liberty national recruiting slids
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TRANSCRIPT
LNL0529 R0609
ARE YOU READY TO GET STARTED?ARE YOU READY TO GET STARTED?
LIBERTY NATIONAL
WANTS YOU ON OUR
MANAGEMENT TEAM!
LIBERTY NATIONAL
WANTS YOU ON OUR
MANAGEMENT TEAM!
$411,939 $297,027 $294,026 $253,250 $251,580
$411,939 $297,027 $294,026 $253,250 $251,580
$231,378 $215,679 $188,805 $183,813 $182,169
$231,378 $215,679 $188,805 $183,813 $182,169
What Would the “Perfect Company”
Have to Offer?
Income OpportunitiesIncome Opportunities
BenefitsBenefits
Financial StrengthFinancial StrengthIntegrityIntegrity
Advancement OpportunitiesAdvancement Opportunities
IncentivesIncentives
TrainingTraining
Flexible MarketsFlexible Markets
Defining Liberty National Defining Liberty National
• Organized in 1900 as a Fraternal Benefit Society
• Incorporated in 1929
• Licensed to operate in 49 states
• Currently has $44.65 Billion of insurance in force (as of 12/08)
• Currently operating more than 170 offices in cities across the nation - and growing!
• Organized in 1900 as a Fraternal Benefit Society
• Incorporated in 1929
• Licensed to operate in 49 states
• Currently has $44.65 Billion of insurance in force (as of 12/08)
• Currently operating more than 170 offices in cities across the nation - and growing!
StabilityStability
Serving America Since 1900
Serving America Since 1900
Torchmark Corporate Profile (TMK – NYSE)Torchmark Corporate Profile (TMK – NYSE)
Company Products Primary Distribution Method
Liberty National Life Insurance Company Birmingham, AL
Individual life and health insuranceMore than 8,500 full-time sales representatives in more than 200 branch offices across the country
United Investors Life Insurance Company Birmingham, AL
Individual life insurance and annuities Independent agents nationwide
Globe Life and Accident Insurance Company
Globe Marketing Services Oklahoma City, OK
Individual life coverage and special senior life coverage
Direct response nationwide
Employee Services Division McKinney, TX
Life and cancer coverage for Federal and state employees
More than 140 agents nationwide
Affiliate CompaniesAffiliate Companies
Corporate Profile
Company Products Primary Distribution Method
American Income Life Insurance Company Waco, TX
Individual whole life and health insurance to union and credit union members
More than 3,600 agents nationwide
United American Insurance Company
Branch Office Division McKinney, TX
Basic and supplemental health care including individual health, individual Medicare Supplement and life insurance
More than 1,600 independent exclusive agents nationwide in more than 80 company-sponsored branch offices
General Agency Division McKinney, TX
Basic and supplemental health care including individual health, individual Medicare Supplement and life insurance
More than 23,600 independent agents in U.S. and Canada
Defining Liberty NationalDefining Liberty National
• A+ (Superior) from A.M. Best Company (as of 6/09).
• AA- “Very Strong” by Standard & Poor’s (as of 12/08).
• A1 by Moody’s (as of 1/09).
• A+ “Strong” Insurer’s Financial Strength Rating from Fitch (as of 6/09).
• A+ (Superior) from A.M. Best Company (as of 6/09).
• AA- “Very Strong” by Standard & Poor’s (as of 12/08).
• A1 by Moody’s (as of 1/09).
• A+ “Strong” Insurer’s Financial Strength Rating from Fitch (as of 6/09).
StabilityStability
Customers expect their insurance company to be there when they need them.
Customers expect their insurance company to be there when they need them.
2008 Liberty National Performance Record*
Total Policies In Force 4,154,825
Total Claim Transactions 180,568
Policies Issued 192,583
Customer Calls Serviced 469,283
Customer Calls Answered (within 20 Seconds) 90%
Turnaround Times (in Calendar Days):
Life Claims 10.43
Health Claims 8.33
All Policies Issued 6.5
* Based on Company statistics.
