Enclosed is a copy of our new brochure for Antares Management Solutions.  We wanted to share an advanced copy with you because you are an important part of our success now and in the future. In our first year in existence, we have grown to $35M in annualized revenue and we provide claims processing services and membership and billing services to 600,000 members in 35 states. Thank you for your support.

Edward H., President and CEO | Antares Management Solutions

Thanks again for hosting the training class last week. I thought it was excellent – it helped reinforce a lot of things. The eye-openers that I shared in class were how I need to reach out more to those that likely need more of our help versus the ones we work with regularly due to commonalities, and then asking more questions versus telling someone where they missed or what they should have done.

Last Friday, it really resonated with me as I was talking with one of my managers and we were trying to solve an issue of why something wasn’t getting done by one of his direct reports. I started to talk about a manger versus a leader and how the leader “asks” and the manager “tells,” or in some cases does for them. He said to me, “A light bulb has just gone off for me as to what I have been doing incorrectly.”  He then had a session with that same employee and asked him what he thought, and the data points just flew out of him! We’re using these principles in real life!

I also plan to have a staff meeting where I am going to bring my 36 people together and we are going to have each of them write down their 7 High Payoff Activities, one goal they are working towards, and then work it from there on how we can hit our 90MM in new sales goal this year – I know we can do it, as we have unlimited potential. I also just had someone come in and tell me they couldn’t do something and I said, “Why not? I think you can.” They said, “You do?” I said, “Yes – look at all the other things you thought you couldn’t do and now do with regular ease!” Thanks again!

Managing Director | Citi

It seems as if it were only yesterday when I was first introduced to you. I must admit that I was rather receptive to meeting you back then since I was new to the Rochester community and desperately needed to fill my appointment book.

When I think back to that time, however, I now recognize my total naiveté in thinking that the MassMutual Rochester agency employed only seventeen associates and was capable of a mere $490,000 totally first year commissions.  Equally discouraging, many industry professionals warned that a Rochester agency could no longer grow demographically, or profitably. You immediately allayed my apprehension in our initial meeting as the synergy, passion and energy developed and flourished between us.  Truly, all great players are taught by great coaches, and you are mine.

Within a mere fifteen months, we ‘knocked the cover off the ball’ by recruiting seventy agents and completing last year with $1.2 million FYC.  This was no fluke as the Rochester agency will conclude this year with $1.3 million FYC.  In addition, I have won every possible award and like Rick Pitino, I have accepted a new challenge; rebuilding the “flagship” Springfield agency of MassMutual.  I realize that without your encoring efforts and continued guidance, this opportunity never would have presented itself. Thank you and I look forward to continuing our work together for many years to come.

Peter N. | MassMutual

Thank you for the help that you have extended to me.  I don’t think many people really know what you are doing for them in their lives.  I hope the organization does as it is my belief what you are working for can only take everyone to new success if they want it. When we started, I felt that I was already a good salesperson. I was doing very well in the organization and saw things for what they were.  The focus being selling and servicing my clients. I have always had drive and a competitive spirit and I think you put it best: “You are good but you can be better”.  I know that is true for me and anyone else out there in the world.  It does not matter if you are the best, you can always be better, as a salesperson and as a human being.  What I don’t think people realize is that when you become a better person you elevate yourself to a new level. This is what I think is the greatest lesson that I am learning.  I am seeing new perspectives that I think will take me to new possibilities in my personal life as well as professional life.

I am seeing and practicing the techniques you have shown me.  Finding the prospects, organizing them, qualifying them, and pursuing them has always been there for me.  What I see is the depth that I am focusing on to make my plan more effective.  Working on the referrals, contacts, and centers of influence to open the doors of abundance for me.  Bringing out the best of my relationship building skills in order to influence that cold call has brought new successes for me.  I have always felt the ability, you are taking that and giving me a gift, a free tuneup that lasts a lifetime. This last week with you is when I saw the area that I can really develop, the presentation.  I feel I have all the abilities, but what I did see is that I can become more effective in controlling the situation.  Leading the client down the path to a sale is what I enjoy most and your suggestions of looking at each chamber of a sales call hit home with me.  I am excited to bring this art to a new level.  I know having you there to critique me, notice each chamber and to work together has had an impact.

