Insurance business Proposal
mloi01
pittsburgh_business_plan.pdf
State Farm Insurance
Pittsburgh, PA
2010
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TABLE OF CONTENTS
Section Name Page Number
AGENCY VISION & MISSION………………………………………………….3 BUSINESS PHILOSOPHY AND FACILITY…………………………...3 MY TEAM………………………………………………………………………….4 TEAM MEMBER MONTHLY PRODUCTION………………………….5
PRODUCTION GOALS FOR YEAR 1……………………...……….…5 AGENCY MARKET ANALYSIS………………………………………………..6 COMPETITIVE ANALYSIS……………………………………………...6
AGENCY ANALYSIS…………………………………………………….7
BUILDING AN AGENCY CAPITAL INVESTMENT…………………………………………………8 TEAM DEVELOPMENT……………………………………………….....8 SALES AND MARKETING STRATEGY……………………………....9 PRODUCT STRATEGY AND ACTION GOALS……………………..10 PRIOR TO OPENING TIMELINE AND GOALS……………………...15 INITIAL 100 DAY PLAN…………………………………………………16
AGENCY 1 ST
YEAR GOALS AND BEYOND…………………………17
ATTACHMENTS
MONTHLY COMMISSION SCHEDULES AND TEAM BONUS
COMPENSATION TOOL
EXPENSES, INCOME SUMMARY, AND PRODUCTION SUMMARY
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“If we serve ourselves first and not our customers, we will in time serve no one” – Adali Rust Mission Our mission is to help people and serve those people who become our clients. We intend to manage our clients’ risk and financial well-being through their trials and triumphs, teaming with them to help realize their dreams. We will provide the support, mutual respect, and renowned resources of State Farm to fulfill our clients’ goals and needs. Personal Vision My personal vision is waking up every morning excited about being a State Farm Agent, being available to help people, and motivated to capitalize on every opportunity to grow my business. As the agent my vision is to lead my team by example with dedication and enthusiasm for the customer and the business. I also envision the following to describe my agency:
• Consistently achieves Ambassador Travel year after year • Is a leader in the community and participates in business professional organizations and networking groups; become known in my community as an expert in the insurance and financial services arenas • Deliver my knowledge and expertise as a teacher in the community creating insurance and financial awareness • Is ranked in the top five percent of agents for both production and profitability in the zone •Has Obtained Chairman’s Circle recognition within the agency’s first three years and has maintained it consistently thereafter • Achieved financial freedom through hard work and business savvy Business Vision The business vision is to be the insurance agency of choice for our community and surrounding areas by building relationships and becoming a hub in the community for financial and insurance direction and advice while fostering a positive, fun, and goal oriented work environment.
“Good is the enemy of Great” – Jim Collins Business Philosophy and Our Office Facility My business philosophy begins with the mentality of my agency, the mentality that mediocrity is not enough. When it comes to beating the competition, serving the customer, building relationships, and as a whole representing my name and State Farm in the community we will resist the ease of settling for good, and instead focus only on being great. My office will be a professional setting with an atmosphere of business that is personable and accessible, inspires creative thought and knowledge, and is inviting to all people. The office will convey my integrity, respect, and work ethic to the clients, as well as some of my personal interests. The office will be an enjoyable place to do business and the client will feel welcome to come back to my office at any time. It will also be advertised to our customer that we are an agency that does not stop working for them, that this is not a 9-5 job, and that even when my office is not personally available for our customers, additional technological and human resources are available to them 24 hours a day 7 days a week. A commitment to each customer and each customer’s individual needs will remain priority at all times. My office will work diligently to earn each client’s trust and respect remaining accountable and open- minded, and each client will be invited to share their needs and dreams before any solutions are proposed. The success of my office will be the direct result of our many satisfied customers.
