1. TMK1432 0910 Agent training only. Not for sales use. Agent Training Agent training only. Not for sales use.

2. TMK1432 0910 Agent training only. Not for sales use. Why is it important to you? *Training

3. TMK1432 0910 Agent training only. Not for sales use. Training

4. TMK1432 0910 Agent training only. Not for sales use. So what are the Company’s training expectations? Give every Agent the online, in office, and field training they need to be successful Training Expectations

5. TMK1432 0910 Agent training only. Not for sales use. Utilize The Available Tools Conduct Office Training using PESOS Conduct Effective Field Training – Make Sales and Transfer Skills and Success Habits Training: How are we going to get there?

6. TMK1432 0910 Agent training only. Not for sales use. Training Utilize Available Tools Agent training only. Not for sales use.

7. TMK1432 0910 Agent training only. Not for sales use. 1.Give the New Agent Package to new Agents on their first day 2.Review online training schedule 3.Register for tmkweb.com email account 4.Log on to www.libnat.comwww.libnat.com 5.Download E-application/Laptop Sales Presentations *Training: Available Tools

8. TMK1432 0910 Agent training only. Not for sales use. 6.Brainshark Online Training 7. Agent Training links on website 8. Training Outlines 9. Scripts 10. Pesos Training Checklist 11. Coaching Checklist *Training: Available Tools

9. TMK1432 0910 Agent training only. Not for sales use. Training In Office Training Agent training only. Not for sales use.

10. TMK1432 0910 Agent training only. Not for sales use. Training

11. TMK1432 0910 Agent training only. Not for sales use. The first three topics you should train a new Agent on are: Prospecting Laptop Sales Presentation and Close Activity Model *Training: In Office Training

12. TMK1432 0910 Agent training only. Not for sales use. Prospecting is No. 1 challenge new Agents face What are the three best prospecting sources? 1. Sponsorships 2. Phone Calls 3. Walk and Talk What are other good sources of prospects to train your agents to use? *Training: In Office Training

13. TMK1432 0910 Agent training only. Not for sales use. You should spend 4 to 6 hours a week in the first two weeks training new Agents how to do what they will be doing each day in the field. In office training builds on what the Agent is learning on Brainshark and prepares the Agent for field training. Train (including role play) what the agent will do in the field that day. *Training: In Office Training

14. TMK1432 0910 Agent training only. Not for sales use. TMK1432 0910 Training Field Training Agent training only. Not for sales use.

15. TMK1432 0910 Agent training only. Not for sales use. The Manager should spend at least 6-8 days in the field with a new Agent the first three weeks It is the Manager’s responsibility to have a high level of planned activity on the Agent’s first day. It is not the Agent’s responsibility. Don’t be afraid to do joint training of more than one Agent *Training: Field Training

16. TMK1432 0910 Agent training only. Not for sales use. Field Training 1.Demonstrate a high level of activity to the Agent 2.Demonstrate a high level of prospecting and get the agent involved in generating prospects 3.Demonstrate how to make sales – by making sales 4.Develop proper activity habits in the Agent Purpose of Field Training:

17. TMK1432 0910 Agent training only. Not for sales use. Field Training 4. Build the Agent’s confidence – require the agent to do more each day 5. Develop Agents who are not dependent on you to prospect and sell for them (teach them to catch fish, not eat fish) Purpose of Field Training:

18. TMK1432 0910 Agent training only. Not for sales use. Week 1Percentage of Presentations Manager60% Agent40% Week 2 Manager40% Agent60% Week 3 Manager20% Agent80% *Training: Field Training

19. TMK1432 0910 Agent training only. Not for sales use. How Do You Train Agents in the Field? Training

20. TMK1432 0910 Agent training only. Not for sales use. Explain – In The Field Every minute in the car is a training opportunity Talk business – Don’t talk sports, politics or small talk Use the time to discuss what they learned from the last activity Use the time to continue to explain: Tell them What will be done in the next activity Tell them How it will be done Tell them Why it will be done that way

21. TMK1432 0910 Agent training only. Not for sales use. Show In The Field - Demonstration Demonstrate what was trained in the office. How to work in the individual market How to prospect - using the best sources and multiple other sources How to use the approach scripts to get interviews How to use the laptop to get sponsorships How to use the laptop to make presentations How to present the product, quote the correct premium and close the sale How to deliver policies

22. TMK1432 0910 Agent training only. Not for sales use. Show In The Field - Demonstration Do it the way you want the agent to do it. Always use the laptop presentation Know the scripts word-for-word: Approaches & Objections Closing Objections Have the agent actively observe – give them assignments to keep them actively involved in what you are training them to do. Repeat the activity enough times for them to learn how to do it.

23. TMK1432 0910 Agent training only. Not for sales use. Use the Laptop Sales Presentation 100% of the time when training new Agents on individual sales It’s not about YOU! *Training: Available Tools

24. TMK1432 0910 Agent training only. Not for sales use. Show In The Field - Demonstration Demonstrate what is trained in the office. How to work in the Worksite market How to prospect How to use the approach scripts to get interviews How to make presentations and close the sale with the employer How to get the paperwork completed How to organize the enrollment How to conduct the enrollment How and when to communicate with the bookkeeper How to deliver policies and provide service

25. TMK1432 0910 Agent training only. Not for sales use. Observation – In The Field Transfer responsibility to the Agent Get the Agent actively involved early – typing sponsorships or Survey information As the week goes by, get them to do the more challenging parts of the Marketing Plan, such as the $3,000 Accident policy presentation, Barbara’s Story, completing the application Before the week ends, have the Agent doing an entire presentation, from approach to the close

26. TMK1432 0910 Agent training only. Not for sales use. Observation – In The Field If the Agent gets “stumped” on what to say next, have a signal for them to ask for assistance. For example, the Agent could say, “Bill, what do you think?” Give a brief response, then turn it back over to the Agent. Coach before and after each activity. Help the Agent learn from each experience. Give the Agent feedback when you get back in the car. Tell the Agent What they could do differently, How they could do it more effectively and Why they will benefit from doing it that way.

27. TMK1432 0910 Agent training only. Not for sales use. Coaching In The Field Agent training only. Not for sales use.

28. TMK1432 0910 Agent training only. Not for sales use. Coaching – In The Field Reinforces training Increases Agent understanding Turns every interview into a training session Keeps you on track Coaching

29. TMK1432 0910 Agent training only. Not for sales use. Coaching Checklist

30. TMK1432 0910 Agent training only. Not for sales use. Branch Manager’s Responsibilities 1.Train Unit Managers and Agents in the office and in the field 2.Verify that UMs can effectively train Agents 3.Verify the Unit Managers’ plans and activity every day – Did they do the activity and get the results? 4.Meet with new Agents each week to verify what they learned and what they can do. Have them demonstrate for you in a brief role play. Supervise, train and verify field work:

31. TMK1432 0910 Agent training only. Not for sales use. Training Recap P repare, E xplain, S how, O bserve, S upervise Utilize Available Tools In Office Training Field Training Coaching Agent training only. Not for sales use.