As I look at where I am going and my goals, I know that I am developing myself as the best salesperson I can be and more.  I want to grow and I have seen results from your instruction just in simple things like working with my team and crystallizing for them their goals.  The same thing we have done I believe has resulted in better performance out of my people.  I know that my personal development is going to produce results not only in my sales but also influence others to reach their goals and objectives. I have gone through many courses but to me, your help you cannot put a price on.  The organization needs a sales mentor focused on the people.  I know you have extended yourself to me, and given the choice to take or leave your knowledge, it is not a question to me.  I truly believe that you have had a great impact on me and I appreciate it.

Mark C. | BlueCross BlueShield of Ohio

The facilitation of the class was outstanding.  Jerry shared everyone’s course ratings and comments Friday afternoon.  No surprise it received excellent reviews.  Your willingness to share business stories AND personal experience including taking personal risk really helped me process and further accept some of the material.  Below were my key “golden nuggets” from the class.

  • This is NOT just a Sales Leadership class, but a personal development course on how to lead an organization and improve your personal life (my family is a guinea pig). I am practicing the techniques as much as possible at and away from work. It leads to a WAY different conversation.
  • Concepts of the different management styles: (Functional Manager, Micro Manager, Hard Line Manager) Good managers migrate in and out of these roles but spend 50+% in more of a leadership role.
    • Develop a few affirmation statements to respond to employee “typical” negative perception (i.e. competition is cheaper and low price wins; We are not a water treatment company, etc.) This will help drive a more PMA towards these areas.
    • What are they for different roles? AVP … My direct reports: 4 Sales Managers; Director of Marketing & FLO Global Business Manager
  • Spend more time Leading vs. Managing. (3 hrs/month mentoring and coaching an individual returns 19% improved performance). Mentoring is a High Payoff Activity!!! Each day great leaders:
    • Communicate a compelling vision – Communicate plan for Operations Department and Marketing Department… Reinforces how it supports DSC’s visions
    • Act as a role model while Mentoring and Coaching team members
    • Culture of responsibility
    • Build Confidence and Self-Esteem
  • Success = Goals/Results … Set high expectations
    • Action/Skills … Train skills
    • Thoughts/Beliefs … Leaders focus on Thoughts and Beliefs to drive performance
  • Sales mentoring model
    • 15% of success is based on skills and job knowledge
    • 25% of success is based on comfort zone management; Focus and Goal direction
    • 60% of success is based on tough mental attitudes; confidence and esteem; responsibility and ownership

I need to spend more time interviewing new candidates based on the 60% success criteria (and use the 14 interview questions tool) and work each day to support their team to develop in this category.

Again, the class was a GAME CHANGER.  If all attendees use the skills regularly DCS will be a better place to work. Change does NOT come from the masses…the responsibility for change is not equally distributed.  We are in a position to drive change. The future looks bright!!!

Ruben D., Area Vice President | Baker Hughes

Thank you for such a great day with Strategy: Ignite last week.  Before I left to go offshore Monday, I located one of the 3 copies my dad has given me over the years of Think and Grow Rich, and brought it with me to read again.  He was so happy when I called and told him I was going to read it again, and that you had quoted Napoleon Hill in the class.

I know you hear this all the time, but I still have to tell you…the day we spent with you was by-far one of the most beneficial days of my career with Baker Hughes.  I cannot imagine the benefits this course will provide for our Gulf of Mexico team.  I am so thankful that at 24 years old, Baker Hughes just sent me to a 2-day course that will benefit my career for the rest of my life.  A few years ago while working for a company in Baton Rouge, LA, they sent all of their employees to some Dale Carnegie training courses for approximately 10 weeks to help boost employee morale, performance, sales, etc. (And these courses were great and beneficial).  But what Dale Carnegie did in 10 weeks of training, yourself and 2logical accomplished in 1 day. Quite impressive I must say.  10 years from now when I look back at my successes and where I’m at in my career, 2logical will be on my list.

