april 2007 sales meeting. thank you to bruce tolar & for providing breakfast!
TRANSCRIPT
April 2007
Sales Meeting
THANK YOU to
Bruce Tolar &
for providing breakfast!
Sales Results
• YTD #’s: Actual vs. Plan– BIG (YTD, State, & National)– Managing Agents
BIG YTD #’s
BIG DWP YTD
$5,078,602
$580,645$401,881
$30,000
$3,293,069
$507,461$110,827
$677,419
$489,826
$2,822,631
$434,967$94,995
$419,851
$3,933,238
$1,734,420
$637,364
$1,345,753
$4,149,418
$0
$1,000,000
$2,000,000
$3,000,000
$4,000,000
$5,000,000
$6,000,000
PL DWP53% / 61%
Comm DWP79% / 92%
Life 27% /32%
Brokered94% / 110%
Financial275%
TotalPremium82% /
105.5%
2007Goal
2007Seas
2007YTD
BIG Units YTD
3078
1946
215 123
741
6103
2638.5
1668
184.5 105.75
635.5
5232
2026
1130
168 40
955
4319
0
1000
2000
3000
4000
5000
6000
7000
Auto Units65% / 77%
Fire Units58% / 68%
Comm Units78% / 91%
Life Units33% / 38%
Brokered128%
Total Units71% / 83%
2007Goal
2007Seas
2007YTD
33 Million
$9,625,000
$8,250,000
$7,060,000
$0
$2,000,000
$4,000,000
$6,000,000
$8,000,000
$10,000,000
$12,000,000
Total DWP 73% / 86%
2007Goal
2007Seas
2007YTD
BIG State Rankings
Source: Dashboard Weekly Sales Results (ME)
FEB YTD FEB YTD
1 Warren Barhorst Spellman 242 410 26 Karen Coady Spellman 33 17 2 Houston Copeland Scott 183 407 27 David Dollar Lacombe 31 55 3 Scott Reddoch Austin 159 282 28 James Mahan Gillespie 28 61 4 Nathan Dagley Spellman 127 208 29 Donald Murphy Lacombe 28 55 5 Cyndra Lingberg Perret 93 149 30 Don Hughes Gillespie 28 15 6 Garland Hart Romaguera 73 93 31 Jared Rosckes Austin 27 33 7 Dan Noltensmeyer Spellman 63 193 32 Paula Ratliff Knudsen 25 54 8 Diana Dominguez Scott 55 85 33 Kenneth Henry Wilson 24 45 9 Lee Do Pierre 51 122 34 Nathan Kurtin Spellman 22 58
10 Leslie Liere Gillespie 51 56 35 Cynthia Miller Gillespie 22 4 11 Rebecca Harding Knudsen 50 35 36 Charles Mayfield Spellman 21 40 12 Victor Nevarez Scott 43 86 37 Todd Spaide Dickenson 21 19 13 Marcos Pinon Scott 42 96 38 Rick Hernandez Scott 20 73 14 Luis Aguirre Gillespie 42 63 39 Al Mauceri Perret 19 24 15 Tony May Spellman 42 51 40 Adrian Reyes Romero 17 43 16 Ron White Austin 42 39 41 Felix Chavez Gillespie 17 1 17 Doug Grimes Knudsen 42 30 42 Carl Strohl Romero 16 50 18 Adam Miller Wilson 41 90 43 Josh Lewis Gillespie 16 27 19 Tracy Hester Wilson 41 78 44 Pat Pantusa Gillespie 16 25 20 Joe Cook Spellman 41 14 45 Brian McLoughlin Gillespie 16 20 21 Kathye Carpenter Romaguera 40 53 46 Thom Polvogt Spellman 14 29 22 Marcello Campon Austin 39 50 47 C Westmoreland Romaguera 14 18 23 Gary Pollard Romaguera 36 85 48 Joseph Chen Spellman 13 43 24 Damon Crossland Scott 36 44 49 Dennis Carmen Scott 13 42 25 William Barefield Pierre 34 26 50 Kim Ekrut Scott 13 28
3-Co Auto - Net Gain / LossFebruary 2007
Texas Top 50
