1. TMK1536 0510Agent training only. Not for sales use. Worksite Hubert Morrison TMK1536 0510Agent training only. Not for sales use.

2. TMK1536 0510Agent training only. Not for sales use. Worksite Marketing Page

3. TMK1536 0510Agent training only. Not for sales use. Steps to Success

4. TMK1536 0510Agent training only. Not for sales use. Order your supplies Organize your prospect notebook Step 1: Supplies

5. TMK1536 0510Agent training only. Not for sales use. Learn about: Your company Your products Rules concerning worksite cases Step 2: Study

6. TMK1536 0510Agent training only. Not for sales use. Prospect for eligible businesses by: Using Sales Genie Asking Family and Friends Networking Chamber/Professional Organization Events Customers Step 3: Search

7. TMK1536 0510Agent training only. Not for sales use. Complete survey for every business lead Fill in missing info through Phone Calls & Walk ‘N’ Talks, using scripts Step 4: Surveys

8. TMK1536 0510Agent training only. Not for sales use. Your goal is to get an appointment with the person who handles employee benefits Use Phone Call or Walk ‘N’ Talk script to secure appointment Let’s talk about common objections and rebuttals Step 5: Schedule

9. TMK1536 0510Agent training only. Not for sales use. Should always involve a member of management Create your master packet Let’s review the sample presentations Let’s talk about common objections and rebuttals Step 6: Solicit

10. TMK1536 0510Agent training only. Not for sales use. Complete the Electronic Worksite Packet or paper packet (more on this later) Get a copy of the employee roster with hire dates Submit to the Home Office for approval Deliver Employer Implementation Manual Step 7: Secure

11. TMK1536 0510Agent training only. Not for sales use. Prepare for enrollment Communicate with employer and bookkeepper Give away introductory offer first Sell their need and stress the tax savings and convenience of payroll deduction Upload e-apps Step 8: Sign-Up & Sell

12. TMK1536 0510Agent training only. Not for sales use. Meet with the bookkeeper (more in this in a minute) Track policies through underwriting Deliver policies Step 9: Service

13. TMK1536 0510Agent training only. Not for sales use. 1.Meet with the bookkeeper as soon as the employer agrees to establish the program. Review the schedule for the enrollment. Determine when the bookkeeper needs the authorizations so that she can make the first deductions the first week of the deduction month. Required meetings with the bookkeeper

14. TMK1536 0510Agent training only. Not for sales use. 2.Meet with the bookkeeper as soon as the enrollment is concluded. You must make sure that you get the authorizations to the bookkeeper before the date she requested. 3.Call the bookkeeper the week before the deductions are to begin. Verify that she has everything she needs to begin the deductions on time. Required meetings with the bookkeeper

15. TMK1536 0510Agent training only. Not for sales use. 4.Call the bookkeeper the week the deductions are to begin. Verify that the first deductions are starting as scheduled. 5.Meet with the bookkeeper when she receives the first billing. Work side-by-side with her to be sure she understands how to delete terminated employees and remind her when the first premium is due. Required meetings with the bookkeeper

16. TMK1536 0510Agent training only. Not for sales use. 6.Call the bookkeeper to verify that she mailed the first month’s premium on time. 7.Call the bookkeeper each month when she receives the bill. Answer questions and meet with her if required. Required meetings with the bookkeeper

17. TMK1536 0510Agent training only. Not for sales use. Agent Guide

18. TMK1536 0510Agent training only. Not for sales use. Types of cases Qualified benefits for Section 125 Employer and Employee benefits Agent Guide: Introduction

19. TMK1536 0510Agent training only. Not for sales use. Eligible Employees Qualified Employers Approval-Required Industries Ineligible Industries Agent Guide: Approval Guidelines

20. TMK1536 0510Agent training only. Not for sales use. Plan Adoption Agreement Payroll Deduction Agreement Points to Remember Application for Group Term Employee Roster Payroll Deduction Billing Information Sheet Agent Guide: Required Forms Packets

21. TMK1536 0510Agent training only. Not for sales use. I.Enrollment Period Enrollment period varies with number of employees 3 products during initial enrollment Paperwork to be filled out by employee: Summary Plan Description Payroll Deduction Authorization Salary Reduction Form New Business Transmittal Agent Guide: Three Periods of Worksite

22. TMK1536 0510Agent training only. Not for sales use. II. Deduction Period Deductions begin the first pay period of the month following the Enrollment Period Agent Guide: Three Periods of Worksite

23. TMK1536 0510Agent training only. Not for sales use. III. Policy Effective Period Policies have an effective date of the month following the Deduction Period. Coverage begins when the application is signed for the amount we ultimately issue Agent Guide: Three Periods of Worksite

24. TMK1536 0510Agent training only. Not for sales use. Electronic Worksite Packets TMK1536 0510Agent training only. Not for sales use.

25. TMK1536 0510Agent training only. Not for sales use. Advantages Cannot submit with errors Repetitive info prepopulates Enrollment period, effective date, deduction date automatically set Prompts for employee roster Faster Franchise Number Electronic Worksite Packets

26. TMK1536 0510Agent training only. Not for sales use. Advantages Employer can type signature PDF saves to folder w/name of business and date BM does not have to sign, but must send to Home Office from BM email address Electronic Worksite Packets

27. TMK1536 0510Agent training only. Not for sales use. Other Things You Should Know TMK1536 0510Agent training only. Not for sales use.

28. TMK1536 0510Agent training only. Not for sales use. How do you qualify? Payroll Deduction DCN of 10% or less Payroll Deduction QOB of 70% or more Branch Manager must be in place long enough to establish QOB $20,000 or more total submitted AP (all modes) in the period measured Worksite Quality Approved Branches

29. TMK1536 0510Agent training only. Not for sales use. The Home Office monitors cases that are approved but not enrolled Branch Managers receive a warning email each month After 120 days with no applications, the case can be assigned to another Branch Enroll Cases ASAP

30. TMK1536 0510Agent training only. Not for sales use. What are the benefits? Cases approved with as few as 5 eligible employees and 7 policy requirement will not apply Can request a waiting period as short as 3 months in order to “match” the employer’s eligibility period for benefits Worksite Quality Approved Branches

31. TMK1536 0510Agent training only. Not for sales use. Worksite Jason Everett BM 170 Springdale, AR TMK1536 0510Agent training only. Not for sales use.

32. TMK1536 0510Agent training only. Not for sales use. Worksite Tim Aderholdt BM 049 Gainesville, GA TMK1536 0510Agent training only. Not for sales use.

33. TMK1536 0510Agent training only. Not for sales use. What have you put on your To Do List? TMK1536 0410Agent training only. Not for sales use.