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April 2007. Sales Meeting. THANK YOU to Bruce Tolar & for providing breakfast!. Good Father Story. Sales Results. YTD #’s: Actual vs. Plan BIG (YTD, State, & National) Managing Agents. BIG YTD #’s. BIG State Rankings. BIG National Rankings.

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april 2007

April 2007

Sales Meeting

sales results
Sales Results
  • YTD #’s: Actual vs. Plan
    • BIG (YTD, State, & National)
    • Managing Agents
Nationwide Life Video
  • Instant Issue Life
  • Deadline extended to mid-May (see handout)
instant issue
Instant Issue
  • Real case demonstration
easy as 1 2 3
Easy as 1-2-3!
  • 1.) 60 apps @ 250 each = $6,270 in commissions
  • 2.) 25 apps @ 500 each = $6,050 in commissions
  • 3.) 12 apps @ 1,000 each = $6,204 in commissions
  • Refer to Sales Idea #16 from the March Sales Meeting, “If I Could Show You a Way…”
  • $1,000/mo = $6,600 in commissions
success story
Success Story
  • Dwight Cristal – NY Agent
    • 149 paid and delivered life policies in 2006 (#2 in the company)
    • 36 this year through February (#1 in the company).
    • All sales were made through the use of AppVantage pivoting off of a car quote.
    • Agent estimates 92% of policies are instant issue; clients walk out of his office with a policy in hand.
    • Agency has made a practice of offering the insurance with every auto quote using the discount feature (auto w/ life discount) and AppVantage
great news
Great News
  • The Life University qualification period has been extended into May!
    • -Term/whole life Life U deadlines:
      • New business: 5/15
      • Electronic Instant Issue: 5/8
      • Electronic Apps: 5/10
      • Term Conversions: 5/11
    • -VUL & UL Life U deadlines:
      • New business: 5/14
      • Term conversions: 5/10
      • Face amount increases: 5/14
how do i qualify
How Do I Qualify?
  • Option 1: $14,000 in eligible MDRT qualifiable commissions, with a minimum of $4,500 in life
  • Option 2: $6,000 in life commissions
are you committed
Are You Committed?
  • Commitment letters
    • I Warren Barhorst commit to paying and delivering $6000.00 in life commissions by the new cutoff date.

Warren Barhorst

peter golato brad sorensen

Information, Motivation, Questions & Answers

(about life insurance)

Peter Golato & Brad Sorensen

warren barhorst

Special Risks Health

Warren Barhorst

lisa barhorst



Lisa Barhorst

mandy parks



Mandy Parks

the power of


How to Conquer the Business World with Kindness


Linda Kaplan Thaler and Robin Koval


“Life is not that hard. Try giving a little. You would be surprised at how much you get back.”

~Jay Leno

the power of nice
The Power of Nice
  • “Nice” has an image problem, but nice is not naïve. It means realizing that being nice and placing other people’s needs on the same level as your own will get you everything you want.
    • Nice is luckier in love – congenial people have ½ the divorce rate of the general population
    • Nice makes more money – studies show that there is a direct correlation between employee morale and the bottom line
    • Nice is healthier – in one study, older Americans who provided support to others had a 60% lower rate of premature death than unhelpful peers
    • Nice spends less time in court – one study found that doctors who had never been sued spoke to their patients for an average of 3 times longer than physicians who had been sued twice or more
the power of nice principle 1 positive impressions are like seeds
The Power of Nice Principle #1-Positive impressions are like seeds
  • Positive impressions are like seeds; you plant them and forget about them, but underneath the surface, they’re growing and expanding.
  • Your positive energy makes an impression on someone else which is imprinted on many other people they meet, and ultimately it finds its way back to you.
the power of nice principle 2 you never know
The Power of Nice Principle #2-You never know
  • Never assume that strangers are unimportant because you never know.
  • Treat everyone as if they are the most important person in the world.
the power of nice principle 3 people change
The Power of Nice Principle #3-People change
  • Just because someone may seem insignificant now, they may be important to you later.
  • People change…be careful how you treat them.
the power of nice principle 4 nice must be automatic
The Power of Nice Principle #4-Nice must be automatic
  • Small gestures and actions can have an enormous impact; be nice even when you think it doesn’t matter.
the power of nice principle 5 negative impressions are like germs
The Power of Nice Principle #5-Negative impressions are like germs
  • Negative impressions are like germs – you may not see the impact they have on you for a while, but they are there, silently infecting you and everyone around you.
  • To avoid spreading germs, you must be conscious of your actions at all times; even simple misunderstandings can create negative impressions.
  • Impressions are in the eye of the beholder and one bad impression can infect everything else you do.
the power of nice principle 6 you will know
The Power of Nice Principle #6-You will know
  • Even if no one else sees your rudeness, you will know.
  • The power of nice is about valuing niceness, in yourself and in others.

