sagicor seminar magazine

COMMUNICATION

RESPECT

NTEGRITY

PERFORMANCE

TEAMWORK

AGICOR VALUES

CS

RI

PT

Schedule at a Glance

Seminar Director - Ms. Marcia Richards

Chairman SLJ - Dr. the Hon. R. Danny Williams

THE SEMINAR PLANNING COMMITTEE

President & CEO,SLJ - Mr. Richard Byles

VP &Head Individual Line - Mr. Mark Chisholm

VP Human Resources - Mr. Karl Williams

VP Group Marketing - Mrs. Tanya Miller

Chairman SLJ Production Club - Mrs. Arlene Lawrence

THE MIND

MAIN PLATFORM

Programme - Friday

THE BODY

CHARITY

MAIN PLATFORM

Programme - Saturday

THE SOUL

Acknowledgements

CONTENTS2

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TRANSFORMATION • Page 3

When the theme ‘TRANSFORMATION’ was chosen it seemedalmost cliché, many felt it was overused and somewhatredundant. I am so happy we stayed with it because I believe

it creates excitement, keeps one thinking and highlights what life is allabout, CHANGE.

Transformation\Change\Reinvention is one of the surest things inlife and presents an opportunity to write a new life script. Our livesare managed never mastered and so we must do the work that isrequired to have the experiences we desire. It is my wish that thisSeminar will inspire each of you to action as reaching your truepotential should be more than an ideal but rather your ultimate goal.

I would like to say a special thank you to all our speakers, many ofwhom made sacrif ices to be with us today . T o our planningcommittee, I personally cannot express how grateful I am for yourpassion and dedication to the vision of this seminar . You sacrif icedwork, family and self to make this a stellar event.

It was an honour to serve as Chairman of the Planning Committee, Itrust the seminar programme and activities selected will take you ona journey and leave you fulf illed in Mind, Body and Soul.

SEMINAR DIRECTORMs. Marcia Richards

MessageSMS 2010

Ms Marcia Richards

• TRANSFORMATION

Congratulations to the ProductionClub for continuing to stage the

Annual Motivational Seminar . Ihave so many fond memories ofthese seminars and the valuethey continue to bring to thedevelopment and motivation of ourfield force. My regret is that I cannotbe with you this year.

I note the theme of your seminar is“Transformation”. This is so relevanta topic in our lives at this time and ismost appropriate.

If it were possible I would like to haveaddressed the topic from theeconomic, cultural, social, orcorporate aspect. However , yourseminar is a motivational one so Ihave decided to talk about personaltransformation and its possibilities.

We know huge changes can takeplace in an orderly and structuredway. In my time I’ve witnessedseemingly miraculous changeshappen very quickly . There is theagent who struggled for two yearswith mediocre results, yet six monthslater he was in the middle of atransformation that would place himin the top 5 agents company-wide.

What happened? I would say helooked within and created for himselfa dream. A clear vision of what hereally wanted to achieve in life.

To understand transformation, wemust look to Nature for the bestexamples.

The caterpillar is certainly onebecause it dreams of flying when itsimply appears impossible. Y et intime its legs are shed for wings and atransformed caterpillar prepares for alife of flight.

But you say I’m not a caterpillar, andyou’re right... but if you want successin life as strongly as the caterpillar

wants to fly , you can have just asdramatic a transformation. Even if toothers your dream may appearimpossible... you can realize it. Onceyour vision is strongly held and YOUbelieve in it... there can be nocircumstances strong enough to stopyour transformation.

Interestingly you do not need toknow exactly how you will achieveyour vision. Once you ACT each daywith your vision in mind... the nextstep becomes clear.

We cannot grow by regurgitating thepast... we must have a clear vision,take action, and grow like the seedburied in fertile soil that becomes aGREAT fruit bearing tree in 7 years.

Become one with your vision...internalize it until the day itmanifests in your outer world.

The language of the mind is notwords but images. W ords can onlyattempt to describe images, whichare the language of your inner self.

Take hold of, and manage YOURimages so you transform accordingto YOUR VISION instead of livingsomeone else’s dream.

My wish for each of you is that yourgreatest vision will become yourreality.

CHAIRMAN OF SAGICOR LIFE JAMAICA

Dr. the Hon. R.Danny Williams

Message SMS 2010

R. Danny Williams, O.J. C.D., Hon. LLD. J.P.

Planning Committee SMS 2010

From left: Hugh Meredith-Focus Sessions, Meila McKitty-Director PR /Activities, Pauline Ainsley-Anderson-PR /Activities,Lynette Chin-McDaniel-Registration, Deniece Aiken-Entertainment, Chantal Thompson-PR/Entertainment,

Marcia Richards-Seminar Director/Speaker Protocol/Sponsorship, Arlene Lawrence-Director Registration/PR, Tracey-Ann McLeod-Secretariat /Registration, Karla Reece-PR /Activities, Olivia Campbell-Director Charity/Registration,

Carla Peterkin-Director Entertainment/Magazine & Décor, Michael Forbes-TransportationMissing: Nikolaus Price-Technical/ Magazine, Sharon Duncan-Fraser-Registration,

Cheryl Anthony-Budget/Registration & Nadia Brown-Secretariat/ Sponsorship/Booths/Magazine.

• TRANSFORMATION

Page 6

The Production Club and Agents Association of Sagicor LifeJamaica have done it once again! “Transformation”, Sagicor’s2010 Motivational Seminar , comes as a result of the

tremendous effort of a hardworking team of dedicated individuals.Congratulations to the entire Planning Committee, and kudos toChairman of the Production Club, Arlene Lawrence and SeminarDirector, Marcia Richards. I applaud you for taking this Seminar tointernational standards over the years.

Throughout the world, the heart rending plight of children living withHIV/AIDS is unmistakable. This year , I am particularly proud to beassociated with a group of people who have decided to take a stand fora cause whose importance can never be overstated. I congratulate thecommittee for their dedication and humanitarian ef forts towards the“Dare to Care” Children’s Home. The Home, which caters to thewelfare of boys from ages 6 to 15 years living with HIV and AIDS isthe 2010 Motivational Seminar Charity . Through generous donationsfrom Sponsors and Sagicor Team members, we have touched the livesof some precious children.