Source: Dashboard Weekly Sales Results (ME) - includes Victoria
FEB YTD FEB YTD
1 Warren Barhorst Spellman 49 101 26 Ron White Austin 15 36 2 Doug Grimes Knudsen 44 88 27 Wade Hunt Austin 15 33 3 Cynthia Miller Gillespie 39 97 28 Jeff Hunt Austin 15 27 4 Thom Polvogt Spellman 38 76 29 Chris Batten Romaguera 15 27 5 Gary Pollard Romaguera 38 70 30 Brian McLoughlin Gillespie 15 24 6 Don Hughes Gillespie 35 69 31 Karen Coady Spellman 14 30 7 Rick Hernandez Scott 30 59 32 John Franz Knudsen 14 27 8 Houston Copeland Scott 27 50 33 Damon Crossland Scott 14 25 9 Tommy Wright Pierre 24 40 34 Eddie Henry Spellman 13 37
10 Leslie Liere Gillespie 23 73 35 Joseph Chen Spellman 13 26 11 Kim Rayburn Austin 22 55 36 Jay Harris Spellman 13 26 12 Pat Pantusa Gillespie 22 33 37 Gail Douglas Austin 13 18 13 Sherry Fowler Gillespie 22 32 38 William Barefield Pierre 12 29 14 Joe Cook Spellman 21 33 39 Dennis Pfaltzgraff Gillespie 12 27 15 Diana Dominguez Scott 20 35 40 Stan Luckie Knudsen 12 24 16 Dan Noltensmeyer Spellman 20 33 41 Jim Murray Spellman 12 21 17 Josh Lewis Gillespie 20 33 42 David King Austin 12 21 18 Frank Fite Pierre 19 37 43 Sherron Pyle Knudsen 12 19 19 Nathan Dagley Spellman 19 34 44 D J Bakhshodeh Austin 11 31 20 John Bellamy Gillespie 18 27 45 C Westmoreland Romaguera 11 22 21 Dina King Knudsen 17 37 46 Garland Hart Romaguera 11 20 22 Dale Cannon Romaguera 17 31 47 Adrian Reyes Romero 11 19 23 Stacy Rake Knudsen 16 26 48 Ralph Beal Perret 11 13 24 Becky Schulze Romero 16 23 49 Rebecca Harding Knudsen 10 24 25 Sheri Smyth Gillespie 16 23 50 OPEN - Tyler Knudsen 10 23
February 2007Specialty Auto - New Vehicles
Texas Top 50
Source: Dashboard Weekly Sales Results (ME) - includes HO, Tenant, Condo, Dwelling, IM, Boats
FEB YTD FEB YTD
1 Warren Barhorst Spellman 172 381 26 Tim Tanner Wilson 19 43 2 Leslie Liere Gillespie 89 150 27 Donald Murphy Lacombe 19 40 3 Nathan Dagley Spellman 74 112 28 C Westmoreland Romaguera 19 36 4 Thom Polvogt Spellman 65 97 29 Garland Hart Romaguera 18 44 5 Houston Copeland Scott 60 119 30 Gary Pollard Romaguera 18 28 6 Tracy Hester Wilson 49 88 31 Sandy Garza Gillespie 18 7 7 Tony May Spellman 36 65 32 Mark Boles Spellman 15 19 8 Nathan Kurtin Spellman 33 57 33 Kenneth Henry Wilson 14 39 9 Dan Noltensmeyer Spellman 29 72 34 Michael Lezam McKirahan 14 20
10 Wade Hunt Austin 29 26 35 Shannon Moneymaker Perret 13 27 11 Joe Cook Spellman 27 35 36 Tommy Wright Pierre 13 25 12 Jay Harris Spellman 27 33 37 Bing Bingham Knudsen 13 24 13 Kathye Carpenter Romaguera 26 38 38 Cyndra Lingberg Perret 12 16 14 Dan Liberatore Gillespie 26 16 39 Rick Hernandez Scott 12 14 15 Sue Harris Spellman 25 36 40 Cynthia Miller Gillespie 12 7 16 Doug Grimes Knudsen 25 19 41 Adam Miller Wilson 11 47 17 Ron White Austin 24 