1. Sales Manager Best Practices / Fishing for Success Wilson S. Adams III Wilson.adams@forethought.com ICCFA WIDE WORLD OF SALES CONFERENCE

2. MR. PRENEED 2

3. YOU MUST HAVE ORGANIZATINAL DISCIPLINE AND IT MUST BE CONSISITENT ! So, where and when does this start ? It must start in the interview process.

4. The Lake is identified now how do I proceed ? WE NOW HAVE SELECTED A CANDIDATE AND THE RELATIONSHIP BEGINS. P ARTNERSHIPMANAGER AND AGENT A CTIVITY THE MANAGER IS THE DRIVER C OMMITMENTMUST BE 110% FROM BOTH PARTIES T RAINING SCHEDULEONE YEAR PLAN 4

5. LOOKING GOOD AND CATCHING FISH !!!!!!! 5

6. I will fish harder than any competitor in the field THE PROMISE My promise to each new agent was this: If you leave us or you leave me, you will never be able to point your finger at me and say, “If you would have supported me more, I would not be leaving” 6

7. Do I rely on the instincts of my own, or do I solicit the help of others? 7 ONE OF THE MOST IMPORTANT PERIODS WITH YOUR NEW AGENT’S, IF NOT THE MOST IMPORTANT. Day One to Day 30 Laying the foundation for success Implementing great work ethic Learning and understanding the new agent Establishing the habits it takes to be successful Confirming the commitment

8. NOW THAT I HAVE RECEIVED HELP, WHERE DO I GO FROM HERE ? Repetition makes for Mastery Have I created an atmosphere that is conducive to being repeated and creating positive results ? Is the Partnership trending forward while activity is increasing ? Is the desire to succeed, as strong as day one ? Are we on to something good for all parties involved ? 8

9. TIME TO SEE WHAT THE SCALE SAYS……….. What does the Scale Say? TIME TO SEE WHAT THE SCALE SAYS……….. REPORTING AND ACCOUNTABILITY  Sales Managers Average age, number of policies, mix of business, sales volume, average funeral value, persistency, average agent commission, number of un-funded contracts, appointments versus sales, preneed average sale for at-need average sale, lead source of all sales. Reports up to Owner monthly.  Agents Number of calls per day, number of contacts per day, number of appointments per day, how many presentations per day, how many contracts per day, total sales dollars, mode of pay for sales, unfunded contracts per day, number of imminent ‘s per day, lead source of all sales. Reports up to Manager weekly. ACCOUNTABILITY Are you agents driving the communication vehicle or are you pulling your hair out on wanting to know what is going on? 9

10. WERE MY EFFORTS REPRESENTABLE IN MY RESULTS ? 10

11. WAS IT A GOOD TOURNAMENT OR A BAD TOURNAMENT…. 11

12. KEEP A DIARY, YOU NEVER KNOW WHEN YOU WILL BE BACK ON THE SAME LAKE. ACTIVITY IS CRUCIAL, ALMOST AS CRUCIAL AS TRACKING IT. THE ABILITY TO TRACK ACTIVITY AND MANAGE FROM IT KEEP A PRENEED PROGRAM FROM THE UPS AND DOWNS. IT STRENGTHENS THE P ARTNERSHIP IT CREATES CONSISTENCY WITH THE A CTIVITY IT VERIFIES THE C OMITTMENT IT ALWAYS PROVIDES A PLATFORM FOR T RAINING 12

13. Do I Practice What Has Been Taught to Me ? What have you done today to be better at preneed than you were yesterday?? Made those calls we spoke of… Listened to the families for clues… Reviewed the files of those that were interested… Followed up with those that funded to ensure they are satisfied… Acknowledged their trust and requested they not keep you a secret… or Have you done none of the above and expect change to take place on its own????? 13

14. IT IS NOT ABOUT WHAT I DO, IT IS REALLY ABOUT WHAT YOU HELP OTHERS DO !!!!!!!!!!!! 14

15. My GRANDSON, does it get better than this ? 15

16. THANK YOU TO THE FUNERAL INDUSTRY!!!!!!!! 16