THE POWER OF BELIEF

SPINNAKERDecember 2017

THE CROW’S NEST

CONTENT SUPERVISORLauren David

SR. GRAPHIC DESIGNERCal Slayton

AGENT SERVICES CENTER(800) 759-1917

esdagents@torchmarkcorp.com

AGENT SUPPLYagentsupply@torchmarkcorp.com

ESD SALES TEAMESDSales@torchmarkcorp.com

NEW BUSINESS SUBMISSIONS

esdnb@torchmarkcorp.comFax (888) 367-6213

WEBSITES esdglobe.com

esdglobe.com/agents

Published regularly by the Employee Services Division of

Globe Life And Accident Insurance Company for the dissemination of information to their Agents.

Prior permission must be obtained from the Home Office for reproduction

or other use of material herein.

CODE OF CONDUCT Torchmark and its affiliates are

committed to maintaining a business atmosphere and working environment

based on honesty, fair dealing, and sound business ethics. As an Agent of ESD, periodically review the Company

Code of Conduct and Ethics found on the left side of the home page on the Agent Resources website.

HAPPY NEW YEAR! As the new year comes with resolutions and goals, we want to wish you peace, joy, and prosperity throughout the coming year. We are thankful for your continued support and would like to reflect on the successes that were possible because of you. We look forward to working with you to make 2018 the best year yet!

ATTEND A WEBINAR!New and experienced Agents are invited to attend an upcoming live Globe Life ESD webinar. An email will be sent to each Agent with login information.

“There was a lot of fantastic information in the webinar. Thank you very much for presenting it. As a brand new agent, I would like to view it again.”

- Agent Scott Douglas

NEED E&O INSURANCE?The Errors and Omissions Insurance Plan is designed for appointed agents of Globe Life and may help to protect against claims arising from the sale and servicing of insurance products. For more information, visit the ESD Agent Resources site in the left-hand column underneath the ‘Code of Business Conduct and Ethics’ button.

Beacon of Light“ If you believe in yourself and have dedication and pride – and never quit, you’ll be a winner. The price of victory is high but so are the rewards.”

– Paul Bryant

2 SPINNAKER • December 2017 • The Power of Belief

“You have to believe in yourself before anybody else believes in you.” – Ray LaMontagne

As humans, we are inclined to hold certain beliefs throughout our lives. As individuals, those beliefs vary widely. Many of us believe in God or a higher power; in a code of ethics or a way of life; in scientific theories; or in our families, loved ones, and friends. These beliefs mold us, shape us, and guide us, and they are essential components of who we are and what we do. Unfortunately, something that should be universally believed in isn’t always on everyone’s list, and that’s the belief in oneself.

I want to stress how essential it is to believe in yourself. I want you to abandon any doubt, any reservations, and any skepticism you may have and replace your disbelief with confidence. I want you to open your eyes to the immense possibilities in front of you. In 2018, I want you to wake up 365 days in a row saying, ‘I believe’.

Ask yourself what it is you’ve always wanted to achieve in your career. An annual trip to Convention? A successful team? Your own Agency? Whatever great vision that appears in your mind’s eye can truly become a reality if you are willing to see that vision as more than a possibility. See it as your future! And then get to work on making it happen.

I’m sure you were all told of the importance of believing in yourself from your parents, teachers, or other mentors. Maybe you even heard it too much, making the message lose some of its

poignancy. But I want to remind you of just how vital belief is to your success in all aspects of your life. It is only through unwavering belief and confidence – along with hard work – that goals can be met and dreams can come true. I’m willing to bet the vast majority of the world’s great achievers overcame their obstacles by their strong beliefs, even when the cards weren’t stacked in their favor. Belief has carried people beyond the ordinary into the extraordinary. It has been the foundation of scientific discoveries, gold medals, and historical movements and changes. It has made people transform their lives and it has seen them through their most trying times. Belief is one of the greatest and most powerful things in this world, and it can profoundly impact your life … if you’re willing to embrace it.

This is an exciting time for Globe Life ESD. We are a Company that has thrived in the government employee market, and we are making our way to an entirely new level of success. If you want to be a part of this progress while advancing your career, then take the first, most crucial step and say those two important words.

I believe … do you?

New Era, New Methods, Same Objective by Chuck Mankamyer

perspective

Charles Mankamyer President of General Agents

* https://www.goodreads.com/quotes/tag/believe

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The winning edge is a psychological edge. To gain it, you must be willing to change your psychology – the way you think of yourself (self-concept), your prospects, and possibly the world in general.

YOUR SELF-CONCEPT IS MADE UP OF THREE PARTS You improve your self-concept by growing your self-image toward your self-ideal, which helps to improve your self-esteem. It’s all connected! If you want to be a top producer in your Agency, look, act, talk, and dress like you already are the top producer. Before you realize it, your self-image has transitioned to your self-ideal, and your self-esteem has gone through the roof.

What does this have to do with selling? Once your self-concept is in the right place, sales success is not far behind because now you are ready to take on the world.

