Income Planning THE GUIDE

Step by Step Directions

HOW TO UTILIZE CRM

1. Go to texaswest.net & log in

2. Click on CRM

3. Select INCOME PLANNER

4. Select the MONTH that you are planning.

Run your month, don't let it run you!

5. Enter your monthly income goal in direct deposits!

That will then populate the AP GOAL

6. In step 2 your groups that are due for open enrollment will be populated.

  • You can also add groups to that list manually if they aren't preloaded.
  • Then go to Projected AP BOX and forecast what your realistic AP goal in those accounts are going to be.

7. In step 3 you can enter the number of new hires you expect to ENROLL during the month!

New Hire AP will bridge bad weeks and puts YOU in front of the account, in person once per quarter! As a result, your account will never question your service and you will have higher penetration within your groups!

We have the system to help you manage your accounts more effectively

8. Step 4 will show you the groups that you are responsible for servicing that are 18 months or more without a single policy being written in the listed accounts.

Accounts on this list are the accounts you are losing.
  • You have a HUGE OPPORTUNITY to increase your income by simply going to the account and re-selling the employer on why they offered Aflac in the first place.
  • A PHONE CALL TO AN ACCOUNT THAT IS 18 PLUS MONTHS INACTIVE WILL NOT PRODUCE RESULTS. YOU MUST MEET WITH THEM FACE TO FACE AS CONSULTANT WOULD!
  • Have an open mind about how you can get them OFF of that list.
  • Just because they didn't buy last year, doesn't mean they won't this year.
  • Utilize VALUE ADDED SERVICES to gain better access.
  • Utilize one pagers to target select products that aren't in that account.
Account break down by one click on the green arrow!

NEWS FLASH

Look at each account and develope a GAME PLAN with your RSC AND DSC to protect your renewals and build more revenue for YOU!

  • How many LOB's are in he account?
  • What is the average policy per policyholder?
  • What policies are not penetrated within the account?
  • Do they have a Section 125?
  • What VALUE ADDED SERVICES have you offered them?
  • What was the AP written in the prior year?

Information and Data allow you to be a consultant in your industry versus a "sales person"

RIGHT NOW

9. Step 5 is your pipeline of new accounts you are currently working on closing.

Organization leads to Maximazation
  • Enter the company you are meeting with by inputting that accounts as a LEAD.
  • After the first meeting with the account, transfer them to a PROSPECT if they are closed, follow up, "get back with me", etc. Basically if they are between a yes and no, they need to be moved from a lead to a PROSPECT.
  • There are three boxes to populate for a PROSPECT. Employee Count, Enrollment Date, and forecasted AP.
  • This will eliminate accounts "falling through the cracks" as you continue to build your pipeline.
  • It also allows you, the DSC along with the RSC to have a specific conversation regarding YOUR new account goal and develops a game plan with the new accounts that will support YOUR INCOME GOAL!

10. Step 6 is the note section.

  1. This is where we can formulate and write down our monthly GAMEPLAN.
  2. This could be the DSC assisting you in the files to help close the account for you.
  3. Help you gain better conditions through utilizing ALL of Aflac's tools.
  4. Identify additional training that YOU WANT AND NEED.

It simply helps stay laser focused on you getting to where YOU want to be with Aflac and your income.

SCOREBOARD

Income Plan Summary

  • The summary will compile the numbers you entered and forecast the AP that you discovered through the 5 steps of planning.
  • AP FROM OPEN ENROLLMENTS
  • AP FROM NEW HIRES
  • AP FROM INACTIVE ACCOUNTS
  • AP FROM NEW ACCOUNTS

Income Plan Results

  • The Income Plan Results will help you track and measure your success and win each month by hitting YOUR income goal.
  • It basically tells you what we projected 30 days ago and whether YOU WON THE MONTH AND HIT YOUR INCOME GOAL!
Know the score and help your coach understand what success looks like in your eyes

If you are winning, then you are happy. My goals might not be the same as your goals so I want to know what YOUR VERSION OF SUCCESS IS so myself and the DSC can do everything in our power to make sure you win consistently in your career with Aflac!

YOU ARE GOING TO WIN IN 2017

#OWNIT
Created By
Jeff Pettit
Appreciate

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