Leaders, I hope this helps you shape your "Leadership Lens" into 2017, may you glean some insight from some of Aflac's leaders. As we are all on our leadership journey, seeking to get better every single day for the sake of the ones we serve; please reference this from time to time & reflect on decisions you make. Use it as a guide to help your leadership instincts & to gauge your business's growth areas. So goes the leader, so goes the team. -Michael Stachowiak, MKD

Adam Wichman, MKD- Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? People of all ages desire to have great leaders in their lives, and great leaders give vision by helping people see a better picture of the future. My vision: A high performance culture where people feel like they matter, built on a family-like environment. The pursuit of leadership development is the thrill of a lifetime.

2. What 2 things have you learned this year as a leader? As soon as your intuition says to make change, make the change. Don’t wait until you can verify it with all the analytics. Trust your gut, and be decisive. Excuses. You don’t get what you preach, you get what you tolerate. Don’t accept people’s excuses. If you buy their excuse, you are actually negatively impacting their life by not calling them out.

3. What are 2 professional development goals you have for yourself as a leader in 2017? Roles - Clearly defined roles with all players. Delegation - Delegate more effectively.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Asset Management Skill-set Training (Veterans Top 50). Performance Coaching (Weekly/Monthly/Quarterly). Leadership Development (on the calendar w/ curriculum).

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? Catch people doing things right, and don’t be an A-Hole. Culture eats strategy for breakfast, every time.

6. Why do you do what you do? (What’s your why?) My why is to live a big life, focused on more people than just my family. Aflac gives that opportunity to anyone who wants it. To be able to impact people, and help their life become better is the most fulfilling thing I could ever imagine.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Hunger – a desire for greatness and to grow as a leader. Never settle for mediocre. Influence – must have the ability to influence people. Results – perennial winner. Must be able to execute.

8. Why do you think 2017 will be your best year ever? The industry is filled with change. Entrepreneurs run to change, and 2017 is more winnable than ever. It all comes down to positioning people to win, creating clear expectations, reinforcing the right behaviors, and celebrating the wins. The commitment is to stretch people and challenge them to think bigger and go for more. It starts with belief.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? There are no bad teams, only bad leaders. Zero excuses. Own everything that happens in your organization, and look in the mirror as a leader to correct it. Don’t ever settle, and don’t ever blame anyone other than yourself. Lastly, it’s all about people. Help them win at work, and you will win.

Beth Kimbrough, MKD- Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? Vision Casting is the heart and soul of direction, communication, expectations and leadership. You instill Vision Casting constantly, consistently and persistently – verbally, in writing, in group communication, in individual communication, in person, in small groups, in creative ways, in fun ways and in personal ways. You engage the followers in crafting the vision. Always give your followers the “WHY”. Adults buy in when they understand the “WHY”. My vision is to develop leaders and to grow our market operation organically through leadership development to the # 1 spot in the Company.

2. What 2 things have you learned this year as a leader? One – Delegate. Two – Assess & Delegate to People’s Strengths – Ask them what they prefer to do. Allow them to craft it. The buy in will be incredible. Three – Delegate (I know that you only asked for 2 items :) )

3. What are 2 professional development goals you have for yourself as a leader in 2017? One – To coach and mentor a current company leader into an MKD role. Two – To obtain an executive business coach

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? One – Career Recruiting Growth of 20%+ in Ohio. Two – Deeper & Greater A*FAME & FAME Adoption in Ohio

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? One – From my Dad (Baptist Senior Pastor for 36 Years) – Never to pass on a candidate for a promotion who currently works on your team due to the fact that you know both their strengths and weaknesses, where with an external candidate, you only know their strengths. We are here as leaders to grow both an individual’s strengths and weaknesses. Two - There will be people you like personally and don’t necessarily care for professionally. There will be people you like professionally and don’t necessarily care for personally, in terms of spending your personal time with. It is a rare gift and a precious commodity, when you like someone both personally AND professionally.

6. Why do you do what you do? (What’s your why?) To make a far-reaching impact on others through leadership development, motivation, coaching and training, all while building long-term wealth.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) One – Leadership, Followership & Peer Credibility. Two – Ability to change and adapt. Three – Long Term Performance Execution & Results

8. Why do you think 2017 will be your best year ever? 2017 will be my best year ever due to what I have learned in 2016 from my team and from my peers, due to what I have been exposed to in 2016 from my team and from WWHQ, due to how I have grown in 2016, due to changes in my thoughts and priorities and due to the leaders that I have been able to play a part in influencing and growing in 2016.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Study leadership as if it is your # 1 job – oh, wait, it is! Make leadership focus and study your life-long learning goal. Surround yourself with leaders who are better than you are in leadership ability and experience.

Michael Stachowiak, MKD- Leadership 360 Questions

Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? If you want to achieve your goals your team must know “WHERE” you are headed and “WHY” you are headed there, “WHY” it is better for the organization to go in that direction and then “HOW” you are going to get there, these are all part of a strong vision. Sharing/Building/Creating a strong VISION is the most important thing that anyone can do in their life in general when they want to inspire other people and gain CHANGE adoption. You cannot change something when other human beings are involved if you do not cast a VISION. This becomes excruciatingly important in leading a sales organization.

I ask my team to cast a VISION and communicate it daily at every point that they have the chance to, I ask them to personally reflect on their VISION and to OWN IT by leading from the front. Our VISION is to build Colorado to the PREMIERE Sales Organization in the country, to grow to $40 Million and to lead the US in New Accounts Opened & O.E. Completion %. We also dream of and work doggedly towards a day that we have the highest New Agent Success/Conversion of any organization in the country. Where 70% of our recruits are successful with Aflac. We are the front line, defending the Aflac Dream & our team knows that.

What 2 things have you learned this year as a leader? That mediocrity is a disease, you cannot let it spread and you must cut it out. Excuses are often bought by leaders instead of leaders inspiring others to a common VISION. It is crucial to LEAD through the emotional tension that others face when they are asked to change, for the sake of the VISION. Hard work pays huge rewards and you should always seek to develop yourself so you can give more of yourself to your team. This is a PEOPLE business and connection with PEOPLE and caring about them sometimes more than you care about yourself is important. Veterans can be our FUTURE not our PAST if we serve them & include them in our VISION.

What are 2 professional development goals you have for yourself as a leader in 2017? First-Consistency & a narrow focus, we have “implemented” what we need to in Colorado. Its time to EXECUTE & CONSISTENCY from me to my team will allow that to happen in a rapid way, with consistency comes greater accountability. I will continue to work on becoming very consistent & purposeful. Its gonna be fun! Second- I have a goal of continuing to be in the field, constantly. Being present in the field with the team of people you lead is crucial to develop influence. BALANCE of field time and office responsibility is something I will master in 2017, that is a big development goal for me. Third- (because I have 3) To attend a Leadership & Executive Mgmt Training hosted by an outside source, preferably an Executive MBA Program that hosts an Executive Level Leadership Training (3-4 days).

What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? DSC Coaching Skill Set & Asset Mgmt Execution. Monthly Business Meetings or Monthly Income Planning Meetings lead by RSC’s with Market Office out in full force will be the catalyst that brings together BOTH DSC Coaching Skill Sets and Asset Mgmt to explode our results in 2017. We will also be hyper focused on the Broker Channel, making sure we are selling profitable NEW CASES under 250 lives with Traditional Products.

What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? Never wait to make changes you know you need to make, or you will be the one who is changed. Try to let leaders be leaders when it comes to conflict, after all they are leaders they should be able to figure it out. Make DECISIONS and ACT, don’t wait or you will die. Lead by example and never ask anyone to do something that you can't or won't do. The most influential leaders can MODEL exactly what they are asking their teams to do.

Why do you do what you do? (What’s your why?) Like so many my why has changed. Currently my why is the joy that comes from seeing leaders I lead become better than they ever thought possible. Getting them to see things in themselves that they did not see or to create an environment where they are able to learn and grown more than they ever thought possible is something that lights my fire everyday. I also see it as a calling to DEFEND THE AFLAC DREAM and I share this why constantly with my leaders. What began as a motivation or a "Why" that was all about money and compensation has for me, turned into a calling to build talent inside of organizations.

What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Hard work, the ability to make decisions and inspire action. I also look for what they bring to their peers…. How they make the collective leadership team better? Does the leader know how to cast a vision and build a plan towards that vision, inspiring change & massive action. YOUR HIRED!

Why do you think 2017 will be your best year ever? We have implemented what we need to in order to grow, we are only adding Monthly Income Planning Meetings. 2017 is the year of EXECUTION & POSITIVE ACCOUNTABILITY. We have made necessary changes in staff & have developed a culture that is second to none. We will win and win big. We are ready.

