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SEPTEMBER 2018LIFE INSURANCE AWARENESS MONTH
THE CROW’S NESTJUNIOR DIGITALCONTENT CREATORTHINK BIG!Director of Recruiting Omar Borrego attended the Blacks in Government (BIG) NationalTraining Institute Annual Convention last month. Check out his trip highlights below!Madilyn AlexanderSENIOR GRAPHIC DESIGNERCal SlaytonAGENT SERVICES CENTER(800) 759-1917esdagents@torchmarkcorp.comAGENT SUPPLYagentsupply@torchmarkcorp.comOmar Borrego (left) and President of the FederallyEmployed Women organization, Karen Rainey.ESD SALES TEAMESDSales@torchmarkcorp.comBIG Leadership Committee: Damonn Catchings –ESD Agent (left), Omar Borrego – ESD Director ofRecruiting (center), and Garry McGinnis –ESD Agent (right)NEW BUSINESSSUBMISSIONSesdnb@torchmarkcorp.comFax (888) 367-6213LACKS INVENRNME BOGOmar Borrego with Globe Life ESD MGABeverly Shea.Published regularly by theEmployee Services Division ofGlobe Life And Accident InsuranceCompany for the disseminationof information to their Agents.Prior permission must be obtainedfrom the Home Office for reproductionor other use of material be Life ESD is a proud affiliate ofBlacks In Government (BIG)and will continue to support the missionand goals of BIG by devoting resources tosupport the organization.CODE OF CONDUCTSheila Moore from Maryland with theFDA Agency wins a 50 Amazon gift card.Torchmark and its affiliates arecommitted to maintaining a businessatmosphere and working environmentbased on honesty, fair dealing, andsound business ethics. As an Agent ofESD, periodically review the CompanyCode of Conduct and Ethics foundon the left side of the home pageon the Agent Resources website.ESD Agent Gary McGinnis entertains the audienceat the BIG President Reception as he leads everyonein the singing of Family Reunion – The O’Jays.2 SPINNAKER September 2018 Build Your LegacyBeacon of Light“Everyone wants tolive on top of themountain, but allthe happiness andgrowth occurswhile you’reclimbing it.”– Andy RooneySource: www.inc.com
perspectiveBuild Your Legacyby Chuck Mankamyer“All our dreams can come true if we have thecourage to pursue them.” – Walt DisneyHave you seriously considered what you’dlike to accomplish in your career? I’m sureyou’ve thought about logistics like yourfinancial future, the well-being of yourfamily, or the ability to live comfortably.Of course with time and effort on yourpart, Globe Life ESD gives you the ability toachieve all these objectives.Maybe you want to go beyond reachinga satisfactory state and establish a careeryou can truly be proud of. Maybe you wantto build a team or an Agency that helpsnumerous customers, recruits qualitycandidates, and is familiar with success.Maybe you want to become a great leaderand create your own legacy.No matter where you are in your profession– a new Agent or a seasoned Master GeneralAgent – I want you to ask yourself what yourdreams are made of. If you have visions oftaking your career to the next level, havethe courage to make it happen. Be willing tostep outside your comfort zone by taking onnew responsibilities or venturing into newterritories. Be brave enough to see what’spossible for you to attain in your career.Have a sense of ownership of your career oryour team, and have the vision of leading orgrowing your own business in the future.My biggest advice to you as you set out tobuild your legacy is to invest in your team.Choosing the right individuals for yourteam can make a difference in how quicklyyou reach your goals. It’s not always aboutfinding the best Agent, but rather the bestAgent suited for your business. Havingthe right mix of Agents is helpful, as noteveryone will have the same skill set. Ideally,your team members will recognize eachother’s strengths and weaknesses and learnfrom each other, and maybe even lean oneach other when needed.The more Agents you have in your business,the greater the capacity for this kind ofexchange. You’ll find some of the desirablequalities listed in this issue. I’m sure youcan add to the list of qualities you lookfor in a recruit. In the end, make sure theyalign with your image of the legacy you’releaving.In addition to building your team, youalso have to have passion for what you doto find true success. I want you to realizeyou have the ability and talent to conqueryour biggest dreams, no matter what yourexperience or your background is. But,you must have the faith and convictionin yourself to make it happen. You mustdemonstrate a certain level of bravery inorder to accomplish something you’venever accomplished before. And you musthave passion and enthusiasm for yourwork and the people you serve. When youcombine these essential components, youhave a recipe for success. It’s time to usethat recipe and begin pursuing a role ofleadership and ownership.I know this kind of pursuit may beintimidating, but it is only by challengingyourselves that you can grow asprofessionals and as individuals. You oweit to yourself to see how far you canclimb and how successful you, yourteam, and your business canbe. I encourage you toembark on the excitingjourney of creatingyour own legacy, and Ilook forward to seeingthe incredible thingsyou accomplish.Charles MankamyerPresident of General AgentsBuild Your Legacy September 2018 SPINNAKER 3
