Recruiting Success: Rapid Delivery through the Power of Partnerships

1. Recruiting Success: Rapid Delivery through the Power of Partnerships Stephen Brotz, CLU, LUTCF Manager Field Technology Guardian Life Insurance Company

2. Project Team • Guardian • Field Partners • Four Agencies • Business • Two people • IT • Three people • EZ-Data • Michael Grubb/Leon Babakhanian • Tony Luong • Morgan Underwood, Dilip Sontakey

3. Where We Came From • SmartOffice Online 2.2 • March 2002 • SmartOffice Online 3.0 • September 2003 • SmartOffice Online 5.1 • ASP version supporting SmartRecruiting • Until March 2007 • Migration to Guardian Current version complete

4. Going In • New Agencies to be enrolled • New management/staff to be enrolled • New Business partners to be enrolled • Training • Online training matched version • Webex solution

5. SmartRecruitingOn Time, On Target Migration Complete March 2007 Wave 2 February 2007 Wave 2 February 2007 Production May 15, 2006 Production May 15, 2006 Migration Start January 2007 Migration Start January 2007 Pilot April 2006 Pilot April 2006 Business Approval January 16, 2006 Business Approval January 16, 2006 Initial Presentation December 14, 2005 Initial Presentation December 14, 2005

6. Pilot - SmartRecruiting • Home Office Defined Process Installed • Five locations • No pilot Agency adopted HO process • Entrepreneurial by nature • Entrepreneurs crave control • Good News • System able to support locally defined process • 1-FR • Tremendous endorsement

7. Implementation Strategy • Based on Business goal • Positive recruiting numbers • Provide organization capability • Reporting capability • Less is more • Most licensees' new to SmartOffice • Restrict choices • Choice is a hallmark of capitalism, and most of us would agree that having too many choices is far better than having no choices. A growing body of research, though, shows Americans have become so besieged by choices that many feel paralyzed and confused*. *Sandra Block, USA TODAY

8. Implementation Strategy • More on “too many choices” • Study involving Columbia University Business School, and Stanford University, demonstrated the downside of excessive choice. • The study showed that when given the option of choosing among smaller and larger assortment, more interest is shown in the larger assortment. • However, when it comes time to pick just one, people are 10 times more likely to take action if they choose among six rather than among 24.

9. Pilot - SmartRecruiting • Pilot Deployment • Occurred due to an “Ah Ha” moment • We made it difficult to love • Feature rich • Confusing • Benefit laden • Difficult to learn • Robust • Slow

10. Pilot - SmartRecruiting • Pilot Deployment • Occurred due to an “Ah Ha” moment

11. All Things Considered Business Approval January 16, 2006 Production May 15, 2006 Migration Complete March 2007 Initial Presentation December 14, 2005 Pilot April 2006 Migration Start January 2007

12. CPC 2006 All Things Considered Recruiting Process Refinement Guardian Project Manager Change EZ-Data SR PM Change September LaserApp Introduced Business Approval January 16, 2006 Production May 15, 2006 Migration Complete March 2007 New Infrastructure Created Initial Presentation December 14, 2005 Pilot April 2006 Migration Start January 2007 EZ-Data PM Change May Lotus Notes Calendar/Contact Sync 5.1 in QA June 22 SmartOffice 5.1 Introduced October 30

13. Activity Management Contact Management Recruit Management Report Management Pieces Everywhere

14. Activity Management Contact Management Recruit Management Report Management Pieces Everywhere

15. Consolidated View Activity Management Contact Management Recruit Management Activity Management Contact Management Recruit Management Report Management Report Management

16. Recruiting Report Capability • Dynamic Reports • 20 in the “Recruitment Tracking” Family • Excel Report • Template based • SHOW THE BENEFIT

17. Age in Stage – By Recruiter

18. Simple to use Powerful Organized Concise Easy to spot trouble areas Drill Down

19. Loss Report

20. Sourcing

21. Not Recruiting Related, But…..

22. Not Recruiting Related, But…..

23. Lessons Learned • Less is more • Flexibility is key • Agencies own the process • 6, 7, or more stages • Terminology • Fact finder • Discovery • CFQ • Declare and Own Status • Potential Candidate = Suspect • Candidate = In process • PreContract = Brokerage contract • Hired/Contracted = FR contract in place

24. Stages Most Important • Declare and Own Status • Potential Candidate = Suspect • Candidate = In Process • PreContract = Brokerage Contract • Hired/Contracted = FR contract in place

25. Lessons Learned • Some required information • Manage deliverables • Projected hire date • Process will be refined • Challenge point • Expect some fall out • Lay the foundation for the next step; • Big Picture • How we will get there • Challenge – Push instead of pull

26. Next Up • Winter Upgrade • Targeted May Live Date • Reviewing Suitability • SmartView For Advisor • Micro Browser • Additional Data Feeds

27. Recruiting Success: Rapid Delivery through the Power of Partnerships Stephen Brotz, CLU, LUTCF Manager Field Technology Guardian Life Insurance Company