This year’s Seminar theme, “Transformation” is poignant and thoughtprovoking. I encourage us all to think of this moment as anopportunity to experience true revolution and renewal in our lives, ourcompany and our country . Transforming our workplace ethos in ourcommunication and relations with each other will unquestionablybring positive change in the growth and development of Sagicor LifeJamaica and ultimately, ourselves.

On behalf of the entire Sagicor Life team, I welcome you to and I wishfor you an inspiring, exciting “Transformation” experience.

PRESIDENT & CEOMr. Richard Byles

Message SMS 2010

Richard Byles

Message SMS 2010

L ast year , we started a process with the Inaugural MotivationalSeminar, which embraced ALL team members of Sagicor Jamaicaand extended to our colleagues throughout the Sagicor G roup. It

was a resounding success and laid the platform for this years ’ renewalunder the theme “transformation”.

Transformation will be the vehicle that drives us to making the SagicorJamaica Group a great place to work. It begins with transforming ourworkplace culture in terms of our relationships with each other ;changing how we interact and even collaborate across “Divisions”,breaking down the divide between administration and agency andgetting to the place where we are celebrating success together. It is said,“coming together is a start but working together is success ”.

Working together will then propel our high performance culture wherewe are recognizing and rewarding individual and team achievements.It will also positively impact and transform our service culture. In thisregard, we have launched a three (3) year “Service First” Initiativecommencing with W orkshops, themed “Feelings, QualityService...First time, Every Time”.

Transformation then demands us to be “singing from the sameSCRIPT”.

I laud the Planning Committee, led by Seminar Director , M arciaRichards for their diligence and commitment to the renewal andtransformation of our company and I have no doubt that everyparticipant will be inspired by the content of the seminar and thepresenters.

Now, let the adventure of transformation begin over the course of theseminar, by taking the time to get to know someone, to heal a wound withsomeone, to congratulate someone, to make a dif ference to someone.

One love, same SCRIPT!

VP HUMAN RESOURCESMr. Karl Williams


Karl Williams

• TRANSFORMATION

VP GROUP MARKETINGMrs. Tanya Miller

Avery warm welcome to our team members throughout thegroup and of course our very talented speakers both local andoverseas.

‘Excellence is not an exception, it is a prevailing attitude’ – General Colin Powell.

This attitude is what has enabled Sagicor to continuously strivefor and achieve greatness. Congratulations to the planningcommittee for staging another successful motivational seminar ;you should all be proud of the results of your hard work which isa world class event.

I believe that self transformation has endless positive results andeach of us should embrace this change. Successful transformationscome from how we think, feel and act, coupled with the passion anda belief in self improvement. W e are in part motivated by selfinterest and this year ’s focus on transformation will aid each of usin recognizing our true potential and develop our personal brand.

I wish for all in attendance a wonderful and rewarding Seminarexperience.

MessageSMS 2010

Mrs. Tanya Miller


CHAIRMAN SAGICORPRODUCTION CLUBMrs. Arlene Lawrence

It is a real pleasure for me tobe placing a message in thisyear’s Sagicor Motivational

Seminar Magazine. My warmestwelcome to everyone.

The theme of this year ’smotivational seminar isTransformation. It is one that Iconsider to be most relevantand timely in this rapidlychanging global environment. “Transformation” suggests theneed for change and adaptationto new ideas and actions that willcreate success and if sustained,ultimately lead to individual andorganizational growth. It istherefore my hope that the ideasand information that will beshared at this seminar willinspire us all to recognize andappreciate the era in which weare living, and to take actionsthat will embrace the type ofchange that will work to ouradvantage.

This year is also signif icant inthat it is the second straight yearthat our A dvisors are joiningforces with the A dministrativeStaff to present this annualmotivational seminar . It is agreat idea, because it helps tounderscore the fact that we areall working towards a commonpurpose – and that it is onlythrough this kind of collective

effort that the success of Sagicoron a whole and ourselves asindividuals, will be achieved.

On behalf of the SagicorProduction Club and on my ownbehalf as Chairman, I extend awarm welcome to all our localparticipants and in particular toall those who have taken thetime and ef fort to travel fromoverseas to be here with us. Aspecial welcome is also extendedto all main platform speakersand panellists who will besharing ideas and informationwith us at this seminar.

Thanks to members of theSeminar Planning Committee,under the leadership ofChairman Marcia Richards, whohave been working tirelesslyover several months to ensurethe success of this seminar.

One of the joys of living is theability to enjoy anything that youset out to do. It is therefore myhope that everyone will f ind joy,happiness and fulf ilment in theactivities that are in store for usat this Sagicor MotivationalSeminar!

MessageSMS 2010

Arlene Lawrence

THE MIND

NOBODY CAN RESIST a great makeover , whetherthe before-and-after photos are evidence of akiller workout routine, a wardrobe revamping, orthe genius of a makeup artist. B ut there ’s

another kind of makeover that transforms your life fromthe inside out, and we all have the power to achieve it.Hard work is necessary , requiring you to make somemajor choices about how you think, feel, act, and react.But the payof f is looking in the mirror and knowingyou’re a better, happier , more peaceful version ofyourself. No matter what or how you want to change,here’s your plan for a revolution from within.

Own up. When things aren ’t going your way, resist thetemptation to point the f inger at the other people, andremember: You are the creator of your life experience. I’mnot saying that your loved ones don ’t play a role in rockyrelationships or that your boss can ’t be a jerk sometimes.Still, how you relate to others is completely in your hands.If you confront people with hostility , hostility is what you ’llget back. If you instead rely on compassion andunderstanding, you’ll likely see the principle of reciprocitykick in and your compass flowing back to you. I’ve said itbefore, and I’ll say it again: We teach people how to treat us.Even if kindness isn’t always repaid in kindness, rememberthat no one else has the power to hijack your state of mindand make you feel resentful or bad about yourself. Y ouremotions belong to you alone. Start taking ownership ofthem now.

Be a T rend-spotter. Look for patterns in how you viewyourself, your career , your bonds with friends and family-

every aspect of your life. If fear and apprehension colourhow you raise your kids or negotiate the workplace, thenyou’re bound to see failure and missed opportunities allaround, even when things are going swimmingly . If you’vebecome complacent in the role of put-upon spouse orsaintly friend (the one who can always spare two hours onthe phone to sort out a pal ’s latest crisis), your martyrcomplex will cast a negative spell on other relationships too.Ask yourself what kind of lenses you ’re wearing andwhether they’re distorting your view of the world. Whenyou adjust your perception, you transform your reality.

