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Training Paths
Welcome! Congratulations on your decision to engage in a partnership with Colonial Life. This recommended training plan was designed to lay out a roadmap to success with Colonial Life - including suggested activities, trainings, and goals* based on Agent Assist data. Using this plan will help you learn the Colonial Life sales cycle, provide a foundation when meeting with business owners and position you to share the value of partnering with Colonial Life. We have seen successful agents complete these activities and trainings within the listed timeframes. You can complete them at your convenience but outlined in this plan is the recommended path to help you get off to a fast start. The first four weeks of recommended training will consist of a deep dive into how Colonial Life goes to market. For the remaining weeks of the year, the activities will be duplicative with additional development as business expands up market. For any acronyms referenced in this training, see the Guide to Personal Success (GPS).
Choose a role below to access its checklist
► Opener
► Benefits Counselor
► Coordinator
► ADM
► DGA
The information contained in this training is proprietary and confidential. It is intended solely for the purposes of training and educating contracted solo sales representatives and benefits counselors (insurance producers in WA) as it relates to the business of Colonial Life & Accident Insurance Company and/or The Paul Revere Life Insurance Company. Any other use of the information contained herein is strictly prohibited. This information is not authorized to be shown or given to prospective insureds, employers of prospective insureds, other insurance carrier representatives, worksite marketing competitors, to anyone not employed by or contracted with Colonial Life & Accident Insurance Company or The Paul Revere Life Insurance Company, or by other Unum Group business units. All training for individuals or entities contracted with Colonial Life or Paul Revere is completely voluntary unless expressly required for legal or regulatory compliance purposes. For Internal Use Only. Last Updated 7/26.
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► Note to sales managers
Note to sales managers As a sales manager developing a new team member, this training plan and the linked resources will help you provide your new rep with an understanding and mastery of the recommended activities. The weekly list will show how to support the new agent through role play, fieldwork and certification in the activities that will drive them toward their goals. The content provided within the links may be helpful to their understanding and allow them to start building their own toolbox of resources that they can put into practice. The goal at the end of the suggested four weeks period is for the agent to have had the opportunity to see, practice and independently run each part of the sales cycle. Once working independently, the focus should ideally shift to the continued development of the agent with regular 1:1s.
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*All activity goals within the checklist are recommendations and based on the activity levels suggested within the Selling System. What does it take to close a new client? 150 leads = 375 touchpoints = 5 Discovery Meetings (DM1s) ran = 3 Solutions & Close Meetings (DM2s) ran = 1 new client. What could this translate to on a weekly basis? 100 dials on Monday, 15 drops and 50 dials on Tuesday, Wednesday and Thursday and 80 dials on Friday.
New Opener Training Path
Select a timeframe to view the checklist.
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Training & Resources
Activities
When access to Colonial Life University (CLU) is granted, you will be auto-assigned ☐ Getting Started with Colonial Life ☐ Guide to Personal Success (GPS) ☐ New Agent Foundations (NAF) ☐ Selling System Using your ADM/DGAs recommendations, complete ☐ Suggested Product training
☐ Build a warm leads list with 100 businesses you've worked with or have a relationship with ☐ Drive 375 and Lead Advantage overview with manager ☐ Review A Closer Look
Goals & Outcomes
☐ Meet team / office tour ☐ Review “Welcome to Colonial Life” email ☐ Review “First Steps as a New Agent” email ☐ ☐ Access Propr ☐ ☐ Download Agent Assist app ☐ ☐ Order business cards ☐ Complete Income Activity Estimator in Agent Assist with ☐ ADM/DGA ☐ Attend first Monday Morning Meeting ☐ Shadow and participate in Monday’s call clinics ☐ Claim 150 leads in Agent Assist ☐ Qualify leads using Agent Assist ☐ Shadow DGA/ADM on joint field work – ☐ drops and setting appointments ☐ Role play prospecting scripts with ADM/DGA ☐ Log all prospecting activity in Agent Assist ☐ 1:1 with ADM/DGA to debrief, review activity and plan for ☐ the next week ☐ Plan out next week using Agent Assist daily plan
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 Discovery Meetings (DM1s)
☐ Attend NAF - Remember key concepts via the resources in Opener Welcome to Colonial Life Playlist ☐ Attend or register for Selling System Day 1: ☐ ☐ Practice phone or drop lead qualification and getting past the gatekeeper via role play simulations ☐ ☐ Review DM1 section of the Perfecting the DM Reference Guide ☐ ☐ Watch DM1 videos in the DM Presentation Video Toolkit ☐ Register and attend Agent Assist Essentials – Use Agent Assist User Guide for a refresher ☐ Review Sales Rep Compliance Manual