I hope someday to have the opportunity to work with 2logical again, maybe Baker Hughes will incorporate you even further into our training program.

Brad B., Sales Manager | Baker Hughes

Many thanks for your support.  It proved to be a successful year for me.  There were many people cheering me on throughout the year.  You were one of those people.

When I arrived home last Thursday night following the sales event, I asked my son and husband to lie down on the bed and read aloud the sign taped to the ceiling.  The sign listed my desired income and the word “TOP”.  When I placed that sign on the ceiling above my bed, I recall thinking, “I must be crazy”.  It was the first and last thing I saw morning after morning and night after night.

When both Zach and Steve finished reading it out loud, I showed them the Top Performer plaque presented to me just hours earlier in Cleveland.  Steve already knew that I had surpassed the income goal.  I don’t suppose I have to tell you that those two guys are now believers!

It is sort of crazy and humorous, but it is real!  Thank you for your inspiration.  You encouraged me to move beyond the imaginary line that I previously thought only a select few had the ability to cross.

Sharon G., | Medical Mutual of Ohio

Thanks for getting me involved in the training module “Referral Prospecting – The Prelude to Sales Success.”  Although it has only been a couple of days, my investment has already come back to me many fold. Today I began developing “Centers of Influence” for my business.  This focused effort resulted in one of my favorite clients giving me 10 quality referrals on the spot.  In addition, we set up a meeting for next week to review a list of over one hundred local professionals that he knows personally.

Although I have achieved above average results since I entered the insurance industry, the majority of my business has come from methods of prospecting rather than referrals.  After attending your training program, I now realize I can and will be able to achieve my aggressive sales goals in a fraction of the time and with less effort. I strongly recommend this module for any sales professional that has a sincere desire to enhance their sales results exponentially.  The key to long-term sales success is working hard and smart.  Thanks to your help, I can focus on doing both.

Kevin S. | Mutual Life Insurance

To: High Impact Sales Leadership participants

Hello all,

Congratulations on completing the High Impact Sales Leadership (HISL) training course.  I have no doubt that you found it useful and motivating.  While we are indeed in challenging times when it comes to cost control and investing, I think it’s even more important than ever that Baker Hughes invests in its people; it benefits you and the company.

I have a feeling your head is probably overflowing with new ideas.  You covered a lot of material in three days: everything from thoughts and beliefs, to tools and processes.  You identified that not everyone is the same; some of us are better “hunters” while others might excel at understanding financial aspects of opportunities. Knowing what your strengths and areas of improvement are gives you power.

What you do every day is invaluable to this company.  You are sales leaders and as leaders, you have huge responsibilities. Those responsibilities go way beyond performance as an individual – it takes orchestrated teamwork to win consistently.  Being strategic is more important than ever because that’s how you get exceptional results in a difficult market environment.  You have to do the right research, put together the right team, understand your customer’s needs beyond the surface, and build meaningful, trusting relationships.  For you to achieve your goals, which is turn support the company’s goals, this all has to come together.  Putting it all together is a competitive advantage – it’s a core competency.  Why, because it’s not easy to do, nor to replicate by others looking in from the outside.

This past week I was at our North American Leadership team meeting in Houston.  During the meeting I shared with my team members that our focus going forward must be on growing our top line revenue.  We cannot cut our way to health and profitability; we must do it by generating more revenue and margin dollars than our competition.  I also told them one of the means by which we are going to do it is by arming our sales teams with better tools and skills than our competition.  That in conjunction with our relentless focus on flawless execution will separate us from the rest of the pack.