Shed toxic emotions. If you are hampered by anger, anxiety,or the pain of betrayal, it’s time to close that book and storeit on your shelf: you ’ll know it’s there, yes, but you won’thave to read it every day. Or maybe guilt is your warden: youfeel locked into unhappiness because you’re being punishedfor the sins and errors of your past. Remember, guilt can beself-serving- a convenient excuse to beat yourself up on thesidelines instead of doing the harder, braver thing: jumpingback into the game and giving it your best shot.No matter what emotions burden you, closure is possible.Start by indentifying what I call the minimal ef fectiveresponse: the simplest action you can take to satisfy yourneed for resolution without creating new problems. Y ourminimal effective response can come in all kinds of forms.Do you need to pour out your heart in a letter to a parent oran ex (even if you never send it)? Should you clear the airwith someone? A pologize? F orgive yourself ? Go toconfession? Meditate? Cut a certain person out of your lifecompletely? F igure out the least you can do to clear yourmind of debilitating thoughts. Unless you want your past to

Give Yourself a Mental Makeover

Page 14 • TRANSFORMATION

become your future, you need to let go. Y ou can’t reach yourdestination if you’re always looking behind you.

Adjust your approach. A t this point, you ’ve jettisoned negativethoughts, behaviours, and maybe even people, from your life.Now reflect on ways you can improve how you engage with theworld and the people you love most. For example, perhaps you can recognize that your marriage isterrific except for those same dumb arguments that flare upevery few weeks, In that case, pinpoint the triggers that igniteconflict, and simply choose not to react to them. Or when youfeel trouble brewing, take a long, deep breath- in midsentence ifnecessary- and stop yourself before you blurt out somethingyou’ll regret. Disputes will still bubble up, but they’ll movetoward a different outcome: one of mutual understanding, ratherthan a pointless battle to prove each other wrong.Or maybe your main issue is that you ’re a dreamer who lacksdirection. If so, recast yourself as a goal-setter . The majordifference between a dream and a goal (whether it ’s to get inshape, save a down payment for a home, or retune your career)is a timeline for progress coupled with accountability , somastermind your plan and get moving. Whatever the challengebefore you, keep in mind that a feverish pace doesn’t necessarilyguarantee the quickest route from A to Z. Keep your tempo slowand steady, and check in with yourself to make sure that yourhour-to-hour decisions and behavior jibe with your ambitious,long-term goals.

Write a new life script. If you ’re stuck in the doldrums of yourdaily routine, it ’s time to draft a plan to change your behavior .Start small: If you always exercise alone, try a group class at theY. If your circle of friends hasn ’t varied in years, make it a goalto talk to three new people every day. If you always sit in the backand stay quiet in staf f meetings, next time grab a spot up front

and speak up. P ushing yourself outside your comfort zonemeans you’ll find new opportunities to live differently, and better.

A SUCCESSFUL REINVENTION DOESN’T HAPPEN WHENYOU HATE THE PERSON YOU ARE NOW.

Accept yourself. This may strike you as an odd directive for amakeover column. B ut a successful reinvention doesn ’t happenwhen you hate the person you are. It happens when you loveyourself enough to believe that you can do better and deservebetter. The more you understand who you are and who you wantto become (someone who ’s not as critical, or guilt-ridden, oranxious, or bitter, or…), the less validation you’ll need from others.

Picture your typical response when, say , a grocery store clerk isrude to you. Are you rude right back? Do you hold your tonguebut f ind that the incident casts an angry cloud over the rest ofyour afternoon? Or do you think, Wow, she must be having a badday, and move on? When you lack respect for yourself, you willcling to every morsel of respect you can get from other people,and you’ll feel threatened and unmoored if they don’t cooperate.But when you have an internal reservoir of dignity and self -acceptance, you won’t be begging others to fill it.Sometimes we need to be more hands-on in directing ourbehavior and outlook. Seize this moment to put yourself in theshop for an inside-out tune-up. When you ’ve pulled off amakeover worthy of your best self, the people around you won ’tjust marvel at your stunning results- they ’ll feel blessedthemselves, and maybe ready for a makeover of their own.

(Article taken from the September’s issue of O Magazine.)

It happens when you love yourself enough to believe that youcan do better and deserve better. The more you understand

who you are and who you want to become, someone who ’s notas critical, or guilt-ridden, or anxious, or bitter , or…


A Word from the Wise features expertise from industry-relatedprofessionals to put you at the top of your game.

Q.You have said that sales are about building relationships. Wouldyou elaborate?

A.Too many agents regard their clients (potential and established)as just a transaction. Y ou can’t close sales if the customer perceivesthat your focus isn ’t about them. Customers want toknow what are they buying and that you are going tocommunicate with them frequently ; if they haven ’theard from you in the past year , you won ’t gain morebusiness or referrals.

They don’t know you, so why should they trust you toassist them with making decisions about theirretirement. You’ve missed the opportunity to build trustwith them. Clients buy based on trust which is theprimary reason to build frequency in your relationships.

Q. Many agents regularly conduct seminars toeducate the buying public. In industry trainingwebinars you ’ve conducted you talk about four keyquestions to ask potential clients about why they wantto attend a seminar you are sponsoring. What arethose questions?

A. When an individual calls in response to your invitation the f irstquestion is “what about the invitation interested you?” “Plate lickers”or those who only come to your seminar for the meal won’t know whythey are attending other than they want a free meal.

The next question is more of a ‘check’ question. What do you hopeto gain by attending? Someone just looking for an evening out isn ’tthe best candidate to f ill your seats. A third question is whether theyalready have a f inancial professional working for them. F ind out ifthey are happy with that person. When did they last speak to thatperson? If they have spoken to their advisor in the last 90 days, it isunlikely that you will be able to make the sale. The last thing you wantto do is provide a potential client with a great idea for their retirementand then have them take that idea to another professional toimplement it.

Finally, you need to qualify a prospect. I generally ask if a personwould say that their retirement account is more than $100,000.Another great technique is to ask them if they have lost money in themarket in the last year . If they haven ’t, they possibly are in fixedinstruments like CD’s. Ask them about their retirement assets. If theydon’t have any, again, they won’t be good candidates to fill your seats.They may just come to eat the food and distract people around them.Prescreening in this manner, with this type of question may help youin setting up follow up appointments.

