A Publication for Colonial Life Sales Professionals Vol 16 • No 2 • March 2010

IMPACTA Publication for Colonial Life Sales Professionals Vol 16 • No 4 • June 2010

IMPACTPut our Benefits Guys on display

Unforgettable FontainebleauTravel + Leisure: “It List”Fodor’s: Hot ListCondé Nast Traveler: Hot List

The elegant Fontainebleau Miami Beach keeps racking up awards and accolades, just like our President’s Club winners. What better setting for our award winners than this award-winning beach resort? Make sure you’re there next year.

2011 President’s ClubMarch 3-5, 2011Fontainebleau Miami Beach

Find out how you can qualify. Log on to coloniallife.com and click on ProducerNet > Incentives & Awards > 2011 President’s Club and Leaders Conference.

Impact is published by Colonial Life & Accident Insurance Company to communicate sales and marketing news and information to the company’s sales organization. The information in this publication is intended for communicating to and educating Colonial Life’s sales organization. Do not give it or show it to prospective insureds, employers of prospective insureds, prospective salespeople or anyone else not employed by or contracted with Colonial Life or any of the Unum business units without written permission from the home office. For inquiries, suggestions or to obtain approval for external use of information from this publication, contact Edwige Lee, Sales Communications, at (800) 438-6423 (option 9, ext. 5341). View online on ProducerNet.

Table of

Health care reform MaterialsUse the health care reform topic sheet and news release customersif they have questions about how health care reform will affect our products and services. Find the topic sheet for Colonial Life and one for Paul Revere in the Proposal Center on ProducerNet. The news release is in the Newsroom on the public web site. Send your questions and comments to us at HealthCareReform@ coloniallife.com.

2Q business processing deadlinesThe Colonial Life quarter ends at 7 p.m. ET Friday, July 2. We guarantee to process your new business for quarter-end if we receive your clean paper business by Friday, June 25, and your clean electronic business by mid-night Wednesday, June 30. New Business will continue to process business until 7 p.m. ET Friday, July 2.

Important dates for July 4 holiday The home office in Columbia, S.C., will be closed Monday, July 5, in observance of the Independence Day holiday.

CompensationDirect deposits will be made a day late on Thursday, July 8, and checks will be mailed on Friday, July 9.Sales ReportingSales and ProducerNet Scorecards for the week ending Saturday, July 3, will be reported a day late on Wednes-day, July 7. Sales and ProducerNet Scorecards for the week ending Saturday, July 10, will be reported as normal on Tuesday, July 13, and will reflect a four-day processing week rather than a normal five-day processing week.

4 Making it count Will you make your play

for success?

5 Open enrollment Protect yourself with

Colonial Life products!

8 Playbook System New Colonial Life sales managers

got an in-depth examination of how the Playbook System can develop and grow their business.

10 Do the research Need a way to position yourself

and Colonial Life as an industry expert or make the case for benefits communication with brokers and decision makers? Look no further than our research white papers.

CONTENTSIN

BrIeF

Find us on Twitter Now you can get important information from Colonial Life sent directly to your cell phone or mobile device. Standard text messaging rates apply. Use the Twitter icon on ProducerNet or the following link to start following the Benefits Guys today:

twitter.com/BenefitsGuys

Benefits Communication & education Program

Show off our new Benefits Guys Web Site 6

ON THE COVER

You’ve heard the old puzzler, “If a tree falls in the forest and no one is there to hear it, does it make a sound?”

You could ask almost the same thing about Colonial Life’s mass of sales training and support materials: if it’s there but you can’t find it easily when you need it, does it help you succeed?

You said no and we listened. So we took a lot of best practices from some of the most successful territory and district managers on our team and put them together with our existing tools and resources to develop the new Playbook System.

The Playbook System doesn’t change the basics of our business. It simply organizes and standardizes them so it’s easier for you to grow and develop

your sales areas. There’s a Playbook for each of the five sales fundamentals critical to our growth:

l Recruitingl Direct prospecting to small businesses

l New manager developmentl Account management

l Broker sales

These aren’t training manuals. They’re procedure manuals that give sales managers the “how to” details for success and take the guesswork out of the sales manager’s

game.

Not a manager? You still win with this system because you can be sure you’re getting the direction and focus from your manager on the processes proven to work in the

field. You’ll be part of a stronger team with clear roles and responsibilities that will help you make the most of your time. You’ll see the results on the scoreboard when you

exceed your sales goals.