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Aside from the individual customer, my agency is also interested in the growth and success of our community. Therefore, my office will do its best to give back to the public, because I want as many people as possible to benefit from the existence of my office and for my office to be viewed as a vital piece of the community. Office Hours The physical office will be open to our customers during the following hours:
Monday and Friday from 9:00 A.M. to 5:00 P.M. Tuesday, Wednesday, and Thursday from 9:00 A.M. to 7:00 P.M., and
Saturday from 9 A.M. to Noon
My team will also be available by appointment outside of our normal business hours as well as the 24/7 resources provided through my website and the After Hours Quote and Bind Specialists offered by the company. My Team My team and I will be enthusiastic about helping each customer, because we are people who love to help other people. The agency team will be knowledgeable, friendly, and always ready to roll-up our sleeves to go to work for our customer. As the leader and Agent I will strive to lead by example, inspiring, motivating, and developing a professional team. My team members will be encouraged to volunteer in the community whenever possible and whether in the office or out will believe that every interaction is an opportunity to build/strengthen a relationship, uncover a need, and/or enhance a value. My team however is not confined by my office walls, and my team extends to and is strengthened by our operations partners, the Agency Field Office, as well as our clients when appropriate. We will remain open to suggestions provided by our extended team members and ready to act on those offered by the company, knowing the company is always operating with my office’s best interest in mind. The company maintains methods and programs to aid in my growth and succession and to help my office meet the needs of my customers. The immediate members of my team will consist of 3 individuals including myself. My team will include 1 full-time licensed account representatives and 1 part-time licensed account representative. Licensed Account Representatives –The licensed Account Representatives, (full time will be a salaried employee; part-time will have an hourly wage) whom will have the opportunity for an individual and team incentive bonus, will be responsible for the growth of total households in the agency and the sales of all product lines. Account Representatives will have individual appointment goals to meet each week, using purchased leads, following up on direct mailings, internet quotes, and ABS Household marketing opportunities with our existing business. Every interaction will be viewed as an opportunity to uncover a need and every contact treated as a prospective customer, showing the value of the agency.
Licensed Account Representative #1 • Full-time salaried employee: $22K w/ Commission
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• Sales of all product lines •Opportunity for Individual and Team Bonuses • Two Saturdays per month
Licensed Account Representative #2
•Part-time employee: $12/hr •Sales of all product lines •Opportunity for Individual and Team Bonuses •20 – 24 hours per week •One Saturday per month Goals and Compensation
Production Goals
Team Member Base Compensation
Team Member Hours Annual Base Compensation
Full-time Account Rep Salary $22,000
Part-time Account Rep 20-24 hours/week $12,480 - $14,976
Initial Total Team Member Base Compensation $34,480 - $36,976
Monthly Commission Schedules and Team Bonus
*see attachments Market Area Analysis – Downtown Pittsburgh, PA (The Center of Opportunity) Pittsburgh is the principal cultural and economic influence in the eastern Ohio River Valley and has been
consistently ranked high in livability surveys, labeled in 2007 as “America’s Most Livable City” by Places
Rated Almanac and was labeled the same by Forbes.com in 2009 and 2010. Forbes.com also awarded
Downtown Pittsburgh as a top ten city to raise a family in June 2010, ranked number seven. Safety,
affordability, and educational opportunities were listed as top factors. Compared to other cities of
similar size, housing costs in the ‘Burgh are among the lowest, nearly 30% below the national average.
For this reason, as well as shorter commutes, breathtaking views, and cultural conveniences, young
professionals, empty-nesters, and families are taking advantage of the downtown living experience. As
Monthly Annual
Auto 40 480
Fire 25 300
Life 8 100
Health 5 60
Bank 8 96
Mutual Funds 3 36
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of the census of 2000, there were 334,563 people, 143,739 households, and 74,104 families residing in
Pittsburgh. As of 2007, the population of the downtown area of Pittsburgh (comprised of zip codes
15222, 15219, 15213, 15201, and 15260) was 60,954 with a total of 23,636 households. Approximately
a third of the downtown residents are age 18-24 and another 12.3% of the population is age 25-34 (and
on the rise). The Black demographic makes up 31.2% of the downtown population as of 2007, 13.3%
Asian (largest in the downtown area, over three times the state average), and 12.6% Hispanic. The
population has decreased -3.3% over a five year span of 2002-2007, however, it has declined the least of
the major Pittsburgh Markets (Downtown, Southside, East, and North). The median income of this
market area comes in at $22,517, and the personal vehicle penetration in the downtown area is
approximately 15.28% with a lapse cancellation of 16.15%. Over the past six years the State Farm
household penetration has remained relatively unchanged.
