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    Globe Life - AIL - Spotlight Magazine - 2002-07

    Copyright:

    © All Rights Reserved
    Flag for inappropriate content
    29 views13 pages

    Globe Life - AIL - Spotlight Magazine - 2002-07

    Uploaded by

    Fuzzy Panda
    Globe Life - AIL - Spotlight Magazine - 2002-07

    Copyright:

    © All Rights Reserved
    Flag for inappropriate content
    of 13
    PERSPI ECTIVE How Do You Handle No? “A woman comes to the door. The salesman makes his best effort at a smile and offers, ‘Hello.’ The woman impatiently replies, ‘No, thank you, I am just preparing to leave.’ ‘The salesman nods, inquiring, ‘May I come back later” As she shuts the door, the woman says, ‘No.’ ‘The salesman moves to the next house, and the door opens, then closes. He does not even get a chance to speak. His expression never changes, but still he continues. He stops at every home in his territory, The salesman believes people may not buy now, but next time — maybe. He is adamant that no does not mean never.” (Source: The ‘Oregonian “Life of a Salesman,” by Torn Hallman Jr) How many times do we hear the word no! As a salesman, Tam aware that no is a unemployable, The underiying drive that has fueled this man’s success is his unwillingness t9 take no for an answer According to the artiele “Life of a Salesman” weitten in the November 1995 issue of The Oregonian, “Porter's hearing is che one perfect thing his body does, Except when he fhas an audience}, Then the word ‘no’ does not register.” This brings me back to my original question, “How do youhandle no?” Although no is a word we hear day-in tnd day-out as salespeople, how we handle that no ean be the difference hetween getting a sale now or forfeiting a sale altogether. Isn't no really just an objection? And, if we plan our frequent answer to the many «questions we ask, including asking for the sale, But, just | as the above story indicates, no does nat have ta mean never. How we handle the word no can very simply determine how successful we are in the field, So how do you handle no! The reason I bring the above — “Life of story to your attention is not FROM THE DESK OF: “He is adamant that no does not mean never.” presentations with the expectation that there will be a few objections, will it not be ceasige to turn a no into a yes? Roger Smith President & Chief ‘Marketing Officer of American Income Life Responding to prospects’ protests is a practical skill which requires underscanding of how the product you are selling will help the prespects meet their individual goals. No sales presentation is free of objections of one sort or another. Since insurance needs to be sold, your 1 Salesman” The Oregonian because itis the story of an ondinary salesman working door-to-loor in search of his next sale, but because this isa story of dedication, perseverance and sheer will. This isthe story of Bill Portet, an independent salesman in the Portland, Oregon area, What makes Bil] an excellent role-model is he was bom with Cerebral Palsy, and despite tremendous pain and constant changes in the sales industry arena, he continues to work successfilly dooe-te-dooe everyday — rain or shine. In fact, there was'a mavie based on Bill Porter’ life called “Door-to-Door” The movie depicts a man —an extraordinary man — who overcame insurmountable olds and eked out a living though many thought he was 2 SPOTLIGHT