I have high expectations for the 35 of you.  If the Baker Hughes’ goal is to win this war, and Q3 seems to be a battle of its own, I will be looking for you to use what you have learned.  Do it for yourself and each other – embrace interdependence! During your customer engagements, focus on getting a YES, or get a NO, but don’t settle for a MAYBE.  Leaving a customer meeting with a “maybe” is synonymous with burning time and money – neither of which we can afford to do these days.

On behalf of the entire leadership team, you have our full support to do things differently.  To get stronger results, we need to change how we do things.  Whether it’s a higher level of engagement at the executive level (feel free to invite me to your customer meetings), an adhoc team created to focus on a specific service value combination, or executing your High Payoff Activities (HPAs) in a way that holds you accountable – I am looking for a step change.  Quite frankly, so many others are dependent on your outcomes. It has been said, “Sales teams always lead the cultural transformations.” I can’t wait to see you in action.

Tom W., President | Baker Hughes Canada

I wanted to thank you for the impact that 2logical has made on Independent Health.  As the Director of Sales Staff Development and Training, I have been challenged to create a comprehensive training program, that will incorporate all facets of the sales process, ranging from the product training, prospecting, the sales process, creation of a mentoring program, and to change the way our leadership team coaches their team members.

I was with Pfizer for over 20 years and was a Senior District Manager for over 17 years.  Pfizer’s training has always been considered the best in the industry.  Most recently over the last 2 years, I was the Director of Sales for BlueCross BlueShield of Western New York.  In the last 22 years, I have had the opportunity to participate in a variety of training programs and outside consultants.  This is the best training program that I have ever participated in.  Independent Health has worked with a number of vendors, but as I was told, the majority of these training companies were not impactful or considered the “flavor of the month.”  It is nice to know that Independent Health has been so impressed with this training, and that for the first time, 2logical is not considered a flavor of the month, but rather a partner that we will working with for years to come.  I have both the Leadership and Sales teams asking when our next Builder Meeting will be.  We also plan to have your organization participate in our corporate kickoff meeting in September, of which our organization has never had an outside vendor attend.  I appreciate the fact that your company tailors the training to the needs of our company, rather than a training program off the shelf.  The trainer’s ability to take the different concepts and relate them to companies he has dealt with throughout the world as well as relate them to Independent Health was incredible.

With the extensive amount of internal training that is being rolled out, by having 2logical involved early in the process has created a culture that has turned the Leadership and Sales team around.  I have seen a change in both attitude as well as the focus on High Payoff Activities. Thank you so much for the impact that your company has already had on Independent Health, and truly look forward to our continued partnership.  I am a true believer that the best is yet to come for Independent Health, and with your company’s assistance, we will be able to achieve market dominance. With the challenges that exist in the marketplace today, the training 2logical provides will help differentiate our company from our competitors.

Scott W., Director of Sales Staff Development and Training | Independent Health

It has been my pleasure for the last 12 months to discuss my professional development with you.  Your positive mental attitude, process of focusing on priorities that produce new sales has helped me tremendously.  I have delegated work that used to take me hours to do without generating any new sales.  After 28 years in the life insurance business, it is very easy to get so involved with the service work and not give myself enough time to work the sales process correctly in a timely fashion.

Your goal-setting has been super.  It has given me the vision to see that calling, case preparation and seeing people are the only activities I should be doing to grow my business.  You also have instilled in me the importance of referrals and recommendations to others in order for me to maximize my time and profits.  As a result of our meeting, my first year commissions have increased by approximately 30%+.

I fully agree with you that for every action, there is an equal and opposite reaction.  In our daily activities, how well we refine our sales skills will determine our success.  As I have developed, more referrals are attracted to me because I listen to each individual’s feelings instead of selling products.  The customer intimacy is very vital to the sales process, and long term client relationships are essential to a successful career in the life insurance business. I look forward to working with you and I want to thank you for giving me the vision to grow my business with your caring and focused mentoring.

Rick K. | Mutual of New York