2. Producing Agent Growth Agent training only. Not for sales use. Feb17 1,228 Feb24 1,242 Mar2 1,254 Mar9 1,270 Mar16 1,270 Mar23 1,276 Mar30 1,296

3. Submitting Agent Growth Agent training only. Not for sales use. Nov 700 Dec 657 Jan 607 Feb 682 Mar 23 710 Mar 30 716

5. Jeff Miller TMK1536 092910Agent training only. Not for sales use.

6. Branch Growth

7. Ask yourself, “What fundamentals do I need in place, to grow?” Do the Metrics

8. Invest In Your Business Time Training Treasure

9. Recruiting Invest in your business. Simply put, the more people prospecting and selling the more our production and bonuses grow.

10. Systems that work for Branch 178  Have full-time Recruiter and part-time callers.  Use the AUM program and assign resumes to them.  Make it fun and competitive. Run contests. Have pizza, prizes, gas cards, and gift cards.  The recruiting schedule:  Tuesday – Group Career Briefings 10 a.m. and 2 p.m.  Wednesday – Final Interviews.  Thursday – Group Career Briefings 10 a.m. and 2 p.m.  Friday – Final Interviews.  Recruit to new territories that have never been worked.

11. Results More Paid Hires in school! Maintain 25 at all times.

12. Reach The Goal  More Paid Hires turning into Agents.  More Agents turn into AUMs.  Grow producer count = Grow sales!  75% of sales force at Bonus Level

13. Invest In Your Business! Hire, Train, and Hold Close the “Want To” People!

15. Mark Woodruff TMK1536 092910Agent training only. Not for sales use.

17. Sherri Young TMK1536 092910Agent training only. Not for sales use.

19. Council Notes Agent training only. Not for sales use.

20. Agent Bonus / Production Comparison 2010 ProductionBonus Agent #1$413,700$68,800 Agent #2$141,700$51,800 Agent #3$127,300$37,400 2011 ProductionBonus Agent #1$311,000$65,100 Agent #2$129,400$50,100 Agent #3$115,200$38,400

21. Management Bonus Comparison Unit Manager Branch Manager Avg Bonus% ChangeNet Issue Production%Change 2009$351 $84,912,844 2010$397 13.11%$58,952,610-30.60% 2011$488 22.92%$53,185,008-9.80% 2012$514 5.33%$6,145,491-11.10% Avg Bonus% ChangeNet Issue Production%Change 2009$438 $84,912,844 2010$412 -5.94%$58,952,610-30.60% 2011$499 21.12%$53,185,008-9.80% 2012$719 44.09%$6,145,491-11.10%

23. Seven Day Hold: Advance Pay No submit advance pay on May 11 th for business submitted the previous week (week ending May 4 th ) Bonus, renewals and commission account payments will be paid on May 11 th Submit advance pay for the week ending May 4 th will be paid on May 18 th

24. Seven Day Hold: Bond Account Bond deductions were stopped Friday March 30 Week of May 11, the bond account will be paid to anyone with a commission account balance of $1,000 or higher If balance is below $1,000, bond money will be placed in the commission account. Once the bond money brings the commission balance to $1,000, any remaining bond will be paid directly Example: An Agent has $900 in the commission account and $300 in the bond account. $100 would be placed in the commission account to bring that balance to $1,000. The remaining $200 would be paid direct to the Agent.

25. Seven Day Hold: Additional Pay Branch Manager can request additional pay for May 11 based on the Agent’s 4-week direct pay as of April 23. (Home Office will provide the information). If the person receiving the additional pay received bond money during the week, they can only get additional pay for the difference up to the 4-week direct pay average The Agent must have a 4-week direct pay average of $200 or more to receive additional pay Any additional pay requested will be considered a loan and will be deducted from the Agent’s pay over the next 4 weeks

27. Building Middle Management The AUM Program Agent training only. Not for sales use.

28. Old Liberty Leadership Development Model BMBM UMsUMs

29. New Liberty Leadership Development Model BM UMs AUMs

30. What is an AUM Worth?

31. Playbooks Purpose: To create three playbooks that will define best practices at Liberty National Recruiting Playbook For Directors, BMs, UMs, AUMs Training Playbook For BMs, UMs, AUMs Sales Playbook For New Agents

32. Recruiting Playbook: BMs, UMs & AUMs Overview, Expectations, & Schedule Phone Setting & Tie Downs Personal Recruiting RMS Recruiting Candidate Experience 3 Step Process  Executing first interview  Executing the group career briefing  Executing the final interview Pipeline Management New Hire Checklist

33. Training Playbook: BMs, UMs & AUMs Train the Trainer – Executing the Sales Playbook Overview, Expectations & Schedule Compensation – How it Works Individual Business  Prospecting – ADP, Child Safe, Existing Customers  Laptop Sales Presentation  Individual field training Field Training Checklists, Release Meeting Underwriting Quality Business

34. Training Playbook: BMs, UMs & AUMs Train the Trainer – Executing the Sales Playbook Worksite Business  Prospecting  Worksite field training  Revamped Steps to Success Field Training Checklists, Release Meeting Underwriting Quality Business

35. Sales Playbook: New Agents Setting up a successful schedule Activity – How it equates to productivity Individual prospecting Laptop Sales Presentation & scripts Worksite business prospecting Worksite presentations & scripts Revamped Steps to Success Schedule & Release Meeting Underwriting Quality business

36. Career Track Agent training only. Not for sales use.

37. Assistant Unit Manager

38. Unit Manager

39. Branch Manager

40. Lunch Breakout Rooms at 1 p.m. Agent training only. Not for sales use.

42. Child Safe Kits Placing Child Safe Lead Collection Boxes Child Safe Display 1 Tear-off card Endorsement letter from the International Union of Police Associations Ideal locations for box placement Box placement tracking log

43. Child Safe Events Locating events Being prepared Balloons, ribbon and helium tank Shade canopy, folding table and banner Toys and novelties Lead collection boxes and tear-off cards Laminated Child Safe Kit example Pens and small clipboards Make your question count! Staffing your event Post-event lead distribution

44. Lead Lists No contingent beneficiary Children’s Insurance Rider/No life on children Term policies & Term riders Term anniversaries ALX with face value Less than $10,000 (age 60-80) No cancer (age 21-60) Cancer no Hospital Intensive Care