What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Read no less than 2 books a month, work hard & master something each year. Seek to get better at the things that will have an exponential effect in your organization. Don't try to make a weakness a strength, rather improve your weakness so it doesn't hurt you & DOUBLE DOWN on your strengths. With regards to your team, always make it about them, not you. Take joy and comfort in the fact that others around you are winning and seek out the spotlight on THEIR behalf, shine the light on them. Find your PASSION, if you have it already hold onto it, if you don’t you must find it or STEP ASIDE… If you are leading without passion then you are in the way of someone’s Aflac Dream & that is unacceptable. Always seek to serve others and GO NOW, GO BIG, DON'T STOP! Make mistakes and learn, make em fast and loud... but learn. Take a risk every once in a while. So many in leadership positions are hiding, playing it safe, trying to just get by with the minimum expectations. Their goal is to survive, not thrive. This is a losing mentality. My advice for RSC's is to NEVER be that person. You need to be BOLD, you need to be FRESH, you need to be a STUDENT, be a BUILDER. Bring some passion to your team and never take this opportunity for granted. Invest in yourself and your business, it will come back to you 10 fold. Love your family, cherish your friends, honor your god & make use of everyday as a leader. Do this, and others around you will too.

Adam Michaels, TVP West Territory- Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? There is no one thing that is more important than setting forth a vision. If done correctly the vision is not some esoteric nonsense, but rather the guiding principal by which all decisions are made. It is the reason you get up early in the morning and the reason you lay awake in bed. Instilling it into your team takes only two things 1)sharing it often so that it becomes native in the conversation and ultimately part of the organizational DNA 2) Remain steadfast in your commitment by holding yourself to the same standard as you hold others (a.k.a. practice what you preach). Exemplify the vision in every action you take

My vision is to capitalize on the entrepreneurial phenomenon that is taking place in America and help restore economic mobility within our nation. It is to transform us into a launch pad for immature entrepreneurs who lack the capital, the idea, or the operational know-how to be successful. A place where effort and commitment are the only things that keep people from everything they have ever dreamed of emotionally, professionally, and financially. A place that becomes synonymous with success and achievement carving itself into the DNA of the community of entrepreneurs the way Xerox was ubiquitous in sales during the 1980s and 1990s

2. What 2 things have you learned this year as a leader? I. As it pertains to personal growth- settling for mediocrity in any area of your life is unacceptable. Apathy about your physical wellbeing, spiritual wellbeing, interpersonal relationships, is just as bad as apathy about your professional success. The excuses you make around any of these are simply stories you tell yourself to protect your ego from the reality that you are settling. Don’t settle-Take Action! II. That social media is even more powerful than I had imagined. If used effectively, it can become a beacon for personal and professional growth attracting and connecting others to your organization in a deeper and more profound way.

3. What are 2 professional development goals you have for yourself as a leader in 2017? I. Work on my ability to remain present and engaged in the work and people that are right in front of me. II. Read no less than 2 books per month

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? I. Execution in the broker channel. Increasing the across the board level of field engagement both alongside the BSPs and independently II. A reduction in the variability through increased expectations around the “ideal week”

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? I. If you love your people so much that you cannot make a change (when its necessary) they will keep you from providing from the people you love the most- your family II. Unless it is unethical, illegal, or immoral encourage people to work it out on their own. III. You will rarely say, “I wish I had waited longer to make that decision”

6. Why do you do what you do? (What’s your why?) There is a simple answer and a long answer: Simple: to have a Big Ass funeral! (which will mean that I touched a lot of people’s lives in a profound and significant way). Long: The answer today (as it has changed over time) is that economic mobility is essential to keeping America the nation that our forefathers intended. Without it, I believe we will fall like most great empires. To that end I believe the societal improvement will be predicated on capitalism and the entrepreneur who fills a need in a market and/or creates jobs. The good news that entrepreneurism is a “thing” right now (has become relevant, hip)-and it is not reserved for a specific race, income class, gender, age group, religion or any other differentiator! However, most people don’t even know what they don’y know about being an entrepreneur. I want to build the Launchpad for all those souls who lack the idea, the capital, or the know-how but are certain they don’t want a traditional J.O.B. I think that if we are successful, we can be for entrepreneurs what Xerox was for sales professionals in the 1980s

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) I. Attraction Power (and communication skills) II. Gut Instinct and skills that have led to a track record of winning #WinnersWin. III. Someone who has developed others to the point where they are promoted (i.e. An RSC who promotes multiple DSCs to the RSC level becomes an obvious choice, as the job of the MKD is at least partially to develop RSCs

8. Why do you think 2017 will be your best year ever?It’s all about leadership. We have a team with a fire in their belly’s to dominate the space

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? As a leader you must accept 3 things: I. We don’t get what we want, we get who we are! II. As a leader you are always under a microscope (performance, work ethic, character, morality, etc.). When under that microscope you open yourself to tremendous scrutiny or tremendous accolade. If that is unappealing- get out! III. The higher you go, the greater the responsibility to performance. If you are not achieving-you must look at yourself 1st. Understand that there will likely come a time when your responsibility will include stepping aside for the good of the organization

Brad Harrisson, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? In any organization the Vision has to be clear and it has to be branded, especially in leading a voluntary army like ours. I cast the Vision every year at our Kick-Off and I brand it through constant, repetitive communication in ALL forms. Example: weekly box calls, state website, email communications, coordinator meetings, and monthly sales schools. My vision is simple.. Every DSC have and AFamer every quarter and every Coordinator make FAME.

2. What 2 things have you learned this year as a leader? Never take for granted how much as a leader I can influence engagement and productivity. DO NOT get complacent because you’re having a good year or great past success. “Work in fear”

3. What are 2 professional development goals you have for yourself as a leader in 2017? I need to learn more about how the industry and market is changing daily. I need to read more to bring better value as a leader. I hate reading!!

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? A-FAME. Monthly Income Planning Sessions (Done with effectiveness)

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? You can get to know your people as well as you WANT to get to know your people. Trust your gut instincts it’s what got you here.

6. Why do you do what you do? (What’s your why?) Simply put… My why is to lead others to achieve the dream that I never imagined could become reality for myself.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Attraction power. Influence- who and how many people have they developed. Work ethic

8. Why do you think 2017 will be your best year ever? Because I have learned over the years how to Re-brand myself as a leader, and I think we have the right initiative with A-Fame

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? My advice is for them to fall in love with “Celebrating the success of others” and learn the joys of “holding the spotlight in the dark”. (note) Stach I have a patent on these therefore you can only borrow them! Just like playing the game, the coaching side takes commitment and practice. Do it every day and make sure you learn from your wins and losses. Being a great leader is hard work and comes with a price of time and energy but I promise it is all worth it.

Kenny Meier, TVP Northeast Territory- Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? Vision casting is important to my team because it allows us to be truly aligned. I spoke about this at Focus and the importance of having your organization bought into one vision. My team understands the vision because I promote it regularly, along with the “why”, and how we are going to achieve it. My vision for my organization has been the same throughout my career, to experience double digit growth and a culture of high expectations. Our specific goal is $310 MM for the territory and I expect to reach it very shortly and my team knows this as well.

2. What 2 things have you learned this year as a leader? Personally, its 2 things that I focused more so than past years. They are the following: (1) communication: I engaged my team verbally on a weekly basis and expected weekly reporting. We had great conversation regarding their reports and learned to get better aligned from 01 to the MKD. (2) personal engagement: I made a concerted effort to be in front of my team so they had time with me. I traveled from Maine to Virginia many times this past year so that I could attend meetings and award dinners. I want the territory to know I am there for them and I want them to win.

3. What are 2 professional development goals you have for yourself as a leader in 2017? This year I want to do the following: (1) read more – I want to read more books to find ideas in areas that affect my position (leadership, coaching, ownership, etc.). I feel that searching for fresh ideas has always benefited me throughout my career. (2) leadership coaching – I already speak with a leadership coach as an outside opinion and I plan on expanding his involvement. He has come to understand the business more and I feel he can help me and my team.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? The 2 new things being implemented in my territory next year are the junior group rep and a vetted everwell strategy. We are looking to expand broker through continued effort in this channel. This means we need additional personnel to partner with the MKD’s to achieve traditional broker growth. Also, we have been struggling to make everwell fit effectively in our territory. So, we are confident that we have a solution that will not be disruptive to our current sales model and add value.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? The main pieces of advice, which were given to me by my mentors in the business, were (1) work hard, (2) invest back into the business, and (3) help others. I refer to this as my napkin business plan because it was written on a napkin during a bar conversation. These basic principles have guided me throughout my time at Aflac in each role that I have held.

6. Why do you do what you do? (What’s your why?) I do what I do because I need to win. My “why” was oriented originally around financial freedom, but I have worked hard to achieve that and it remains an underlying factor. But overall, I do what I do because I feel the need to win – its in my nature. I have to tell myself everyday that I did everything possible that day to win.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) I look at the following when determining promotions: (1) a tremendous work effort and understanding of the business, which is demonstrated by FAME, (2) organic growth and desire to grow, and (3) alignment with the organization and promulgation of the culture.