Competitive Analysis (SF Agents and other Carriers) There are currently 22 competitors located in the Golden Triangle area, 13 of those offices in zip code
15222 and the other nine in zip code 15212. There is only one State Farm agent located in the area,
Darlene Shelton-Lamot, with 21 years of service. The competing agencies represent major insurance
companies as well as independent insurance agencies offering large company products as well as several
small in-state insurers. Allstate has had an agency presence in the downtown since 1984 and has
recently opened up a second storefront in the downtown in 2008. Some of the competition in the
Insurance business also offers financial services, and several local regional banks (such as PNC and
Citizens Bank) offer select insurance products in addition to their core services. State Farm has a strong
reputation with which to grow, however, differentiation will require marketing and active community
outreach to grow the Schneider Agency reputation. By providing high touch personal service,
professional solutions, and being available at the convenience of our customers, I am confident we will
thrive in this competitive marketplace.
Agency Analysis (Strengths, Weaknesses, Opportunities, Threats/Competition)
Strengths Weaknesses
Strong Brand recognition in the market
A market with moderate penetration
Goal Oriented Individual
My dedication and strong work ethic
Four years of State Farm Auto Underwriting Experience
TICA team Underwriter (understand the difficulties in running a new business)
Volunteer time spent in Agent’s office
Financial sales experience with Citizens Bank of PA
Limited knowledge of business ownership
Limited Sales Experience
Youthful perception with middle-age to elderly clientele
Existing State Farm Agencies
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Knowledge of State Farm systems and available resources
Technologically savvy and accepting of change
Experience through AFS role
Experience with Prospector +, CLM, SMPs
Opportunities Threats/Competition
Current Company penetration rate leaves sizable growth opportunities in all lines of business
An everlasting young adult market
Attractive location for families to settle and young adults to re-locate to
A large number of marketing opportunities with local schools and interest groups in an up-and-coming community
Strong opportunity for business minded and/or bi-lingual team members with college presence
High number of non-State Farm insurance and financial service providers in the area
Current State Farm Agencies
Technology – numerous online facilities advertised in local marketing to obtain coverage (Safe Auto, GEICO, Esurance, The General, Cure Auto Insurance, etc)
Strong competition from local businesses for hiring motivated and talented employees
Building an Agency
Team Development The initial staffing of my team will consist of one full-time account representative and one part-time account representative. The part-time team member will be staffed approximately 20-24 hours per week. My full-time account representative is going to be my right hand man/woman and the expert at putting policies on the books. This person will be the most competitive person in the office, other than me, and a role model for my part-time account representative who will become my second full-time account rep as our policy count grows. The account representatives will be people who have the gift of gab, are approachable, believe in the products we sell, and are motivated by the money and recognition to sell them! I want the account representatives to make me nervous about signing their commission checks at the end of each month. I would like my full-time account representative to have worked in a
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similar industry, whether insurance or financial services with some prior sales experience. I would look to hire a part-time account representative from an area college, who someday can see themselves as an entrepreneur or in a sales career, maybe a State Farm agent. I will be looking to hire people who are driven by the goals that they set in their personal lives and will be driven by the goals that we set as a team in the office. I will be interested in my team’s lives outside of the office and understanding their goals and aspirations in life in order to build a connection and respect on another level other than the business. Most important, I will be looking to hire individuals who like to help people, and who understand the significance they show by meeting a client’s insurance and financial needs. My team will understand that we don’t make money, the agent included, unless we produce. My full- time sales representatives will be paid a salary, and my part-time sales rep a modest hourly wage. I will be paying my sales reps for production and also the opportunity for individual and monthly team bonuses which can be achieved with modest production levels. For the first couple of months I am even contemplating paying for the actions I want to see become second nature to my team such as paying for every 10 outbound phone calls and double for every five appointments, paying for every referral obtained by asking a current client, and paying for every cross-sell conversation that touches three different product lines. My team will also be rewarded for their creativity in marketing and client retention thoughts and actions.
Better + Different = Memories = Customer Loyalty!
My team will be able to run a complete quote to app for each product line prior to day 1. I will rely on my knowledge of auto and the quoting process to train in our staple product. The Team Member Learning Path will be heavily utilized as I administer training across the rest of the products. When my team is licensed I will (with permission from the agent I intern with) ask that a team member at a time spend a few days with me in the training agent’s office to gain live experience with the systems they have learned. Sales and Marketing Strategy My marketing strategy will enlist a variety of different marketing opportunities to grow our customer base and reputation for superior service in the community. Direct mail and the purchase of internet leads will be the foundation of my marketing campaign which will be reinforced with activities such as the regular x-dating of prospects, community networking, participation in the Multi Agent Advertising Program and other local advertising. Utilizing a mix of these marketing strategies I plan to invest $45,000 in my marketing program my first year of business.