JULY 242 response to a client's objection ‘can mean the difference in making the sale. Being prepared for no can goa long way towards getting a yes. Tam sure given Mr. Porter's circumstances, he was more than peepared for the nos. It was, however, his unrelenting determination to succeed and his superior sales spirit in che face of objections that mace him the top salesman in his region. At American Income, [know we have a highly motivated sales force who ate extremely knowledgeable when it comes to what we sell. I ako know that when it comes to ‘no — we won't settle for anything less than yes! Let’s Ride — $75 million in 2002! im WWWAILIFECOM EDITOR’S PAGE Dates to Remember Wednesday, Aug, 28, 2002 All usiness and PR credits must he received in Ween to count for ‘Aust production. Monday, Sept. 2, 2002 The Home Office will he closed for Labor Day. ‘Thursday, Sept. 26, 2002 All business ond PR credits must be received in Wace to count for September production Required Retention Rate Beginning Jan. 1, 2002, to he chile for bones and featured iin Spotlight, top Producers must meet the required Retention rate, or the minimum Net to Gross ratio®. Not to Gross! 77 percent Retention: 64 percent, Net to Gress is only aseel ding the Producer's fas eight menus Milestones $100,000 In Force “The flowing Agents have $100,000 of ivforce premiums Douglas Bauknecht Jim Bianchi Steven Greer Look For The Asterisk The asterisks, shown throughout the magazine, indicate thar place will be a Year-to-Date award winner. ‘The reducers, who will he recognized at the 2003 Disney” ‘Awards Presentation, are as follows: The top SGA from cach category, the top two PR. Managers and the top three Representatives from each category, the top five MGs, the top SA, the top five GAs and the top ten Individual Producets. Cheek your producsion. If there is an asterisk by your position, you could be an Mare Rosen. Duane Roth Founder's Club Outstanding Producers Second Quarter Ts Poe! award winner. | Published monthly by ‘Americen Income Life Insurance Company for the ro Cov amt cee cad Androw Rosebarg | Rickard Rutt 1 951,682 349 dissemination of Kendra Roberts | Erie Giglone 1 48,938 865 invormation to its Sloven Groor Durhon Oldham | 1 47,223 865 a i Rul Camerzinc | Davia Cohen 1 44,948 783 ‘must be obtained Gono Noury Dan Zool 1 44,008 3 prior ro reproduction Jessica Beroren | Rick alt 1 45,925 B22 rather we of Monesshe Smith | Eric Cigione 1 48,867 784 perstahae Francisco Perez | Eric Giaione 1 42.007 ibd Founder’s Club Outstanding PR. Representatives ee Enron Second Quarter ee Try Tia tesieeat eters Qualified Cee rane eet ‘Josoph Ward Gonocor-Bitman 5 41 Groupe lesmsetachnurtorpcis Renard Case James Surace 2 38Groups Kenneth Alter ‘Mare Morton 4 86Groups fo ae Brenda Disomma | Erle Giglone 5 16814Cards coe Rona Spano Soot Smith 4 4.201 Cards 22002 hy American come Life taance Company. ree SPOTLIGHTJULY 2002 m_ WWIWAILIFE.COM SPCITLIGHTT ALLY 200 TKN es ee a WWWWAILIFE.COM James Adkins Hurst Komp David Banton Lary Genesee Maso Bradley Cole ek Henesk Inne Cay Friesen FickAlig one ‘Aas Hirsh tat Btunen Manian ‘Sura Kambouris Pkg Teoressee Ugo Mera re iglone Penrsivana Fev MeWillatns Ere Giglone Penman Jeseoh Phillips Eecrot| Tos Robere Re Fckatig oval Anthony Thomas Tem ions Foi south Garena Shxenom Burke Ene Gigione ew srs Erie DeGreot Alin Jennings an Mare Gobeil ick ai (uebee Michael Hixon Robert Smith Okthona