� Mark Lubbs—Silver

� David Brill—Silver

� Teresa Christman—Silver

� Ryan Ogle—Silver

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2014 President's Club and Leaders Conference

Show off your Italian shoes

Elegance, craftsmanship and beauty

Step into Italy, and you'll see some of the most beautiful and

elegant shoes in the world. Ladies, your closet won't be the same

after you bring home some Italian shoes. And, men, your suits will

look much more stylish when you wear a pair of Ferragamos.

Walk into a designer shoe store, smell the leather and marvel at

the craftsmanship of a well-made pair of shoes you can only find in Italy.

The Italian word for shoe is scarpa, a word that sounds like the scuff of

leather on pavement.

But you have to qualify for the 2014 President's Club and Leaders

Conference trips to enjoy this experience. Check out the standings on

Propr to make sure you'll be in Italy next year.