The Playbook System is being rolled out across the country now. To learn more, talk to your manager. Or visit ProducerNet and look for The Playbook System link under Featured

Content on the home page, or in the Colonial Life College section.

Whether you’re a rookie on the field or a wily veteran, high performers never stop sharpening their game, and the Playbook System will help you do just that. Are you ready

to make your play?

Making it COuNT

4Tom GilliganSenior Vice President, National Sales

Make Your

Play for Success

5

Productsl Only products available in your state are eligible.l You must still pass the mastery test for the product you wish to

purchase for yourself. l Eligible products are those your customers would normally buy

through payroll deduction, including Disability 1000, Medical BridgeSM 3000, Cancer 1000, Term Life 1000, Universal Life 1000, Whole Life 1000, Accident Care, Accident 1.0, Critical Illness 1.0 and Intensive Care.

l All Colonial Life products may be written without restrictions except for:

Disability under Disability 1000, Accident Care and Accident 1.0 with disability riders are limited to a maximum monthly benefit of $1,000. There is a risk rating of “AA” on Disability 1000.

Medical BridgeSM 3000 is limited to Plan 1 (HSA-compliant plan) in Levels 1-6 ($500-$3,000 in $500 increments) and Plans 2-5 in Levels 1-3 ($500-$1,500 in $500 increments) with standard underwriting.

Applicationsl Use the product application for your state. Call Field Supply at (800)

438-6423, option 5, to order your application. l Underwriting guidelines and product overviews are listed on the

Product pages on ProducerNet. Log on at coloniallife.com.l For more underwriting help, call the Underwriting Department at

(800) 438-6423, option 9, then ext. 6210.l Use IO447821 as the BCN/IPG and C1793181 as the CAN on the

Sales Summary. All roles on the Sales Summary should be the writing-level producer.

l Premiums can be paid by bank draft or on a monthly, quarterly, semi-annual or annual basis. Deduction from commissions isn’t available.

l For new reps, applications must be received during the 45-day period or they will be denied. However, products offered to customers as non-payroll deduction products such as universal life, cancer and intensive care can be purchased at any time (where available). New reps who miss the 45-day deadline can enroll during the open enrollments in January and July.

Protect

with Colonial Life productsyourself

There is no better way to promote Colonial Life products to your customers than by owning them yourself. New reps have 45 days to enroll, even if it’s not within the January and July open enrollment period.

l receive great benefits!

l Own your coverage!

l earn commissions on your enrollment!

6

Benefits Guys web site showcases 1-to-1 benefits counseling

Explaining how effective benefits counseling helps get the most from benefits plans.

Lists the common questions employees ask during 1-to-1 sessions.

Video shows a 1-to-1 benefits counseling session from start to finish.

Why You Want to

Sales Representative Award Winners

77

Use the BenefitsGuys.com web site during your decision-maker presentation, or send prospects and brokers a link to the site and encourage them to visit it.

“I’ve been sending the link out and have gotten very complimentary responses,” says Will Tinson, a District General Agent in Central New Jersey. “The site is well done, and it definitely gives me something to market effectively to my prospects,

clients and brokers. I’ve even added a sentence about the site and a link to it as part of my e-mail signature.” Will’s e-mail signature now reads: Check out BenefitsGuys.com to learn more about Colonial Life’s 1-to-1 benefits counseling.

Remember, the goal is to help brokers, decision makers and even employees become more comfortable with the 1-to-1 benefits counseling session by showing how these sessions can be so effective at educating employees. Our benefits counseling sessions are different, so make sure you know how to position its benefits to decision makers and brokers.

Let’s say you’re talking to a broker and employer about Colonial Life’s value proposition. After you explain how you can help the employer’s business through 1-to-1 benefits counseling and effective benefits communication and education, the employer says, “I’m not so sure about these counseling sessions. What really goes on in them?”

In the past when confronted with a question like this, you’ve had to say, “Well, let me explain it to you. A counseling session goes kind of like this …”

No more! Now you can say, “Let me show you!” And with the click of a mouse, the employer can watch an actual Colonial Life 1-to-1 benefits counseling session and see how effective it really is.

