Alec Lewis District Mgr.& Registered Principal

Farmers Insurance & Financial SRVC

Looks like the “management” is at it again in Colorado… 

Date: 01/18/2010
From: Ronald Alper

Subject: Reminder
You are expected to attend life training tomorrow at noon at the district office to help you write & issued life policies for your clients. The minimum agent life performance is 1/month and you have not met these expectations. Several agents have not issued a life policy this month, but these agents have gone the longest period of time.

xxxxxx            xxxxxx            xxxxxx            xxxxxx            xxxxxx
xxxxxx            xxxxxx            xxxxxx            xxxxxx            xxxxxx
xxxxxx            xxxxxx  

Thank You,  

Ronald Alper
Ronald Alper Insurance Agency, Inc. 303-776-5300
Farmers District Leader, Longmont, CO

When facing Challenges “Attitude” not aptitude determines Success 

Date: 01/19/2010
From: Ronald Alper

Subject: FW: LIFE DIVISIONAL RANKING .. The TUNDRA ZONE

January 2010 MTD our district has I&P 2 life policies. Farmers’ minimum performance for each agent is 18/year, I understand we  must walk (1 Life I&P/month) before we can run (1.5 life I&P/month). As you can see from the email below, James Pursell is very tired of districts not meeting the life I&P goal. Last year everyone made the commitment to I&P 1 life policy in Sep, Oct, Nov and Dec.  2 agents accomplished this and 22 did not. I can no longer accept less than 12 life I&P per agent in 2010. James and I will be forced to take action if you do not reach the districts life I&P minimum of 12 in 2010 and 18 in 2011. Our district goal is 288 in 2010 and 432 in 2011. Please decide to make your/our goals.  This message is meant to insure that you understand what is expected in Life sales, not a threat.  

EMAIL From James Pursell -State Executive Director

You guys (DM’s) going to man up in 2010 or is Chara going to have to continue taking this crap? District Managers cannot leave life results up to chance.

District Leaders prepare to win and control the life results within their district operation. Clearly Home Office does not think you are any real threat to challenge agents in life sales. How much sand are you going to swallow before you get pissed off and make your damn life goal!

Another example of a DM trying to manage by threats, intimidation and manipulation. Requiring 10 life policies by mid-year and that a Life Commitment Worksheet be completed is a production requirement. Career agents have no production requirements. I wonder if home office knows about this. Hmmmmmm !

1/7/2010

Hi,  

This year, as an incentive for agents that are helping the District to hit our goals, I will be reviewing your life production numbers halfway through the year. Any agent that has not issued at least 10 life policies will be subject to having their #500 series policies reallocated to another agent. Please fill out the attached Life Commitment sheet and return it to the District Office, via email or fax.

Where in Agent Appointment Agreement does it mention mandatory meetings and production requirements?

• Here are emails that were sent out (Mandatory Life Meetings - PDF Format)
• Here is your agreement (Agent Appointment Agreement - PDF Format)

July 2009, Yet another DM fails to understand that agents are independent contractors.

Great News -- Life Performance Bonus has been changed just for our zone for both 3rd and 4th quarter. You will love the changes, and it couldn't of come at a better time since we just kicked off our Life Calcutta promotion. Please read the rules attached and get the life issued. 

Not Great News --  Yesterday I received a severe reprimand from the state office about how poorly my district's life policy issued performance is. We are last in the state and in the bottom 10 nationally, 3 issued in July from 30 agents. I had no defense!!! Starting on August 1st, any agent who does not issue 1 life policy each month will have to attend mandatory life training the following month on the 2nd and 4th Tuesday on each month from 10am to 11am. Training will be conducted by me and members of the state office. Example, no life policies issued in August, must attend life training on 9/8 and 9/22. If you issue a life policy in September, then you are not required to attend October training. Each month stands alone and no life issued will require life training the following month. You may chose not to attend the mandatory life training, I am then obligated to document that and forward your failure to attend to the state and home office. The Farmers' Group of Companies does have the right to expect agents to be productive in all lines of business. The life issued expectation is 1/month minimum. This is not an unreasonable expectation since thousands of agents do issue at least 1 life/month. 

I do not like having this type of conversation, but it is necessary to improve our life sales performance and you are the only one that do it. I know you can, if you want to, if you focus, if you put in the effort, if you feel it is important.

Here is the document that was sent out (PDF Format)

Another DM treating agents as employees.
Hopefully you understand, like I do, the importance of Life insurance. It can make  the difference between a family staying in their home or filing for bankruptcy.
 

No one likes to think about death and so most clients don't bring it up. When we got into this business, and signed with Farmers, we understood this would be our responsibility.
As a manager of this District, the only way I know that's happening is by counting actual sales. I can only assume an agent not consistently selling has lost their interest or knowledge in effective life sales. Therefore, we will be conducting a series of mandatory, monthly life classes to help you achieve this objective.

You'll receive hands-on knowledge about what the pros do to excel in life sales. Besides protecting your clients, ideally you'll see an increase in your P&C retention, higher income, and you'll be in a stronger position for 21st Century leads when they start to flow.

