1. Your Guide to a
Sales Career with
Reserve National
Insurance Company
A Kemper Life & Health Company
Reserve National Insurance Company
SCG-2016 (Rev. 05/16)
2. Lucrative Commissions
Recognition
Outstanding Lead System
Advancement Opportunity
The Right Products
Superior Support
The Right Company
Family Focused Careers
Management Team
A Proven Program
for Your Success
3. FOR AGENT RECRUITMENT PURPOSES ONLY. NOT FOR USE IN SALES PRESENTATIONS.
Across the country,
people from all walks
of life are looking for
a leader to help them
with their health and
life insurance needs.
You can be
that leader.
4. At Reserve National, the bottom line adds up to
one thing: Success for You!
No better example of this opportunity for success
can be found than in the average agent income at
Reserve National. In 2015:
• 40 percent of our producing agents brought
home an average income of $98,737.
• 20 percent of our producing agents averaged an
income of $138,437.
We are often asked the “secret” to Reserve
National’s continuous success and growth.
We have no secret for success, but cultivate a
climate for it. First and foremost we promote a
commitment to excellence.
Some important reasons for Reserve National’s
success are our dedicated agents, managers, and
Home Office support staff. Through recruiting,
From the Agency Director
Kemp J. Cole
Senior Vice President,
Marketing & Agency Director
training, and diligent Home Office support, we have
built a sales team we consider second to none.
We have a simple approach: build and maintain
the best independent sales force in the industry.
The key to this approach is our commitment to the
success of those appointed. We strive to provide
each agent with the opportunity to make an
above-average income while helping to improve
the lives of others.
We are proud of our performance and invite you
to take a closer look at Our Proven Program for
Your Success.
Sincerely,
Kemp J. Cole
Sr. Vice President, Marketing and Agency Director
CHOOSING THE RIGHT COMPANY can be a challenging career decision
as a salesperson. Many questions may cross your mind: What products
will I sell? What value do these products have? What reputation does this
company maintain? And most important, what opportunity does this
company offer me in terms of products, leads, income, advancement, and
professional satisfaction?
2015 TOP PRODUCERS2015 TOP PRO
Agent of the Year
Todd Swank
Colorado Springs, CO
UC RS
Manager of the Year
Ryan Kelly
Indianapolis, IN
Rookie of the Year
Der Smith
Colorado Springs, CO
2 Reserve National Insurance Company: Sales Career Guide
5. Are you looking for a career that gives you
control over your financial future? Do you
have a strong desire to help others? Do you
have an entrepreneurial spirit and the drive
to grow professionally? A career with
Reserve National may be the answer.
At Reserve National, we offer an integrity-based
culture for motivated individuals with a desire to succeed. Our business
model rewards agent productivity. We’ll provide you with support, training,
tools, technology, and personalized assistance to help you build a successful
book of business, so that you can better control your financial future.
Seasoned veterans and those new to life and health insurance sales agree:
with Reserve National, the sky’s the limit!
Lucrative Commissions, Exciting Incentives
An Outstanding Lead System
Advancement Opportunities
The Right Products
Superior Support
The Right Company
Reserve National’s Proven Program for Your Success:
What traits are you looking for
in the ideal candidate?
We are seeking individuals
with character, integrity, and
thoughtful, caring reputations.
frequently asked questionsfre
Reserve National Insurance Company: Sales Career Guide 3
6. A Lucrative Commission Schedule
A good sale is one that is beneficial to all parties –
the customer who purchases the product, the
salesperson who sells it, and the company that
stands behind it.
This is the formula to
growing consistent,
long-term renewals.
Reserve National
puts this formula to
work for all. Generous
initial and renewal
commissions are
designed to provide agents an above-average income,
while allowing the Company and its products to
remain competitive in the insurance field.
20% of producing
agents averaged
an income of
approximately
$138,437 in 2015.
Substantial Renewal Income
Many insurance companies talk about renewals, but very few
actually deliver.
At Reserve National, we have a long tradition of paying out
substantial renewal income to our agents and managers.
These renewals make up a significant portion of our tenured
agents’ annual earnings. And, of course, the longer an agent
is with the Company, the more significant this renewal
income becomes.
Throughout the Company’s 60 years in business, many
agents have retired from Reserve National with substantial
renewal income for their efforts.
2015 SALES FORCE INCOME
$150,000
$100,000
$ 75,000
$ 50,000
Reserve
National:
20% of
Agents
Reserve
National:
40% of
Agents Sales
Agent
National
Median
Reserve
National:
Top Five
Rookie
Agents
*
Source: U.S. Bureau of Labor Statistics, Occupational Employment
and Wages, May 2015. Average income of producing agents.
This is a company that will
invest in you. They realize
that for the Company to be
successful, we – the agents
and managers – have to be
successful.
– Joe Sauer
Regional Manager, WICH
How much can I expect to earn?