Q. What’s new out there for agents to use to build their sales? Or isit all “tried and true?”

A. There is a lot of new stuf f out there for agents to capitalize on.

Many agents are successfully using what we call ‘Circle of Friends’events. These events are brilliant ways to build referrals in order tobuild business. You invite clients for a brief ing on the economy andmarket conditions that might af fect their retirement accounts, andask them to bring their friends who could also benef it from theinformation you have to share. The guests will likely come becausethey trust the person who invited them. These can be large events,

like a client appreciation dinner (you will need to be awareof state regulations regarding the value of this ‘gift’), ormore intimate events like small seminars, depending onwhat your goals are. I’d suggest that you follow up eachinvitation with a personal phone call af ter they attend theevent. Your closing ratio could be about 85% from thoseguests who attend. Y our current cost per public seminarattendee may be about $600 per appointment. UsingCircle of Friends events can bring that to around $50.

Q. You’re speaking at the 2009 Learn to Earn AgentSales S ummit on how to sell to the growing femalemarket. Can you give a brief overview of what your topiccovers?

A. This has been an overlooked market until justrecently. Over time, financial and insurance professionals

have focused on building relationships with the male in thepartnership, and not paid much attention to the female. This meansthere is a large chance that women widowed this year will leave theircurrent agent because there is no relationship there. One wire houseexecutive estimated that 87% of women widowed this year will movetheir portfolio to another firm they trust. Women are more risk-averseand focused on the long term, but they do represent a signif icantpercentage of most large item purchases in America. Theirinclination is to protect against disaster and to focus on their kids andgrandkids.

Most males will sell as if a male were on the other side of the table.Women buy dif ferently, and if an agent learns that, they cansuccessfully build a relationship that can lead to sales.

Q. Finally, in your opinion, if agents could do one thing better toclose more sales, what would it be?

A. I’d say they should get better at reading people. Many agentsdon’t push at the right time or back off at the right time because theycan’t read the signals well enough. Every potential client will sendbuying signals or stress cues. If the prospect breaks eye contact, ifthey blink more than 40 times per minute, if they rub their foreheadfrom side to side, these may be signs of ‘buyer stress.’ The FBI, whenin the f ield, of ten determines the credibility of potential suspectsstatements using these types of proven cues. When you are sittingacross the table from a client, it takes that kind of skill level to attaina 100% closing ratio! Otherwise prospects will say , “Let me thinkabout it,” and you will never know why.

A Word from the WiseBY DR. KERRY JOHNSON


• TRANSFORMATION

Joseph W. Jordan

Senior Vice President, MetLifeJoseph W. Jordan started his

career with Home Life in 1974—wasnamed “Rookie of the Year” andmember of Million Dollar RoundTable (MDRT). He ran insurancesales at Paine Webber from 1981-1988 and then joined MetLife in1988 to manage annuity (and laterlife) sales and product development.He is currently responsible forMetLife's Behavioural FinanceStrategies.

Joe is an industry-renownedthought leader in the areas ofbehavioural economics, client-centric tools, ethical selling andclient advocacy. He helps financial professionals around the worldrecognize and celebrate the intrinsic value that they deliver to theirclients. He is also a well-respected speaker who is famous for hismotivational and inspirational messages. Joe was a main platormspeaker at the 2004 MDRT Conference as well as the 2006 and2010 MDRT Experience in Bangkok, Thailand and Seoul, Korea.He was a main platform speaker at GAMA's Leadership AndManagement Program (LAMP) Conference (in 2006 and 2009), In2008, Joe was the keynote speaker at LIMRA's Retirement IndustryConfererence as well as the keynote speaker at MDRT Ireland,Greece and Poland between 2009 and 2010. Joe is also a founderof the Insured Retirement Institute ( formally known as theNational Association of Variable Annuities, or NAVA).

Joe is married with two children, lives in M anhattan and is amember of the Fordham University Football Hall of Fame; andplayed rugby for over 30 years with the New Y ork Athletic Club.

Tanya Miller, BSc (Hons.), MBAVice President – GroupMarketing

Tanya joined PanCaribbean in2006 as head of the MarketingDivision. In 2009, herresponsibilities were expanded toinclude the Sagicor Jamaica Group.She brings over 16 years ofexperience in strategic marketinggained from the tourism, agricultureand manufacturing industries.

Tanya earned her undergraduatedegree in International Businessand Management (Hons.) atRochester Institute of Technologyand her MBA in Marketing from UWI.She chairs the Management Committee of the SagicorPanCaribbean Foundation.

Hugh Meredith

Hugh Meredith was born in the parishof Clarendon and attended the EdwinAllen Comprehensive High School. Hestarted his career in insurance in 1990at the age of 24 with the C rown EagleInsurance Company. After a 2 year stinthe moved on to Island Life InsuranceCompany and later joined Sagicor(formerly Life of Jamaica Limited).Hugh’s many accomplishments includebeing a member of the prestigiousMillion Dollar Round Table, attainingCourt of the Table qualification onthree(3) occasions, being first ViceChairman of the Sagicor Production Club and becoming the f irstJamaican to qualify as a President’s Club Lifetime member of theSagicor Pace Setters Club.

Hugh believes that the insurance industry is poised for renewal,bringing young minds to the management of the industry . Hisdetermination to chart that course comes from his involvement onthe Boards of JAIFA and the Insurance Employees Co-operativeCredit Union, his involvement in the Kiwanis Club of Downtownand recently, his role as a motivational speaker to local groups andorganizations.

Kerry L. Johnson, MBA, Ph.D.

Kerry Johnson is a bestselling authorand speaker who speaks at least 8 timesa month ranging from Hong Kong toHalifax, and from New Zealand to NewYork. Traveling 8,000 miles each week,his talks are on such topics as "How ToRead Your Customer's Mind,""Marketing to the Affluent," and " HowTo Increase Your Business by 80%within 8 weeks.