Defining Liberty NationalDefining Liberty NationalServiceService
BenefitsBenefitsEmployee Benefits (for those who qualify)
• Group Major Medical for you and your family• Retirement plan, entirely non-contributory• 401(K) with 35% match• Disability insurance• Dental insurance• Group life insurance• Vacations• Stock purchase plan through payroll deduction• Cafeteria plan with flexible spending account• Torch Club incentive conventions to exciting locations• Sales incentive trips – sales growth contests• Company-sponsored Lead Program• Intensive training
Employee Benefits (for those who qualify)
• Group Major Medical for you and your family• Retirement plan, entirely non-contributory• 401(K) with 35% match• Disability insurance• Dental insurance• Group life insurance• Vacations• Stock purchase plan through payroll deduction• Cafeteria plan with flexible spending account• Torch Club incentive conventions to exciting locations• Sales incentive trips – sales growth contests• Company-sponsored Lead Program• Intensive training
RetirementRetirement
Defined Contribution Retirement Plan• No employee contributions
• Company makes contributions from profits
• Based on Employee’s age and earnings
• Partially vested after 2 years, fully vested in 6 years
401(K)• Pre-tax basis contributions made by employee
• Company matches 35% (up to 6% of your comp.)
• Diversified group of investment funds
• Match is partially vested after 2 years, fully in 6 years
• Eligible to start after 1 year
Defined Contribution Retirement Plan• No employee contributions
• Company makes contributions from profits
• Based on Employee’s age and earnings
• Partially vested after 2 years, fully vested in 6 years
401(K)• Pre-tax basis contributions made by employee
• Company matches 35% (up to 6% of your comp.)
• Diversified group of investment funds
• Match is partially vested after 2 years, fully in 6 years
• Eligible to start after 1 year
Why Insurance Sales?Why Insurance Sales?
Why would insurance be one of the highest paid sales professions?
Most people would respond …
“Everybody needs it”
Actually, it’s not just because of need.
Why would insurance be one of the highest paid sales professions?
Most people would respond …
“Everybody needs it”
Actually, it’s not just because of need.
Why Insurance Sales?Why Insurance Sales?
The big difference - Residual Income (Renewals)!
• Insurance agents are paid each month from policies sold in the past
In other sales careers -
• Salesperson is only as good as his/her last sale
• To increase income you have to increase the number of units you sell
• At the beginning of each week, month or year, you start over
• What you’ve sold in the past doesn’t matter
• You’re paid only for what you do in the present, but not the past
The big difference - Residual Income (Renewals)!
• Insurance agents are paid each month from policies sold in the past
In other sales careers -
• Salesperson is only as good as his/her last sale
• To increase income you have to increase the number of units you sell
• At the beginning of each week, month or year, you start over
• What you’ve sold in the past doesn’t matter
• You’re paid only for what you do in the present, but not the past
Why Insurance Sales?Why Insurance Sales?
At Liberty National –
• Agents are trained in the field and classroom to help ensure ongoing success
• Earn renewals each month
• Income based on renewing policies sold in the past
• Can earn thousands of dollars each month before other new sales ever occur
• Many professional Agents build a large renewal income working a fraction of the time they did when they first started
At Liberty National –
• Agents are trained in the field and classroom to help ensure ongoing success
• Earn renewals each month
• Income based on renewing policies sold in the past
• Can earn thousands of dollars each month before other new sales ever occur
• Many professional Agents build a large renewal income working a fraction of the time they did when they first started
What is important to you?What is important to you?
OpportunityOpportunity
What is Important to You?What is Important to You?
• Strong Earning Potential
• Financial Stability of Company
• Broad Product Range/Flexible Markets
• Support/Training
• Earn According to Your Efforts
• Benefits/Retirement
• Advancement
• Incentives
• Strong Earning Potential
• Financial Stability of Company
• Broad Product Range/Flexible Markets
• Support/Training
• Earn According to Your Efforts
• Benefits/Retirement
• Advancement
• Incentives
Strong Earning PotentialStrong Earning Potential
Up to $202,150First Year Income
$61,671 Average
Up to $202,150First Year Income
$61,671 Average
*2008 company stats. Average for Agents that complete 12 months with Company.
Leads & MarketingLeads & Marketing
Individual Market• Direct-response Internet Leads • Direct response Mail Leads • Direct-response Telemarketing Leads • New Mortgage and Refinance Leads • Home Office Inquiry Leads• Globe Leads and Lapses• Policyholder Referral Leads• Past Responders
Worksite Marketing• Small Business Lists• Judy Diamond Leads• Dunn & Bradstreet Leads• Telemarketing Leads
*Products and ads may vary by state
Individual Market• Direct-response Internet Leads • Direct response Mail Leads • Direct-response Telemarketing Leads • New Mortgage and Refinance Leads • Home Office Inquiry Leads• Globe Leads and Lapses• Policyholder Referral Leads• Past Responders
Worksite Marketing• Small Business Lists• Judy Diamond Leads• Dunn & Bradstreet Leads• Telemarketing Leads
*Products and ads may vary by state
TrainingTraining
Education Opportunities
• Live, individualized training - both field and classroom
• Internet Training and Testing, 24/7
• Home Office sponsored Training Seminars
• Audio-visual aids
• LUTC studies subsidized by the company
• Sales tracking to lead source
• Management assistance and advice
Education Opportunities
• Live, individualized training - both field and classroom
• Internet Training and Testing, 24/7
• Home Office sponsored Training Seminars
• Audio-visual aids
• LUTC studies subsidized by the company
• Sales tracking to lead source
• Management assistance and advice
What is Important to You?What is Important to You?
