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					                         2009



                         MN-South


    ASSOCIATE
ORIENTATION MANUAL
        &
  PLAN OF ACTION
     Name of Associate
MN-South Wildfire                                                                     2009




                               Table of Contents
       Page Description                                                Page Number

       WELCOME LETTER FROM SSC, Darin Pavlish                          Page 4

       THE ABC'S OF AFLAC                                              Page 5

       WHO'S WHO? NAMES YOU SHOULD KNOW                                Page 6

       MEET YOUR COORDINATOR TEAM                                      Page 7

       IMPORTANT PHONE NUMBERS                                         Page 8

       NEW ASSOCIATE SALES SCHOOL WELCOME PACKET                       Page 9, 10

       PREREQUISITES                                                   Page 11

       PRE-SALES SCHOOL ASSIGNMENT INSTRUCTIONS                        Page 12-14

       PRE-SALES SCHOOL ASSIGNMENT TO-DO LIST                          Page 15, 16

       PHONE APPROACH FOR QUALIFYING LEADS                             Page 17

       QUALIFIED LEADS SPREADSHEETS                                    Page 18 - 24

       SALES SCHOOL AGENDA                                             Page 25
       AGENDA: DAY ONE                                                 Page 26

       AGENDA: DAY TWO                                                 Page 27

       AGENDA: DAY THREE                                               Page 28

       AGENDA: DAY FOUR (O.F.F. Day)                                   Page 29

       AGENDA: DAY FOUR (O.F.F. DAY) REPORTING TOOL                    Page 30

       AGENDA: DAY FIVE                                                Page 31

       CALENDARS & SCHEDULING                                          Page 32

       TRAINING CALENDAR                                               Page 33-39

       WEEK 1 – 20 Forms                                               Page 40-59

       FORMS                                                           Page 60

       NEW ASSOCIATE TRAINING CYCLE REGISTRATION FORM                  Page 61

       HOTEL ACCOMODATIONS REGISTRATION FORM                           Page 62




                                                        MN-South | State Orientation Manual   1
MN-South Wildfire                                                           2009



                                Table of Contents
       Page Description                                       Page Number

       FORMS CONTINUED…

       SNG/ADVANCED REGISTRATION FORM                         Page 63

       EMERGENCY EXCEPTION FORM                               Page 64

       MN-S CLASSROOM AND FIELD TRAINING GUIDELINES           Page 65

       DRESS CODE AND ATTENDANCE POLICY                       Page 66-68

       AFLAC COMPENSATION STRUCTURE                           Page 69

       COMMISSION OVERVIEW                                    Page 70-71

       4-TIERED COMPENSATION PLAN                             Page 72-74

       MINNESOTA-SOUTH SPLIT ARRANGEMENT                      Page 75

       EXCERPT FROM THE NATIONAL SALES                        Page 76

       GOAL SETTING AND CAREER DEVELOPMENT                    Page 77

       ASSOCIATE GOALS FOR 2008                               Page 78

       ASSOCIATE INCOME ILLUSTRATION                          Page 79

       ASSOCIATE 10-YEAR INCOME PROJECTION                    Page 80

       WILDFIRE SUCCESS TRACKER                               Page 81

       WILDFIRE SUCCESS TRACKER SCORE SHEET                   Page 82

       ASSOCIATE EXPECTATIONS                                 Page 83

       DISTRICT SALES COORDINATOR/ASSOCIATE                   Page 84

       MINNESOTA-SOUTH HONORS CLUB 2008                       Page 85

       WILDFIRE HONORS CLUB GUIDELINES                        Page 86

       CAREER TRACK AWARD                                     Page 87

       QUARTERLY AND ANNUAL PEN AWARD                         Page 88




                                               MN-South | State Orientation Manual   2
MN-South Wildfire                                                           2009



                              Table of Contents
       Page Description                                      Page Number

       MINNESOTA-SOUTH HONORS CLUB 2008 CONTIUED…            Page

       MN-SOUTH WILDFIRE EPA/EDA TRIP FLYER                  Page 89-90

       EPA/EDA CONTEST                                       Page 89-90

       EXECUTIVE PRODUCER'S AWARD                            Page 89

       EXECUTIVE DIRECTOR'S AWARD                            Page 90

       PRODUCTION AWARD SERIES                               Page 91

       ANNUAL COORDINATOR AWARDS                             Page 92

       FIREBALL AWARD OBJECTIVE INFORMATION                  Page 93-94

       L.E.A.S.E. SCRIPTS                                    Page 95

       APPROACH TO RECEPTIONIST                              Page 96-100

       APPROACH TO OWNER                                     Page 101-106

       CORNERING TECHNIQUE                                   Page 107

       SALES SCHOOL INFORMATION                              Page 108

       LOCAL ACCOUNT LIST                                    Page 109

       C.I.T. PROGRAM                                        Page 110

       INTRODUCTION TO THE C.I.T. PROGRAM                    Page 111

       CIT PREREQUISITES                                     Page 112

       CIT PREREQUISITES                                     Page 113

       CIT REQUIREMENTS                                      Page 114

       CIT APPLICATION                                       Page 115




                                              MN-South | State Orientation Manual   3
MN-South Wildfire                                                                          2009




       Welcome to AFLAC,

       Congratulations on the position you have just started with AFLAC! I am positive a
       rewarding career with AFLAC awaits you. As State Sales Coordinator, of the company
       of which you are now a very important part, I extend a hearty welcome.

       The Management Team, Training Staff and I are looking forward to helping you meet
       your goals on your way to a productive and successful career with AFLAC. If you
       work hard, give 110% every day, be a student of our business, be honest with people,
       and provide superior service, you cannot help but be a success!

       We feel assured we have made the correct decision in adding you to our sales staff. We
       feel you have the ability, and certainly the opportunity, to be one of the top Associates
       within AFLAC. I encourage you to call on any of your Management Team at any time
       so that we may be of assistance in any way. We will make every effort to assist you in
       becoming successful and reaching your dreams.

       So again, congratulations and my best wishes! I know you feel challenged ~ and will
       give your very best.

       I wish you the best of success!

       Sincerely,




       Darin D. Pavlish,
       State Sales Coordinator
       AFLAC MN-South




                                                              MN-South | State Orientation Manual   4
MN-South Wildfire                                                                   2009




                                 THE ABC’s of AFLAC
                                 Titles and Commonly Used Terms




       TITLES
       BDC: Broker Development Coordinator
       CIT: Coordinator in Training
       DSC: District Sales Coordinator
       RSC: Regional Sales Coordinator
       SPC: Special Project Coordinator
       SSC: State Sales Coordinator
       STC: State Training Coordinator


       COMMONLY USED FORMS
       SIC:         Standard Industry Code
       M0-138.5: Payroll Account Acknowledgment
       PDA:      Payroll Deduction Authorization
       SRA:         Salary Redirection Agreement
       SIT CODE: Situation Code


       TRAINING TERMS
       LEASE:       Large Earnings Acquire Small Employers
       NASS:        New Associate Sales School
       NATC:        New Associate Training Cycle


       ETC.
       AFLAC:       American Family Life Assurance of Columbus




                                                       MN-South | State Orientation Manual   5
MN-South Wildfire                                                                 2009




                                    WHO'S WHO?
                                    Names you should know




       FOUNDERS
       Paul Amos a.k.a. ―Mr Paul‖
       John Amos (deceased)
       Bill Amos (deceased)



       EXECUTIVES
       Dan Amos                     Chairman and CEO
       Paul S. Amos II              President & Chief Operating Officer
       Kriss Cloninger III          President, CFO & Treasurer
       Ron Sanders                  Deputy Director Sales and Marketing
       Teresa White                 Vice President, Dir. Of Sales Administration



       CENTRAL TERRITORY
       Mike Tomlinson               Vice President Territory Director



       MINNESOTA-SOUTH STATE OFFICE
       Darin Pavlish                State Sales Coordinator
       Brian Kuyatt                 State Training Coordinator
       Trish Jesperson              Broker Development Coordinator
       Dawn Otterblad               State Administrator




                                                     MN-South | State Orientation Manual   6
MN-South Wildfire                                                     2009




                           Minnesota-South WILDFIRE
                               Coordinator Team


       Galaxy Region
       Peggy Lazer                 RSC
       Jeff Clemenson              DSC
       Matt Lorenz                 DSC
       Bryan Pavlish               DSC


       Lightning Region
       Wendy Renard                RSC
       Jim Gentry                  DSC
       Laura Howard                DSC
       Jack Henningsgard           DSC
       Carol Kapsen                DSC


       Blaze Region
       Shelly Maguire-Kuyatt       RSC
       Lynn Keefer                 DSC
       Traci McGraw                DSC
       Courtney Ryan-Schmidt       DSC



       Top Gun Region
       Chris Hoff                  RSC
       Jody Bensen                 DSC
       Shelly Lucken               DSC




                                         MN-South | State Orientation Manual   7
MN-South Wildfire                                                         2009



                           Important Phone Numbers
                                    RSC:
    STATE OFFICE CONTACTS
                                    Office #:_____________________________

    Office Phone Number:            FAX #:_______________________________
    952.808.7615
                                    Cell #:_______________________________
    952.808.7600 fax
                                    E-Mail:_______________________________
    Darin Pavlish, SSC
    Ext. 104
    E-Mail:
    darin_pavlish@us.aflac.com
                                    DSC:
    Brian Kuyatt, STC
    Ext. 101                        Office #:_____________________________
    E-Mail:
    brian_kuyatt@us.aflac.com       FAX #:_______________________________
    Trish Jesperson, BDC
                                    Cell #:_______________________________
    Ext.
    E-Mail: pjesperson@aol.com
                                    E-Mail:_______________________________
    Dawn Otterblad
    State Administrator
    Ext. 112
    E-Mail: mn@aflac.com
                                    CIT:

    State Website:                  Office #:_____________________________
    www.mn-south.com
                                    FAX #:_______________________________

                                    Cell #:_______________________________

                                    E-Mail:_______________________________




    AFLAC WWHQ NUMBERS
    1932 Wynnton Rd
    Columbus, GA 31999                                 AFLAC IT
    1-800-GO-AFLAC 1-800-462-3522                      1-800-282-3522


    FLEX One                                         SNG Help Desk
    1-877-FLEX-IVR 1-877-353-9487                      1-800-764-2431


                                             MN-South | State Orientation Manual   8
MN-South Wildfire                                                                            2009




                              New Associate Sales School
                                   Welcome Packet

       Dear New Associate Sales School Attendee:

       Congratulations on your plans to attend New Associate Sales School. To assist you in your
       preparations for Sales School, please review the following.

       Purpose
       The principle goal of the New Associate Sales School is to introduce you to the basic knowledge,
       sales techniques, and sales tools that will assist you in jump-starting a successful career with
       Aflac.

       Dates and Times
       New Associate Sales School is a five-day training program. Each session builds upon the
       proceeding one, so it is important to attend all sessions.

       Day One       Monday                               1:00p.m.-5:00p.m.

       Day Two       Tuesday                              9:00a.m.-4:00p.m.

       Day Three     Wednesday                            9:00a.m.-4:00p.m.

       Day Four      Thursday                             8:00a.m.-5:00p.m.

       Day Five      Friday                               9:00a.m.-4:00p.m.

       Location of Workshop
       Below is the location of the training. Please utilize Map Quest to get directions.

       Minnesota-South State Office
       13965 W. Preserve Boulevard
       Burnsville, MN 55337
       952.808.7615

       Lodging
       Lodging will be covered by the MN-South State Office for those traveling 100 or more miles.
       Reimbursement is available Monday and Tuesday only. See your coordinator for more details.




                                                                MN-South | State Orientation Manual   9
MN-South Wildfire                                                                             2009




                              New Associate Sales School
                                   Welcome Packet

       What To Wear
       •   The attire for Monday is Business attire. Business attire includes dresses or suits for women
       and coats and ties for men.
       •   The attire for Tuesday-Friday is business casual. Business casual includes slacks or dresses for
       women and slacks with dress shirts for men. No jeans or t-shirts.

       Meals
       •  The state office will provide lunch on Tuesday, Wednesday and Friday.
       •  If lodging at the Holiday Inn Burnsville, continental breakfast is provided.

       Emergencies
       In case of an emergency, please call the state office at 952.808.7615.

       Prerequisites
       Bring all prerequisites with you. Your prerequisites will be verified at registration on Monday. If
       you do not complete any of the prerequisites and bring the proper documentation with you, you will
       not be admitted into sales school. You will be able to return to the next month's sales school when
       all of your prerequisites are met.



