1. For Agent training purpose only. Not for sales presentations.LNL2278 0612 THE KEY TO RETENTION

2. For Agent training purpose only. Not for sales presentations.LNL2278 0612 ONE OF THE KEYS TO SUCCESS IN MANAGEMENT IS TO LEARN THE SKILL OF CAUSING OUR TEAM MEMBERS TO “BEHAVE PROPERLY” (DO THE RIGHT THINGS CONSISTENTLY) IF WE GET THEM TO BEHAVE PROPERLY LONG ENOUGH IT BECOMES HABIT

3. For Agent training purpose only. Not for sales presentations.LNL2278 0612  1. THEY DON’T KNOW WHAT THE JOB IS  2. THEY DON’T KNOW HOW TO DO THE JOB  3. SOMEONE OR SOMETHING IS INTERFERING WITH THEM DOING THE JOB

4. For Agent training purpose only. Not for sales presentations.LNL2278 0612  A NEW PERSON MUST KNOW THE LEVEL OF ACTIVITY THEY MUST ENGAGE IN IN ORDER TO BE SUCESSFUL AND MAKE THE COMMISSIONS THEY REQUIRE

5. For Agent training purpose only. Not for sales presentations.LNL2278 0612  SET EXPECTATIONS THAT ARE CUSTOM TAILORED TO WHAT THEY NEED TO MEET THEIR NEEDS –NOT OUR NEEDS

6. For Agent training purpose only. Not for sales presentations.LNL2278 0612  EDUCATION ---------------TRAINING  EDUCATION TAKES PLACE IN THE CLASSROOM  TRAINING TAKES PLACE IN THE FIELD

7. For Agent training purpose only. Not for sales presentations.LNL2278 0612  WE MUST TEACH AND DEMONSTRATE IN THE CLASSROOM IN THE SAME WAY WE WILL TRAIN IN THE FIELD

8. For Agent training purpose only. Not for sales presentations.LNL2278 0612  MUST BE WELL ORGANIZED AND PREPARED  MUST BE A POSITIVE ENVIROMENT  EXPLAIN THE PROCESS  SHOW AND OBSERVE  ASK THE QUESTION – ‘IF YOU HAD IT TO DO OVER AGAIN WHAT WOULD YOU DO DIFFERENTLY.’

9. For Agent training purpose only. Not for sales presentations.LNL2278 0612  FIELD TRAINING VALIDATES THE CLASSROOM TRAINING  FIELD TRAINING MUST BE LIKE WHAT IS TAUGHT IN THE CLASSROOM  FIELD TRAINING MUST BE TO TRANSFER SKILL  DEMO – CROSSPITCH - OBSERVE

10. For Agent training purpose only. Not for sales presentations.LNL2278 0612  THE DAY MUST BE ARRANGED BY THE TRAINER  THE PRESENTATION USED MUST BE THE SAME AS THE ONE THE AGENT IS ENCOURAGED TO USE AND DEMONSTRATED IN THE SAME MANNER THE AGENT SHOULD USE IT

11. For Agent training purpose only. Not for sales presentations.LNL2278 0612  THE PROPER ACTIVITY MODEL MUST BE DEMONSTRATED IN FIELD TRAINING  ANYTHING LESS COULD RESULT IN FAILURE  HARD TO HOLD ACCOUNTABLE TO WHAT HAS NOT BEEN SHOWN

12. For Agent training purpose only. Not for sales presentations.LNL2278 0612 THEY MUST KNOW AND BE SHOWN THE ACTIVITY LEVEL THEY NEED TO MAKE THE COMMISSIONS THEY REQUIRE.

13. For Agent training purpose only. Not for sales presentations.LNL2278 0612  MINIMUM- WHAT IS THE COMMISSION REQIRED TO KEEP THEIR BILL CURRENT?  REALISTIC—WHAT DO THEY WANT TO EARN  OPTIMISTIC- WHAT WOULD CHANGE THEIR LIFE

14. For Agent training purpose only. Not for sales presentations.LNL2278 0612  TO PROPERLY TRAIN SOMEONE WE MUST GET THEM TO ENGAGE IN THE PROPER LEVEL OF ACTIVITY LONG ENOUGH FOR IT TO BECOME HABIT

15. For Agent training purpose only. Not for sales presentations.LNL2278 0612  ONCE WE HAVE TRAINED THEM USING BEST PRACTICES AND AT THE PROPER ACTIVITY LEVEL, THEY HAVE PERFORMED AT THE NORM …THEN WHAT?

16. For Agent training purpose only. Not for sales presentations.LNL2278 0612  SOMEONE OR SOMETHING INTERFERES WITH THEM DOING THE JOB.

17. For Agent training purpose only. Not for sales presentations.LNL2278 0612  FAMILY PROBLEMS  FINANCIAL PROBLEMS  ABILITY TO HANDLE FREEDOM  US

18. For Agent training purpose only. Not for sales presentations.LNL2278 0612  ONE OF OUR MOST ESSENTIAL NEEDS IN MANAGEMENT IS TO DEVELOP THE SKILL AND THE COURAGE TO POSITIVELY CONFRONT PERFORMANCE DEVIATIONS-TO HAVE THOSE DIFFICULT CONVERSATIONS

19. For Agent training purpose only. Not for sales presentations.LNL2278 0612  WE MUST ADDRESS THE BEHAVIOR NOT ATTACK THE PERSON  WE MUST ADDRESS EARLY  WE MUST MEET WITH THEM UNDER FAVORABLE CIRCUMSTANCES

20. For Agent training purpose only. Not for sales presentations.LNL2278 0612  WE MUST REMIND THEM WE CARE ABOUT THEIR SUCCESS  REMIND THEM WHAT THEY TOLD US THEIR NEEDS WERE AND NEEDED ACTIVITY  TELL THEM YOU ARE CONCERNED AND WHY  GET THEIR FEEDBACK  GET AGREEMENT  REINFORCE POSITIVE BEHAVIOR

21. For Agent training purpose only. Not for sales presentations.LNL2278 0612  MAKE SURE THEY KNOW WHAT THE JOB IS  MAKE SURE THEY KNOW HOW TO DO THE JOB  ADDRESS DEVIATIONS EARLY AND POSITIVELY

22. For Agent training purpose only. Not for sales presentations.LNL2278 0612 GROWTH