It’s up to you. You control your own earnings and
there are no limits to your potential income. In 2015
our top five Rookie Agents earned an average of
$70,175, versus the industry median of $48,200.*
You
provide the motivation and we provide the tools,
support and products you need for success.
frequently asked questionsfre
$138,437
$98,737
$70,175
$48,200*
4 Reserve National Insurance Company: Sales Career Guide
7. At Reserve National, we believe in rewarding
excellence. We offer a number of contests
every year, each of which “pays off” within
months. Our contests feature exceptional
prizes, exciting trips and popular rewards.
The added benefit to all of these contests,
beyond the amazing prizes, is extra income.
Motivated agents often set new sales
records during these periods, drawing larger
commission checks.
Qualifiers of the Conference of Champions
Sales Contest, and their spouse/guest, enjoy
exciting destinations such as San Diego, Costa
Rica, Hawaii, Las Vegas and Cabo San Lucas.
There, they share success stories, bask in the
resort lifestyle, and build friendships and
camaraderie that will last a lifetime.
Recognition for a
Job Well Done
Reserve National Insurance Company: Sales Career Guide 5
8. We can all agree, one of the biggest challenges
an insurance agent can face is finding a way to
get in front of a prospect who is inclined to buy
the agent’s product. Reserve National realizes
that the most effective way to help agents
become successful at sales is to provide them
with a steady supply of quality leads.
Reserve National offers one of the best lead
programs in the industry. We have been a
lead-producing company since we opened
for business in 1956. Since that day, new lead
programs have been continually developed to
support ambitious agents.
The Home Office supplies leads free to the
agent, depending on the individual agent’s
current production. These are exclusive and
qualified warm leads.
To keep its agents in a constant supply of fresh
leads, Reserve National mailed out an average of
more than 550,000 advertising and lead pieces
EACH MONTH in 2015.
This long-established program has proven to
be exceptionally effective as an authentic
source for health insurance leads and
continues to be a great influence in attracting
and retaining good agents.
An Outstanding Free Lead System...
No Cold Calling!
To generate the steady supply of quality leads, a variety of
marketing media may be utilized by the agent or the Company:
• Direct mail
• Publication advertising
• Newspaper inserts
• Phone leads
• Website and
email leads
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a maayy bbbbbbeeeeeeeeeee uuuuuuuuuutttttttttttttiiiiiiiiiiiiiillllllliiiiiizzzzzzzzzzzzzzeeeeeeeeeeeeeedddddddddddd bbbbyyyyyyyyyyyyyy ttttttttttthhhhhhhhhhhhhhhhheeeeeeeeeeeee aaaaggggggggggggggggggeeeeeeeeeeeeeeeennnnnnnnnnnnnntttttttttttt ooooooooooooorrrrrrrrrrrr tttttttttthhhhhhhhhhhheeeeeeeeeee CCCCCCCCCCCoooooooooommmmmmmmmmmmmmmpppppaaannyyy:::
errttttisssssinnngggggg
erttttttssssss
Will I need to bring in my own leads?
In addition to providing you with the
right tools, the right products, and
superior support from your manager,
Reserve National offers one of the best
FREE lead programs in the industry.
frequently asked questionsfre
6 Reserve National Insurance Company: Sales Career Guide
9. Advancement Opportunity
Having established itself as a growing, successful company,
Reserve National continues to seek quality personnel to
provide the guidance and leadership necessary to facilitate
the Company’s expansion. This enables Reserve National to
offer its sales representatives outstanding opportunities
for advancement. Managers promoted from our existing
agent sales force have a great track record of success.
As we continue to open new offices, an increasing
number of areas will become workable territories for
Reserve agents, and this spells great advancement
opportunities for YOU!
The Reserve National
experience continues to
provide more opportunities
than I could have imagined
when I joined the team six
years ago. It is fulfilling to be
rewarded for hard work and
persistence. The satisfaction
of being part of a local and
national team restores your
trust in the axiom “you should
enjoy your work.”
– Ron Clarkson
Regional Manager, COSP
Agent Referral Reward: The Sky’s the Limit!
Earn extra money with our “Sky’s the Limit” incentive program!
We are geared up for growth and searching for new sales
talent. For each new agent you refer to the company who is
appointed, you can earn great rewards, including a $500 Smart
Start Bonus and an Override Reward paid on a monthly basis.
The more your new recruit produces, the more you earn!
49 States and
Growing!
Reserve National
began operations
in 1956, initially
confining its
business to
Oklahoma. Today,
we are licensed
in 49 states and
the District of
Columbia, and
operate out of
Regional Offices,
plus Branch,
District, and Field
Development
locations.
Reserve National Insurance Company: Sales Career Guide 7
10. The Right Products
At Reserve National, we believe the right
insurance plan for our policyholders is the one
that meets their needs.