Seeing is believing Help your decision makers and brokers see and believe by sending them to BenefitsGuys.com and BenefitsGuys.com/ny. These new web sites feature you, our Benefits Guys. When they log on, they can:

l Watch a 20-minute demonstration of a benefits counseling session from start to finish. The video is also offered in smaller segments for quick viewing:

✓ Welcome and introduction

✓ Update employee information

✓ Review company-sponsored benefits

✓ Identify benefits gaps

l See the value of the one-to-one benefits counseling session for businesses and their employees.

l Read quotes from real Colonial Life Benefits Guys that tie back to the Benefits Guys Code.

l Look over the common questions employees ask during benefits counseling sessions

l Take the opportunity to schedule a benefits checkup with a benefits counselor.

See for yourselfGo out to BenefitsGuys.com

or BenefitsGuys.com/ny and

explore the marketing web

site yourself. Then start telling

your brokers and decision

makers to visit it, too.

8

test-drive new Playbook System

Attendees at the recent National New Managers School got the first look at the new Playbook System during their visit to the home office in Columbia, S.C. But it was more than a cursory overview. These newest Colonial Life sales managers got an in-depth examination of how the Playbook System can develop and grow their business.

Front, l-r: Connie Carter, DGA – Beaumont, Texas; Ann Reyes, DGA – Austin, Texas; Jodi Reiter, DGA – Iowa Falls, Iowa.

2nd row, l-r: Stacey Ewell, DGA – Lynchburg, Va.; Kathryn Glover, DGA – Pittsburgh; Rita Yunker, DGA – Pittsburgh; Kristie Hammonds, DGA – Portland, Tenn.; Shirley Johnson, DGA – Minneapolis; Rikka Kowalski, DGA – Eustis, Fla.; Lindsey Wood, DGA – Riverside, Calif.; Kelley Weckel, DGA – St. Louis; Sally Phillips, DGA – Richmond, Va.

3rd row, l-r: Jared Wood, DGA – Gadsden, Ala.; Kirk Armstrong, DGA – Kearney, Neb.; Patrick Baker, DGA – Bryan, Texas; Karl Fonda, DGA – Rochester, N.Y.; Issac Sandoval, DGA – Thornton, Colo.; Keegan Smith, DGA – Franklin, Tenn.; James Kelczewski, DGA – West Chester, Ohio; Gerrit Vis, DGA – Rock Valley, Iowa; Brian Summers, TSM – New York City/Long Island; Scott Beer, DGA – Morro Bay, Calif.

Back row, l-r: Mark Deckard, DGA – Cincinnati; Charles Tobias, DGA – Boynton Beach, Fla.; Tim Jarrell; DGA – Greensboro, N.C.; Keith Clowers, DGA – Birmingham, Ala.; Kevin Armstrong, DGA – Grand Island, Neb.; Tom Johnson, DGA – St. Louis; Jeff Woo, DGA – Newport Beach, Calif.; Steve Bringhurst, DGA – Boise, Idaho; William Kezele, DGA – Twin Falls, Idaho; Craig Kitchner, DGA – Albany, New York; Juan Moreno, DGA – Little Egg Harbor, N.J.; David Watson, DGA – Louisville, Ky.; Rob Russell, DGA – Ow-ensboro, Ky.; Mark Roberts, DGA – Columbia, S.C.

Not pictured: Christopher Bland, DGA – Tulsa, Okla.

New Sales Managers

test-drive new Playbook System

9

PLAYBOOKTerritory Manager

Management Development

“This is going to be a tremendous tool,” says, Kirk Armstrong, a District General Agent in Kearney, Neb. “I like the idea of the new Playbooks and where we’re going. We’ll have a culture everybody will want to be a part of.”

The new Playbook System, available for download and print from ProducerNet (look for “The Playbook System” link under “Featured Content” on the home page), brings together the five sales fundamentals critical to our growth: recruiting, direct sales, developing new sales managers, managing existing accounts and broker sales. New managers got a look at all of them, and the excitement about having a consistent business process was contagious. “You can bring in new people and they can all learn the same way and do it the same way out in the field,” says DGA rob russell of Owensboro, Ky. “I think it’s great.”

Mark Deckard, a DGA in Cincinnati, says what he learned will reinvigorate his whole team. “It’s not like we’re not having success. We aced the first quarter, but it pales in comparison with what we can do with the new model. I can’t wait to implement it.”

