Managing Your Agency to High Quality and High Profitability

1. Managing Your Agency to High Quality and High Profitability Section 3 Understanding Financial Statements and Other Tools Provided by AIL David Cohen & Micah Cohen American Income Life 2012 Section 3—Reports

2. Outline — 5 Sections • Quality—Why? • Understanding Areas of Business Loss • Understanding Financial Statements and Other Tools Provided by AIL • Daily, Weekly, and Monthly Routines and Procedures • Systems and Tools to Help Manage and Monitor What Matters Section 3—Reports

3. Section 3--Outline • Advance Report • P&P Report • Financial Analysis • Ledgers • Charge Summary • Reports in CAS • Long Form P&P • Wednesday Bulletin • 30 Day to NTO Section 3—Reports

4. Reminder: Categories of Lost Business • Goal: To be at 85 to 90% Net to Gross Section 3—Reports

5. Advance Report—Week 1 Agent level 1 Section 3—Reports

6. Advance Report—Week 1 Agent level 1 Section 3—Reports

7. Advance Report—Week 2 Agent level 1 Section 3—Reports

8. Advance Report—Week 2 Agent level 1 Section 3—Reports

9. Advance Report—Week 3 Agent level 1 Section 3—Reports

10. Advance Report—Week 3 Agent level 1 Section 3—Reports

11. Advance Report—Week 4 Agent level 1 Section 3—Reports

12. Advance Report—Week 4 Agent level 1 Section 3—Reports

13. Advance Report—Week 5 Agent level 1 Section 3—Reports

14. Advance Report—Week 5 Agent level 1 Section 3—Reports

15. Progress and Persistency Report Agent level 1 Section 3—Reports

16. EAPP P&P Progress and Persistency Report Agent level 1 Section 3—Reports

17. Advance Report—Week 1 Manager Level 3 Section 3—Reports

18. Advance Report—Week 1 Manager Level 3 Section 3—Reports

19. Advance Report—Week 2 Manager Level 3 Section 3—Reports

20. Advance Report—Week 2 Manager Level 3 Section 3—Reports

21. Advance Report—Week 3 Manager Level 3 Section 3—Reports

22. Advance Report—Week 3 Manager Level 3 Section 3—Reports

23. Advance Report—Week 4 Manager Level 3 Section 3—Reports

24. Advance Report—Week 4 Manager Level 3 Section 3—Reports

25. Advance Report—Week 5 Manager Level 3 Section 3—Reports

26. Advance Report—Week 5 Manager Level 3 Section 3—Reports

27. Progress and Persistency Report Manager Level 3 Section 3—Reports

28. Progress and Persistency Report Manager Level 3 Section 3—Reports

29. Progress and Persistency Report Manager Level 3 Section 3—Reports

30. EAPP P&P Progress and Persistency Report Manager Level 3 Section 3—Reports

31. EAPP P&P Progress and Persistency Report Manager Level 3 Section 3—Reports

32. EAPP P&P Progress and Persistency Report Manager Level 3 Section 3—Reports

33. Persistency and PVFC • 1% of persistency above 71% increases PVFC 5% Section 3—Reports

34. Reading your P&P Report • Finding New 13 month Persistency • How Much Reinstatement is need to increase persistency/quality 1% Section 3—Reports

35. Section 3—Reports

36. EAPP P&P Section 3—Reports

37. P&P Quality • Where are you losing the business • What will you do to correct it • What is your real PVFC • What is your FV Section 3—Reports

38. Finding New 13 month Persistency: New “Inforce” Remove this = 146,857 Add This Take this Then Section 3—Reports

39. Finding New 13 month Persistency: New “Iss/Paid” Remove this = 167,475 Add This Take this Then Section 3—Reports

40. New 13 Month Persistency 146,857 Divide 167,475 = .876 OR 87.6% Section 3—Reports

41. Ledger p1: Commision Ledger Section 3—Reports

42. Ledger p2: Commission Charge Summary Section 3—Reports

43. Ledger p3: Commission Charge Summary Section 3—Reports

44. Ledger p4: Commission Detail Summary Section 3—Reports

45. Charge Summary Section 3—Reports

46. Agents Financial Analysis Section 3—Reports

47. Section 3—Reports

48. Section 3—Reports

49. Section 3—Reports

50. Section 3—Reports