☐ Complete Perfecting the Discovery ☐ Learn tech terminology you may hear in the DM1 with Benefits & HR Technology 101 ☐ Practice with Role Play Simulation: DM1 ☐ Prepare for Selling System Day 2 – Review Partner Package Flyer with ADM/DGA, look at DM2 section of the ☐ Perfecting the DM - Reference Guide and watch DM2 videos on DM Presentation Video Toolkit
☐ Attend Monday Morning Meeting ☐ Maintain your list of 150 leads in Agent Assist ☐ Participate in Monday's call clinics ☐ Observe 10 DM1s with ADM/DGA ☐ Role play appointment setting, DM1 and handling objections ☐ with DGA/ADM ☐ Joint field work with ADM/DGA – dials and drops ☐ Co-lead 5 DM1s with ADM/DGA ☐ Certify in DM1 with ADM/DGA ☐ Observe 5 DM2s with ADM/DGA ☐ Prepare for DM2s with ADM/DGA ☐ Log all activity in Agent Assist ☐ 1:1 with ADM/DGA to debrief, review activity and plan for ☐ the next week ☐ Start developing prospecting process and follow-up ☐ cadence with activities needed per day – Use ☐ Drive 375 Activity Calendar as a template ☐ Plan out next week using Agent Assist daily plan
☐ Complete 375 Prospecting Touchpoints ☐ Schedule 7 new DM1s ☐ Run 5 DM1s from previous week ☐ Schedule 3 Solutions & Close Meetings (DM2s)
☐ Register and attend Selling System Day 2 ☐ Complete Perfecting the Close ☐ Practice with Role Play Simulation: DM2 ☐ Review New Account Setup & Implementation Checklist ☐ Review Gathr Field Playbook and Cross-Brand Solutions Playbook ☐ Review Scripts & Tips E-Library and Content Hub
☐ Attend Monday Morning Meeting ☐ Maintain your list of 150 leads ☐ Participate in Monday's call clinics ☐ Complete joint field work – dials and drops ☐ Run 5 DM1s ☐ Role play DM2 using Partner Package Flyer with ☐ ADM/DGA ☐ Co-lead 3 DM2s with ADM/DGA ☐ Shadow enrollment with ADM/DGA ☐ Prepare for DM2s with ADM/DGA ☐ Log all activity in Agent Assist ☐ 1:1 with ADM/DGA debrief, review activity and plan for the ☐ next week ☐ Continue to develop your prospecting process and follow-up ☐ cadence with activities needed per day - See ☐ Drive 375 Activity Calendar ☐ Plan out next week using Agent Assist daily plan
☐ Complete 375 Prospecting Touchpoints ☐ Schedule 7 new DM1s ☐ Run 5 DM1s from previous week ☐ Schedule 3 DM2s
☐ Review DM best practices of the Perfecting the DM - Reference Guide ☐ Review DM videos on DM Presentation Video Toolkit - DM1 & DM2 ☐ Review Pre-Enrollment Setup Process, Post Enrollment Checklist and Post Enrollment Debrief Checklist
☐ Attend Monday Morning Meeting ☐ Maintain your list of 150 leads ☐ Participate in Monday's call clinics ☐ Complete joint field work – dials and drops ☐ Certify in DM2 with ADM/DGA ☐ Run 5 solo DM1s ☐ Run 3 solo DM2s ☐ Prepare for DM2s with ADM/DGA using ☐ Partner Package Flyer ☐ Log all activity in Agent Assist ☐ Continue to role play DM1 and DM2 ☐ 1:1 with ADM/DGA debrief, review activity and plan for the ☐ next week ☐ Continue to develop your prospecting process and follow-up ☐ cadence with activities needed per day - See the ☐ Drive 375 Activity Calendar ☐ Plan out next week using Agent Assist daily plan
☐ Complete 375 Prospecting Touchpoints ☐ Schedule 7 new DM1s ☐ Run 5 DM1s from previous week ☐ Schedule 3 DM2s ☐ Close 1 case and a 10K30 Bonus hit!
☐ Learn how to conduct a group meeting ☐ Understand referrals and how to ask for them ☐ Start Gathr and CBS training in CLU ☐ Review Client Development Playbook with ADM/DGA
Weekly Activities
☐ Attend Monday Morning Meeting ☐ Maintain a list of 150 leads ☐ Participate in Monday's call clinics ☐ Complete joint field work – dials and drops drops and ☐ continue to perfect prospecting process ☐ Personalize closing skills via role play with sales manager ☐ Run 5 solo DM1s weekly ☐ Run 3 solo DM2s weekly ☐ Conduct independent Post Enrollment debriefs ☐ Use Partner Package Flyer ☐ Log all activity in Agent Assist ☐ Follow established prospecting process with activities ☐ needed per day ☐ 1:1 with ADM/DGA debrief, review activity and plan for the ☐ next week ☐ Plan out next week using Agent Assist daily plan
☐ Drive 375 with Lead Advantage ☐ Schedule 7 new DM1s weekly ☐ Run 5 DM1s weekly ☐ Schedule 3 DM2s weekly ☐ Close 1 new case weekly
☐ Attend your territory’s Next Level Sales training ☐ Complete ICHRA Solutions Curriculum
☐ Attend Monday Morning Meeting ☐ Maintain a list of 150 leads ☐ Participate in Monday’s call clinics ☐ Complete joint field work – dials and drops and continue to ☐ perfect prospecting process ☐ Run group meeting as needed ☐ Run 5 - 7 solo DM1s weekly ☐ Run 3 - 5 solo DM2s weekly ☐ Conduct solo Post Enrollment debriefs ☐ Ask for referrals at the end of every Post Enrollment debrief ☐ Use Partner Package Flyer ☐ Log all activity in Agent Assist ☐ Continue to follow established prospecting process with ☐ activities needed per day ☐ 1:1 with ADM/DGA debrief, review activity and plan for the ☐ next week ☐ Plan out next week using Agent Assist daily plan
☐ Drive 375 with Lead Advantage ☐ Schedule 7 new DM1s weekly ☐ Run 5 - 7 DM1s weekly ☐ Run 3 - 5 DM2s weekly ☐ Close 1 new case weekly
☐ Attend New Agent Foundations: Remember key concepts via ☐the Opener Welcome to Colonial Life Playlist and GPS ☐ Attend or register for Selling System Day 1: Practice phone or ☐ drop lead qualification and getting past the gatekeeper via ☐role play simulations, review the DM1 section of the ☐Perfecting the DM Reference Guide, and watch the DM1 ☐videos in the DM Presentation Video Toolkit ☐ Register and Attend Agent Assist Essentials: ☐ use the Agent Assist User Guide for a refresher ☐ Review the Sales Rep Compliance Manual
