spinnaker · – vivek wadhwa from left: mike majors and kathie jenkins editor gay falkowski...

SPINNAKEROctober 2016

THE CROW’S NEST

Beacon of Light“Recruiting talent is no different than any other challenge a startup faces. It’s all about selling.” – Vivek Wadhwa

From left: Mike Majors and Kathie Jenkins

EDITORGay Falkowski

COPYWRITERLauren Suarez

SR. GRAPHIC DESIGNERCal Slayton

AGENT SERVICES CENTER(800) 759-1917

[email protected]

NEW BUSINESS SUBMISSIONS

[email protected] (888) 367-6213

WEBSITES esdglobe.com

esdglobe.com/agents

Published regularly by the Employee Services Division of

Globe Life And Accident Insurance Company 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.

CODE OF CONDUCT Torchmark and its affiliates are

committed to maintaining a business atmosphere and working environment

based on honesty, fair dealing, and sound business ethics. As an Agent of ESD, periodically review the Company

Code of Conduct and Ethics found on the left side of the home page on the Agent Resources website.

From left: Renee Walker and Stephanie Berg

From left: Tom Hall, Beverly Shea, Chuck Mankamyer, Richard Harker, Mike Majors, Renee Walker, and Garrett Johnson

From left: Kathie Jenkins, Beverly Shea, Stephanie Berg, and Renee Walker

LET’S PLAY BALL!On September 30, Step Up to the Plate contest winners enjoyed a night at Globe Life Park in Arlington in the Torchmark suite. It was a great game! Beverly Shea, Richard Harker, and Garret Johnson joined our Home Office staff – Mike Majors, Chuck Mankamyer, Tom Hall, Kathie Jenkins, Renee Walker, and Stephanie Berg – to cheer as the Rangers beat the Tampa Bay Rays 3-1.

FOURTH QUARTER RECAPSince transitioning to a monthly publication, we have provided numerous tips to help you get your business started, keep it growing, and submit business more efficiently. As we start the fourth quarter, now is a great time to go back and refer to articles for inspiration or to brush up on different techniques. You can access all previous issues of the Spinnaker on the ESD Agent Resources site.

Rereading articles with sales tips, recruiting techniques, and business submission requirements can help further your overall business. By going through old issues of the Spinnaker, you will also have the opportunity to see your production progress to ensure you’re on track for qualifying for Convention.

2 SPINNAKER • October 2016 • Crowd Sail

This is an exciting time to be an ESD Agent. The horizon stretches before you with unlimited opportunity and you have more freedom than ever before to chart your own course. Not only toward Chicago in 2017, but anywhere your vision takes you.

As we set sail into the fourth quarter, it’s critical you take time to plot your course. Look back on your activities and production for the year so far, and evaluate your current progress toward your goals for 2016. No matter whether you’re close to hitting your targets, you’re still a ways off, or you’ve already surpassed your objectives, whatever your vision, you still have time to make it a reality. The opportunity to add Medicare Supplement insurance products to your portfolio is one that can help both you and your clients reach your desired destination. Whether to give yourself or your Agency improved ability to navigate to the sale, we’re here to buoy you up to your goal.

Growing Your Business Beyond the Horizon Globe Life ESD offers you more. More ways for you to take care of your clients’ needs, to have the tools at your disposal to really plumb the depths of how best to service each individual. More ways for you to increase your income, which now includes the chance for residual income, something not available with your ‘Paid Up at 65’ or Cancer policy clients. More reason to stay in contact with your current clients, especially as they age towards Medicare enrollment. Not only because insurance needs change over time, but because even if they don’t yet see the need for Medicare Supplement insurance coverage for themselves, they likely know people who already have that need.

Of course, staying in touch with your clients is crucial for building your own book of business, reevaluating, and supplementing existing coverages. Revisiting your clients reestablishes your relationship and typically uncovers new needs. But you may not have considered that it’s important beyond your own sales production – revisiting can also uncover new leads.

Building Your Ship Into a Fleet New leads means both referrals for individual sales and referrals for recruits. If a client can’t refer you to someone in need of insurance coverage, ask them about children,

relatives, and friends, especially those under 30. Many younger people have the spirit and enthusiasm to succeed, but they lack the ship to sail. If you can’t provide much needed, quality insurance coverage, you can offer a much needed career with a proven Company and quality products.