       Our mission is that your classroom training will be an integral part of your initial success with Aflac.
       We look forward to meeting you and wish you all the best as you begin your exciting career with
       Aflac.




                                                                 MN-South | State Orientation Manual   10
MN-South Wildfire                                       2009




                    PREREQUISTES




                           MN-South | State Orientation Manual   11
MN-South Wildfire                                                                                   2009



                                         Pre-Sales School
                               Assignment Instructions
          1) All Sales School attendees must be licensed in Life, Accident & Health.          The Sales School
              Attendee must go to the Minnesota Department of Commerce Website at www.commerce.state.mn.us
              , then to Licenses, Registration, Certification (3rd Tab top Bar), then to License Lookup Tool (4 th
              Bullet Point on Right underneath "Also of Interest on our Site"), then from the drop down License
              Lookup Directory, select, "Insurance, Producers/Agencies", then from the state drop menu select
              "Minnesota." From there you will select "Individual" for entity type, and then enter your last name and
              first name in the designated fields which will take you to a final page showing your license numbers.
              Print this page and bring it with you to the first day of New Associate Sales School. Failure
              to complete the task listed above will result in not being admitted into the State's New
              Associate Sales School.


          2) The DSC has helped the New Associates block out training dates and meetings on their
              calendar.

                  a. Submit registration form for New Associate Training Cycle (See Page ).

                  b. Must attend all classes comprising the 13-week New Associate Training Cycle. An
                     Emergency Exception Form will be required anytime you can not inform the STC of an absence
                     2 weeks prior to the course date. Emergencies will be the only exception and will be approved
                     at the state level (See Page for Exception Form). To complete this form please legibly print
                     your name, select the reason for missing the course, identify the title of the course that you
                     have missed, find the next time the course will taught and reschedule for that day. All
                     emergency exceptions require the signature of each coordinator in you hierarchy. You must
                     obtain the signature of your DSC, RSC, the STC and SSC. (Writing business and Employer
                     Presentations are not reasons for an excused absence).

                  c.   Schedule lunch meeting for Field Day (O.F.F. Day) with my DSC/CIT.

       I will meet my DSC/CIT for Lunch on Thursday    @____________________@__ __:__ __
                                                              Location           Time

                  d.    Schedule Career Development Meetings for 30/60/90 days from contract date with
                       RSC.

       30 DAY CDI will be conducted on _______________________@_________________@__ __:__ __
                                                Date                Location         Time

       60 DAY CDI will be conducted on _______________________@_________________@__ __:__ __
                                                Date                Location         Time

       90 DAY CDI will be conducted on _______________________@_________________@__ __:__ __
                                                Date                Location         Time




                                                                    MN-South | State Orientation Manual     12
MN-South Wildfire                                                                                    2009



                                         Pre-Sales School
                       Assignment Instructions Cont..
       3) A minimum of 12 hours will be spent in the field with the new associate before Sales School.
         You and your DSC must sign off on this in order to be admitted into New Associate Sales School.

          A. Field Observations: Ideally, during those 12 hours all associates will be able to observe the
             following prior to attending sales school:
             a. "Fishing for New Accounts" (4 Hours)
             b. Employer Presentation
             c. Employee Presentation

          B. The DSC and Associate will schedule 4 weeks of field training time after Sales School.

                 You must spend a minimum of 12 hours with your DSC your 2nd week
                 You must spend a minimum of         8 hours with your DSC your 3rd week
                 You must spend a minimum of         4 hours with your DSC your 4th week
                 You must spend a minimum of         2 hours with your DSC your 5th week

              Schedule 12 Hours of Field Time (for the week following New Associate Sales School) with My DSC/CIT
              and record on my Calendar. I understand that the first scheduled week will be verified with
              my registration packet.


       4) Must attend Product Knowledge/Direct Class before Sales School and complete an in-class
          exam upon the first day of New Associate Sales School. Exam will cover the following:




       5) All associates will be given and listen to the L.E.A.S.E. CD prior to attending Class.


       6) Develop a list of 100 Center of Influence (COI) Leads
          You must bring your 100 Leads with you for verification as part of your registration packet.


       7) Utilize the L.E.A.S.E. "Qualifying the Business Prospect" Script.


       8) You must have at least 100 business leads and they all must be "Qualified".
          Leads can be generated from Center of Influence, the agent's warm market, telephone book, Chamber
          guides, Reference USA, etc. The lead is qualified by a phone call using the L.E.A.S.E., "Qualifying the
          Business Prospect" Script.




                                                                     MN-South | State Orientation Manual      13
MN-South Wildfire                                                                                   2009



                                          Pre-Sales School
                       Assignment Instructions Cont..


          This script will confirm basically 4 things:


                  1. Business Address
                  2. Verify Owner’s Name
                  3. How many Employees
                  4. Receptionist’s Name

       9) Visit the following Aflac web sites at www.aflac.com, www.my.aflac.com

       10) Complete Income Worksheet and Determine a Plan of Action to Achieve Income Goals.
          To complete this worksheet (1) Determine how many full weeks are remaining in the year. Enter this
          number in the "green box" to the right of the "Number of Weeks to be Worked This Year" field. (2)
          Beneath Minimum Expectations, to the right of income, enter the desired amount of income you would
          like to achieve for the remainder of the year. These are the only two fields you will need to complete.
          Once completed, the spreadsheet will calculate the rest for you.   DSC will go over Income
          Requirements with the New Associate and send a customized printed version for them to bring
          in their registration packet.


       11) Classroom attire is Business Professional the first Day of Sales School/ and Business Casual for all
          other training courses, unless instructed otherwise. If the new associate's appearance or dress is
          unprofessional, The State Office reserves the right to dismiss him/her.




                                                                    MN-South | State Orientation Manual        14
MN-South Wildfire                                                                                2009



            Pre-Sales School Assignment To Do List
                      The following assignments must be completed prior to attending sales school.

                                                                            Date
       Assignment                                                           Completed         Remarks

       Licensed in Accident & Health

       Set Calendar for all Training and Meeting Dates (Bring With
       You)

       Set Calendar for the next 2 weeks- 12 HRS with
       DSC/CIT(Bring With You)

       Attended Product Class Thursday the week before Sales
       School with my RSC

       Develop list of 100 COI Leads (Bring With You)


       Develop List of 60 Business Leads, ―Qualify‖ and Map 40


       Set time for O.F.F. Day (Thursday) Meet With DSC for Lunch


       Field Observations:          Prospecting


                                    Employer Presentation

                                    Employee Presentation

       Received and Listened to L.E.A.S.E. CD

       I have utilized the L.E.A.S.E. ―Qualifying the Business
       Prospect‖ script

       Memorized LEASE Approach to the Gatekeeper and Owner


       Explore www.aflac.com, www.my.aflac.com


       Dress in Business Attire


       I have completed the Income Formula Worksheet


       I have seen and been explained the Weekly Reporting System.
       It is due every Friday at 5:00 pm to my DSC and copied to my
       RSC.

       I have spent 12 hrs in the field with my DSC/CIT prior to sales
       School.




                                                                  MN-South | State Orientation Manual   15
MN-South Wildfire                                                                                    2009


       I have submitted a registration form for New Associate Sales
       School




            Pre-Sales School Assignment To Do List
                       The following assignments must be completed prior to attending sales school.




       My DSC and I have both reviewed and signed the MN-South
       Training Commitment Form (Bring With You)




       You must bring this form to the first day of sales school. This is your admission ticket—don’t forget it!



       I verify that all required Assignments above have been completed.

       Agent Signature ______________________________
       DSC Signature _______________________________
       RSC Signature_____________________________________




                                                                      MN-South | State Orientation Manual     16
MN-South Wildfire                                                                                 2009




                                New Associate Sales School
                                     Welcome Packet



                        Alternate Phone Approach for Qualifying Leads
                                  (for use when you have all of the data in front of you)

       Associate:    Hi, my name is _______________, and I would like to confirm that you are still located at 123
       Main Street (don't pause), is that correct?

       Receptionist: (Response)

        Associate: And __________(first name of owner) is still the owner there? And would it be fair to say you
       still have ___ (# of employees) employees?

       Receptionist: (Response)

       Associate: Great, Thanks for your help! (Make sure to note the receptionist's name if he/she does not
       provide it to you automatically.)




                                                                   MN-South | State Orientation Manual    17
MN-South Wildfire                                                             2009




                          New Associate Sales School
                               Welcome Packet
       Qualified Leads Spreadsheet for Zip Code:________________

       Associate Name:________________ DSC:_______________

       Date:___________

                Business Name      Address      No. of     Owner’s Name         Phone No.
                                               Employees

        1

        2

        3

        4

        5

        6

        7

        8

        9

       10

       11

       12

       13

       14


                                                 MN-South | State Orientation Manual   18
MN-South Wildfire                                                             2009




                          New Associate Sales School
                               Welcome Packet
       Qualified Leads Spreadsheet for Zip Code:________________

       Associate Name:________________ DSC:_______________

       Date:___________

                Business Name      Address      No. of     Owner’s Name         Phone No.
                                               Employees

       15

       16

       17

       18

       19

       20

       21

       22

       23

       24

       25

       26

       27

       28


                                                 MN-South | State Orientation Manual   19
MN-South Wildfire                                                             2009




                          New Associate Sales School
                               Welcome Packet
       Qualified Leads Spreadsheet for Zip Code:________________

       Associate Name:________________ DSC:_______________

       Date:___________

                Business Name      Address      No. of     Owner’s Name         Phone No.
                                               Employees

       29

       30

       31

       32

       33

       34

       35

       36

       37

       38

       39

       40

       41

       42


                                                 MN-South | State Orientation Manual   20
MN-South Wildfire                                                             2009




                          New Associate Sales School
                               Welcome Packet
       Qualified Leads Spreadsheet for Zip Code:________________

       Associate Name:________________ DSC:_______________

       Date:___________

                Business Name      Address      No. of     Owner’s Name         Phone No.
                                               Employees

       43

       44

       45

       46

       47

       48

       49

       50

       51

       52

       53

       54

       55

       56


                                                 MN-South | State Orientation Manual   21
MN-South Wildfire                                                             2009




                          New Associate Sales School
                               Welcome Packet
       Qualified Leads Spreadsheet for Zip Code:________________

       Associate Name:________________ DSC:_______________

       Date:___________

                Business Name      Address      No. of     Owner’s Name         Phone No.
                                               Employees

       57

       58

       59

       60

       61

       62

       63

       64

       65

       66

       67

       68

       69

       70


                                                 MN-South | State Orientation Manual   22
MN-South Wildfire                                                             2009




                          New Associate Sales School
                               Welcome Packet
       Qualified Leads Spreadsheet for Zip Code:________________

       Associate Name:________________ DSC:_______________

       Date:___________

                Business Name      Address      No. of     Owner’s Name         Phone No.
                                               Employees

       71

       72

       73

       74

       75

       76

       77

       78

       79

       80

       81

       82

       83

       84


                                                 MN-South | State Orientation Manual   23
MN-South Wildfire                                                             2009




                          New Associate Sales School
                               Welcome Packet
       Qualified Leads Spreadsheet for Zip Code:________________

       Associate Name:________________ DSC:_______________

       Date:___________

                Business Name      Address      No. of     Owner’s Name         Phone No.
                                               Employees

       85

       86

       87

       88

       89

       90

       91

       92

       93

       94

       95

       96

       97

       98


                                                 MN-South | State Orientation Manual   24
MN-South Wildfire                                   2009




            Sales School Agenda




                       MN-South | State Orientation Manual   25
MN-South Wildfire                                                                 2009




                            Agenda: Day One: Monday

       12:45pm      Registration

       1:00pm       Introductions
                    Darin Pavlish, State Sales Coordinator
                    Brian Kuyatt, State Training Coordinator

       1:30pm       New Associate Introductions

       1:45pm       Review MN-South New Associate Training Manual
                    Introduction to New Associate Sales School
                    Company Overview
                    Aflac History DVD

       2:00pm       Break

       2:15pm       The Aflac Training Program
                    Aflac UniversitySM
                    Introduction to The Aflac Field Force
                    Hierarchy of Support
                    The Field Force Organizational Structure
                    Aflac's Basis for Success
                    Exercise: Starting Your Own Business
                    Aflac—A New Business Opportunity
                    Business Principles

       3:15pm       Break

       3:30pm       One Boss Attitude
                    What Does it Mean to the Aflac Associate?
                    Commission Breakdown
                    Commission by Product
                    State-Specific Commission Splits
                    Stock Bonus Plan
                    Associate Bonus Club

       5:00pm       Adjourn




                                                     MN-South | State Orientation Manual   26
MN-South Wildfire                                                                2009