In addition to speaking, Kerry heads apersonal coaching company called PeakPerformance Coaching whichguarantees an 80% increase in salesproduction within just a few weeks. H ecurrently writes monthly for fifteen(15)national trade and managementmagazines whose editors have dubbed him "The Nation'sBusiness Psychologist." He is also the author of six bestsellingbooks including, MASTERING THE GAME (Louis & F ord), PEAKPERFORMANCE: HOW TO INCREASE YOUR BUSINESS BY80% WITHIN 8 WEEKS (Prentice-Hall), and WILLPOWER: THESECRETS OF SELF-DISCIPLINE.

SPEAKERS’ PROFILEMAIN PLATFORM


Les Brown

Born in low-income Liberty Cityin Miami, Florida, Les wasadopted at six weeks old by a MissMamie Brown; a struggling singlewoman with a big heart. Withyoung Les’ inattention to schoolwork, restless energy and thefailure of his teachers torecognize his potential, Les wasmisdiagnosed as educablementally retarded. Suffering foryears by the label and the stigma,Les was nevertheless driven by hispassion to learn and his hunger toachieve his goal as a radio discjockey. In an interesting twist of fate and cunning, Les rosefrom a hip-talkin’ morning DJ to a broadcast manager; fromvoracious reader to author; from community activist tocommunity leader; from political commentator to three-termstate legislator; from a banquet and nightclub emcee to apremier keynote speaker for Fortune 100 Companies.

Les received the National Speakers Association’s highesthonour; The Council of Peers Award for Excellence (CPAE). Hewas also selected one of the World’s Top Five Speakers byToastmasters International and received the Golden G avelAward. As a renowned author, speaker, television and radiopersonality, Les Brown has risen to national prominence byinspiring others to shake off mediocrity and live up to their fullpotential. With no formal education beyond high school, Leshas distinguished himself as an international authority inharnessing human potential.

Friday, October 1, 20108:25 am – 1:00 pm

Chairman

- Pete Forrest, Senior Branch Manager

Opening Ceremony

Invocation

- Mr. Marston Thomas, Branch Manager

Greetings

- Arlene LawrenceChairman, Production Club

Greetings

- Olivine Barnes AVP Individual Line Sales & Distribution

Greetings

- Mark ChisholmVP Individual Line Sales & Marketing

“Living a life of Significance”

Joe JordanSenior Vice President, Metlife

“BRAND ME”

Tanya Miller,BSc (Hons.) MBAVP Group Marketing

Transformation: “My Journey”

Hugh MeredithUnit Manager Designate

BREAK

How to develop trust in your Business Relationships

Dr. Kerry Johnson, MBA, Ph.D.

Retirement Planning - “Opportunities for the Salesman”

W. St. Elmo Whyte, BSc (Hons.) FIAChairman/Chief Actuary

“YOU GOTTA BE HUNGRY”

Strategies for transforming your mind and your livesLes Brown

The World’s Leading Motivational Speaker

END OF SESSION

Focus Session: 2:30 pm – 3:30 pm & 3:30 pm – 4:30 pmChairman: Patrick Sinclair, Branch Manager

Presenters: 2:30 pm-3:30 pmTopics: "Achieving your Goals"...Learn from the Greats

Joe Jordan, Dr. Kerry Johnson & St. Elmo Whyte

Presenter: 3:30 pm - 4:30 pmTopic: "Maximize your Potential"

- Les Brown

W. St. Elmo Whyte, B.Sc. (Hons) FIA Chairman/Chief Actuary

Co-founder and Director ofFIRM Insurance BrokersLimited and founder ofACTMAN InternationalLimited, W. St. Elmo Whytespent over twenty-three years inthe Life Insurance Industryrising to the position of VicePresident in one of the thenlargest such companies in theCaribbean.

He has served as Director withNEM Insurance Company,Edward Gayle and Company,Jamaica Unit Trust Services andJamaica Mutual Pension FundsLimited. A consultant and Chief Marketing Officer throughACTMAN, he was instrumental in establishing fourApproved Retirement Plans and is the Consulting A ctuary forthree such plans.

W. St. Elmo Whyte is currently a senior lecturer in theMathematics Department of the University of the West Indiesand Programme Director for Actuarial Science. He ispassionate about delivering information and education to thegeneral public and is a much sought af ter MotivationalSpeaker/Presenter..

PROGRAMMEFRIDAY

Health & Lifestyle Coach, Motivational Speaker, Certified in Herbology

We live in the age of technology , where everything isalmost instant. It ’s an awesome time to be alive.We are able to connect with and reach long lost

friends through various social media platforms. It ’s justspectacular!

Supermarkets are stocked with tons of convenience itemssuch as, breakfast cereals, pastries, and snacks, ready to eatmeats and so much more. There are even pre-cooked meals,that you can pop into the microwave and “voila” you havedinner. No one can deny that this “convenience” has givenus a sense of relief and security.

Convenience is great, but how much is too much? If youfind yourself trying to f ind the convenient route toeverything, this may be cause for concern. Instead ofpreparing a meal, you opt for fast foods. Instead ofexercising you are always on the latest fad diet or the quickfix pill. Instead of spending quality time you send a textmessage or an email. These convenient fixes are not alwaysbad but if over done can lead to other major issues.

In my practice I have seen the results of the overuse of“convenience”. It has come in the form of meltdowns,anxiety, depression, high blood pressure, high cholesterol,digestive issues, diabetes, and severe inner conflict. The sadreality is most people live their lives unaware, runningfrom one event to the next until disaster strikes.

Are you living unaware and using convenience as asupport? What will it take for you to slow down and notzip through your life?

Being more aware of your life and who you would liketo be can start with adding some simple but ef fectiveprinciples:

Love Yourself: with nourishing foods like fresh organicfruits and vegetables. Never skip mealtime or rush throughit. Take time to enjoy each bite and chew like your mothersaid, she was right. Pay attention to the signals of your body,it always speaks truth.

Move your body : on a daily basis through exercise thatspeaks to your soul. Sometimes you can switch it up. If youlike weight training, balance it with stretches and morecalming exercises like Y oga, your body will be grateful.Remember when you exercise it relieves stress, guardsagainst multiple diseases and it release the endorphins inyour brain that results in a feeling of bliss and happiness.

Journaling: don’t keep it all on the inside. Make time towrite your unexpressed emotions. It has been shown thatpersons who write out what’s on the inside are less likely toremain or be depressed. Sometimes you can’t say it but youcan sure write it.

Gratitude List; make and keep a list of all the things youare grateful for. Keep this by your beside and, before you gooff to sleep, review this list. Y ou may also use it when youfeel there is nothing good in your life. It will serve as areminder. It can bring joy where there may be sadness.

