june 2017 - united american insurance company
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JUNE 2017
CONTENT SUPERVISORLauren Suarez
CREATIVE LEADJohn Begg
EMAILeditor@torchmarkcorp.com
to update information for Summit or to submit news for the Editor’s page.
HOME OFFICE972-529-5085
GLOBE LIFE OF NEW YORK315-451-7975
(Agent use only) glnyagency@torchmarkcorp.com
AGENT SERVICE CENTER 800-925-7355 or email
agencyservice@torchmarkcorp.com
IGO E-APP® SUPPORT 214-740-2662
WEBSITES unitedamerican.com/logon (for Agents)
unitedamerican.com
office.globelifeofnewyork.com (for Agents) globelifeofnewyork.com
Published regularly by United American Insurance Company and
Globe Life Insurance Company of New York for the dissemination of information
to their Agents.
Prior permission must be obtained from the Home Office for reproduction
or other use of material herein.
ATTEND A TRAINING WEBINAREven if you're an experienced Agent, the webinar is a great tool for refreshing or training new Agents in your downline.
Just dropping a line to express my appreciation for today's Medicare Supplement Training webinar.
As I was watching your webinar I thought to myself - THIS IS A GREAT WEBINAR.
You see, I started selling Medicare Supplements back in 1999 and thought it would have been GREAT to have this kind of QUALITY of training back then.
GREAT JOB, HENRY !!!!!!!!!!
~ Greg Schultz, General Agent
HDF $700 DEDUCTIBLE WAIVERIn an effort to help you write new business and maintain high persistency, new ProCare® HDF Policyholders with a policy effective date of July 1, 2017, and after, will only be required to pay $1,500 of the $2,200 annual deductible amount during the remainder of 2017 before any eligible policy benefits are payable by United American.
REMINDER: The calendar-year deductible is set by the federal government each year and will most likely increase. The full amount of the 2018 deductible will be required beginning January 1, 2018, before eligible policy benefits are payable. The HDF $700 deductible waiver is not applicable to Globe Life Insurance Company of New York policies.
The Roush Fenway Racing Trademarks and Bubba Wallace’s name and/or likeness used by the
authority of Roush Fenway Racing, LLC.
SELLING HDF BEFORE 2020Because Plan F cannot be sold to people who turn 65 starting in 2020, many Agents are worried about Plan F becoming obsolete. However, continuing to sell the HDF plan is still a viable option since the client can convert to a lower cost plan any time without underwriting*. So a Plan HDF can be converted to Plan HDG any time after HDG is available for sale.
*Globe Life of New York is guaranteed issue, therefore no applicable underwriting
GET YOUR MERCHANDISE!Shop for official, Company-branded merchandise such as shirts, caps, and drinkware. It's easy to order and perfect for representing United American when meeting with customers.
Go to the UA General Agency Office website and click on the 'Online Store Shop Now' button. Globe Life of New York Agents go to http://office.globelifeofnewyork.com and click on the 'Online Store Shop Now' button.
WORDS OF WISDOMGet comfortable being
uncomfortable, that's how you break the plateau and
reach the next level.
— Chalene Johnson —
June 20172
M any Agents share the same goal: continue to expand business at a fast and steady pace. They do this by
recruiting more people, and selling more products. Representing a credible Company makes this goal more achievable. With the renaming of First United American to Globe Life Insurance Company of New York, Agents can use the partnership Globe Life And Accident Insurance Company has with Roush Fenway Racing’s No. 6 Ford Mustang driver, Bubba Wallace.
This is a huge opportunity for our New York Agents to enter a growing market. I’m happy Globe Life’s racing partnership is happening now, because a racing theme perfectly illustrates where our minds and hearts should be: always moving forward, at incredible speeds. Plus, it only helps Agents wanting to qualify for Convention in 2018.
Delve into the mind of a stock car driver. Adrenaline pumping, striving for speed, and always with victory in mind. Approach this career with solid determination to come out a winner, and keep moving forward. Because when you don’t stop to let obstacles or deterrents hold you back, you’ll be amazed at how much you can accomplish with your energy set high and moving at top speed.
It might seem like a daunting task – to fully commit to something and to approach it with so much force. After all, success requires a lot of work, a lot of time, and a lot of energy. But when you think about the end result, the choice becomes incredibly clear. I think back on the beginning of my career and wonder how life would be different if I had chosen the easier path. I know full well that making the decision to work tirelessly toward success was absolutely the right one to make. I had the determination,
and I had the racer mentality. Both were essential to bringing me to where I am today.
So when you’re working on increasing your production, have a winner’s outlook. When you’re recruiting, keep victory in mind. And when you’re working on advancing your career and building your leadership skills, think like a champion. There is a lot to be accomplished for those who are intent on winning the race, so set your sight on excelling and never let it waver. Use these partnerships and sponsorships to your advantage when meeting with prospective clients and Agents.
