Ask yourself … Where do you want to be in 5 years?
 
The Company  <ul><li>Incorporated in 1939 in Columbia, S.C. </li></ul><ul><li>Pioneered worksite benefits via payroll dedu...
Colonial Life <ul><li>Here is what industry people are saying about us … </li></ul><ul><ul><li>Colonial Life was chosen a ...
Explosive Growth <ul><li>Our explosive growth is based on corporate America's need: </li></ul><ul><ul><li>For choice-drive...
The Products & Services <ul><li>The Colonial Advantage – Three Companies in One. </li></ul><ul><ul><ul><li>A Benefits Comm...
Benefit Communication Process One-on-One  Meetings <ul><li>Private </li></ul><ul><li>Professional </li></ul><ul><li>Consul...
Enrollment Suite <ul><li>Variety of enrollment services: </li></ul><ul><ul><li>One-to-one sessions with personalized benef...
A Comprehensive Product Portfolio Life Insurance Accident Insurance  Cancer Insurance Critical Illness Disability Income H...
Great Service  9 in 10 Colonial Life claimants are satisfied with claims service overall & would recommend Colonial Life t...
The Marketplace <ul><li>Health care premiums are seriously outpacing inflation </li></ul>The Henry J. Kaiser Family Founda...
The Need in Marketplace  <ul><ul><li>Employees prefer to buy benefits at work – 2 to 1. 1 </li></ul></ul><ul><ul><li>77% o...
An Abundant Marketplace Non-Accounts 97.0% Colonial Accounts 3.0% <ul><li>Large database of D&B prospects provide regular ...
Who Joins Our Team Let’s look at a profile …
Colonial Life Associate Profile <ul><li>The Ideal Candidate </li></ul><ul><ul><ul><li>High Integrity </li></ul></ul></ul><...
A Fantastic Career <ul><li>For the right candidate </li></ul><ul><ul><li>Very realistically </li></ul></ul><ul><ul><ul><li...
Adding Value To Company Benefit Plans Through A Consultative Style
“ No limit&quot;  to Income and Financial Rewards Referral bonus of 4% to 6% override on all business generated by people ...
Colonial College <ul><li>Classroom and field training </li></ul><ul><ul><ul><ul><li>Field Training Systems… A system for s...
Unique Approach to the  Market Commissions vary depending on your role 25% Average  36.5 – 56.5% Total Account Opener 17.5...
Compensation Opener Commissions 50 Employees * 50% Enrollment (CLA Average) 25 Employees Participate $500 Annual Premium /...
Compensation Opener Commissions $2,187.50 * 2 Cases / Month = $4,375  or 24 / year = This is not a guarantee but for illus...
Compensation  Opener Commissions <ul><li>New Account Bonus  (YTD) </li></ul><ul><li>24 cases = 9%  x  $270,000 premium =  ...
Incentives Exclusively for … New Start-up Operations <ul><li>Quick Strike (Tier 3 in 90 days) =  $1,250 </li></ul><ul><li>...
Compensation Total Opener Commissions Commission $  52,500 New Account Bonus (YTD) $  24,300 New Account Bonus (QTD) $  8,...
Compensation Opener Commissions Renewals and Re-enrollment Renewal: for an Opener (Average) = 4%  % * $300,000 = $12,000 A...
Compensation Total Opener Commissions This is not a guarantee but for illustrative purposes only. Actual commissions and b...
The Compensation * Actual commissions and bonuses will vary depending on actual results. Model was based on 24 new account...
Personal Growth Opportunity <ul><li>Career Path Opportunities </li></ul><ul><ul><li>Territory Sales Manager </li></ul></ul...
Travel and Incentives
The Timing The window of opportunity is open …
The Timing <ul><ul><li>Up to 363,000 U.S. businesses are considering introducing a new voluntary benefit in the near futur...
Join a great team <ul><li>Be an entrepreneur and leader </li></ul><ul><ul><li>Name recognition, highly visible, advertisin...
Ask Yourself <ul><li>If I do nothing and stay with my current job, will I be where I want and need to be in 5 years? </li>...
It’s Your Move <ul><li>You need to consider the Colonial Life opportunity and discuss it with your significant other. </li...
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The Colonial Opportunity

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  • The Colonial Opportunity

    1. 1. Ask yourself … Where do you want to be in 5 years?
