Needs Based Sales Presentation

1. Needs Based Sales Presentation Branch Managers Meeting Spring 2013

2. Roll Out Progress • 7 branches have received the new Needs Based Sales Presentation. • We will continue to roll out the presentation to branches 3 – 5 branches each month. • During the roll out process, 3 – 5 branches are selected to be rolled out during a given month. • Those branches attend a training seminar in their region • Each branch is then visited weekly by a laptop trainer for 3 consecutive weeks.

3. Roll Out Process, cont. • This has resulted in 7 successful Branch Rollouts as well as strong and positive feedback and reports from the Branches after the initial roll out.

4. 4 Part Roll Out • New Laptop Presentation • Training System • Field System • Accountability System

5. New Laptop Presentation • Referral collection is enhanced and increased through the introductory offers portion of the presentation. • Premium size is increased by virtue of the laptop presentation being driven as a “Needs Based Sale”. • Scripts are provided to effectively deliver the presentation.

6. Training System • A training system for Branches to follow which allows the Branch to hire and effectively train their Agents successfully on the Needs Based Sales Presentation. • The training system includes: • General Training PowerPoint • Laptop On Demand • New Agent Training Schedule • Two weeks of New Agent Classroom Training and Materials • Training Reports • Certification Meeting Checklist

7. Field System • A key driver to the success of the Needs Based Sales Presentation comes from a solid foundation of activity. • In addition to a new presentation and a solid foundation of fundamental training for new agents, a successful field activity system is incorporated into each Branch. • The field system is partly comprised of: • Agent expectations and accountability for the field. • Call Clinic successful formatting and trackers for accountability in agents. • “4 Quarter” approach to the week • Pregame: Monday (call night) • Q1: Tuesday • Q2: Wednesday • Halftime: Thursday (call night) • Q3: Friday • Q4: Saturday • Overtime (when needed): Sunday

8. Accountability System • Reports and templates are incorporated into each Branch to help install an accountability system from the start of new hire’s career, through call clinic, to daily field work. • Reports: • Weekly Activity Report (WAR report) • Call Night Tracker • Check Systems • “The Talk” • Field Training Report • New Agent Certification Checklist

9. Call Night Tracker

10. WAR Report

11. WAR Report

12. Feedback from Branch Manager • Mark Woodruff

13. What Is Qlikview

14. Why Qlikview

15. Manage Using Real ACTIONABLE Information • INSPECTION (Pareto Rule) • ALP • PresCnt • Leads • Abandoned Sales 4. Repeat • ADJUST • Measure against LNL • Avg. and Branch Goals • Use of Needs-Based • Presentation as intended • Focus on Referrals • Identify Training & • Coaching Needs • Closed Loop • Accountability • MEASURE • Measure for expected results • Identify gaps • Execute plan to • Improve

16. Management Hierarchy Analysis

17. Why did the agent report not making a sale? Click on a specific name and you will see data for ONLY that Branch, UM, Agent, etc. YOU CAN DRILL FROM TOP TO BOTTOM (BM, UM, AGENT)

18. Summary • As you get additional data we will be available for helping you understand and diagnose your Branch information. • Any questions? Thank You