There’s no more time for hesitation, because the race has begun. Get to your top speed and don’t slow down, qualify for Convention and be recognized for your outstanding work. And as always, we’ll be cheering loudly for your victory.
Charles MankamyerPresident of General Agents
WALLACEBUBBATHE
PARTNERSHIP
June 2017 3
WELCOME TOUNITED AMERICANAANSTOOS, MARYABBOTT, WALTERABRAMOVITZ, LEEABRON, CASSANDRAADAMS, GENEADEWUYI, ADEKUNLEAIKEN, BRYANTAKINS, TONYALPINE BROKERAGE
SERVICES, LLCALSTON, COOPERALVAREZ
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WILLIAMBRUNER, PHILIPBRYANT JR., NZBURKE, JOHNBURNS, ADAMBURROW, HILDABUTLER, JOHNBUTTS, JUSTINBY BAPTIST, INC.BYRD, CLYDECAIAZZA, DEBORAHCAMERON, KRISTICAMPANA, MARLENECAMPBELL, HERBERTCAMPOS, ANTONIOCARRANNANTE,
FRANKCARROLL, CHARLESCASH, JOECASTILLO, OSCARCATUREGLI, YVONNECHAFFIN, THOMASCHALEK, MATTHEWCHAN, DAVIDCHANEY, RICKCHAPMAN, DELANECHARDON, JULIOCHITWOOD, CARLA
CHOPAK, JOHNCHOWDHURY, VINCECLANIN, MICHAELCLEVENGER, JERRYCLOUSE, MICHAELCOHAN, TOBYCOHEN, MOTTICOLCLOUGH, LANCECOLLINS, TRAVISCOLORADOHEALTH.
COM, INC.COMER, KENNETHCONLEE, PATRICKCONNELL, JOANCOOK, GERALDCOOPER, SCOTTCOPELAND, CHERYLCORLEW, RONALDCOWAN, GIGICRAFT, PATRICIACREAMER, MARYCRITES, KENNETHCRONIN, PATRICKCRUZ, MIGUELCURNEEN, JOLIECURNEEN, TYDAIL, CRAIGDALY, DONALDDANIEL, CYNTHIADANIELS, LAURADANZER,
CHRISTOPHERDAVIS III, ERNESTDAVIS JR., JOHNDAVIS, CYNTHIADAVIS, WILLIAMDB3 INSURANCE
SERVICES, INC.DE LA CRUZ, MARYDEPROSPERO, DEREKDEROCHE, ERICDEVITO, MICHAELDICKSON, BRANDONDIETZ, GREGORYDOBY-HAMMOND,
NICHOLASDONG, EMILYDUBLIN, TODDDUNCAN, PETEREARNEST, LORENZOEDWARDS, WILLIAMELITE INDEPENDENCE
GROUP, LLCELLERMETS, MARKELLIOTT, KATHLEENEMPLOYERS BENEFIT
SERVICESENGELS, CONSTANCEEPSTEIN, CASSANDRAESTES, LARRYEVANS, ANDREWFAI, PETERFAUNTLEROY, MARTINFERRIS, JUDITHFIELD, JENNIEFIELD, KARENFISCHER, CARLFITTS, DEREKFOLEY JR., LLOYDFONDA, JANFORD, KIMBERLYFRANCIS, JOYCEFRANCIS, ORDENEFRAZIER, AUDREYFUGITT, WILLIAMFUNK, DAVIDFUTRELL, HARRELLGALLOWAY, ASHLEY
GAPONENKO, SERGEIGARCIA, ALLENGERFEN, TOBYGHAMSARI, REZAGIBBONS, RANDIGIGLIO, SANDYGLOVER, GARYGLOWACKI, BRIANGOLDBERG, JOSEPHGOLDIN, EDWARDGONZALEZ, MINERVAGOOCH, JAMESGOOCH, PATRICKGOODIE, SHANNONGRAHAM LIFE
SERVICESGRANT, MARTINGRAVES, CHRISGREENLEE, KARENGRIFFIN, IVANGRIFFIN, ROYGRUNSTRA, PETERGUNNELL, PATRICKGUTMAKHER, LEVHADLEY, QUINNHARDIN, WILLIAMHARMSEN, NICHOLASHARRIS, RONNIEHARRIS, TENNILLEHAZELBAKER,
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MANAGEMENT, LLCJOHNSON, ROBERTJOHNSON, ROBERTJONES, RODNEYJONES-HARPER,
SHERYLJONHENRY, JOSEPHJORDAN, DAVIDKAMBER, SETHKEAYS, JOHNKEENE, SANDRAKERKER, DEBORAHKESINGER, JAYKILE, CYNTHIAKILGORE, WANDAKIRSCHMAN, MICHAELKLAINOS, LILLIANKLOVDAHL, NILSKNIGHTLEY,
MATTHEWKOGEN, MICHAELKROPP, DAVIDKUTELLA, MARYLAING, DAVID
LANDIRES, RONALDLANG, JENNIFERLANIER II, MOULTRIELARIOS, EFRAINLASTER, JOSEPHLAUFFER, MICHAELLDH INSURANCE, LLCLEAL, PABLOLEE, ETRULIALEE, SALAURIELEJEUNE, TINALESLIE, JANETLESLIE, SHERLUFFLEVIN, MICHAELLEVINE, JONLEWIS, JEFFREYLOCKHART, ANGELALOCKWOOD, CARRIELONG, CAROLINLONG, TIMLOVETT, VICTORLUERS JR., GUSLUGO, OSMANYLUGRAND, MICHAELLUMSDEN, ADAMLUNGRIN-HUGHEY,