    2. 3. The Company <ul><li>Incorporated in 1939 in Columbia, S.C. </li></ul><ul><li>Pioneered worksite benefits via payroll deduction. </li></ul><ul><li>50,000 accounts with more than 2.5 million policies in force. 1 </li></ul><ul><li>Offers benefit solutions for employers in one neat package: excellence in communications, enrollments, service and product offerings. </li></ul><ul><li>Products sold in 49 states. </li></ul><ul><li>Affiliate company 2 markets similar products in New York. </li></ul><ul><li>Highly rated, financially sound. </li></ul><ul><ul><li>In-force premium of more than $1 billion. 1 </li></ul></ul><ul><ul><li>2007 sales of $334.9 million. 1 </li></ul></ul>1 Colonial Life & Accident Insurance Company corporate records as of year-end 2007. 2 The Paul Revere Life Insurance Company.
    3. 4. Colonial Life <ul><li>Here is what industry people are saying about us … </li></ul><ul><ul><li>Colonial Life was chosen a 5-time winner in Benefits Selling magazine’s 2007 Readers’ Choice Awards ! Brokers selected Colonial Life as their top pick in the following categories … </li></ul></ul><ul><ul><ul><li>The carrier that communicates best with brokers . </li></ul></ul></ul><ul><ul><ul><li>The most innovative carrier in the marketplace . </li></ul></ul></ul><ul><ul><ul><li>The carrier that offers the best back-office support . </li></ul></ul></ul><ul><ul><ul><li>The best critical illness plan in the marketplace. </li></ul></ul></ul><ul><ul><ul><li>The best whole life insurance product in the marketplace. </li></ul></ul></ul>
    4. 5. Explosive Growth <ul><li>Our explosive growth is based on corporate America's need: </li></ul><ul><ul><li>For choice-driven benefits </li></ul></ul><ul><ul><li>Services offered on a voluntary basis </li></ul></ul><ul><ul><ul><ul><ul><li>Helps reduce the pressure for future company-paid plans. </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Helps strengthen a companies benefits and expands services typically costing thousands of dollars in a tight labor market. </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Introduces choice and portability at the employee level. </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Allows both employer and employee to access the power of pre-tax dollars. </li></ul></ul></ul></ul></ul>
    5. 6. The Products & Services <ul><li>The Colonial Advantage – Three Companies in One. </li></ul><ul><ul><ul><li>A Benefits Communication Company </li></ul></ul></ul><ul><ul><ul><li>A Nationally Certified “Turnkey” Enrollment Company </li></ul></ul></ul><ul><ul><ul><li>An Individual and Group Insurance Product Company </li></ul></ul></ul>
    6. 7. Benefit Communication Process One-on-One Meetings <ul><li>Private </li></ul><ul><li>Professional </li></ul><ul><li>Consultative </li></ul>Source: LIMRA Marketer - Volume 13 - Number 1 2006 Group Meetings Salary Illustrations, Benefit Statements and Election Forms
    7. 8. Enrollment Suite <ul><li>Variety of enrollment services: </li></ul><ul><ul><li>One-to-one sessions with personalized benefit statements and salary illustrations. </li></ul></ul><ul><ul><li>Group meetings. </li></ul></ul><ul><ul><li>Multi-location and multi-state enrollment capabilities. </li></ul></ul><ul><ul><li>Options for remote employees or staggered shifts. </li></ul></ul>
    8. 9. A Comprehensive Product Portfolio Life Insurance Accident Insurance Cancer Insurance Critical Illness Disability Income Hospital Confinement Quality Products from one source allows you to Maximize enrollment choices. Limited Medical
    9. 10. Great Service 9 in 10 Colonial Life claimants are satisfied with claims service overall & would recommend Colonial Life to others. 2007 LIMRA Survey
    10. 11. The Marketplace <ul><li>Health care premiums are seriously outpacing inflation </li></ul>The Henry J. Kaiser Family Foundation. Employee Health Benefits: 2005 Annual Survey 3.5% Rate of inflation 9.2% Healthcare premiums
    11. 12. The Need in Marketplace <ul><ul><li>Employees prefer to buy benefits at work – 2 to 1. 1 </li></ul></ul><ul><ul><li>77% of employees prefer to meet face-to-face. 2 </li></ul></ul><ul><ul><li>97% of employers and employees have a growing interest in products that help cover deductibles and out-of pocket expenses. 3 </li></ul></ul>1 2005 MetLife Employee Benefits Trend Study 2 2005 MetLife Employee Benefits Trend Study 3 Worksite Product Trends, Eastbridge Consulting Group, Inc., 2005
