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Week 1

Week 1. Fastrack to Leadership Program Agenda Week One Course Introduction Ed Shackelford Chief Executive Officer Paul Straubel Chief Marketing Officer Stephen Bennett Director of Corporate Training Class Overview Paul Straubel / Stephen Bennett Review of Curriculum

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Week 1

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  1. Week 1

  2. Fastrack to Leadership Program Agenda • Week One • Course Introduction • Ed ShackelfordChief Executive Officer • Paul StraubelChief Marketing Officer • Stephen Bennett Director of Corporate Training • Class Overview Paul Straubel / Stephen Bennett • Review of Curriculum • Objectives • Requirements

  3. Fastrackto LeadershipCurriculum Week Two Qualities of a Leader Part 1 • What does it take to become a great leader, one that others want to follow? These lessons will explore the qualities of great leaders and how to apply these qualities as a growing leader. Week Three Qualities of a Leader Part 2 Week Four Team Building Part 1 • Our Success comes down to three key elements: Recruiting, Training and Retaining a successful sales team. This two-part lesson is the heart of the Fastrack Program and will provide key lessons in developing a championship team.

  4. Fastrack to LeadershipCurriculum Week Five Team Building Part 2 Week Six Communicating Effectively Part 1 • Successful leaders are effective communicators. This means learning to listen as well as deliver clear credible messages and direction. These lessons will delve into communicating at all levels of business and situations. Week Seven Communicating Effectively Part 2 Week Eight Goal Setting • There is no more powerful engine that drives an organization towards success than a clear, targeted vision of the future. This lesson will focus on defining and developing goals with the S.M.A.R.T. process.

  5. Fastrack to LeadershipCurriculum Week Nine Managing Activity • No matter how well one plans, communicates and measures results it takes focused, effective and meaningful activity to achieve results. Effectively managing your agencies daily activity and productivity will be the focus of this lesson. Week Ten Managing to Expectations • Sam Walton once said “High expectations are the key to everything”. To achieve all their goals and continue growing, a leader must be continually raising the bar of success. This lesson is focused on leadership skills that will allow one to consistently achieve the goals and expectations set before them.

  6. Fastrack to LeadershipCurriculum Week Eleven Influencing Others • A leader is a person of influence. Leaders become truly effective when they become effective at influencing those who look to them for leadership. The lesson will delve into the theory and practice of how to influence others. Week Twelve A Week in the Life of a TAG Leader • Putting it all together is the focus of this lesson. This very practical “nuts and bolts” lesson focuses on the daily activities and actions of a successful Agency Director and will help one develop a schedule for success. Week Thirteen The Law of Legacy • The ultimate achievement of a leader is their ability to duplicate themselves in terms of new leaders. As you grow your team and continue to elevate your position, developing others to rise up under you will be the key to continued and increasing future success. • Graduation / Promotion Ceremony

  7. Fastrack to Leadership Program Objectives: • To provide you with the basic skills needed to build and grow your agency. • To develop the leadership skills necessary to become a successful Agency Director. • To create an esprit d’ corps amongst the next generation of TAG’s leaders. “As iron sharpens iron, so one man sharpens another.” Proverbs 27:17

  8. Fastrack to Leadership Program Requirements • Each candidate will be required to be present for a minimum of two hours of classroom training or participation via webinar for those outside North Carolina. • You may be asked to actively participate in the practical application portion of the lesson. • There will be required reading during the program. • Class will start promptly at 9:00 am EST. A ten minute break will be provided at 9:55 and we will dismiss class at 11:00 am EST. • To be qualified for promotion to an Agency Director contract at the completion of the thirteen weeks ,TAG has established the following production and recruiting minimum standards: Production#AppsRecruiting # Agents 13 weeks 150 13 weeks 8 recruits 6 active Stephen: This area need to be corrected Per the standards that we discussed with Paul.