ANGELLALUPI, GENEMACKEY, JAMESMAGALLANEZ, MARIOMAHJOUBI, FARHADMALDONADO, GEORGEMALONE,
CHRISTOPHERMANIGAULT, LAURAMANNS, MICHAELMARR, PRISCILLAMCCAIN, JUNEMCCAULEY, MATTHEWMCKEE, DAVIDMEDINA, JULIOMELLEY, MATTHEWMENGEL, PAMELAMERVIS, CHARLESMICHAELS, JERRYMIDURA, DANIELMILLIRON, LARRYMITCHELL, LAKENYAMITCHELL, ROBERTMITCHELL, SONIAMIX, PAMELAMONROE, CHARLESMONTELONGO, PEDROMORGAN, EVELYNMORIN, THOMASMOSTAFA, HAGDALAMOXLEY, JEFFREYMURPHY, KEVINMYERS, BRYANNABATMAMA,
JEFFREYNEEL, JERRYNEMETH, FRANKNEURAUTER, WILLIAMNILU, MOHAMMEDNISSEN, WALTERNM INSURANCE
SERVICES, LLCNUNN, ROYNWAFOR, ANIAGUORTIZ, JAMESOTTO, IRISOWEN, DAVIDOZEREKO-
DECOEN, MARYPATEL, KUNJALPATTERSON, BARBARAPEEK, CAROLINEPENA, MICAELA
PEOPLES, DEBRAPERRY, PATRICKPILLING, MARKPOLANSKY, KEVINPORTER, MARCUSPOWERS, GEORGEPROCHAZKA, DAVIDPROVIDENT ONE
FINANCIAL INS SVS, INC.
PUCA, ANTHONYPYATT, LOUQUALIFIED
INSURANCE SERVICES, LLC
QUICK, COURTNEYQUICK, JAMESQUICK, TAMMYRANDALL, JOSHUARAUPP, NORMANRCB INSURANCE
SERVICES, INC.READY, RODNEYREDING, JACKREETZ, MICHAELREILLY, CURTRENFRO, ADAMRHOADES, DONALDRICH, BRUCERIEKER, DUANERILEY, LUTHERRITZ, CARLRIVAS, MARIORIVERS, JOHNRND INSURANCE
MARKETING, INC.ROBERTS & SONS
SENIOR INS AGENCY, LLC
ROBERTS, CHRISTINAROBERTS, JAMESROBINSON, SHARONROBLES, ELSAROBUS, DENNISRUBIN, IRWINRUSSELL, VALNEYRUTLEDGE, MARKSANDERS, RONALDSCHLESNER, DUSTINSCHRENK, ROBERTSCHUETTE, WILLIAMSCHWARTZ, DEBORAHSCHWARTZ, JEFFREYSCIASCIA, SAMSCREDON, RICHARDSELVA, INOCENCIASENIOR HELP &
YOU, LLCSHANSKY, WILLIAMSHAVINSKI, RICHARDSHEEK, ALTONSHIHAR, BARRYSHORT, ROBERTSIGNORINI, WILLIAMSIMMONS, RONDASIMMONS, WILLIAMSINK, SHERRILLSISNEROS, ANTONIOSMITH JR., EDWARDSMITH, CATHYSMITH, JIMMYSMITH, JOELSMITH, ROBERTSOLIZ, MARIASOMERS, ROBERTSOWDEN, ROBSPILLUM, MICHAELSPRONG, TIMOTHYSTAPLES, ANTHONY
STEEVES, WALTERSTEPHENS, BRYANSTEWART, ALONZOSTIEBEN, LEESTONE, DANASTOREY, GEORGESTRANGFELD, ERICSTUTZMAN, JOSIAHSUELL, GARYSUMMERS, CANDACESUMNER, JAYSWAFFAR, DARLENETATE, BARBARATATE, BEVERLYTAUB, DIANATAYLOR, TIMOTHYTEICHER, TIMOTHYTHOMAS, RISHARDTHOMPSON, DAVIDTHURLOW, JAYTOMEI, ROBERTTOTH, GARYTURNER, GODFORDUTAH AVENUE
INSURANCEVACA, MELINDAVAN WINKLE,
JACQUELYNVASQUEZ, TERRYVENEMA, WILLIAMVILLERS, RICHARDVONDERAU, JOHNWALLACE, DAVIDWANZONG, MARLENEWARNER III, RUSSELLWASHINGTON, PAULWASHINGTON,
QUINTONWASHINGTON, VERNISWATSON, TAMMYWEEKS, DAVIDWEIDINGER, MICHAELWELLS, MICHAELWHITE, JUDYWHITEHOUSE, YOELWIDERMAN, RONALDWIENEKE, RICHARDWILLIAMS JR., JOHNWILLIAMS SR.,
KENNETHWILLIAMS, ALICEWILLIAMS,
ANTOINETTEWILLIAMS, CARLWILLIAMS, DIONSHAEWILLIAMS, MARCWILSON, TORYWINSTON, VERNIDAWITT, RANDIWIZMAN, MIRIAMWMARIAM, DANIELWOERNLE, RONALDWONDERS, DIANEWYNN NETWORK &
ASSOCIATESYATES, CHESTERYATESTOWN
VENTURES, LLCYOONAS, ABDULYOUKERS, JACQUELINEZANG, MICHAELZIEREIS, JILLZINN, KAREN
GLOBE LIFE OF NEW YORKAHMED, SALEHAKYAR, HALANDERSON, NATHANARROYO, RAULBOURNE, ESTHERBROWN, NIJILABURCH, JOSEPHCHANDNA, NARINDERCOHEN, STANLEYCRACCO, BENEDETTODITTMAR, DIANNEDOWD, CHRSITOPHERDUBOSE, CALVINEDELSTEIN, FREDENIGBOKAN, STEPHENFAMIGHETTI, ROBERTFARRINGTON,
MICHAELFEINBERG, HARVEYFERNANDEZ, LISAFOGEL, ABRAHAMGAMBLE, JAMESGOLDEN, RICHARDGRANATO, ASHLEYGREAVES, EUSTACEHANSEN, ERICHENSON-KING,
JULIANAJACKSON, DENZILJAMES, HEATHERJARVI, KARENJOHN, ANITAKAMLET, DAVIDKIDALOWSKI,