                         Agenda: Day Two: Tuesday

       9:00am       L.E.A.S.E. Program Overview
                    4 Types of Marketing
                    The Importance of Qualifying Leads
                    Phone Approach for Qualifying Leads

       10:00am      Break

       10:15am      Approach to Receptionist
                    Handling Receptionist Questions & Objections
                    Exercise: Role-Play Approach to Receptionist

       12:00pm      Lunch

       1:00pm       Approach to Receptionist
                    Handling Receptionist Questions & Objections
                    Exercise: Role-Play Approach to Receptionist

       2:00pm       Break

       2:15pm       Coordinator Spotlight

       2:30pm       Approach to Receptionist
                    Handling Receptionist Questions & Objections
                    Exercise: Role-Play Approach to Receptionist

       4:00pm       Adjourn




                                                    MN-South | State Orientation Manual   27
MN-South Wildfire                                                               2009




                     Agenda: Day Three: Wednesday

       9:00am       Approach to Business Owners
                    Thank-You Notes
                    Exercise: Approach to Business Owner Role-Play

       10:00am      Break

       10:15am      Exercise: Approach to Business Owner Role-Play

       11:15am      Break

       11:25am      Exercise: Approach to Business Owner Role-Play

       12:00pm      Lunch

       1:00pm       Handling Objections by Business Owner to Scheduling an ppointment
                    Cornering Technique for Business Owner
                    Exercise: Business Owner Objections and Cornering Techniques
                    Role-Play

       2:00pm       Break

       2:15pm       Coordinator Spotlight

       2:30pm       Handling Objections by Business Owner to Scheduling an
                    Appointment
                    Cornering Technique for Business Owner
                    Exercise: Business Owner Objections and Cornering Techniques
                    Role-Play

       4:00pm       Adjourn




                                                   MN-South | State Orientation Manual   28
MN-South Wildfire                                                                       2009




       Agenda: Day Four : O.F.F. Day: Thursday
       The purpose of the Off Day is to get you out of the classroom and into the field to put into
       practice what you have learned in class. The word off refers to overcoming fear and
       failure. Day Four (Off Day) is set aside for you to spend alone in the field trying to get
       appointments with business owners. This day may be awkward and difficult, but it is
       necessary. You will learn better by doing than by watching.

       You should use the qualified leads that you obtained before Sales School as a guide for
       which businesses to call on. Your goal for the day is to secure a minimum of two
       appointments with business owners. You will not necessarily be able to control the results
       of your activity, but you can control your activity. You should make a minimum of 30
       calls. 30 calls is the minimum requirement for new associates in Minnesota-South. If
       you do not meet the minimum requirement, your DSC will have no obligation to continue
       your field training.

       All appointments with business owners are to be scheduled between 10 a.m. and 3 p.m.
       (unless the situation dictates otherwise). This will ensure that early mornings and late
       afternoons remain open for you to prospect and follow up.

       Morning: You will spend Day Four in the field calling on prospective accounts that employ
       under 20 employees. You will not call on accounts with more than 20 employees. While
       calling on accounts, you should try to schedule appointments.

       Noon: Your DSC/CIT will meet with you for lunch to discuss the morning's activity. You
       will role-play any scenarios that were uncomfortable. This will stimulate further skills and
       confidence.

       Afternoon: You will continue to contact business owners throughout the afternoon,
       making sure to follow up with business owners from the morning who were not in but may
       be available in the afternoon.

       Remember that you should report back to class by 8:45 a.m. tomorrow. Please view the
       next page to know what you should bring to class for reporting purposes.

       If associates call on an account whose business owner wants to hear about Aflac right
       then, here is the suggested responses:

       Business Owner: Right now is a good time for me to hear about Aflac.

       Associate: I appreciate that, but I am between appointments right now, and I would not
       have the fifteen to twenty minutes necessary to fully educate you. Can we schedule an
       appointment for tomorrow afternoon?



                                                           MN-South | State Orientation Manual   29
MN-South Wildfire                                                                                    2009



       Agenda: Day Four : O.F.F. Day Reporting:
       Thursday
               On Friday, we will begin promptly at 9:00a.m., you should arrive early at 8:45 a.m. to be in your seat
       when class begins. Your classmates, your DSC and your RSC along with your classmates' DSCs and RSCs will
       be in attendance for the "Turn-In" portion on Friday.
               You will be responsible for reporting the items listed on the guide below, in front of the entire class.
       Keep good records and utilize the guide so that you will be well organized and prepared for reporting Friday
       morning. It is proven that the individuals with the highest amount of activity on their O.F.F. Day have the
       most successful careers with our company.
               Remember 30 calls is the minimum expectation. Your goal should be to work as diligently as you can
       between 8:00a.m. and 5:00p.m. 30 calls can be accomplished in a matter of 4 hours, so a realistic stretch
       goal would be 50 calls. Your field training is dependent upon you completing this task. If you do not complete
       the minimum of 30 calls, your DSC has no obligation to field train you further.

       Number of Qualified Leads (Min. of 100
       Required)?
       First Approaches?
       Follow-up Approaches? (A follow-up ap-
       proach is defined as a return visit to a co-
       pany you have called on earlier in the day,
       where no decision maker was reached.)
       Total approaches =
       First Approaches + Follow-up Approaches
       Decision Makers Reached?
       Appointments Made?
       Most Difficult Objection Encountered?
       Worst Experience?
       Best Experience?
       Length of Time it Took You to Complete
       Calls?
       On a Scale of 1-10 (1 being the worst and
       10 being the best) How prepared did you
       feel going into the field?
       On a Scale of 1-10 (1 being the worst and
       10 being the best) How Much Effort Did You
       Feel You Put Forth?

       How Nervous Were You for The O.F.F. Day?
       Were You Satisfied With Your Results?

       Biggest Weakness?

       Biggest Strength?

                                                                      MN-South | State Orientation Manual     30
MN-South Wildfire                                                                2009




                            Agenda: Day Five: Friday

       9:00am       Introductions

       9:30am       O.F.F. Day Discussion and Reporting

       11:00am      Break

       11:15am      Business Owner Presentation Outline
                    Business Owner Presentation—1. The Opening
                    Exercise: Business Owner Presentation—The Opening Role-Play

       12:00pm      Lunch

       1:00pm       Transition Statements and Trial Closes
                    The Aflac Sightseller
                    Business Owner Presentation—2. Aflac Credibility
                    Why Aflac?
                    Exercise: Business Owner Presentation—Aflac Credibility Role-Play

       2:00pm       Break

       2:15pm       Coordinator Spotlight

       2:30pm       Business Owner Presentation—3. Fact-Finding
                    Business Survey
                    Exercise: Business Owner Presentation—Fact Finding Role-Play

       3:30pm       Break

       3:40pm       Business Owner Presentation—4. The Need
                    Business Owner Presentation—5. Benefit Overview
                    Exercise: Business Owner Presentation—The Need and Benefit
                    Overview Role-Play

       4:20pm       Break

       4:30pm       Business Owner Presentation—6. The Close
                    Employer Presentation Review

       5:00pm       Adjourn




                                                    MN-South | State Orientation Manual   31
MN-South Wildfire                                2009




       Calendars & Scheduling




                    MN-South | State Orientation Manual   32
MN-South Wildfire                                                                       2009




                              Month CYCLE CLASSES
       Class Title                           Date                Day                  Time

       Product Training

       Sales School

       Sales School

       Field Day


       Sales School (Results)

       Sales School Follow-Up

       SNG

       Enrollment & Account
       Management
       Basic Flex

       Owning Your Own Business/Goal
       Setting/ Business Planning
       Target & Referral
       Marketing/Consultative Selling
       Conducting Group Meetings/
       Advanced Product Knowledge
       Associate Commissions &
       Statements/
       Advanced Flex
       Networking in Your Community/
       Understanding the Claims Process


       *All classes listed above will be held at the State Office with the exception of product
       knowledge which is conducted at your regional office.

       * In order to receive an invitation to the Graduation Luncheon with Darin Pavlish, SSC,
       you must attend all classes at their regularly scheduled time. Exceptions must be
       approved by the State Office.


                                                           MN-South | State Orientation Manual   33
MN-South Wildfire                                2009




       Insert 1st month of
       Calendar Here.




                    MN-South | State Orientation Manual   34
MN-South Wildfire                                2009




       Insert 2nd month of
       Calendar Here.




                    MN-South | State Orientation Manual   35
MN-South Wildfire                                2009




       Insert 3rd month of
       Calendar Here.




                    MN-South | State Orientation Manual   36
MN-South Wildfire                                2009




       Insert 4th month of
       Calendar Here.




                    MN-South | State Orientation Manual   37
MN-South Wildfire                                2009




       Insert 5th month of
       Calendar Here.




                    MN-South | State Orientation Manual   38
MN-South Wildfire                                2009




       Insert 6th month of
       Calendar Here.




                    MN-South | State Orientation Manual   39
MN-South Wildfire                                                                                   2009



       New Associate Blueprint for Success
       Calendar WEEK 1                                                                            1
       Mark Each Box with a Check


             Obtain Writing Number: _________________________                Date Issued: ________________
             Attend Monday Morning Meeting.
             Have the New Associate Sales School Prerequisites Confirmation Form signed and dated by your
              Coordinator. Bring this to the first day of Sales School.
             Complete the Qualified Leads Spreadsheet, with 40 qualified leads. Bring these leads to the first
              day of Sales School.


       TRAINING
             Attend _______________________________________                  Date Attended: _____________
             Complete the quiz at the back of the Basic Products Module (MMC05491).
          Complete the following Aflac University® courses:
             Personal Accident Indemnity, AT 222 ________________            Date Completed:____________
             Personal Disability Income Protector, AT 241 __________         Date Completed:____________
             Selling Disability Insurance, AT 242 _________________          Date Completed:____________
             Maximum DifferenceSM, AT 239 ___________________                Date Completed:____________
          Know the following L.E.A.S.E. scripts:
             Phone Approach for Qualifying Leads


       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 1 Career Development Interview (CDI) _____          Date Attended:_____________
             Set date for Week 2 Career Development Interview (CDI) _        Date Set: _________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________              Date: _____________________
       DSC’s Signature: ______________________________________                Date: _____________________
       RSC’s Signature: ______________________________________                Date: _____________________




                                                                      MN-South | State Orientation Manual    40
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 2                                                                        2
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ______________________________________________ Date Attended: _____________
          Know the following L.E.A.S.E. scripts:
             Approach to Receptionist
             Handling Receptionist Questions and Objections
             Approach to Business Owner
             Cornering Technique for Business Owner
             Business Owner Presentation – 1. The Opening
             Business Owner Presentation – 2. Aflac Credibility
             Business Owner Presentation – 3. Fact Finding
             Business Owner Presentation – 4. The Need
             Business Owner Presentation – 5. Benefit Overview
             Business Owner Presentation – 6. The Close
             Covering Objections/Isolation Techniques
       FIELD ACTIVITY
                                          Goal           Actual
             Leads qualified           __________   __________
             Businesses called on      __________   __________
             Decision-makers seen __________        __________
             Appointments set          __________   __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 2 Career Development Interview (CDI) _________ Date Attended: _____________
             Set date for Week 3 Career Development Interview (CDI) _____ Date Set: __________________
       What has been your biggest challenge in accomplishing your goals this week?
       ____________________________________________________________________________
       ____________________________________________________________________________


       Associate’s Signature: ________________________________ Date: _____________________
       DSC’s Signature: ____________________________________ Date: _____________________
       RSC’s Signature: ____________________________________ Date: _____________________


                                                                   MN-South | State Orientation Manual   41
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 3                                                                        3
       Mark Each Box with a Check


       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.


       TRAINING
             Attend ________________________________________              Date Attended: _____________
             HIC/SHE Protection, AT 311 _______________________           Date Completed:____________
             Hospital Protection, AT 310 _______________________          Date Completed:____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________


       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 3 Career Development Interview (CDI) _______ Date Attended: ______________
             Set date for Week 4 Career Development Interview (CDI) ___ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   42
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 4                                                                        4
       Mark Each Box with a Check


       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.


       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Personal Sickness Indemnity, AT 291 ________________         Date Completed:____________
             Life Protector, AT 213 ____________________________          Date Completed:____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________


       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 4 Career Development Interview (CDI) _______ Date Attended: ______________
             Set date for Week 5 Career Development Interview (CDI) ___ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   43
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 5                                                                        5
       Mark Each Box with a Check


       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.