BUILDYOURLEGACYTo leave a legacy for your Agents andbusiness, you have to build one first.Recruiting is the lifeblood through whichyour business’ energy flows. Putting theright people in place can generate newenthusiasm – even among veteran Agents –and can introduce new ways to accomplishyour Agency’s goals. In addition, buildingyour business to thrive in the futurewill set you up to leave the best legacy.So, who exactly are you looking for?4 SPINNAKER September 2018 Build Your LegacyPERSONALITIES ARE IMPORTANTThey play a major role in the dynamics of any office,whether large or small. Make sure your new recruit’spersonality blends comfortably with the rest of yourteam and with your philosophy and approach todoing business. What is just as important is that yournew recruit blends comfortably with your customers,because good customer service is the foundation ofevery successful business.MATURITY MATTERSThis is another important issue to consider beforeyou offer someone a position with your team: doesthis person have the degree of maturity needed todo this job well? Does he or she demonstrate thematurity to learn what needs to be learned,to accept direction, to take suggestions orhandle criticism if warranted? Does this personhave the maturity to truly care about others anddemonstrate compassion?HOW DO YOU DETERMINE YOURRECRUIT’S MATURITY QUOTIENT?The answer is proper screening. It can be verytempting to want to contract with someone afteryou’ve shared a stimulating and lively interview.He or she gives you all the right answers and has anenergy you really like. But does that “razzle dazzle”guarantee he or she will be a loyal team memberand have empathy for the customer? A personwho appears less confident in the initial interview(whether it’s by phone or in person), can actuallyturn out to be a better fit. There may be less charismato start with, but more substance when you getunder the surface. Be sure to focus on qualityover quantity.
WHAT QUALITIES DO THESEAGENTS HAVE?ENERGETICOne of the most important traits of a goodAgent is they appear to be excited and eagerto work with your business and contribute toyour legacy. A worn-down or dreary dispositioncould rub off on clients and other Agents.CLIENT-FOCUSEDAn Agent only out to earn a commission isn’tlikely to last long in the business. Those whoare willing to put their clients into a productthat pays a lower commission because itbetter fits their needs are much more likely tobe successful.SERVICE-FIRST ATTITUDEGlobe Life ESD has a reputation for our service,so you want to look for Agents who will keepup that reputation. A timely response toinquiries and phone calls is a must, along withgood follow-through.PERSISTENTAgents must be able to handle daily rejectionover the course of their careers, and do it with asmile. Good insurance Agents understand thateach ‘no’ only brings them closer to someonewho will say ‘yes’.HONESTA good Agent knows that telling the truth upfront will win them clients’ respect and trust andis likely to lead to repeat business over time.TAKE IT FROM US!Director ofRecruitingOmar Borregogives advice onthe power ofteambuilding.There comes atime when onefeels they shouldfocus less on thedaily tasks and more on the bigger picture andtrue growth opportunities of their profession.In the case of insurance, that is the transitionfrom being a personal producer to that of ateam builder. As a team builder, you are nowwearing the hat of a Recruiter/Marketer for yourGeneral Agency.Teambuilding really allows you to take yourpractice and grow it exponentially in the form ofa greater opportunity for annual commissions,a larger book of business, and a heftier renewalstream. However, if the correct steps are nottaken in teambuilding, your expected outcomemay not be as desired. You don’t want to forcethe funnel with down-line Agents who couldcost you time and money. Let the followingquotes guide you through your recruiting effortsto grow with quality – as opposed to quantity.“ You are what you do, not what you say you’ll do.”- Carl Jung“ He who has a WHY to live for can bear almost anyHOW.” - Friedrich Nietzsche“It is not over until I win.” - Les BrownBuild Your Legacy September 2018 SPINNAKER 5
