April 10, 2014

Brian's Blog

Territory Dashboard

District Totals

Rep Rankings

Updates

Mid Year TKO

Health Corner

INSIDE THIS ISSUE:

Watch this short video

Quarter 2—Week 14

Make sure your speakers are turned up to see some of the

new products, state activations and capabilities included in

the Harmony 12.0 update.

The 10 Laws of Sales Success A recent Gallup poll on the honesty and ethical conduct of business professionals found that insurance salespeople and

car salespeople ranked at the bottom of the list. Bet you're not surprised to hear this. But did you know that it's not just car salespeople who have a bad reputation? Bill Brooks of the Brooks Group estimates that more than 85 percent of customers have a negative view of all salespeople. But it doesn't have to be that way: You can prove the masses wrong, and learn to

develop the skills that will have people thinking differently about the selling process. In fact, selling can be one of the most rewarding tasks you'll undertake as a business owner-but only if you follow these 10 tactics:

Law #1: Keep your mouth shut and your ears open. This is crucial in the first few minutes of any sales interaction. Remember:

Don't talk about yourself. Don't talk about your products. Don't talk about your services. And above all, don't recite your sales pitch!

Obviously, you want to introduce yourself. You want to tell your prospect your name and the purpose of your visit (or phone call), but what you don't want to do is ramble on about your product or service. After all, at this point, what could you possibly talk about? You have no idea if what you're offering is of any use to your prospect.

Law #2: Sell with questions, not answers. Remember this: Nobody cares how great you are until they understand how great you think they are. Forget about trying to "sell" your product or service and focus instead on why your prospect wants to buy. To do this, you need to get fascinated with your prospect; you need to ask questions (lots and lots of them) with no hidden agenda or ulterior motives. The act of selling creates the resistance!

Law #3: Pretend you're on a first date with your prospect. Get curious about them. Ask about the products and services they're already using. Are they happy? Is what they're using now too expen-sive, not reliable enough, too slow? Find out what they really want. Remember, you're not conducting an impersonal survey here, so don't ask questions just for the sake of asking them. Instead, ask questions that will provide you with information about what your customers really need. When you learn what your customers need and you stop trying to convince or persuade them.

Law #4: Speak to your prospect just as you speak to your family or friends. There's never any time that you should switch into "sales mode" with ham-handed persuasion clich?s and tag lines. Affected speech patterns, exaggerated tones, and slow, hypnotic sounding "sales inductions" are never acceptable in today's professional selling environments. Speak normally, (and of course, appropriately) just as you would when you're around your friends and loved ones.

The 10 Laws of Sales Success Law #5: Pay close attention to what your prospect isn't saying. Is your prospect rushed? Does he or she seem agitated or upset? If so, ask "Is this a good time to talk? If it's not, perhaps we can meet another day." Most salespeople are so concerned with what they're going to say next that they forget there's anoth-er human being involved in the conversation.

Law #6: If you're asked a question, answer it briefly and then move on.Remember: This isn't about you; it's about whether you're right

for them.

Law #7: Only after you've correctly assessed the needs of your prospect do you mention anything about what you're offering. I knew a guy who pitched a mannequin (I'm not kidding)! He was so stuck in his own automated, habitual mode, he never bothered to no-tice that his prospect wasn't breathing. Don't get caught in this trap. Know whom you're speaking with before figuring out what it is you want to say.

Law #8: Refrain from delivering a three-hour product seminar. Don't ramble on and on about things that have no bearing on anything your prospect has said. Pick a handful of things you think could help with your prospect's particular situation, and tell him or her about it. (And if possible, reiterate the benefits in his own words, not yours.)

Law #9: Ask the prospect if there are any barriers to them taking the next logical step. After having gone through the first eight steps, you should have a good understanding of your prospect's needs in relation to your product or service. Knowing this, and having established a mutual feeling of trust and rapport, you're now ready to bridge the gap between your prospect's needs and what it is you're offering. You're now ready for:

Law #10: Invite your prospect to take some kind of action. This principle obliterates the need for any "closing techniques" because the ball is placed on the prospect's court. A sales close keeps the ball in your court and all the focus on you, the salesperson. But you don't want the focus on you. You don't want the prospect to be remind-ed that he or she is dealing with a "salesperson." You're not a salesperson, you're a human being offering a particular product or service. And if you can get your prospect to understand that, you're well on your way to becoming an outstanding salesperson.

Sales Without the Sucker Punch by Len Foley

President Club

Leaders ConferenceLeaders ConferenceLeaders Conference

Congratulations!

Kelly GarvinKelly GarvinKelly Garvin

Tim ReedTim ReedTim Reed

Abbygail JeffriesAbbygail Jeffries

Tom DiMattinaTom DiMattinaTom DiMattina

Bryan GarvinBryan GarvinBryan Garvin

-

2015 President’s Club The Ritz-Carlton, Grand Cayman April 13-15, 2015

2015 Leaders Conference The Ritz-Carlton, Grand Cayman April 15-19, 2015

●Better Data Return ●No more Core reenroll

●New Partners

●And much more.

