NEEDS BASED SALES PRESENTATION

Branch Managers Meeting Spring 2013

Roll Out Progress

7 branches have received the new Needs Based Sales Presentation.

We will continue to roll out the presentation to branches 3 – 5 branches each month.

During the roll out process, 3 – 5 branches are selected to be rolled out during a given month. Those branches attend a training seminar

in their region Each branch is then visited weekly by a

laptop trainer for 3 consecutive weeks.

Roll Out Process, cont.

This has resulted in 7 successful Branch Rollouts as well as strong and positive feedback and reports from the Branches after the initial roll out.

4 Part Roll Out

New Laptop Presentation Training System Field System Accountability System

New Laptop Presentation

Referral collection is enhanced and increased through the introductory offers portion of the presentation.

Premium size is increased by virtue of the laptop presentation being driven as a “Needs Based Sale”.

Scripts are provided to effectively deliver the presentation.

Training System

A training system for Branches to follow which allows the Branch to hire and effectively train their Agents successfully on the Needs Based Sales Presentation.

The training system includes: General Training PowerPoint Laptop On Demand New Agent Training Schedule Two weeks of New Agent Classroom Training and

Materials Training Reports Certification Meeting Checklist

Field System

A key driver to the success of the Needs Based Sales Presentation comes from a solid foundation of activity.

In addition to a new presentation and a solid foundation of fundamental training for new agents, a successful field activity system is incorporated into each Branch.

The field system is partly comprised of: Agent expectations and accountability for the field. Call Clinic successful formatting and trackers for accountability

in agents. “4 Quarter” approach to the week

Pregame: Monday (call night) Q1: Tuesday Q2: Wednesday Halftime: Thursday (call night) Q3: Friday Q4: Saturday Overtime (when needed): Sunday

Accountability System

Reports and templates are incorporated into each Branch to help install an accountability system from the start of new hire’s career, through call clinic, to daily field work.

Reports: Weekly Activity Report (WAR report) Call Night Tracker

Check Systems “The Talk” Field Training Report New Agent Certification Checklist

Call Night Tracker

WAR Report

WAR Report

Feedback from Branch Manager

Mark Woodruff

What Is Qlikview

Why Qlikview

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Manage Using Real ACTIONABLE Information

2.

Adjust

3. Measu

re

1. Inspec

t

MEASURE Measure for

expected results Identify gaps Execute plan to Improve

ADJUST Measure against LNL Avg. and Branch Goals Use of Needs-Based Presentation as intended Focus on Referrals Identify Training & Coaching Needs Closed Loop Accountability

INSPECTION (Pareto Rule) ALP PresCnt Leads Abandoned Sales

4. Repeat

Management Hierarchy Analysis

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Click on a specific nameand you will see data forONLY that Branch, UM, Agent,etc.

YOU CAN DRILL FROM TOPTO BOTTOM (BM, UM, AGENT)

Why did the agent report not making a sale?

Summary

As you get additional data we will be available for helping you understand and diagnose your Branch information.

Any questions?

Thank You