Marketing Expenditures Amount/Frequency/Cost Annualized Cost
Direct Mail – 6 Touch SMP 2,000 per Month @ $0.89 per bundle $21,360
Internet Lead Programs 100 per Month @ $10.00 per lead $12,000
Multi Agent Ad Program Monthly $200 $2,400
Website / Email Redirects Annually $75
SF Remembrance
Items/Giveaways
Periodically $2,500
Local Sponsorships Periodically $2,000
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Miscellaneous Marketing Periodically $4,665
Prospector Plus will be relied on heavily and will be the engine of my marketing plan. My team and I will use Prospector to capture every client’s information, order the monthly direct mail bundles, organize and store each contact obtained through internet leads and any additional contact lists uploaded, as well as organize my office’s x-dating activities into a perpetual marketing plan. A sequential marketing plan will be utilized for any lead that we are not able to close for any reason. A timeline for the SMP will be built around the reason we did not close (ineligibility, price, etc). Any cost for SMPS (with post cards, direct mail, birthday/holiday cards, etc) will be paid for out of the miscellaneous marketing budget. The cost of any referral programs (gift cards) will be deducted from the Remembrance Items/Giveaway budget.
Additional Sales/Marketing Action Plans Frequency
ASK FOR THE BUSINESS Every Quote – no matter the price
“How can we help you?” - Listen, Pivot, Ask! Every Client Conversation
Follow-up on all quotes (internet leads, warm leads
pended quotes, etc)
Internet leads / warm leads – Now!
Pended quotes – 24 hours
Strategically market business book with TLHM Monthly
Holiday/Birthday/Recipe Cards Monthly
Good Neighbor Magazine to top customers Monthly
Utilize product line examples to help customers
understand product need
To be Used Daily
$10 Visa or Gas card/hand-written thank you
referral program
To be Used Daily – the referrer gets one $10
Visa/gas card for each quote provided
Enhance Marketing with Agent Website Advertised Daily
E-mail Marketing to book of business Monthly newsletters
Become active in Local Organizations/Volunteer Monthly
Become a Chamber Member ASAP – Monthly attendance
Utilize test messaging for appointment and
payment reminders – certain demographics
Daily as needed
180 + Day Sequential Marketing Plan Monthly – Organized by Prospector +
Make and utilize University Contacts New Student Welcome packet remembrance item
and office information – Each semester
Homecoming Alumni Event Representation -
Annually
Action Goals Auto Growth Policy Gain Goals 480 Total Auto Applications / 40 applications per month Strategy: Auto is typically the largest entrance into any household, thus it demonstrates one of the greatest opportunities to market the agency, the agent experience, expertise, and exceptional service. My office
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will look to pursue auto growth through x-dating, marketing, and purchasing leads, striving for steady growth and quality business.
Action Plans Responsible Party When
Weekly Prospecting utilizing purchased leads
and organized through Prospector +
Team Weekly
Purchase 2,000 6-Touch postcard bundles
(Auto/Home)
Agent Monthly
Purchase 100 Internet Leads Agent Monthly
Create word-tracks/prospecting operating
procedures for message consistency
Agent Before Opening
Advertise and Capitalize on 24hr/day availability
– AHQ&B
Team Daily
Follow-up on all claims and use ADA when
possible
AR – claim follow-ups
Agent – ADA
Daily
Utilize office referral program Team/Agent Daily
Run Fire w/o Auto listings 2X annually Account Representatives January – start new
year/save $$
June/July
Work Beginning of Day Report to reduce
lapse/cancellations
Team Daily
Develop a list of contacts (family, friends,
acquaintances) with at least one referral from
each direct contact
Agent
Team Members asked to
create their own lists
Before Opening
To maintain a quality book of business all
vehicles will be inspected and loss reports
reviewed
Team Daily
Fire Growth Policy Gain Goals 300 Total Fire Applications / 25 Applications per month Strategy: Protecting a home, property, or business is an important component of an insurance plan. We will show our added value with our availability and desire to serve our clients to grow a profitable fire book of business.
