Ail Recruiting
description
Transcript of Ail Recruiting
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Welcome
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History of AIL
Marketing
Company Vision
Agency’s Career Track
Opportunity
Benefits & Incentives
Training
Requirements / What we expect from you
Interview Overview
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Interview Process
Telephone InterviewPrevious Experience
1st InterviewIn-Person Interview
Candidate Profile TestCareer Assessment
Company Overview
Evaluation & Call BackCandidate Evaluation
Final InterviewAbility to Perform
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• Started with $25,000 borrowed capital in 1951
• Began marketing to union families in 1960’s
• Became subsidiary of Torchmark Corporation in 1994
• Licensed to operate in 49 states, District of Columbia, Canada, and New Zealand; National Income Life, its subsidiary, is licensed in New York
• Currently has $29.6 billion of life insurance in force (as of 12/08)
• Currently have over 170 independent agency offices with over 3,000 agents in cities across the US, Canada, and New Zealand
• Started with $25,000 borrowed capital in 1951
• Began marketing to union families in 1960’s
• Became subsidiary of Torchmark Corporation in 1994
• Licensed to operate in 49 states, District of Columbia, Canada, and New Zealand; National Income Life, its subsidiary, is licensed in New York
• Currently has $29.6 billion of life insurance in force (as of 12/08)
• Currently have over 170 independent agency offices with over 3,000 agents in cities across the US, Canada, and New Zealand
History of American Income Life
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The Spirit of AIL
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What We Do – Provide Benefits
• Accidental Death & Dismemberment Insurance
• Health Services Discount Programs
• Child Safe Kits
• Life Insurance
• Accidental Hospitalization Benefits
• Strike and Lay-off Premium Waivers
• Accidental Death & Dismemberment Insurance
• Health Services Discount Programs
• Child Safe Kits
• Life Insurance
• Accidental Hospitalization Benefits
• Strike and Lay-off Premium Waivers
We provide supplemental insurance to fulfill the needs of working families
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• Labor Union, Credit Union,
& Association leads
• Existing customer leads
• Child Safe leads
Success Factor: Consistent Leads
Leads are from proven buyers
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Referral Leads
• Strongest Sale
• Easiest Sale
Our most successful people obtain 10 referrals from each home.
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Marketing
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Marketing– The Process
1. PR Rep meets with executive members of local Labor Unions, Credit Unions, and Associations
1. PR Rep meets with executive members of local Labor Unions, Credit Unions, and Associations
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Marketing – The Process
1. PR Rep meets with executive members of local Labor Unions, Credit Unions, and Associations
1. PR Rep meets with executive members of local Labor Unions, Credit Unions, and Associations
2. Letter is sent to all Members informing of benefits2. Letter is sent to all Members informing of benefits
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Marketing – The Process
3. Members send reply card to Home Office
3. Members send reply card to Home Office
1. PR Rep meets with executive members of local Labor Unions, Credit Unions, and Associations
1. PR Rep meets with executive members of local Labor Unions, Credit Unions, and Associations
2. Letter is sent to all Members informing of benefits2. Letter is sent to all Members informing of benefits
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3. Members send reply card to Home Office
3. Members send reply card to Home Office
4. Sales Associate meets with Members at their homes4. Sales Associate meets with Members at their homes
Marketing– The Process
1. PR Rep meets with executive members of local Labor Unions, Credit Unions, and Associations
1. PR Rep meets with executive members of local Labor Unions, Credit Unions, and Associations
2. Letter is sent to all Members informing of benefits2. Letter is sent to all Members informing of benefits
AIL’s marketing process connects our associates with working families.AIL’s marketing process connects our associates with working families.
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Opportunity Unlimited
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Company Vision
In 2008 we enacted a plan of action to achieve $250M in sales by 2014
3. Double the Sales Force3. Double the Sales Force
4. Double the Leadership Team4. Double the Leadership Team
1. Double the PR Team1. Double the PR Team
2. Double Leads by expanding into non-traditional markets2. Double Leads by expanding into non-traditional markets
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2004 thru 20082004 thru 2008
Who We Are – Growth
$20.7 Billion2090 Agents
Life Insurance In Force & Agent Count Growth
$23.1 Billion2027 Agents
$24.6 Billion2353 Agents
$26.7 Billion2545 Agents
$29.6 Billion3085 Agents
20042004 20052005 20062006 20072007 20082008
$33.9 Billion4000 Agents
2009est.2009est.
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A+ (Superior) for Financial Strength from A.M. Best (as of 6/08).
A+ (Superior) for Financial Strength from A.M. Best (as of 6/08).
Customers expect their insurance company to be there when they need them.
Customers expect their insurance company to be there when they need them.
Who We Are – Financial Stability
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People We Seek
• People who feel they are worth more than their company or industry is willing to pay
• People who are self motivated, desire professional development, and have a willingness to learn
• People with “leadership” mentality
• People who feel they are worth more than their company or industry is willing to pay
• People who are self motivated, desire professional development, and have a willingness to learn
• People with “leadership” mentality
Opportunity Unlimited
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Member ($15) Spouse ($10) Children
Accidental Hospital$100 Emergency Room $100 $100$200 Daily Hospital $200 $200$400 Intensive Care $400 $400
Funeral Benefit$18,000 Freedom of Choice $18,000 $10,000$70,000 Accidental $70,000 $4,000$90,000 Auto Accident $90,000 $8,000$150,000 Common Carrier $150,000 $20,000
Monthly Income$3,000 X 2 years or $1,500 X 4 years
Insurance Sale Example (Hour Power Weekly Premium)
*Example includes Whole Life, 10yr Term, Family A71, ADB, and Child Rider.