Make time: one of our most precious assets is our time.Choose wisely who and what you spend it on. Time loss canreally never be regained. A great way to use some of yourtime is to set aside time for you to do activities you desire.Allow yourself some time to just be. Y ou may also shareyour time with your family and friends. Show them yourappreciation. So instead of telling them on a social networkor through a text message, go and visit in person.

The examples shared with you are only a few things thatcan help you to begin your transformation to mindfulliving. Simply being present for your life, instead of alwaysliving in the past or the future.

Being aware of your daily activities can truly help you toshift gears. It can help you to feel more inner peace andtranquility. This process can surprisingly eliminate someof the issues you may have created by being too busy andoverusing convenience.

If you have tried some of the suggestions and still find itchallenging to make a shif t into the life you would like tolive, then perhaps it ’s time seek the help of a professional,be it a personal trainer , psychologist, health & Lifestylecoach, or any other professional that you may see f it.

Remember a problem stated is a problem half solved.

Mindful LivingBy Rese Young, H.C AADP MSc. B.A.

BODY


• TRANSFORMATION

Sagicor Motivational Seminar

Each year theSeminar sponsors acharitable cause inan effort to uplift,

inspire and transform thelives of the recipients. Thisyear we assisted the Dareto Care Home (Matthew25:40), a home for childrenliving with and fightingHIV/AIDS. Dare to Care isa member of the MustardSeed Group and currentlyhas three locations inJamaica.

With contributions madeby Sagicor team membersand with sponsorshipfrom;

LASCO Distributors Ltd,Wisynco Group and Devon House I Scream.We were able to provideDare to Care withfurniture, food, books, toys,appliances and a field tripfor the children to theMovie Theatre.

The Planning Committeethanks each person whoassisted with this ventureand our sponsors who tookthe time to be a part ofthis worthy cause.

Gives Back

From left: Arlene Lawrence - ChairmanProduction Club, Mark Chisholm - VP and Head

Individual Line, Olivia Campbell - DirectorCharity, Donna Reynolds - Administrator

Olivia C ampbell, 2009 Employee of theYear joined LOJ A ug 2006, in the SalesDepartment, became a clerk in Premium

Accounts A pril 2007 and rejoined the SalesDepartment in M ay 2008. This Senior SalesClerk epitomizes what Sagicor core valuesrepresent as she tries to operate in the mostprofessional, respectful and efficient manner.

She has a deep passion for Customer Serviceand is motivated when her customers aresatisfied. She believes that the role of aCustomer Service Representative is to go abovethe expectations of the customer. It is no wondershe is our employee of the year.

Congratulations Olivia on a job well done.

Employee of the Year

Olivia Campbell

Congratulations

• TRANSFORMATION

MAIN PLATFORMMAIN PLATFORMSPEAKERS’ PROFILE

Rese Young

Rese T. Young is the Owner andDirector of My Living Healthy, acompany focused on simple andeffective ways for individuals to stayhealthy and live an amazing life inbalance.

Rese is a Certified Health andLifestyle Coach, Speaker, andMotivator; her private practice offersassistance worldwide.

Rese Young has a vast knowledgein the field of Herbology (Certified)and is trained in more than 100dietary theories, eastern and westernnutrition, modern health issues,personal growth & development, andhealth and relationship counseling.

Rese Young is a firm believer in natural modalities includingenergy medicine, Reiki, acupuncture, and reflexology. Shesubscribes to the concept of Bio-individuality - respecting the needfor each person to be treated as unique. Rese is highly regardedfor her engaging coaching style, which accounts for her highsuccess rate as a Health & Lifestyle Coach.

Rese comes to the health and wellness f ield following 10 yearsin the Corporate world where she held senior roles in M ajorTelecommunications corporations which enabled extensive travelsthroughout the Caribbean, North and Latin America.

Her passion for the field of Health & Wellness led her to walkaway from an illustrious and lucrative corporate career and tocreate her own successful private practice.

Educated at the Institute for Integrative N utrition in New YorkCity — a State University of New York affiliate, she learneddirectly from such leading health experts as Joshua Rosenthal,David Wolfe, Deepak Chopra, MD, Neal Barnard, MD, AndrewWeil, MD, Geneen Roth, Joseph Mercola, DO, Annemarie Colbin,PhD, and Paul Pitchford.

Rese also holds a Bachelor of Arts with honors and a M asters ofScience degree from the Prestigious University of the W est Indies.She was awarded certificate of outstanding work inEntrepreneurship, and holds a diploma in Project M anagement.

Tamark Douglas

Tamark Douglas is a mail and f ilingclerk who joined Sagicor in January2009. He is 23 years old and wasborn and raised in Kingston’s innercity communities of Arnett Gardensand Trench Town. Despite growingup in poverty, Tamark recalls his‘Transformation’. On his way to“Donmanship”, he was rescuedthrough the mentorship of Dr.Henley Morgan and his MiracleClub program. He chose to be aleader and with his faith andphilosophy, “I can do all thingsthrough Christ who strengthensme”, it quickly propelled him tobecoming a mentor himself to other underprivileged youthwithin his community.

An avid sports enthusiast, Tamark was proficient in footballand Track & Field for his Schools, Camperdown High and laterArdenne High School. Undaunted by his personal struggles, he

finished High School and went on to pursue tertiary studies inBusiness Administration at the University College of theCaribbean.

Tamark’s story is one of interest as he was featured on IanBoyne’s television program, Religious Hard Talk. The interviewsaw him describing his early memories of struggle, overcominglife threatening obstacles and later being employed to theInsurance giant Sagicor Life Jamaica Limited.

Tamark understands transformation as he was and is beingtransformed to the point where he has gained the respect andadmiration of his community and his colleagues.

Michael Norman Maragh

Michael Norman Maragh is a paststudent of the St. Anne’sSecondary School. He alsoattended CAST, which is nowknown as the University ofTechnology.

Having completed theAccounting Technician, where hewas awarded a distinction, Mr.Maragh has been accredited theAccounting Technician, CharteredAccountant and a CertifiedInternal Auditor. He is Fellow withthe Association of CertifiedChartered Accountants and amember of the AmericanInstitute of Internal Auditors. Heis currently pursuing additionalstudies at the University ofManchester and the Institute of F inancial Analysts to attain aMasters Degree in Business Administration and to become aCertified Financial Analyst, respectively.