8. Why do you think 2017 will be your best year ever? I know that 2017 will be the best year yet because the processes are fully understood and the culture set. My organization is aligned and ready for explosive growth.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Every leader has to be able to ask themselves this question: in the eyes of their subordinates, do they provide value? Essentially, are they irreplaceable? A good leader can confidently say that they are not only needed but making their entire team better. They provide so much value that in the vent the left, the organization may topple. This is not a indication of self sufficiency, but rather a testament to the ability of the leader.

Dan Bredesson, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? Logic and reason don’t create action, emotion creates action. Logic and reason equate to “Mission,” emotionally moving someone to do something outside their comfort zone is “Vision.” What’s more inspiring, “I have a strategic plan,” or “I have a dream”? Casting a Vision of what can be will stir the emotions of the team to achieve greatness.

2. What 2 things have you learned this year as a leader? I don’t have to build consensus to do the right thing. In other words, stop leading through committee and trust my instincts. Don’t be afraid to make the changes your replacement would have to make.

3. What are 2 professional development goals you have for yourself as a leader in 2017? Curse less. Spend more time with the RSCs on the study of leadership.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? 2 words will lead us in 2017: Execution and Accountability. We have all the tools to win, we just need to make sure every RSC and DSC know how to use them (Execution), and then make sure are using them to win (Accountability).

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? You can’t coach to vague expectations. Have the courage to let people know where they stand.

6. Why do you do what you do? (What’s your why?) I believe that America still works. The American dream is alive, and the free market and personal responsibility will take care of your problems before any big government program will. We are in the business of helping American businesses and consumers deal with the most expensive problem they have, the rising cost of health care. We protect the dream.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Confidence in his/her leadership ability. They need to be able to make the tough choices, and keep the business moving forward. Can they attract talent? Are they a life-long learner, or do they think they’ve already arrived?

8. Why do you think 2017 will be your best year ever? I’ve improved the talent on our RSC team. You could have the best ideas and business plan in the world, but if you don’t have the team in place to execute it…you’re wasting your time.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Seek out people who have what you want, and/or are the person you want to be, and ask them how they did it…and then go do that. Model their behaviors. It’s a pretty simple concept, but very few people actually do it. In most cases, the path leading to what you want has already been walked by someone else. Are you currently a $2M Region and want to be a $5M Region? Then look up the $5M Regions on RPM, call them up, and invite them for a cup of coffee. Are you a RSC who wants to be a MKD? Then do the same thing with your MKD and TVP.

Nate Harrison, TVP Central Territory- Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? People want to be a part of something special. The great leaders paint a picture of the future that is so desirable that everyone asks what they have to do to be a part of it. My vision in the Central Territory is to help ordinary people achieve extraordinary success through helping others.

2. What 2 things have you learned this year as a leader? Have the courage to have candid conversations as soon as you know it needs to happen. Be crystal clear to your direct reports as to what exactly it is that you expect.

3. What are 2 professional development goals you have for yourself as a leader in 2017? Say no more often to good ideas. Hold myself more accountable to the disciplines in life.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Effective Monthly Income Planning Sessions conducted by 100% of the Central Territory RSC's. Increase Sales School Attendees by 30%.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? 1. Your team is your most important client. 2. Take full responsibility when things go wrong & give all the credit to others when things go right.

6. Why do you do what you do? (What’s your why?) I love to coach, to coach leaders to a higher level than they could achieve by themselves. To inspire people to be great.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) 1. What type of people are following them. 2. Have they developed other leaders to take their place when they are promoted. 3. Can they execute under pressure.

8. Why do you think 2017 will be your best year ever? Because the Central Territory Leadership Team is aligned in our objectives.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Surround yourself with positive, high character, successful people. Work hard & learn.

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? The vision is to continue to focus on traditional business while at the same time developing alternate channels to augment the business model.

2. What 2 things have you learned this year as a leader? 1. People need face time 2. Continuous feedback is important to all.

3. What are 2 professional development goals you have for yourself as a leader in 2017? 1. Learn how to listen before jumping to conclusions or trying to convince others of my ideas/opinions. 2. Reduce complaining from all, and find a way to be part of the solution.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? 1. A*FAME 2. Gold Standard

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? 1. You, and only you, can choose your attitude in any circumstance 2. The best leaders also know when it’s time to follow

6. Why do you do what you do? (What’s your why?) To positively impact the lives of as many people as possible while I am on this earth

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) 1. Desire 2. Passion 3. Intellect

8. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Trust your instincts. Treat people fairly but be impatient with underperformance. Get out and write new business – coach the coaches, don’t hide behind your office door.

Chris Bialka, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? Vision Casting charts the course for any organization. It is the battle plan or road map to the desired outcome or destination. I instill this in our team by inspiring them to dream big. My vision is to have the most profitable and successful team focused on leaving a lasting legacy with the people we serve!

2. What 2 things have you learned this year as a leader? We all must work to grow our leadership ability, because the level of our leadership determines the success of our team. I must be a better leader today than I was yesterday.

3. What are 2 professional development goals you have for yourself as a leader in 2017? Continue working with a personal coach to develop my leadership and skill set to one day become a TVP. Attend 2 live personal development seminars ( John Maxwell and Tony Robbins)

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? A solid foundation for our asset management system that can be used as the litmus test when added systems or processes are not executing to get results. Training to our leaders and team that educates and motivates them to provide customer service that includes building relationships with their clients, being accessible and seeking out resources to become better consultants and business owners.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? Teams will not do what you preach they will do what you tolerate. Strong Leaders attract leaders.

6. Why do you do what you do? (What’s your why?) To create financial security for my family and to make a positive life changing difference in the lives of the people I serve. To be a daily inspiration of hope and motivation that the Aflac Dream is Alive and Well!

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) I look for someone who takes 100% responsibility. Big picture thinker. Someone who is not afraid of good old fashion hard work.

8. Why do you think 2017 will be your best year ever? I have worked 15 years to be in the position I am in today, as a Market Director. I am excited about helping my team achieve the dreams and goals they have set for themselves.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Be committed to lifelong learning, Care about your people and don’t let anything or anyone stand in your way of achieving your Dreams!

Chris Hager, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? Vision is wildly important for any organization, as a first-year MKD I can say that I missed that mark on this on in a big way. While “Growing Up” on an Adam Michael’s organization I took for granted what a huge role the vision plays in people’s long term success. Everyday our Agents, DSCs & RSCs get sucked up in the world wind of work that it takes to get this job done. A solid, well communicated vision acts as the team’s True North, it guides them and provides them with a compass to they can find their way when the craziness hits. I’ve got to install this will the team by talking about it every chance I get to speak at a Monday morning meeting, All coordinators meeting, phone calls, emails & team events. I need to say it so many times that when I come around they are repeating it back to me. I need to have support from my Market team & my RSCs so they can echo that same message at every level.

My vision for the LA organization is hit 50 Million by 2021! Our mantra in 2017 is Back to basics, Back in Business. We have put together what back to backs means for the Agents, The DSC & had RSC develop they “Basics” too. Stay focused.

2. What 2 things have you learned this year as a leader? First thing I’ve learned 2016 the importance of a vision… Seriously! Second, is don’t try to do too much. I came into this year trying to do 100 different things. Keep it simple pick 1 thing, if you have a great team around you, maybe, just MAYBE you can make it 2 things.

3. What are 2 professional development goals you have for yourself as a leader in 2017? I’d like to read 2 books a month for the entire year, I’ve came close to this in 2016 with about 17 books read this year. I need to stay on top of this.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Recruiting is a top priority… More specifically nominations. We have implemented (Trips) A*FAME model. Veteran Training/Appreciation (I have 2 because I do have a great team)

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? “Don’t try and be anyone but yourself as a leader.” “It cost you nothing to give someone their dignity… Remember you know who you’re going to be working with or for in the future”

6. Why do you do what you do? (What’s your why?) Sour Cream Baby! https://youtu.be/vnK26XIx8Yk

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Servant Leadership. History of promoting people out of their organization. Enthusiasm for a new role and the challenges it will bring

8. Why do you think 2017 will be your best year ever? Learned a lot of lesion in 2016 and I have already begun to put them to good use. I believe we have the structure in place & are getting the right people in the right roles. I have the up most confidence that my leaders and I know how to capitalize on what’s coming in 2017

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Talk to your peer, the one who are successful, as often as you can. Don’t try to do everything they are doing, but rather what’s most important for you. Then make it your own and go out and communicate that vision and have a plan to execute. Don’t be afraid of mistakes, you’re going to make a lot, just be sure to learn the lessons you need to turn them into your success stories.

Eric Leger, VP National Sales Training & Recruiting. - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? A well communicated vision is what brings clarity and purpose to the players on a team. Just as we tend to use two feet and “white knuckle” the steering wheel while driving in a dense fog, we also sit back, relax and put the pedal to the metal when the road and the day are clear – so do our people perform when they can see where they are going, why they are going and how they are going to get there.