To accomplish this, we offer our agents a
broad product portfolio from which to sell.
We constantly review new products, designed
to meet the needs of the consumer, as well as
their pocketbooks.
Reserve National is proactive, rather than
reactive. We have developed innovative plans
for the growing senior market and design
solutions-driven products to address the
always-changing insurance market.
We provide outstanding products and direct
our sales force to appropriate markets for these
products in a timely manner. Our agents will tell
you this has allowed them to be competitive,
productive, and well compensated!
Our broad portfolio of products
includes plans for:
• Everyday Solutions
Affordable Cost Solution
Hospital Indemnity
Outpatient
Medical Insurance Bridge
Medical Gap Protection
Dental and Vision Expense
• Catastrophic Solutions
Specified Disease
Critical Illness
Accident
Cancer
HeartCare
• Life Insurance
Whole Life
Term Life
Guaranteed Issue Whole Life
Secure-a-Future (for children)
• Senior Solutions
Home Health Care
Medical Gap Protection
Dental and Vision Expense
Medicare Supplement
8 Reserve National Insurance Company: Sales Career Guide
11. Superior Support
At Reserve National, we train our agents to focus on helping their clients
understand their options.
Do I need to have experience?
No. Many of our most successful agents
came from completely unrelated fields.
With the training and support provided
by Reserve National, experience in the
field, while helpful, is not required.
frequently asked questionsfre
With the ongoing confusion regarding health
care reform, clients need us more than ever. We
help our clients focus on improving their health and
well-being by providing them with the appropriate
products to ensure they are covered in the event of
the unexpected.
Our agents are trained to be skilled listeners and
educated on the health care changes. You will
learn the features and benefits of the products we
offer. Seasoned agents and managers are eager to
share their “secrets of success.”
With this knowledge, we will encourage, assist, and
demonstrate how you can find solutions to help your
clients and maintain these relationships for
long-term success.
We believe in positive attitudes!
Our Company operates with an attitude of teamwork
and sharing ideas. We encourage our agents to keep in
mind these proven strategies for success:
Set goals – take action
Keep learning – ask good questions
Stay focused – be persistent
Work hard AND smart – leverage innovative ideas
and resources
Communicate effectively – listen
Be honest and dependable – take responsibility
Stay Positive! – expect success
Building relationships and surrounding yourself with
the right people in a positive environment will help keep
you motivated and focused! This will go a long way in
helping you achieve your dreams and goals.
Reserve National Insurance Company: Sales Career Guide 9
Reserve National has created
a niche market for Seniors. It’s
very rewarding to have great
products that are designed and
tailored to fulfill their needs
and affordability. It makes me
proud to work for a company
that puts a smile on their faces.
– Stephanie Guy
Sales Agent, RANC
‘‘
Your vision of where you want you and your family to be in the years
ahead will largely be determined by the goals you set, the action plans
you put in place and your determination to achieve those goals.
– Kemp Cole, Senior Vice President, Marketing & Agency Director
‘‘
12. The Right Company
Reserve National stands for integrity, fairness and financial
stability. Our company has the approval and confidence of
policyholders throughout the country, including individuals and
families, along with self-employed and small business owners.
We are a member of the Better Business Bureau of Oklahoma,
the Oklahoma State Chamber of Commerce and the U.S.
Chamber of Commerce.
Our commitment to financial excellence is apparent. For many
years the company has held a prestigious “A-” Excellent rating
for financial stability by the A.M. Best Company*
, one of the
leading insurance rating companies in the country. This rating
refers only to the overall financial status of the Company, and is
not a recommendation of the specific policy provisions, rates or
practices of the Company.
* A.M. Best Company is devoted to issuing in-depth reports and financial-strength ratings about insurance organizations. Reserve National Insurance Company is pleased to announce that A.M. Best
Company affirmed Reserve National’s excellent ability to meet ongoing obligations to policyholders. 1
Neither Kemper nor any of its other subsidiaries is responsible for the products of Reserve National.
Reserve National is a Kemper Life and Health
company offering life, health, and accident insurance
products since 1956. As one of the nation’s leading
diversified insurance holding companies, the
Kemper1
family of companies specializes in property
and casualty insurance, along with life and health
insurance products for individuals, families, and
business markets.
• More than six million policyholders and a nationwide
network of career and independent agents.
• With more than $8 billion in assets, Kemper employs
about 6,000 associates.
• Led by a seasoned management team that values ethical
behavior and no-nonsense business results.
RESERVE NATIONAL PREMIUM HIGHLIGHTS
Total Premium Income
$140 million
$135 million
$130 million
$125 million
$120 million
$115 million
$110 million
$105 million
$100 million
1999 2009 2015
What type of reputation does
Reserve National have?