Whether you sell tangible or intangible products, always remember your prospects aren’t interested in buying products or services. They want to buy ways to solve their problems and improve their lives. They want to buy the emotion behind the products – that is, how the products make them feel.

Self-esteem: How much you like yourself

Self-image: How you see yourself

Self-ideal: How you want to be in reality

Before you can successfully sell that emotion, you must help alleviate their fears. Fear is a part of selling, but not only for Agents. Customers have fears too – fear of making a mistake by buying the wrong product, fear of paying too much, or fear that the product is not what they expected. Because of this fear, they may view buying as risky. But, you can help convince them the risk is low by establishing a trusting relationship with them.

Build trust by listening intently to your prospect. Show them you are genuinely concerned about their needs. (Successful sales people always do more listening than talking.) Once they trust you, you can begin to show them how our Companies’ products can help solve their problems and improve their lives.

First, ask ‘situational’ questions to learn the prospect’s current insurance situation. “What coverage do you currently have?” “Is it adequate for your family’s needs?” Then dig deeper. Ask ‘meaning’ questions to pinpoint exactly what the problem is. “Why is this a concern for your family?” “What do you hope to achieve by purchasing another policy?” Then you can position yourself to provide solutions by selling the emotion the product creates.

Have you ever met a depressed, unhappy, successful insurance Agent? You probably never will, because successful people have a positive, enthusiastic outlook on life. The Agent across the office who makes twice as much commission as you every

month is not necessarily twice as smart, talented, or knowledgeable. But that Agent displays a ‘winning edge’ to allow him or her to make the sale when another Agent may not. You can’t see it. You can’t touch it. But you can feel it, and so can prospects.

THE POWER OF BELIEF

4 SPINNAKER • December 2017 • The Power of Belief

People buy everything based on emotion. Even that new coat you bought last weekend was an emotional purchase. It has great reviews, a trustworthy label, and incorporates all the features you are looking for. Bottom line – it makes you feel good about yourself. It boosts your self-esteem and the image you present to everyone.

People do things for one reason – to be better off after they do it … whether it’s buying insurance or a new suit. Show your prospect that buying a Globe Life ESD policy can help make their lives better. Take the time to tell prospects about the Company or Agency, the policy’s features and benefits, how a policy compares to others in the marketplace, how it will work with their government benefits, etc. Also explain how our coverage can help satisfy their emotional need – provide them with a sense of security for their families, a means to financial independence, etc. Tell them what a Globe Life ESD policy can do for them. That’s what matters most to them. Remember, it’s not about you; it’s all about them!

BE A TOP PRODUCER • Get your head in the right place

• Overcome your prospects’ fears by building trust

• Ask appropriate ‘situation’ and ‘meaning’ questions

• Tell your prospects what a Globe Life ESD policy can do for them

• Satisfy their emotional needs to close the sale

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2. BEVERLY J. SHEA $270,893

3. DAMONN CATCHINGS - NEW FINANCIAL WORKSITE SOLUTIONS

$232,458

4. RANDLE KARLI $178,139

5. STEPHEN JACKSON $155,771

6. BRADEN MOWRY$154,872

7. SHAUN NEWMAN - FMSN FINANCIAL GROUP INC.

$137,819

1. EPG, INC. $508,562

MGA STANDINGS - 2017 NAP - YTD

AGENT STANDINGS - 2017 NAP - YTD

2. CHARLES SCOTT - FCPC $730,084

3. BEVERLY J. SHEA$317,450

1. NICK NICOLLS & DAVID WALKER - GITW INC.

$1,667,924

8. AUGUSTEEN COWAN $131,283

9. BRETT MOWRY $128,261

10. RICK SHIRLEY $117,665

As of November 25, 2017

As of November 25, 2017

6 SPINNAKER • December 2017 • The Power of Belief

David Walker – GITW

Charles Scott – FCPC

Beverly Shea – Shea Agency

Shaun Newman – FMSN

Congratulations Cruise Contest Winners!

Setting Sail January 11-15See You in the Bahamas!

Bahamas January Weather: Highs around 77 degrees with

lows around 67 degrees.

Randle Karli – GITW

Damonn Catchings – NFWS

Robert Nicolls – GITW

Wendell Owens – The Owens Agency

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WH

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LIFY

IF Y

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GEN

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MONTH $95,000 NAP

JAN. $7,917

FEB. $15,834

MAR. $23,750

APR. $31,667

MAY $39,584

JUNE $47,500

JULY $55,417

AUG. $63,334

SEPT. $71,250

OCT. $79,167

NOV. $87,084

DEC. $95,000 WH

AT Y

OU

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UA

LIFY

IF Y

OU

A

RE A

MA

STER

GEN

ERA

L A

GEN

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MONTH $220,000 NAP

JAN. $18,333

FEB. $36,667

MAR. $55,000

APR. $73,333

MAY $91,667

JUNE $110,000

JULY $128,333

AUG. $146,667

SEPT. $165,000

OCT. $183,333

NOV. $201,667

DEC. $220,000

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