2. What 2 things have you learned this year as a leader? The margin of error has become smaller in today’s environment, and, as a result, execution has become more important than ever. As a leader, our success is dependent upon our team’s ability to execute with the least variability possible. Simplicity trumps everything. As a leader, our ego tempts us to believe we are smarter than we really are. Over-thinking creates complexity and complexity confuses the team. It’s the results, stupid.

3. What are 2 professional development goals you have for yourself as a leader in 2017? To coach my direct reports more intentionally. To communicate more frequently and consistently with my entire team.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? STM 2.0 – bringing science to the art of recruiting. The visibility to real recruiting data will bring intelligence that will create efficiencies in how we invest in and develop our recruiting efforts as a company. It will also help develop our RSCs into more effective recruiters. NAFS Revision – bringing simplicity to onboarding. The staging of learning for an associate to a more logically sequenced cadence will make our EDGE methodology easier to learn, easier to teach and easier to execute.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? The greatest danger to future success is past success. What got you here won’t get you there. Know thyself – you cannot expect to develop leadership in others if you are unwilling to know your own weaknesses that get in the way. Good leaders should practice the discipline of spirited self-indictment. The Ten Golden Rules of Leadership; Soupios and Mourdoukoutas.

6. Why do you do what you do? (What’s your why?)The thrill and satisfaction from driving others to achieve more than they thought possible – it’s what coaches do.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Drive for results – the relentless pursuit of excellence. Leadership Capacity – the upside potential to continue to develop as a leader. Others may call it coach-ability but it’s the desire to continue to be open to candid feedback from those who can help you continue to develop your leadership ability. Decisiveness – leadership requires action and inaction is no substitute. Leaders must make decisions sometimes in the midst of the fog of war where there is no clear answer. The courage to be decisive in spite of the possibility of being wrong is the only way to learn how to make better decisions.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Find a mentor, coach or someone you trust to be brutally candid in challenging you to become a better leader. Read, read, read. Be a student of a fast-paced ever changing market place and industry. Be other-centered in your approach to developing others – your success depends on it. Take extreme ownership of all things under your leadership and realize that there are no bad teams, there are only bad leaders.

Gary Greene, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? Casting a long term vision allows the team to understand why they are being asked to do particular things today. It gives them the bigger picture and helps them understand their long term part of what we are trying to achieve. The easiest way to instill this with your team is to have them be a part of the creation of it. I involve my MKO, RSC team and then down to the coordinators. Everyone’s opinion is important. For our state to achieve $50 million in AP and for every person on our team to achieve their own personal goals they’ve set for themselves.

2. What 2 things have you learned this year as a leader? Control what you can control. Influence what you can’t control. And stop worrying about the rest because it will eat at you from the inside out and ultimately cause you to stumble. Surviving Success is truly an obstacle. Most people won’t see this coming until it bites them. We need to do a much better job of communicating this message so winning can continue.

3. What are 2 professional development goals you have for yourself as a leader in 2017? To not let corporate politics or decisions negatively influence my desire to spend a lot of time in the field with my team. To become a master at helping my team survive their own success

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Broker. Existing Account AP (All size accounts)

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? Help people live up to their potential, not your expectations. If you want more; you have to become more

6. Why do you do what you do? (What’s your why?) I want to help as many people as possible reach their goals in life. Weather that is financial, spiritual, leadership.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Will they fit in with my existing team environment & culture? Can they be a leader of people? Will they be coachable & follow our state systems & processes? What is their resume?

8. Why do you think 2017 will be your best year ever? Because my team has a plan and they are prepared to execute it

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Be a sponge. Everyone around you can teach you something; either what to do or what not to do. Find a few great leaders and get close to them. Learn how & why they make decisions the way that they do. Keep reading on leadership. Grow spiritually. Let your team see & feel your passion and your heart.

Jeremy Frye, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? Every journey culminates in a destination. Vision Casting is critical to defining “why” we are choosing to operate in our determined focus areas and the benefit/gains that are acquired by those that excel in the focus areas. Instilling the Vision in our teams drives a collaborative effort to the “end goal” but allows the Leader to connect with the end user and apply the gains to them on their terms. 20% Increase in Career Sales each year. Everything has to “roll up” to a priority goal, otherwise, people become distracted and areas of our business compete with one another. By establishing a “main Vision,” you then create opportunity to adopt/drive the items that support the “main Vision”

2. What 2 things have you learned this year as a leader? Trust your instincts in your evaluation of your personnel. Obviously, you have to do some investigation to support the instincts, but they are rarely wrong. If you are experiencing these feelings, there is a high probability that those reporting to/working with that individual are experiencing the same thing… multiplied. Simplicity leads to effectiveness. Our business has gotten very complex and as Leaders, we have to keep things focused. One of the traits of an effective leader is taking the complex and simplifying to permeate the entire organization’s understanding of why.

3. What are 2 professional development goals you have for yourself as a leader in 2017? Keep my job. Advance my communication skills (clarity, channels, reach.)

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? End user communication: Everything has to be centered around the benefit to the end user. As our business becomes more complex, I believe that the focus should not be on the pillars, but a universal communication/coaching vehicle to drive all pillars forward. This is currently being worked up, but will be centered on assisting/coaching the Associate level to hit “their” targets. As leaders, it is our job to help people get to where they want to go, not where we want them to go.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? Keep the main thing the main thing. If you lose sight of the primary goals, you will become swallowed by time lost. Focusing on results is a short-sighted approach and will only lead to short-term goals. A leader has to be able to drill down and focus on the predictive variable that drive sustained success. Lead measures, if you will, have got to be the area that is promoted, coached to and monitored.

6. Why do you do what you do? (What’s your why?) My why is to be a part of a winning culture. One in which the culture assumes the majority of expectation being set.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Ability to Synergize: There is no leader unless there are followers. Leaders have to create a movement towards a goal and then gain traction through getting the team aligned to targets. Consistency: This is the primary variable in Leadership Credibility. Does it get boring, sure. However, people thrive from structure and predictability. Surprises (inconsistency) fuels distraction and time lost. Communication skills: At every level, we are paid to present… just to different audiences. Communication skills transcend the varying audience and drive towards performance.

8. Why do you think 2017 will be your best year ever? Because I have to. The root of all successful endeavors starts from the same seed, the seed of belief. Will there be challenges, undoubtedly. However, the challenge is what makes the game fun and rewarding. Pressure is a privilege.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Remain others-centered. Do everything for the benefit of the team, not self, not an individual, but the team. Running a team from a standpoint of true love is hard. Sure it hugs, high fives and rewards. But it also does not shy from tough conversations in an effort to protect the people in the future. Our people are smart. They smell the scent of “self-centered” from a mile away. People will never trust the message if they don’t trust the messenger. By remaining others-centered, teams understand that what you are doing (as tough as it may be sometimes) that you have their best interest at heart… and they will follow that forever.

Kevin Soria, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? To me vision casting is painting the picture for people what the end looks like for them. Starting with the “End in mind” and working the problem backwards. For DSCs I like to show them a 1.4 million dollar district. This consists of two 150K producers, five 100K producers, ten 50’s and 10 ATOs (all the others). This shows them that a million dollar district is made up of several types of producers and that they are all important. Showing people bigger targets than what they were striving for is important, but more important is showing them each day how to get there – so vision casting is important each and every day. You must keep it in front of them, and you must keep it in front of yourself every day as well.

2. What 2 things have you learned this year as a leader? Leadership isn’t about what you know. You already know what works for you, and you need to believe in that. The measure of true leadership is to get the people around you to the point where, they know what works for them, they believe in it, and they go out and prove to themselves and their teams that it truly works every day. I think in many businesses, people are guessing at what works (so they keep throwing darts at boards hoping to hit something, or even worse, they don’t even know why they are throwing the darts at the board in the first place!).

3. What are 2 professional development goals you have for yourself as a leader in 2017? Calendaring out the entire year, and sticking to it. Becoming extremely professionally networked in my home city. I have concentrated a whole lot on my team, and have neglected the vast network of talent in my community. I need to learn from everyone. Become great at DSC development and RSC mentoring and development. Succession planning. Create a Leader in training program that develops MKDs – RIT program for future RSCs.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Career Assigned broker strategy. We are missing out on a ton of business in this department. 2017 we will develop this other professional market to help the Market Cause. AFAME. We need to get better at bringing on friends and other professionals into our great company. AFAME is the model. We will drive this into the DNA of our culture with each new hire, each new recruit and each new promotion.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? Never be afraid to ask for help. Never be afraid to give help when asked. Look at this business from the eyes of the associate and DSC. Never get caught up in your ivory tower. Stay fresh in the trenches.

6. Why do you do what you do? (What’s your why?) Financial freedom and the ability to the best in the world at something. This allows me to put all of my experiences to work. I love coaching and winning. I also love my family and I get to have the best of both worlds of family and career (sounds cheesy but it is soo true!)