    12. 13. An Abundant Marketplace Non-Accounts 97.0% Colonial Accounts 3.0% <ul><li>Large database of D&B prospects provide regular activity and opportunity </li></ul><ul><li>A proven marketing system provides well developed leads for direct contact </li></ul>
    13. 14. Who Joins Our Team Let’s look at a profile …
    14. 15. Colonial Life Associate Profile <ul><li>The Ideal Candidate </li></ul><ul><ul><ul><li>High Integrity </li></ul></ul></ul><ul><ul><ul><li>Well thought of in the community </li></ul></ul></ul><ul><ul><ul><li>People skills </li></ul></ul></ul><ul><ul><ul><li>Good communicator </li></ul></ul></ul><ul><ul><ul><li>Organized </li></ul></ul></ul><ul><ul><ul><li>Manages time well </li></ul></ul></ul><ul><ul><ul><li>Service minded </li></ul></ul></ul><ul><ul><ul><li>Coachable and willing to adhere to a proven system </li></ul></ul></ul>
    15. 16. A Fantastic Career <ul><li>For the right candidate </li></ul><ul><ul><li>Very realistically </li></ul></ul><ul><ul><ul><li>$30,000 to $60,000 your 1 st year </li></ul></ul></ul><ul><ul><ul><li>$8,000 to $15,000 increases annually </li></ul></ul></ul><ul><ul><li>Management Opportunities </li></ul></ul><ul><ul><ul><li>“ Fast Track” through our Assistant Development Manager Program </li></ul></ul></ul>
    16. 17. Adding Value To Company Benefit Plans Through A Consultative Style
    17. 18. “ No limit&quot; to Income and Financial Rewards Referral bonus of 4% to 6% override on all business generated by people you have recommended for an appointment to Colonial Life. Colonial associates are independent agents and are paid solely by commissions, renewals/overrides and earned bonuses. Top commission potential including residual income. Let’s see… top commissions, renewal income, bonuses just for recommending good people you know and oh yes, trips to wonderful Places!
    18. 19. Colonial College <ul><li>Classroom and field training </li></ul><ul><ul><ul><ul><li>Field Training Systems… A system for success that duplicates what others have done to be successful. You will be working side by side with our best, observing and doing everything from prospecting and selling to service. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Classroom Training… Learn Colonial Life’s “needs based” selling, product knowledge, Section 125 Certification, and Enrollment certification. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Ongoing Training… Through a system of weekly communications combined with Territory and District General Agent’s meetings we continue your development side-by-side. </li></ul></ul></ul></ul>
    19. 20. Unique Approach to the Market Commissions vary depending on your role 25% Average 36.5 – 56.5% Total Account Opener 17.5% – 37.5% Account Coordinator 4% Account Enroller 15%
    20. 21. Compensation Opener Commissions 50 Employees * 50% Enrollment (CLA Average) 25 Employees Participate $500 Annual Premium / Employee (CLA Average) $12,500 Total Annual Premium Opener Commission (25%) = $3,125 Commission Advanced (@70%) = This is not a guarantee but for illustrative purposes only. Actual commissions will vary depending on actual results. $2,187.50 * Colonial Life’s average for employee participation is between 40% and 50%. For the sake of this example, 50% is being used.
    21. 22. Compensation Opener Commissions $2,187.50 * 2 Cases / Month = $4,375 or 24 / year = This is not a guarantee but for illustrative purposes only. Actual commissions will vary depending on actual results. $52,500
    22. 23. Compensation Opener Commissions <ul><li>New Account Bonus (YTD) </li></ul><ul><li>24 cases = 9% x $270,000 premium = $24,300 </li></ul><ul><li>New Account Bonus (QTD) </li></ul><ul><li>Averaged opening 6 cases </li></ul><ul><li>per Quarter </li></ul><ul><li>3% X $270,000 premium = $8,100 </li></ul>This is not a guarantee but for illustrative purposes only. Actual commissions will vary depending on actual results. Model assumes company average 10% never effect rate.