RAYMONDLAYFIELD, WILLIAMLEE, JACKIELINDEMANN, NEILMALDE, NITINMANDELL, STEPHENMISHRA, RAJMONTERO, ESTEPHANOCASIO, MINERVAPALMERI, ANTHONYSAFIE, MOHAMEDSANTOS, FRANKSCLAVO, PETERSERRANO-
SMITH, JUDYSHEUCHENKO,
NICHOLASSTAGNITTA, VINCENTTHAUL, LAWRENCEUTNICK, WAYNEVINCH, DENISEWATTS, GWENDOLYNWEINSTEIN, JEROMEYABLONSKY, JOELZAPATA, ARELYSZIETEK, MONIKA
June 20174
DEDICATED AND DRIVENBubba Wallace knows it takes a great team, not just an individual, to have success. Think about your contract with United American Insurance Company and/or Globe Life Insurance Company of New York the same way. Your contract gives you the best team around, dedicated to help you come in first place. As an appointed Agent, you have access to a team like UA and/or Globe Life of New York who can help you provide the same opportunity to other Agents, in an effort to grow your Agency. Now is the perfect time to build your team, as we wrap up the first half of 2017 and prepare for the final lap.
Four things our team does to help you build your team:
RECRUITING SUPPORT
If you want to build a team, or already have a team you want to continue to build, you have the right team in place to help you do so. Our Home Office Directors and Recruiters have been in the business for decades are ready to work with you, side-by-side, to help you build your team with quality Agents. You can find all of our direct contact information, and see which Director is in your region on the UA General Agency site under ‘Recruiting and Support’.
RECRUITING TOOLS
We have the resources needed in order to help you build your team. You have access to our recruiting vendors, to help you find new Agents. We can run webinars and seminars specifically for you. We even have it set up where you can get refunded for some of the expenses, depending on the types of recruiting you do (Look to your January 2017 Summit, or contact the Home Office for more details). UA and Globe Life of New York also offer preapproved ads, located on the UA General Agency Office site; you can start using right away to expand your recruiting efforts.
GREATEST RECRUITING HOOK
LEADS! There is no better way to recruit Agents, than to offer leads. If appointing the new Agent direct (not as a True Sub), we can provide the first 100 Turning-65 leads in the area they like to work, along with an ongoing monthly list. We also offer a Lead Contract, as well as a Fast Start Incentive for your newly appointed agents, and ongoing monthly incentives for existing agents.
TRAINING The Agents you contract with UA and/or Globe Life of New York will have the opportunity to participate in all of our free, online training webinars and live seminars we host across the country. They can learn everything from all the basics to more advanced topics from industry experts. You won’t feel alone in helping them get the training and start they need to succeed under your leadership. You can use these trainings, not only for yourself, but with new Agents in your Agency. Having them attend training webinars as part of their onboarding makes it easier on you, and gives them a resource with the information they need to get started.