☐ Meet team / office tour ☐ Review “Welcome to Colonial Life” email ☐ Review “First Steps as a New Agent” email Access Propr Download Agent Assist app Order business cards ☐ Complete Income Activity Estimator in Agent Assist with ☐ ADM/DGA ☐ Join first Monday Morning Meeting ☐ Shadow and participate in Monday’s call clinics ☐ Claim 150 leads in Agent Assist ☐ Qualify leads using Agent Assist ☐ Shadow DGA/ADM on joint field work – ☐ drops and setting appointments ☐ Role play prospecting scripts with ADM/DGA ☐ Log all prospecting activity in Agent Assist ☐ 1:1 session with ADM to debrief, review activity and plan for ☐ the next week ☐ Plan out next week using Agent Assist daily plan
☐ Complete 375 Prospecting Touchpoints (Drive 375 & Lead Advantage Strategy) ☐ Schedule 7 DM1s
☐ Meet team / office tour ☐ Review “Welcome to Colonial Life” email ☐ Review “First Steps as a New Agent” email Access Propr Download Agent Assist app Order business cards ☐ Complete Income Activity Estimator in Agent Assist with ☐ ADM/DGA ☐ Join first Monday Morning Meeting ☐ Shadow and participate in Monday’s call clinics ☐ Claim 150 leads in Agent Assist ☐ Qualify leads using Agent Assist ☐ Shadow DGA/ADM on joint field work – ☐ drops and setting appointments ☐ Role play prospecting scripts with ADM/DGA ☐ Log all prospecting activity in Agent Assist ☐ 1:1 with ADM/DGA to debrief, review activity and plan for next ☐ week ☐ Plan out next week using Agent Assist daily plan
MONTHS 12+
MONTHS 6-12
MONTHS 3-6
WEEK 8
MONTHS 6+
MONTHS 2-3
WEEK 4
WEEK 3
WEEK 2
WEEK 1
PRE-CONTRACT
☐ Complete Public Sector 101: Understanding the Market ☐ Complete Broker 101: Broker Partnerships ☐ Review the Discovery Decision Tree with ADM/DGA
New Benefits Counselor Training Path
When access to Colonial Life University (CLU) is granted, you will be auto-assigned: ☐ Getting Started with Colonial Life ☐ Guide to Personal Success (GPS) ☐ New Agent Foundations (NAF)
☐ Review A Closer Look
☐ Meet team / office tour ☐ Review “Welcome to Colonial Life” email ☐ Review “First Steps as a New Agent” email ☐ ☐ Access to Propr ☐ ☐ Access Colonial Life University (CLU) ☐ ☐ Order business cards ☐ Attend first Monday Morning Meeting ☐ 1:1 with ADM to debrief, review trainings and plan for the next week
☐ Understand our go-to-market strategy and the resources available at Colonial Life
☐ Attend NAF - Remember key concepts via the resources in Benefits Counselor Welcome to Colonial Life Playlist ☐ Employee Online Scheduler (Calendly) ☐ Register and attend Benefits Counseling and Enrolling Class (BC&E) ☐ Review Sales Rep Compliance Manual ☐ Review Home Office Directory
☐ Being a Benefits Counselor ☐ Benefits Counselor Compensation ☐ Introduction to Flexible Benefits ☐ Understanding Core Benefits ☐ Introduction to Core Enrollments QRG ☐ Begin product mastery training using your Sales Manager’s recommendation ☐ Review Benefits Counselor Experience Guide ☐ Use Underwriting Guide to understand common terms and product structure
☐ Attend Monday Morning Meeting ☐ Shadow / conduct an enrollment with another Benefits Counselor - virtual or in person ☐ 1:1 with ADM to debrief, review activity and plan for next week
☐ Understand the Benefits Counselor role for Colonial Life ☐ Understand products you will enroll
☐ 1:1 Benefits Counseling Demonstration for best practices during employee enrollments ☐ Role Play: Enrollment Session - Wolverine to practice scenarios and buil confidence during employee enrollment conversations ☐ Telephonic Enrollment ☐ AWS Engage Now ☐ Virtual Enrollment Process ☐ Continue working on recommended Product training ☐ Review Enrollment Checklist
☐ Attend Monday Morning Meeting ☐ Shadow / conduct enrollment with another Benefits Counselor or ADM ☐ Role play an enrollment session with ADM ☐ 1:1 with ADM to debrief, review activity and plan for the next week
☐ Understand how to best prepare for an enrollment
☐ Harmony Benefits Counselor Enrollment Basics Series ☐ Harmony Integration Enrollment Guide ☐ Getting Started on Gathr ☐ Gathr Benefits Counselor ☐ Complete recommended Product training ☐ The Track an App training will help guide you through the application status process ☐ Review and understand Post Enrollment pages to be aware of steps to take after the enrollment
☐ Attend Monday Morning Meeting ☐ Conduct an enrollment on your own shadowed by your sales manager, including submitting applications and viewing Track an ☐ App ☐ Review Track an App with Sales Manager for better understanding after the training ☐ 1:1 with ADM to review the main enrollment platforms used in your market ☐ Continue role playing with ADM - handling objections, positioning products, etc. ☐
☐ Complete BC&E class ☐ Understand the processes of different enrollment platforms to support multiple client experiences
☐ Harmony Benefits Counselor Core Enrollment Series ☐ Advanced Flexible Plans Register and attend BC&E 2.0 ☐ BC&E 2.0 – The Art of Virtual Enrollment ☐ BC&E 2.0 – Strategic Selling ☐ BC&E 2.0 – Handling Objections ☐ Review the Product Comparison Tool to familiarize yourself with Colonial Life Product details
☐ Attend Monday Morning Meeting ☐ Shadow a core enrollment ☐ Review major medical carriers in your area ☐ Complete Colonial Life enrollment(s) on your own
