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is “YOUR ADVANTAGE ”!!!!!!

LIBERTY NATIONAL WORKSITE ADVANTAGE. RON AGYPT. is “YOUR ADVANTAGE ”!!!!!!. 30% OF U.S. EMPLOYERS WITH 10 OR MORE EMPLOYEES SAID THEY ARE CONSIDERING ADDING A NEW VOLUNTARY OPTION WITHIN THE NEXT 2 YEARS.

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is “YOUR ADVANTAGE ”!!!!!!

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  1. LIBERTY NATIONAL WORKSITE ADVANTAGE • RON AGYPT is “YOUR ADVANTAGE”!!!!!!

  2. 30% OF U.S. EMPLOYERS WITH 10 OR MORE EMPLOYEES SAID THEY ARE CONSIDERING ADDING A NEW VOLUNTARY OPTION WITHIN THE NEXT 2 YEARS. • CURRENTLY 57% OF U.S. EMPLOYERS OFFER VOLUNTARY BENEFITS AND THIS RATE RISES AS EMPLOYER SIZE INCREASES. Source: LIMRA

  3. THE WORKSITE MARKET WHERE DO EMPLOYEES PREFER TO OBTAIN INSURANCE • WORKPLACE 51% • AT HOME 23% • NO PREFERENCE 23% • OTHER 3% Source: LIMRA International

  4. Section 125 Plans Are Worth The Effort • 60% - 70% PARTICIPATION • IRS REQUIRES AGENTS SEE 100% OF EMPLOYEES • PARTICIPATION INCREASES WHEN EMPLOYER SUPPORTS IDEA Source: LIMRA International

  5. The Market Place 162% INCREASE

  6. FLORIDA

  7. ALABAMA

  8. SOUTH CAROLINA

  9. GEORGIA

  10. MISSOURI

  11. TEXAS

  12. MT WY PA MD OH IN DC UT WV VA KY MO NC AZ TN AR SC GA AL MS LA TX FL

  13. Worksite Advantage Highlights • JASON EVERETT • JANUARY THROUGH JULY AVERAGED 15 APPROVED FRANCHISES • AUGUST, SEPTEMBER AND OCTOBER AVERAGED 22.3 PER MONTH APPROVED FRANCHISES, UP 7.3 PER MONTH FOR A 48% INCREASE

  14. Worksite Advantage Highlights • JASON EVERETT cont’d • NEW AGENT PRODUCTIVITY LESS THAN 90 DAYS, FROM AN AVERAGE OF 13% TO 23% • AVERAGE PRODUCTION FROM $23,126 PER MONTH FOR NEW AGENTS TO $45,047 PER MONTH, A 94.7% INCREASE ON INITIAL ENROLLMENTS

  15. Worksite Advantage Highlights • TIM NUCKOLLS • JANUARY THROUGH JULY AVERAGED 3 APPROVED FRANCHISES • AUGUST, SEPTEMBER AND OCTOBER AVERAGED 17.3 PER MONTH APPROVED FRANCHISES • INITIAL ENROLLMENT ONLY, HAS GONE FROM $6,152 JANUARY THROUGH JULY, TO $39,771 PER MONTH FOR AUGUST, SEPTEMBER AND OCTOBER

  16. Worksite Advantage Highlights • SKIP BOND • A NEW BRANCH HAS ENROLLED 8 FRANCHISES SINCE START OF TEST FOR AN AVERAGE OF $4,967 PER FRANCHISE

  17. Worksite Advantage Highlights IN THE MONTH OF OCTOBER ALL BRANCHES WERE OVER 60% ENROLLMENT RATE OF SEEN EMPLOYEES ALL FOUR WEEKS, WITH THE HIGHEST WEEK BEING 71% ENROLLED.

  18. BRANCH MANAGERGROWTH OPPORTUNITY LET’S LOOK AT YOUR BRANCH

  19. WINNING IS A DUAL DISTRIBUTION MODEL Evolution Not Revolution Worksite + Personal =$UCCE$$

  20. Why Change? • ACHIEVE $100 MILLION OR MORE IN 5 YEARS • TAP INTO THE OPPORTUNITY • BUILD BRANCHES TO BE • BIGGER (SIZE) • BETTER (PRODUCTIVITY) • STRONGER (LEADERSHIP DEVELOPMENT) • INCREASE INCOME AT ALL LEVELS • ADVANCES, BONUSES AND RENEWALS • BUILD CONFIDENCE

  21. Why Change? • ACTIVITY MODEL, NOT A PROSPECTING MODEL • SIMPLIFY AND SYSTEMIZE A WORKSITE APPROACH • NEW AGENTS THROUGH THE LEARNING CURVE QUICKER (THEY MUST SURVIVE FIRST TO THRIVE) • DOWN TO 3+ LIVES ENROLLED • QUALITY…WITH THE INTENT TO LOWER DCN RATES

  22. Worksite Keys To Success D.N.= D.D.= 1+ GATEKEEPER 6 MINUTES SOCRATES A-B-C 90/60 WITH SINGLE DIGIT DCN

  23. D.N.= D.D.= 1+ • 55 OR MORE WALK-INS = • 10 OR MORE PRESENTATIONS TO DECISION MAKERS • 1 OR MORE FRANCHISES… HIRE…HIRE…HIRE TRAIN…TRAIN…TRAIN GOOGLE MAPS (WEEKLY ASSIGNMENT) REFERRAL FILE

