Northwestern Mutual Financial Network The Glenn Black Group – Fort Myers, FL

1. Northwestern Mutual Financial NetworkThe Glenn Black Group – Fort Myers, FL Ashley Jankowski Kevin Keeling Kyle Angell Madison Bell Team 16

2. What is a mutual insurance company? An insurance company which has no shareholders but instead is owned entirely by policyholders

3. 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

4. History • Foundation • Entrepreneurship • Market Development • Industry Innovators

5. Services Provided • Health insurance • Accident insurance • Life insurance • Disability insurance • Long-term care insurance • Whole life policies • Trust and investment management services • Estate planning • Plus more

6. 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 Association • Rotary Club of Labelle • Lee County PACE • Junior Achievement of Fort Myers and Bonita Springs • Imaginarium Board of Downtown Fort Myers

7. Core Values • Enduring Relationships • Coachability • Commitment to Growth • Leadership • Independence

8. Leadership Team • Glenn Black – Managing Director, Fort Myers, FL • Peter F. Striano – Managing Partner, Boca Raton, FL • John Delaney – Field Director, Fort Myers, FL • Jim Winstel – Field Director, Fort Myers, FL • James Holland – College Unit Director, Fort Myers, FL

9. Sales Process • Prospecting • Telephoning • Approach • Fact finding • Preparation • Closing • Follow-through

10. 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

11. Northwestern Mutual Financial Network

12. Hiring Process – MutualFit • First 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

13. Ideal Candidate • Entrepreneurial • 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

14. 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

15. 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

16. 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

17. SWOT • Strengths • Strong Market Position • Adequate Funds • Solid History • Virtually unaffected by the recession • Weaknesses • Investing time into new employees who are not going to make it in the company. • 1 year of training = $30,000

18. SWOT Continued • Opportunities • 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

19. Rio DeArmond • Graduated 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

20. 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.