Rates and plans vary by age and state, and should be presented based on customer needs.
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How many memberswould you sell?
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$550 ALP per sale
Agent in their first 8 months at a 50% Contract, 65% Advance
Includes $100 Guaranteed Advance & 15% Bonus
Excludes A&H, balance of first year, convention, other bonuses
Examples are illustrations only – actual advance would be based on sales and advance/bonus guidelines
Performance Based Compensation
Sales Total Weekly Income
3 $883
4 $1,145
5 $1,406
6 $1,667
7 $1,928
8 $2,190
9 $2,451
10 $2,712
Weekly Average
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Opportunity Unlimited
Advancement
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• Meet clients at their home by appointment only
• Consult clients on benefit and insurance options
• Complete application for clients for insurance benefit programs
• Obtain Referrals
Sales
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Management is the “GROWTH POSITION” at American Income Life
We are looking for LEADERSto join our Management Team
Management is the “GROWTH POSITION” at American Income Life
We are looking for LEADERSto join our Management Team
Opportunity Unlimited – Advancement
Opportunity Unlimited
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100% MERIT BASED PROMOTIONS throughthe “AGENCY’S CAREER TRACK” Program
Individual Producer / Career Agent
Supervising Agent
General Agent
Master General Agent
Regional General Agent
State General Agent
100% MERIT BASED PROMOTIONS throughthe “AGENCY’S CAREER TRACK” Program
Individual Producer / Career Agent
Supervising Agent
General Agent
Master General Agent
Regional General Agent
State General Agent
Opportunity Unlimited – Advancement
Opportunity Unlimited
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Opportunity Unlimited – Earning Potential
Those Who Work the Model: Yearly Take-Home
Opportunity Unlimited
IP $30k - $60k
SA $45-65
GA $55-80
MGA $100-200
SGA Your own agency
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“The #1 financial reason people choose a career in the Insurance Industry is residual income.”
Wealth Building
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Renewals
Opportunity Unlimited
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Why would insurance be one of the highest paid sales professions?
Most people would respond …
“Everybody needs it”
Actually, it’s not just because of need…
Why would insurance be one of the highest paid sales professions?
Most people would respond …
“Everybody needs it”
Actually, it’s not just because of need…
Opportunity Unlimited – Renewals
Opportunity Unlimited
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…Residual Income (Renewals)!
Our associates are paid each month from policies sold in the past
In other sales careers -
• Salesperson is only as good as his/her last sale
• To increase income you have to increase the number of units
you sell
• At the beginning of each week, month or year, you start over
• What you’ve sold in the past doesn’t matter
• You’re paid only for what you do in the present, but not the past
…Residual Income (Renewals)!
Our associates are paid each month from policies sold in the past
In other sales careers -
• Salesperson is only as good as his/her last sale
• To increase income you have to increase the number of units
you sell
• At the beginning of each week, month or year, you start over
• What you’ve sold in the past doesn’t matter
• You’re paid only for what you do in the present, but not the past
Opportunity Unlimited – Renewals
Opportunity Unlimited
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At American Income Life
• Earn renewals each month
• Earn thousands of dollars
each month before other new
sales ever occur
• Many of our associates have built a
large renewal income through this outstanding, financially
rewarding program
• 10-Year Vesting
At American Income Life
• Earn renewals each month
• Earn thousands of dollars
each month before other new
sales ever occur
• Many of our associates have built a
large renewal income through this outstanding, financially
rewarding program
• 10-Year Vesting
Opportunity Unlimited – Renewals
Opportunity Unlimited
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Contests, Bonuses, & Annual Convention
Locales have included:
• Atlantis Resort in the Bahamas
• Las Vegas
• Mediterranean Cruise
• Miami, FL
• Beverly Hills, CA
• New York City
• Puerto Rico
Contests, Bonuses, & Annual Convention
Locales have included:
• Atlantis Resort in the Bahamas
• Las Vegas
• Mediterranean Cruise
• Miami, FL
• Beverly Hills, CA
• New York City
• Puerto Rico
Opportunity Unlimited – Incentives
Opportunity Unlimited
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Requirements for Initial Success
• State Insurance License
• Evenings & Weekends, and some day time
• Disposition to work hard for at least 60 days to receive successful classroom training, field training, and mentoring
• Self-employed independent contractor – You can build your business at the rate you are committed to
Requirements for Initial Success
• State Insurance License
• Evenings & Weekends, and some day time
• Disposition to work hard for at least 60 days to receive successful classroom training, field training, and mentoring
• Self-employed independent contractor – You can build your business at the rate you are committed to
Opportunity Unlimited – What it Takes
Opportunity Unlimited
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Interview Process
Telephone InterviewPrevious Experience
1st InterviewIn-Person Interview
Candidate Profile TestCareer Assessment
Company Overview
Evaluation & Call BackCandidate Evaluation
Final InterviewAbility to Perform
1.
2.
3.
4.
5.
6.
5.
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Why You?