  24. LIBERTY NATIONAL 5 STEP FOUNDATION OF SUCCESS STEP 1:Present to Business Owner/Decision Maker STEP 2:Conduct an Enrollment Strategy Meeting STEP 3:Conduct a Key Person Meeting STEP 4:Conduct a Quality Enrollment STEP 5:Conduct a Post-Enrollment Meeting

  25. Let’s Play TheWorksite Advantage Game • ROLE PLAY • GATEKEEPER: IS THE DOOR OPENER • PRESENTATION: (GIVE ME 6 MINUTES) • SOCRATES AND ME • CHOICE CLOSE IS AS EASY AS A-B-C

  26. Socrates And Me • THE SOCRATIC METHOD • ASK A QUESTION OR SERIES OF QUESTIONS WHICH THE PROSPECT WILL READILY AGREE. • DRAW A CONCLUSION BASED ON THOSE AGREEMENTS. • THIS WILL CREATE THE DESIRED RESPONSE WHICH WOULD BE YES.

  27. CHOICE CLOSE IS AS EASY AS A-B-C

  28. Liberty National Worksite Advantage Goal 90/60 SingleDigit D.C.N.

  29. 90% or Greater Seen • OUR GOAL AS A TEAM IS TO ACHIEVE 90% OR GREATER • SEENOF ALL ELIGIBLE EMPLOYEES ON EACH CASE • THE KEYS ARE THE FOLLOWING • WRITE BUSINESS THAT FITS QUALITY STANDARDS • VALUE ADDED PROCESS • SECTION 125 RULES • EMPLOYEES EDUCATION AND CHOICE • PROPER CASE SET UP

  30. GUIDELINES FOR QUALITY OF BUSINESS THREE OR MORE EMPLOYEES ON PAYROLL A FRANCHISE NUMBER ISSUED BEFORE BUSINESS CAN BE WRITTEN ENROLLMENT SHOULD BE SCHEDULED SO ALL APPS CAN BE TAKEN AND SUBMITTED THE SAME WEEK IF AN AGENT DOES NOT MEET THE MINIMUM APP REQUIREMENT, THE BUSINESS CANNOT BE SUBMITTED ON PD MODE

  31. GUIDELINES FOR QUALITY OF BUSINESScont’d CURRENT GUIDELINES REGARDING INELIGIBLE INDUSTRIES AND ELIGIBILITY RULES WILL APPLY CURRENT GUIDELINES REGARDING 6 MONTH AND 1 YEAR ELIGIBILITY RULES APPLY EMPLOYERS CANNOT PAY THE PREMIUMS. THE EMPLOYEE WILL BE DEDUCTED FOR PREMIUMS NO FRANCHISES WITH LEASED EMPLOYEES

  32. Enroll 60% Or Greater Of All Employees Seen • PROPER CASE SET UP UTILIZINGLIBERTY • NATIONAL STANDARDS • HAVE A DEPARTMENT HEAD OR LEADERSHIP • MEETING IN ADVANCE OF THE ENROLLMENT • (AGENDA TO FOLLOW) • USE THE NEEDS ANALYSIS WITH EVERY • EMPLOYEE TO FIND THEIR PRIORITY,KEEP • PREMIUMS WITHIN ONE HOUR’S WORTH OF PAY

  33. Enroll 60% Or Greater Of All Employees Seen • ENROLL 60% OR GREATER OF ALL SEEN • EMPLOYEES • SELL THE ‘ONE HOUR’S WORTH OF PAY • CONCEPT FOR OUR COVERAGE

  34. Single Digit D.C.N. • MAKE SURE EVERY EMPLOYEE KNOWS EXACTLY: • WHAT THEY’RE COVERED FOR • WHEN THEIR COVERAGE STARTS • AND WHEN THEIR COVERAGE GOES INTO EFFECT • REEMPHASIZE THAT THEY’RE BUYING FOR THEIR NEEDS. • REVIEW EMPLOYEE PARTICIPATION WITH THE OWNER AND BOOKKEEPER ONCE THE ENROLLMENT IS FINISHED. • WHEN THE FIRST BILL IS DELIVERED TO THE CLIENT • - BE THERE TO REVIEW WITH THEM.

  35. Moving Forward in 2013 • ROLLING OUT THE NEW WORKSITE SYSTEMS AND PROCESSES TO BRANCHES THAT ARE CURRENTLY EFFICIENT AND EFFECTIVE IN THE PAYROLL BUSINESS TODAY. • ROLL-OUT SCHEDULE WILL BE DETERMINED STARTING JANUARY 2013

  36. Moving Forward in 2013 • FOR NON-PAYROLL - START RECRUITING ADDITIONAL PEOPLE TOWARDS THE WORKSITE MODEL SO THAT YOUR BRANCH IS PREPARED TO ROLL OUT AN ADDITIONAL MODEL. • CRITICAL…. WE MUST CONTINUE TO GROW OUR INDIVIDUAL BUSINESS, AND THE WORKSITE BUSINESS SHOULD BE ADDITIONAL -DRIVING TOWARD DUAL DISTRIBUTION

  37. IS “YOUR ADVANTAGE” !!!!!! LIBERTY NATIONAL WORKSITE ADVANTAGE

  38. BRANCHMANAGERMEETING NOVEMBER 2012

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