32 42 Joseph Chen Spellman 11 30 18 Dennis Carmen Scott 22 60 43 Lee Do Pierre 11 26 19 Larry Jones Romaguera 22 56 44 Scott Reddoch Austin 11 21 20 Ed Vitale Wilson 22 50 45 Larry Haas Spellman 11 14 21 Glenn Tomblin Romaguera 22 28 46 Mellisa Ray Romaguera 11 13 22 David Dollar Lacombe 21 73 47 Sherry Fowler Gillespie 11 8 23 Todd Spaide Dickenson 20 42 48 Brad Tomlinson Pierre 10 21 24 Karen Coady Spellman 20 25 49 Al Mauceri Perret 10 18 25 Charles Mayfield Spellman 20 21 50 Adrian Reyes Romero 10 12
February 2007Fire - Net Gain / Loss
Texas Top 50
Source: Dashboard Weekly Sales Results (ME) - includes Farmland, Allied (ACP) and Victoria
FEB YTD FEB YTD
1 Ralph Beal Perret 200,972 212,820 26 Tom Haynie Austin 19,693 22,269 2 Zachery Harvey Austin 112,365 213,925 27 Tom Neidhart McKirahan 18,730 33,165 3 Carl Collum Knudsen 102,607 106,523 28 Wade Hunt Austin 18,023 21,755 4 Tim Tanner Wilson 102,233 120,128 29 Darren Yancy Austin 17,756 28,730 5 Jim Howe Gillespie 90,891 87,046 30 George Holobetz Perret 17,389 26,993 6 Mark Braly Knudsen 70,574 69,227 31 Thy Pieklik Lacombe 17,225 29,910 7 Warren Barhorst Spellman 69,090 215,771 32 C Westmoreland Romaguera 16,540 21,364 8 Chris Batten Romaguera 64,692 69,781 33 Rick Hernandez Scott 15,721 28,804 9 Jim Murray Spellman 61,409 172,331 34 Don White Pierre 14,054 14,237
10 Suzanna Harrison Austin 56,325 71,447 35 Chuck Hulett Austin 13,945 41,181 11 Scott Reddoch Austin 45,486 51,767 36 Felix Chavez Gillespie 13,674 16,143 12 Stacy Rake Knudsen 44,070 53,540 37 Marcello Campon Austin 13,615 12,915 13 Garland Hart Romaguera 41,614 65,368 38 Becky Schulze Romero 11,074 15,505 14 Kevin McLoughlin Gillespie 41,601 156,696 39 Frank Fite Pierre 10,620 13,873 15 Chris Bazzy Wilson 40,689 33,461 40 Gary Pollard Romaguera 10,510 18,410 16 Jim Gilmore Knudsen 34,906 42,333 41 Shawn Nunley McKirahan 9,964 6,831 17 Terry Slater Lacombe 32,025 54,353 42 Thom Polvogt Spellman 9,953 79,004 18 Dan Noltensmeyer Spellman 31,119 53,745 43 Shannon Moneymaker Perret 9,903 13,330 19 Karen Coady Spellman 30,405 31,547 44 Nathan Kurtin Spellman 9,810 12,518 20 Todd Spaide Dickenson 29,058 111,422 45 Nathan Dagley Spellman 9,771 23,368 21 Damon Crossland Scott 27,835 40,131 46 Stan Jones Austin 8,919 42,585 22 Ken Doucette Austin 25,892 32,156 47 Dan Liberatore Gillespie 8,664 16,770 23 Mark Boles Spellman 25,381 56,075 48 Mark Law Dickenson 8,327 8,564 24 George Wynn Knudsen 25,233 43,551 49 Mireya Gonzalez Perret 8,315 35,319 25 Chris Waggoner McKirahan 24,905 31,863 50 Anise Mulkey Dickenson 7,599 9,747
February 2007Commercial - New DWP
Texas Top 50
Source: YTD Financial Sales Results - Figures are shown in Dollar amounts.
Note: Production based on New Life Premium, including Assurity.