“When you truly understand the full power of nice, you realize that by treating others with kindness, respect, and generosity, your actions get paid back in one way or another – with interest.”

-Kaplan Thaler & Koval

bake a bigger pie
Bake a Bigger Pie
  • Life is not a zero-sum game; the best way to succeed is not to take as much as you can for yourself.
  • Help Other People Get Their Slice
    • The beauty of helping other people get their piece of the pie is that you often help create a bigger pie in the process (ex. the invention of the waffle cone)
  • Pool Your Resources
    • Don’t become so focused on holding on to your resources that you forget how beneficial and profitable pooling your resources can be. By doing so, the sum is typically much greater than the individual parts.
  • Spread the Wealth
    • If bats can keep tabs on who is cooperating and who isn’t, you can bet that your friends and co-workers are.
  • Share the Credit
    • We all want to be recognized for our achievements, but this is counterproductive; there is no audience b/c everyone is too engrossed in their own drama to worry about you
    • When you let others share the ownership of an idea, you create a community of people who will help to nurture and grow your ideas into something far greater.
sweeten the deal
Sweeten the Deal
  • We all respond favorably when kindness is extended to us. In fact, research shows that the happier an employee is, the more productive and creative he/she will be.
  • Let ‘Em Eat Cake
    • We often act as if business is complicated, and forget that sometimes a simple inducement or reward can trump the most sophisticated systems (ex. Warren Buffet & Cherry Coke)
  • Tickle Their Funny Bone
    • One study found that leaders who wee considered outstanding (based on financial performance and ratings by peers and bosses) tended to make 3 times more witty remarks than executives with averages ratings
  • Spread the Sugar
    • “We all have a cup of sugar inside us, so why not dole it out a bit? You’ll find that your supply is replenished many times over.” ~Talmudic scholar
sweeten the deal47
Sweeten the Deal
  • Flash a Smile
    • It’s a lot easier to make someone receptive to your ideas if you say it with a smile
  • Offer a Gift
    • Gift giving before or after a big purchase will make a customer enjoy the big-ticket item more (ex. some car dealerships give flowers to customers after they purchase a car)
  • Offer Compliments
help your enemies
Help Your Enemies
  • Most of the people we consider “enemies” are really just people who wound our egos.
  • Our culture urges us to pit ourselves against one another, but helping your opponent can be one of the most valuable things you can do for yourself.
  • When you learn to let go of your pride and stop keeping score, you’ll find that actually you’ll do much better.
  • Why Cooperation Beats Out The Competition
    • The Prisoner’s Dilemma
    • Defecting (looking out only for yourself) only works in the short term
  • Skate Your Best Program
    • Do your best and don’t worry about what your competition may be doing; it won’t help you perform any better
    • When you waste your time fighting with someone, you will begin to lose business because instead of building something up, you are expending your energy tearing something down.
help your enemies49
Help Your Enemies
  • Compliment the Competition
    • Being “nice” may present the opportunity to capitalize on your competition's strengths (ex. Samsung and Sony).
    • When you get past the idea that for every winner there is a loser, amazing things can and will happen.
  • Treat Today’s Adversaries Like Tomorrow’s Allies
    • In the business world, the term “enemy” does not truly exist; people switch teams all the time.
  • Make Friends, Before They Can Become Enemies
  • Bring The Enemy Over to Your Side
    • By framing a conversation in a certain way, you may be able to not only bring an opponent to your side, but also make them think it was their idea which is the best way to get them to accept it.
  • Come in Peace
    • We are an insecure species, therefore you must work a little harder to show people that you are not a threat.
    • Body language can play a big role here! (ex. sitting next to clients, uncrossing your legs and arms, tilting your head to show interest, etc.)
tell the truth
Tell the Truth
  • Just as General Dwight D. Eisenhower did in World War II, you can become a great leader, not by being rigid and fearsome, but by being honest and human.
  • Honesty is essential to success
  • Often times, we hide the truth because we don’t want to hurt someone’s feelings or because we think it will be easier. However, telling the truth is one of the most direct routes to getting ahead in the world
  • Hear No Evil, See No Evil
    • You must be willing to hear the truth from others if you expect to tell the truth
    • The trouble with telling lies is that once you tell one, you have to tell an even bigger one to cover it up.
  • Take Down Your Game Face
    • There’s an idea in business that the best way to conduct yourself is to keep your game face on, but the same person who is good at hiding their emotions is probably also good at deception. Over time, people will begin to realize that you can’t be trusted.
tell the truth51
Tell the Truth
  • Faking It Doesn’t Make It
  • Fine-Tune Your Instincts
    • Because children don’t have fully developed language skills, they are very good at nonverbal cues. Even dogs are better than adults at detecting dishonest people.
    • It is possible to teach yourself to reconnect with this ability that you lost as a child.
    • Our instincts can steer us away from a bad situation, or signal great opportunities
yes your way to the top
“Yes” Your Way to the Top
  • “Yes” is the most powerful word in the English language…being positive has a huge impact on relationships
  • Assume Yes
    • Assume people have good intentions…it makes life easier
    • Train yourself to interpret situations in a positive way (ex. if someone tells you they hate what you’re wearing, thank them for being concerned about your appearance)
    • Pessimists are more realistic than optimists, but optimists are more successful.
    • When you treat people like idiots, they will often meet your expectations, and vice versa.
  • Express the Yes
    • You can’t just say “yes”, you have to express it; for example, nod…it is one of the most universal human gestures
  • Get Off the “No” Train
    • Saying “no” sets off a chain reaction of negative events.
    • Improv performers never use the word “no” because the skit will go nowhere; their response is always, “Yes, and…”
Four Ways to Say “Yes” Instead of “No”
    • 1. “Yes, I want to help.” – even if you can’t personally help, you can help find someone who can
    • 2. “Yes, you can do better.” – try to find something positive in every situation and use it to motivate people to do better
    • 3. “Yes, I see you.” – it only takes a minute to acknowledge a phone call, a resume, etc. but doing so helps build goodwill
    • 4. “Yes, your talents lie elsewhere.” – before you fire someone, try to determine if they would be a better fit in a different position within your company