☐ Understand core enrollments and how they can go hand-in-hand with voluntary benefits ☐ Deepen your understanding of benefits counseling through the BC&E 2.0 trainings
☐ Complete ICHRA Certification ☐ Register and attend Product Positioning Series: Cross-Brand Solutions ☐ Register and attend additional Product Positioning Series offerings based on Sales Manager recommendations ☐ Review Benefits Counselor Certification program
☐ Attend Monday Morning Meeting ☐ Reach out to your Enrollment Strategy Consultant (ESC) to discuss enrollment opportunities ☐ Complete a core enrollment on your own if available
☐ Expand knowledge of additional certifications available in CLU ☐ Understand how to best match products to employee needs
MONTH 3
MONTH 2
New DGA Training Path
When access to Colonial Life University (CLU) is granted, you will be auto-assigned: ☐ Guide to Personal Success (GPS) ☐ New Agent Foundations (NAF) ☐ Selling System Using your Core Team's recommendations, complete: ☐ Suggested product training
☐ Build a warm leads list with 100 businesses you've worked with or have a relationship with ☐ Drive 375 and Lead Advantage overview with Core Team ☐ Review A Closer Look ☐ Refresh LinkedIn profile
☐ Meet team / office tour ☐ Review the “Welcome to Colonial Life” email ☐ Review the “First Steps as a New Agent" email ☐ Access Propr ☐ Download Agent Assist app ☐ Order business cards ☐ Complete Income Activity Estimator in Agent Assist with ☐ Core Team ☐ Attend Monday Morning Meeting ☐ Drive 375 and Lead Advantage overview with Core Team ☐ Post Indeed ad - instructions sent by RC with approved ☐ template ☐ Set up Calendly ☐ Claim 150 Agent Assist prospecting leads with Core Team ☐ Claim Agent Assist recruiting leads and follow up with leads ☐ from other sources ☐ Role play prospecting scripts and handling objections with ☐ Core Team ☐ Shadow and participate in 5 call clinics (CCs) + Recruiting ☐ CCs (RCCs) ☐ Dials and drops with Core Team ☐ Log all activity in Agent Assist ☐ 1:1 with TSM to debrief, review activity and plan for the next ☐ week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 DM1s ☐ Schedule 10 1st Interviews ☐ Focus: Dials and drops, observe DM1s
☐ Access Colonial Life University (CLU) and complete ☐ Getting Started with Colonial Life Curriculum ☐ Attend New Agent Foundations ☐ Register and attend Selling System Day 1 ☐ Review Perfecting the Discovery ☐ Review 1st Interview and practice with ☐ 1st Interview Role Play ☐ Practice with Role Play Simulation: Prospecting Drop
WEEK 5
WEEK 6
WEEK 7
☐ Attend District Development Program (DDP) ☐ Review Partner Package Flyer ☐ Review Benefits & HR Technology 101 ☐ Review Perfecting the DM ☐ Review 2nd Interview ☐ Practice with Role Play: Decision Maker 1 - Wolverine Construction 2 of 3 and ☐ Role Play: Decision Maker 2 - Wolverine Construction 3 of 3
☐ Co-lead Monday Morning Meeting ☐ Participate in 5 CCs + RCC ☐ Dials and drops with Core Team ☐ Role play DM1 presentation with Core Team ☐ Co-lead 5 DM1s with Core Team ☐ Observe 5 DM2s with Core Team ☐ Role play 1st Interview with Core Team ☐ Co-lead 10 1st Interviews with Core Team ☐ Certify in 1st Interview with Core Team ☐ Observe 5 2nd Interviews with Core Team ☐ Log all activity in Agent Assist ☐ 1:1 with TSM to debrief, review activity and plan for the next ☐ week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Focus: Dials and drops, co-lead DM1s, observe DM2s, co-lead 1st Interviews, observe 2nd Interviews, learn prep process for ☐ DM2s
☐ Attend Selling System Day 2 ☐ Review Fast Forms with Core Team ☐ Review and understand New Account and Implementation Checklist ☐ Review Contracting and Licensing process with Core Team ☐ Practice with Coaching Session Role Play ☐ Review Drive 375 Activity Calendar ☐ Review Scripts & Tips E-Library ☐ Attend Week 1 of Building Your Agency (BYA)
☐ Lead Monday Morning Meeting ☐ Lead 5 CCs + RCC ☐ Complete dials and drops solo ☐ Lead 5 DM1s from previous week using Partner Package ☐ Flyer ☐ Lead 10 1st Interviews from previous week ☐ Certify in DM1 with Core Team ☐ Role play DM2 with Core Team ☐ Co-lead 3 DM2s ☐ Role play 2nd Interview with Core Team ☐ Co-lead 5 2nd Interviews ☐ Log all activity in Agent Assist ☐ 1:1 with TSM to debrief, review activity and plan for the next ☐ week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Focus: Dials and drops, run DM1s, co-lead DM2s, run 1st Interviews, co-lead 2nd Interviews, run prep process for DM2s
Review the following with Core Team: ☐ Enrollment Setup Process ☐ Post Enrollment Checklist ☐ Post Enrollment Debrief Checklist ☐ ADM Training Path and Opener Training Path in preparation for new ADM or rep ☐ Review DM videos on DM Presentation Video Toolkit - DM1 & DM2 ☐ Review Discovery Decision Tree ☐ Attend Week 2 of BYA
☐ Lead Monday Morning Meeting ☐ Lead 5 CCs + RCC ☐ Complete dials and drops ☐ Run 5 DM1s from previous week using Partner Package Flyer ☐ Run 10 1st Interviews ☐ Certify in DM2 with Core Team ☐ Run 3 DM2s ☐ Certify in 2nd Interview with Core Team ☐ Run 5 2nd Interviews ☐ Complete contract and licensing for new recruit with Core ☐ Team ☐ Log all activity in Agent Assist ☐ 1:1 with TSM to debrief, review activity and plan for the next ☐ week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Focus: Dials and drops, run DM1s, co-lead DM2s, run 1st Interviews, co-lead 2nd Interviews ☐ Recruit an ADM candidate, 1 closed case and a 10K30 hit!