  9. Recommended Reading John C. Maxwell • The 360 Leader • 25 Ways To Win With People • The 17 Essential Qualities of a Team Player • 21 Irrefutable Laws of Leadership • The Winning Attitude • Developing The Leaders Around You • Becoming a Person of Influence

  10. Qualities of a LeaderPart 1 Week 2 Week 1

  11. Qualities of a Leader Part 1 I. Positive Attitude What does it take to become a great leader, one that others want to follow? In this lesson we will explore one of the qualities that leaders must possess and display, A PositiveAttitude. • What is a positive attitude? A positive attitude is the inclination to generally be in an optimistic, hopeful state of mind. Our attitude is the primary force that will determine whether we succeed or fail. It will also determine whether people are drawn to us or avoid us. Our attitude is contagious. Most people are not born with a positive attitude; therefore there is a process of acquiring one and maintaining one.

  12. Qualities of a Leader Part 1 • Practice positive thinking: If you're a person whose first thoughts about something that's happened are negative thoughts, be encouraged by the knowledge that the first step toward a positive attitude is positive thinking to simply control your thought process. Thoughts are under your control. The pessimistic way of thinking is a learned habit; habits can be changed. When you catch yourself thinking a pessimistic thought about an event in your life, first evaluate the situation. What are the facts--not the fears--but the facts? Next, think of a solution. When your old car suddenly makes a strange noise you may jump to the pessimistic conclusion that repair will be costly, but maybe a minor repair will solve the problem. Remind yourself to follow this approach with a daily affirmation such as this: When I have a negative thought I immediately evaluate the facts and think of positive alternatives that also fit the facts.

  13. Qualities of a Leader Part 1 • Practice the positive thinking approach outlined above and you'll find it soon comes naturally. You may be amazed to realize that you simply feel better with a positive attitude.

  14. Qualities of a Leader • Dealing with challenges: Leaders that are successful do not have fewer challenges than those who do not succeed. In fact, they may both be facing the same challenges. The difference? They respond to challenges differently. They see them differently! “We see things, not as they are but as we are.” Therefore if my attitude is negative, I will fear the challenges that are before me rather than face them. If my attitude is positive, I will face the challenges before me rather than fear them. “Every challenge we face can be an opportunity to grow”

  15. Qualities of a Leader • The leader’s attitude will affect their whole organization: As a leader we are constantly being observed by those around us. If my attitude is negative, those around me will be affected negatively, and will tend to react to challenges negatively. A negative attitude is like a cancer that spreads throughout the organization and affects everyone in it and will ultimately destroy it. On the other hand the leader who always displays a positive attitude will experience continual growth and prosperity.

  16. Qualities of a Leader Part 1 • A leader must continually choose to have a positive attitude: Once we make the decision to possess a positive attitude, the work really begins. Attitudes have a tendency to revert back to their original patterns if not carefully guarded and cultivated. There are three stages of change in which you must deliberately choose the right attitude. 1. Early Stage- The first few days are always the most difficult. Old habits are hard to break. The mental process must continually be on guard to provide right action. 2. Middle Stage- The moment good habits begin to take root, options open that bring on new challenges. New habits will be formed that will either be good or bad. The good news is: “Like begets like.” The more right choices and habits we develop, the more likely good habits will be formed 3. Later Stage- Complacency can become the enemy. We all know of incidents where someone (perhaps You or I) successfully lost weight, only to fall back into old eatinghabits and gain it back.

  17. Qualities of a Leader Part 1 • A positive attitude cannot replace competency: The growth of any organization is determined by the level of knowledge, skills and behavior of the leader. “If you want to lead, you have to learn. If you want to continue to lead you must continue to learn. The moment you stop learning is the moment you stop leading.” -John Maxwell The leader that has a positive attitude but possesses limited knowledge and skills in his trade will have limited growth potential. A leader who possesses a positive attitude and is the resident expert in his field has potential for long term and exponential growth simply because he is able to reproduce himself.

  18. Qualities of a Leader Part 1 • II. A Leader Always Looks For Solutions Most of what managers do is solve problems and make decisions. New managers, in particular, often make solving problems and decisions by reacting to them. How we perceive and deal with those challenges will be the measure of our success. Therefore, as a new manager, get used to an organized approach to problem solving and decision making. (Note that it might be more your nature to view a “problem” as an “opportunity”. Therefore, you might want to substitute “problem” for “opportunity” in the following steps.)