Mr. Maragh may be regarded as a career civil servant, havingbeen employed to Central Government of Jamaica for the lasttwenty (20) years. He currently serves in the capacity of Director,Finance at the Accountant General’s Department.

For the last twelve (12) years, Mr. Maragh has been lecturingthe ACCA/CAT programmes on a part-time basis. Theseprogrammes include Taxation, Financial Reporting, AdvancedFinancial Reporting, Management Accounting, AdvancedManagement Accounting, Managing Finance and ManagingPeople and Systems.

Mr. Maragh has a passion for helping and developing theyouth and as such he conducts motivational sessions at schoolacross the country.

Mrs. Gillian Rowlands

Mrs. Gillian Rowlands is theManaging Director and founderof Hamilton Knight AssociatesLimited (HKA), a leading HumanResource Development Service,which specializes in Recruitment,Career Counselling and Training,as well as the organization ofconferences and educationalevents. She is also the founder ofPower Speakers InternationalAgency (PSIA), which promotesCaribbean intellect, innovation,inspiration, motivation and

PROGRAMME


Saturday, October 2, 20108:25 am -1:00 pm

Chairman:

Karl Williams, VP Human Resources

Invocation:

Simone Bissick

Opening Ceremony

Greetings

Richard BylesPresident & CEO SLJ

“Mindful Living”

Rese T. Young B.A. (Hons.), MScHealth & Lifestyle Coach/Motivational Speaker

“Yes I CAN”

Tamark Douglas Clerk - EBD

“BlackBerry Solutions”

Steven Lynch, Blackberry ConsultantLIME

CHARITY HIGHLIGHTS

BREAK

“Success the other side of Failure”

Michael Maragh, MBADirector of Finance, Accountant General Dept.

“Power up for Success”

Gillian RowlandsManaging Director& Founder of HKA Limited

Creative Leadership

“Personal & Professional Empowerment”Susan L. Taylor

Editor-in-Chief Emeritus, Essence Magazine & Founder,National CARES Mentoring Movement

END OF SESSION

SATURDAYtalent, regionally and internationally, through dynamicpresenters and experts in dif ferent fields.

Her special interest and love is people, who she believes arethe world’s greatest resource. Her career has taken her all overthe world where she has resided in J amaica, Spain, Englandand Northern Nigeria.

Since 1987, Mrs. Rowlands has established herself as aleading motivational speaker, trainer and career and humanresource development practitioner. She designs, coordinatesand presents seminars, workshops, lectures and motivationalprogrammes for both local and international organizations.She is also a successful free-lance writer and broadcaster .

Susan L. Taylor

Editor-in-Chief Emeritus ofEssence Magazine and Founder,National Cares MentoringMovement.

Susan L. Taylor issynonymous with Essencemagazine, the brand she built, asits fashion editor, as editor-in-chief and editorial director. Fornearly three decades, as thedriving force behind one of themost celebrated Black-ownedbusinesses of our time, SusanTaylor is a legend in themagazine publishing world.

She was the first and only AfricanAmerican woman to be recognized by the M agazinePublishers of America with the Henry Johnson Fisher Award– the industry’s highest honour – and the first to beintroduced into the American Society of M agazine EditorsHall of Fame. She is the recipient of the NAACP President ’sAward for visionary leadership and has honourary degreesfrom more than a dozen colleges and universities.

Her passion and focus is the National C ares MentoringMovement, a call to action, which she founded in 2006 asEssence Cares. The movement is a massive campaign torecruit one million able adults to help secure our childrenwho are in peril and losing ground. The goals of the C aresMovement are to increase high school graduation ratesamong African American students, end the violence in B lackcommunities and the over-incarceration of our young.

She is an avid supporter of a host of organizationsdedicated to moving the Black community forward includingher passionate work to help restore the lives of people inNew Orleans and the Gulf Coast region who were devastatedby Hurricanes Katrina and Rita.


The common view of the soul is that it is a non-physical aspect or essence of a human being,which portrays individuality and humanity ,

partakes of divinity and is of ten considered to survivethe death of the body. It is often thought of as the mindor the self.

Many tend to neglect the soul but in truth yourinner self should be taken care of at least as well asyou take care of your physical body . Your soul needsnourishment, or you are liable to become anunbalanced being which gives you a distinctdisadvantage in creating the life you want.

If you have been neglecting your inner self, now’s thetime to make a change. Most if not all of yoursuccesses, joys, and even your most intimate momentsoriginate from the soul.

So how do you feed your soul? This can be done inmany different ways. Some feed it through watching awonderful movie, listening to music, or reading a greatbook, some through religion and prayers and othersthrough inspiration. However you feed it is up to you;just ensure that it ’s fed. Meditation and visualizationare also positive ways to connect with the inner you.This connection should leave you feeling joyful andrefreshed. This places you in a zone where anything ispossible, making you feel invincible and you are thenworking with your logical mind as well as the spiritmind in order to manifest your wants, hopes anddreams. It gives you a chance to step away from thecurrent reality and instead create the reality you trulydesire as long as you are passionate about what youfocus on.

By feeding all aspects of yourself you will find that lifewill become more balanced, less hectic and you will feellike you are moving forward instead of standing still.

You will f ind that fear and doubt leave your life as youconnect with your inner you.

Don’t neglect your soul. Listen to it, nourish it, andfeed it everyday . It is as important as feeding yourhungry stomach. If you have neglected your soul, it isnever too late to start again. It has an amazing abilityto recover and flourish in splendor once again.

Transforming the Soul

THE SOUL

By feeding all aspectsof yourself you will find

that life will becomemore balanced, lesshectic and you will

feel like you are movingforward instead of

standing still. You willfind that fear and doubtleave your life as you

connect with yourinner you.

FRONT ROW (LTOR):Owen Grant, Patricia Rattigan, Lynette Chin-McDaniel, Janet Bailey, Cherry Webster, Marcia Richards, HughMeredith, Arlene Lawrence, Albert Lyon, Lorraine Younger, Angela Blake-Francis, Marcia Wright, Michael Forbes, Walter Grant.