☐ New ADM to register and attend Selling System Day 1 ☐ Familiarize new ADM with scripts ☐ Debrief New Agent Foundations with new ADM ☐ Start Gathr and CBS training in CLU with Core Team member ☐ Attend Week 3 of BYA
☐ Introduce team / office tour with new ADM ☐ Lead Monday Morning Meeting ☐ Claim 150 Agent Assist leads with new ADM ☐ Claim Agent Assist recruiting leads and follow up with leads ☐ from other sources ☐ Role play prospecting scripts with new ADM or rep ☐ Participate in and coach 5 CCs with new ADM to shadow ☐ Run 5 DMs with ADM shadowing ☐ Lead RCC and have new ADM shadow ☐ Dials and drops with new ADM ☐ Log all activity in Agent Assist with new ADM ☐ 1:1 with TSM to debrief, review activity, prepare for DM2s and ☐ plan for the next week in Agent Assist ☐ 1:1 with new ADM to debrief, review activity prepare for DM2s ☐ and plan for the next week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s ☐ Schedule 10 1st Interviews ☐ Train and develop new ADM ☐ Focus: Dials and drops, lead DM1s
☐ Debrief Selling System Day 1 with new ADM ☐ Attend Week 4 of BYA
☐ Co-lead Monday Morning Meeting with ADM ☐ Claim Agent Assist leads with ADM ☐ Participate in and coach new ADM in 5 CCs ☐ Claim Agent Assist recruiting leads and follow up with leads ☐ from other sources ☐ Co-lead RCC with ADM ☐ Complete dials and drops with new ADM or rep ☐ Role play DM1 presentation with new ADM ☐ Certify new ADM in DM1 ☐ Co-lead 5 DM1s with new ADM ☐ Lead 5 DM2s with new ADM to shadow ☐ Run 10 1st Interviews with ADM to shadow ☐ Run 5 2nd Interviews with ADM to shadow ☐ Log all activity in Agent Assist with new ADM ☐ 1:1 with TSM to debrief, review activity, prepare for DM2s and ☐ plan for the next week in Agent Assist ☐ 1:1 with new ADM to debrief, review activity prepare for DM2s ☐ and plan for the next week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Train and develop new ADM ☐ Focus: Dials and drops, co-lead DM1s with ADM, lead DM2s, run 1st and 2nd Interviews, teach ADM prep process for DM2s
☐ Attend DDP Certification Practice Day ☐ New ADM attends Selling System Day 2 ☐ Debrief Selling System Day 2 with new ADM ☐ Attend Week 5 of BYA
☐ Co-lead Monday Morning Meeting with ADM ☐ Claim Agent Assist leads with ADM ☐ Participate in / co-lead 5 CCs with ADM ☐ Claim Agent Assist recruiting leads and follow up with leads ☐ from other sources ☐ Co-lead RCC with ADM ☐ Complete dials and drops with new ADM ☐ Co-lead 5 DM1s from previous week using Partner Package ☐ Flyer with new ADM ☐ Role play DM2 with new ADM ☐ Co-lead 3 DM2s with ADM ☐ Co-lead 10 1st Interviews with ADM ☐ Co-lead 5 2nd Interviews with ADM ☐ Log all activity in Agent Assist with new ADM ☐ 1:1 with TSM to debrief, review activity, prepare for DM2s and ☐ plan for the next week in Agent Assist ☐ 1:1 with new ADM to debrief, review activity prepare for DM2s ☐ and plan for the next week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Train and develop new ADM ☐ Focus: Dials and drops, co-lead DM1s and DM2s with ADM, co-lead 1st and 2nd Interviews with ADM, practice prep process for ☐ DM2 with ADM
☐ Review Pre Enrollment Checklist with new rep ☐ Review Post Enrollment Checklist with new rep ☐ Teach Opener Training Path to new ADM to use with new rep ☐ Attend Week 6 of BYA
☐ Co-lead Monday Morning Meeting with ADM ☐ Claim Agent Assist leads with new ADM ☐ Participate in / co-lead 5 CCs with ADM ☐ Claim Agent Assist recruiting leads and follow up with leads ☐ from other sources ☐ Co-lead RCC with ADM ☐ Complete dials and drops with new ADM ☐ Observe ADM conducting 5 DM1s from previous week using ☐ Partner Package Flyer ☐ Observe ADM conducting 10 1st Interviews ☐ Certify new ADM in DM2 ☐ Observe ADM conducting 3 DM2s ☐ Observe ADM conducting 5 2nd Interviews ☐ Complete contract and licensing for new recruit ☐ Log all activity in Agent Assist with new ADM ☐ 1:1 with TSM to debrief, review activity, prepare for DM2s and ☐ plan for the next week in Agent Assist ☐ 1:1 with new ADM to debrief, review activity prepare for DM2s ☐ and plan for the next week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead ☐ Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Train and develop new ADM ☐ Focus: Dials and drops, observe DM1s and DM2s with ADM, ☐ observe 1st and 2nd Interviews with ADM, observe ADM leading ☐ prep process for DM2s ☐ 1 new recruit, 1 closed case and a 10K30 hit!