       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Servicing Your Aflac Accounts, AT 175 _______________        Date Completed:____________


       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________


       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 5 Career Development Interview (CDI) _______ Date Attended: ______________
             Set date for Week 6 Career Development Interview (CDI) ___ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   44
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 6                                                                        6
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Post-Enrollment Responsibilities, AT 173 _____________       Date Completed:____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 6 Career Development Interview (CDI) _______ Date Attended: ______________
             Set date for Week 7 Career Development Interview (CDI) ___ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   45
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 7                                                                        7
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Vision Now, AT 270 ______________________________            Date Completed:____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 7 Career Development Interview (CDI) _______ Date Attended: ______________
             Set date for Week 8 Career Development Interview (CDI) ___ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   46
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 8                                                                        8
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Dental (A-34000), AT 207 _________________________           Date Completed:____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 8 Career Development Interview (CDI) _______ Date Attended: ______________
             Set date for Week 9 Career Development Interview (CDI) ___ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   47
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 9                                                                        9
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Attend ________________________________________              Date Attended: _____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 9 Career Development Interview (CDI) _______ Date Attended: ______________
             Set date for Week 10 Career Development Interview (CDI) __ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   48
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 10                                                                      10
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Attend ________________________________________              Date Attended: _____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 10 Career Development Interview (CDI) ______ Date Attended: ______________
             Set date for Week 11 Career Development Interview (CDI) __ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   49
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 11                                                                      11
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Attend ________________________________________              Date Attended: _____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 11 Career Development Interview (CDI) ______ Date Attended: ______________
             Set date for Week 12 Career Development Interview (CDI) __ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   50
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 12                                                                      12
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Associate Bonus Club, AT 183 ______________________          Date Completed:____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 12 Career Development Interview (CDI) ______ Date Attended: ______________
             Set date for Week 13 Career Development Interview (CDI) __ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   51
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 13                                                                      13
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Referrals, AT 187 ________________________________           Date Completed:____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 13 Career Development Interview (CDI) ______ Date Attended: ______________
             Set date for Week 14 Career Development Interview (CDI) __ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   52
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 14                                                                      14
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Attend ________________________________________              Date Attended: _____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 14 Career Development Interview (CDI) ______ Date Attended: ______________
             Set date for Week 15 Career Development Interview (CDI) __ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   53
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 15                                                                      15
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Attend ________________________________________              Date Attended: _____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 15 Career Development Interview (CDI) ______ Date Attended: ______________
             Set date for Week 16 Career Development Interview (CDI) __ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   54
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 16                                                                      16
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Attend ________________________________________              Date Attended: _____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 16 Career Development Interview (CDI) ______ Date Attended: ______________
             Set date for Week 17 Career Development Interview (CDI) __ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   55
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 17                                                                      17
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Attend ________________________________________              Date Attended: _____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 17 Career Development Interview (CDI) ______ Date Attended: ______________
             Set date for Week 18 Career Development Interview (CDI) __ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   56
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 18                                                                      18
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Attend ________________________________________              Date Attended: _____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 18 Career Development Interview (CDI) ______ Date Attended: ______________
             Set date for Week 19 Career Development Interview (CDI) __ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   57
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 19                                                                      19
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Attend ________________________________________              Date Attended: _____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 19 Career Development Interview (CDI) ______ Date Attended: ______________
             Set date for Week 20 Career Development Interview (CDI) __ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   58
MN-South Wildfire                                                                               2009



       New Associate Blueprint for Success
       Calendar WEEK 20                                                                      20
       Mark Each Box with a Check
       MEETINGS/REPORTS
             Attend Monday Morning Meeting.
             Review Fireball Series.
             Submit weekly report to CIT/DSC.
       TRAINING
             Attend ________________________________________              Date Attended: _____________
             Attend ________________________________________              Date Attended: _____________
       FIELD ACTIVITY
                                                        Goal           Actual
             Leads qualified                       __________      __________
             Businesses called on                  __________      __________
             Decision-makers seen                  __________      __________
             Appointments set                      __________      __________
             Follow-up calls made                  __________      __________
             Business owner presentations given    __________      __________
             Group authorizations obtained         __________      __________
             Referrals obtained                    __________      __________
             Direct presentations given            __________      __________
             Direct sales made                     __________      __________
             Enrollments Set                       __________      __________
             Enrollments Completed                 __________      __________
             NOIs received                         __________      __________
             Total AP                              __________      __________
       CAREER DEVELOPMENT INTERVIEW(CDI)
             Attend Week 20 Career Development Interview (CDI) ______ Date Attended: ______________
             Set date for Week 21 Career Development Interview (CDI) __ Date Set: __________________


       What has been your biggest challenge in accomplishing your goals this week?
       ___________________________________________________________________________________
       ___________________________________________________________________________________


       Associate’s Signature: __________________________________           Date: _____________________
       DSC’s Signature: ______________________________________             Date: _____________________
       RSC’s Signature: ______________________________________             Date: _____________________


                                                                   MN-South | State Orientation Manual   59
MN-South Wildfire                                    2009




                    FORMS




                        MN-South | State Orientation Manual   60
MN-South Wildfire                                                                                   2009




       All Registration Forms Must Be Received by Monday at 12:00p.m. one week before New Associate
       Sales School is scheduled to begin. The State Office will refuse any other submissions after this
       time.


       Minnesota South’s Training Development Team
       Fax: (952)808-7600
       Or E-Mail: Brian Kuyatt at brian_kuyatt@us.aflac.com


       NEW ASSOCIATE REGISTRATION FORM


       Enrolling for ______________________New Associate Training Cycle
                              (Month)
       New Associate Information
       LICENSE #:_________________________________ (Do not submit this form without a license #)
       Name: ____________________________                     Writing No.: ________________
       Phone Number: _____________________                    E-Mail: ____________________________________
       Street Address: _________________________________________________________________________
       City: ____________________________________ State:_____ Zip Code:___________
       In Case of Emergency Please Contact: _______________________________________
       Relationship: ____________________________


       Lunch will be provided during New Associate Sales School. In order to assist us in meeting your dietary
       requirements, please answer the following questions.
       Vegetarian?    Y or N Food Allergies? _______________________________________________________
       Any foods that you are unable to consume due to Faith/Religion?___________________________________


       DSC Information
       Name:________________________________________ Phone Number:_____________________________
       RSC Information
       Name:________________________________________ Phone Number:_____________________________

                               FAX TO 952.808.7600 UPON COMPLETION


                                                                     MN-South | State Orientation Manual    61
MN-South Wildfire                                                                                    2009




       SALES SCHOOL ACCOMODATIONS*
       (Only applicable for students traveling100 or more miles from their home address)
       Burnsville Holiday Inn
       14201 Nicollet Avenue, South
       Burnsville, MN 55337
       Hotel Front Desk: 952-435-2100


       Sales School is held monthly in Burnsville, MN at the Minnesota-South State Office. Nonsmoking, double
       occupancy accommodations at the Burnsville Holiday Inn will be provided as well as most of your meals
       (continental breakfast is included at the Restaurant, and lunch will be provided during Sales School). In most
       cases, you will be paired with another student based on the same gender, therefore no guests or significant
       others will be allowed in the room provided to you. If you have a preference of room partner (same sex only
       please), please note it in the fax registration form. If you elect to have a private room, accommodation
       expenses will be your sole responsibility.


       You must have a credit card/debit card available to put on file for incidentals.


       Please fax or e-mail the information on the information below along with your New Associate Registration
       Form.


       Associate Name: ____________________________________
       Requesting Room Reservation for:         Mon     Tues    (circle days needed)


       Checking in (Day/Date): _____________________________ Check out Date:______________________
       Roommate Preference: ______________________________
       Requesting Single Occupancy Room:        Y       N   (circle Yes or No)
       Charges incurred for Single Occupancy will be the Sole Responsibility of the attendee.


       *Please note that if an associate requests room accommodations and is unable to attend sales
       school, the room expenses will be the sole responsibility of the attendee if cancellation
       arrangements are not made with the hotel.



                                                                       MN-South | State Orientation Manual   62
MN-South Wildfire                                                                            2009




       All Registration Forms Must Be Received by Monday at 12:00p.m. one week before the scheduled
       SNG Class. The State Office will refuse any other submissions after this time.


       Minnesota South’s Training Development Team
       Fax: (952)808-7600
       Or E-Mail: Brian Kuyatt at brian_kuyatt@us.aflac.com


       NEW ASSOCIATE SNG/ADVANCED SNG COURSE REGISTRATION FORM
       Enrolling for SNG CLASS on: __________________________


       Name: ________________________________________________Writing No.: _____________________


       DSCs PLEASE COMPLETE THE MANDATORY FORM THAT FOLLOWS THIS PAGE PRIOR TO SENDING NEW
       ASSOCIATES TO SNG OR ADVANCED SNG TRAINING.


       IMPORTANT NOTICE TO ALL DSCS WITH REGARD TO SNG CLASS:
       ♦ EACH DSC IS RESPONSIBLE FOR PROVIDING A LAPTOP TO THE NEW ASSOCIATE FOR USE DURING
       CLASS. EVERY ASSOCIATE MUST HAVE A LAPTOP TO PARTICIPATE IN THE CLASS.
       ♦ THE DSC WILL ENSURE THAT ALL NECESSARY EQUIPMENT IS INCLUDED WITH THE COMPUTER:
       FUNCTIONAL SNG SIGNATURE TABLET, ADDITIONAL BATTERIES FOR THE SIGNATURE TABLET AND POWER
       CORD.
       ♦ IF THE NEW ASSOCIATE IS MISSING ANY OF THE NECESSARY EQUIPMENT, HE/SHE WILL NOT BE
       ADMITTED INTO CLASS.
       ♦ THE NEW ASSOCIATE SHOULD ARRIVE TO SNG CLASS AND HAVE HIS/HER COMPUTER UP AND RUNNING
       BY THE DESIGNATED START TIME. ENCOURAGE THE ASSOCIATE TO ARRIVE 15-20 MINUTES EARLY TO MAKE
       CERTAIN HE/SHE IS NOT DISMISSED FROM CLASS. NO TARDINESS UNDER ANY CIRCUMSTANCES WILL BE
       TOLERATED FOR THIS COURSE. DUE TO THE NATURE OF THE MATERIAL, AND THE BUILDING PROCESS
       DURING THE CLASS, THE STC WILL NOT DELAY OR IMPEDE THE REST OF THE STUDENTS BY CATCHING UP
       THE TARDY STUDENT. HE/SHE SHOULD PLAN TO ATTEND THE NEXT SCHEDULED SNG CLASS IF UNABLE TO
       ATTEND HIS/HER SCHEDULED COURSE.
       ♦ YOU DO NOT NEED TO ―SET UP THE NEW ASSOCIATE‖ IN SNG ON YOUR LAPTOP. THIS IS SOMETHING
       WE WILL TEACH DURING THE COURSE. IF THE ASSOCIATE IS ALREADY SET UP, PLEASE MAKE CERTAIN
       HE/SHE KNOWS HIS/HER WRITING NUMBER AND SNG PASSWORD.

                                                                MN-South | State Orientation Manual   63
MN-South Wildfire                                                                                      2009




                                           Emergency Exception Form
                                     (Please submit through your hierarchy for approval)


       FACSIMILE TRANSMITTAL SHEET
       To: Brian Kuyatt                                 Total Number
           State Training Coordinator                   of Pages including
           MN-S State Office                            Cover: ______


       From : ____________________________ (Please Print)


       I was unable to attend ___________________ Class today due to the following:
                                       (CLASS NAME)
              Illness/Injury
              Funeral or Death




       The listed reasons will be the only excused reasons for absence. Other reasons must be approved
       at the state level. All other absences should be approved in advance.


       I will reschedule this course for ____________________________.


       It will be your responsibility to find the other times that the course is available. Your DSC and STC will not be
       responsible for informing you of the course’s availability. The information is available of the MN-S website.


       Associate: ___________________________________________________________ (Signature)
       DSC: _______________________________________________________________ (Signature)
       RSC: _______________________________________________________________ (Signature)
       STC: _______________________________________________________________ (Signature)
       SSC: _______________________________________________________________ (Signature)


                                        FAX TO 952.808.7600 UPON COMPLETION




                                                                       MN-South | State Orientation Manual      64
MN-South Wildfire                                           2009




                        MN-South
                    CLASSROOM & FIELD
              TRAINING GUIDELINES




                               MN-South | State Orientation Manual   65
MN-South Wildfire                                                                2009




       DRESS FOR SUCCESS!!!
       You are now working for a Fortune 500 Company.
       First Impressions are everything in this Business.
       You are the AFLAC Brand and we will not accept anything less than a
       Fortune 500 Appearance!
       If you are not dressed appropriately you will be sent home.