This year, we kicked it up a notch for New York Agents. Ever heard from a client or a possible Agent, that they’ve never hear of UA and/or Globe Life of New York? Well, surely they’ve heard of NASCAR. And if they’re a fan, they’ve probably seen some of the headlines Bubba Wallace is making. Let’s make sure you capitalize on all the free branding opportunities, contact us for help building your team.
Take advantage of these excellent branding opportunities to do some recruiting to help build your Agency. Our team is here to help bridge any gaps you may have, and to help you have the business you’ve been striving to achieve. It’s the perfect time to start building your Agency, because Life Insurance Awareness Month and the Annual Election Period are right around the corner. Recruiting new Agents now gives them an opportunity to get acclimated to the Company before the biggest selling season of the year. We had a great time at this year’s convention, and we’re excited to see many new faces at Convention 2018 in Quebec, Canada.
From the
DIRECTOR’SCORNER
Danielle KirschnerAssistant Director
June 2017 5
SEVEN STEPS TO SUCCESSSEVEN STEPS TO SELLING SUCCESS:
1. Generating Leads
2. Qualifying Leads
3. Preparing your Presentation
4. Delivering your Presentation
5. Handling Objections
6. Closing the Sale
7. Account Maintenance
STEP 4: DELIVERING YOUR PRESENTATIONYou’re in sales because you’re a good communicator. You thrive on the adrenaline rush when you’re in front of a customer. You enjoy the challenge of gaining new business, and you don’t shy away from the spotlight. Now is your time to shine! Here are some key points to remember when delivering your presentation.
YOUR VOICE Your presentation shouldn’t move at speeds found at Daytona International Speedway, nor at a turtle’s pace. Find a happy medium and speak at a moderate tempo. Talk naturally, as if you were carrying on a conversation with a good friend. If you are covering detailed information with your prospect, slow down and carefully pronounce your words so they clearly hear the material. When giving an overview or discussing an exciting feature, speed up your presentation. Try to match your delivery pace to your prospect too. Consider their age, occupation, and personality type. Once you have set the pace of your speech, keep the prospect engaged by varying the tone of your voice.
BODY LANGUAGE AND HABITS One of the most important things to remember while giving your presentation is how a prospect perceives your body language. Your audience is both hearing and seeing your presentation. Are you sitting up straight indicating confidence, or slouching displaying lack of enthusiasm? Are your arms crossed firmly over your chest making you appear unreceptive, or are they waving through the air making you appear frivolous? Moderate gesturing with your hands is desirable, especially if you are making a point or emphasizing a product feature. Just keep gesturing to a reasonable level and don’t venture into your prospect’s personal space. Allow adequate room between you and your audience.
Professionals make presentations look easy, and those are the kind of Agents customers want working for them. If you are shuffling through paperwork during your presentation, the prospect may assume you aren’t a very organized person, or that you didn’t care enough about them to prepare for their appointment. Don’t jingle loose change in your pocket, and avoid repeatedly clicking the button on your pen. Your personal habits, while not noticeable to you, can be very distracting to a potential customer.
AVOID THE ‘UH’ TRAP “Well, uh, uh, you know, uh.” Avoid the temptation to say ‘uh’ repeatedly during your presentation. If you, uh, slip a few times, it will likely go unnoticed. But, uh, if you are saying ‘uh’ every other word, the prospect might stop listening to your content and start counting the number of times you say ‘uh’. See how distracting that can be? Speakers tend to fall victim to the ‘uh’ trap when pausing, switching topics, or stopping to answer a question. If you pause for a moment, especially after covering a serious part of the presentation, it’s acceptable. You don’t have to, uh, fill the silence.
SHOW ME THE MONEY Many of you probably remember the film Jerry Maguire, in which a sports agent loses all of his clients except one. A valuable lesson in this film: Treat each and every customer as if they are your only one. During your presentation, turn off your cell phone. Show the prospect that they are the most important person to you during that block of time. Their time is precious, and if you don’t maximize the opportunity while you have it, you could be missing out on your next sale.
ON YOUR MARK, GET SET, GO! By incorporating these helpful hints when delivering your presentation, your next sale will be just around the corner.
PRACTICE EXERCISES
1 Run through your presentation one last time. Consciously listen to the tone of your voice. Make mental notes of where you want to raise and lower your voice.
2 Think about your posture. Are you slouching or is your spine straight?
3 Pick up some bottled water and throat lozenges to keep handy during your presentation. Coughing or clearing your throat repeatedly during your presentation can also be very distracting.
June 20176
ww
THE DECISIONRECRUITING BASICS:
You have successfully completed your screening, reflection, and evaluation processes and feel secure that you have found some outstanding talent for your Agency. What’s the final step to making it a permanent arrangement and watching those production dollars grow? The Decision!
CONDUCT A FORMAL REVIEW. If your candidate has successfully completed the tasks you assigned him during the probationary period and indicated the level of competence and maturity you want, it’s time to take the next and final step.
Allow yourself an hour of uninterrupted time with the recruit.