☐ Complete DDP Certification ☐ New ADM to register and attend DDP ☐ Complete Weeks 0-4 with new rep ☐ Complete Public Sector 101: Understanding the Market ☐ Complete Broker 101: Broker Partnerships ☐ Complete all Product Mastery Tests
☐ Co-lead Monday Morning Meeting with ADM ☐ Claim Agent Assist prospecting leads with ADM ☐ Claim Agent Assist recruiting leads and follow up with leads ☐ from other sources ☐ Co-lead 5 CCs + RCC with ADM ☐ Role play with ADM ☐ Complete joint fieldwork with ADM ☐ Run DM1s and DM2s with ADM ☐ Run 1st and 2nd Interviews ☐ Log all activity in Agent Assist ☐ 1:1 with TSM to debrief, review activity, prepare for DM2s and ☐ plan for the next week in Agent Assist ☐ 1:1 with new ADM to debrief, review activity prepare for DM2s ☐ and plan for the next week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s weekly ☐ Schedule 10 1st Interviews and 5 2nd Interviews weekly ☐ DDP Certification ☐ Focus: Coach and develop ADM ☐ Achieve Growth Teams qualifications ☐ 2 new recruits, 2 closed cases and a 10K30 hit monthly!
☐ Attend your territory’s Next Level Sales training ☐ Register and attend Beyond the Next Level training classes ☐ Complete ICHRA Solutions Curriculum ☐ Complete DDP Certification for ADM ☐ New ADM to register and attend DDP ☐ Have new ADM attend BYA after DDP ☐ Complete Weeks 5-8 with new ADM ☐ Complete Weeks 0-4 with new rep
☐ Co-lead Monday Morning Meeting with ADMs ☐ Claim Agent Assist prospecting leads with new ADM ☐ Claim Agent Assist recruiting leads and follow up with leads ☐ from other sources ☐ Co-lead 5 CCs + RCC with ADMs ☐ Role play with ADMs ☐ Complete joint fieldwork with ADMs ☐ Run DM1s and DM2s with ADMs ☐ Run 1st and 2nd Interviews ☐ Log all activity in Agent Assist ☐ 1:1 with TSM to debrief, review activity, prepare for DM2s and ☐ plan for the next week in Agent Assist ☐ 1:1 with new ADM to debrief, review activity prepare for DM2s ☐ and plan for the next week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s weeky ☐ Schedule 10 1st Interviews and 5 2nd Interviews weekly ☐ Focus: Recruit, coach and develop ADMs ☐ Meet growth goals:2 new recruits, 2 closed cases and a 10K30 hit monthly and 1 new ADM candidate recruited quarterly
☐ Complete Weeks 5-8 with new ADM ☐ New ADM to register and attend DDP ☐ Have ADM attend BYA after DDP ☐ Complete DDP Certification for ADM ☐ Complete Weeks 0-4 with new rep
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s weekly ☐ Schedule 10 1st Interviews and 5 2nd Interviews weekly ☐ Qualify for Leadership Summit ☐ Focus: Recruit, coach and develop ADMs ☐ Meet growth goals:2 new recruits, 2 closed cases and a 10K30 hit monthly, and 1 new ADM candidate recruited quarterly
New ADM Training Path
When access to Colonial Life University (CLU) is granted, you will be auto-assigned: ☐ Guide to Personal Success (GPS) ☐ New Agent Foundations (NAF) ☐ Selling System Using your DGA's recommendations, complete: ☐ Suggested Product training
☐ Build a warm leads list with 100 businesses you've worked with or have a relationship with ☐ Drive 375 and Lead Advantage overview with manager ☐ Review A Closer Look ☐ Refresh LinkedIn profile
☐ Meet team / office tour ☐ Review the “Welcome to Colonial Life” email ☐ Review the “First Steps as a New Agent” email ☐ Access Propr ☐ Download Agent Assist app ☐ Order business cards ☐ Complete Income Activity Estimator in Agent Assist with ☐ DGA ☐ Attend Monday Morning Meeting ☐ Drive 375 and Lead Advantage overview with DGA ☐ Post Indeed ad - instructions sent by RC with approved ☐ template ☐ Set up Calendly ☐ Claim 150 Agent Assist prospecting leads with DGA ☐ Claim Agent Assist recruiting leads and follow up with leads ☐ from other sources ☐ Role play prospecting scripts and handling objections with ☐ DGA ☐ Shadow and participate in 5 call clinics (CCs) + Recruiting ☐ CCs (RCCs) ☐ Dials and drops with DGA ☐ Observe DM1s ☐ Observe 1st Interviews ☐ Log all activity in Agent Assist ☐ 1:1 with DGA to debrief, review activity and plan for the ☐ next week in Agent Assist