       HELPFUL HINTS
       MEN                       GENERAL                        WOMEN
       • Clothing Should         • If you                       • Clothing Should
       Always Fit Properly/      smoke, no one                  Always Fit Properly/
       Never too Loose/          should be able                 Never too Loose/
       Never too Tight           to smell it.                   Never too Tight
       • Solid, Conservative     • Be Aware                     • Solid, Conservative
       Suits are Always Best/    of Bad Breath                  Suits are Always Best/
       Clean & Pressed           • Wear                         Clean & Pressed
       • Conservative Ties are   Deodorant                      • Coordinated
       Best                      • Wear                         Conservative Blouses
       • Dark Socks and          Undergarments                  are always Best
       Professional Polished     • Nails                        • Low-Heeled or
       Shoes                     should be clean                High-Heeled Pumps
       • Hair Should Be          and evenly filed               • Professional Polished
       Neatly Trimmed/Sprays     • Hair                         Shoes
       and Gels Should Be        should always                  • Shaven Legs and
       Kept To a Minimum         be neatly styled               Underarms
       • Shave and Neatly        and never wet.                 • No Facial Piercing
       Trim Facial Hair                                         • Do Not Use Too
       • Do Not Use Too                                         Much Perfume
       Much Cologne Or After                                    • Do Not Wear Too
       -Shave                                                   Much Make-Up
       • No Piercings




                                                    MN-South | State Orientation Manual   66
MN-South Wildfire                                                               2009




       WHAT NOT TO WEAR
             No T-Shirts
             No Jeans
             No Flip-Flops/Slippers
             No Tennis Shoes
             No Wrinkled Clothing
             No Visible Tattoos:
             Tattoos that cannot be covered with clothing must be concealed with
              a Band-Aid
             No Lycra
             No Torn, Ripped or Faded Clothing
             No Hats
             No Visible Body Piercing Except for Ears
             No Clothing with Advertisements, Sayings or Logos
             No Visible Undergarments
             No Sheer, Tight or Revealing Clothing
             No Elastic-Waste Band Bottoms
             No Stains or Visibly Worn Clothing


       LADIES
             No Spaghetti Strap Tops
             No Strapless Shirts/Dresses
             No Visible Undergarments
             No Baby Tees/Midriffs
             No Low-Cut Blouses
             No Short Skirts
             No Halter Tops
             No Off-The-Shoulder Blouses
             Clean Fingernails
             Clean Toenails
             No Chipped Nail Polish/Black Polish
             HAIR Clean & Well-Groomed
                 o Never Wet or Damp
                 o If dyed must be consistent with natural hair colors (i.e. no
                   pink, purple, blue, etc.)


                                                   MN-South | State Orientation Manual   67
MN-South Wildfire                                                                   2009



       TARDINESS POLICY




       Tardiness is never tolerated at the State Office. Punctuality is extremely
       important. You are now a sales professional, and just as you will notbe late to
       meetings with clients, you will not waste the State Office Staff’stime or your peers’
       time.

       The time listed is the designated start time for a particular course.

       You are a professional – be on time, it is expected.

       You must be in your seat before the designated start time.

       You will be turned away until the next class if you violate these
       provisions.

       If you are turned away due to tardiness, your hierarchy will be notified
       immediately via e-mail.




                                                       MN-South | State Orientation Manual   68
MN-South Wildfire                                        2009




                    AFLAC
       Compensation Structure




                            MN-South | State Orientation Manual   69
MN-South Wildfire                                                                  2009



       Aflac Commission Overview
       Aflac uses a heaped commission system, which is an approach that features
       relatively high first-year commissions and lower renewal commissions. First-year
       commissions are generally designed to give an associate incentive to pursue new
       sales production aggressively. Renewal commissions, on the other hand,
       encourage associates to sell quality business and to service policies for a higher
       persistency rate.

       Traditional and Accelerated Commissions
       Aflac offers two commissions options: traditional and accelerated. The traditional
       commission payment option offers: (1) An average 40 percent first-year cancer
       product commission rate, (2) An average 7 percent cancer product renewal rate,
       and (3) A 3.5 percent stock bonus. The accelerated commission payment option
       offers: (1) An average 53 percent first-year cancer product commission rate, (2)
       An average 3.5 percent cancer product renewal rate, and (3) A 2 percent stock
       bonus. The difference between the traditional and accelerated options is that with
       the traditional option, associates receive less commission upfront, but more money
       in renewals and stock. With the accelerated option, associates receive more
       commission upfront, but less money in renewals and stock. However, at the end of
       year two, associates who chose the accelerated option are automatically switched
       to the traditional commission option.

       Advanced Commission
       Advanced commissions are payments to an associate for a portion of the first-year
       commission before that commission is actually earned. For most lines of business,
       Aflac’s advance commission rate is 63 percent. The remaining 37 percent of first-
       year commission is credited on the associate’s commission statement.

       Paid-as-Earned Commission
       Paid-as-earned commissions are paid only when Aflac receives a premium
       payment.




                                                      MN-South | State Orientation Manual   70
MN-South Wildfire                                                                   2009



       Aflac Commission Overview Continued…
       Stock Bonus
       If an associate chooses the traditional commission payment option, the stock
       bonus is
       3.5 percent for business that renews. If an associate chooses the accelerated
       commission payment option, the stock bonus is 2 percent for business that
       renews. Once the 13th premium payment has been applied, 3.5 percent
       (traditional) or 2 percent (accelerated) will be applied toward the purchase of
       stock. Aflac’s stock bonus program was designed to provide an incentive to
       associates and coordinators to market Aflac products and to enable Aflac to retain
       experienced salespeople.

       Renewals
       Renewal commissions begin with the 13th premium payment and continue as long
       as the policy remains in force. After ten years of continuous service as an Aflac
       associate, renewal commissions become 100 percent vested.

       Aflac’s No-Pay System
       Aflac’s no-pay system is designed to check a policy 13 weeks after the effective
       date to determine if a payment has been applied. It excludes or drops unpaid
       policies that are within the first 13 weeks from the effective date. Policies are not
       considered in the no-pay calculation until 13 weeks after the effective date.




                                                       MN-South | State Orientation Manual   71
MN-South Wildfire                                                                            2009


                                                                           Traditional        Accelerated
                                                                           Commission         Commission
       Aflac Commission Breakdown                                          Payment            Payment
                                                                           Option             Option
       Here’s       •   Enroll a group of 10 eligible employees.              $520.00           $520.00
       How It       •   Let’s say it’s $520 annualized premium (AP)         x       6         x       6
       Works            per participant.                                    $3,120.00         $3,120.00
                    •   Sell six out of ten employees.                      X    40%          x    53%
                    •   That gives a total of $3,120 total production.      $1,248.00         $1,653.60
                    •   The average first-year commissions are 40%          x    63%          x    63%
                        (traditional) and 53% (accelerated).                  $786.24         $1,041.77
                    •   Aflac advances 63% up front.
                    •   That gives an upfront commission of $786.24          $1,248.00          $1,653.60
                        (traditional) or $1,041.77 (accelerated).           - $786.24         - $1,041.77
                    •   The remaining commission of $461.76                    $461.76            $611.83
                        (traditional) or $611.83 (accelerated) is           ÷       11        ÷        11
                        divided by 1/11 and paid on the monthly                 $41.98             $55.62
                        statement as earned.

       Employee     •   Unearned commission is charged back to
       Cancels          monthly statements.
       Policy       •   If no premium is ever paid, a no-pay occurs.
                    •   No-pay is the percentage of policies that are
                        written that never pay a premium.
                    •   Let’s say that you sell a total of 12 policies.
                    •   One employee cancels a policy.
                    •   The no-pay rate for the group is 8 percent.
                    •   No-pay counts for most contest
                        qualifications.

       Renewals     •   Visit the original group again.
                    •   Of the original policies, $2,090 is still on the    $2,090.00          $2,090.00
                        books at the end of the year.                      x     7.0%         X    3.5%
                    •   Renewal commissions are 7.0% (traditional)            $146.30             $73.15
                        and 3.5% (accelerated).                            ÷       12         ÷       12
                       Renewal commissions begin with the 13th                $12.19              $6.10
                        Premium payment and continue as long as
                        the policy remains in force.
                       That gives a second-year renewal
                        commission of $146.30 (traditional) or
                        $73.15 (accelerated).
                       A total of $12.19 (traditional) or
                        $6.10(accelerated) is paid on each monthly
                        statement as long as the policy remains in
                        force.

       Stock           Aflac’s stock bonus is 3.5% (traditional) or
       Bonus            2%(accelerated) for business that renews.          $2,090.00          $2,090.00
                       Once the 13th premium payment has been             x   3.5%           X   2.0%
                        applied, a specific percentage will be applied       $73.15             $41.80
                        oward the purchase of stock.

                                                                MN-South | State Orientation Manual   72
MN-South Wildfire                                                                         2009


                                                                         Traditional       Accelerated
                                                                         Commission        Commission
       Aflac Commission Breakdown                                        Payment           Payment
                                                                         Option            Option
       Reaching     •   Think about your business and how much
       Your             income you need to maintain your desired          $3,850.00         $3,850.00
       Income           lifestyle. How much annual premium (AP) do       X       52        X       52
                        you need to generate to reach your financial       $200,200          $200,200
       Goals
                        goals? Let’s use the following AP as an
                        example of income generation: $200,000.
                    •   This is certainly an attainable goal; if you
                        write about $3,850 in AP per week (52 weeks
                        a year), you will have an annual production
                        of $200,200.


       Two          •   Taking the fist year AP of $200,200 and           $200,200.00      $ 200,200.00
       Years            subtracting $40,000 (for no-pays and             - $40,000.00      - $40,000.00
                        cancellations), you are left with $160,200.       $160,200.00       $160,200.00
                    •   Remember that income is approximately            x       40%       x       53%
                        40% (traditional) or 53 % (accelerated) of         $64,080.00        $84,906.00
                        annual premium.
                    •   Then, multiplying that by 40% (traditional) or    $200,200.00       $200,200.00
                        53% (accelerated) gives you an annual            x       60%       x       60%
                        income of $64,080.00 (traditional) or             $120,120.00       $120,120.00
                        $84,906.00 (accelerated).                        x      7.0%       x      3.5%
                    •   Renewal commissions (assuming 60% of                $8,408.40         $4,204.20
                        policies remain in force) are 7.0%
                        (traditional) or 3.5% (accelerated).              $200,200.00       $200,200.00
                    •   The stock bonus would be $7,007.00               x      3.5%       x      2.0%
                        (traditional) or $4,004.00 (accelerated).           $7,007.00         $4,004.00



       Note: At the end of Year Two, associates who chose the accelerated commission
       option are automatically switched to the traditional commission option.

       Disclaimer
       The income illustrations are for illustrative purposes only and may not represent
       actual commissions, stock bonuses, or renewal income for an associate. Actual
       income amounts may be higher or lower, based on a number of different factors,
       including but not limited to persistency/attrition of policies, types of policies sold,
       commission rates on policies sold, and commission splits and/or sit. codes used on
       transmittals.




                                                             MN-South | State Orientation Manual   73
MN-South Wildfire                                                                   2009



       Associate Bonus Club (ABC)
       The ABC, or Associate Bonus    Club, is a program that provides an opportunity for
       associates to earn a monthly   bonus based on the production of associates they
       have nominated to Aflac. For   the associate, all that’s required is the actual
       nomination. The DSC or RSC     will do the interviewing and contracting of the recruit.

       The nominating associate gets a 5 percent bonus based on the annualized
       premium produced by the new recruit for the first 52 weeks of service. The ABC
       applies to business processed under the recruit’s Situation Code 0, minus any
       charge-backs. The bonus is paid monthly. The check is sent directly to the
       nominating associate.




                                                       MN-South | State Orientation Manual   74
MN-South Wildfire                                                                   2009



       Minnesota-South Split Arrangement

       For the associate’s first group (initiated by the associate), the associate’s DSC will
       assist with all aspects of the employer presentation, employee presentation, and
       enrollment. The associate will assist in every aspect of the process, to the extent
       of their ability. As long as the group is less than 30 employees, the associate will
       retain 100 percent of the commission for business written. (If the group is larger
       than 30 employees, the split will be agreed upon prior to the first presentation.)

       The associate may request assistance from their DSC for subsequent groups as
       needed. If the DSC helps the associate secure the payroll authorization but does
       not participate in the enrollment, the coordinator should not take a split. It is the
       coordinator’s responsibility to help establish Aflac accounts, and he/she receives
       and override for doing so.