Arrival date is April 20

Harmony 12.0

Group Disability in New York

TERRITORY TOTALS

TERRITORY SALES

RESUTLS Measurement

Actual Quarter to Date

Quarterly Plan

% of Plan Achieved

Actual Year to Date

% of Plan Achieved

New Account Sales 76,647.52 1,686,700 4.54% 1,601,151.93 23.64%

Existing Account Sales 72,596.07 1,294,599 5.61% 1,429,060.73 22.42%

Total Sales 149,243.59 2,981,302 5.01% 3,030,212.66 23.05%

New Cases 4.00 48 8.33% 28.00 14.14%

Rep New Contracts 2.00 33 6.06% 34.00 26.36%

DISTRICTS STANDING

DISTRICT SALES

RESUTLS

Manager Actual Quarter

to Date Quarterly

Plan QTD % of Plan

Achieved Actual Year to

Date YTD % of Plan

Achieved

MONTELEONE, JOSEPH 0.00 103,000 0.00% 79,784.52 14.61%

MADRID, MANUEL 988.89 36,000 2.75% 14,185.32 7.82%

POLAK, STEPHEN 204.12 42,000 0.49% 10,296.24 5.15%

VITOLO, ERNIE 4,314.24 56,000 7.70% 8,253.24 3.30%

COOPER, WILLIAM 0.00 39,500 0.00% 5,074.11 2.50%

DARTEE, MICHELLE 2,392.62 32,500 7.36% 3,166.02 1.87%

BREIER, SAMUEL 485.76 68,000 0.71% 4,273.08 1.42%

CULLEN, BRIAN 0.00 50,000 0.00% 2,698.62 1.22%

CATANESE, ROBERT 0.00 44,000 0.00% 2,247.60 1.12%

TRUDEAU, DONALD 0.00 44,000 0.00% 1,657.56 0.83%

STOLL, JOSEPH 2,354.40 130,000 1.81% 3,920.40 0.64%

ELMORE, CHERYL 531.75 39,500 1.35% 531.75 0.27%

District Actual Quarter to

Date Quarterly

Plan QTD % of

Plan Achieved Actual Year to

Date YTD % of

Plan Achieved

MALDONADO 8,842.45 312,000 2.83% 307,782.34 39.21%

DAVIS-EDWARDS 0.00 197,000 0.00% 322,857.12 36.81%

SHEPPARD 7,006.68 427,999 1.64% 426,823.77 24.02% MONTELEONE 4,314.24 130,000 3.32% 91,472.88 14.59% DARTEE 8,458.08 273,000 3.10% 85,848.27 10.02% GALLO 0.00 73,000 0.00% 14,473.59 4.45%

TOP PRODUCING AGENTS

REP SALES

RESUTLS

Agent QTD EN Net Sales

Credits

ENGLISH, QUENTIN 4420.8

ELMORE, CHERYL ANN 1672.23

VITOLO, ERNIE 1509.98

ARNOLD, ROBERT 1300.23

DARTEE, MICHELLE 1069.95

Agent YTD EN Net Sales

Credits

TURNER, RAUHN 86408.75

ENGLISH, QUENTIN 67552.84

DIMATTINA, THOMAS 15183.45

MANN, JAERON 9233.9

JEFFRIES, ABBYGAIL 8661.15

Agent YTD Total Net Sales

Credits

DAVIS-EDWARDS, SHARON 171201.36

SHEPPARD, CIEMONE 165095.47

SUMMERS, DANA 133545.11

ENGLISH, QUENTIN 120629.74

TURNER, RAUHN 92432.35

Agent QTD Net New Acct

SP

ENGLISH, QUENTIN 6315.42

SUMMERS, DANA 3362.79

DARTEE, MICHELLE 2392.62

SHEPPARD, CIEMONE 1026.66

FOURNIER, PETER 233.99

Agent YTD Net New Acct

SP

SHEPPARD, CIEMONE 284829.84

SUMMERS, DANA 142479.98

DAVIS-EDWARDS,SHARON 107980.2

ENGLISH, QUENTIN 96503.16

DIMATTINA, THOMAS J 42645.06

Agent YTD CD Net Sales

Credits

SUMMERS, DANA 19802.78

DIZ-HATTON, HELEN 19346.63

DIMATTINA, THOMAS 4337.97

DARTEE, MICHELLE 2463.4

KASPARIAN, LISA 1473.34

Agent QTD Total Net Sales

Credits

ENGLISH, QUENTIN 7894.3

VITOLO, ERNIE 4314.23

SUMMERS, DANA 3727.79

DARTEE, MICHELLE 2513.95

ELMORE, CHERYL ANN 1964.69

Agent QTD CD Net Sales

Credits

SUMMERS, DANA 1294.89

DIZ-HATTON, HELEN 475.87

VITOLO, ERNIE 431.42

DARTEE, MICHELLE 128.04

WESOLOWSKI, WENDY 48.58

TERRITORY CALENDAR

Sun Mon Tue Wed Thu Fri Sat

1 April Fool’s

2 3 New Agent Orientation

4

5 6 7 8 9 10Prospectin 11

12 13 Prospecting Call Clinic

14 15 16 17Prospectin

g Call Clinic

18

19 20 Prospecting Call Clinic

21 Selling to the

Employer

22 23 24 Prospecting Call Clinic

25

26 27 Prospecting Call Clinic

28 Benefit Counselling

29 Benefit Counselling

30 Benefit Counselling

S P R I N G K I C K O F F R A C E E V E N TS P R I N G K I C K O F F R A C E E V E N TS P R I N G K I C K O F F R A C E E V E N T

April 2015 Updated Script!

