Northwestern Mutual Financial Network

The Glenn Black Group – Fort Myers, FL

Ashley JankowskiKevin Keeling

Kyle AngellMadison Bell

Team 16

What is a mutual insurance company?

An insurance company which has no shareholders but instead is owned entirely

by policyholders

Mission Statement “In all situations, we will make

recommendations which we would follow for ourselves and our families if faced with similar circumstances, understanding that every person and business is different and unique. With this in mind, our primary purpose is to build relationships in our community by helping others achieve their goals and objectives, utilizing sound long range and short term planning ideas. In each relationship, we will serve our client’s needs with honesty and integrity, offering solutions to financial concerns in a responsible and disciplined manner.” - Glenn E. Black District Agency

History Foundation

Entrepreneurship

Market Development

Industry Innovators

Services Provided Health insuranceAccident insuranceLife insuranceDisability insuranceLong-term care insuranceWhole life policies Trust and investment management servicesEstate planningPlus more

Corporate Social Responsibility “Northwestern Mutual is committed to

community service – positively affecting lives and providing communities with the means to build a bright future.”

The Glenn Black Agency works with :The Greater Fort Myers Chamber of Commerce Lee Building Industry AssociationRotary Club of Labelle Lee County PACE Junior Achievement of Fort Myers and Bonita Springs Imaginarium Board of Downtown Fort Myers

Core Values

Enduring RelationshipsCoachability

Commitment to GrowthLeadership

Independence

Leadership TeamGlenn Black – Managing Director, Fort

Myers, FLPeter F. Striano – Managing Partner, Boca

Raton, FLJohn Delaney – Field Director, Fort

Myers, FL Jim Winstel – Field Director, Fort

Myers, FLJames Holland – College Unit Director, Fort

Myers, FL

Sales Process• Prospecting • Telephoning• Approach• Fact finding• Preparation• Closing• Follow-through

Steps to Sales Process Prospecting- to find, select, and qualify potential prospects and obtain

favorable introductions to them

Telephoning- to secure an appointment

Approach- to secure a fact finding interview on a favorable basis

Fact finding- to reach the inner person

Preparation- to create a plan of action to enable your prospect to achieve his/her objectives

Closing- to gain the prospect's commitment to take action based on your recommendations

Follow through- to deliver and maintain superior service and support future sales

Northwestern Mutual Financial Network

Hiring Process – MutualFitFirst Interview

Conduct an initial fact-finding interview

Discuss the company and the career

Explain the Mutual Fit Process Assign the Career Profile + (CP+)

Second Interview Conduct an in-depth fact-

finding interview Review CP+ Results Assign self analysis/YOU

worksheet Assign the Harrison

Third Interview Review the sales process Demonstrate a ledger

presentation Discuss compensation & Benefits Assign market surveys

Fourth Interview Introduce candidate to the

managing director Review market surveys Answer the Candidate’s

questions Discuss Expectations for

success

Ideal CandidateEntrepreneurial

Organizes, operates and assumes the risk for a business venture

Coachable Willing to listen, learn and take

advice from individuals who offer valuable experience and insight

Communicates Effectively Communicates personal

perspectives, ideas and beliefs while listening and learning from others

Ambitious Pursues every opportunity for

success with skill, enthusiasm and commitment. Constantly seeking ways to be more effective and successful

Self-Motivated Possesses effective time-management

skills and relies on himself or herself to accomplish important goals. Able to focus on priorities

Desires Financial Success Not afraid to work hard and take

risks to achieve financial success. Willing to accept responsibility for personal successes and failures

CP+ Results Predicts the success of a future

entrepreneurial sales candidate (scale of 1-19)

Evaluates personality, goals, past work experiences, attitudes, career expectations, and most importantly financial feasibility.

NWFN looks for a score of 13 or above

Harrison Results The Harrison is a personality test

that Northwestern uses to assess the potential candidates job fit percentage

Self- Management is a very important quality

Internships• Positions Offered:

• Financial Representatives• Recruiting (Just Added!)

• Top Ten Internship. • The Vault Guide to Internships has

consistently ranked Northwestern Mutual one of the Top Ten Internship programs, based on factors such as compensation opportunities, actual work experience, and career opportunities.

• Earning Potential• Commission based• Development Stipend:

• Incentive up to $1,000 to learn about business, develop sales skills, and engage in training activities each program period

• Productivity Stipend:• Based on number of lives written and

submitted.• $500 for 5 lives• Additional $500 for 5 more lives

SWOTStrengths

Strong Market Position

Adequate Funds

Solid History

Virtually unaffected by the recession

WeaknessesInvesting time into

new employees who are not going to make it in the company.

1 year of training = $30,000

SWOT ContinuedOpportunities

Bring in more people who can sell services

Open up more locations and have more facilities

Advertise more (“the quiet company”)

Northwestern Commercial During Recession

Threats Outside companies

making false promises to potential clients and manipulate to gain customers

Ex: NY Life, Ohio National, John Hancock

Rio DeArmondGraduated with a

Bachelors in Finance Worked in a salon

before applying for an internship position at Northwestern

Was offered a job after her internship

Is currently the Director of Recruiting and Development

References Rio DeArmond – Director of

Recruiting and Development for the Glenn Black Agency

http://www.northwesternmutual.com/

"Business and Industry." <www.merchantonline.com.ezproxy/fgcu.edu/companydetails>.

Datamonitor USA. Company Profile: Northwestern Mutual Life Insurance. SWOT Analysis. New York, NY, 29 Dec 2009.