1. TMK1536 011211Agent training only. Not for sales use. Sponsorships Luke Gilliam & Mike Kunkle TMK1536 BMT4 011211Agent training only. Not for sales use.

2. TMK1536 011211Agent training only. Not for sales use. Recommended Weekly Sales Activity Model 240 Contacts 24 Dropoffs/Appointments 15 Presentations 5 Sales = $2,000 AP per week 300 Sponsorships Activity Management

3. TMK1536 011211Agent training only. Not for sales use. Contact Conversation in person or on the phone where you ask for a dropoff/appointment Activity Management: Definitions

4. TMK1536 011211Agent training only. Not for sales use. Dropoff / Appointment Agreement to meet Activity Management: Definitions

5. TMK1536 011211Agent training only. Not for sales use. Presentations Dropoff/appointment that ends with the Agent asking the customer for a sale Activity Management: Definitions

6. TMK1536 011211Agent training only. Not for sales use. Sales Signed application and agreement to deduct money for the first premium Activity Management: Definitions

7. TMK1536 011211Agent training only. Not for sales use. Sponsorships Name and contact information of a referral to receive an introductory offer (i.e., $3,000 Accidental Death Policy, Child Safe Kit, MedFacts Kit, Memorial Guide) Activity Management: Definitions

8. TMK1536 011211Agent training only. Not for sales use. So how did we arrive at these numbers?

9. TMK1536 011211Agent training only. Not for sales use. How did we arrive at these numbers? 240 10% of contacts turn into dropoffs 24 62.5% dropoffs turn into presentations 15 33% presentations turn into sales 5 Avg. sale $37/month = $411 AP $2,000 AP per week 300 Sponsorships Activity Management

10. TMK1536 011211Agent training only. Not for sales use. “That’s where the money is.” Bank Robber Willie Sutton

11. TMK1536 011211Agent training only. Not for sales use. What will sponsorships do for your income? 240 Sponsorship Contacts 120 50% to dropoffs vs. 10% cold call 76 62.5% dropoffs to presentations 56 75% close rate vs. 33% cold call Avg. sale $37/month = $411 AP Activity Management

12. TMK1536 011211Agent training only. Not for sales use. What will sponsorships do for your income? 56 sales x $22,400 at 50% commission $11,200 in commissions x40% bonus level $8,860 in bonus Activity Management

13. TMK1536 011211Agent training only. Not for sales use. From 56 Sales on 240 Sponsorships $11,200 Commission +$8,860 Bonus $20,060 Total Income When contacts are sponsorships?

14. TMK1536 011211Agent training only. Not for sales use. Recommended Weekly Sales Activity Model 240 Contacts 24 Dropoffs/Appointments 15 Presentations 5 Sales = $2,000 AP per week 300 Sponsorships Activity Management

15. TMK1536 011211Agent training only. Not for sales use. Mondays Week 1: Sponsorships Week 2: Worksite Week 3: Sponsorships Week 4: Worksite

16. TMK1536 011211Agent training only. Not for sales use. Individual Sponsorships Goal: Collect 300+ Sponsorships per team 1. Have all Agents print out their cell phone contact list of names and telephone numbers 2. Have 2-AGENT TEAMS call or see their contacts

17. TMK1536 011211Agent training only. Not for sales use. Individual Sponsorships Script for calling contacts “Liberty National, the company I work with, has authorized me to offer an Accidental Death Policy with a $3,000 benefit to your friends and family. I would like to call them to let them know about this policy so we can deliver it to them on your behalf.”

18. TMK1536 011211Agent training only. Not for sales use. Individual Sponsorships Once 300 sponsorships have been collected, return to the office at 4 p.m. and tally the activity. This is a great opportunity to debrief and discuss best practices. What worked? Conduct a call clinic from 5 to 7 p.m. with the goal of setting 24 dropoffs. Do not set the dropoffs for a specific day or time. The BM or UM will need to help Agent map route before leaving the office to maximize contacts per day.

19. TMK1536 011211Agent training only. Not for sales use. Individual Sponsorships Sponsorship phone numbers must be scrubbed against the Do Not Call List. This is done automatically through the Lead Management System

20. TMK1536 011211Agent training only. Not for sales use. Accessing Your Sponsorships Sponsorships under Laptop Referral Lead: Uploaded by 3:30 p.m., visible by 4 p.m. Uploaded by 7 a.m., visible by 7:30 a.m. Scrubbed against Do Not Call List (In Person)

21. TMK1536 011211Agent training only. Not for sales use. Accessing Your Sponsorships Check individual numbers by clicking ‘Field Inquiry’ on www.libnat.com Agent Services Enter the phone number in the Do Not Call field.

22. TMK1536 011211Agent training only. Not for sales use. Individual Sponsorships Use approved scripts to set dropoff/appointments

23. TMK1536 011211Agent training only. Not for sales use. Individual Sponsorships Individual sales from Sponsorships can help keep Agents on bonus when they don’t have a worksite enrollment

24. TMK1536 011211Agent training only. Not for sales use. What have you put on your To Do List? TMK1536 0410Agent training only. Not for sales use.