FEB YTD FEB YTD
1 Jim Howe Gillespie 53,817 57,622 26 Dan Liberatore Gillespie 1,587 4,290 2 Warren Barhorst Spellman 8,043 12,695 27 Chris Waggoner McKirahan 1,292 2,474 3 Dan Noltensmeyer Spellman 5,782 10,959 28 Nathan Kurtin Spellman 1,280 3,957 4 George Wynn Knudsen 5,453 8,209 29 Hal Harbor Knudsen 1,274 1,578 5 Rick Hernandez Scott 4,045 7,836 30 Sandy Garza Gillespie 1,254 2,222 6 David Nix Gillespie 4,023 7,101 31 Chris Batten Romaguera 1,248 2,916 7 Nathan Dagley Spellman 3,700 9,962 32 Marc Hutson Romaguera 1,190 1,690 8 Joseph Chen Spellman 3,218 3,936 33 Chris Bazzy Wilson 1,179 2,359 9 Terry Slater Lacombe 3,148 4,006 34 Tommy Wright Pierre 1,168 2,337
10 Stan Jones Austin 2,944 3,681 35 Kevin Brett Austin 1,129 1,785 11 Don Hughes Gillespie 2,784 5,558 36 Darla Duncan Austin 1,106 1,151 12 John Clark Perret 2,772 5,377 37 Adam Miller Wilson 1,085 1,205 13 Tony May Spellman 2,395 5,006 38 Ron White Austin 1,073 2,060 14 Rich Cole Knudsen 2,305 5,080 39 Doug Grimes Knudsen 1,065 2,070 15 Mark Braly Knudsen 2,302 3,508 40 Karen Coady Spellman 1,045 1,387 16 Kevin McLoughlin Gillespie 2,129 7,955 41 Marcos Pinon Scott 1,029 3,189 17 Paula Ratliff Knudsen 2,037 3,154 42 Chuck Hulett Austin 1,017 2,002 18 Larry Jones Romaguera 2,025 3,858 43 Bill Meenan Austin 1,014 1,559 19 Brian McLoughlin Gillespie 1,936 3,679 44 Leorlin Boyd Spellman 1,002 1,619 20 Kim Rayburn Austin 1,829 3,553 45 Thom Polvogt Spellman 930 2,269 21 Shannon Moneymaker Perret 1,819 2,894 46 Scott Spring Gillespie 925 1,531 22 John Franz Knudsen 1,730 3,353 47 Eduardo Flores Scott 893 2,046 23 Jim Johnson Romaguera 1,649 3,664 48 Maurice Hill Pierre 851 1,093 24 Sheri Smyth Gillespie 1,644 3,431 49 Bing Bingham Knudsen 826 1,815 25 Leon Keeble Romaguera 1,640 3,124 50 Jim Gilmore Knudsen 823 1,974
February 2007Life - New PremiumTexas Top 50
Source: YTD Financial Sales Results - Assurity Count report
Note: Production based on New Life Counts, including Assurity.
FEB YTD FEB YTD
1 Warren Barhorst Spellman 14 30 26 Adam Miller Wilson 2 2 2 Carl Collum Knudsen 7 8 27 Dennis Pfaltzgraff Gillespie 2 2 3 Suzanna Harrison Austin 6 8 28 Nancy Dinh Pierre 2 2 4 Rick Hernandez Scott 5 7 29 Ed Vitale Wilson 2 2 5 Rich Cole Knudsen 5 6 30 OPEN - Tyler Knudsen 2 2 6 George Wynn Knudsen 4 6 31 Steve Baxter Knudsen 2 2 7 David Nix Gillespie 3 7 32 Dale Cannon Romaguera 2 2 8 Ron White Austin 3 7 33 Stan Luckie Knudsen 2 2 9 Jim Howe Gillespie 3 6 34 Eddie Henry Spellman 2 2
10 Dan Liberatore Gillespie 3 4 35 Jim Murray Spellman 2 2 11 Marc Hutson Romaguera 3 4 36 Rod Hanks Knudsen 2 2 12 Thom Polvogt Spellman 3 4 37 Kevin McLoughlin Gillespie 1 8 13 Joseph Chen Spellman 3 3 38 Rebecca Harding Knudsen 1 4 14 Don White Pierre 3 3 39 Steve Runnels Perret 1 3 15 Dan Noltensmeyer Spellman 2 5 40 Michael Bailey Romaguera 1 3 16 Bing Bingham Knudsen 2 4 41 Terry Slater Lacombe 1 2 17 Leon Keeble Romaguera 2 3 42 Don Hughes Gillespie 1 2 18 Sandy Garza Gillespie 2 3 43 Hal Harbor Knudsen 1 2 19 Chuck Hulett Austin 2 3 44 Marcos Pinon Scott 1 2 20 Maurice Hill Pierre 2 3 45 Thy Pieklik Lacombe 1 2 21 Jim Oldham Knudsen 2 3 46 Pat Pantusa Gillespie 1 2 22 D J Bakhshodeh Austin 2 3 47 Sue Harris Spellman 1 2 23 Mark Braly Knudsen 2 2 48 Diana Dominguez Scott 1 2 24 Larry Jones Romaguera 2 2 49 Dennis Carmen Scott 1 2 25 Kevin Brett Austin 2 2 50 Chris Waggoner McKirahan 1 1
February 2007Life - New Policy Counts
Texas Top 50
BIG National Rankings
Product Amount RankingNew Net Auto 1,100 #9New Net HO 496 #1Commercial New DWP $224,195 #7Life (Paid & Delivered) 26 #2Total Points 73833 points #2
How to Get Your Life Client Non-Tobacco
Preferred Plus
Bruce Tolar
(Exam One)
How to Make Life University
in Less Than a Month
Warren Barhorst & Devin Wisener
• Nationwide Life Video
• Instant Issue Life
• Deadline extended to mid-May (see handout)
Instant Issue
• Real case demonstration
Easy as 1-2-3!