Sit down with your candidate and review his activities during the probationary period. Review mutual concerns as well.
Review with the candidate your original list of expectations for the probationary period, and ask him if he feels he was successful in fulfilling those expectations.
Ask him if there are items he feels should be added or deleted from the original list of expectations and why.
Ask him to assign a grade in reference to his performance of the original tasks assigned to him.
YOU MAY WANT HIM, BUT DOES HE WANT YOU? Is he open and honest in his self-evaluation? Does his perception of his performance coincide with yours? Is he listening sincerely to what you’re telling him?
Let him know how much you appreciate the hard work he has put in during his probationary period.
Acknowledge the areas in which he has done an outstanding job.
Identify the areas that have presented greater challenges for him. Discuss possible solutions for those challenges such as additional training or extended field experience with fellow Agents.
AS IN THE EVALUATION PROCESS, CONSIDER HIS RESPONSE TO YOUR FEEDBACK.The manner in which the recruit responds to your feedback is a good indication of whether he wants to be a permanent part of your Agency. Is he interested, enthusiastic, and energetic? If so ...
OFFER HIM THE POSITION. If he responds positively to what you’ve been saying, make him the offer to join your team. If he says yes, this is a good time to re-evaluate the expectations of his position and delegate some new tasks to him as well. It’s also the time to discuss issues such as compensation more specifically. Depending on your particular Agency, this may also be a good time to discuss his future goals and how they may tie in with the goals of the Agency. Getting him on the ‘same page’ from the beginning, will make his chances for success (and yours) greater.
END THE FORMAL REVIEW WITH A CELEBRATION OF HIS NEW STATUS. Invite other members of your team into the conference room or your office – wherever you conducted the review with the candidate. Let your other team members know that the new recruit is now officially on board and describe for all to hear how he has already become an asset to your Agency. Get everyone off on the right foot, and you’ll all have a brighter, more productive future!
June 2017 7
WALLACEBUBBA
IT'S BETTER WITH
The recent name change of our New York subsidiary to Globe Life Insurance Company of New York opened the door for an exciting new sponsorship. Globe Life And Accident Insurance Company partnered with Roush Fenway Racing to sponsor the NASCAR XFINITY Series No. 6 Ford Mustang driver Bubba Wallace, but what does that mean for you? It means it's time to give it your all when recruiting and selling using #GlobeLifeRacing.
RECRUITINGTalk about an ice breaker ... can you imagine how many new people you'll meet who either love NASCAR or know people they can one day sell to who love NASCAR? You can tell them about the advantages of our sponsorship like the selling power it gives our Agents, the increased media recognition, and it shows new clients Globe Life of New York is a stable and reliable Company. Even if you aren't a NASCAR fan, check out these stats:
Number of NASCAR Fans: 75 MILLIONPercent of fans willing to pay
more to buy a sponsor's product: 66%
Percent of NASCAR fans who could name every sponsor of top 30 ranked cars: 36%
Percent of NASCAR fans who are women: 40%
Source: Statistic Brain Research Institute, 2016
You can tie in the opportunity to join your team with NASCAR by presenting the opportunity of becoming an Agent like becoming a NASCAR driver. On the surface it seems easy, but the more work you put into it the more you see the many intricate details that make the whole race happen.
SELLING TO INDIVIDUALSIt can help to bring up the NASCAR sponsorship when meeting with prospects – just as it helps recruiting Agents, it can help to sell. #GlobeLifeRacing shows prospects we are a reliable and growing Company.
The stats don't lie.
76% of NASCAR fans will consider a brand that's an official NASCAR sponsor
75% would recommend a NASCAR-sponsoring brand
Source: American Marketing Association, July 2016
A great way to get your new clients involved and comfortable with buying Globe Life of New York products is encouraging them to follow our Social Media accounts using #GlobeLifeRacing. They'll have access to exclusive Company updates and they get to be part of the action on race day. Constant updates on Globe Life could lead to more policies staying in force, and it leaves the door open for you to answer questions they may have about exciting things the Company is doing.
June 20178
CONGRATULATIONS TO THESE AGENTS WHO QUALIFIED TO ATTEND
#UACONVENTION2O17
CHICAGO
UN
ITED A M E RI CA
N
Neill Aarons
Vincent Abbatiello
Tim Ahlbum
Jon Ahlbum
Donna Ahlbum
Devin Barta
Bill Borosak, Jr.
Dani Chard
John Clark
Ron Concklin
Jackson Edwards IV
Brian Gilbert
Aaron Gordon
Christopher Graham, CLU
Mark Graham
Catherine Hatton
David Haass
Mark Hargis
James Holmquist
Robert Holzman
Joseph Jaffe
Gary Kempler
Beverly Kingsley
Kip Kirby
Kevin Lawrence
Michael Lemar
Joseph Maisonet
Stephen Maisto
Nicholas Mangini
Rosemary Mangini
Scott Mednick
Xiomara Ottovegio
Vincent Page
Thomas Payant
Arnold Peltz
Eugene Ranney
Glenn Ripoll
Andrea Rodriguez
Lisa Rosati
Kerry Sachs
Richard Sakharoff
Gina Savage
Dexter Saylor
Scott Schwartz
Edward Shackelford
Paul Sheldon, CLU, ChFC
Ray Stevens
Jason Stevens
Karl Washwick
Bryan Wiedersum
Robert Wroblewski
June 2017 9
Eagles Club is an elite group of Agency leaders representing the best of United American and Globe Life of New York.