Excuses for missed classes are illness or out of town. If you miss a class, please make arrangements to make it up in the district office. 

Classes will be held in the small, downstairs meeting room below the state office 9-10:30a.m.
May 28th, June 25th, July 30th' August 27th' September 24th
*We will continue classes if production remains below 2 I&P per agent per month

Here is the document that was sent out. (PDF Format)

June 29, 2009 - Another example of a misguided State Executive Director misinterpretation of the Agent Appointment Agreement, where they imply a production quota where one does not exist.

Dear XXXXX XXXXXXX, 

We appreciate your attendance at the recent Opportunity Growth Workshop. We hope you found the experience educational and motivational. The primary goal of the workshop is to refresh your understanding of what it means to be a Farmers’ Agent. Furthermore our aim is to provide you with the tools and resources necessary to carry out the obligations of your Agency Appointment Agreement as well as the duties and responsibilities referenced in the Agents guide. 

The three major overlying components of this commitment to the company as reviewed in detail at our meeting are to Solicit, to Sell, and to Service. While we discussed these in detail and provided you a copy of the Agents Duties and Responsibilities as referenced in your Agents Guide, I have again attached a copy for your reference. All of these components are incorporated in the Farmers’ Way of doing business, which is a valuable process towards agency growth. 

What is important to remember is that both the Agent Appointment agreement itself along with subsequent initiatives developed by the Companies are put in place to help position you, the Agent, for success. If you decide to dedicate yourself to reviving your agency, we have confidence you will grow your understanding of why a Farmers Agency is the best small business opportunity in America. In helping you revive your agency we ask that you meet with your District Manager by no later than June 30, 2009 to go over your business plan. The XXXXXXXX XXXXXXXX team along with the state office staff will continue to monitor your progress over the next few months. If you should have any questions or need additional assistance from my team please feel free to contact them.

Opportunity Growth Workshop (PDF)

Co-Op Coercion 

Subject: Reminder: Co-Op forms 

If you have any questions on this please give me a call, otherwise understand that this is your support in Farmers Marketing on TV, Radio, xxxxx Park etc If we do not get enough participation there will no extra local advertising in our area, there are xxxxxxxxx dollars. As business owners this is an investment you should make into your Agency. 

Also note that if you do not sign up you will not qualify for the opportunity to receive polices from the 21st Century Acquisition. 

If you planned on bringing to the meeting please go ahead and fax it in and we will make sure that they get turned in and we get your ticket for the game. Even if you don't plan on going to the game or the meetings we need your co-op form asap.

Here is the document that was sent out (PDF Format)

Another email from a very desperate DM.

Subject: Life Sales 

Hello Team, 

I don’t think I have ever sent out a message like I am going to send now, in fact, I am sure of it.  I don’t want to write this message, but I don’t know what else to do!  Please do not pass it on as I would like this to remain confidential between us.  Not to spouses, other agents, DM’s, no one!!! 

I desperately need your help over the next 7 months with respect to Life Insurance production in the District.  I could lose my job as a DM over this topic.  I should give you all of the “he said” “she said”, but I don’t think it matters.  Pressure is continuing to mount and I have been told to fix this problem, or else.  Two District Managers in the Division have already been forced to retire due to poor performance.  You all know we have not performed well for years with respect to Life I&P.  Some of you have done well, and I thank you!  I have tried many things as a DM to improve our life numbers, but our results have not improved.  We have stayed between the 11.0 & 13.0 Issued & Paid per FTA level for nearly 7 years.  I take personal responsibility that I have failed in this regard, but I don’t think I am the only one that is to blame for our poor results.  Each of you bears some of this responsibility as well. 

If you want me to remain your DM, then I would ask that you please focus on this area.  Now, then again, if you want someone new at the helm, then here is your chance!  Sit still and you can deal with a fresh face in 2010.  This is not a fame, I am not pulling your chain; I need your help!  It’s not my style to lie or manipulate you in any way.  I think you know what if you need training I will either provide it or figure out what you need with the vast resources that are available.  This is not rocket science; it’s just being persistent everyday about something that is important. 

You may ask, “What do we need to do specifically?” Ideally, you all need to hit 20 I&P.  Frankly, I know that’s not going to happen.  So, what I am asking each of you to do is this – Issue and Paid 2 per month, each month for the rest of the year.  No matter what you have done so far, please issue and pay 2 policies in each month from now to December.  That’s adding 14 more issued and paid policies by year end. Use the Cl rider and its only 7 clients!  This will get us to where I think we need to be. 

Okay, now I will go take a shower! 

PS – I have never asked any of you to do anything to support me or to make my life easier.  I have only tried to advocate your success in all of our interactions.  I have tried to be a servant leader, but now I am asking.  Will you take this challenge?  I need your help!  For heaven’s sake, a level Team 2000 product with a critical illness rider qualifies each month!  But, above all, do what’s right for the client! 

Have a great weekend and please go to the Life Symposium next week! 

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