But it’s not just new managers who can benefit from the new Playbook System, says veteran North Carolina Territory Sales Manager Deb Shull, who introduced part of the system during the class. “Our veteran managers in North Carolina bought into it,” she says. “They quickly realized and saw all the benefits and well-understood there was something in them they were

missing. It’s allowing them to perfect some of their processes or systems they’ve struggled with in the past.”

For more information or questions about training opportunities, talk to your sales manager or e-mail Russ Plyler, Vice President of National Recruiting, Sales Training and Sales Management Development at RCPlyler@coloniallife.com.

researchDo the

Use our white papers to cement relationships with business partners

10

Need a way to position yourself and Colonial Life as an industry expert or make the case for benefits communication with brokers and decision makers? Look no further than our research white papers, which help you show your customers how to be smart with their employees’ benefits. Providing this kind of useful information to customers also helps you offer a timely solution to some of the problems employers and brokers face in today’s economy.

Our four current research papers are available in printer-friendly PDF form on the Colonial Life public web site. You can send current and prospective customers and brokers a link, print a copy to drop off or order professional copies from online ordering.

Public Web Sitel Go to coloniallife.com.

l Click on About on the right side of the page.

l Click on Newsroom at the top of next page.

l Click on the PDF link of the research paper you need.

l Copy the address of the PDF from the address window at the top of the PDF page.

l Paste that address into the body of a new e-mail and send it to a customer.

l Or, click on the Print button at the top of the PDF page to print your own copies to drop off with customers.

Online Orderingl Log on to ProducerNet.

l Click on Manage My Office > Online Ordering > Online Ordering.

l In online ordering, click on Browse Catalog in the upper left corner of the page (make sure Custom Order is your default in the drop-down field to the right of Browse Catalog). Then locate the research paper you need.

The Four Research PapersBenefiting the Bottom Line: How a Strong Benefits Communication and Education Strategy Helps Drive Business — Shows how a strong benefits communication plan can lead to greater employee satisfaction and a stronger bottom line for business. Order NS-10681 ($7.47 color) or NS-10681 BW ($.87 black and white).

A Workforce at risk: How Employers Can Help Employees Strengthen Their Financial Safety Nets — Discusses how companies can use voluntary benefits to help employees better manage their financial risk. Order NS-10832 ($8.53 color) or NS-10832 BW ($.98 black and white).

reinvent the enrollment experience: How to Drive Value for Your Benefits Package — Explains how businesses can use flexible enrollment technology and year-round benefits communication and education strategies to gain a stronger return on their benefits investment. Order NS-10975 ($7.47 color) or NS-10975 BW ($.87 black and white).

Small Business, Big Benefits: How Smaller Employers Can Use Voluntary Benefits to Create a Competitive Advantage — Shows how small businesses can control costs and expand their benefits packages with voluntary benefits to compete with the big guys in the marketplace. Order NS-11150 ($6.42 color or $.76 black and white).

Benefiting the Bottom Line

How a Strong Benefits Communication and

Education Strategy Helps Drive Business

Spring 2009

Benefits at Work Series

A Colonial Life White Paper

Colonial Life products are underwritten by Colonial Life & Accident Insurance Company, for which Colonial Life is the marketing brand.

NS-10832

A Workforce at Risk:

How Employers Can Help Employees

Strengthen Their Financial Safety Nets

Summer 2009

Benefits at Work Series

A Colonial Life White Paper

Reinvent the Enrollment Experience:

How to Drive Value for Your Benefits Package

Fall 2009

Benefits at Work Series

A Colonial Life White Paper

Small Business: Big Benefits How Smaller Employers Can Use

Voluntary Benefits to Create a

Competitive Advantage

April 2010

Benefits at Work Series

A Colonial Life White Paper

11

12/07

When the world thinks of Cozumel, Mexico, it dreams of majestic coral reefs, beautiful beaches, crystal-clear blue waters and tons of fun water sports, such as diving, deep-sea fishing, snorkeling, kayaking and more. Qualify, and you won’t have to dream about Cozumel. You’ll live it.

2011 Leaders ConferenceMarch 5-10, 2011Century cruise shipKey West l Cozumel l Costa Maya l Day at sea

Find out how you can qualify. Log on to coloniallife.com and click on ProducerNet > Incentives & Awards > 2011 President’s Club and Leaders Conference.

Is Calling YouCozumel