Globe Life ESD provides more ways for you to offer more. More opportunities for potential recruits to your crew. You can offer them a future book of business beyond ‘Paid Up at 65’ coverage with lifetime residuals. People will always need insurance, and more than 10,000 Americans turn 65 every day. More training, more support, more growth potential. When you appoint to add Medicare Supplement insurance products to your portfolio, you can extend to your recruits the same free sales and product training, Home Office and Agency support, and online resources available to you. Take a look at page six for some of the many ways Globe Life ESD is constantly working to build up you and your crew, and ideas that you can launch in your local area.

So what’s your vision? Are you looking to build your own book of business? Are you looking to build up your crew? Do you want a bigger ship or are you angling to build the biggest fleet? No matter what your goal, Globe Life ESD is here to help support your vision. Keep your eyes fixed on the horizon.

Building Your Vision by Chuck Mankamyer

perspective

Charles Mankamyer President of General Agents

Sources: Limra.com, http://www.limra.com/Posts/PR/News_Releases/2015_Insurance_Barometer_Study_Finds _Americans_Continue_to_Overestimate__Cost_of_Life_Insurance.aspxhttp://www.limra.com/uploadedFiles/limra.com/LIMRA_Root/Posts/PR/_Media/PDFs/2015-LIAM-Fact-Sheet.pdf

3 SPINNAKER • October 2016 • Crowd Sail Crowd Sail • October 2016 • SPINNAKER 3

For every dollar of weekly premium you write during the contest period, you receive cash credit for that exact amount.* At the end of the contest period, your credits are added up and you receive a check from the Company for the total amount of your credits. For example, if you write $100 weekly premium each week for eight weeks, that’s a total of $800 in addition to the commission you’ve already earned on that premium. The more premium you write, the more cash credit you earn!

*To qualify, a minimum of $200.00 in weekly premium must be produced during the contest period.

Note: The cash credit is based on weekly premium written, not annualized premium.

Want to make this year’s gift-giving extra special? We have a great incentive to provide you extra cash for

the holidays and boost your 2016 production!

October 25 - December 12HOLIDAY CASH-FOR-PREMIUM CONTEST


2. DAMONN CATCHINGS - NEW FINANCIAL WORKSITE

SOLUTIONS $190,910

3. DEREK TALLEY $157,846

4. MARK FESLER $153,247

5. AUGUSTEEN COWAN $121,182

6. RICK SHIRLEY $114,467

7. RANDLE KARLI $92,182

1. BEVERLY J. SHEA $300,787

MGA STANDINGS - 2016 NAP - YTD

AGENT STANDINGS - 2016 NAP - YTD

2. CHARLES SCOTT - FCPC $625,979

3. RICHARD HARKER $172,716

1. NICK NICOLLS & DAVID WALKER - GITW INC.

$1,215,148

8. JORDAN B. MOWRY $90,669

9. CHRISTOPHER NICOLLS $89,155

10. BRETT MOWRY $86,537


HOW ESD HELPS YOU BE A BUSINESS BUILDER:We host national recruiting webinars with the focused goal of having every attendee contract with ESD.

We’re able to use this unique forum to present the opportunity, generate enthusiasm, answer questions, and move towards ‘yes’ much more easily than through traditional recruiting methods.

When they contract with us, we place them with a currently appointed MGA or GA. We’re working on the national scene on your behalf!

We contact Agents that are already licensed, but are not yet appointed with ESD.

We tell them about the opportunity and show them the benefits of contracting with us.

We’re having real conversations with real people every day, and we’re able to answer questions and overcome objections in real time.

We reach out to current ESD Agents and ask the question, “Who do you know that is licensed but not appointed with ESD?”

This is something you can join in with us in your local area. Think about your own business network and how you can draw on the relationships you already have in the industry to build your crew.

We look at the people we already have personal relationships with, and we look for the skills we know can make them successful in this business.

Who do you know that already demonstrates skills and

enthusiasm that could launch them into a career with ESD? Think about people you interact with every day – your waitress, your tailor, your bank teller, your daughter’s soccer coach, your son’s science tutor. There are people all around you who are just waiting for you to offer them this opportunity.

We are continuing to create a national reputation and build relationships and alliances with organizations such as Federally Employed Women, APWU, and Blacks in Government.

By connecting with their chapters in different regions, we can further help MGAs build up their team.

Go beyond connecting with your local business organizations. Seek out local chapters of national organizations and see for yourself all the opportunities available for building relationships.

One of the many advantages of contracting with Globe Life’s Employee Services Division is the support we provide Agents wanting to build their business. We are constantly working to expand our nationwide reach and recruit new Agents all while tirelessly supporting our current Agents.

JOIN WITH US – BE A BUILDER!