       Coordinators should not take splits from associates when:

          • The associates services a WWHQ account and does not participate in the
            enrollment.
          • If the DSC assists with the enrollment portion of the process, the
            commission written from the DSC’s share of the premium will be split 50
            percent/50 percent between the DSC and associate. All commission written
            by the associate will remain the associate’s.

       Extracted from the Aflac National Sales Guidelines 2008:

       “Coordinators should split business with associates only when physically enrolling
       an account with an associate or if the associate is enrolling an account that lists
       the coordinator as the original servicing associate. The Coordinator in that
       environment should take a 20 percent to 50 percent split.”

       HELPFUL HINTS

       • Put it in writing before the enrollment occurs. Obtain both parties signatures.



       _________         __________         __________         ___________________
       DSC Initials      Assoc Initials     Date Initialed     Attachment <yes or no>




                                                       MN-South | State Orientation Manual   75
MN-South Wildfire                                                                  2009


                       EXCERPT FROM NATIONAL SALES GUIDELINES
                              Effective 1/1/08 – 12/31/08


       2.0 COORDINATOR COMMISSION SPLITS AND RECRUITING


       Splitting Business BETWEEN Coordinators and Associates


       Coordinators should split business with associates only when physically enrolling
       an account with an associate or if the associate is enrolling an account that lists
       the coordinator as the original servicing associate. The coordinator in that
       environment should take a 20% - 50% split. The split should be clearly understood
       by the associate before the enrollment begins and should be consistent among
       associates. The split agreement should be in writing and signed by all parties
       before enrollment.

       If a coordinator helps the associate secure the authorization but does not
       participate in the enrollment, the coordinator should not take a split. It is the
       coordinator’s responsibility to help establish Aflac accounts, and he or she receives
       an override for doing so.


       Coordinators should not take splits from associates when:

       2.13a The associate services worldwide headquarters accounts and the coordinator
       doesn’t participate in the enrollment.

       2.13b The associate secures and enrolls a payroll account independently (except in
       an MLA or key account enrollment where the OSA is not licensed in a state and the
       coordinator is licensed).




                                                      MN-South | State Orientation Manual   76
MN-South Wildfire                                        2009




                    GOAL SETTING
                        AND
       CAREER DEVELOPMENT


                            MN-South | State Orientation Manual   77
MN-South Wildfire                                                                            2009


       This is for illustration purposes only. Income varies by commission and selling skills.



                                   Associate Goals for 2009

       Associate Name___________________________________________ Date: __________________

       List a goal you want to accomplish within one year: _____________________________________
       _______________________________________________________________________________

       List a goal you want to accomplish within five years: _____________________________________
       _______________________________________________________________________________

       *******************************************************************************
       Goal Setting

       My Annual Earnings Goal is $________________________ (monthly income requirement x 12)

       My $AP Sales Volume Goal is $______________________ (multiply earnings goal by 4.5)

       Num. of sales needed per year ______________________ (divide AP goal by $500 – avg./ person)

       Number of EE sales per week _______________________ (divide # of sales by 50 weeks)

       EE presentation goal per week ______________________ (multiply weekly sales by 1.6)

       Daily Activity Formula

       Annual Earnings Goal $ __________________ (use amount from above)

       Small Accounts ______________ (divide income by $1000 – average ―up-front‖ earnings per acct)

       Annual Goal Weekly Goal Daily Goal

       ER Presentations _______ (small accts multiply by 6) ______ (divide by 50) _______ (divide by 5)

       Contacts ___________ (presentations multiply by 4) ______ (divide by 50) _______ (divide by 5)

       Approaches __________ (contacts multiply by 4) _________ (divide by 50) _______ (divide by 5)

                         (figured with 50 weeks worked during the year – 5 days a week)

       *******************************************************************************

       My goal is obtain at least _______________ referrals from every group written in (new or Existing)

       My goal is to nominate at least ______________ people every year to sign up for the ABC program




                                                                MN-South | State Orientation Manual   78
MN-South Wildfire                                           2009




       INSERT ASSOCIATE INCOME ILLUSTRATION HERE




                               MN-South | State Orientation Manual   79
MN-South Wildfire                                           2009




       INSERT ASSOCIATE 10-YEAR INCOME PROJECTION




                               MN-South | State Orientation Manual   80
MN-South Wildfire                                                                         2009



       WILDFIRE SUCCESS TRACKER


       MINIMUM OF 15 POINTS DAILY = SUCCESS

           Activity is the key to success in this business. When you focus on accumulating 15 points
            every single day, you will be successful!!! AFLAC is a lucrative career, but only for those
            who work consistently and diligently!!! Hard work makes luck! Focus on the activity and the
            results are guaranteed to follow!
           You must accumulate a minimum of 75 points weekly.
           We will give you the tools you need to be successful, but you and only you can have the
            DESIRE and DISCIPLINE it takes to THRIVE!!! We can not force you to do your job; work as
            hard for yourself as you did for your previous employer (and if you like your boss, yes,
            that’s you, you’ll work even harder) ! YOU are the C-E-O of Y-O-U!


       Here’s how the points work:


       CALLS/FOLLOW-UP CALLS                            1/2 POINT EACH

       REFERRALS RECEIVED                               1 POINT EACH

       DECISION MAKER                                   1 POINT EACH
       INTRODUCTIONS

       SCHEDULED                                        2 POINTS EACH
       APPOINTMENTS

       EMPLOYER                                         2 POINTS EACH
       PRESENTATIONS

       PAYROLL                                          3 POINTS EACH
       AUTHORIZATIONS WITH
       ENROLLMENT DATE SET

       GROUPS ENROLLED                                  2 POINTS EACH

       AP WRITTEN                                       1 POINT FOR EVERY $500
                                                        IN ANNUALIZED PREMIUM
                                                        WRITTEN




                                                             MN-South | State Orientation Manual   81
MN-South Wildfire                                                                2009



       MINIMUM OF 15 POINTS DAILY = SUCCESS

       Associate Name:________________                             Week #:_____
       CALLS/FOLLOW-UP CALLS                       1/2 POINT EACH

       REFERRALS RECEIVED                          1 POINT EACH

       DECISION MAKER INTRODUCTIONS                1 POINT EACH

       SCHEDULED APPOINTMENTS                      2 POINTS EACH

       EMPLOYER PRESENTATIONS                      2 POINTS EACH

       PAYROLL AUTHORIZATIONS WITH                 3 POINTS EACH
       ENROLLMENT DATE SET

       GROUPS ENROLLED                             2 POINTS EACH

       AP WRITTEN                                  1 POINT FOR EVERY $500 IN AP WRITTEN


                          Monday     Tuesday   Wednesday      Thursday       Friday       Totals
       Calls/Follow-Up
       Calls
       Referrals
       Received
       Decision Maker
       Introductions
       Scheduled
       Appts.

       ER Presents.

       Payroll Auths.
       w/ Enrollment
       Dates Set
       Groups Enrolled

       AP WRITTEN


       WEEKLY PTS


       Premium Written:                                     Forecast Next Week:

       $_____________                                       $_______________

                                                    MN-South | State Orientation Manual   82
MN-South Wildfire                                                                2009



       As a result of my responsibilities, I can expect
       the following:

          • To attend a professional Sales School and receive the best field training
            available.
          • To have a DSC whose top priority is my success. My DSC agrees to help me
            in all areas as outlined by the DSC training procedures.
          • My DSC is to meet with me after Sales School for orientation, planning and
            will provide me with a basic set of supplies.
          • My DSC will supply me with additional leads and markets to supplement my
            leads as long as my associate activity reports are consistent with my income
            goal.
          • My DSC will work with me ―in the field‖ consistently…… so long as my
            activity levels are consistent with my income goal

       AND

       I realize that I can reach my income goal by working in my market with the
       necessary activity level (Primary Goal).

          • My DSC will provide assistance in planning daily activities for specific
            contacts and markets during my field training.
          • To be given the opportunity to advance into Management with AFLAC based
            on merit.
          • I understand that ultimately my own individual efforts and activity levels
            determine my own success.
          • To be treated as a professional in a courteous fashion and have a
            Management Team that cares about and acts upon my best interest; doing
            everything reasonably possible to assist me in becoming a successful AFLAC
            associate.
          • I understand these are the basic responsibilities and agree to meet them to
            the best of my ability.



       ________________________________________      _____________________
       Associate Signature Date


       ________________________________________      _____________________
       DSC Signature Date



                                                    MN-South | State Orientation Manual   83
MN-South Wildfire                                                                 2009



                              A PROFESSIONAL PARTNERSHIP


                       DISTRICT SALES COORDINATOR COMMITMENT


                          I hereby agree to do everything I can to help

                    ________________________________________________



                        achieve the goals we have mutually agreed upon

                           this ______day of _____________, 2008.



            _________________________________________________________
                              District Sales Coordinator


                                  ASSOCIATE COMMITMENT

                       I hereby agree to let _________________________

                            help me achieve the agreed-upon goals.

         I realize my production depends upon activities that are proven to work. These

        include using the tools the company has created to ensure my success, keeping a

                          champion attitude, and radiating enthusiasm.

                I expect ___________________________ to help me maintain

                             My commitment toward attaining my goals.


            _________________________________________________________
                                     Associate



                                                     MN-South | State Orientation Manual   84
MN-South Wildfire                                  2009




             HONORS CLUB 2009




                      MN-South | State Orientation Manual   85
MN-South Wildfire                                                                   2009




       General Rules

          1. MN-South Honor Club Qualification will be based on a new business no-pay
             rate of 13% or less as determined by Aflac Worldwide Headquarters. New
             associateswithin the first 26 weeks of service are exempt from this rule.

          2. The Aflac MN-South State Office will not condone any individual borrowing
             from or lending business to another individual to qualify for any contest.
             Evidence of this, will immediately disqualify both parties.

          3. All contests based on ―processed‖ business will use the Aflac Worldwide
             Headquarters production reports as final authority. Pended Business will not
             count toward contests. It is the qualifier’s sole responsibility to turn in
             business error-free and in a timely manner to ensure business is issued.

          4. (A) For any Honor Club or Contest awarding a trip including a guest, the
             guestmust be 18 years or older and cannot be a licensed Aflac associate
             (unless aspouse or qualifier).

             (B) The only exception to the 18-year-old+ age requirement for guests will
             be made for the State Convention ―Drive-To‖ Trip which will occur each
             August. Thistrip allows qualifiers to bring children/guests that do not meet
             the 18-year-old+age requirement.

          5. No cash awards or prizes will be awarded in lieu of the stated incentive.

          6. All trip incentives will cover the named expenses as outlined specifically for
             that contest for the qualifier and one guest.

          7. All taxes on the actual price paid for the award or incentive will be the
             responsibility of the qualifier. Any associate or coordinator who receives
             $600 or more in prizes and awards from the MN-South Incentive Fund will
             receive a 1099 at the end of the year.


       *THERE ARE NO EXCEPTIONS TO THE RULES LISTED ABOVE




                                                       MN-South | State Orientation Manual   86
MN-South Wildfire                                                                    2009




       CAREER TRACK AWARD

       The MN-South Wildfire Career Track Award gives recognition to new associates
       who produce $15,000 in gross annualized premium during their first five weeks of
       service from their contract date. The new associate must attend all new associate
       training cycle classes at their regularly scheduled times to be eligible for this
       award.




                                         AWARD

                                     The qualifier will receive a
                                       $700 gift certificate to



                    Department Store to purchase business attire and accessories.




                                                        MN-South | State Orientation Manual   87
MN-South Wildfire                                                                 2009




       QUARTERLY AND ANNUAL PEN AWARD

             The Quarterly Pen Award gives recognition to the associate that opens
                      and enrolls the most payroll accounts in a quarter.




                                          AWARD

                    The Qualifier will receive a Plaque and a Mont Blanc Pen.




            The Annual Pen Award gives recognition to the associate that opens and
                      enrolls the most payroll accounts during the year.




                                                     MN-South | State Orientation Manual   88
MN-South Wildfire                                                               2009




       Executive Producers Award
       The Executive Producers Award gives recognition to a Veteran associates that
       produce $3,500 weekly for three cumulative weeks of a given month or Rookie
       associates that produce $3,000 weekly for three cumulative weeks of a given
       month.
       -Or-
        $14,000 total for the month.


       AWARDS
       1ST MONTHLY QUALIFICATION: MINNESOTA-SOUTH E.P.A. PLAQUE

       2ND -11TH QUALIFICATIONS: ADDITIONAL PLATES FOR E.P.A. PLAQUE

       12TH QUALIFICATION: PLATE FOR PLAQUE + $100 CASH

                                                   MN-South | State Orientation Manual   89
MN-South Wildfire                                                                 2009




       Executive Directors Award
       The Executive Directors Award gives recognition to District Sales Coordinators that
       achieve 100% of MPI for 3 weeks out of the month or at 100% MPI for the total
       month.