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Coachability. Work Ethic / Drive / Hunger. Record

8. Why do you think 2017 will be your best year ever? We seek to become a great team. Our goal is not to hit Quota. Our goal is to become the kind of organization that easily hits quota year after year after year. There is a difference. We have become much stronger across the board this year at each position. Every day and every week we get better.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Focus on being the best at the position you are in. There is only one number one. Until you are that person, you should strive to get better. Too many people focus on the “next level or next position” and they lose focus on being the best at the position they are in. You need to have faith, that when you completely master the position you are in, you will have multiple opportunities to promote up. If you ever lose a promotion and you are not number one in every single category, then you should not complain. If you are on top of every category and you do not promote up then you should complain. If you want to be a better leader, then study the great leaders of all time. If you want to be a better coach, then study the best coaches of all time. The same with being a great business builder. The information is at your disposal. Seek not win the championship. Seek to become the kind of person who wins championships year after year after year.

Michael Fornaro, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? My VISION is to help each entrepreneur run the most profitable business possible. This is so important because people need a guide to help them stay on course.

2. What 2 things have you learned this year as a leader? Market initiatives are great, but every region has its own personality. Strategies need to be customized and presented to each operation in the market. When things are going well, top line focus is even more important

3. What are 2 professional development goals you have for yourself as a leader in 2017? To improve upon the things I learned in Question 2 . To become an even better listener

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Continue to lead from the front in Broker development. Continue to lead from the front in FAME Culture

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? ‘Stay away from Gremlins’…If you find yourself in gremlin theater, get out! (avoid negativity). The more people you help, the more successful you will be

6. Why do you do what you do? (What’s your why?) My parents sacrificed everything for me…I want them to be proud of that decision

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) The ability to create and maintain a positive culture and identity. Leads from the front. Desire to really want to help people every day

8. Why do you think 2017 will be your best year ever? Our team has reached the ‘performing’ stage

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Your goal is to help as many people as possible. The more successful people you lead, the more successful you will be!!

Phyllis Heslep, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? Our goal is to lead the company in leadership income growth by instilling transferrable skills to each of our coordinators. A focus on retention of our associates through training is imperative to this goal. Delivering this message at every encounter is key. We discuss FAME and AFAME at every meeting and on every call. It is our belief that this consistent message will continue to impact attitudes and long term growth in our organization.

2. What 2 things have you learned this year as a leader? You can’t communicate too much, but you can communicate improperly when people don’t know you personally. People in general understand you are human. Admit your mistakes quickly and move forward. Excitement is truly contagious. Focus on two things to move that will make an immediate impact on your team. And get excited about it. If you can’t, fake it until you make it.

3. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Elevating our DSC team on broker initiatives and making sure they have two personally producing relationship by Q4. This will involve field time with every DSC every quarter. Weekly RSC Weekly Planning Tool to ensure 4 for 4 of every RSC.

4. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? You can always learn in any situation. If you are in a great situation it’s easy. If you are in a difficult situation you can learn what not to do. Always be learning. If you aren’t evolving you are being left behind.

5. Why do you do what you do? (What’s your why?) To impact as many people as possible, at different points in your career, different things motivate you. As I get closer to the end of mine for me the opportunity to help people achieve their Aflac goal, whatever that may be is what motivates me.

6. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Someone that is coachable, someone who has similar philosophies, traditionally someone who has different strengths so the entire team improves and grows. Diverse ideas will make us all better, so I look for people to challenge my ideas and philosophies, but someone who has a successful track record and will be coachable

7. Why do you think 2017 will be your best year ever? We have spent a year elevating our leadership and reviewing continually our vision for big successful teams. We have more people winning than ever before. We’ve achieved “buy in”. It’s time for people to see who we really are now. Indicators are good, morale is high. We are ready to conquer!

8. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? You must continually invest in yourself and your knowledge of people, learning to communicate with different types of people and personalities. Be consistent in your decisions. People may not like the decision, but if they know they are going to get the same answer every time, it builds trust. Always remember, “People don’t care how much you know, until they know how much you care”. Give people your time, this is a people business. There is no shortage of talent at our company, set yourself apart and make yourself the obvious choice.

Rich Kunz, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? My philosophy on leadership is that it is VISION, INFLUENCE and OWNERSHIP. As the captain of a ship, I need to know where we are going. Instilling a compelling, magnetic vision, pulls the organization through the discomfort of growth. VISION provides a WHY for the organization. When the WHYs align, the team will CRUSH their goals. Vision is the first step in driving change. A compelling vision allows the team to dream and see themselves as part of the journey. Ownership means you are committed to see it through.

2. What 2 things have you learned this year as a leader? Change may be inevitable, however Leaders drive change. Extreme Ownership nullifies stories.

3. What are 2 professional development goals you have for yourself as a leader in 2017? Become the #1 team in the company for growth and % of quota; not for the sake of being #1 (although it certainly appeals to my competitive nature), but for who our team will need to become in order to be #1. That is the team and the winners that I want to lead. In order to get my team there, I need to be that person. Be the #1 producer of Broker AP for our market. I can’t wait for the BSP team to be staffed.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Recruiting and Broker.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? Be the leader with the reputation for having the highest expectations for your team. This practice will not only drive higher performance, but it will attract winners. Influence and Culture trump strategy. The team that fields the best players wins; so invest in your people. Always give more than asked for…. Including answers…. 

6. Why do you do what you do? (What’s your why?) To find and develop those who want more out of life and who want to change the lives of others for the better, while being willing to embrace the discomfort of change; A quote I read daily: “Someone once told me the definition of hell: The last day you have on earth, the person you became will meet the person you could have become.” I do not want to regret that I never lived up to my full potential. There are too many lives at stake.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Attraction Quality. Can they recruit? Ownership. Do they have stories or results? Coachability. Can they follow a system and be open to coaching/mentorship? Competiveness. Do they have an insatiable hunger to win? Always give more than asked for, including answers….

8. Why do you think 2017 will be your best year ever?I am better than I was last year; leaders are in the right position; we have compelling goals; we are aligned and we have the systems to hit our goals.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Recruit your team. I don’t mean recruit people to be on your team, recruit YOUR team. Find who you want and get them on board. Cast the compelling vision, influence others to act on that vision and then own the results. You will never have all of the answers. Approach each day as a student of leadership; pursue knowledge, wisdom and mentorship and be fearless in your attempt of growth.

Danaliz Martinez, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? If you don’t have a Vision in your business is like being blind. Do you imagine yourself without your eyes? If you don’t have a Vision you will not have point of direction and you didn’t know where to ahead. Vision is a burning desire that keep us going day by day, is our final destination. I instill this to my team by leading by example. I constantly remind them their why, their ultimate goal. My vision is to be the best option in term of insurance, service and support to my agents, coordinator and policyholders in Puerto Rico and the Virgin Islands.

2. What 2 things have you learned this year as a leader? I learned that despite of how busy we are in the daily tornado we need to invest a minimum of 20% of our time to do something that takes you closer to your vision. Is just a 20%! We need to listen more to our team, they are the reason of why we are where we are.

3. What are 2 professional development goals you have for yourself as a leader in 2017? Implement more of the Performance Coaching Conversation. Attend to networking activities and be more involved with the technology in our space.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Build more robust relationships with Brokers to bring more businesses to my team. Train my field force better in the Value Added Services (EZ Shield, Benefit Statement, Enrollment Architecture, etc…) to beat the competition.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? I learned from one of my leaders and coach, Lynn Barnson, that the success of your business is to have the right people in the right seat. Let them be smarter than you because they will lead you to the success. I learned from one of my coach in this journey, Eric Leger,……Don’t settle for less

6. Why do you do what you do? (What’s your why?) At the beginning my why was because I saw the big Income opportunity that Aflac has to offer, but my WHY was extended. Now is not just for the income, is because I care about people, I love to see them growing and make their dreams come true. I love to see how policyholders have solutions for the high medical bills and can be focus on their treatment without any concern about money. And I LOVE the DUCK!!!

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Needs to… Be a Team Player and care about people Be a Problem Solving leader (seek for strategies to have a win win situation if is possible) Have Discipline

8. Why do you think 2017 will be your best year ever? I learned a lot in 2016…errors and challenges that I had in 2016 are my strengths to develop strategies in 2017. Failure in 2017 is not an option for PR/VI.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? My advice will be: Never take it personal. Be the BEST listener & Invest in your business no matter what, it will pay you back twice!

Brent Goode, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? Helen Keller said, “The only thing worse than having no sight, is having sight, but no vision.” In TN, Our vision is stated in every meeting, just like the pledge of allegiance was repeated every morning when I went to school. Our vision is to create an environment where entrepreneurs can evolve and protect others through building a business that positively impacts others.

2. What 2 things have you learned this year as a leader? Although your influence should be to empower others to develop, you cannot allow a decentralization of your organization, as it is imperative that you reduce execution variability across the board. In today’s environment we have to continue to look outside the box and evolve with the industry of we will be left behind.

