1. TMK1536 0910Agent training only. Not for sales use. Time Management TMK1536 0910Agent training only. Not for sales use.

2. TMK1536 0910Agent training only. Not for sales use. Management Fast Start System Winning Game Plan TMK1536 0910Agent training only. Not for sales use.

3. TMK1536 0910Agent training only. Not for sales use. Monday - Get Monday Right! 7:30 - 8:00 a.m.Managers Meeting Meet with UMs (and UMITs when appropriate) - Plan for Monday and Thursday sales meetings 8:00 - 8:30 a.m.Meet and greet sales force 8:30 - 9:15 a.m.Branch Sales Meeting 9:30 - 11:30 a.m.Agent Individual Training & Check-In w/UM Observe, interact and actively coach Agents *Worksite/Medicare Call Clinic Don’t stop until 24 or more Introductory Offer appointments are set. *Bonus earners Branch Manager - Weekly Schedule

4. TMK1536 0910Agent training only. Not for sales use. Monday - Get Monday Right! 11:30 a.m. Go Sell! Send UMs and UMITs into the field with Agents to deliver Introductory Offers and execute the activity and marketing plan 5:00 p.m.Sales Call Clinic 6:00 p.m.Recruiting Call Clinic (for Wednesday session) WAM – Walk Around Management Branch Manager - Weekly Schedule GOAL: Get Mondays Right with early sales success to create momentum and start the week off with a win!

5. TMK1536 0910Agent training only. Not for sales use. Tuesday 7:00 - 8:30 a.m.Recruiting Call Clinic Set recruiting confirmations for Wednesday. 8:30 - 11:30 a.m.*Worksite/Medicare Call Clinic 9:00 a.m. - 4:30 p.m.New Agent Training using PESOS Branch Manager - Weekly Schedule Recruit, Recruit, Recruit

6. TMK1536 0910Agent training only. Not for sales use. Tuesday 9:00 - 12:30 p.m.New Agent Training continued Planning Day’s Overview New Agent Package Prospecting Marketing and Activity Plan Priority Agent List Profitable Work Show them the Money – Compensation Branch Manager - Weekly Schedule

7. TMK1536 0910Agent training only. Not for sales use. Tuesday Day One Training – Fast Start 1:30 - 4:30 p.m.New Agent Training continued Presentation Marketing plan execution using the laptop Product Knowledge Medicare Supplements, Whole Life, Term and Cancer to prepare to sell the first day in the field Preparation “Dialing for Dollars (Sponsors)” phone clinic training Set Goals Branch Manager - Weekly Schedule

8. TMK1536 0910Agent training only. Not for sales use. Tuesday Day One Training – Fast Start 5:00 p.m.Recruiting Call Clinic (for Wednesday session) 6:00 p.m.New Agent Sales Call Clinic Don’t stop until 24 or more Introductory Offer appointments are set Branch Manager - Weekly Schedule

9. TMK1536 0910Agent training only. Not for sales use. Wednesday - Recruit, Recruit, Recruit! 7:00 - 8:30 a.m.Recruiting Call Clinic Set recruiting confirmations for today 8:30 - 11:30 a.m.*Worksite/Medicare Call Clinic 9:30 a.m.*Tuesday Bonus Agent Lead Distribution for Step 1 12:00 noonRecruiting Seminar 334 confirmations will yield 33 people in the recruiting session 12 paid files 4:30 p.m.Thursday Meeting Prep *Bonus earners Branch Manager - Weekly Schedule

10. TMK1536 0910Agent training only. Not for sales use. Thursday 8:30 - 9:15 a.m.Branch Sales Meeting Invite this week’s top recruiting candidates from Wednesday’s recruiting session to the sales meeting 8:30 - 11:30 a.m.Orientation for New Hires 9:30 a.m.*Wednesday Bonus Agents Lead Distribution for Step 1 and Step 2 pairings 1:00 p.m.**Branch Manager In-Field *Bonus earners **Branch Manager In-Field Activities: 1) Worksite Enrollment 2) Close New Worksite Cases 3) Measurable Recruiting Activity w/UM or UMIT Branch Manager - Weekly Schedule