Through May 2017, these top producing General Agents and Agencies have the highest net combined annualized premium. Agents/Agencies producing $350,000 or more in NAP will qualify for club membership and receive an award at convention; the top 10 will have their photo on the wall at the Home Office.
Through May 2017, these top producing Writing Agents have the highest net combined annualized premium.
2017 EAGLES
PRESIDENT'S CLUB PACESETTERS CLUB
#1
#2
#3
#4
#5
#1
#2
#3
#4
#5
Jon Ahlbum The Ahlbum Insurance
Group, Inc. $2,024,902
Mike Lemar Sunshine State Agency
$892,200
William Borosak Jr. Secure Financial
Group, LLC $667,576
Tim Ahlbum Health Coverage
Solutions $633,753
Donna Ahlbum The Ahlbum Insurance
Agency $567,465
AGENT NAME AGENC YYTD PRODUCTION
1 Kerry Sachs Secure Retirement Solutions, Inc. $407,318
2 Christopher Graham, CLU Graham Financial Group, Inc. $364,656
3 Paul Sheldon, CLU, ChFC Paul Sheldon Insurance & Benefits Planning $339,587
4 John Clark Senior Solutions Insurance Agency $287,798
5 Ron Concklin Rosenberg-Concklin, Inc. $282,328
6 Scott Mednick Professional Insurance Systems of Florida $274,670
7 Lisa Rosati Rosati Insurance Agency $234,677
8 Robert Wroblewski Palm Cove Insurance Solutions $221,122
9 Scott Schwartz Insurance Protection Services $191,918
10 Senior Insurance Marketing, Inc. $191,147
11 Shawn Schroeder Jack Schroeder & Associates, Inc. $166,717
12 James M. Gray, Inc. $162,058
13 Gina Savage Savage Insurance Agency $160,579
14 Vincent Abbatiello Mainstay Retirement Solutions $117,379
15 Jackson Edwards IV Edwards Insurance Agency $100,705
16 Nicholas Mangini Mangini Insurance Agency $99,130
17 Nur Ahmed Ahmed Insurance Agency $97,885
18 Centerstone Insurance & Financial Svcs. $97,841
19 Cesar Chacon The Insurance Hub $96,627
20 Mike Stevens Farm & Ranch Healthcare, Inc. $95,832
21 Joseph Jaffe Jaffe Insurance Concepts, Inc. $93,672
22 American Eagle Consultants, Inc. $92,003
23 Stephen Maisto Senior Health Solutions $91,428
24 Joseph Maisonet Maisonet Insurance Agency $90,347
25 Carmen Rodriguez Landers-Stein & Associates $89,873
26 Elite Insurance Partners, LLC $89,765
27 Albert Valery Valery Insurance Agency $86,820
28 Richard Schwartz Insurance Center of S. Florida $85,028
29 Susan Hirsch Hirsch Insurance Agency $84,257
30 Maria Cancio Cancio Insurance Agency $83,127
AGENT NAMEYTD PRODUCTION
1 Paul Sheldon, CLU, ChFC $339,587
2 Tim Ahlbum $252,091
3 Kerry Sachs $212,339
4 Scott Schwartz $191,918
5 Christopher Graham, CLU $135,959
6 Ray Stevens $135,772
7 Lisa Rosati $120,899
8 Gary Kempler $111,972
9 Jason Stevens $111,575
10 Brian Gilbert $105,314
11 Beverly Kingsley $91,886
12 Neill Aarons $89,264
13 Jon Ahlbum $88,230
14 David Haass $86,861
15 Vincent Abbatiello $80,979
16 Glenn Ripoll $77,111
17 Bryan Wiedersum $74,699
18 Jackson Edwards IV $72,673
19 Christopher Graham $70,975
20 Dani Chard $67,837
21 Robert Holzman $67,796
22 Xiomara Ottovegio $66,290
23 Dextor Saylor $65,362
24 Neil Primack $60,948
25 William Borosak Jr. $60,539
26 Nicholas Mangini $57,622
27 Sydney Hilgendorf $55,411
28 Catherine Hatton $55,200
29 Thomas Payant $53,772
30 Geri Dewalt $53,628
Through May 2017, these top producing General Agents and Agencies have the highest net life annualized premium.
Through May 2017, these top producing Writing Agents have the highest net life annualized premium.