3. What are 2 professional development goals you have for yourself as a leader in 2017? To learn to speak Spanish fluently. Join the board of an organization that I am passionate about.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Owning the broker channel across all levels. Streamlining our recruiting efforts to rebuild our sales force for the future.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? “Change your people, or change your people” I feel that so many leaders fail because they do not have the right leadership team in place. People change and so does their desire to continue to thrive at a current position, if they heart is still not in it, help them find a place to be happy. Always be developing your future leaders, you cannot rely on someone else to develop your future leadership team, that is your responsibility.

6. Why do you do what you do? (What’s your why?) I am passionate about recruiting, training, and building future leaders for the world’s largest voluntary benefits company, Aflac.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) How have they developed leaders and grown their leadership team in their current role. Have they had an ability to grow sales consistently year over year through sound fundamentals? Does this individual have the ability to attract leaders, and would I follow them?

8. Why do you think 2017 will be your best year ever? Our leadership development will be felt in 2017, with the expansion of new and additional leaders we will have a larger influence on the marketplace, and more people actively growing our market.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Never stop learning; you have to learn from people inside and outside of our business. Own your situation, understand where the challenges are and focus on turning your challenges into opportunities. Be accountable to yourself and your team, lead from the front, credibility!!

Ethan Riffe, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? Vision casting is so important in all of our organizations because if you aim for nothing you will always hit it! A clear and concise vision allows the team to fully understand what you will together accomplish, how to accomplish it and most important why you are going to accomplish it. My vision in PA/W is to serve all of those around me, from the business owners we provide solutions to, the policyholders that we help during their greatest time of need and to grow leaders among leaders that will make PA/W a better place tomorrow than it was the day before.

2. What 2 things have you learned this year as a leader? Leaders do not grow by making the easy decisions, leaders grow when they make the difficult decisions When you are wrong, own it and admit it

3. What are 2 professional development goals you have for yourself as a leader in 2017? Continue to get comfortable with the unconformable. Hold our team members accountable to their expectations of themselves within their role of the PA/W vision

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Recruiting through AFAME and Nominations: We work and represent that greatest company in the US, we live our Aflac Dream each and every day…yet we do not share the opportunity enough those around us. Veteran Engagement with Existing Accounts.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? A leader gets paid to make the difficult decisions not the easy ones. Leadership is about creating a vision that people will walk beside you, not behind you

6. Why do you do what you do? (What’s your why?) I have never viewed what I do as a job, or even a career but a lifestyle opportunity, an opportunity that allows me to help all of those around me, the business owners we provide solutions to, the policyholder during their greatest time of need, the field force to live their Aflac Dream and my family.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Do they lead from the front and grow leaders. Do they grow sales through recruiting and broker. Are they willing to get comfortable with their uncomfortable

8. Why do you think 2017 will be your best year ever? I know 2017 will be our best year ever in PA/W because of the struggles and challenges that our entire leadership team had to get comfortable with our uncomfortable throughout 2016. These struggles, challenges and changes have allowed us to identify the right leaders for the right role and put our vision into action before 2017 is even here.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? I tell all of our RSCs, DSC’s and associates in PA/W to get comfortable with your uncomfortable and if you are too comfortable with something that you are one step closer to being complacent. In order to become a better coach, you must best understand your team, their why and what they want to accomplish. Seeking to understand what they want to accomplish will allow you to hold them accountable to their expectations of success. From a business prospective, growth is what keeps you relevant, look at the businesses that are no longer in business such as Kodak, Blockbuster and Borders because they were not willing to adapt to the changing landscape, do not let complacency set into your business or the same will happen. Challenge the status quo, take risks and always serve your clients which are your people, your accounts and your brokers. Hillary Clinton did not go to Wisconsin the last week of the election because she believed that it was in the bag…obviously it wasn’t. No matter how much you think your people, accounts, and brokers are “In the bag” continue to treat them as they are your only associate, only account and only broker.

Greg Weeks, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? With the thought of beginning with the end in mind, I envision a hope that the internal opinions of folks would be that my priorities were 1) God 2) Lisa (My wife) 3) my children 4) my family 5) my career. My vision is that I have a family that knows Jesus as their Lord and Savior, and that folks around us are curious as to this faith not by our words but my our lives

2. What 2 things have you learned this year as a leader? The performance of the Executive Team around me needs my time, my attention, my leadership, my love no matter what current status in which they find themselves operating

3. What are 2 professional development goals you have for yourself as a leader in 2017? 1) Spend time refining my Law of Attraction 2) Become the go to with Aflac@work acumen

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? CIT Leadership Development. Execution of Income Planning Goals each month with every producer in the market

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? “The secret to a winning organization with Aflac begins with New Agents making good money” – Claude Hewitt “Mean what you say, Say what you mean, but don’t be mean when your say it” – David Butler

6. Why do you do what you do? (What’s your why?) I discovered early in my career that I love working for the benefit of others. In everything we do in the market office we challenge to lead greater security and wealth for those we serve

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Law of Attraction, Work Ethic, Solid Renewals

8. Why do you think 2017 will be your best year ever?We are willing to walk away from good ideas so that we can ensure that we are great at the goals we are working to achieve.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Understand that great RSCs will have great DSCs. An RSC can’t allow bad DSC leadership out of fear or an inerrant loyalty. Then lead a unified front that new agents have to make good money and income planning goals for veterans

Tripp Amos, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? In GA-South, my VISION CASTING is quite simple. In the words of Steve Jobs, there are always more good ideas than capacity to execute. So, we focus on a few simple things. Our vision is 3-fold: (1) Focus on the A*FAME Model: It has been the cornerstone to our growth and our six consecutive years of quota (the only state to do that). (2) Be #1 in Associate Bonuses. Last year, GA-South was #1 in ABC Bonuses, #1 in VIP Bonuses, and #4 in FBS Bonuses. We believe our mission as coordinators is to maximize the success of those Associates we serve. And by doing so, we will hit our FAME and Bonuses as well. And (3) Be the most profitable MKO in Aflac. Right now, we are ranked #1 in profitability of all MKOs. We run our operation incredibly efficient and currently have $400K in our Incentive Fund. We demand an ROI on everything we spend money on, period. In 2015, GA-South was the 6th largest state in AP, but 36th in Incentive Fund spend.

2. What 2 things have you learned this year as a leader? I have a saying that my people know well: “I am a reasonable man”. A leader can’t be so hung up on rules, guidelines, and protocols that they are not willing to look at each situation and make a reasonable decision based on that specific issue. Talk to everyone. I converse directly with Associates and DSCs on a daily basis. Don’t be the leader that only communicates with your direct reports. Anyone in my organization is welcome to call me – and I will return their call. It shows you care about them, not their position. Every week, I call every Associate on Monday morning that (1) wrote $10K+ AP, (2) opened a group, (3) nominated an ABC, and (4) made a FBS/S attainment – and every DSC that made quota the prior week. Best thing I do all week.

3. What are 2 professional development goals you have for yourself as a leader in 2017? (1) I want to contribute more to the AP quota personally. I took it upon myself this year to go land one big account – and I did. It generated $2.18M and will be the difference of GA-South hitting quota or not. In 2017, my goal is $4M from my personal large account efforts.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? (1) A*FAME Model: Duh! We continue to hone, refine, and improve our core Sales Incentive Model. (2) The Trojan Horse Marketing Model: We are implementing a new Marketing Model in GA-South focused on four pillars (1) solutions-based sales, (2) employer-paid positioning, (3) agency marketing, and (4) product bundling/packaging.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? (1) My cousin Dan still has one that stands out to me: “Bad news doesn’t get better with time”. If there is bad news to deliver, deliver it NOW. Delaying only makes it worse. I still struggle with this one because I don’t like being the bad guy. (2) Leadership is not positional power, but influential power. Just because you have the position does not make you a leader. Being able to influence others – no matter your position – is true leadership. And to influence others, integrity must be emitted by you and trust must be submitted by your team.

6. Why do you do what you do? (What’s your why?) To honor my grandfather as a founder of this company, make my family proud of me – and to help as many people in the Aflac Nation succeed that I possibly can.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) (1) Performance on the field of battle (2) Leadership as an influencer where they stand now (3) Can I trust them with the power I will give them to do the right thing?

8. Why do you think 2017 will be your best year ever? I am excited about our opportunities in 2017 as we migrate to our Trojan Horse marketing model and really moving our organization more in line with what business owners desire.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? (1) Work HARD. Too many don’t work HARD. (2) Be kind. You impact the financial lives of many families. That is an awesome responsibility…Be kind. (3) Be the person your momma wants you to be for your team. Love them; they are your Aflac children. (4) Be accessible to your people. Return calls, return emails, reach out to those doing well – and not doing well. Have a cadence for this. (5) Run a democracy, not a dictatorship. Engage your people to have a voice and (sometimes) a vote in how you run the operation.

Trevor Fennell, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? Vision casting is critical b/c I have always felt you need to think big in order to succeed big. Often times, people put themselves in a position to fail by not believing they can succeed at a high level. Having the team feel like they are a part of something bigger is critical to long-term buy in and success. My vision is a 25% YOY increase for the foreseeable future in NY-M/LI, which will get us to $100M by 2019.

