2. 2
Outlining Our Discussion
• Provide a Background on our
company
– Who we are
– What we do
• Introduce the value of our products
• Review our total compensation plan
• Highlight our formal training program
• Assess whether or not there is a fit
4. 4
Introducing Aflac
Trusted, Fortune 500 Company
50,000,000 Clients
Protecting families for more than 55 years
#1 Supplemental Insurance Provider
• Not a Major Medical provider
• Doesn’t compete with employer provided
benefits
6. 6
Introducing Aflac
So, How Does Aflac Work?
• We provide products that gives people an emergency
fund of cash when they need it the most.
– Most people live paycheck to paycheck
– Bill collectors don’t care if you get hurt
– Most employers don’t provide disability benefits
• We work with business owners who
make our products available to their
employees
7. 7
Introducing Aflac
1. It’s Free! No cost to protect their employees
2. Expands the employer’s benefit offerings,
making them more competitive in attracting
and retaining employees
3. Reduces the employer costs that they incur
from non-work related injury
4. We help employers avoid having to make personal loans to
employees
5. Our products can reduce payroll taxes for an employer
So, if a business owner’s employees wanted to purchase our
products, paying for it themselves, why wouldn’t a business owner
want to work with Aflac?
Why Do Businesses Work With Aflac?
8. 8
Introducing Aflac
Our challenge is not getting Employers to say “YES” . . .
. . . our challenge is getting to them.
Which is why we are seeking new Associates to introduce our
products.
While we insure over 50,000,000 individuals and now
500,000 businesses offer Aflac to their employees, in our
state, less than 10% of the businesses have had an
opportunity to make Aflac available to their employees.
10. 10
Value Of Our Products
Key features of our products:
• Pay cash directly to the policy
holder
• Affordable
• Employee Owned
• Portable
• Guaranteed Renewable for
Life
• Wellness Benefits
11. 11
Income
$41,000 Annual Salary
$3,417 Monthly Gross
Salary
- $854 Taxes
- $125 Medical
$2,438 Net Monthly
Salary
Household Expenses
- $1,200 Rent / Mortgage
- $275 Car Payment
- $250 Monthly groceries
- $375 All Utilities
- $60 Cell Phone
- $175 Gas/Insurance
Broken Leg – Out 6 Weeks
From Work
Getting Started - Products
$78 left after bills are paid
12. 12
4. $1,500 for
sustaining a
fracture
1. $225 for
needing an
ambulance
2. $135 for
being treated in
an emergency
room
5. $2,150 for an
initial hospital
confinement 6. $500 per subsequent
night stay in the
hospital
3. $225 if a
diagnostic exam
is performed (CT,
MRI, etc.)
8. $140 for
needing the use
of equipment
(crutches)
7. $140 per
night for
lodging for a
family member
9. $40 per day
for physical
therapy (up to
10 days)
Broken Leg – Out 6
Weeks From Work
paid directly to you
and your family
$5,275
13. 13
Expenses
- $1,200 Rent / Mortgage
- $275 Car Payment
- $250 Monthly groceries
- $375 All Utilities
- $60 Cell Phone
- $175 Gas/Insurance
Broken Leg – Out 6 Weeks
From Work
Getting Started - Products
$5,275 Paid By Aflac
$2,940 left after bills are paid
$78 left after bills are paid
15. 15
Value Of Our Products
Which Employees Take Our Cancer Products?
People like Cathy Lam:
“When the doctor told me back in January that the
biopsy did show cancer cells, I was devastated. I
had held on to the last hope that everything was
going to be okay. Now all I could think about was
my three year old daughter and my husband. I
wanted so much more time with them. God
answered prayers and the surgery went well with
good test results. Everything is so expensive!
Thank goodness, when Aflac agents came to my
workplace about two years ago, I listened to their
plans of coverage and chose to buy some cancer
insurance for myself and my family. How grateful I
am now that I made that decision.”
- Cathy Lamm, Aflac client
17. 17
Your Responsibilities
What Is The Role Of The Associate?
• Your primary role is to consult with
local business owners and
educate them on how our
products can benefit them and
their employees
• Service existing relationships that
you create
• Participate in training that is
designed to assist you in
achieving success
18. 18
Your Responsibilities
What Is The Role Of The Associate?
Meet with
business
owners and
present the
Aflac value
Explain our
products to
each
employee
Enroll those
that are
interested in
obtaining our
products
Secure the
business
owners
authorization
to meet their
employees
Schedule
meetings
with each
employee
19. 19
Your Responsibilities
What Is The Role Of The Associate?
Meet with
Friends and
Family and
present the
Aflac value
Ask for
Referrals
Thank them
and contact
referrals
Explain our
products and
cash benefits
Gain their
trust and
relationship
Enroll those
that are
interested in
obtaining our
products
20. 20
Your Responsibilities
The Aflac Advantage
– We spend $50,000,000 in marketing and
brand advertisements, for you
– We have achieved brand recognition
equal to McDonalds, Nike and Coke
– Chances are that every business owner
or individual that you meet, will know the
name Aflac
21. 21
Your Responsibilities
How do you meet with business owners?
• Call them or walk in and visit them to introduce Aflac
• Business owners don’t object to our concept, but they
may object to salespeople. We teach you
prospecting techniques to overcome this
• Once you build your client list to 100 accounts, you
will no longer need to meet with new businesses, but
instead focus on helping more employees in your
current accounts learn about our products.
How quickly you build your client list is up to you.