BACK ROW (LTOR): Isaac Johnson, Veronica Hall-Chambers, Elizabeth Osbourne, Rudolph Daley, Waldemar Bramwell, Grace Martin, Charmaine Lake, Calvin Smith, Diana Tomlinson, John Tulloch, Herbert Garriques, Julette Parkes, Ashley Waugh, Gifton Brown.

MISSING: Ishmael Jackson, Audrey Morris, Morais Muir.

• TRANSFORMATION

Sagicor's vision is "T o be a greatcompany committed to improvingthe lives of the people in the

communities in which we operate".Within SLJ we are a community and sothe company ’s vision extends toimproving the lives of every singleteam member.

Effectively what does this mean for you?It means that the company is committedto creating a working environment thatfacilitates continuous learning anddevelopment, where high performance isthe norm and individual and teamaccomplishments are recognized, allwithin a fun setting. Essentially ourcommunity will motivate team membersand make Sagicor a Great place to work.

During the rebranding to Sagicor LifeJamaica a team called ‘VIBES Champions’

was formed with the mandate to enhancecommunication, promote team spirit, tomotivate, inspire and create an excitingatmosphere that fosters high levels ofproductivity amongst staff.

This team played a pivotal role in thesuccessful transition to brand SAGICOR.Since then, they have initiated and lednumerous successes, Sagicor F ridays!,SAAW 2009, which was widely acclaimedas the best; SagiCup and Colour Splash inJune 2010 and now actively promoting“One Sagicor” by participating on theSagicor Motivational Seminar Committee.

What is V ibes? VIBES is the acronymfor V ibrant Individuals B uildingEnthusiastic Staf f. The team consists ofmembers drawn from various areas of thecompany, none of whom are members of

the management team, but they are

leaders in their own right. The team ischaired by Karl W illiams, Vice-President,Human Resources, who has high praisefor their teamwork, commitment,creativity, and hard work.

Current team members are AngelWright (President), Karla Reece (V icePresident), Deniece Aiken, P aulineAinsley-Anderson, H eather Leveridge,Erica Chen-Loy , S imone Bissick, LiliethFearon, K edeish H ill, Omar Dacres,Ainsley W atson, C arl Ellis & RicardoGordon.

There is a rotation system in place tofacilitate other team members, fromadmin or the agency force, who choose tocontribute to building a high performanceteam within Sagicor Life Jamaica.

If you are interested in serving, contactAngel Wright or Karla Reece.

Champions Vibes

Back Row(Left to Right): Ricardo Gordon, Pauline Ainsley, Omar DacresMiddle Row: Simone Bissick, Heather Leveridge, Karl Williams, Ainsley Watson, Lilieth Ferron (in front of Ainsley Watson)

Front Row: Kedeish Hill, Erica Chen-Loy, Karla Reece, Angel Wright. (Missing: Deniece Aiken and Carl Ellis)


RememberingRosemarie Blackwood

We are deeply saddened at the passing of our colleagueand friend Mrs. Rosemarie B lackwood. H ercommitment and dedication to duty , hard work andexcellent service which she provided for her clientswere some of the admirable qualities of this trustedand competent Sagicor Advisor.

She has undoubtedly impacted the lives of hundreds ofclients and their families throughout her seventeen-year sojourn in the life insurance business.

We will forever remember her beautiful smile, herwarm and engaging personality , her dignity andcharm. She was a great team player who made aninvaluable contribution to business development andthe social aspect of the Mandeville Branch.

Mrs. Blackwood was always willing to go the extra milein organizing and securing venues for special events orany social activity for her associates.

The Sagicor family once again would like to extend ourcondolences to her family and friends.

May her soul rest in peace and light perpetual shineupon her.

Tribute SMS 2010

• TRANSFORMATION

• Think big thoughts but relish small pleasures

• Keep all things simple

• Never blame others

• Commit yourself to constant improvement

• Avoid negative people

• Never be afraid to say no

• Never be afraid to say I don’t know

• Count your blessings

• Compliment three people everyday

• Strive for excellence not perfection

• Learn three clean jokes

• Sing in the shower daily

• Treat others how you’d want to be treated

• Become the most positive and enthusiastic person you know

• Look people in the eye be the f irst to say hello

• Watch a sunrise at least once a year

• Sing the S.C.R.I.P.T daily: S

agicor - C

ommunication, R

espect, I

ntegrity, P

erformance and T

eamwork

Little “Transformation”Instructions

ACKNOWLEDGEMENTSThis year as we focus on the theme for the Annual Seminar “Transformation”, transforming high

performance into a service first, values based culture, the concept of the magazine was pr esented with aspectsthat would better enable us to look from within, The Mind, The Body and The Soul.

As we take our transformation walk, let us remember to take someone on our journey as one idea cantransform you for a lifetime. Special thanks to those who helped to make the magazine a success in theshortest possible time: Carla Peterkin, Nadia Brown, Nikolaus Price, Deniece Aiken, Marcia Richards,

John Dacosta and Paul Lawrence our Volunteer Editor.We also acknowledge the following who helped to

make the seminar possible:

Citrad Limited

Lasco Distributors Limited

Stella Limited

Touchline Industries Limited

Insurance Employees Co-op Credit Union

Printware Online Jamaica Limited

Secrets Hotel

Gymkhana Limited

Supreme Ventures Limited

The New Knutsford Pharmacy

Chevron Caribbean SRL

PanCaribbean Financial Limited

Sagicor Life Jamaica Limited

Face Foward

Sagicor Insurance Brokers Limited

ICWI

IBEROSTAR

Answers Corp. Limited

The Jamaica Pegasus Hotel

Half Moon Resort

Glaxosmithkline Caribbean Limited

Jade Gardens Restaurant

Royale Tech Limited

Modern Image Salon

TGI Friday’s

Wisynco Group limited

Mavis Bank Coffee Factory Limited

Soft -Sheen Carson

Devon House I Scream

Fashion Affair

LIME

CLARO

Bert Rose & Company

Dwayne Watkins Photography

Nature Preservation/Hope Gardens

A.I.M. Educational Service Limited

Access Financial Services

Sun Island

TVI Express

John DaCosta Technical Production Services

Blends Skin Care

Ramon Morgan - Theme Logo Design

sagicor seminar magazine

Documents

seminar programme

seminar directorms

seminar istransformation

theannual motivational

theme transformation

marcia richardschairman

marcia richardsmessagesms

transformation congratulations