• 1.) 60 apps @ 250 each = $6,270 in commissions
• 2.) 25 apps @ 500 each = $6,050 in commissions
• 3.) 12 apps @ 1,000 each = $6,204 in commissions
OR…
• Refer to Sales Idea #16 from the March Sales Meeting, “If I Could Show You a Way…”
• $1,000/mo = $6,600 in commissions
Success Story
• Dwight Cristal – NY Agent-149 paid and delivered life policies in 2006 (#2 in the company)
-36 this year through February (#1 in the company).
-All sales were made through the use of AppVantage pivoting off of a car quote.
-Agent estimates 92% of policies are instant issue; clients walk out of his office with a policy in hand.
-Agency has made a practice of offering the insurance with every auto quote using the discount feature (auto w/ life
discount) and AppVantage
Great News
•The Life University qualification period has been extended into May!
-Term/whole life Life U deadlines:
•New business: 5/15
•Electronic Instant Issue: 5/8
•Electronic Apps: 5/10
•Term Conversions: 5/11
-VUL & UL Life U deadlines:•New business: 5/14
•Term conversions: 5/10
•Face amount increases: 5/14
How Do I Qualify?
• Option 1: $14,000 in eligible MDRT qualifiable commissions, with a minimum of $4,500 in life
• Option 2: $6,000 in life commissions
Are You Committed?
• Commitment letters– I Warren Barhorst commit to paying and
delivering $6000.00 in life commissions by the new cutoff date.
Warren Barhorst
Peter Golato & Brad Sorensen
Information, Motivation, Questions
& Answers (about life insurance)
Warren Barhorst
Special Risks Health
Lisa Barhorst
Remittance Re-cap
Mandy Parks
SouthProRestoration
THANK YOU to
Mandy Parks &
for sponsoring lunch!
NPS &
Five Moments of Truth
THE POWER OF
NICEHow to Conquer the Business
World with Kindness
Linda Kaplan Thaler and Robin Koval
“Life is not that hard. Try giving a little. You would be surprised at how much you get back.”
~Jay Leno
The Power of Nice
• “Nice” has an image problem, but nice is not naïve. It means realizing that being nice and placing other people’s needs on the same level as your own will get you everything you want.– Nice is luckier in love – congenial people have ½ the divorce rate
of the general population– Nice makes more money – studies show that there is a direct
correlation between employee morale and the bottom line– Nice is healthier – in one study, older Americans who provided
support to others had a 60% lower rate of premature death than unhelpful peers
– Nice spends less time in court – one study found that doctors who had never been sued spoke to their patients for an average of 3 times longer than physicians who had been sued twice or more
The Power of Nice Principle #1-Positive impressions are like seeds
• Positive impressions are like seeds; you plant them and forget about them, but underneath the surface, they’re growing and expanding.
• Your positive energy makes an impression on someone else which is imprinted on many other people they meet, and ultimately it finds its way back to you.
The Power of Nice Principle #2-You never know
• Never assume that strangers are unimportant because you never know.
• Treat everyone as if they are the most important person in the world.
The Power of Nice Principle #3-People change
• Just because someone may seem insignificant now, they may be important to you later.
• People change…be careful how you treat them.
The Power of Nice Principle #4-Nice must be automatic
• Small gestures and actions can have an enormous impact; be nice even when you think it doesn’t matter.
The Power of Nice Principle #5-Negative impressions are like germs
• Negative impressions are like germs – you may not see the impact they have on you for a while, but they are there, silently infecting you and everyone around you.
• To avoid spreading germs, you must be conscious of your actions at all times; even simple misunderstandings can create negative impressions.
• Impressions are in the eye of the beholder and one bad impression can infect everything else you do.
The Power of Nice Principle #6-You will know
• Even if no one else sees your rudeness, you will know.
• The power of nice is about valuing niceness, in yourself and in others.