       The Executive Directors Award gives recognition to Regional Sales Coordinators
       that achieve 100% of MPI for 3 weeks out of the month or at 100% MPI for the
       total month or have 26 Sales School Attendees during the contest period.


       1ST MONTHLY QUALIFICATION: MINNESOTA-SOUTH E.D.A. PLAQUE

       2ND -11TH QUALIFICATIONS: ADDITIONAL PLATES FOR E.D.A. PLAQUE

       12TH QUALIFICATION: PLATE FOR PLAQUE + $100 CASH



                                                     MN-South | State Orientation Manual   90
MN-South Wildfire                                                                  2009




       PRODUCTION AWARD SERIES


       Top Producers Monthly
            will be recognized at the state meeting

       Top Three Producers Quarterly
            will receive an award and be recognized at the state meeting

       Top Ten Producers Annually
            will be recognized at the state meeting

       Top Rookie Producer Monthly
            * must have less than 52 weeks of service
            will be recognized at the state meeting

       Top Three Rookie Producers Quarterly
            *must have less than 52 weeks of service
            will receive an award and be recognized at the state meeting

       Top Rookie Producer Annually
            will receive an award and be recognized at the state meeting



       *All Production Awards are only open to associates, unless the associate is
       promoted during the year.




                                                      MN-South | State Orientation Manual   91
MN-South Wildfire                                                                 2009




       WILDFIRE MASTER TRAINER AWARD
       For Coordinators Only




       TOP 2 DSCS by cumulative scoring percentage

       TOP 1 RSC by cumulative scoring percentage

       The Top Coordinators in the above listed categories will be awarded with
       recognition and an award at the state meeting.




                                                     MN-South | State Orientation Manual   92
MN-South Wildfire                                                             2009




       Fireball Award Objective Information from Honors
       Club Book

       Agent:_________________________     Contract Date: ___________________

                                           Entry Date: ______________________




       Amount       Award          Weeks to           Completion           Completion
                                   Objective          Week                 Week
                                                      (Objective)          (Actual)


       $5,500       Fast Start     5
                    $100 + 500
                    Business Cards

       $11,000      Super Fast     5
                    Start
                    $200

       $15,000      Career Track   5
                    $700 Macy’s    (Start the week
                    Gift Card      following hire
                                   date)




                                                 MN-South | State Orientation Manual   93
MN-South Wildfire                                                             2009




       Fireball Award Objective Information from Honors
       Club Book

       Agent:_________________________     Contract Date: ___________________

                                           Entry Date: ______________________




       Amount       Award            Weeks to         Completion           Completion
                                     Objective        Week                 Week
                                                      (Objective)          (Actual)


       $25,000      Fireball         13
                    Plaque & Pin



       $47,500      Super Fireball   26
                    Plate & Pin



       $80,000      Triple Crown     39
                    Plate & Pin
                    Trip to WWHQ

       $120,000     All Star         52
                    Plate & Pin




                                                 MN-South | State Orientation Manual   94
MN-South Wildfire                                    2009




             L.E.A.S.E. SCRIPTS




                        MN-South | State Orientation Manual   95
MN-South Wildfire                                                                2009




       L.E.A.S.E. Scripts: Approach to Receptionist



       Approach to Receptionist

       Associate: Good morning, maybe you could help me. I just stopped
       by to see Ms.Reynolds. Is he/she in?
       (As you are speaking, take a step back—this is a nonthreatening gesture, andhelps
       lower resistance.)

       Receptionist: Who are you with?
       Associate: Aflac, I’m sure you are familiar with our duck commercials.




                                                    MN-South | State Orientation Manual   96
MN-South Wildfire                                                                2009



       L.E.A.S.E. Scripts:
       Handling Receptionist Questions & Objections

       Handling Receptionist Questions and Objections

       Receptionist: Do you have a business card?
       Associate: I’m sorry I don’t. I just stopped by to see her. Would you
       see if Ms. Reynolds has just a moment to greet me?

       Receptionist: Do you have some information you can leave?
       Associate: I don’t have any information I can leave since I only
       stopped by to schedule an appointment. Will you see if she has a
       moment to greet me?

       Receptionist: What is this about? —or— What does your company
       do?
       Associate: I’m glad you asked. Over the past 12 months we’ve added
       more than 987 companies here locally to our client list by providing
       sensible employee enhancements that help build loyalty to your
       organization. Again, I just stopped by to schedule an appointment.
       Would you see if Ms. Reynolds has just a moment to greet me?




                                                    MN-South | State Orientation Manual   97
MN-South Wildfire                                                                2009



       L.E.A.S.E. Scripts:
       Handling Receptionist Questions & Objections

       Handling Receptionist Questions and Objections

       Receptionist: You are the fifth Aflac person to walk in here this week.
       Associate: I would be surprised if that number were any less because
       your company fits the profile of the majority of companies we work
       with. Would you see if Ms. Reynolds has just a moment to greet me?

       Receptionist: She doesn’t see anyone without an appointment.
       Associate: I can appreciate that. In fact, that’s the reason I stopped
       by. I’d like to schedule an appointment with her. Do you schedule her
       appointments or does someone else do that for her?

       Receptionist: She will want to know exactly what this is about.
       Associate: I’m more than happy to share the details needed to
       determine if an appointment is worth our time. The challenge I’ve had
       in the past when I’ve tried to communicate the details through
       someone else is that it usually ends up becoming even more
       scrambled. If she doesn’t typically come out to greet anyone for a
       moment, I understand, but would you mind asking?




                                                    MN-South | State Orientation Manual   98
MN-South Wildfire                                                                 2009



       L.E.A.S.E. Scripts:
       Handling Receptionist Questions & Objections

       Handling Receptionist Questions and Objections

       Receptionist: You will need to talk to our office manager about that.
       Associate: Great! Would you see if the office manager has a moment
       to greet me?
       (If you see the office manager, follow the Approach to Receptionist to gain
       anappointment with the business owner.)

       Receptionist: What are you selling?
       Associate: We provide sensible employee enhancements that help
       build loyalty to your organization. I just stopped by to set an
       appointment with Ms. Reynolds. Could you see if she has a moment to
       greet me?

       Receptionist: Will she know why you are calling?
       Associate: I just stopped by to set an appointment with Ms. Reynolds.
       If she doesn’t typically come out to greet anyone for a moment, I
       understand, but would you mind asking?

       Receptionist: She would not be interested.
       Associate: That may be, but it might be difficult to make that decision
       without understanding the reason I stopped by. Could you see if she
       has just a moment to greet me?
       —or—
       That’s a possibility, but what I have found would be best is to give Ms.
       Reynolds the information she needs to make an informed decision.
       Could you see if she has just a moment to greet me?




                                                     MN-South | State Orientation Manual   99
MN-South Wildfire                                                                   2009



       L.E.A.S.E. Scripts:
       Handling Receptionist Questions & Objections

       Handling Receptionist Questions and Objections

       Receptionist: We already have good insurance.
       Associate: That’s great! In fact, the better your medical insurance is,
       the better our program works. Could you see if she has just a moment
       to greet me?

       Receptionist:
       (If the receptionist’s response is still no, after you have covered several
       objections, respond with the following.)

       Associate: If Ms. Reynolds can’t see me for a moment, I understand
       and I’ll be happy to stop by another time. Could you tell me whether
       first thing in the morning or late afternoon is the best time to catch
       her?
       Receptionist: (Response.)
       Associate: Great. I will stop by then. Thank you.




                                                       MN-South | State Orientation Manual   100
MN-South Wildfire                                                           2009



       L.E.A.S.E. Scripts:
       Approach to The Business Owner


       Approach to The Business Owner

       Associate: Ms. Reynolds, thanks for taking the time to greet me. My
       name is ____________, and I’m with American Family Life Assurance
       Company of Columbus. You may know us better as Aflac. I realize
       you’re very busy, so let me cut to the chase. Who handles the
       catastrophic program for your employees?
       Business Owner: What’s that?
       Associate: Typically, it’s a program designed to help cover the family
       expenses associated with a serious illness or injury. (Pause.) It sounds
       as if you haven’t been made aware of this type of program or how
       Aflac could benefit you as a business owner. In less time than it would
       take you to finish a cup of coffee, I could give you an overview,
       explain how we can help, and answer any questions you have so you
       can make an informed decision. Do you have time available _______?
       (Give a specific time and date)

       Business Owner: What family expenses?
       Associate: I would be glad to show you if you would give me the
       courtesy of a simple 15-minute appointment.

       Business Owner: How long will it take?
       Associate: It will take me 15 to 20 minutes to provide you with the
       necessary information to make an informed, educated decision. Could
       we schedule for next week, let’s say Thursday at 10:00a.m.?




                                               MN-South | State Orientation Manual   101
MN-South Wildfire                                                            2009



       L.E.A.S.E. Scripts:
       Approach to The Business Owner


       Approach to The Business Owner

       Business Owner: Can you give me specific details?
       Associate: We have more than 5,027 businesses here locally who
       currently make Aflac available to their employees at little to no cost to
       the company. It will take me only 15 to 20 minutes to provide you
       with the necessary information to make an informed decision. Would it
       be possible for us to schedule for later in the week?




                                                MN-South | State Orientation Manual   102
MN-South Wildfire                                                              2009



       L.E.A.S.E. Scripts:
       Handling Objections by Business Owner to
       Scheduling an Appointment


       Handling Objections by Business Owner to Scheduling an Appointment

       Business Owner: We’re not interested.
       Associate: Ms. Reynolds, I can appreciate that you are not interested,
       as many of our existing clients, expressed the same feeling when I
       first contacted them. However, they did all agree that the only way to
       decide if this would positively impact their company was to get all the
       facts so they could make an informed decision, and that’s merely all
       I’d like you to do. If I could have the courtesy of just 15 minutes of
       your time, I can highlight the advantages of our program so you’ll
       have all the necessary information to make an informed decision. If
       you like it, great! If you don’t, that’s fine too. Either way you’ll have
       the information. Fair Enough? Could we take a look at your calendar?




                                                  MN-South | State Orientation Manual   103
MN-South Wildfire                                                              2009



       L.E.A.S.E. Scripts:
       Handling Objections by Business Owner to
       Scheduling an Appointment


       Handling Objections by Business Owner to Scheduling an Appointment

       Business Owner: Follow up with me in _____ weeks.
       Associate: I would be more than happy to follow up with you in
       _____ weeks; however, if you’re like most business owners, your
       schedule stays hectic, just like mine, and if I wait to contact you in
       _____ weeks, it’s likely that our calendars will already be booked.
       What I’d like to suggest is a way that other busy owners and I have
       been able to get together, which is to set up a tentative appointment
       for _____, and I’ll make sure to confirm prior to the appointment. That
       way, we will both avoid the likely conflicts in our schedules if we were
       to wait. Could we take a look at your calendar? (Close for appointment.)

       Business Owner: Specifically, what is this about?
       Associate: Ms. Reynolds, it would be a disservice to my company for
       me to explain specifically how this program can benefit you in one or
       two minutes as we have employee enhancement plans and employer
       services that will save you money; however (don’t pause), if you would
       allow me just five minutes to ask a few basic questions, I’ll be able to
       determine if there is even a fit for our program. This way, you’ll have
       the necessary information to decide if Aflac can make a positive impact
       for your company and if it does—great! If not, I will even show myself
       out! Fair enough? Perhaps we could schedule for next Friday at
       11:00a.m.?




                                                  MN-South | State Orientation Manual   104
MN-South Wildfire                                                                2009



       L.E.A.S.E. Scripts:
       Handling Objections by Business Owner to
       Scheduling an Appointment
       Handling Objections by Business Owner to Scheduling an Appointment

       Business Owner: We’ve looked at Aflac before.
       Associate: Great! How long have you had the program in place? (Look
       dumbfounded.) I’m a little confused—what specifically did you not like
       about a program that paid cash benefits directly to employees to cover
       the family expenses associated with a serious illness or injury (don’t
       pause) especially when it was at little or no cost to you as a business
       owner?
       (The answer will most often identify where the previous associate made his
       mistake or failed to address the employer’s concern.)

       Business Owner: (If the business owner references any of the following or
       like statements, exit immediately and contact the named associate.)
       We were going through a layoff, downsizing, merger, etc., and asked
       the other associate to follow up with me at specified time.
       —or—
       We look at our benefits one time a year and asked the other associate
       to contact me again at the specified time.
       —or—
       We had to table it until the specified time.
       (If, without reservation, you have determined from the business owner’s response
       that the previous associate(s) did not follow-up or there was no interest among
       the account, proceed with the following.)