Reserve National Insurance
Company is a Kemper Life
& Health company, and has
been providing life and health
solutions to satisfy policyholder
needs for 60 years. Our
reputation is built on integrity,
fairness, and financial stability.
frequently asked questionsfre
10 Reserve National Insurance Company: Sales Career Guide
13. Family-Focused Careers
At Reserve National, we truly are a family. The support,
camaraderie, and friendships extend not only to you, but to
your family.
You will find experiences of people just like you. Our agents
come from all walks of life, and they joined the company at
a wide variety of ages.
In talking to other agents, you will find that they don’t just
value their families and the support of their spouses – they
depend on it for success. The balance of family and career
is something our company promotes. We repeatedly hear
from our agents that the time they have to spend with their
families is one of their favorite aspects of the job.
One thing you will notice as you talk to agents at Reserve
National is they share a desire to help others and improve
their own quality of life. They care about people, and they
care about their families. Our agents are involved in a wide
variety of civic activities, hobbies, and are role models both
within the company and in their outside activities.
I love that being a Reserve
National agent allows me to set
my own hours, giving me time
to be with my family doing the
things I enjoy most.
– Cory Gillen
Sales Agent, DAOH
Reserve National Insurance has
provided me with continually
growing income, flexibility
of time, and a lifetime career.
I have been with RNIC for
nine years and can’t imagine
working for anyone else.
– Patrick Cleary
Branch Manager, PHAZ
If you are looking for a profitable and
meaningful career that allows flexibility and
time for your loved ones, Reserve National
Insurance Company is the right place for you.
For additional perspectives from Reserve
National Sales Agents, visit our website.
reservenational.com/careers.aspx
Reserve National Insurance Company: Sales Career Guide 11
14. Matt Fairchild
Southeast Region
866.342.3620
20 years of service
Roger Schuster
Mid-South Region
877.687.3658
34 years of service
RESERVE NATIONAL REGIONAL VICE PRESIDENTS & AGENCY LEADERSHIP
John Schuster
Great Lakes Region
800.213.0802
32 years of service
Reserve National offers you the opportunity to work independently, but not by yourself. Within that
framework, our management team is there to support your success.
Meet the Management Team
RESERVE NATIONAL MANAGERS AND FIELD DEVELOPMENT SPECIALISTS
Devin Kampert
Central Region
405.254.2089
3 years of service
12 Reserve National Insurance Company: Sales Career Guide
Ron Clarkson
Colo. Springs, CO
877.260.1929
6 years of service
l kPatrick Cleary
Scottsdale, AZ
480.219.4775
9 years of service
Aaron Peterson
Des Moines, IA
800.873.1244
11 years of service
Ryan Kelly
Indianapolis, IN
800.213.0802
12 years of service
Jerry Lehman
Ft. Wayne, IN
866.266.0304
20 years of service
Mike Lasitter
Athens, GA
866.342.3620
2 years of service
Luke Peterson
Pleasant Hill, IA
800.873.1244
6 years of service
kMatt Richman
Johnston, IA
800.873.1244
5 years of service
George Martinez
Flowood, MS
800.748.9402
24 years of service
Joe Sauer II
Wichita, KS
877.687.3658
12 years of service
15. Jerry Daniel
St. Joseph, MO
866.650.2710
29 years of service
lTravis Allen
Kansas City, MO
800.873.1244
5 years of service
Phil Nichols
Guthrie, OK
866.319.8826
1 year of service
Chad McCoy
Okla. City, OK
866.319.8826
16 years of service
Pat Valdepena
Mansfield, OH
877.756.8855
30 years of service
Dustin Knoedler
Dayton, OH
888.629.0788
3 years of service
RESERVE NATIONAL MANAGERS AND FIELD DEVELOPMENT SPECIALISTS
Chris Ritchie
Tulsa, OK
866.664.7122
15 years of service
David Woodring
North Houston, TX
866.319.8826
7 years of service
d d
Will DiMirra
Lexington, SC
866.342.3620
3 years of service
Randy Glover
Cleveland, OH
877.756.8855
6 years of service
Trent Hilderbrand
San Antonio, TX
877.798.0860
4 years of service
Jim Wright
Columbia, MO
800.691.2493
13 years of service
Philip Teetson
Jackson, MS
800.748.9402
43 years of service
Jim Schuster
Lubbock, TX
877.798.0860
27 years of service
h
Donald Molbert
Jackson, TN
877.380.3538
2 years of service
Joe Schuster
Dallas, TX
316.687.3658
8 years of service
Brian Blazer
Knoxville, TN
877.380.3538
20 years of service
Allen Harris
Chattanooga, TN
877.380.3538
1 year of service
16. SCG-2016 (Rev. 05/16)
OKLAHOMA CITY, OKLAHOMA
800.654.9106
reservenational.com
Reserve National Insurance Company
Providing Life and Health Insurance for 60 Years
This publication is intended for agent recruitment purposes only.