  19. Qualities of a Leader Part 1 Problem solving steps • Define the Problem: The challenges, or problems as we sometimes refer to them as, can actually become opportunities if we handle them properly. How big or how small the problem becomes is determined by my perception of the problem. This is often where managers struggle. Our human nature is to react to what we think the problem is. First we need to identify the facts, not the fears, only the facts and write them down. It’s often useful to get input from other individuals that have expertise in the area of the problem. Sometimes you can resolve the problem at this level without taking it further.

  20. Qualities of a Leader Part 1 • Select an approach to resolve the problem: Don’t resort to a solution where someone will “just have to try harder.” • Design an action plan: 1. What resources will be needed. 2. What are your expectations. 3. Communicate the plan and expectations to those involved. 4. Execute the plan • Verify that the problem has been resolved • Inspect what you expect What changes should be made to avoid having the same problem again. Write down the highlights of the problem solving and share it with your organization.

  21. Qualities of a Leader Part 1 • A Positive Attitude-Practical Application 1. Why is it important for a TAG Leader to maintain a positive attitude? ____________________________________________________________________________________________________________________________________________________________________________________ 2. How does a leader’s positive or negative attitude affect those around them? ____________________________________________________________________________________________________________________________________________________________________________________ 3. Discuss the “Positive Thinking Approach” • Evaluate the situation, what are the facts, not the fears, just the facts? • Think of a solution • Daily affirmation

  22. Qualities of a Leader Part 1 • A Leader Always Looks For Solutions – Practical Application Apply the 5 problem solving steps to the following situations. Then open up for discussion. 1. One of your agents has 22 new final expense leads. It is Wednesday and so far he has no production. As his manager what should you do at this point of the week. 2. The lead department has no new leads available for your team this week because the lead drop did not go out in time. What strategy will you use to get your team producing this week? Five problem solving steps: • Define the problem • Select an approach • Design an action plan • Verify the problem has been resolved • Inspect what you expect

  23. Qualities of a Leader Part 1 4. Explain the difference between a successful and unsuccessful leader when it comes to dealing with challenges. What makes them different? _________________________________________________________________________________________________________________________________________________________________________________________________________________________________ 5. I have made a decision today that I will have a positive attitude from this day forward. What are the three stages of change in which I must deliberately choose the right attitude? _________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Explain how you would apply each stage of change to your own situation. _________________________________________________________________________________________________________________________________________________________________________________________________________________________________ 6. How important is it for the Agency Director to possess both a positive attitude and be able to train and reproduce themselves? ______________________________________________________________________________________________________________________________________________________ ___________________________________________________________________________

  24. Week 3 Qualities of a Leader Part 2

  25. Qualities of a Leader Part 2 III. A Leader Always Puts Others First “The Goal of many leaders is to get people to think more highly of the leader. The goal of a great leader is to help others think more highly of themselves.” 1. Practice the 30 second rule: In John Maxwell’ book “25 Ways to Win With People” John shares that when you make contact with people, instead of focusing on yourself, search for ways to make them look good. Think of something encouraging you can tell them such as: • Thank them for something they have done. • Tell others about one of their accomplishments. • Thank them for a personal quality they exhibit. • Compliment them on their appearance. The practice is not complicated, but it will take time, effort, and discipline.

  26. Qualities of a Leader Part 2 2. A Leader Invests Time In Their people: • Nothing is more rewarding than investing time in one of your people and then watch them become successful. Read story from “Help People Win” • You don’t’ have to be rich, famous, or talented to help others win. You just need to care and do your best to help them. And know this: when you have the ability to help someone else be successful, you will be that person’s friend for life. “ It is one of the most beautiful compensations of life that no man can sincerely try to help another without helping himself” - Ralph Waldo Emerson

  27. Qualities of a Leader Part 2 IV. A Leader Leads by Example: 1.You Must Walk The Talk: • With few exceptions, all of us have beliefs, values and a relatively similar sense of what’s right and wrong. While having principals may be natural for most of us, practicing them isn’t. The challenge that each of us face every day is acting according to our beliefs, values, and good intentions…basically doing what’s right...”walking the talk” 2. Always Do What You Say You Will Do: • Your word is your bond. If you say you are going to do something, make certain you follow through because your word is all you have, it’s your credibility.

