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April 2007. Sales Meeting. THANK YOU to Bruce Tolar & for providing breakfast!. Good Father Story. Sales Results. YTD #’s: Actual vs. Plan BIG (YTD, State, & National) Managing Agents. BIG YTD #’s. BIG State Rankings. BIG National Rankings.
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April 2007 Sales Meeting
Sales Results • YTD #’s: Actual vs. Plan • BIG (YTD, State, & National) • Managing Agents
How to Get Your Life Client Non-Tobacco Preferred Plus Bruce Tolar (Exam One)
How to Make Life Universityin Less Than a Month Warren Barhorst & Devin Wisener
Nationwide Life Video • Instant Issue Life • Deadline extended to mid-May (see handout)
Instant Issue • Real case demonstration
Easy as 1-2-3! • 1.) 60 apps @ 250 each = $6,270 in commissions • 2.) 25 apps @ 500 each = $6,050 in commissions • 3.) 12 apps @ 1,000 each = $6,204 in commissions
OR… • Refer to Sales Idea #16 from the March Sales Meeting, “If I Could Show You a Way…” • $1,000/mo = $6,600 in commissions
Success Story • Dwight Cristal – NY Agent • 149 paid and delivered life policies in 2006 (#2 in the company) • 36 this year through February (#1 in the company). • All sales were made through the use of AppVantage pivoting off of a car quote. • Agent estimates 92% of policies are instant issue; clients walk out of his office with a policy in hand. • Agency has made a practice of offering the insurance with every auto quote using the discount feature (auto w/ life discount) and AppVantage
Great News • The Life University qualification period has been extended into May! • -Term/whole life Life U deadlines: • New business: 5/15 • Electronic Instant Issue: 5/8 • Electronic Apps: 5/10 • Term Conversions: 5/11 • -VUL & UL Life U deadlines: • New business: 5/14 • Term conversions: 5/10 • Face amount increases: 5/14
How Do I Qualify? • Option 1: $14,000 in eligible MDRT qualifiable commissions, with a minimum of $4,500 in life • Option 2: $6,000 in life commissions
Are You Committed? • Commitment letters • I Warren Barhorst commit to paying and delivering $6000.00 in life commissions by the new cutoff date. Warren Barhorst
Information, Motivation, Questions & Answers (about life insurance) Peter Golato & Brad Sorensen
Special Risks Health Warren Barhorst
Remittance Re-cap Lisa Barhorst
SouthPro Restoration Mandy Parks
THE POWER OF How to Conquer the Business World with Kindness NICE Linda Kaplan Thaler and Robin Koval
“Life is not that hard. Try giving a little. You would be surprised at how much you get back.” ~Jay Leno
The Power of Nice • “Nice” has an image problem, but nice is not naïve. It means realizing that being nice and placing other people’s needs on the same level as your own will get you everything you want. • Nice is luckier in love – congenial people have ½ the divorce rate of the general population • Nice makes more money – studies show that there is a direct correlation between employee morale and the bottom line • Nice is healthier – in one study, older Americans who provided support to others had a 60% lower rate of premature death than unhelpful peers • Nice spends less time in court – one study found that doctors who had never been sued spoke to their patients for an average of 3 times longer than physicians who had been sued twice or more
The Power of Nice Principle #1-Positive impressions are like seeds • Positive impressions are like seeds; you plant them and forget about them, but underneath the surface, they’re growing and expanding. • Your positive energy makes an impression on someone else which is imprinted on many other people they meet, and ultimately it finds its way back to you.
The Power of Nice Principle #2-You never know • Never assume that strangers are unimportant because you never know. • Treat everyone as if they are the most important person in the world.
The Power of Nice Principle #3-People change • Just because someone may seem insignificant now, they may be important to you later. • People change…be careful how you treat them.
The Power of Nice Principle #4-Nice must be automatic • Small gestures and actions can have an enormous impact; be nice even when you think it doesn’t matter.
The Power of Nice Principle #5-Negative impressions are like germs • Negative impressions are like germs – you may not see the impact they have on you for a while, but they are there, silently infecting you and everyone around you. • To avoid spreading germs, you must be conscious of your actions at all times; even simple misunderstandings can create negative impressions. • Impressions are in the eye of the beholder and one bad impression can infect everything else you do.
