As we close out Week 2 and move into Week 3, the urgency continues to build. There is great momentum building in recruiting and some huge numbers coming out of our Week 2 National PACE event. We had a record-setting week of activity for four categories:

  • DM presentations scheduled, new accounts – 11,586
  • DM presentations scheduled, existing accounts – 5,043
  • Scheduled enrollments, new accounts – 2,656
  • Scheduled enrollments, existing accounts – 6,444

The PACE Cup heads to Rocky Top

The PACE Cup and its new owner, Tennessee Market Director Brent Goode

Brent Goode and Team Tennessee captured the PACE Cup with an outstanding Week 2 performance. Congratulations, Brent. Overall, TVP Rocky Cunningham and the Southeast Territory simply dominated the week with six of the top-10 markets in PACE activity. The top-five markets were:

  1. Brent Goode (TN)
  2. Kevin McInerney (NY-NW)
  3. Danaliz Martinez (PR/VI)
  4. Beth Kimbrough (OH)
  5. Gary Greene (NC-E)

Congratulations on a great week. This bodes incredibly well for your first-quarter results and a strong Q1 Power Weeks, as this activity will translate into sales for the markets who participated.

FAME your Way to Pebble Beach

18th hole, Pebble Beach

Back and better than ever, the contest runs Weeks 1-26, which means we are already well underway! Click here for complete contest details. Don't miss out on another once-in-a-lifetime trip.

Keep recruiting numbers on the rise

As I mentioned earlier, we had a stellar week in recruiting. Your Week 2 efforts have us starting the year on an increase – a trend we have complete control over. Kudos to our current top-five YTD recruiting market superstars:

Speaking of superstars, it’s the final week of the GRAMMYs® Contest. Week 3 efforts will determine who attends the 59th Annual GRAMMY Awards® Ceremony in Los Angeles next month and who takes home extra spending money.

Be ready to hit the campus

Looking for tips and techniques to drive recruiting results? Get ready, because the National Sales and Recruiting Strategy team has you and your RSCs covered. You’ll receive recruiting best practices on our weekly calls, and each month, there will be a recruiting webcast that provides you with details on the latest strategies for recruiting success.

College recruiting is our first area of focus. This week, RSCs located near universities with top sales programs will receive an email with tips on creating a game plan for engaging and working with these programs. Watch for a copy of emails sent to these RSCs in your market, as well as an invite for a market director recruiting webcast later this month that will also focus on college recruiting. Questions about college recruiting? Email Zach Johnson at

Grow veteran production with a game plan for success

Oklahoma Market Director Chris Hardy

Newly promoted Market Director Chris Hardy in Oklahoma joined the call to talk about generating AP, especially from your veterans. For Chris, this means staying connected – to the associate AND the account. Here are a couple of his top tips.

1. Monthly income planning sessions. Spend 30-40 minutes with every associate and take a deep dive into their book of business. You start with open enrollments and go all the way down to the policyholder level looking for opportunities. No open enrollment should ever be missed.

2. Track compensation progress. Look at and track associate progress in three key categories: VIP bonus, Convention and A*FAME. Adjust business plans to help them hit their targets.

Brian Day leads the charge for public sector business

We don’t just want to match the competition in the public sector – we want to beat them. That’s why Aflac hired industry guru and veteran market director Brian Day as the new director of Public Sector Sales. By the end of Q1, he’ll be sending out a public sector sales plan that you can take to market as soon as it hits your inbox. Share the specific pain points and needs of your team by contacting him at

Market directors Josh Kirkland, AL/W-FL, and Jeremy Congo, NM/TX-El-Paso, joined Mario Haifa to discuss how they are owning broker collaboration in 2017. It's short, sweet and worth a second look.

Data and deadline updates

  • Personal sales quotas. Quotas went live Saturday, Jan. 14, but Q1 and Q2 quotas were reversed in RPM. Quotas will be corrected no later than close of business on Jan. 18.
  • FAME exceptions. MKT, MKD and MAA FAME exceptions must be turned in to the Sales Compensation team no later than close of business Jan. 20.
  • Coordinator worksheets. You’ll receive target-setting worksheets by close of business Jan. 25. For questions about target-setting, contact Melissa Sievers.

The Everwell DSC Capture Your Share contest is a wrap, and $152,000 in prizes were paid out to 180 DSCs. Market Director Scott Webb's Arizona team featured 12 winners who won a total of $10,500. Great job, Scott. Everwell adoption continues to rise with YTD usage rates up over 22 percent. We need everyone to keep driving platform adoption as it remains one of the key priorities in 2017.

Calling all superstars

If you have a team member who owns it in the community, through service or outreach programs, we want to spotlight them. Please send any names and information to Kami Miller.

We may have gotten off to a slow start, but I know this team will deliver. Why? It's simple. We have the right team in place, and I believe in each and every one of you. But it is officially all hands on deck. There are no excuses. We need to Own It. Every. Single. Day. Get aligned with your broker partners today. Make sure your recruiting efforts are at full throttle and let's celebrate a record number of Q1 FAME qualifications 11 weeks from now.

Remember, if you have a topic that you are interested in learning more on these calls, you can send any suggestions or ideas to Melody Burton.

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