So now you have a picture of some of the ways we’re working to help you be a builder, and ways you can extend some of our ideas into your local area. But don’t just take our word for how we support you. Listen to what Jim Kragh, one of our top producers, has to say about how ESD helps him Be a Builder:

“ESD provides excellent support from the Home Office to help grow Agents’ businesses by getting Agents licensed and appointed in a timely manner. Beyond the Home Office support, the support I receive from Renee Walker, Director of Agency Relationship and Marketing is priceless. With all the excellent information provided by ESD, you can quickly and easily educate your new Agents in making Globe Life a successful career.”


THE KEY During any given year, your client’s life could drastically change, affecting their insurance coverage needs. Whether it’s a life event, health diagnosis, or if they are aging into Medicare, they will need assistance navigating the complicated world of insurance. The key to reaching out to your clients is to help them make the coverage changes they need before the start of a new year.

COME PREPARED Before you go into a meeting with any client, review their current coverage and try to anticipate alternate needs. For example, if you know they are a new grandparent, be prepared to ask if they would like to provide coverage for their grandchild. Presenting additional information through brochures, flyers, and having applications with you can help your client easily see if they could truly benefit from the policy.

TIME TO REVIEW When meeting with your client, engage them in conversation about family members, health issues, employment statuses, and holiday plans. This will give you a better understanding of how to assist with any necessary coverage changes. Keep in mind, every meeting should consist of two parts. The first part is reviewing the current inforce policies, and the second part is helping maximize their current coverage while keeping it affordable.

Start out by reviewing their policies to ensure they know the scope of their current coverage. At this time, share the growth of the cash values of their life products. Take time to explain how that growth affects them; the more informed you keep your client, the more confident they are in their understanding of their coverage.

After reviewing their current coverage, start presenting ways they can gain additional coverage while retaining affordability. You can do so by either expanding a current policy or providing a supplemental health plan. One way you can expand a current policy is to identify family members who qualify to be insured and do not have coverage with us at this time. Again, showing the client the low cost of adding basic coverage for an additional family member empowers them. Providing a supplemental health policy for the family, such as our Cancer policy, is another option for adding additional coverage. Give examples of how the cash benefit at diagnosis can provide tremendous relief.

After reviewing their coverage and options on how to expand coverage, it’s time to conclude your visit. A great way to say ‘thank you for allowing me to visit with you’ is by offering our Accidental Death Policy at no additional cost, if you haven’t already. By making this coverage available to them, it also opens the door for you to ask for referrals in the area who you could approach and offer this accidental coverage.

The important thing to remember is, as an Agent your mission is to provide the best coverage option to fit the individual needs of each client. In achieving this goal, you’ll find yourself on track to reach the production goal you have set for yourself. Whether that’s surpassing last year’s production or joining the Flagship Club level and attending Convention in 2017, revisiting clients during the fourth quarter can help.

Thomas Hall National Director of Recruiting and Sales

Fourth Quarter Closeout

Now that we’re entering the fourth quarter, most of us look back to see how this year’s gone so far. One aspect many people review is their insurance coverage. By this time, we can see if we need to make any adjustments to our coverage in preparation for the new year. Clients are no different. The fourth quarter has proven to be an outstanding sales opportunity for our Agents’ current and former clients, which means now’s the time to set up an appointment.

This is the best time to set up appointments with your current and former clients to conduct a policy and coverage review. Not only does this allow you to provide customer service by making coverage changes as needed, but the appointment could also open the door for you to make additional sales. Meeting with your clients before the end of the year can reaffirm their confidence in you and help your client take control of their insurance.


WH

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MONTH $70,000 NAP

JAN. $5,833

FEB. $11,667

MAR. $17,500

APR. $23,333

MAY $29,167

JUNE $35,000

JULY $40,833

AUG. $46,667

SEPT. $52,500

OCT. $58,333

NOV. $64,167

DEC. $70,000

ARE YOU ON PACE TO JOIN US?

INTERCONTINENTAL CHICAGO MAGNIFICENT MILE

#ESDCONVENTION2017 JUNE 27-30, 2O17

WH

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LIFY

IF Y

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MA

STER

GEN

ERA

L A

GEN

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MONTH $175,000 NAP

JAN. $14,583

FEB. $29,167

MAR. $43,750

APR. $58,333

MAY $72,917

JUNE $87,500

JULY $102,083

AUG. $116,667

SEPT. $131,250

OCT. $145,833

NOV. $160,417

DEC. $175,000

spinnaker · – vivek wadhwa from left: mike majors and kathie jenkins editor gay falkowski...

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