1. LNL0965 Management Fast Start System Manage Your Bonus Every Day

2. LNL0965 What does it cost your Branch when an Agent misses a 40% bonus?

3. LNL0965 What does it cost your Branch when an Agent misses a 40% bonus? When an Agent fails to submit the required Annual Premium, the Bonus % drops to 0. Then, the Agent must rebuild to the top tier by submitting the required Annual Premium each week.

4. LNL0965 Example: New Agent Joe Average For the first two months, Joe has consistently submitted $1,000 AP or more each week. His Production Bonus percentage is 40% and his bonus earned is $400 or more per week.

5. LNL0965 Example: Joe Average Because of Joe’s success, no one in management has been keeping up with Joe’s Activity or Production. According to his Manager he has “earned the right to be left alone.” Joe got caught up in the whirlwind this particular week. His UM and BM failed to supervise his activity, and Joe fell short by submitting only $800 AP, missing his $900 submit requirement.

6. LNL0965 How much does this cost the Branch?

7. LNL0965 Example: Lost Earnings Total Lost Earnings: $2,000.00

8. LNL0965 Lost Earnings In our example: The Agent loses $1,000 of earnings. The Unit Manager loses $600 of earnings. The Branch Manager loses $400 of earnings. The $200 shortfall in production that one week cost the Branch $2,000 of earnings. If this happens to one Agent per week, because there is not a system to manage activity, it will cost the Branch $104,000 in earnings per year. $2,000 x 52 = $104,000.

9. LNL0965 The Most Common Bonus Mistakes 1. Not managing activity to levels that virtually guarantee sales and bonus success. 2. Not having an Agent Bonus Scoreboard. 3. Not updating the board daily. 4. Not acting early to direct those Agents who are off track.

10. LNL0965 Franklin Covey taught us that our Scoreboard will only be compelling if: It is Motivating It is Simple - we can tell in 5 seconds all we need to know It is Updateable - we can update it easily It is Complete It is Accessible - Management and Agents can see it easily and often

11. LNL0965 Bonus Qualifiers Monday Example 10%20%30%40%10%20%30%40% John Tucker0Emory Carter0 Tom Smith0Pete Summerford0 Paul Jones0Jack Medders0 Casey Lynn0Bill Campbell0 Cierra GoodloeDavid Ashley0 Jackie Johnson0Cindy Newbern0 Lynn Smith0Roy Smitherman0 Sue Delano0Polly Deliago0 Rod South0Joey Joiner0 Cedric Williams0Carrie Morris0 Morgan Chandler0Brenda Peek0

12. LNL0965 Bonus Qualifiers Tuesday Example 10%20%30%40%10%20%30%40% John Tucker828Emory Carter801 Tom Smith0Pete Summerford678 Paul Jones1239Jack Medders834 Casey Lynn0Bill Campbell495 Cierra Goodloe997David Ashley345 Jackie Johnson1767Cindy Newbern2343 Lynn Smith1767Roy Smitherman443 Sue Delano567Polly Deliago634 Rod South1221Joey Joiner0 Cedric Williams1989Carrie Morris0 Morgan Chandler2312Brenda Peek0

13. LNL0965 Bonus Qualifiers Wednesday Example 10%20%30%40%10%20%30%40% John Tucker828Emory Carter801 Tom Smith1211Pete Summerford901 Paul Jones1811Jack Medders1111 Casey Lynn345Bill Campbell495 Cierra Goodloe997David Ashley345 Jackie Johnson1767Cindy Newbern2873 Lynn Smith1767Roy Smitherman443 Sue Delano888Polly Deliago1333 Rod South1221Joey Joiner0 Cedric Williams2349Carrie Morris0 Morgan Chandler2312Brenda Peek0

14. LNL0965 Bonus Qualifiers Thursday Example 10%20%30%40%10%20%30%40% John Tucker1767Emory Carter801 Tom Smith1211Pete Summerford901 Paul Jones1811Jack Medders1111 Casey Lynn345Bill Campbell495 Cierra Goodloe997David Ashley345 Jackie Johnson1767Cindy Newbern2873 Lynn Smith1767Roy Smitherman443 Sue Delano988Polly Deliago 133 3 Rod South1221Joey Joiner345 Cedric Williams2349Carrie Morris678 Morgan Chandler2312Brenda Peek0

15. LNL0965 Bonus Qualifiers Friday Example 10%20%30%40%10%20%30%40% John Tucker1767Emory Carter999 Tom Smith1211Pete Summerford901 Paul Jones1811Jack Medders1111 Casey Lynn987Bill Campbell1212 Cierra Goodloe997David Ashley345 Jackie Johnson1767Cindy Newbern2873 Lynn Smith1767Roy Smitherman443 Sue Delano988Polly Deliago1333 Rod South1221Joey Joiner987 Cedric Williams2349Carrie Morris1235 Morgan Chandler2312Brenda Peek0

16. LNL0965

17. What will be the norm in your Branch? Failure? Or Success?

18. LNL0965 Success is a choice! Success Systems – Standard Operating Procedures in place Standards for professional pride – Desire to stay on the team and meet the requirements Failure Reactionary management rules – No Real Systems in place Only company minimums – Anyone can be a part of the team

19. LNL0965 Questions?