Northwestern Mutual Financial Network
The Glenn Black Group – Fort Myers, FL
Ashley JankowskiKevin Keeling
Kyle AngellMadison Bell
Team 16
What is a mutual insurance company?
An insurance company which has no shareholders but instead is owned entirely
by policyholders
Mission Statement “In all situations, we will make
recommendations which we would follow for ourselves and our families if faced with similar circumstances, understanding that every person and business is different and unique. With this in mind, our primary purpose is to build relationships in our community by helping others achieve their goals and objectives, utilizing sound long range and short term planning ideas. In each relationship, we will serve our client’s needs with honesty and integrity, offering solutions to financial concerns in a responsible and disciplined manner.” - Glenn E. Black District Agency
History Foundation
Entrepreneurship
Market Development
Industry Innovators
Services Provided Health insuranceAccident insuranceLife insuranceDisability insuranceLong-term care insuranceWhole life policies Trust and investment management servicesEstate planningPlus more
Corporate Social Responsibility “Northwestern Mutual is committed to
community service – positively affecting lives and providing communities with the means to build a bright future.”
The Glenn Black Agency works with :The Greater Fort Myers Chamber of Commerce Lee Building Industry AssociationRotary Club of Labelle Lee County PACE Junior Achievement of Fort Myers and Bonita Springs Imaginarium Board of Downtown Fort Myers
Core Values
Enduring RelationshipsCoachability
Commitment to GrowthLeadership
Independence
Leadership TeamGlenn Black – Managing Director, Fort
Myers, FLPeter F. Striano – Managing Partner, Boca
Raton, FLJohn Delaney – Field Director, Fort
Myers, FL Jim Winstel – Field Director, Fort
Myers, FLJames Holland – College Unit Director, Fort
Myers, FL
Sales Process• Prospecting • Telephoning• Approach• Fact finding• Preparation• Closing• Follow-through
Steps to Sales Process Prospecting- to find, select, and qualify potential prospects and obtain
favorable introductions to them
Telephoning- to secure an appointment
Approach- to secure a fact finding interview on a favorable basis
Fact finding- to reach the inner person
Preparation- to create a plan of action to enable your prospect to achieve his/her objectives
Closing- to gain the prospect's commitment to take action based on your recommendations
Follow through- to deliver and maintain superior service and support future sales
Northwestern Mutual Financial Network
Hiring Process – MutualFitFirst Interview
Conduct an initial fact-finding interview
Discuss the company and the career
Explain the Mutual Fit Process Assign the Career Profile + (CP+)
Second Interview Conduct an in-depth fact-
finding interview Review CP+ Results Assign self analysis/YOU
worksheet Assign the Harrison
Third Interview Review the sales process Demonstrate a ledger
presentation Discuss compensation & Benefits Assign market surveys
Fourth Interview Introduce candidate to the
managing director Review market surveys Answer the Candidate’s
questions Discuss Expectations for
success
Ideal CandidateEntrepreneurial
Organizes, operates and assumes the risk for a business venture
Coachable Willing to listen, learn and take
advice from individuals who offer valuable experience and insight
Communicates Effectively Communicates personal
perspectives, ideas and beliefs while listening and learning from others
Ambitious Pursues every opportunity for
success with skill, enthusiasm and commitment. Constantly seeking ways to be more effective and successful
Self-Motivated Possesses effective time-management
skills and relies on himself or herself to accomplish important goals. Able to focus on priorities
Desires Financial Success Not afraid to work hard and take
risks to achieve financial success. Willing to accept responsibility for personal successes and failures
CP+ Results Predicts the success of a future
entrepreneurial sales candidate (scale of 1-19)
Evaluates personality, goals, past work experiences, attitudes, career expectations, and most importantly financial feasibility.
NWFN looks for a score of 13 or above
Harrison Results The Harrison is a personality test
that Northwestern uses to assess the potential candidates job fit percentage
Self- Management is a very important quality
Internships• Positions Offered:
• Financial Representatives• Recruiting (Just Added!)
• Top Ten Internship. • The Vault Guide to Internships has
consistently ranked Northwestern Mutual one of the Top Ten Internship programs, based on factors such as compensation opportunities, actual work experience, and career opportunities.
• Earning Potential• Commission based• Development Stipend:
• Incentive up to $1,000 to learn about business, develop sales skills, and engage in training activities each program period
• Productivity Stipend:• Based on number of lives written and
submitted.• $500 for 5 lives• Additional $500 for 5 more lives
SWOTStrengths
Strong Market Position
Adequate Funds
Solid History
Virtually unaffected by the recession
WeaknessesInvesting time into
new employees who are not going to make it in the company.
1 year of training = $30,000
SWOT ContinuedOpportunities
Bring in more people who can sell services
Open up more locations and have more facilities
Advertise more (“the quiet company”)
Northwestern Commercial During Recession
Threats Outside companies
making false promises to potential clients and manipulate to gain customers
Ex: NY Life, Ohio National, John Hancock
Rio DeArmondGraduated with a
Bachelors in Finance Worked in a salon
before applying for an internship position at Northwestern
Was offered a job after her internship
Is currently the Director of Recruiting and Development
References Rio DeArmond – Director of
Recruiting and Development for the Glenn Black Agency
http://www.northwesternmutual.com/
"Business and Industry." <www.merchantonline.com.ezproxy/fgcu.edu/companydetails>.
Datamonitor USA. Company Profile: Northwestern Mutual Life Insurance. SWOT Analysis. New York, NY, 29 Dec 2009.
Top Related