Building Middle Management The AUM Program

1. Building Middle Management The AUM Program Agent training only. Not for sales use.

2. Old Liberty Leadership Development Model BM UMs

3. BM New Liberty Leadership Development Model UMs AUMs

4. Jackie Robinson “A life is not important except in the impact it has on other lives.”

5. What is an AUM Worth?

6. Playbooks • Purpose: To create three playbooks that will define best practices at Liberty National • Recruiting Playbook • For Directors, BMs, UMs, AUMs • Training Playbook • For BMs, UMs, AUMs • Sales Playbook • For New Agents

7. Recruiting Playbook: BMs, UMs & AUMs • Overview, Expectations, & Schedule • Phone Setting & Tie Downs • Personal Recruiting • RMS Recruiting • Candidate Experience • 3 Step Process • Executing first interview • Executing the group career briefing • Executing the final interview • Pipeline Management • New Hire Checklist

8. Training Playbook: BMs, UMs & AUMs • Train the Trainer – Executing the Sales Playbook • Overview, Expectations & Schedule • Compensation – How it Works • Individual Business • Prospecting – ADP, Child Safe, Existing Customers • Laptop Sales Presentation • Individual field training • Field Training Checklists, Release Meeting • Underwriting • Quality Business

9. Training Playbook: BMs, UMs & AUMs • Train the Trainer – Executing the Sales Playbook • Worksite Business • Prospecting • Worksite field training • Revamped Steps to Success • Field Training Checklists, Release Meeting • Underwriting • Quality Business

10. Sales Playbook: New Agents • Setting up a successful schedule • Activity – How it equates to productivity • Individual prospecting • Laptop Sales Presentation & scripts • Worksite business prospecting • Worksite presentations & scripts • Revamped Steps to Success • Schedule & Release Meeting • Underwriting • Quality business

11. Career Track Agent training only. Not for sales use.

12. Assistant Unit Manager

13. Unit Manager

14. Branch Manager