11. TMK1536 0910Agent training only. Not for sales use. Friday - Finish Friday Strong! 7:00 - 8:30 a.m.Recruiting Call Clinic (for next Wednesday) 9:30 a.m.*Thursday Bonus Agent Lead Distribution for Step 1 10:00 a.m.**Branch Manager in Field *Bonus earners **Branch Manager In-Field Activities: 1) Worksite Enrollment 2) Close New Worksite Cases 3) Measurable Recruiting Activity w/UM or UMIT Branch Manager - Weekly Schedule GOAL: Finish Friday Strong with sales success to end the week with a win!

12. TMK1536 0910Agent training only. Not for sales use. Saturday 9:00 - 10:00 a.m.Branch Training — One Product Conduct product training on one product with the goal of introducing an idea that they can take to the field and sell that day. Leads can also be provided as an additional enticement but only if the Agents agree to work the lead that day! 10:00 a.m.Individual Call Clinic Branch Manager - Weekly Schedule

13. TMK1536 0910Agent training only. Not for sales use. Winning Game Plan Unit Managers and Unit Managers in Training TMK1536 0910Agent training only. Not for sales use.

14. TMK1536 0910Agent training only. Not for sales use. Monday - Get Monday Right! 7:30 - 8:00 a.m.Meet with Branch Manager Plan for Monday and Thursday sales meeting Provide Friday recruiting confirmed appts 8:00 - 8:30 a.m.Meet and greet the sales force 8:30 - 9:15 a.m.Branch Sales Meeting UM and UMIT Schedule

15. TMK1536 0910Agent training only. Not for sales use. Monday - Get Monday Right! 9:30 - 11:30 a.m.New Agent Check In with UMIT/UM 11:30 a.m.Go Sell! UMs and UMITs go into the field with Agents to deliver Introductory Offers, execute the activity and marketing plan UM and UMIT Schedule GOAL: Get Mondays Right with early sales success to create momentum and start the week off with a win!

16. TMK1536 0910Agent training only. Not for sales use. Tuesday 7:00 - 8:30 a.m.Set recruiting confirmations for Wednesday 8:30 - 11:30 a.m. Set phone appointments with Agents for Wednesday and Thursday. Don’t stop until 20 or more Introductory Offer appointments are set 1:30 a.m. Go to the field! UM and UMIT Schedule

17. TMK1536 0910Agent training only. Not for sales use. Wednesday - Worksite Wednesday 8:30 - 9:15 a.m.Teach Agents how to pull employers from Surveys and generate worksite activity 10:30 a.m. Go to the Field UM and UMIT Schedule

18. TMK1536 0910Agent training only. Not for sales use. Thursday 8:30 - 9:15 a.m.Branch Sales Meeting Invite this week’s top two management candidates (from Wednesday session) to the sales meeting 10:30 a.m. Go to the Field! UM and UMIT Schedule

19. TMK1536 0910Agent training only. Not for sales use. Friday - Finish Friday Strong! 8:30 - 11:30 a.m.Set phone appointments with Agents for Friday afternoon and Monday Oversee New Agent Prospecting Phone Clinic and Unit Manager Recruiting Phone Clinic Assigned UM Manages Phone Clinic Don’t stop until 20 or more Introductory Offer appointments are set 1:30 p.m.Go into the field with Agents, deliver policies and generate more sponsors to finish the week strong, with a sale UM and UMIT Schedule GOAL: Finish Friday Strong with sales success to end the week with a win!

20. TMK1536 0910Agent training only. Not for sales use. Saturday 9:00 - 10:00 a.m.Branch Training — One Product Conduct product training on one product with the goal of introducing an idea that they can take to the field and sell that day. Leads can also be provided as an additional enticement but only if the Agents agree to work the lead that day! 10:00 a.m.Individual Prospecting & Recruiting Call Clinic UM and UMIT Schedule

21. TMK1536 0910Agent training only. Not for sales use. What have you put on your To Do List? TMK1536 0910Agent training only. Not for sales use.