       Associate: Unfortunately, some of our people tend to make this
       program out to be much more complicated. That is why I stopped by.
       If I could have the courtesy of just 15 minutes of your time, I can
       highlight the advantages of our program so you’ll have all the
       necessary information to make an informed decision. If you like it,
       great! If you don’t, I’ll even help you throw me out! Fair enough?
       Do you have any time available next Wednesday, around 2:00p.m.?


                                                    MN-South | State Orientation Manual   105
MN-South Wildfire                                                               2009



       L.E.A.S.E. Scripts:
       Handling Objections by Business Owner to
       Scheduling an Appointment
       Handling Objections by Business Owner to Scheduling an Appointment

       Business Owner: We have a specific agent or broker who handles all
       of our benefits.
       Associate: That’s great, in fact, we partner with brokers all the time
       to create the most comprehensive programs in the market place. I
       would be happy to have our broker development coordinator contact
       your broker to see if we’re even a fit. If you have your broker’s name
       and phone number, I would gladly pass it along.
       Business Owner: (Usually they will provide you with a name and phone
       number. Make sure to turn this information over to Broker Development
       Coordinator, Trish Jesperson immediately.)

       Business Owner: We already have disability insurance.
       Associate: Many of our clients offer disability as well. Unfortunately,
       disability plans aren’t designed to cover family expenses—they only
       cover a portion of your employees’ incomes and only if they are the
       ones sick or hurt. If I could have the courtesy of just 15 minutes of
       your time, I can highlight the advantages of our program so you’ll
       have all the necessary information to make an informed decision. If
       you like it, great! If you don’t, I’ll even help you throw me out! Fair
       enough? Could we set up an appointment for next Thursday at
       10:00a.m.?




                                                   MN-South | State Orientation Manual   106
MN-South Wildfire                                                                  2009



       L.E.A.S.E. Scripts:
       Cornering Technique for Business Owner


       Cornering Technique for Business Owner

       Business Owner: (When an owner refers you to a lower-level department—
       controller, human resources, consultant—respond with the following.)

       Associate: Just so I’m not in an awkward position, if your human
       resources manager sees value in our program and feels it will have a
       positive impact for your company, does she have the authority to give
       me the approval? (Wait for a reply.)
       Business Owner: (If the reply is yes, ask for an introduction or confirm that
       the owner will mention your name to the individual with respect to setting up a
       meeting.)
       (If the reply is no, you must establish the next step. Usually the owner will say
       that it will still have to go through her.)

       Associate: Then is it safe for me to assume that if the human
       resources manager sees value in your program, and recommends that
       you hear the details that you will then be willing to meet with me
       personally so I can explain it from an owner’s perspective?




                                                      MN-South | State Orientation Manual   107
MN-South Wildfire                                       2009




                    SALES SCHOOL
                    INFORMATION



                           MN-South | State Orientation Manual   108
MN-South Wildfire                                                                                            2009




                                             LOCAL ACCOUNTS 2008*
            *This is only a representative list of more than 5,027 local accounts in Southern Minnesota

       Advertising                              Construction, Contracting, Building      Manufacturing
       New Intran Media-Wayzata                 Materials                                Acme Electronics (AEI)-Golden Valley
                                                CJ’s Sheet Rocking-Byron                 Aspen Equipment-Bloomington
       Animal Hospitals & Clinics               Creative Power Coating-Maple             Atritech-Plymouth
       Hudson Road Animal-Woodbury              Grove                                    DHY, Inc.-Lakeville
                                                Gutter Topper-Burnsville                 JBJ Manufacturing-Fairibault
       Associations & Clubs                     Imperial Counters-Hastings               McNeilus Steel-Dodge Center
       American Legion Post 513-New             North American Builders-Waseca           Midwest Expanded Metal-Waconia
       Brighton                                 Rainbow Cleaning-Rogers                  Millier Diversified, Inc.-Crystal
       Make A Wish Foundation-Minneapolis       Stuves Paint-Rochester                   Modern Machine & Engineering
       United Way-St. Croix Valley                                                       Pure Humidifier Comapany-Chaska
                                                Dry-Cleaning                             Stewart’s Forest Products-Fort Ripley
       Attorneys & Trial Consulting             Shorty Cleaners-Stillwater               Talon Manufacturing-Spring Park
       Litigation Insights-Eagan                                                         Wenona Canoe-Winona
                                                Education
       Automobile Sales & Service               Christian Heritage Academy-              Packaging
       AAA Auto Salvage-Rosemount               Rosemount                                ReTurn, Inc.-Plymouth
       Bloomington Chrysler Jeep-               Laura Baker School-Northfield
       Bloomington                              Minnesota Life College-Richfield         Pool & Spa Supply
       Delano Motor Center-Delano                                                        All Poolside Services- St. Paul
       Majerus Garage- Bellchester & Lake       Food & Beverage
       City                                     European Roasteries-LeCenter             Printing
       Midas-Multiple Locations                 Scandia Café-Scandia                     Chippewa Graphics-New Hope
       Steve’s Auto Care- St. Paul
                                                Electrical & Plumbing                    Retail
       Bakery                                   Cal-Tex Electrical-Prior Lake            Filament, Inc.-St. Louis Park
       Wuollet Bakery-Minneapolis               Groff Heating & Cooling-Rosemount        Furniture Manor-Osseo
                                                Sauber Plumbing-Farmington
       Banks                                    Schmitz Electric-Adams                   Salon & Day Spas
       Brickwell Community Bank-Minneapolis                                              Bay Salon & Spa-Champlin
       Community Security Bank-New Prague       Hotels & Lodging                         Great Clips-Stillwater
       Eastwood Bank-Rochester                  St. Paul Hotel- St. Paul                 Hair Studio 52-Rochester
       First Resource Bank-Savage                                                        Salon L’Image-Minnetonka
       Rosemount National Bank-                 Industrial Distribution                  Simonsons-Multiple Locations
       Rosemount & St. Paul                     Gopher Bearing Company-St. Paul
       State Bank of Delano-Delano                                                       Staffing
                                                Investments, Realty, Title               Organizational Concepts-Minneapolis
       Chiropractors                            Companies                                Technology
       Carlson-Chiro-Maple Plain                Derrick Investments-Edina                AMCOM-Edina
       Chiropractic Health & Wellness Clinic    Cottage Homesteads-Edina                 Washburn Computer-Monticello
       -Edina                                   NW Title-Vadnais Heights
       Healing Touch Chiropractic-Eagan         Space Unlimited-Minneapolis              Towing
       Nelson Chiropractic- Burnsville                                                   Gopher Towing-Minneapolis
                                                Landscaping
       Churches                                 Mom’s Landscaping-Chanhassen             Trucking
       Guardian Angels-Oakdale                  Seasonal Outdoor Care-Shakopee           AIT Worldwide Logistics-Eagan
       St. Thomas Becket-Eagan                  Medical Physicians & Offices             A&H Cartage –Eagan
                                                Lakeville Integrative Medicine-          Conzemius Companies-Hastings
       Dental Offices                           Lakeville                                MCU-St. Paul
       Orono Dental-Orono
       Southill Dental- Stillwater              Nursing Homes                            Warehousing
                                                Stewartville Care Center-Stewartville    Anderson Produce-Roseville

                                      American Family Life Assurance Company of Columbus (Aflac)
                              Worldwide Headquarters • 1932 Wynnton Road • Columbus, Georgia 31999-0001

                                                                             MN-South | State Orientation Manual           109
MN-South Wildfire                                        2009




                    C.I.T. PROGRAM




                            MN-South | State Orientation Manual   110
MN-South Wildfire                                                                  2009



       MN-South CIT Program
       Introduction to the CIT Program


       If you’re thinking that a career in management might be right for you, read on
       to understand and determine the next step in your career.

       The CIT Program is designed to provide every prospective District Sales
       Coordinator with the tools and training needed to be successful. As you progress in
       the training, you will be educated on leadership, nominating, education and field
       training, team building, planning, time management and much more.

       The goal of the CIT Program is to help future DSCs develop highly trained,
       professional sales and marketing teams that will deliver the Aflac message and
       promise to both businesses and individuals.

       This opportunity allows you to determine if a path in management is right for
       you. The program also ensures that you will attain early success as a DSC, while
       also allowing you to increase your income and renewals more quickly.


       What is the role of a CIT?
       Just the Scripts
       As a CIT, we would expect the following of you:

                Nominate potential new associates monthly to your RSC.
                Help in the training and development of new associates.
                Attend all State meetings, Regional Meetings, and District Meetings.
                Attend all training modules and meet your quarterly requirements
                 consistently.
                Be a Team Player.




                                                      MN-South | State Orientation Manual   111
MN-South Wildfire                                                                    2009




       CIT Prerequisites
       Assignment                                  Date Completed        Remarks
       You will become eligible for the CIT
       Program after your 14th week of service.
       You must submit at least two nominees
       under the ABC Program.
       You must have opened a minimum of
       four new payroll accounts.
       You must produce a minimum of $40,000
       in gross annualized premium.

       You must be Basic Flex certified.

       You must be Advanced Flex certified.

       You must own a SmartApp Next
       Generation Laptop Unit.
       You must be SmartApp Next Generation
       certified.
       You must submit an CIT application to
       your coordinators.
       You must submit a business plan to their
       DSC, RSC, STC and SSC.
       Provide a print out of your Aflac
       University transcript and Report Card
       and turn in with your business plan to
       the State Office.

       You must complete a CIT contract.

       You must commit to using the L.E.A.S.E.
       Training Program while in the field with
       new associates.
       If attended New Associate Sales School
       prior to July 2007, must complete the
       LEASE program again during a regularly
       scheduled sales school.
       You will attract high-quality recruits to
       help build your team and market Aflac’s
       products.
       You will be expected to learn, develop
       and display leadership skills worthy of
       an Aflac Sales Coordinator.


                                                        MN-South | State Orientation Manual   112
MN-South Wildfire                                2009




                    MN-South | State Orientation Manual   113
MN-South Wildfire                                                                    2009




       CIT Prerequisites
       Assignment                                  Date Completed        Remarks
       You must learn , deveop and display self-
       management and self-motivation skills
       worthy of an Aflac coordinator.
       You will learn and execute proper time
       management and scheduling skills.
       You will display the ability to stay
       focused.
       You must display the ability to develop
       markets.
       You must display a willingness to
       develop a successful sales organization.
       This includes developing associates,
       motivating them, training them, planning
       their activities, and communicating with
       them.
       You must display your loyalty to Aflac
       and work as a full-time associate.
       You must complete all 12 modules in the
       CIT Program.




       I verify that all the required prerequisites listed above have been completed.

       Agent Signature:____________________________________________________

       DSC Signature:_____________________________________________________

       RSC Signature:_____________________________________________________

       STC Signature:_____________________________________________________

       SSC Signature:_____________________________________________________




                                                        MN-South | State Orientation Manual   114
MN-South Wildfire                                                                   2009




       CIT Requirements
        1st Quarter                                3rd Quarter

        $30,000 AP                                 $50,000 AP
        6 New Accounts                             6 New Accounts
        3 Nominations                              3 Nominations


        2nd Quarter                                4th Quarter

        $40,000 AP                                 $60,000 AP
        6 New Accounts                             6 New Accounts
        3 Nominations                              3 Nominations



       MN-South CITs must meet each quarterly requirement to continue in the program.
       CITs cannot miss more than 2 quarters to remain in the program.

       Override
       CIT Overrides all Associates that are:
          • Nominations
          • Gifted Recruits from RSC
       CIT Overrides their personal production when:
          • When 1st recruit reaches Fast Start




                                                       MN-South | State Orientation Manual   115
MN-South Wildfire                                                                  2009




       CIT Application

       CIT Candidate:______________________________              Writing No.: _________

       DSC:___________________________________________________________

       RSC:___________________________________________________________



       Contract Date:____________________________________________________

       Number of Payroll Accounts Opened: __________

       Amount of Production: $________

       Names of Associates Nominated (must have nominated at least two people):

       __________________________________________________________________
       Aflac Awards Won:
       __________________________________________________________________
       __________________________________________________________________
       __________________________________________________________________
       Why would you like to enter the CIT program?
       __________________________________________________________________
       __________________________________________________________________
       __________________________________________________________________
       State some of the positive qualities you would bring to the Aflac sales coordinator
       team:
       __________________________________________________________________
       __________________________________________________________________
       __________________________________________________________________
       __________________________________________________________________


                                                      MN-South | State Orientation Manual   116

				
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