“If you think you can’t, you’re right. And if you think you can, you’re right.”

~Henry Ford

shut up and listen
Shut Up and Listen
  • You already know what you know. Every minute you spend talking is a minute that you’re not getting new information.
  • Let the Other Guy Be Smarter
    • By letting the other guy “be smarter”, you not only gain new information, you also earn their goodwill.
  • Keep it Simple
    • Sometimes the simplest answer is the best one (ex. Foxwoods)
  • Ask Don’t Tell
    • When you ask questions, it lets people know that you care about them and you are interested in what they have to say.
  • Don’t Argue So Much
    • Whenever problems arise, we have a natural tendency to try and talk our way out of it; sometimes is best to shut up and listen your way out of it.
  • Everyone is Worth a Listen
    • We live in a society of exclusion; try doing the opposite, it will open up doors
put your head on their shoulders
Put Your Head on Their Shoulders
  • Empathy has been found to be the most important skill for success in life; people who are empathetic are happier, more popular, have better love lives.
  • Empathetic people are also more successful in business because they are better at recognizing and meeting the needs of clients, customers, and subordinates.
What is an eBrochure?
    • eBrochures are Customizable PDF files that can be downloaded from the Marketing Storefront for free. You can use eBrochures to send sales promotional literature to prospects/customers via email.
  • How do eBrochures benefit agents?
    • Consumers are becoming more and more reliant upon the internet and email. These pieces allow you to send the information being requested by a prospect/customer within minutes of the request, providing a good On Your Side customer experience.
  • How do agents use it?
    • When speaking with a prospect/customer, you should ask the individual if you may have their email address to send them additional information via email. You should attach the PDF to the email and send to the prospect/customer.
Instructions on how to access/use/email eBrochures:
    • Visit the Marketing Storefront, which can be accessed through Agent Gateway (www.nationwidestorefront.com)
    • Type in User ID and Password
    • Click on “Select a tactic”, then click on “Choose This Tactic”, located under “Promotional Literature”
    • In the “SEARCH BY FORM #/KEYWORD” box, type in the number of your desired brochure.
    • To email the brochure, follow the remaining directions listed on the eBrochure handout
Create your own. eBrochure should include:
    • Personalized PSE (get with Amanda to customize)
    • Personalized eBrochure
    • Quote
    • OPIC, Kelley Blue Book, Safety Data
useless factoids that no one will listen to

Useless Factoids That No One Will Listen To

Warren Barhorst & Devin Wisener

marketing update

Marketing Update

Amanda Boutte


The Evolution of BIG

  • 14 years ago
    • 0 Policies in force
    • $0 of DWP
    • 0 Employees
    • 1 man
the evolution of big
The Evolution of Big
  • 14 years later BIG is evolving at speeds greater than ever before
    • 30,000 policies in force and growing
    • $35,000,000 in DWP and growing
    • A team of 80+ and growing
    • 22 Locations and growing
follow your passion
Follow Your Passion
  • What is your passion?

