Lindsay Becker, VP HCB-Milwaukee What’s Worked in 2017 Lindsay Becker, VP HCB-Milwaukee

Key Accounts Goals for Each Account Institutional Accounts: RW Baird, Wells, US Bank, Stifel P&C Agencies Handful of IBDs & RIAs Goals for Each Account Visit each office annually Keep in touch regularly with branch mangers, office principals & centers of influence at each office Be the resource for all things life, LTC & disability Consistency, Efficiency, Accuracy

What’s Worked When Onboarding Institutional Accounts Top Down Approach (Corporate Influences  Branch Managers  Advisors) Focus on Geographical Areas vs. Focusing on Accounts Approach one city at a time Get to know the city & key advisors/agents in it Don’t Count Any Advisor Out Get to Know Each Institution’s System Well Speak their Language

What’s Worked in Meetings Don’t be afraid to ask for the meeting – even if the advisor is already working with a competitor Know the competition Talk about simple topics & be repetitive Focus on developing a friendly relationship with the advisors and not all about business… I’m relatively unathletic and started to golf which provided common ground with a lot of my advisors Partner with carrier’s where it fits – lunches or dinners Try to follow-up within 24-48 hours with call or e-mail Always do what you say you’re going to do, take good notes

Key Topics Focused On 4 Key Topics: Policy Review Estate Planning LTC Planning Business Owner Planning

HCB Resources – Know Where Strengths are Outside of My Own Work with Tom Ellefson – Advanced Case Design Work with Bob Brookie – Underwriting Work with Chase Allen – Institutions Work with Sally Taddy – Easy Life Work with Bob Finnegan – Trust Review Work with Diedre Skiba – APSs

Materials that Have Worked…

Questions?

The Four Keys to my Success in 2017 Greg Bronico, VP HCB Mid-Atlantic

But first, a look back at 2016 Life Happened… Worst year at HCB ending the year with a deficit Mindset before and after the SKO

So how did things turn around?

Personal Development Massive Action Delegation Referrals

Personal Development – #1 Recharge daily (YouTube, Podcasts, Books, etc) Mental Shift (Should vs. Must) Set goals that will stretch you

Massive Action – #2 Create and implement a plan Have no attachment to the outcome - Just keep moving! Take action immediately after SKO - Create momentum!

Delegation – #3 Evaluate day-to-day activities Let go of control Know and use your team, you can’t do it alone

Referrals– #4 Take on the difficult case Exceptional customer service Ask for them!

Personal Development Massive Action Delegation Referrals

Thank you! Greg Bronico, VP HCB Mid-Atlantic