23. 23
Aflac provides a high income compensation
plan
– Associate commission
– Associate renewal
– Stock Bonus
– ABC Club
– A real retirement program
– Cash / Incentives
– Management Opportunities
Compensation
24. 24
Associate Commission
Compensation
Present to 15 Employees (EE)
60% Enroll @ $15.00 Per Week Payroll Deduction
9 Employees Enroll
X Average Annual Premium of $780
$7,020 Total AP
X 47% Commission
$3,299 1st
Yr Commission
X 63% Advanced The Next Week
$2,078 First Commission Payment
26. 26
Compensation
Associate Renewal Commission
Same 9 Employees
$7,020Total AP
$7,020 Total AP
X 3% Renewal Commission
$210 First Year Renewal Payment
Renewals Paid to you level for the rest of your life.
28. 28
Associate Stock Bonus
Compensation
Same 9 Employees
$7,020 Total AP
$7,020 Total AP
X 2% Stock Bonus
$140.40 Stock Bonus
$140.40 Stock Bonus
/ (divided) by Current Stock Price ($40)
3.5 Shares of Stock
29. 29
• Quick review of compensation from 1 small
account / client:
Compensation
$7,020 1st
Year Earnings
$210.00 Annual Renewal
$140.40 Stock Bonus
All this from just one account
30. 30
Compensation
One Year Income
$7,020 Production Per Account
X Open 1 Account Every Other Week (26)
$182,520 Total Production
X 47% Commission
$85,784 Total Commission
X 63% Advanced = $54,044
31. 31
Compensation
Comparing An Aflac Career to a Salaried Job
$40,950 Salary
Aflac Career Salary Job
$40,950 Commission1st
Year Compensation:
Guaranteed Increase
(2nd
Year):
$7,020 Renewal $0 - No Guarantee
Maximum Income
Potential:
Unlimited 1% – 3% increase*
Stock Bonus: Yes Unknown
32. 32
Compensation
Building Your Future – A Real Retirement Program
$182,520 Production Per Year
X 10 Years
$1,825,200 Total Production
X 80% In Force
$1,460,160 In Force
X 3% Renewal Commission
$43,804 Renewal Commission – Year 11
+ $85,784 Year 11 Production Commission
$129,588 Total Revenue – Year 11
33. 33
Compensation
Building Your Future – A Real Retirement Program
Once you become vested, if something were
to happen to you, your renewals would then
be paid to your spouse. For as long as they
live.
If your spouse is no longer living, your
renewals will be paid to your children, until
they reach age 23.
34. 34
In addition - Associate Cash / Incentives
Compensation
Even as a new Associate, you will be eligible
for cash bonuses and a variety of incentives,
contests and promotions
– District rewards
– Regional incentives
– State recognition and awards
– Corporate level rewards
35. 35
Compensation
The Value of Advancement
For those Associates
that perform well and
are interested in a
management position,
we will be looking to
promote you.
We will help you build
and train your own
District Team
In management, you will
receive:
– Commission on your team’s
production
– Renewals on your team’s
production
– Stock based upon your
team’s production
37. 37
Aflac has created an organization designed
to support the Associate:
Training and Support
State Sales
Coordinator
Regional Sales
Coordinator
District Sales
Coordinator
State Training
Coordinator
Associate
38. 38
Your Regional Sales Coordinator will
– Provide you with Support training
– Provide management oversight to
ensure your training is completed
– Work closely with your District manager
to ensure your success
Training and Support
Regional Sales
Coordinator
39. 39
You will receive dedicated one-on-one
training with a District Sales Coordinator
who is measured based upon your success.
– Training on marketing and products
– Acquiring clients
– Servicing clients
– Your District Manager will work hand in
hand with you to build your business
Training and Support
District Sales
Coordinator
40. 40
Training and Support
Week 1: Product
Pre-School
Training with the
RSC/DSC
Week 2: Jump
Start School
(NASS)
Week 3-4: Field
Training Begins to
set Appointments
Week 7-8:
Associate
Interview &
employee
Presentation
Week 5-6:
Employer
Presentations
Week 9:
Flex/SNG
Training
Week 10-13:
Basic Enrollment
& Account Mgmt
New Associate Training Cycle –
“Winner’s Edge”
41. 41
Here is what you should expect:
– You will receive thorough classroom training
– You will receive detailed product training
with your Regional/District Sales Coordinator
– You will receive daily training, one-on-one
with your District Sales Coordinator
– You will see the entire lifecycle of account
management, at least twice during your
training
Training and Support Review
42. 42
Here is what you should expect (continued):
– You should earn income in your first thirty
days after class/contract
– You should open at least two groups with
your District Sales Coordinator
– You should qualify for our Fast Start
incentive program “Bonus”
– You should build your pipeline of
employers
Training and Support Review
43. 43
Why should you expect all of this support
and training?
Training and Support Review
State Sales
Coordinator
Regional Sales
Coordinator
District Sales
Coordinator
State Training
Coordinator
Associate
Because each level of
your support organization
is measured, judged and
compensated based
upon how well you do.
44. 44
In addition, you should also be aware of the
following advantages you will have:
– Aflac will provide you with all of the
marketing materials you need – free of
charge
– We generally do not work evenings or
weekends, as we meet with business
owners during the weekday (Work hours)
– You will have the flexibility to work from
your own location, including your home
office
Training and Support Review
46. 46
We are looking for:
– Someone who is not afraid to work hard for what
they want…dedicated
– Someone who is willing to be trained/coached
– Someone that can manage themselves and their
time…discipline
– Someone who is willing to interact with people
– Someone who can understand and believe the
real value that our products provide to families
Assessing A Fit