“When you truly understand the full power of nice, you realize that by treating others with kindness, respect, and generosity, your actions get paid back in one way or another – with interest.”
-Kaplan Thaler & Koval
Bake a Bigger Pie• Life is not a zero-sum game; the best way to succeed is not to take as much as you can for yourself.• Help Other People Get Their Slice
– The beauty of helping other people get their piece of the pie is that you often help create a bigger pie in the process (ex. the invention of the waffle cone)
• Pool Your Resources– Don’t become so focused on holding on to your resources that you forget how beneficial and profitable
pooling your resources can be. By doing so, the sum is typically much greater than the individual parts.
• Spread the Wealth– If bats can keep tabs on who is cooperating and who isn’t, you can bet that your friends and co-workers
are.
• Share the Credit– We all want to be recognized for our achievements, but this is counterproductive; there is no audience b/c
everyone is too engrossed in their own drama to worry about you– When you let others share the ownership of an idea, you create a community of people who will help to
nurture and grow your ideas into something far greater.
“It is amazing what you can accomplish if you do not care who gets the credit.”
~Harry Truman
Sweeten the Deal• We all respond favorably when kindness is extended to us. In fact,
research shows that the happier an employee is, the more productive and creative he/she will be.
• Let ‘Em Eat Cake– We often act as if business is complicated, and forget that sometimes a
simple inducement or reward can trump the most sophisticated systems (ex. Warren Buffet & Cherry Coke)
• Tickle Their Funny Bone– One study found that leaders who wee considered outstanding (based on
financial performance and ratings by peers and bosses) tended to make 3 times more witty remarks than executives with averages ratings
• Spread the Sugar– “We all have a cup of sugar inside us, so why not dole it out a bit? You’ll
find that your supply is replenished many times over.” ~Talmudic scholar
Sweeten the Deal• Flash a Smile
– It’s a lot easier to make someone receptive to your ideas if you say it with a smile
• Offer a Gift– Gift giving before or after a big purchase will make a customer
enjoy the big-ticket item more (ex. some car dealerships give flowers to customers after they purchase a car)
• Offer Compliments
Help Your Enemies
• Most of the people we consider “enemies” are really just people who wound our egos.
• Our culture urges us to pit ourselves against one another, but helping your opponent can be one of the most valuable things you can do for yourself.
• When you learn to let go of your pride and stop keeping score, you’ll find that actually you’ll do much better.
• Why Cooperation Beats Out The Competition– The Prisoner’s Dilemma– Defecting (looking out only for yourself) only works in the short term
• Skate Your Best Program– Do your best and don’t worry about what your competition may be doing; it won’t
help you perform any better– When you waste your time fighting with someone, you will begin to lose business
because instead of building something up, you are expending your energy tearing something down.
Help Your Enemies• Compliment the Competition
– Being “nice” may present the opportunity to capitalize on your competition's strengths (ex. Samsung and Sony).
– When you get past the idea that for every winner there is a loser, amazing things can and will happen.
• Treat Today’s Adversaries Like Tomorrow’s Allies– In the business world, the term “enemy” does not truly exist; people switch teams all the time.
• Make Friends, Before They Can Become Enemies• Bring The Enemy Over to Your Side
– By framing a conversation in a certain way, you may be able to not only bring an opponent to your side, but also make them think it was their idea which is the best way to get them to accept it.
• Come in Peace– We are an insecure species, therefore you must work a little harder to show people that you
are not a threat.– Body language can play a big role here! (ex. sitting next to clients, uncrossing your legs and
arms, tilting your head to show interest, etc.)
Tell the Truth• Just as General Dwight D. Eisenhower did in World War II, you can become a
great leader, not by being rigid and fearsome, but by being honest and human.• Honesty is essential to success• Often times, we hide the truth because we don’t want to hurt someone’s
feelings or because we think it will be easier. However, telling the truth is one of the most direct routes to getting ahead in the world
• Hear No Evil, See No Evil– You must be willing to hear the truth from others if you expect to tell the truth– The trouble with telling lies is that once you tell one, you have to tell an even
bigger one to cover it up.
• Take Down Your Game Face– There’s an idea in business that the best way to conduct yourself is to keep your
game face on, but the same person who is good at hiding their emotions is probably also good at deception. Over time, people will begin to realize that you can’t be trusted.
Tell the Truth• Faking It Doesn’t Make It
• Fine-Tune Your Instincts– Because children don’t have fully developed language skills, they
are very good at nonverbal cues. Even dogs are better than adults at detecting dishonest people.