Action Plans Responsible Party When
Weekly Prospecting utilizing purchased leads
and organized through Prospector +
Team Weekly
Purchase 2,000 6-Touch postcard bundles
(Auto/Home)
Agent Monthly
Purchase 100 Internet Leads Agent Monthly
Create word-tracks/prospecting operating
procedures for message consistency
Agent Before Opening
Work Beginning of Day Report to reduce
lapse/cancellations
Team Daily
Utilize office referral program Team/Agent Daily
Follow-up on all claims and use ADA when AR – claim follow-ups Daily
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possible Agent – ADA
Run Auto w/o Fire listings 2X Annually
Run Auto w/ 100/300 & 250/500 liability –
PLUP prospects
Account Representatives January – start new
year/save $$
June/July
Focus on commercial prospects – small business
– within first 6 months make introductions to 30
small businesses – 2 per week and ASK for the
business!
Agent Weekly
Target newly opened apartment complexes and
youthful market for renters insurance.
Agent Monthly
Develop & work centers of influence – Real
Estate Agents, mortgage brokers, etc…
Agent Monthly
To maintain a quality book of business
inspections will be done on all new business and
follow up on all second losses within 3 years for
internal review.
Agent or licensed team Daily
Schedule a ½ day with field underwriter in first
90 days then again in the next 90.
Agent Within 60 and 120 days of
Office Opening
Spend ½ day visiting the commercial businesses Agent or licensed team 1x each month
Life Growth Policy Gain Goals 100 Total Life Applications / 8 Applications per month Strategy: Life will be a part of our daily office activities and a critical component in our office operations. We will capitalize on all life events and help our clients to plan for their future prosperity and long-term legacy. No client will walk out of the office without understanding the risk placed on their loved ones by not having adequate life coverage.
Action Plans Responsible Party When Weekly Prospecting utilizing purchased leads
and organized through Prospector +
Team Weekly
Everyone that comes into the office will be
spoken to about their life program.
Team Daily
All auto conversations will include multi-line
with life pivot and completed LNA.
Team Daily
Review all term renewals for possible
conversions.
Team Daily
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Based upon conversations with clients capitalize
on “life events” of both current customers and
referrals. SMPs or Post-its created in Prospector+
Team Daily
Health Growth Policy Gain Goals 60 Total Health Applications / 5 Applications per month Strategy: Neglecting health insurance can be one of the easiest and most unsuspecting ways to squander an individual’s or family’s financial plans. My office will ask customers about their health coverage and will seek to provide solutions that best protect their needs.
Action Plans Responsible Party When
Weekly Prospecting utilizing purchased leads
and organized through Prospector +
Team Weekly
Market to auto clients without health insurance Team Daily
Market mortgage disability to all homeowners Team Daily
Market disability income to current and new
commercial accounts
Team Daily
Bank Growth Account Goals 96 Total Accounts / 8 Accounts per month Strategy: State Farm Bank products will be a competitive advantage the agency will utilize to give our customers a one stop shop experience. We will not only help our clients recover from the unexpected but also enable our clients to meet their short and long term goals with our financial products.
Action Plans Responsible Party When
Weekly Prospecting utilizing purchased leads
and organized through Prospector +
Team Weekly
Promote the availability of State Farm Bank with
all product interactions – vehicle loans will be
discussed with every vehicle change/quote
Team Daily
Focus on the idea of convenience and all
products under one roof
Team Daily
Credit Card information will be applied to all
SFPP payments made in the office.
Team Daily
Credit Card will be offered as an option for all
non-pay defectors to keep coverage current
Team Daily
Market Home Equity to 30-50 year old clients. Team Every available
opportunity
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Market CDs to 55+ clients. Team Monthly
All IFRs will include education on banking
products and solutions.
Agent As IFRs occur
Mutual Fund Growth Mutual Fund Goals 36 Total Accounts / 3 Accounts per month Strategy: No matter how much people think they know about financial planning, the majority of people are in much need of help in this realm of their life. Having the conversations with our clients that will lead to the solutions for a comfortable future will be a goal with all customers of this agency. The State Farm life-path funds are a competitive product, and just as importantly, customer oriented. The agency will take the time and effort to advertise the mutual fund product on a consistent basis.
Action Plans Responsible Party When
Weekly Prospecting utilizing purchased leads
and organized through Prospector +
Team Weekly
Send out IRA letters to all self employed
customers.
