Having trouble getting your sales reps to attend training? Our DESIRE model has what you need to deliver training reps want to attend. Using our experience with a mid-sized midwestern insurance carrier, we share what we learned to turn our training around.

1. Session W120 DESIRE: Creating Sales Training that Reps Want to Attend Room W475AB 8:00 am-9:15 am Wednesday May 19, 2010 Mike Milbourn: mmilbourn@ameritas.com Keith Stoneman: kstoneman@ameritas.com Ameritas Life Insurance Corp.

5. Our Story Over 9.9 x 10 15 product options…and growing

6. Our esteemed leader “ What have you sold today?”

7. Phase I

14. Phase I Theme: Outstanding problem solving Condition: Reactive, Tactical Department

15. Phase II

19. Phase II Theme: Striving for Significance Condition: Proactive Consulting Department

20. Phase III: Strategic Contribution COMING SOON!

22. Our results 2009 Sales - 0.1% + 9.2% All Voluntary Sales + 1.9% + 11.8% PPO Sales - 1.1% + 4% All New Sales Industry Average Group Division

23. Sales Production per Rep

24. Industry Comparison

25. How did we do it? The DESIRE Model D – Ditch your Ego E – Establish Outcomes S – Seek I – Invest R – Relevance E – Evaluate Continuously

26. Ditch Your Ego D

27. Establish Outcomes E

28. Seek S

30. Relevance R

31. Evaluate Continuously E

32. Using DESIRE to solve what’s not working with your training

33. How’s it work? Keep / Change / Pitch

34. DESIRE: Creating Sales Training Reps want to Attend Mike Milbourn Keith Stoneman Ameritas Life Insurance Corp. To get copies, leave us a business card labeled with handouts, slides or both, and we will email them to you.