☐ Access Colonial Life University (CLU) and complete the ☐ Getting Started with Colonial Life Curriculum ☐ Attend New Agent Foundations ☐ Register and attend Selling System Day 1 ☐ Review Perfecting the Discovery ☐ Review the 1st Interview and practice with ☐ 1st Interview Role Play ☐ Practice with Role Play Simulation: Prospecting Drop
☐ Attend District Development Program (DDP) ☐ Review Partner Package Flyer ☐ Review Benefits & HR Technology 101 training ☐ Review Perfecting the DM ☐ Review the 2nd Interview ☐ Practice with Role Play: Decision Maker 1 - Wolverine Construction 2 of 3 and ☐ Role Play: Decision Maker 2 - Wolverine Construction 3 of 3
☐ Co-lead Monday Morning Meeting ☐ Participate in 5 CCs + RCC ☐ Dials and drops with DGA ☐ Role play DM1 presentation with DGA ☐ Co-lead 5 DM1s with DGA ☐ Observe 5 DM2s with DGA ☐ Role play 1st Interview with DGA ☐ Co-lead 10 1st Interviews with DGA ☐ Certify in 1st Interview with DGA ☐ Observe 5 2nd Interviews with DGA ☐ Log all activity in Agent Assist ☐ 1:1 with DGA to debrief, review activity and plan for the next ☐ week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Focus: Dials and drops, co-lead DM1s, observe DM2s, co-lead 1st Interviews, observe 2nd Interviews, learn prep process for ☐ DM2s with DGA
☐ Attend Selling System Day 2 ☐ Review Fast Forms with DGA ☐ Review and understand New Account and Implementation Checklist ☐ Review Contracting and Licensing process with DGA ☐ Practice with Coaching Session Role Play ☐ Review Drive 375 Activity Calendar ☐ Review Scripts & Tips E-Library ☐ Attend Week 1 of Building Your Agency (BYA)
☐ Co-lead Monday Morning Meeting ☐ Participant in / lead 5 CCs + RCC ☐ Complete dials and drops solo ☐ Lead 5 DM1s from previous week using Partner Package ☐ Flyer with DGA ☐ Lead 10 1st Interviews with DGA ☐ Certify in DM1 ☐ Role play DM2 with DGA ☐ Co-lead 3 DM2s with DGA ☐ Role play 2nd Interview with DGA ☐ Co-lead 5 2nd Interviews with DGA ☐ Log all activity in Agent Assist ☐ 1:1 with DGA to debrief, review activity and plan for the next ☐ week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Focus: Dials and drops, run DM1s, co-lead DM2s, run 1st Interviews, co-lead 2nd Interviews, practice prep process for DM2s with ☐ DGA
Review the following with DGA: ☐ Enrollment Setup Process ☐ Post Enrollment Checklist ☐ Post Enrollment Debrief Checklist ☐ Review Opener Training Path in preparation for new rep ☐ Review the DM videos on DM Presentation Video Toolkit - DM1 & DM2 ☐ Review Discovery Decision Tree ☐ Attend Week 2 of BYA
☐ Co-lead Monday Morning Meeting ☐ Participate in / lead 5 CCs + RCC ☐ Complete dials and drops solo ☐ Run 5 DM1s from previous week using Partner Package Flyer ☐ Run 10 1st Interviews ☐ Certify in DM2 with DGA ☐ Run 3 DM2s ☐ Certify in 2nd Interview with Core Team ☐ Run 5 2nd Interviews ☐ Complete contract and licensing for new recruit with DGA ☐ Log all activity in Agent Assist ☐ 1:1 with DGA to debrief, review activity, prepare for DM2s and ☐ plan for the next week in Agent Assist ☐
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Focus: Dials and drops, run DM1s, co-lead DM2s, run 1st Interviews, co-lead 2nd Interviews, run prep process for DM2 ☐ 1 new recruit, 1 closed case and a 10K30 hit!
