Jason Everett’s Branch 170

1. Jason Everett’sBranch 170 SPRINGDALE, AR

2. Worksite Windfall Jerry Scroggins $32,594 $94,172 Christian Carter $32,908 $95,056 Malissa Henderson $33,585 $97,032 Steven Higa $39,984 $115,492 Stephen Slagle $65,422 $189,020 Jason Everett $179,270 $490,634

3. States Where Branch 170 Has Boldly Prospected and Written Cases AR MO KS OK TX TN NC

4. City and County Governments Closed 12 City of , AR 6 13 2 15 Town of , OK 5 7 County, AR County, OK 4 11 City of , OK County, OK 3 City of , AR 1 County, AR County, AR 14 County, AR City of , AR 10 9 8 City of , MO City of , OK City of , AR County, MO

5. Phone Activity Model 200 Calls per day 40 Phone Surveys Completed 6 Cases: $3,000 Accidental Death Placed 3 Cases: Additional Worksite Products Enrolled

6. Walk & Talk Activity Model 25 Businesses Visited per day 6 Cases: $3,000 Accidental Death Placed 3 Cases: Additional Worksite Products Enrolled

7. Business Data Sheet (R-3384)

8. Phone Survey – Preparation • Ask these questions to whomever answers the phone. You do not have to speak to anyone in human resources to get this information. However, some companies will automatically transfer you and if they do, stick with the basic questions. Don’t get yourself in a bind and get them asking questions that you don’t have the answer to. • Some people will automatically hang up on you thinking that you are trying to sell them something. You can call them back and say, “I’m not selling anything I am just doing a brief survey.” Then they usually are fine with it.

9. Phone Survey – Preparation (continued) • You will always be met with rejection; however, you are asking non-threatening questions so don’t worry about it and move on. • People can hear you smiling over the phone. So make sure you are clear, concise and cheery!

10. Phone Survey – Script Your phone call will go something like this: “Hello, due to the recent healthcare crisis in America I am doing a brief survey in ( ____ ) city/county. I just have a few questions for you.“ • Don’t pause, just start going through and asking the questions in this order: “Due to the recent economic times that our country is facing, and with companies having to lay people off I just want to make sure our records are correct and that you have approximately ( ____ ) employees.” • You just want to make sure they have more than 10.

11. Phone Survey – Script (continued) “What type of benefits are offered to your employees?“ “What is the name of the person who handles your benefits?” “I have your address as ( ____ ). Is this correct?” “Thank you for your time, have a great day!” • “Once the phone call is over, make sure you have all the information you have gathered written down on the survey form:  the date, the business name, number of employees, type of benefits offered, etc.”

12. Dress for your target market. If you are going to spend a day specifically targeting tire shops, then don’t wear a suit. However, if you are spending a day targeting banks then dress appropriately. Make sure you are well kept, clean shaven, hair neat, and smell nice. If you smoke, make sure your hands are washed, your teeth are brushed and you don’t overwhelm anyone with cigarette smoke. Don’t overpower with perfume or cologne. Have plenty of business cards ready and available. Don’t walk in with your Survey in hand so you’ll have to remember what to ask and what they tell you. Walk ‘n’ Talk – Preparation

13. Your walk ‘n’ talk will go something like this: “Hello, my name is John Doe and I am an Agent who specializes in employee benefits with Liberty National.“ • Don’t pause, just start going through and asking the questions in this order: “Who is in charge of your employee benefits?” • A lot of times you’ll be able to look around and find that person as soon as you walk in. For example, if it’s a mostly male occupational place, and you find one lady in an office, more than likely she is the one in charge of employee benefits. Walk ‘n’ Talk – Script

14. “May I get a card for that person?“ • As you are talking, look for where the person walks to so next time on the follow-up visit you’ll know where to go. When they come back with the card, ask: “So, what type of benefits do they offer you here?“ • On the way out the door, turn around and ask the person you were speaking with: “Oh, by the way, how many employees do you have?” “Thanks for your time, have a great day!“ Walk ‘n’ Talk – Script (continued)

15. • When you return to your car, staple the business card to a Survey and write down the information you gathered. • Don’t let business cards stack up in your bag or vehicle. • Don’t walk into businesses and get the information unless you fully intend to follow up. • We don’t want to over-saturate and inundate people with Liberty National or they will get sick of us quickly if they see a different person from Liberty daily. Walk ‘n’ Talk – Script(continued)