NEEDS BASED SALES PRESENTATION Branch Managers Meeting Spring 2013

Roll Out Progress  7 branches have received the new Needs Based Sales Presentation.  We will continue to roll out the presentation to branches 3 – 5 branches each month.  During the roll out process, 3 – 5 branches are selected to be rolled out during a given month.  Those branches attend a training seminar in their region  Each branch is then visited weekly by a laptop trainer for 3 consecutive weeks.

Roll Out Process, cont.  This has resulted in 7 successful Branch Rollouts as well as strong and positive feedback and reports from the Branches after the initial roll out.

4 Part Roll Out  New Laptop Presentation  Training System  Field System  Accountability System

New Laptop Presentation  Referral collection is enhanced and increased through the introductory offers portion of the presentation.  Premium size is increased by virtue of the laptop presentation being driven as a “Needs Based Sale”.  Scripts are provided to effectively deliver the presentation.

Training System  A training system for Branches to follow which allows the Branch to hire and effectively train their Agents successfully on the Needs Based Sales Presentation.  The training system includes:  General Training PowerPoint  Laptop On Demand  New Agent Training Schedule  Two weeks of New Agent Classroom Training and Materials  Training Reports  Certification Meeting Checklist

Field System  A key driver to the success of the Needs Based Sales Presentation comes from a solid foundation of activity.  In addition to a new presentation and a solid foundation of fundamental training for new agents, a successful field activity system is incorporated into each Branch.  The field system is partly comprised of:  Agent expectations and accountability for the field.  Call Clinic successful formatting and trackers for accountability in agents.  “4 Quarter” approach to the week Pregame: Monday (call night) Q1: Tuesday Q2: Wednesday Halftime: Thursday (call night) Q3: Friday Q4: Saturday Overtime (when needed): Sunday

Accountability System  Reports and templates are incorporated into each Branch to help install an accountability system from the start of new hire’s career, through call clinic, to daily field work.  Reports:  Weekly Activity Report (WAR report)  Call Night Tracker  Check Systems  “The Talk”  Field Training Report  New Agent Certification Checklist

Call Night Tracker

WAR Report

Feedback from Branch Manager  Mark Woodruff

What Is Qlikview

Why Qlikview

Manage Using Real ACTIONABLE Information 2. Adjust 3. Measure 1. Inspect MEASURE Measure for expected results Identify gaps Execute plan to Improve ADJUST Measure against LNL Avg. and Branch Goals Use of Needs-Based Presentation as intended Focus on Referrals Identify Training & Coaching Needs Closed Loop Accountability INSPECTION (Pareto Rule) ALP PresCnt Leads Abandoned Sales 4. Repeat 15

Management Hierarchy Analysis

Click on a specific name and you will see data for ONLY that Branch, UM, Agent, etc. YOU CAN DRILL FROM TOP TO BOTTOM (BM, UM, AGENT) 17 Why did the agent report not making a sale?

Summary  As you get additional data we will be available for helping you understand and diagnose your Branch information.  Any questions? Thank You