Upload
stevekaiser
View
8.682
Download
2
Embed Size (px)
DESCRIPTION
Citation preview
The Aflac Career Opportunity
2
Outlining Our Discussion
• Provide a Background on our company
– Who we are
– What we do
• Introduce the value of our products
• Review our total compensation plan
• Highlight our formal training program
• Assess whether or not there is a fit
Introducing Aflac
4
Introducing Aflac
Trusted, Fortune 500 Company
50,000,000 Clients
Protecting families for more than 55 years
#1 Supplemental Insurance Provider
• Not a Major Medical provider
• Doesn’t compete with employer provided benefits
5
Employer Provided Benefits
10 Years Ago2200% Increase in medical insurance
Aflac helps employers expand their benefits:
• No Cost to employer
• Protects the employee
• Provides employer value
Today
6
Introducing Aflac
So, How Does Aflac Work?
• We provide products that gives people an emergency fund of cash when they need it the most.
– Most people live paycheck to paycheck
– Bill collectors don’t care if you get hurt
– Most employers don’t provide disability benefits
• We work with business owners who make our products available to their employees
7
Introducing Aflac
1. It’s Free! No cost to protect their employees
2. Expands the employer’s benefit offerings, making them more competitive in attracting and retaining employees
3. Reduces the employer costs that they incur from non-work related injury
4. We help employers avoid having to make personal loans to employees
5. Our products can reduce payroll taxes for an employer
So, if a business owner’s employees wanted to purchase our products, paying for it themselves, why wouldn’t a business owner want to work with Aflac?
Why Do Businesses Work With Aflac?
8
Introducing Aflac
Our challenge is not getting Employers to say “YES” . . .
. . . our challenge is getting to them.
Which is why we are seeking new Associates to introduce our products.
While we insure over 50,000,000 individuals and now 500,000 businesses offer Aflac to their employees, in our state, less than 10% of the businesses have had an opportunity to make Aflac available to their employees.
The Value Of Our Products
10
Value Of Our Products
Key features of our products:
• Pay cash directly to the policy holder
• Affordable
• Employee Owned
• Portable
• Guaranteed Renewable for Life
• Wellness Benefits
11
Income
$41,000 Annual Salary
$3,417 Monthly Gross Salary
- $854 Taxes
- $125 Medical
$2,438 Net Monthly Salary
Household Expenses
- $1,200 Rent / Mortgage
- $275 Car Payment
- $250 Monthly groceries
- $375 All Utilities
- $60 Cell Phone
- $175 Gas/Insurance
Broken Leg – Out 6 Weeks From Work
Getting Started - Products
$78 left after bills are paid
12
4. $1,500 for sustaining a
fracture
1. $225 for needing an ambulance
2. $135 for being treated in an emergency
room
5. $2,150 for an initial hospital confinement 6. $500 per subsequent
night stay in the hospital
3. $225 if a diagnostic exam is performed (CT,
MRI, etc.)
8. $140 for needing the use
of equipment (crutches)
7. $140 per night for
lodging for a family member
9. $40 per day for physical
therapy (up to 10 days)
Broken Leg – Out 6 Weeks From Work
paid directly to you and your family
$5,275
13
Expenses
- $1,200 Rent / Mortgage
- $275 Car Payment
- $250 Monthly groceries
- $375 All Utilities
- $60 Cell Phone
- $175 Gas/Insurance
Broken Leg – Out 6 Weeks From Work
Getting Started - Products
$5,275 Paid By Aflac
$2,940 left after bills are paid
$78 left after bills are paid
14
Value Of Our Products
15
Value Of Our Products
Which Employees Take Our Cancer Products?
People like Cathy Lam:
“When the doctor told me back in January that the biopsy did show cancer cells, I was devastated. I had held on to the last hope that everything was going to be okay. Now all I could think about was my three year old daughter and my husband. I wanted so much more time with them. God answered prayers and the surgery went well with good test results. Everything is so expensive! Thank goodness, when Aflac agents came to my workplace about two years ago, I listened to their plans of coverage and chose to buy some cancer insurance for myself and my family. How grateful I am now that I made that decision.”
- Cathy Lamm, Aflac client
Your Responsibilities
17
Your Responsibilities
What Is The Role Of The Associate?