Additional

classes coming in May and June

(160 & 171 Selling to the

Employer and

Prospecting)

NETWORKING

EVENTS!

April Networking Calendar

Mark your

calendars!

The 2015 Product

Spotlight webinar

series is back in

2015,

and you’re invited to

attend.

The first spotlight of the year is right around the corner.

Do you want to learn more about our Special Risk and

Accident products? This webinar will include position-

ing to employers, employees and more.

Join the Product team on Wednesday, April 29, from 1 to 2 p.m. ET as we fea-

ture the Special Risk and Accident product lines.

To access the webinar, use this link and call into the appropriate conference line:

https://egc.unum.com/product/

From your office, call ext. 56703 From a company mobile phone, call 207.575.6703 From an external line, call toll free 888.238.7803 Passcode is 6786697

And save the dates for the other upcoming 2015 Product Spotlights:

Dental and Medical Bridge – Wednesday, June 10, from 1 to 2 p.m. ET

Disability and Life – Wednesday, Aug. 12, from 1 to 2 p.m. ET

Product Spotlight Webinar

Direct Summit

Second Quarter Sales Contest

The contest begins March 29 and ends June 27. Check out the contest qualifications and find your way

to Coeur d’Alene in August.

Grand Prize – Three night trip to Coeur d'Alene

Our top 20 winners and their guests will spend three nights at the Coeur d'Alene Resort in Idaho,

August 27-30, 2015.

Other prize winners will receive 200,000 in prize points

Minimum Business Quality Indicator of 75%

For full contest details check out the Incentives & Awards area on Propr:

Direct Summit Details or click here for a short video

CONTEST

We’re offering more opportunity to earn cash. Beginning March 30 through June 26, earn your first two public sector new account credits and receive $200 in cash. When you earn a third public sector new account credit, you’ll receive another $200 in cash. Up to $400 in cash is available. Help boost your public sector activity and get

excited about earning easy, extra cash. This opportunity also applies to existing accounts with no sales in 5-plus years and where new case credit is earned.

Details include: Any commercial or public sector opener can participate Earn CASH, regardless of the account size CASH payments are processed weekly Current BQI requirements apply Case count must be achieved by June 26 Maximum quarterly contest payout is $400

Race for Cash -- Public Sector second quarter contest

Race for CASH – Public Sector second quarter contest

Three Ways To Win In The Public Sector

2015 Mid-Year TKO

Date May 6th, 2015

Time 10:30am-5:30pm

Location: Resorts Casino Hotel 1133 Boardwalk Atlantic City, NJ 08401

Don’t Miss this EvEnt

Reserve your seat NOW!!!

2015 Mid-Year TKO

Cocktail Reception at Margaretville

You are invited to the

2015 Mid-Year

Territory Kickoff Meeting

Spring into Good Health

Remember when your child first started to walk? You were so excited and worked with him for days and weeks to see him take his first wob-bly steps. You laughed, cheered, took pictures, called relatives and celebrated!

Walking is a wonderful milestone in our development and leads to many other

milestones. Think about your life if you could not walk.

Walking is very important to our health. Walking helps us maintain a healthy weight, strengthen your bones, improve our self-esteem and help prevent various health condi-tions. To make walking more of a celebration and to encourage us to walk, we have designated “walking days.”

We have National Walking Day, Take a Walk in the Park Day, National Walk@Lunch Day, Walk to Work Day, Walk to School Day and probably many more. There are charity run/walk events in your community throughout the year to benefit others as well as your health.

Taking a walk together is a good way to move more and learn about each other’s day.

Why not designate time on your calendar to walk as a fami-ly? Plan walking locations together with everyone’s input. You might go to walk in a park, on a walking trail, in your neighborhood, a school track, or in a mall, etc. Write the date and location on the calendar and go! Think about the laughing, cheering, picture taking and fun you will have while getting healthy!

TEA-Mel

Tips for the beginner walker

1. Wear a pedometer or fitness band and work up to 10,000 steps a day.

2. Find a walking buddy to keep you motivated.

3. Keep a walking journal and record your daily and weekly progress.

4. Join a walking club for lots of fun with fellow walk-ers.

5. Download walking apps on your phone.

6. Use walking gadgets like heart or speed monitors or wristband activity monitors.

7. Do a virtual walk acrossAmerica at Webwalking USA

http://walking.about.com/cs/measure/a/webwal kingusa.htm)

8. Choose the right time to walk for you.

Did You Know? Adults need 30 minutes of physical activity on most days. Children need 60 minutes of physical activity each day.

Try Walking to Move More