• Strong Earning Potential
• Financial Stability of Company
• Broad Product Range/Flexible Markets
• Support/Training
• Earn According to Your Efforts
• Benefits/Retirement
• Advancement
• Incentives
• Strong Earning Potential
• Financial Stability of Company
• Broad Product Range/Flexible Markets
• Support/Training
• Earn According to Your Efforts
• Benefits/Retirement
• Advancement
• Incentives
IF $100,000 PER YEAR JOBS WERE EASY…..IF $100,000 PER YEAR JOBS WERE EASY…..
EVERYBODY WOULD HAVE ONE!
WORK THE BUSINESS MODEL!
EVERYBODY WOULD HAVE ONE!
WORK THE BUSINESS MODEL!
Whole LifeWhole Life
PAY EXAMPLE
• $38 Monthly Premium
• x 722% Commission
• x 444% Bonus – 4th Week
= $443.00 PAY!
PAY EXAMPLE
• $38 Monthly Premium
• x 722% Commission
• x 444% Bonus – 4th Week
= $443.00 PAY!
Assuming $50,000 policy purchased on Bank Budget, Direct Pay, BASED ON MAXIMUM BONUS AND MAXIMUM COMMISSION
Assuming $50,000 policy purchased on Bank Budget, Direct Pay, BASED ON MAXIMUM BONUS AND MAXIMUM COMMISSION
The Business Model That Works!The Business Model That Works!
240 Contacts x 10% = 24 Appointments per Week
5 sales per week x $443 = $2,215
$2,215 x 52 weeks = $115,180
WILL YOU DO WHAT IT TAKES?
240 Contacts x 10% = 24 Appointments per Week
5 sales per week x $443 = $2,215
$2,215 x 52 weeks = $115,180
WILL YOU DO WHAT IT TAKES?
Assuming $50,000 policy purchased on Bank Budget, Direct Pay, BASED ON MAXIMUM BONUS AND MAXIMUM COMMISSION
Assuming $50,000 policy purchased on Bank Budget, Direct Pay, BASED ON MAXIMUM BONUS AND MAXIMUM COMMISSION
Income (Whole Life): 4 apps per weekIncome (Whole Life): 4 apps per week
Monthly Premium per
Sale
1st Year Income Net 4 apps per Week
Production Bonus
Total Income
$27.00 $40,560 $24,96010% / 20% / 30% / 40% $65,520
$50.00 $75,111 $46,22210% / 20% / 30% / 40% $121,333
$72.00 $108,160 $66,56010% / 20% / 30% / 40% $174,720
Strong Earning PotentialStrong Earning Potential
Up to $202,150First Year Income
$61,671 Average
Up to $202,150First Year Income
$61,671 Average
*2008 company stats. Average for Agents that complete 12 months with Company.
ARE YOU READY TO GET STARTED?ARE YOU READY TO GET STARTED?
LIBERTY NATIONAL
WANTS YOU ON OUR
MANAGEMENT TEAM!
LIBERTY NATIONAL
WANTS YOU ON OUR
MANAGEMENT TEAM!
UNIT MANAGERUNIT MANAGER
UNIT MANAGER POSITION IS “THE GROWTH POSITION”
AT LIBERTY NATIONAL!
UNIT MANAGER POSITION IS “THE GROWTH POSITION”
AT LIBERTY NATIONAL!