• Your primary role is to consult with local business owners and educate them on how our products can benefit them and their employees
• Service existing relationships that you create
• Participate in training that is designed to assist you in achieving success
18
Your Responsibilities
What Is The Role Of The Associate?
Meet with business
owners and present the Aflac value
Explain our products to
each employee
Enroll those that are
interested in obtaining our
products
Secure the business owners
authorization to meet their employees
Schedule meetings with each employee
19
Your Responsibilities
What Is The Role Of The Associate?
Meet with Friends and Family and present the Aflac value
Ask for Referrals
Thank them and contact
referrals
Explain our products and cash benefits
Gain their trust and
relationshipEnroll those
that are interested in obtaining our
products
20
Your Responsibilities
The Aflac Advantage
– We spend $50,000,000 in marketing and brand advertisements, for you
– We have achieved brand recognition equal to McDonalds, Nike and Coke
– Chances are that every business owner or individual that you meet, will know the name Aflac
21
Your Responsibilities
How do you meet with business owners?
• Call them or walk in and visit them to introduce Aflac
• Business owners don’t object to our concept, but they may object to salespeople. We teach you prospecting techniques to overcome this
• Once you build your client list to 100 accounts, you will no longer need to meet with new businesses, but instead focus on helping more employees in your current accounts learn about our products.
How quickly you build your client list is up to you.
Compensation
23
Aflac provides a high income compensation plan
– Associate commission
– Associate renewal
– Stock Bonus
– ABC Club
– A real retirement program
– Cash / Incentives
– Management Opportunities
Compensation
24
Associate Commission
Compensation
Present to 15 Employees (EE)
60% Enroll @ $15.00 Per Week Payroll Deduction
9 Employees Enroll
X Average Annual Premium of $780
$7,020 Total AP
X 47% Commission
$3,299 1st Yr Commission
X 63% Advanced The Next Week
$2,078 First Commission Payment
25
CompensationTotal Commission of $7,020
Payment 1 - $3,299 (Upfront Payment)
Payment 2 - $338.27 (Difference / 11)
Payment 3 - $ 338.27 (Difference / 11)
Payment 4 - $ 338.27 (Difference / 11)
Payment 5 - $ 338.27 (Difference / 11)
Payment 6 - $ 338.27 (Difference / 11)
Payment 7 - $ 338.27 (Difference / 11)
Payment 8 - $ 338.27 (Difference / 11)
Payment 9 - $ 338.27 (Difference / 11)
Payment 10 - $ 338.27 (Difference / 11)
Payment 11 - $ 338.27 (Difference / 11)
Payment 12 - $ 338.27 (Difference / 11)
Total of all payments: $7,020
26
Compensation
Associate Renewal Commission
Same 9 Employees
$7,020Total AP
$7,020 Total AP
X 3% Renewal Commission
$210 First Year Renewal Payment
Renewals Paid to you level for the rest of your life.
27
CompensationTotal Renewal of $210
Payment 1 - $17.55 (Renewal /12)
Payment 2 - $17.55 (Renewal /12)
Payment 3 - $17.55 (Renewal /12)
Payment 4 - $17.55 (Renewal /12)
Payment 5 - $17.55 (Renewal /12)
Payment 6 - $17.55 (Renewal /12)
Payment 7 - $17.55 (Renewal /12)
Payment 8 - $17.55 (Renewal /12)
Payment 9 - $17.55 (Renewal /12)
Payment 10 - $17.55 (Renewal /12)
Payment 11 - $17.55 (Renewal /12)
Payment 12 - $17.55 (Renewal /12)
Total of all payments: $210
28
Associate Stock Bonus
Compensation
Same 9 Employees
$7,020 Total AP
$7,020 Total AP
X 2% Stock Bonus
$140.40 Stock Bonus
$140.40 Stock Bonus
/ (divided) by Current Stock Price ($40)
3.5 Shares of Stock
29
• Quick review of compensation from 1 small account / client:
Compensation
$7,020 1st Year Earnings
$210.00 Annual Renewal
$140.40 Stock Bonus
All this from just one account
30
Compensation
One Year Income
$7,020 Production Per Account
X Open 1 Account Every Other Week (26)
$182,520 Total Production
X 47% Commission
$85,784 Total Commission
X 63% Advanced = $54,044
31
Compensation
Comparing An Aflac Career to a Salaried Job
$40,950 Salary
Aflac Career Salary Job
$40,950 Commission1st Year Compensation:
Guaranteed Increase
(2nd Year):
$7,020 Renewal $0 - No Guarantee
Maximum Income Potential:
Unlimited 1% – 3% increase*
Stock Bonus: Yes Unknown
32
Compensation
Building Your Future – A Real Retirement Program
$182,520 Production Per Year
X 10 Years
$1,825,200 Total Production
X 80% In Force
$1,460,160 In Force
X 3% Renewal Commission
$43,804 Renewal Commission – Year 11
+ $85,784 Year 11 Production Commission
$129,588 Total Revenue – Year 11
33
Compensation
Building Your Future – A Real Retirement Program
Once you become vested, if something were to happen to you, your renewals would then be paid to your spouse. For as long as they live.