    23. 24. Incentives Exclusively for … New Start-up Operations <ul><li>Quick Strike (Tier 3 in 90 days) = $1,250 </li></ul><ul><li>(For opening 3 accounts / $10,000 New Acct. Opener Premium) </li></ul><ul><li>Tier Bonus* = $10,250 </li></ul><ul><li>* Includes extra $5,000 bonus for 12+ cases and over $120,000 in new acct. opener sales premium </li></ul>in startup money… for new representatives only! This is not a guarantee but for illustrative purposes only. Actual bonuses may vary depending on actual results. $11,500
    24. 25. Compensation Total Opener Commissions Commission $ 52,500 New Account Bonus (YTD) $ 24,300 New Account Bonus (QTD) $ 8,100 TOTAL Comp & Bonuses $ 84,900 New Start-up Bonus = $ 11,500 This is not a guarantee but for illustrative purposes only. Actual commissions and bonuses will vary depending on actual results. Total Compensation = $ 96,400
    25. 26. Compensation Opener Commissions Renewals and Re-enrollment Renewal: for an Opener (Average) = 4% % * $300,000 = $12,000 Avg. renewal premium collection rate * 70% = $8,400 Re-enrollment: 40% of 1 st Year Premium (Average) 40% * $300,000 = $120,000 * 25% = $30,000 Colonial advance rate * 70% = $21,000 Renewals = $8,400 Rework = $21,000 This is not a guarantee but for illustrative purposes only. Actual commissions will vary depending on actual results. TOTAL = $29,400
    26. 27. Compensation Total Opener Commissions This is not a guarantee but for illustrative purposes only. Actual commissions and bonuses will vary depending on actual results. If you only achieve ½ the production used in the prior example and open 12 cases with $120,000 in premium: YOU QUALIFY FOR LEADERS CONFERENCE!
    27. 28. The Compensation * Actual commissions and bonuses will vary depending on actual results. Model was based on 24 new accounts opened, average number of 50 employees each, 50% penetration and an average monthly sales premium per payor of $40. 5 Year Rep Compensation Model* Commissions and bonuses Year 1 Year 2 Year 3 Year 4 Year 5 $96,000 $108,000 $130,000 $152,000 $173,000
    28. 29. Personal Growth Opportunity <ul><li>Career Path Opportunities </li></ul><ul><ul><li>Territory Sales Manager </li></ul></ul><ul><ul><li>District General Agent (Public and Commercial Sectors) </li></ul></ul><ul><ul><li>Agency Development Manager </li></ul></ul><ul><ul><li>District Development Manager </li></ul></ul><ul><ul><li>Public Sector Assistant Manager </li></ul></ul><ul><ul><li>Agency Sales Representative (Opener – Enroller and Coordinator roles) </li></ul></ul>DDM DGA TSM ASR ADM
    29. 30. Travel and Incentives
    30. 31. The Timing The window of opportunity is open …
    31. 32. The Timing <ul><ul><li>Up to 363,000 U.S. businesses are considering introducing a new voluntary benefit in the near future. Assuming that these employers follow through on their intentions, almost 45 million employees will have access to these new products. 1 </li></ul></ul><ul><ul><li>1 Analyzing the Size and Potential of Voluntary Worksite Benefits, LIMRA, 2007. </li></ul></ul>
    32. 33. Join a great team <ul><li>Be an entrepreneur and leader </li></ul><ul><ul><li>Name recognition, highly visible, advertising campaign. </li></ul></ul><ul><ul><li>Training at all levels of your development from beginning to management. </li></ul></ul><ul><ul><li>World class products that deliver the best risk protection value in the insurance industry. </li></ul></ul><ul><ul><li>The freedom to build your career your own way … and on your own schedule. </li></ul></ul><ul><ul><li>Having no glass ceiling or seniority barriers. </li></ul></ul><ul><ul><li>Earning rewards based solely on your efforts and initiative. </li></ul></ul>
    33. 34. Ask Yourself <ul><li>If I do nothing and stay with my current job, will I be where I want and need to be in 5 years? </li></ul><ul><li>With Colonial Life, can I earn the money I want while developing future financial security? </li></ul><ul><li>Will I receive the training necessary to become successful? </li></ul><ul><li>Will I feel good about my career, helping people? </li></ul>
    34. 35. It’s Your Move <ul><li>You need to consider the Colonial Life opportunity and discuss it with your significant other. </li></ul><ul><li>We need to look your “ Map to Success ” plan and arrange training schedules. </li></ul><ul><li>Call us back within the next 48 hours … </li></ul><ul><li>We will schedule a formal interview to discuss details. We can even include your significant other if you like. </li></ul>

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