Thoughts are Things

  • “Whatever the mind of man can conceive and believe it can achieve.”
  • “There are no limitations to the mind except those we acknowledge. Both poverty and riches are the offspring of thought.”
  • “Ideas are tangible forces, but they have more power than the physical brains that give birth to them. They have the power to live on, after the brain that creates them has returned to dust.”
  • “Every adversity, every failure and every heartache carries with it the seed of an equivalent or a greater Benefit.”
  • Write down your dreams and they will come true.
  • “A quitter never wins and a winner never quits.”
  • “Opportunity has spread its wares before you. Step up to the front, select what you want, create your plan, put the plan into action and follow through with persistence. ‘Capitalistic’ America will do the rest.”
  • What’s your plan?
decide what you want
Decide What YOU Want
  • “Success requires no explanations. Failure permits no alibis.”
  • “The majority of people who fail to accumulate money sufficient for their needs are, generally, easily influenced by the opinions of others.”
  • “Tell the world what you intend to do, but first show it.” - or - “Deeds, not words, are what count most.”
  • “Lack of persistence is one of the major causes of failure.”
  • How to Develop Persistence
      • A definite purpose backed by burning desire for fulfillment.
      • A definite plan, expressed in continuous action.
      • A mind closed against all negative and discouraging influences, including those of relatives, friends and acquaintances.
      • A friendly alliance with one or more persons who will encourage you to follow through with both plan and purpose.
push yourself
Push Yourself

“Winning is not a sometime thing; it’s an all time thing. You don’t win once in a while; you don’t do things right once in a while. You do them right all the time.

Winning is a habit.”

~ Vince Lombardi

  • Attitude Drives Actions!
  • Actions Drives Results!
  • Results Drives Lifestyles!
  • If you don’t like your results, look at your actions. If you don’t like your actions, look at your attitude. If you don’t like your attitude, look at your philosophy.
  • What is your Philosophy?
  • Scoreboard – Jack Welch believed intensely that if you don’t measure it, you cannot control it.
  • The more you know, the more you can measure. The more you can measure, the more you can control. The more you can control, the more predictable you can make winning.
  • “Our mindset is the total beliefs, values, identity, expectations, attitudes, habits, decisions, opinions, and thought patterns about ourselves, others, and how life works.”
  • What is your mindset?

“To ignore the power of paradigms to influence

your judgment is to put yourself at risk when

exploring the future. To be able to shape

your future, you have to be ready and

able to change your paradigm.”

~Joel Arthur Baker

  • A vision is your mental picture of the life you want to lead.
  • Three levels of vision:

1.) What you want to BE.

2.) What you want to DO.

3.) What you want to HAVE.

  • To believe in the things you can see and touch is no belief at all, but to believe in the unseen is both a triumph and a blessing.” ~Abraham Lincoln
  • “Where there is no vision, the people will perish.” ~Proverbs 29:18
find your mentor
Find Your Mentor
  • Having a mentor is one of the most powerful partnerships you can create; they can help you increase both the level and speed of your success.
  • Do you have a mentor?
aim high
Aim High
  • “The greatest danger for most of us is not that our aim is too high and we miss it, but that it is too low and we reach it.” ~Michelangelo
  • “If better is possible, good is not enough.”


  • A good plan, violently executed now, is better than a perfect plan next week.

~George S. Patton

  • I dream, I test my dreams against my beliefs, I dare to take risks, and I execute my vision to make those dreams come true.

~Walt Disney

take action
Take Action
  • Make up your mind to act decidedly and take the consequences. No good is ever done in this world by hesistation.

~Thomas H. Huxley

  • Successful leaders have the courage to take action where others hesitate.

~Author Unknown

sharpen your saw
Sharpen Your Saw
  • By nature, men are nearly alike; by practice, they get to be wide apart.


  • Its what you learn after you know it all that counts

~Attributed to Harry S. Truman

  • Practice and thought might gradually forge many an art.


  • Live as if you were to die tomorrow. Learn as if you were to live forever.


green and growing or ripe and rotting
Green and Growing or Ripe and Rotting?
  • All growth depends upon activity. There is no development physically or intellectually without effort, and effort means work.

~Calvin Coolidge

  • Growth means change and change involves risk, stepping from the known to the unknown.
  • There are no great limits to growth because there are no limits of human intelligence, imagination, and wonder.

~Ronald Reagan

What does
    • 300 auto net gain
    • 150 home net gain
    • $20,000 net new commercial DWP
    • $20,000 life premium

get you?

champions conference 08

Champions Conference ‘08

Marco Island, Florida

thank you for attending the april sales meeting

Thank You for Attending the April Sales Meeting