JASON VAN VALKENBURG – PRESIDENT, CONSUMER INSURANCE ADVOCATES SET 4 SUCCESS JASON VAN VALKENBURG – PRESIDENT, CONSUMER INSURANCE ADVOCATES

The great ones’ habits, actions, and behaviors are totally congruent with the size and scope of their ultimate vision. That’s why we call them champions. -The Arbinger Institute

PROSPECTING THE WAY WE DO BUSINESS

WHAT CHALLENGES DO WE FACE? Getting 20-plus appointments set Being on the phone for 8-10 hours straight Setting appointments so far out that people may forget or choose to no-show Not having the patience to run Educational/Traditional appointments Increasing the pressure on ourselves to perform at the end of the week Having to work Saturdays and sometimes even Sundays Having enough self-discipline to set appointments for the following week Losing focus and self-discipline

WHAT IF… Agents could break their calling into sections of the week? Agents would only be on the phone for 2-3 hours max? Agents could run Educational/Traditional appointments and give themselves the opportunity to write multiple apps in a house? Agents had a system that took away pressure instead of creating more? Agents could meet production expectations and never have to work a Friday or Saturday? Agents could set their appointments for next week as a normal part of the system that didn’t require any extra work? Agents had a system that created focus and discipline every day, so that they didn’t have to?

THE SET 4 SUCCESS SYSTEM CHANGING THE WAY WE DO BUSINESS

SET 4 SUCCESS MON TUES WED THUR FRI SAT 4 2** 4 4 1* 4 4 4 4 4 4 4 1* - Production expectations met. 2** - Production expectations not met.

RULES OF THE SYSTEM SETTING YOUR APPOINTMENTS Each day, you must set your 4 appointments for the appropriate day. If you are unable to set your 4 appointments for the appropriate day, then you will be required to move appointments. If production guidelines are not met before Thursday, you will be setting appointments for Saturday. If production guidelines are met before Thursday, you can simply move Friday and Saturday appointments to the next week’s appropriate day. SATURDAY APPOINTMENTS If you did not meet production expectations before Thursday but you met them before Saturday, then you can move your Saturday appointments to the next week’s appropriate day.

HOW WILL SET 4 SUCCESS AFFECT ME??? Smaller appointment-setting goals will benefit veteran agents as well as new agents. Agents are rewarded for truthful reporting. Set 4 Success’ structure is conducive to running Ed/Traditional appointments. No more long call days. Agents have opportunities to make money every day. Agents will always be working ahead. They will only have time to focus on the future. TD/SS appointments will have greater emphasis. Statistically, agents should be closing business every day. Agents will truly get what they choose. Set 4 Success will allow the ASM/USMs to work with the agents on a daily basis and do more ride-alongs. Agents will work in the morning to have the opportunity to write business and make money that afternoon. Easy/Small success in the system=big production=big money for the agent. Agents can still have a week full of appointments and not ever work a Saturday. Set 4 Success gives huge incentives for agents producing throughout the week, not just at the end. Success early in the week gives the agents choices to either have a short week or finish big. Agents will see dramatic improvements in their set-to-kept. Every day is proactive with very little wasted time. There is no way to NOT set 4 appointments in 3 hours. Meeting production guidelines means that you get the “ULTIMATE REWARD!”

THE ULTIMATE REWARD EMERSON SAYS, “CHOOSE YOUR REWARD… DO YOU WANT TIME OFF OR TO MAKE MORE $$$$$?