TOP 30 LIFE GENERAL AGENTS
TOP 30 LIFE WRITING AGENTS
Catherine Hatton Long Island Insurance
Solutions $496,654
Ray Stevens Stevens & Associates
Insurance Agency, Inc. $481,308
Devin Barta Barta Insurance Agency
$378,635
Mark Graham AmeriLife $365,388
Edward Shackelford The Assurance
Group, Inc. $261,044
AGENT NAME AGENC Y
1 Mike Stevens Farm & Ranch Healthcare, Inc.
2 Mark Graham AmeriLife
3 Richard Allen Allen Insurance Agency
4 Paul Balep Balep Insurance Agency
5 Donald Saltis Saltis Insurance Agency
6 Donald Howe Howe Insurance Agency
7 Jon Ahlbum The Ahlbum Insurance Group, Inc.
8 Mark Landis Metro Insurance & Financial Services
9 Donna Ahlbum The Ahlbum Insurance Agency
10 Drew Wilder Wilder Insurance Agency
11 Gail Pilotti Pilotti Insurance Agency
12 Actuary Solutions Group
13 Alvin Smith Smith Insurance Agency
14 Catherine Hatton Long Island Insurance Solutions
15 Loren Olguin Olguin Insurance Agency
16 Marsh McAfee McAfee Insurance Agency
17 Scott Mednick Professional Insurance Systems of Florida
18 Mack Daniels Daniels Insurance Agency
19 Willie Jones Jones Insurance Agency
20 Maurice Washington Washington Insurance Agency
21 Dawn Manor Manor Insurance Agency
22 American Eagle Consultants, Inc.
23 Kenneth Clemens Clemens Insurance Agency
24 Raymond Baker Baker Insurance Agency
25 George Hiller Hiller Insurance Agency
26 Francis Hoefer Hoefer Insurance Agency
27 Robert Collins Collins Insurance Agency
28 James Mescall Mescall Insurance Agency
29 Jim Evans Evans Insurance Agency
30 Henry Davis Davis Insurance Agency
AGENT NAME
1 Mark Simpkins
2 Paul Balep
3 Richard Allen
4 Donald Saltis
5 John Muamba
6 Lisa Rosati
7 Rochelle Bryd
8 Drew Wilder
9 Gail Pilotti
10 Marion Bates Jr.
11 Alvin Smith
12 Florence Munene
13 Marsh McAfee
14 Mack Daniels
15 Willie Jones
16 Maurice Washington
17 William Herndon
18 Samantha Clay
19 Loren Olguin
20 William Esters
21 George Hiller
22 Francis Hoefer
23 Douglas McElroy
24 James Mescall
25 Raymond Baker
26 Alan Shuster
27 Jim Evans
28 Everett Dickerson
29 Jean Charles
30 Brett Zernick
June 201710
June 2017 11
#UACONVENTION2018 JULY 10-13, 2O18◆ FAIRMONT LE CHÂTEAU FRONTENAC ◆
CITY
WH
AT Y
OU
NEE
D T
O Q
UA
LIFY
IF
YO
U A
RE
A G
ENER
AL
AG
ENT:
MONTH LIFE ONLY HEALTH ONLY COMBINED
$180,000 NAP $350,000 NAP $350,000 NAP
JAN. $15,000 $29,167 $29,167
FEB. 30,000 58,333 58,333
MAR. 45,000 87,500 87,500
APR. 60,000 116,667 116,667
MAY 75,000 145,833 145,833
JUNE 90,000 175,000 175,000
JULY 105,000 204,167 204,167
AUG. 120,000 233,333 233,333
SEPT. 135,000 262,500 262,500
OCT. 150,000 291,667 291,667
NOV. 165,000 320,833 320,833
DEC. 180,000 350,000 350,000
WH
AT Y
OU
NEE
D T
O Q
UA
LIFY
IF
YO
U A
RE
A W
RIT
ING
AG
ENT:
MONTH LIFE ONLY HEALTH ONLY COMBINED
$100,000 NAP $150,000 NAP $150,000 NAP
JAN. $8,333 $12,500 $12,500
FEB. 16,667 25,000 25,000
MAR. 25,000 37,500 37,500
APR. 33,333 50,000 50,000
MAY 41,667 62,500 62,500
JUNE 50,000 75,000 75,000
JULY 58,333 87,500 87,500
AUG. 66,667 100,000 100,000
SEPT. 75,000 112,500 112,500
OCT. 83,333 125,000 125,000
NOV. 91,667 137,500 137,500
DEC. 100,000 150,000 150,000
Agents who contract after Feb. 1, are prorated for Convention qualification. For example, contract in March and the Agent life/health requirement is 10 months or $125,000 of combined NAP. Minimum NAP for an Agent who contracts in June is six months or $75,000 combined NAP. Agents must be contracted and produce at a six-month minimum
production level to be eligible for Convention. Non-standard (Disability) Medicare Supplement production will not count towards qualification for Convention, Awards or Club honors.Globe Life of New York Agents can only qualify for convention based on health production only.
ARE YOU ON PACE TO JOIN US?
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