Team Monthly
Talk to all new parents and grandparents about
starting 529 plans at birth.
Team Daily
All CD holders will be talked to about life path
income as an alternative strategy to CDs.
Team Daily
Send 401K prospects to all commercial account
holders.
Team Monthly
Market mutual funds to all HH with income
above $100K or home values above $1M.
Team Monthly
Prior to Opening Timeline and Goals (Six Months Prior) • Acquire bank financing, office location, and lease • Develop/begin job advertisement and hiring characteristic criteria
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• Interview for initial team members • Create customer folders (what do I want customers to know about me and my office) • Create employee administrative handbook (expectations, vacation/sick time, etc.) • Begin Implementing name recognition strategies/community outreach • Begin recruiting friends and family as first new customers and create referral program • Compile list of 200 Agent contacts to upload into Prospector + (Three Months Prior) • Hire two team members (to be fully licensed within 30 days of office opening) • Each team member compiles list of 100 contacts to upload into Prospector + • Set up phone and voice-mail service • Begin setting up lead generators (internet insure-me, outside lead vendors, etc) • Establish core office processes and responsibilities • Implement incentive program based on team member motivating factors (incentive to be given first on practices and then on results) (One Month Prior) • Weekly team meetings (product goals, marketing/advertising brainstorming, system training, etc.) • Begin visualizing morning “to-do” lists to be assigned (BOD report, messages, AHQ&B inbox, appointment prep, etc) • Practice office consistency (situational word tracks, asking for business, utilizing appropriate systems to capture data/X-dates, thanking customer for business at every opportunity, etc.) • Review daily/weekly/annual production goals – objective to make the phones ring and put butts in seats. •Letter or Phone call to all personal contacts announcing the opening of my agency and Facebook posts
Develop strategic social media approach (Facebook, Linked-In, etc) Celebrates successes and accomplishments of our customers and the good-doings in the community
Initial 100 Day Plan from Opening Day Week 1:
Daily Team Meeting – (20 min max) review daily goals, discuss tactics (4 Disciplines of Execution)
Work on refining office systems to increase daily efficiencies.
Begin prospecting -- Focus on calling skills. Weeks 2-4:
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Weekly Team Meeting – share observations and discuss opportunities. Discuss weekly production goals and action plans.
Continue to organize systems and office.
Focus on prospecting/calling skills.
Recognize and reward team – for customer service, sales pivots, and/or behaviors or actions that drive value.
Meet with DAFC to discuss operations, evaluate effectiveness and make adjustments as needed.
Guide and support team – manage the operations in a caring manner.
Train and Sell – provide feedback and learning together.
Weeks 5-9
Weekly Team Meeting – celebrate our successes, talk about getting better.
First month budget review (agent)
Focus on expanding breadth of product skills.
Meet with AFO to discuss operations, evaluate effectiveness, and make adjustments as needed.
First team evaluations – individual AND as a group. Look at behaviors, habits, & skills.
Drive consistency of approach.
Evaluate use of Prospector+ and external lead sources – make adjustments as necessary
Guide and support team.
Sell, sell, sell… Weeks 10-14
Weekly Team Meeting.
Continue to evaluate operations effectiveness and make adjustments as needed.
Focus on customer service skills.
Second team evaluations – individual. Take any action necessary at this point.
Guide and support team
Sell, sell, sell… First Year Goals (Office and Team Development) • Develop a motivated and knowledgeable sales staff
- One full-time account representative - One part-time account representative
• Continue building reserve/contact list of potential team members •Add a team member for every 500 new households • Modernize office facility as much as monetarily possible.
- Grand Opening Celebration (Business Growth) -Production
• Develop face and name recognition
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• Create a no-let-up direct mail marketing plan with AFS • Minimum of 25 appointments per week •Convert one of every five internet leads
-Retention • Utilize Beginning of Day Report as daily call list for non-pay cancellation customers
• Birthday and Christmas cards •Annual “member” party/picnic (Personal Development) • Obtain a senior agency mentor inside and outside of AFO other than the DAFO (Recognition) • Top 100 New Agent • Achieve Ambassador Travel •Achieve Targets of Excellence High-level/Goals beyond One Year •A leader in the AFO for at least one product line every month •Have the most attractive office in the AFO •Ambassador Travel, no years missed! •Chairman’s Circle Qualifier •Achieve President’s Club