NASSAU, BAHAMASGRAND HYATT BAHA MARJULY 16 –19, 2019CLUB CANDIDATES ON SCHEDULEESD Club Candidates on Schedule: Top ESD Agent and Master General Agent standings are listed each month based on estimatednet annualized premium on business issued year-to-date. ESD Club Members: Each ESD Agent and Master General Agent achievingclub production criteria for the calendar year will be recognized with awards, membership in a club, and entry to the annual Convention.Bonuses will also be awarded based on production and persistency for all club members. Qualifications period for all clubs is announcedyearly with final standings announced after March 31. To qualify for a club, your ratios must be below 30% cancellation and 35% lapse.FLAGSHIP CLUBHONOR CLUBAGENTSAGENTSHIYWINS 230,476Derek Talley 115,133Beverly Shea 178,118Robert Nicolls 115,133Grant Traphagan 157,339Augusteen Cowan 115,014Riverside American Insurance, LLC. 109,507MASTER GENERAL AGENTSGITW Inc. 868,604Oghenemaro Erhie 108,177United America Financial, Inc. 827,647Jamison Taylor 93,840The Financial Crisis Prevention Center 507,240Brett Mowry 92,747Time Line Insurance Group, LLC. 410,150Larry Swinton III 92,322Rick Shirley 78,036Ugonna Onunkwo 68,032Richard McGrath II 53,162ANNUAL MEMBER QUALIFICATIONS:Agents: 150,000 Net Annualized PremiumGeneral Agents: 275,000 Net Annualized PremiumMaster General Agents: 340,000 Net Annualized PremiumANNUAL MEMBER QUALIFICATIONS:Agents: 95,000 Net Annualized PremiumGeneral Agents: 175,000 Net Annualized PremiumMaster General Agents: 220,000 Net Annualized PremiumADMIR AL’S CLUBAGENTSNew Financial Worksite Solutions, Inc. 138,524Derek Edwards 130,238David Val 129,598Randle Karli 125,283ANNUAL MEMBER QUALIFICATIONS:Agents: 120,000 Net Annualized PremiumGeneral Agents: 220,000 Net Annualized PremiumMaster General Agents: 255,000 Net Annualized Premium6 SPINNAKER September 2018 Build Your Legacy
FUNDAMENTALS 101APPEARANCEGlobe Life ESD Agents are face-to-facewith customers every day. As a result,you are the face of Globe Life – the firstimpression clients get on our Company.Because of this, it’s important all GlobeLife ESD Agents make an effort to be theface of Globe Life.In our business, appearance mattersand it’s our duty to make sure our firstimpression is professional.How you look is as important as whatyou say.Dress appropriately for the prospect,the situation, and your location.No matter where you go, when you go,or who you see, always be neat, clean,and looking good! Refresh your wardrobeWhether you realize it, you’reprospecting everywhere you go,so always look your best in theenvironments you’re visiting.Pay attention to personal grooming.Prospects notice your hair andface first. Get your car sparklingThe majority of your business isdriving from location to location.Having a clean exterior is a must,and maintaining the interior speaksvolumes. If you can’t keep your carclean and organized, then how cana client or prospect believe you cankeep your business organized?PRESENCEBesides the physical first impression,your presence is the next decidingfactor your client looks at to see if you’rethe right Agent for them. It’s critical tomaintain an impeccable presence, sowe’ve listed a few tips to help you dive in. Always leave the office withbusiness cardsYou never know when or where you’llmeet a potential customer. Always beprepared to do business. Walk with a purposeSome people view those who walkfast as important and energetic, thekind of person your customer willwant to do business with. As youapproach the front door, walk withpurpose and confidence, like you’vealready made the sale. Use the customer’s nameimmediatelyNothing gets your customer’sattention as effectively as callingthem by name and giving them yourfull attention. It tells them you valuethem, know them, and will rememberwho they are. Match your body language toyour wordsA smile or pleasant expression tellspeople you’re glad to be with them.Eye contact says you’re payingattention to what they say. Leaningslightly toward the other personengages you in the conversation.Be sure your body languageremains open and friendly.Build Your Legacy September 2018 SPINNAKER 7
GLOBE LIFE ESD CONVENTION JULY 16 –19, 2019PRODUCTION CLUBAt Globe Life, outstanding achievements can bring many different rewards. Each year at convention, we recognize ourProduction Club members. These members’ energy, ability, and enthusiasm took them above the expectation, producingexceptional results. We’ve listed the requirements to qualify for the Production Club below.Honor ClubAgents: 95,000 Net Annualized PremiumGeneral Agents: 175,000 Net Annualized PremiumMaster General Agents: 220,000 Net Annualized PremiumAdmiral’s ClubAgents: 120,000 Net Annualized PremiumGeneral Agents: 220,000 Net Annualized PremiumMaster General Agents: 255,000 Net Annualized PremiumFlagship ClubAgents: 150,000 Net Annualized PremiumGeneral Agents: 275,000 Net Annualized PremiumMaster General Agents: 340,000 Net Annualized PremiumESD Convention Production ENTMGA 39,585 91,667 47,502 110,000 55,419 128,333 63,336 NTMGAAGENTMGAAGENTMGA 71,253 165,000 79,170 183,333 87,087 201,667 95,004 220,000NASSAU, BAHAMASGRAND HYATT BAHA MARImportant: In addition to Net Annualized Premium, Persistency affects an Agent’s qualifications for the Convention trip, all Clubs, and bonus.During the qualification period an Agent’s cancelation ratios cannot exceed 30% and 13 month lapse ratio cannot exceed 36%.The Home Office reviews each Agent’s Persistency at the end of the qualifying year.
FDA Agency wins a 50 Amazon gift card. BIG Leadership Committee: Damonn Catchings – ESD Agent (left), Omar Borrego – ESD Director of Recruiting (center), and Garry McGinnis – ESD Agent (right) Globe Life ESD is a proud affiliate of Blacks In Government (BIG) and will continue to supp