  28. Qualities of a Leader Part 2 3. Above All, Have Integrity: • Integrity is not a given in everyone’s life. It is a result of self discipline, and a decision to be relentlessly honest in all situations. • In my generation the meaning of integrity has been eroded, especially on Wall Street and in our government where you expect to see it. The materialistic, craving need of the moment supersedes any consideration of moral and ethical values. Are you willing to be a person of integrity at all costs?

  29. Qualities of a Leader Part 2 V. A Leader Needs To Be An Encourager: • Everyone of us requires a certain amount of encouragement. Your people need encouragement to propel them forward. It is vital to their growth. • Physician George Adams found encouragement to be so vital to a person’s existence that he called it “oxygen to the soul.” • Use lots of positive reinforcement with your team. Don’t take acceptable performance for granted; thank them for it. Praise your people every time you see improvement. • Personalize your encouragement often with a written note. Find out what works with each member of your team.

  30. Qualities of a Leader Part 2Practical Application A Leader Always Puts Others First 1. The 30 second rule Ask: What positive, encouraging thing can I say to everyone I see today? Do-it: Give everyone you come in to contact with today the Triple-A-Treatment- Attention, Affirmation, and Appreciation. 30

  31. Qualities of a Leader Part 2Practical Application 2. Investing Time in People Discussion: What are some of the benefits of investing time in people? • You increase that persons value to the organization • You build loyalty • You are helping others achieve their goals • Everybody wins!

  32. Qualities of a Leader Part 2Practical Application • A Leader Leads by Example • What does it mean to you to “Walk the talk”? • 2. Give an example of “always doing what you say you’ll do”. • 3. What about Integrity? • How important is having integrity to a leader and to their organization? • “Leadership means setting an example. When you find yourself in a • position of leadership, people follow your every move.” • -Lee Iacocca

  33. Qualities of a Leader Part 2Practical Application A Leader Needs To Be An Encourager # 1 Build people up by encouragement. # 2 Give people credit by acknowledgment. # 3 Give people recognition by gratitude. “Treat someone like a 10 today and watch them rise to your expectations.” -John C. Maxwell

  34. Week 4 Team Building Part 1 34 CLICK HERE

  35. Team Building Part 1 1.“Recruit or Die” Team building is an essential part of the TAG leaders success. In this lesson we will Identify what it takes to build, train and retain a championship team. In order to advance to an Agency Director contract you must first build a team and meet the production and recruiting requirements as outlined in section one. A few years ago I met Don Runge of DMR Marketing, also known in the Industry as the “Lead Guru”. Don travels around the country giving seminars and workshops on working lead systems and recruiting agents. In one of Don’s seminars in Meridian Mississippi he spoke about how an organization cannot maintain itself unless it’s leaders are constantly recruiting. Without a regular recruiting effective strategy in place an organization will die from normal attrition. So remember this one thing, as an Agency Director, you either “Recruit or Die” it’s that simple.

  36. Team Building Part 1 2. Prospecting: The first step in building a team is to write down a goal for your recruiting plan. One question you should ask yourself is how many agents can I effectively train? In other words, will I be able to accomplish my recruiting goal by myself, or will I need help from others? Next we need to identify what prospecting sources we will use. • Newspaper Ad’s • Resumes • Job Fairs • Agent Lists • Recruiting Mailers • “3 Foot Rule” (The least expensive)

  37. Team Building Part 1 3. The Interview Process: The interview process can be accomplished from just about anywhere, but you want to find a location that has no distractions. I have used hotel lobbies, conference rooms, and restaurant's to interview prospects when I was away from the home office. The most important thing is having a system that helps you during the prospecting and interviewing process. We have included a variety of phone scripts and interviewing guidelines that will help you find qualified prospects and identify important information about your prospect during the interview. What are some of the things you should be concerned about during the initial interview? • The prospects personal appearance • A positive attitude • Willing to work or system • Recent employment history • Family issues • Personal finances