The Power of Nice Principle #6-You will know • Even if no one else sees your rudeness, you will know. • The power of nice is about valuing niceness, in yourself and in others.
“When you truly understand the full power of nice, you realize that by treating others with kindness, respect, and generosity, your actions get paid back in one way or another – with interest.” -Kaplan Thaler & Koval
Bake a Bigger Pie • Life is not a zero-sum game; the best way to succeed is not to take as much as you can for yourself. • Help Other People Get Their Slice • The beauty of helping other people get their piece of the pie is that you often help create a bigger pie in the process (ex. the invention of the waffle cone) • Pool Your Resources • Don’t become so focused on holding on to your resources that you forget how beneficial and profitable pooling your resources can be. By doing so, the sum is typically much greater than the individual parts. • Spread the Wealth • If bats can keep tabs on who is cooperating and who isn’t, you can bet that your friends and co-workers are. • Share the Credit • We all want to be recognized for our achievements, but this is counterproductive; there is no audience b/c everyone is too engrossed in their own drama to worry about you • When you let others share the ownership of an idea, you create a community of people who will help to nurture and grow your ideas into something far greater.
“It is amazing what you can accomplish if you do not care who gets the credit.” ~Harry Truman
Sweeten the Deal • We all respond favorably when kindness is extended to us. In fact, research shows that the happier an employee is, the more productive and creative he/she will be. • Let ‘Em Eat Cake • We often act as if business is complicated, and forget that sometimes a simple inducement or reward can trump the most sophisticated systems (ex. Warren Buffet & Cherry Coke) • Tickle Their Funny Bone • One study found that leaders who wee considered outstanding (based on financial performance and ratings by peers and bosses) tended to make 3 times more witty remarks than executives with averages ratings • Spread the Sugar • “We all have a cup of sugar inside us, so why not dole it out a bit? You’ll find that your supply is replenished many times over.” ~Talmudic scholar
Sweeten the Deal • Flash a Smile • It’s a lot easier to make someone receptive to your ideas if you say it with a smile • Offer a Gift • Gift giving before or after a big purchase will make a customer enjoy the big-ticket item more (ex. some car dealerships give flowers to customers after they purchase a car) • Offer Compliments
Help Your Enemies • Most of the people we consider “enemies” are really just people who wound our egos. • Our culture urges us to pit ourselves against one another, but helping your opponent can be one of the most valuable things you can do for yourself. • When you learn to let go of your pride and stop keeping score, you’ll find that actually you’ll do much better. • Why Cooperation Beats Out The Competition • The Prisoner’s Dilemma • Defecting (looking out only for yourself) only works in the short term • Skate Your Best Program • Do your best and don’t worry about what your competition may be doing; it won’t help you perform any better • When you waste your time fighting with someone, you will begin to lose business because instead of building something up, you are expending your energy tearing something down.
Help Your Enemies • Compliment the Competition • Being “nice” may present the opportunity to capitalize on your competition's strengths (ex. Samsung and Sony). • When you get past the idea that for every winner there is a loser, amazing things can and will happen. • Treat Today’s Adversaries Like Tomorrow’s Allies • In the business world, the term “enemy” does not truly exist; people switch teams all the time. • Make Friends, Before They Can Become Enemies • Bring The Enemy Over to Your Side • By framing a conversation in a certain way, you may be able to not only bring an opponent to your side, but also make them think it was their idea which is the best way to get them to accept it. • Come in Peace • We are an insecure species, therefore you must work a little harder to show people that you are not a threat. • Body language can play a big role here! (ex. sitting next to clients, uncrossing your legs and arms, tilting your head to show interest, etc.)
Tell the Truth • Just as General Dwight D. Eisenhower did in World War II, you can become a great leader, not by being rigid and fearsome, but by being honest and human. • Honesty is essential to success • Often times, we hide the truth because we don’t want to hurt someone’s feelings or because we think it will be easier. However, telling the truth is one of the most direct routes to getting ahead in the world • Hear No Evil, See No Evil • You must be willing to hear the truth from others if you expect to tell the truth • The trouble with telling lies is that once you tell one, you have to tell an even bigger one to cover it up. • Take Down Your Game Face • There’s an idea in business that the best way to conduct yourself is to keep your game face on, but the same person who is good at hiding their emotions is probably also good at deception. Over time, people will begin to realize that you can’t be trusted.