2. What 2 things have you learned this year as a leader? That motivating people with their “why’s” not anyone else’s is the most critical thing when looking to help others achieve the success they want in their lives. Secondly, that developing the right culture takes time to build but can be lost very quickly if you don’t consistently commit to the process of sustaining the culture you want in your organization.

3. What are 2 professional development goals you have for yourself as a leader in 2017? I am primarily working on one, which is getting a lot better at my positive accountability skillset.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Growing our broker distribution and executed asset mgmt. at a much higher level than we did in 2016.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? Leadership is all about your teams why and helping them get there with transferable systems, which will lead to long-term growth for the organization. If your up at night worrying about the ability of your team, you probably have the wrong team and need to take the right steps to put both you and them in a better position to be successful.

6. Why do you do what you do? (What’s your why?) It has definitely evolved over time, but the three consistencies are: Helping others, whether it’s a client, policyholder or team member. Making lots of money. Achieving great success and winning

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Systematic around the four pillars, intelligent, cares about others, willing to invest money to grow their business (I think this has been the main reasons most RSC’s don’t grow explosively YOY), understanding the “new” Aflac/VB landscape and how we are going to grow in the future and most importantly that they are a good person.

8. Why do you think 2017 will be your best year ever? I feel like the entire team understands the amazing opportunity we have in our market, why they want to achieve their goals and also have solid systems of how to execute to get the job done. I expect every year in the foreseeable future to be better than the next, otherwise I would be setting myself up to fail. If your not winning your losing, and I pride myself on working really hard to ensure that never happens.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Don’t be scared to invest money, perfect your craft, care about your people, have solid systems, build upon your strengths, work on your weaknesses and embrace broker for long term success in this industry.

Scott Blackshear, MKD - Leadership 360 Questions

1. Vision Casting: In short: it is effectively communicating the goals you have for the organization, along with the “why” behind the actions you plan to take to get there. It’s just as important for the team to understand the “why” behind the actions, as it is for them to know “where” we plan to go and “what” they need to do to get there. Our Vision started with getting their input around beliefs and obstacles, then using their input to create our “FLN Vision”. In 2016: our short term vision was to be the #1 FAME’ing Market in the company. As of today, we are leading in Coordinator FAME conversion.

2. Two things I’ve learned as a leader (2016): I’d say it wasn’t; “learned for the first time” as much as it was “reintroduced to the importance of” the following: “Engagement” in EDGE process for Performance Coaching: sometimes we can get too caught up in the coaching process. Focusing too hard on the ways we can help or improve and we forget to spend time on discussing their motivations / challenges. It’s about “Other Center Leadership” and coaching them to achieve their goals or improve their performance by removing their obstacles. I would say the 2nd bullet is directly related to the 1st and it is: “Listening to understand not to respond”: Making a conscious effort to give 100% of my attention to the person I am in front of at that moment and to make sure I am “understanding” the real issues, challenges, concerns, or goals. Many times people know the answer, but want to be heard or run things by someone else. Understanding and asking questions allows the outcome to be their idea rather than hearing someone else’s response.

3. Two Professional Developmental Goals as a leader in 2017: I would say my development goals are based around the 2016 “ah ha” moments listed above. Improving personal actions to “engage” more with my team and continue to strengthen the perceptions and beliefs that the FLN Leadership cares about them, their families, their concerns and their goals.

4. Two of our Biggest Initiatives in 2017: In 2016 we created our execution platform for sustained future growth in FLN. 2017’s plan is based around “Reducing the Variables” within the actual execution through performance coaching. So our biggest initiatives in 2017 are mainly designed around tightening up the execution rather than introducing new initiatives. For example: DSC Reviews of their Monthly Strategy Sessions: Monthly recap meeting held with the Market Office and all DSC’s in the Region to communicate a recap of the Monthly Strategy Session they held with their team and the their execution plan for the month. Broker Marketing Strategy Sessions with RSC’s: Monthly meetings with BSP and me to educate, instruct and create a marketing strategy that will be executed during the 30 days following the meeting. Results will be reported at the next monthly meeting.

5. My “Why”: I wake up each day knowing that I have the ability to positively impacting lives through business: the lives of my team, business owners and policyholders. Everyday counts.

6. The Top 3 things I look for in an RSC candidate: Desire to excel. Proven ability to develop people. Understanding and commitment to invest in their business

7. Why 2017 will be our Best year ever: The team has put in the hard work of creating the momentum …. Now we keep it moving; allowing it to build bigger and bigger each quarter. The long term vision of creating a “Culture of Winning” also consisted of a promise to increase profitability: we’ve delivered on both in 2016. By showing them how to win (execution strategy) proving to them they can win (FAME conversion and FB Series qualifiers) and delivering on higher profitability through Bonus payouts; belief is at an all-high …. The walls of resistance have been lowered and now they are focused on the finish line.

8. Advice to RSC looking to become a better leader: make the commitment and set aside time to read daily and implement regularly. Use that new found knowledge to “engage” with both DSC’s and Associates on your team …. Mentorship has no hierarchy. Take a vested interest in their development. The future of your team; the future of your business depends on it.

Robert Ferrone, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? One of my favorite quotes is by Sun Tzu, “Without a plan there is no attack, with no attack there is no victory”. In order to know where you want to go you must first have a vision. Once that vision is broadcasted then it becomes the roadmap for how you navigate them to the end objective. The day to day tactical execution is then the working elements of where your vision is. Daily reminders of the simple elements of their core business fundamentals are reinforced within the alignment of where we are to our vision. We install it by their creation and influence, thus leading to their ownership of that vision. “Minnesota will be the leader in percentage increase of the major measurable categories for the next two years. We will be a 30 million dollar market over the next five years while having all associates and coordinators meet their personal and professional goals.”

2. What 2 things have you learned this year as a leader? Patience - you can’t force things on your timetable you can only influence to help ,motivate them on their time table. Adaptability – you don’t always get all stars so it’s how do you work with the average in unfamiliar terrain.

3. What are 2 professional development goals you have for yourself as a leader in 2017? Influencing change to have my leaders become independent leaders and not rely upon me to the level they do. Help them develop independent thinking and mental toughness. Becoming more active in my community through philanthropy and professional organizations.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Explode the broker market with rebuilt relationships and establish a true market partnership with brokers. Expand recruiting efforts to reduce variability of zero week recruits for every RSC.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? Always love your team. No matter what we lead an independent army that even at their worst could still produce the last app to put you over the sales quota hump. Always stay laser focused and several steps ahead of anyone or anything that could through off the trajectory of your vision.

6. Why do you do what you do? (What’s your why?) As I have hit my 40 year mark on this earth I have learned it is more important to give back to those that gave to you and provide that same avenue of support for the up and coming generation. It fulfills my sense of purpose to know I can leave legacy for future generations professionally, personally and community.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Can they grow leaders. Can they inspire those they have to give more than thought capable. Can they independently think and operate with the right mental toughness needed to handle anything thrown at them

8. Why do you think 2017 will be your best year ever? 2017 will be our best year because the number of leaders and associates I have will reach income levels that are the highest they ever have experienced here. Those same people will achieve goals and dreams before unimaginable and we can say we made a difference in our community by giving back he most of our time, talent or treasure.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Cast a vision and stay the course with consistent expectations and accountability. Develop leaders. Be a student of your craft. Stay on the cutting edge of innovation. Be bold and make the tough conversations simple and heart felt. Out work every one on your team. Never tell them do something they have not seen you do and you are willing to development them to do.

Paul Hannant, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? A: Casting a vision is crucial for an organization because most people on a team look for someone to point them in the right direction. In our business, with the market changing so rapidly and so often, it’s even more important to give your team a path to follow that will keep them motivated and inspired. People tend to want to be part of something bigger than themselves and if they can see that their contributions mean something to the bigger picture, they’ll continue to push beyond what they would typically do for themselves. B: The Vision that I have for my team is to always be the best. To become the standard by which success is measured in our marketplace. Like wolves that can change the flow of rivers, we can impact our market by being the most prepared, most knowledgeable, and the most ambitious in impacting small businesses in Oregon.

2. What 2 things have you learned this year as a leader? Two things I’ve learned as a leader are 1) You can’t please everyone. No matter what you do or how good of intentions you may have, there will always be those that will criticize. It’s important to let things roll off your back and to stay the course. If you make decisions solely to please people, you’ll find yourself in a world of hurt. 2) Be trustworthy and consistent. A team will never grow if they don’t trust the leader. Being able to lay down “rules of the game” gives clarity to everyone on the team and makes decision making much easier along the way.