Matthew Karkaedes Eri Gighone Femara Leonant Mathis, tke ones Mirigan Seott Michell evn Pew Pablo Piola St ith iis ‘Amie Sowcluk rice ang Washington ‘Willian Thompson, Hareeck-Boes ortonky PROMOTIONS Kevin Faron Job Burns Vi asoy Texas Danie! Dali ik Aig Tenses Anche ance dames Sxrace Pernsyvania Anche ok Alekatg Alta Shahzad Khokhar Jeahua Chalom onto Timothy Mefokd Alkiensti Maine Richand Mowclo Ere Gilene Berni Prier vane Chestorher Sealy Aeber Gover Geomie Keren Ti Dave Cohen Cetera Promoted To General Agent Rober Abs Lary Gereser Kansas Donina Catt Devi Chon Calorie Temes Holloway Geneserbitnon ines Dascin Nell ‘an deonings it Csristopher Stephens tot fot altoria Kathleen Thunton delotot Caltoeia irons Rajeev Arora kati oregon Mare Resen Ere igone New Jersey Jolin Ambrose Sect Smith ingen Samuel Cohen Fie Gigione Fernylrania Geagon ie igione Now Jory Lawrence Obs GoreserBtnan ie fey Salivan Ley Geneser Hisourt Liss Walk Aig tary ‘onar Tanethy Chk sos Since ‘on Marcus Sith ses Suice ‘his Michal Bani Riki Temssiee Etnmanvelle Fanolt Dae Coten Catia Shannon Lee Hugtee Pare Nort Caran Joreph Ricl Eri ile Now ly hie Syed Seat Sih Miengen Kevin Surlos eave Tetae SPOTLIGHT LY 2002 Poul Beasine Fain Kou toa Ses “Tornmie Crk are Noten Chis Kobin Elon. Fick ip Di Coane George Groh Bic ghore Now Jersey Christine Faber Ere Gore ow Jory Gwendolyn Kints ark Haveeek enn Gary MeChnakon ae Basoy Tas Anthony Ovens ober Paterson Paik Reed Chizopher Shanna Ee Gighone New Jersey avid Tain A Shahak Nora Carina Scott Bum ‘shank Nort Cana Shuron Calvin Giglono Breer Nassochusetts Tiewslyy Lorene ober Gover Goorga Joseph Schofield Ere Gighone Daavare Tkdeus Seals Ere Cighone New ley Philip Eldredge ‘Alan oeninge vat Byron Wetson Ee Gone New ereoy m1 WWWAILIFE-COM Salome Bethe Hughes Parekh Nor Carona Melissa Coakley Agata Orta Diana Fenvich Joseph Manone Wisconsin Daniel Habe Scott Sith thos Jui Jack Ton mans Flea Michael Kolass at Bema ayer john McCeath aig Ake Ek Pagan alt Fat alteria lean Reynolds ughoe Pare Sout Carona Wore Stowe Ere Gigine Ne Jersey Jean-Francois Riek alta Ovaboe Larry Buces James Suace ‘he Enc Grier Eri ciglene Now desey Kevin Mend Eri Gigene Now dersey Mauihew Sebrinpt any Goneser ise abel Cathy Thompson ‘yore Cons Mayland lefeson Moners ShavatSrlanad Nor Caran Bronson Zoli Aan Jenings Uh Kinda Bourna ‘coren Harmen ine Desmond Fletcher ie Jones Onie Athena Hannd Dil Jemings Coleraso Tox Jorn icklarstold Mine Peter Lacs Davi Cohen Cations Mork MeGrnw Et oral, Tes Michael Plliecioua Ee Galore Now Sersoy Gregory Riley sour Robert Terns kag Aer Nabihia Wilson ‘i Shah Nort Carine Cary Cia ‘ln cerings ar ‘Nathan Haminend ‘ln coringe usr Jeremy Mary nase enn ols Tasha Shupeon A Shabak Non Cala a Rall Higies Pain| Sou Coroinn _ INDIVIDUAL PRODUCERS Altamonte Springs, FL. 3, Jefferson Moyers Beene Kansas City, MD nese Phoenix, AZ ‘Omaha, NE PO eiG usu Cincinnati, OH Regina, SK. Los Angeles, CA 8, David Tubbin Duluth, MN’ Fe, Lauderdale, FL SPOTLIGHTJULY 2002 a WWW.AILIFE.COM LOGIE INDIVIDUAL PRODUCERS Met ALP $41,337 June Qualifiers +. Russell Morris 2, James Hopkins 3, defferson Moyers Kris Barton . Jeremy Baker 3. Guy Panno Anita St, Arnaud . David Tubdin ). Alex Roland |. Roland Parker |. Norbert Lopez Marlon Underwood. Syivia Johnson . Dale Bruneski Timothy Cruise Mary Weller Jahn McGrath . Haresh Tiva Harold MeSweeny ). Sherry Callaghan - Joey Kennedy Laury Lamar Andrew Rossberg |. Souvaly Khamphoul ). Stephen Saul . John Baldo lames Poate Glay-Nohla Nouyen . Paul Lee Thomas Reddoch Dennis Kelleher Sara Beckly Kendra Rober's Daniel Riokets Eric Guinn Jefferson Yupitun James Dattlo John Burnatt Barry Deardortt Kevin Appasamy aria Esposito Lyon Eriokson James March |. Darrell Balard hn Claxton . Scott Mitchell . Michael Czopek . Michael Perkins ). Peter Hamm ames Parker Net ALP $22,170 20,492 17,191 16,777 16,111 15,120 18,755 14,692 14,513 14.411 14319 14,240 14017 13,566 13,175 13,134 42,900 12,800 12,183 12,582 12,568 12499 1274 12,421 12,396 12,967 12,340 12,123, 14,965 11,748 14,732 +4692 11/620 11,457 11,985 11,980 11,948 11,941 11,294 14,280 11,270 11,221 11,156 11,082 10,863 10,862 10,832 10,776 10,753 10,742 8 888 BR RB 8 Jack Seitz Jefferson Moyers Kevin Frain Robert Aks Christine Hartman Wendel! Bangs. Danny Mayorga Marlon Underwood Brian Traboulay Erie Nichols Eric Neal Melinda-Rae lyse Melanie Cohen Russell Chang Gary Wiliams Damon Hartley Theodore Pappas Deanis tut Kevin Bukatran John Baldo James Peate Ronald Vanifvoesik ohn MoCreary Melanie Cohen atfory Churchfiold Robert Delesky Damon Hartley Derek Hartley Brian Traboulay James Dattlo Ronald VeniWoesik Robert Deleshy Kevin Frain Christine Hartman Kevin Suries: Doreen Ryan-Foti ames Logan David Hausman, Doreen Ryan-Foti David Hausman, Bran Schaefer Mare Zipper Hancock-Boles Shahrak-Smolenski Rick Attig Larry Geneser David Cohan Cohen-Hartman Rick Altig Chris Lafond Tom Williams ‘Tor Willams, Scott Smith ‘Tyrone Ganare Rick Alig Scott Smith Geneser-Bitman Rick alti Giglione-Brister Robert Patterson Rick Alig Rick altig Geneser-Biman Richard Rott Rick Altig Erie Giglione Erie Gigliono Mare Zipper Viad Basov Furer-Whitinghil Kevin Pawiowska Giglione-Brister Riok Atig Eric Biglione Geneser-Btman ‘Ai Shahrak Rick Alig Mare Zipper Viad Basov Erie Giglione Fick alti Cohen-Hartmen Davie Gohen Ed Orell satoft-Fti Hughes-Parek Kovin Pawiowski Erie Giglone atoft-Foti rie Giglione Hancock-Boles SPOTLIGHTJULY 2072 = WWW.AILIFECOM > Percentage of Welt Brose INDIVIDUAL PRODUCERS CURR aL Net ALP | Year Timaliy cruise $242,696 | 2000 1. Marlon Underwood 2, Jefferson Moyers 5. James Dattilo 4, Timothy Cruise 5. Al-Karim Walli jim Biancht Cee 8. John Rice ). David Tubin }. Ruben Soberenos Kendra Rober's David Wang Jannifer Baron Ramin Maghsoud Julie Wells Anita St. Arnaud . Joshua Robinson DeMario Cooper Leslie Taylor ). Maroallus Adams . Harold McSweeny Keith Zabrocki Roland Parker Erik Martinez Jahn Reinbott ‘Andrew Rossbeig Matthew Wolfanger Mare Rosen Duane Roth Emmanuel Fantol Guy Panno Joseph Ricci 3. Mark Bloior Jeremy Baker Joseph More . Moneesha Smith Stephen Smithers Erie Guinn Norbert Lopez ‘Steven Greet eft Hermes Steve Fujtani Joseph Schotleld Camy Smith ‘Alex Roland Stephen Momberg John Claxton WMitohell Clam Steven Calver Stott Remmey YTD Qualifiers Mation Underwood Jefferson Moyers James Dattllo Eric Nichols Melinda-Rae Lyso Paul Rumbuc Gary Williams Doreen Ryan-Foll Wendell Bangs Robert Delesky David Wang Wiliam Cook Hickolay Gusev Christine Hartman Leslie Taylor DeMatio Cooper Leslie Taylor: Marcellus Adams Bruce Hennick Eric Neal Leanne Hughes ‘Theodore Pappas Paul Rumbue Mare Rosen rio Neal David Irie setfrey Dinocento Robert Aks John McCreary Byron Watson Stephen Smithers Derek Hartley Danny Mayorga Paul Rumbuc Don Goodwin Dennis Muth kevin Bukatman Dany Mayorga Jeffory Ghurehteld James