ASSUME A New AGENT SELLS FIVE $38 POLICIES IN ONE WEEK AND that the agent is at the 40% Bonus Level Weekly (4 weeks in)
ASSUME A New AGENT SELLS FIVE $38 POLICIES IN ONE WEEK AND that the agent is at the 40% Bonus Level Weekly (4 weeks in)
Assuming $50,000 policy purchased on Bank Budget, Direct Pay, BASED ON MAXIMUM BONUS AND MAXIMUM COMMISSION
UNIT MANAGER PAY EXAMPLEUNIT MANAGER PAY EXAMPLE
5 Sales x $38 = $190 divided by .09 (discount factor)
= $2,111 AP sold by that agent this week …
Commission PaymentOverride of 40% for Unit Manager (assuming Agent employed 6 months or less)
$2,111 AP x 40% = $844.40 FROM THAT ONE AGENT
REMEMBER - The Agent was at the 40% Bonus Level … The Agent is paid 40% of the $2,111 or $844.40
5 Sales x $38 = $190 divided by .09 (discount factor)
= $2,111 AP sold by that agent this week …
Commission PaymentOverride of 40% for Unit Manager (assuming Agent employed 6 months or less)
$2,111 AP x 40% = $844.40 FROM THAT ONE AGENT
REMEMBER - The Agent was at the 40% Bonus Level … The Agent is paid 40% of the $2,111 or $844.40
UNIT MANAGER PAY EXAMPLEUNIT MANAGER PAY EXAMPLE
Assuming $50,000 policy purchased on Bank Budget, Direct Pay, BASED ON MAXIMUM BONUS AND MAXIMUM COMMISSION
Bonus PaymentUNIT MANAGER Will Get A WEEKLY PRODUCTION BONUS of 60% (assuming Agent has been contracted 13 weeks or less) of whatever the agents Bonus is.
So …
$844.40 Agent bonus x 60% = $506.64ADDITIONAL PAY!
Bonus PaymentUNIT MANAGER Will Get A WEEKLY PRODUCTION BONUS of 60% (assuming Agent has been contracted 13 weeks or less) of whatever the agents Bonus is.
So …
$844.40 Agent bonus x 60% = $506.64ADDITIONAL PAY!
UNIT MANAGER PAY EXAMPLEUNIT MANAGER PAY EXAMPLE
Assuming $50,000 policy purchased on Bank Budget, Direct Pay, BASED ON MAXIMUM BONUS AND MAXIMUM COMMISSION
1st Pay Method = $844.402nd Pay Method = $506.64
That’s $1,351.04 from 1 Agent this week!!!
But what if you had just 3 agentsproperly working the business model???
UNIT MANAGER PAY EXAMPLEUNIT MANAGER PAY EXAMPLE
3 agents working the business model each week…
3 x $1,351.04 =
$4,053.12
Weekly Earnings Potential!!!!!
3 agents working the business model each week…
3 x $1,351.04 =
$4,053.12
Weekly Earnings Potential!!!!!
UNIT MANAGER PAY EXAMPLEUNIT MANAGER PAY EXAMPLE
What is Important to You?What is Important to You?
• Strong Earning Potential
• Financial Stability of Company
• Broad Product Range/Flexible Markets
• Support/Training
• Earn According to Your Efforts
• Benefits/Retirement
• Advancement
• Incentives
• Strong Earning Potential
• Financial Stability of Company
• Broad Product Range/Flexible Markets
• Support/Training
• Earn According to Your Efforts
• Benefits/Retirement
• Advancement
• Incentives
AdvancementAdvancement
100% MERIT BASED PROMOTIONS THROUGHTHE “PROMOTE PROMOTION” PROGRAM
“A FAST TRACK MANAGEMENT TRAINING PROGRAM”
Agent
Unit Manager
Branch Manager
Regional DirectorVice PresidentPresident
WHERE DO YOU WANT TO BE?
100% MERIT BASED PROMOTIONS THROUGHTHE “PROMOTE PROMOTION” PROGRAM
“A FAST TRACK MANAGEMENT TRAINING PROGRAM”
Agent
Unit Manager
Branch Manager
Regional DirectorVice PresidentPresident
WHERE DO YOU WANT TO BE?
What is Important to You?What is Important to You?
• Strong Earning Potential
• Financial Stability of Company
• Broad Product Range/Flexible Markets
• Support/Training
• Earn According to Your Efforts
• Benefits/Retirement
• Advancement
• Incentives
• Strong Earning Potential
• Financial Stability of Company
• Broad Product Range/Flexible Markets
• Support/Training
• Earn According to Your Efforts
• Benefits/Retirement
• Advancement
• Incentives
DestinationsDestinations
Torch Club Sales Convention
Convention locales have included:
• Atlantis Resort in the Bahamas
• Las Vegas
• Caribbean Cruise
• Miami, FL
• Washington, D.C.
• Puerto Rico
Torch Club Sales Convention
Convention locales have included:
• Atlantis Resort in the Bahamas
• Las Vegas
• Caribbean Cruise
• Miami, FL
• Washington, D.C.
• Puerto Rico
ARE YOU READY TO GET STARTED?ARE YOU READY TO GET STARTED?
LIBERTY NATIONAL
WANTS YOU ON OUR
MANAGEMENT TEAM!
LIBERTY NATIONAL
WANTS YOU ON OUR
MANAGEMENT TEAM!
