2012 Quality Workshop

1. 2012 Quality Workshop As a conservation person, what the workshop meant to me

2. “Change will not come if we wait for some other person or some other time. We are the ones we've been waiting for. We are the change that we seek.”-President Barack Obama

3. The Past • Where we were (60%) • What we did NOT do • What we needed to change • How things got so bad • Loss of vision

4. Meeting a Mentor • Starting at 16 (back story) • Lack of leadership and being micro-managed • Finally, having a boss who cared…(Denise Gilbert, Cheryl Alvinito, Bob Olson) • Having the experience to learn from the Vice President of Quality (Richard Meshulam) • True professionalism and systematic approach (David and Micah Cohen)

5. True Opportunity Unlimited • What my job meant to me then • Before Quality Workshop (lack of enthusiasm, award, self-satisfaction, PAY!) • Suggested Opportunity (history on “the offer”)

6. The Change • The systems we use • The day to day activity • The detailed reports (trackers, advance reports, 4month extract) • Training of new agents (class) • Training of MGA’s (meetings w/Bob and I)

7. What my career means to me now! • Work Ethic (the will to want to work) • My views today • Renewals • Bonuses (WGB, retention, reinstatement bonus)

8. Goals • The importance of having goals- If you just think about it once in a while…it will never be achievable, it has to be in your view everyday…mine is on my desk staring me in the face to get up and do it! • Daily Goals Reinstate/Reopen at least one policy. • Weekly/Monthly Goals Personal production of $2,500 alp a week Agency goal is to be above 90% NTG • Yearly Goals Top 10 reinstating agent in the country Double my renewals by years end Achieve Founders Club Achieve Presidents Club

9. Goals • Agency Goals Increase reinstatements by 50% to be over 2,000 by years end • 80% 4 month retention

10. True Opportunity Unlimited • How the vision changed • Creating True Opportunity Unlimited “Plus” (the difference between profit control experts and agents) • How we have the upper hand (ultimate lead base…never ending) • Creating your own conservation team to work smarter not harder (how I hired staff to work for me!)

11. Risk “Without great risk…their would be no great reward” • What I have to sacrifice (time and $) Time is the only thing that we do not have the ability to add to, it is a fixed amount. What we can do is manage our time to create the great reward, whatever that reward is to you, whether it’s money, awards, promotions, etc! • Not your normal 9-5

12. Reward The ultimate reward thus far has been the ability to attend this workshop two years ago as trainee and now I am a guest speaker and hopefully a mentor in my own right. It has been a struggle, no doubt about that. I have never worked so hard in my life even working construction but the reward to meet new people each and every day knowing that we provide the blanket of security they need for the future, the ability to have great mentors along side you for help and guidance, the leaders who run the offices across the country and at home office …who are taking the leap of faith in each and every one of us to pass along this legacy of American Income Life/National Income Life, that has been the true reward and I know it’s only going to get better .