Logan seffrey Dinocento SPOTLIGHT JULY 2002 = WIVWaILIFECOM ‘Scott Smith Shahrak-Smolenski ‘Mare Zipper Scott Smi Rick A Durhon Oldham Rak Ati Jatof-Foti Rick alti Jatott-Foti Erie Giglione Scott Smith ‘Tom Willams, Vad Besov Viad Basov Cohen-Harman Geneser-Bitman Geneser-Bitman Gonoser-Bitman Allan Jennings Robert Patterson Mare Morton Tom Willams Geneser-3itman Eric Giglion Rioharé Rutt Durhon Oldham Eric Giglione Geneser-Bitman David Conen David Cohen Eric Gialione Gary Bleier Larry Geneser Furer-Whitingl Eri Giglione Vlad Basow Al Shiahrak Tom Willams Duron Oldham Kevin Pawlowski Rick Alig Ero Giglione Tom Williams Chris Lafond: Rick Altio Hughs-Parekh Vlad Basov Steve Friedlander Eric Giglione = Percentage of Nat to Gross COMMUNITY INVOLVEMENT MONETARY DONATIONS Mark Hancack Agency © Contributed $200 to the UAW Cap Council for family night at Indianapolis Raceway Park, Ramin Kouladji Agency @ Donated $500 to the Building and Construction Trades Council of Cape Breton for scholarship owards Scott Smith Agency @ Donated $250 to the Central Building Trades. ‘© Contributed $150 to the Chicago AFSCME fund raiser. @ Donated $100 worth of bottled water to the Chicago AFSCME striking workers. @ Gave $160 to the UFCW fund raiser for the purchase of a DVD player. @ Donated $200 to the North Central Labor Council fund raiser. © Contributed $200 to the Chicago IBEW’ 134 golf outing, @ Gave $150 to the Michigan Plumbers 133 softball game fund raiser. Donated $250 to the Michigan Teamsters 406. © Donated $500 to the Illino’s UFCW 881 golf outing, © Contributed $1.25 to the SEIU 1 President Thomas Balanof Man of the Year dinner © Donated $200 to the Michae! Bruton Safety Luncheon for Chicago unions t © Gave $400 ta the Cook County Building Trades Apprenticeship Conference, ‘* Donated $110 to the Grundy County Labor dinner. © Contributed $1,000 to the lowa Federation of Labor annual meeting. © Donated $100 to the Hotel/Restaurant Local I lunch. © Donated $150 to the Miss Illinois Preteen Pageant. © Contributed $250 to the Chicago Building Trades annual fund raises, © Gave $235 to the Teamsters 714 Annual Little City fund raiser. {tenbach-Ostrovsky Agency ‘© Donaied $100 to the YMCA Litle League baseball team for uniforms. Total $5,330 OTHER DONATIONS David Cohen Agency {Contributed ever 2,000 Ibs, of food to the Labor Community Service Agency. © Sponsored the SEIU 4340 Homecare Workers Taining Center Charity Golf Tournament. Mark Hancock Agency @ Donated a 19-inch color television to the Harvester Federal Credit Union’s annual meoting. Tim Schroeder Agency © Hosted an cutdoor barbecue for PACE 4-654 in West Montoe, Louisiana, SPOTLIGHT JULY 2002 «# Hosted an outdoor barbecue for PACE 4-1505 in Jonesboro, Louisiana + Supplied door prizes forthe IBEW Fifth District meeting {along with Nick Nitowski, Kevin Pawlowski, Tom Williams and Witienback-Ostrovshy!. ‘© Donated a shotgun to the Louisiana Paperworkers Council for a fund raiser rafle. Wittenbach-Ostrovsky Agency ‘© Donated a hospitality suite for a retirement banquet in honor of the Mississippi AFL-CIO president. a wwallircom 9 uur Fussell Mois Darie Maneny Kis Baron ria St Arad atason Mayers ‘enemy Baker ‘cron Fosaborg ‘ohn Baldo ‘Met Rowand sarros Hopkns als Uren ann sey Kennedy Poland Perkar Davi Twin James Peate Nobert Lopez Tinothy Gruse stn eran Gay-tignia Nyon Harold eSwoory

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