If your spouse is no longer living, your renewals will be paid to your children, until they reach age 23.
34
In addition - Associate Cash / Incentives
Compensation
Even as a new Associate, you will be eligible for cash bonuses and a variety of incentives, contests and promotions
– District rewards
– Regional incentives
– State recognition and awards
– Corporate level rewards
35
Compensation
The Value of Advancement
For those Associates that perform well and are interested in a management position, we will be looking to promote you.
We will help you build and train your own District Team
In management, you will receive:– Commission on your team’s
production
– Renewals on your team’s production
– Stock based upon your team’s production
Training and Support
37
Aflac has created an organization designed to support the Associate:
Training and Support
State Sales
Coordinator
Regional Sales
Coordinator
District Sales
Coordinator
State Training
Coordinator
Associate
38
Your Regional Sales Coordinator will
– Provide you with Support training
– Provide management oversight to ensure your training is completed
– Work closely with your District manager to ensure your success
Training and Support
Regional Sales
Coordinator
39
You will receive dedicated one-on-one training with a District Sales Coordinator who is measured based upon your success.
– Training on marketing and products
– Acquiring clients
– Servicing clients
– Your District Manager will work hand in hand with you to build your business
Training and Support
District Sales
Coordinator
40
Training and Support
Week 1: Product
Pre-School
Training with the
RSC/DSC
Week 2: Jump Start School
(NASS)
Week 3-4: Field Training Begins to set Appointments
Week 7-8: Associate
Interview & employee
Presentation
Week 5-6: Employer
Presentations
Week 9: Flex/SNG Training
Week 10-13: Basic Enrollment & Account Mgmt
New Associate Training Cycle – “Winner’s Edge”
41
Here is what you should expect:
– You will receive thorough classroom training
– You will receive detailed product training with your Regional/District Sales Coordinator
– You will receive daily training, one-on-one with your District Sales Coordinator
– You will see the entire lifecycle of account management, at least twice during your training
Training and Support Review
42
Here is what you should expect (continued):
– You should earn income in your first thirty days after class/contract
– You should open at least two groups with your District Sales Coordinator
– You should qualify for our Fast Start incentive program “Bonus”
– You should build your pipeline of employers
Training and Support Review
43
Why should you expect all of this support and training?
Training and Support Review
State Sales
Coordinator
Regional Sales
Coordinator
District Sales
Coordinator
State Training
Coordinator
Associate
Because each level of your support organization is measured, judged and compensated based upon how well you do.
44
In addition, you should also be aware of the following advantages you will have:
– Aflac will provide you with all of the marketing materials you need – free of charge
– We generally do not work evenings or weekends, as we meet with business owners during the weekday (Work hours)
– You will have the flexibility to work from your own location, including your home office
Training and Support Review
Assessing The Fit
46
We are looking for:
– Someone who is not afraid to work hard for what they want…dedicated
– Someone who is willing to be trained/coached
– Someone that can manage themselves and their time…discipline
– Someone who is willing to interact with people
– Someone who can understand and believe the real value that our products provide to families
Assessing A Fit
47
Next Steps
48
Contact the Person that Sent this Opportunity to YOU!
Contact Your Aflac South Florida Coordinator for a personal interview
Steven W. Kaiser
954-531-6429
49
Thank you….
Looking forward in hearing from you!