  38. Ad Response Script Hello, may I speak with (applicant’s name)? This is (agent name) with The Assurance Group. I received your application from the internet (newspaper, job posting, etc.) and was calling to set up an interview with you. Do you have a few minutes right now? I have (time and day) available, does that work for you? If they say yes: 1. Repeat the time and day. 2. Review directions. 3. Be sure to mention the dress code and they need to bring a copy of their resume. If the time you mentioned in the beginning does not work, go to the next day you have “First Interviews” set up. Once they agree on a set time, do the same as above. Review the dress code and they need to bring a copy of their resume. It should be the highest ratio of calls to set.

  39. Resume Calls Script • Hello, may I speak with (name)? Hi, (name) this is (your name) from The Assurance Group and I AM CALLING ABOUT YOUR RESUME. • The (title – VP Mr. Politi will bein on (date) to conduct interviews for management (or will be here if BM). He has asked me TO PERSONALLY CALL YOU AND ASK YOU TO BE HERE AT 12:00 noon FOR AN INTERVIEW. • IS THERE ANYTHING THAT WOULD PREVENT YOU FROM ATTENDING AT THAT TIME? Great! • PLEASE GRAB A PEN AND PAPER AND I WILL GIVE YOU THE EXACT ADDRESS OF THE INTERVIEW. • Let me please verify your email address. Great! We will be sending you a confirmation email. In the email it will ALSO have the location, time and address and it will have a CONFIRMATION NUMBER that you will need when arriving at the interview. • PLEASE PRINT THIS EMAIL CONFIRMATION AND BRING IT WITH YOU. YOU WILL NEED IT TO BE ALLOWED TO INTERVIEW. (This allows you to

  40. assign a Unit Manager that might have recruited them by using a Confirmation Number (e.g., RD # OR AD #) • You will then set up sign-in tables staffed by that AD OR if you are part of a multi-city recruiting seminar, you can use the Confirmation Number to identify those you recruited. This same document will also contain all the information so they don’t get lost or go to the wrong address – ATTACH A MAP. • Thank you (name). We look forward to seeing you for your interview at (day and time). • ********** DO NOT GIVE MORE INFORMATION THAN WHAT IS STATED HERE IF YOU ARE ASKED QUESTIONS GIVE RESPONSES BELOW – DO NOT DO THE INTERVIEW OVER THE PHONE******************************* • 1. Mr./Ms. (AD or RSD OR VP) will cover the job description. • 2. Company • 3. Compensation • 4. GET OFF THE PHONE. • 5. SEND CONFIRMATION EMAIL

  41. RESUME EMAIL I still have your resume on my desk because it reflects the type of experience needed to be successful at The Assurance Group. Perhaps our original attempts to contact you were not successful. I want you to know we still have a position open in your area and I believe you are the perfect candidate. Many new representatives are shocked by how quickly their earnings escalate. Selling insurance is not hard. There are no education degrees necessary, only minimal licensing requirements. You don’t need prior sales experience. In fact, we offer an in-field training program, flexible hours and full support. Your earning potential is unlimited. Many new representatives earn from $60,000 to $100,000 or more their first year. Our unique marketing niche enables us to supply our sales force with leads who have indicated an interest in reviewing our products. With The Assurance Group, there is virtually no prospecting for leads. Please CLICK HERE to learn more about this important opportunity. We are still eager to speak with you and hope to hear from you soon. Sincerely,

  42. QUESTIONS and REBUTTALS • “What is the position?” “We are currently hiring for multiple positions including management, trainees, part-time, full-time, sales and administration. • “What is the compensation or salary?” “Compensation is based on background and experience. We will review that with you during your interview process.” • “How much does the position pay?” The person doing the interview will cover compensation at the interview. • LEAVING A PHONE MESSAGE Hello, this message is for __________________(candidate). This is __________________ (your full name) with The Assurance Group and I am calling from Manpower Development. I have your resume here and I have a few questions. Please call me at (phone number & extension). Again, my number is (phone number & extension), I’ll be in the office today until (time) but if you don’t catch me please call me between ____ and ____ on (day). That’s the best time to reach me. I look forward to hearing from you. Have a good day.