– It is possible to teach yourself to reconnect with this ability that you lost as a child.
– Our instincts can steer us away from a bad situation, or signal great opportunities
“Yes” Your Way to the Top• “Yes” is the most powerful word in the English language…being positive has
a huge impact on relationships• Assume Yes
– Assume people have good intentions…it makes life easier– Train yourself to interpret situations in a positive way (ex. if someone tells you they
hate what you’re wearing, thank them for being concerned about your appearance)– Pessimists are more realistic than optimists, but optimists are more successful.– When you treat people like idiots, they will often meet your expectations, and vice
versa.
• Express the Yes– You can’t just say “yes”, you have to express it; for example, nod…it is one of the
most universal human gestures
• Get Off the “No” Train– Saying “no” sets off a chain reaction of negative events.– Improv performers never use the word “no” because the skit will go nowhere; their
response is always, “Yes, and…”
• Four Ways to Say “Yes” Instead of “No”– 1. “Yes, I want to help.” – even if you can’t personally help, you can
help find someone who can
– 2. “Yes, you can do better.” – try to find something positive in every situation and use it to motivate people to do better
– 3. “Yes, I see you.” – it only takes a minute to acknowledge a phone call, a resume, etc. but doing so helps build goodwill
– 4. “Yes, your talents lie elsewhere.” – before you fire someone, try to determine if they would be a better fit in a different position within your company
“If you think you can’t, you’re right. And if you think you can, you’re right.”
~Henry Ford
Shut Up and Listen• You already know what you know. Every minute you spend talking is
a minute that you’re not getting new information.• Let the Other Guy Be Smarter
– By letting the other guy “be smarter”, you not only gain new information, you also earn their goodwill.
• Keep it Simple– Sometimes the simplest answer is the best one (ex. Foxwoods)
• Ask Don’t Tell– When you ask questions, it lets people know that you care about them and
you are interested in what they have to say.
• Don’t Argue So Much– Whenever problems arise, we have a natural tendency to try and talk our
way out of it; sometimes is best to shut up and listen your way out of it.
• Everyone is Worth a Listen– We live in a society of exclusion; try doing the opposite, it will open up
doors
Put Your Head on Their Shoulders
• Empathy has been found to be the most important skill for success in life; people who are empathetic are happier, more popular, have better love lives.
• Empathetic people are also more successful in business because they are better at recognizing and meeting the needs of clients, customers, and subordinates.
eBrochure
• What is an eBrochure?– eBrochures are Customizable PDF files that can be downloaded from the
Marketing Storefront for free. You can use eBrochures to send sales promotional literature to prospects/customers via email.
• How do eBrochures benefit agents?– Consumers are becoming more and more reliant upon the internet and
email. These pieces allow you to send the information being requested by a prospect/customer within minutes of the request, providing a good On Your Side customer experience.
• How do agents use it?– When speaking with a prospect/customer, you should ask the individual if
you may have their email address to send them additional information via email. You should attach the PDF to the email and send to the prospect/customer.
• Instructions on how to access/use/email eBrochures:– Visit the Marketing Storefront, which can be accessed through
Agent Gateway (www.nationwidestorefront.com)
– Type in User ID and Password
– Click on “Select a tactic”, then click on “Choose This Tactic”, located under “Promotional Literature”
– In the “SEARCH BY FORM #/KEYWORD” box, type in the number of your desired brochure.
– To email the brochure, follow the remaining directions listed on the eBrochure handout
• Create your own. eBrochure should include:– Personalized PSE (get with Amanda to
customize)– Personalized eBrochure – Quote– OPIC, Kelley Blue Book, Safety Data
Worker’s Comp & Payroll Services for High Risk Classes
Mark Nicholson (Vensure Inc.)
Useless Factoids That No One Will Listen To
Warren Barhorst & Devin Wisener
Marketing Update
Amanda Boutte
Warren Barhorst
If You Dare to Dream…
The Evolution of BIG
• 14 years ago– 0 Policies in force– $0 of DWP– 0 Employees– 1 man
The Evolution of Big
• 14 years later BIG is evolving at speeds greater than ever before– 30,000 policies in force and growing– $35,000,000 in DWP and growing– A team of 80+ and growing– 22 Locations and growing
Follow Your Passion
• What is your passion?
Thoughts are Things
• “Whatever the mind of man can conceive and believe it can achieve.”