☐ New rep to register and attend Selling System Day 1 ☐ Review scrips with new rep ☐ Debrief New Agent Foundations with new rep ☐ Review Perfecting the DM – Facilitator Guide ☐ Start Gathr and CBS training in CLU and with DGA ☐ Attend Week 3 of BYA
☐ Introduce team / office tour with new rep ☐ Co-lead Monday Morning Meeting ☐ Claim 150 Agent Assist leads with new rep ☐ Claim Agent Assist recruiting leads and follow up with leads ☐ from other sources ☐ Role play prospecting scripts with new rep ☐ Participate in / lead and coach in 5 CCs ☐ Participate in / lead RCC ☐ Dials and drops with new rep ☐ Log all activity in Agent Assist with new rep ☐ Assist new rep in refreshing LinkedIn profile ☐ 1:1 with DGA to debrief, review activity, prepare for DM2s and ☐ plan for the next week in Agent Assist ☐ 1:1 with new rep to debrief, review activity, prepare for DM2s, ☐ and plan for the next week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s ☐ Schedule 10 1st Interviews ☐ Train new rep ☐ Focus: Dials and drops, observe DM1s
☐ Review scripts with new rep ☐ Debrief Selling System with new rep ☐ Attend Week 4 of BYA
☐ Co-lead Monday Morning Meeting ☐ Claim Agent Assist leads with new rep ☐ Participate in / lead 5 CCs ☐ Claim Agent Assist recruiting leads and follow up with leads ☐ from other sources ☐ Participate in / lead RCC ☐ Complete dials and drops with new rep ☐ Role play DM1 presentation with new rep ☐ Co-lead 5 DM1s with new rep ☐ Certify new rep in DM1 ☐ Lead 5 DM2s with new rep ☐ Run 10 1st Interviews ☐ Run 5 2nd Interviews ☐ Log all activity in Agent Assist with new rep ☐ 1:1 with DGA to debrief, review activity, prepare for DM2s and ☐ plan for the next week in Agent Assist ☐ 1:1 with new rep to debrief, review activity, prepare for DM2s, ☐ and plan for the next week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Train new rep ☐ Focus: Dials and drops, co-lead DM1s, lead DM2s, run 1st and 2nd Interviews
☐ Attend DDP Certification Practice Day ☐ New rep attends Selling System Day 2 ☐ Debrief Selling System Day 2 with new rep ☐ Review New Account and Implementation Checklist with new rep ☐ Attend Week 5 of BYA
☐ Co-lead Monday Morning Meeting ☐ Claim Agent Assist leads with new rep ☐ Participate in / lead 5 CCs ☐ Claim Agent Assist recruiting leads and follow up with leads ☐ from other sources ☐ Participate in / lead RCC ☐ Complete dials and drops with new rep ☐ Observe 5 DM1s from previous week using Partner Package ☐ Flyer with new rep ☐ Role play DM2 with new rep ☐ Co-lead 3 DM2s ☐ Run 10 1st Interviews ☐ Run 5 2nd Interviews ☐ Log all activity in Agent Assist with new rep ☐ 1:1 with DGA to debrief, review activity, prepare for DM2s and ☐ plan for the next week in Agent Assist ☐ 1:1 with new rep to debrief, review activity, prepare for DM2s, ☐ and plan for the next week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Train new rep ☐ Focus: Dials and drops, observe DM1s, co-lead DM2s, run 1st and 2nd Interviews, practice prep process for DM2s with DGA
☐ Review Opener Training Path in preparation for new rep with DGA ☐ Review Enrollment Setup Process, Post Enrollment Checklist and Post Enrollment Debrief Checklist with new rep ☐ Attend Week 6 of BYA
☐ Co-lead Monday Morning Meeting ☐ Claim Agent Assist leads with new rep ☐ Participate in / lead 5 CCs ☐ Claim Agent Assist recruiting leads and follow up with leads ☐ from other sources ☐ Participate in / lead RCC ☐ Complete dials and drops with new rep ☐ Run 5 DM1s from previous week using Partner Package Flyer ☐ Run 10 1st Interviews from previous week ☐ Certify new rep in DM2 ☐ Run 3 DM2s ☐ Run 5 2nd Interviews ☐ Complete contract and licensing for new recruit ☐ Log all activity in Agent Assist with new rep ☐ 1:1 with DGA to debrief, review activity, prepare for DM2s and ☐ plan for the next week in Agent Assist ☐ 1:1 with new rep to debrief, review activity, prepare for DM2s, ☐ and plan for the next week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead ☐ Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Train new rep ☐ Focus: Dials and drops, run DM1s and DM2s, run 1st and 2nd ☐ Interviews, run prep process for DM2s ☐ 1 new recruit, 1 closed case and a 10K30 hit!
☐ Complete DDP Certification ☐ Complete Weeks 0-4 with new rep ☐ Complete Public Sector 101: Understanding the Market ☐ Complete Broker 101: Broker Partnerships ☐ Complete all Product Mastery Tests
☐ Co-lead Monday Morning Meeting ☐ Claim Agent Assist prospecting leads ☐ Claim Agent Assist recruiting leads and follow up with leads ☐ from other sources ☐ Participate in / lead 5 CCs + RCC ☐ Role play with new reps ☐ Complete joint fieldwork with new reps ☐ Run DM1s and DM2s with new reps ☐ Run 1st and 2nd Interviews ☐ Log all activity in Agent Assist ☐ 1:1 with DGA to debrief, review activity, prepare for DM2s and ☐ plan for the next week in Agent Assist ☐ 1:1 with new rep to debrief, review activity, prepare for DM2s, ☐ and plan for the next week in Agent Assist
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead ☐ Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Train new rep weekly ☐ DDP Certification ☐ Achieve Growth Teams qualifications ☐ Focus: recruit, develop and coach reps on team ☐ 2 new recruits, 2 closed cases and a 10K30 hit monthly!
☐ Attend your territory’s Next Level Sales training ☐ Register and attend Beyond the Next Level training classes ☐ Complete ICHRA Solutions Curriculum ☐ Complete Weeks 0-4 with new rep
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Train new rep weekly ☐ Focus: recruit, develop and coach reps on team ☐ 2 new recruits, 2 closed cases and a 10K30 hit monthly!
☐ Complete Weeks 0-4 with new rep
☐ Complete 375 Prospecting Touchpoints - Drive 375 & Lead Advantage strategy ☐ Schedule 7 new DM1s and 3 DM2s ☐ Schedule 10 1st Interviews and 5 2nd Interviews ☐ Train new rep weekly ☐ Qualify for Leadership Summit ☐ Focus: recruit, develop and coach reps on team ☐ 2 new recruits, 2 closed cases and a 10K30 hit monthly!