  43. Initial Interview Non Licensed • Seat the candidates and play the Recruiting Presentation. • Remember the “Theme” is that everyone can do this. • But…This industry may not be for everyone. • The presentation covers “The Company”, Job Description and The Compensation Plan.

  44. Hello, (first name). Please take a seat right here. (First name), I will start our interview by doing an overview of the company and compensation plan. At The Assurance Group, we have a 2 - step interview process. 1. During the first interview today we will get to know each other a little better. We’ll discuss the position, compensation and the opportunities for advancement.. 2. If we decide that we are a good fit for each other we can proceed with the hiring process in our second interview. Do you have any questions so far? Initial Interview Licensed Agent

  45. Initial Interview Licensed Agent At this point you should discuss the companies and contracts. Explain the contracting process. Schedule a second interview if necessary to complete the contracts.

  46. Team Building Part 1 4. Licensing Process Depending on the prospective agents current employment situation, I always recommend the online pre licensing course as an alternative to the 40 hour classroom course. They can continue to work while they complete their pre licensing requirements. There are a variety of providers so I will recommend the following online providers: examfx license2go.com For those who prefer the classroom setting: The Rendelman Company Insurance Educational Systems Once the pre licensing is complete the agent will receive a completion Form that authorizes them to take the state exam.

  47. ExamFX assurance.examfx.com ExamFX Online Training combines rich multimedia instruction, interactive exercises, always-on reference tools, and powerful self-assessment features, with concise and easy-to-understand text-based material. The ExamFX presentation engine is built around the idea that your best learning occurs at the pace that's right for you. ExamFX employs the latest web technologies to provide a dynamic learning environment that is fast, flexible, and easy to use. Courses are always up-to-date and pleasing to the senses. These qualities are important when spending your valuable time learning new material. ExamFX represents the latest and most advanced computer-based training solution available from ABLE Incorporated, creator of The Exam Simulator PASS Package, and a leader in licensing exam preparation since 1996. ExamFX is right for you. Learn more about our courses, and enroll today!

  48. Our mission is to immediately deliver a high quality learning experience that eliminates the time, obstacles, and inconveniences associated with traditional classroom training. Our goal is to get you licensed ASAP so you can start producing immediately. The course is full of self-paced interactivity spiced with audio and animation presented in an engaging manner. License2Go is delivered in an easy to understand style designed for the novice to quickly comprehend insurance terminology and information. License2Go's practice final exam is built on a bank of questions that are changed each time it is accessed, building knowledge not just answering questions. We incorporate an adult learning approach to every test question telling you the correct answers and more importantly the reason why the answers are correct. We feel so confident that you can learn everything necessary to pass the exam the first time; we extend our Money back guarantee. See Money back guarantee for details license2go.com

  49. Team Building Part 1 5. The Contracting Process New agents now have the benefit of the Agent Web Portal which makes the task of contracting with multiple companies an easy and efficient process. A new agent completes a 13 step personal profile and selects the companies they want to get appointed with. The information from the agent profile is then used to complete all the required fields on each contract eliminating hours of manual duplication. Once the contracts are completed and signed by the agent and received in the contracting office they are forwarded to the insurance companies for approval. It is important for the agents manager to be aware of any issues that may need additional explanation. Each company has their own set of guidelines when it comes to issues such as bankruptcy, vector, liens, credit scores, and criminal records. Some are more liberal than others. It is always best to address the issues up front than to get declined for an appointment. With life companies it usually takes a week for the agent to receive a writing number. Colorado Bankers Life allows the agent to write their first application before assigning an agent writing number. We are now ready to begin the initial training process. www.assuregrp.com

  50. Week 5 Team Building Part 2 50

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