3. What are 2 professional development goals you have for yourself as a leader in 2017? 1) I try and read at least one book a month to keep myself sharp on new trends, strategies, techniques, and other things that will help me bring more value to my team. If I’m not staying ahead of the curve I certainly can’t expect my team to do so. 2) Listening. Being in front of so many people all the time it can get difficult at times to show them just how important they are. I’m really trying to make sure that when I’m speaking to someone on my team, they know that they are the most important person to me at that moment and they have my interest.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? 1) Becoming a recruiting organization of talent. We have so such a great opportunity to work with Aflac and have the freedoms that we do with the support that we do. Sometimes it’s easy to take for granted, but continually showing the team and keeping the opportunity that we have in front of the team is really opening their eyes as to how they can make an impact on so many other ways besides filing a claim. They can change the way a family lives for generations. 2) Becoming a learning organization. This is something that I’ve been trying to have take hold since taking over in Oregon. Many people like to be given the answers and coast through their career. Getting people to take interest in what they’re doing, and finding more and more information is a vital to stay ahead of our rapidly changing market. The more we know, the more we’ll start seeing better practices and we’ll see very big gains.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? 1) Put those whom you serve first…ALWAYS. The more generous you are of your time and resources the better you build relationships and when you need your team, they’ll be there for you. 2) Take money out of the equation on business making decisions, and you’ll always make the right decision. Too many decisions are made for short term gains that wind up costing people relationships, friendships and sometimes careers.

6. Why do you do what you do? (What’s your why?) I do what I do because I want to help others achieve things that they never thought possible and set myself and family up for long-term wealth in the process. There’s no bigger thrill to me than to see someone whom I’ve coached achieve a goal and progress in their lives while knowing I helped them get there.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Burning desire to be the best. Consistent winner, resilient. Desire to impact others

8. Why do you think 2017 will be your best year ever?2017 will be my best year ever because I now have the majority of the team that I want to have in place. We are aligned in our goals, we have the desire to win, and to win big. We understand our systems and processes and are executing them.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? I tell my RSCs all the time to always be a presence with your team. Be engaged and take time to know what’s happening in THEIR lives. It may surprise you just how it means to your team to know that you care about them individually.

Jeremy Congo, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? You must be able to vision the ultimate result. The final goal! Everyone on our team is fighting their own battles across the market. If each person wins their own battles then we will win the war together. Vision- Our vision is to become the choice provider of Supplemental Insurance in our Market Place among brokers and families at the same time becoming the model of excellence for Aflac by maintaining our brand integrity and ethical stance on service.

2. What 2 things have you learned this year as a leader? Always be thinking about succession. Who are you developing or working with to help them achieve their goals? You can never assume you have a well-oiled machine. You must always be thinking of ways to simplify processes and systems. Not adding but simplifying.

3. What are 2 professional development goals you have for yourself as a leader in 2017? I plan on having a personal executive coach on the outside to help me see the business from another perspective. Improving myself as a motivational speaker through professional training and development.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Weekly accountability calls. Accountability is only viewed as micromanagement if you have never been held accountable in the past. Clean sweep weeks- Our market will identify weeks to focus as a market on a single Fame criteria category. For example: We will choose Productive recruits as a whole market and communicate that to the team daily. Each DSC in the market will be required to get a new associate to that 2,500ap mark. The following week we will drive Fast Start. Once the achieved PR the prior week then that person is half way to Fast Start and should then be able to achieve Fast Start together as a market.

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? “Inspect what you expect”. If you don’t you will lose credibility. You can’t teach what you don’t know, you can’t lead where you won’t go, and you can’t be who you are not. You have to be a student of your business. You have to be willing to lead by example. Lastly it’s ok to delegate, you can’t do everyone’s job for them. Allow people you put in those positions to do their job. Just inspect and communicate your vision.

6. Why do you do what you do? (What’s your why?) I know what Aflac has done for me with hard work and commitment. I now wake up each day excited to see new and veteran associates taking advantage of the opportunity with Aflac. Aflac has changed my life for the better as well as by families. Love what you do and it does not feel like work!

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Self-Motivator. Competitor. Coachability.

Why do you think 2017 will be your best year ever? We as a market have been through the great years of performing at a high level. We have seen a tough year like 2016 and our team’s character has shown through and they love to win. Our team has now bought into Recruiting and our PR’s are at an all-time high. Our Average weekly new producers are on a steady growth pattern. 2017 is a time for explosion!

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Follow your gut! When you know changes have to be made, make it. Hire and surround yourself with people around you that are better than you. Have confidence in yourself even when you are going through a tough time. Stay the course and follow what you know is the right path for your team. Lastly, have fun!!

Brian Jaeggi, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? It is vital to cast a vision of where you see your organization heading. As you build loyalty and camaraderie within your team, you will see greater efforts put forth to achieve the vision of the organization – sometimes even more than each individual’s personal goals. When you experience these extraordinary performances for the greater good of your organization’s vision – that is your indicator that you have true buy-in power. One way to instill your team’s vision is to have them be part of the construction of it. Simply dictating it will not be as effective, unless you already have full buy-in.

2. What 2 things have you learned this year as a leader? 1) 1% = 100%. If you were in a speed boat heading north, and you wanted to turn the boat around and head south, what would you do? If you turn the wheel too sharply you will flip the boat, however if you turn the wheel at 1 degree, over time you will be heading in the direction you want. There have been many meetings, trainings, summits, incubators etc, where I would walk away with pages and pages of notes. I would then return to my office and attempt to execute on every “good idea” or best practice. Unfortunately it never worked out and I would create confusion within my team. I would recommend to focus on 1 “minor adjustment” at a time, for each pillar of our business. 2) Take time to acknowledge ‘mini victories’. The top account openers and top producers will always be recognized. However with so much rejection in our business, it’s important to celebrate mini victories, like setting 3 appointments in a week, reactivating a tough account, receiving referrals, or having a nomination show up. I would try to spread these ‘mini victories’ by group text, and also by opening every meeting with 3 positive stories that had nothing to do with AP

3. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? Our biggest initiative is to create a culture of nominating 1 person per day. I have made it a point to demonstrate this whenever I’m with a coordinator in the field, and it is incumbent upon them to demonstrate this to their associates. Everything initiative we have in 2017 involves a recruiting component.

4. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? It is so important to “walk the walk”. If you have recently been promoted, don’t forget what actions it took to get you there. So many times a new coordinator who was an excellent account opener will suddenly stop, or feel as though they don’t need to open accounts or prospect, when in fact it’s more important than ever to lead through demonstration.

6. Why do you do what you do? (What’s your why?) There have been so many people that have helped and invested in me. My “WHY” is to give back to those that have given or sacrificed for me. At this stage in my life that might look like paying off a mortgage or taking my family on a once in a lifetime trip.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Being an attractor of talent. This not only entails a system to recruit consistently, but also includes attracting entrepreneurial recruits that can be future leaders.

8. Why do you think 2017 will be your best year ever?

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder?

Andy Grethel, MKD - Leadership 360 Questions

1. Why is Vision Casting important in your organization? How do you instill this with your team? What is your VISION? Very simply is allows an associate/coordinator to aspire to higher levels of success for themselves & their families in the future. Often it can be a tough road, consistently casting the vision gives them hope. I feel the best way to instill this is to choose specific associates and coordinators as real life examples of what they have grown to in their careers. Ask these people to speak of where they were when they began with Aflac. Speak to the bumps in the road along the way. Share why it has been the greatest career decision they ever made both personally & professionally.

2. What 2 things have you learned this year as a leader? Inspiration is critical still the most important metric. Be a change leaders-adapt to marketplace changes

3. What are 2 professional development goals you have for yourself as a leader in 2017? Be a model for performance coaching. Create opportunities for more other centered conversations. Be the model for Performance Coaching.

4. What are 2 of your biggest initiatives in 2017 that will be tightened up or implemented in your organization? AFAME. DSC EXPANSION

5. What are two pieces of leadership advice that you have been given from someone else, which have stuck with you in your leadership journey? There is no limit to what a person can do or where they can go if they don't mind who gets the credit. -Ronald Reagan quote that I have internalized for many years. TRUST YOUR GUT.

6. Why do you do what you do? (What’s your why?) Truth be told there have been many "Why's" throughout my career based on my role and where my personal goals were directed. Today my why is formed from literally seeing and contributing to the success of others. My gratifications comes in witnessing people building something special for themselves & their families. Their success is what keeps me so engaged and excited.

7. What are the top 3 things you look for in a leader when considering leaders for promotion? (MKD’s considering RSC candidates and TVP’s considering MKD Candidates) Desire to grow others, Ability to engage others, Hustle. DESIRE TO GROW OTHERS

8. Why do you think 2017 will be your best year ever? Every year of my 36 years with this company has been better than the previous. 2017 will be no different.

9. What advice would you give an RSC who is looking to become a better leader, a better coach, a better business builder? Listen more than you speak, leverage every possible resource (market office and WWHQ). Focus on the 4 pillars with a couple initiatives for each (as opposed to too many initiatives). Begin immediately to build a culture of "Collective Recruiting". Do not hide behind your desk interviewing all-day. Get in the field.