• “There are no limitations to the mind except those we acknowledge. Both poverty and riches are the offspring of thought.”
• “Ideas are tangible forces, but they have more power than the physical brains that give birth to them. They have the power to live on, after the brain that creates them has returned to dust.”
Believe
• “Every adversity, every failure and every heartache carries with it the seed of an equivalent or a greater Benefit.”
• Write down your dreams and they will come true.• “A quitter never wins and a winner never quits.”
Plan
• “Opportunity has spread its wares before you. Step up to the front, select what you want, create your plan, put the plan into action and follow through with persistence. ‘Capitalistic’ America will do the rest.”
• What’s your plan?
Decide What YOU Want
• “Success requires no explanations. Failure permits no alibis.”
• “The majority of people who fail to accumulate money sufficient for their needs are, generally, easily influenced by the opinions of others.”
• “Tell the world what you intend to do, but first show it.” - or - “Deeds, not words, are what count most.”
Persistence
• “Lack of persistence is one of the major causes of failure.”
• How to Develop Persistence• A definite purpose backed by burning desire for fulfillment.
• A definite plan, expressed in continuous action.
• A mind closed against all negative and discouraging influences, including those of relatives, friends and acquaintances.
• A friendly alliance with one or more persons who will encourage you to follow through with both plan and purpose.
Push Yourself
“Winning is not a sometime thing; it’s an all time thing. You don’t win
once in a while; you don’t do things right once in a while. You
do them right all the time. Winning is a habit.”
~ Vince Lombardi
Attitude
• Attitude Drives Actions!• Actions Drives Results!• Results Drives Lifestyles!
• If you don’t like your results, look at your actions. If you don’t like your actions, look at your attitude. If you don’t like your attitude, look at your philosophy.
• What is your Philosophy?
Scoreboard
– Scoreboard – Jack Welch believed intensely that if you don’t measure it, you cannot control it.
– The more you know, the more you can measure. The more you can measure, the more you can control. The more you can control, the more predictable you can make winning.
Mindset
• “Our mindset is the total beliefs, values, identity, expectations, attitudes, habits, decisions, opinions, and thought patterns about ourselves, others, and how life works.”
• What is your mindset?
Paradigm
“To ignore the power of paradigms to influence
your judgment is to put yourself at risk when
exploring the future. To be able to shape
your future, you have to be ready and
able to change your paradigm.”
~Joel Arthur Baker
Vision
• A vision is your mental picture of the life you want to lead.• Three levels of vision:
1.) What you want to BE.2.) What you want to DO.3.) What you want to HAVE.
• To believe in the things you can see and touch is no belief at all, but to believe in the unseen is both a triumph and a blessing.” ~Abraham Lincoln
• “Where there is no vision, the people will perish.”~Proverbs 29:18
Find Your Mentor
• Having a mentor is one of the most powerful partnerships you can create; they can help you increase both the level and speed of your success.
• Do you have a mentor?
Aim High
• “The greatest danger for most of us is not that our aim is too high and we miss it, but that it is too low and we reach it.” ~Michelangelo
• “If better is possible, good is not enough.”
~Unknown
Execute
• A good plan, violently executed now, is better than a perfect plan next week.
~George S. Patton
• I dream, I test my dreams against my beliefs, I dare to take risks, and I execute my vision to make those dreams come true.
~Walt Disney
Take Action
• Make up your mind to act decidedly and take the consequences. No good is ever done in this world by hesistation.
~Thomas H. Huxley
• Successful leaders have the courage to take action where others hesitate.
~Author Unknown
Sharpen Your Saw
• By nature, men are nearly alike; by practice, they get to be wide apart.
~Confucius
• Its what you learn after you know it all that counts~Attributed to Harry S. Truman
• Practice and thought might gradually forge many an art.~Virgil
• Live as if you were to die tomorrow. Learn as if you were to live forever.
~Gandhi
Green and Growing or Ripe and Rotting?
• All growth depends upon activity. There is no development physically or intellectually without effort, and effort means work.
~Calvin Coolidge
• Growth means change and change involves risk, stepping from the known to the unknown.
• There are no great limits to growth because there are no limits of human intelligence, imagination, and wonder.
~Ronald Reagan
Last But Not Least…
• What does
– 300 auto net gain– 150 home net gain– $20,000 net new commercial DWP– $20,000 life premium
get you?
Champions Conference ‘08
Marco Island, Florida
Thank You for
Attending the April
Sales Meeting