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Welcome to the MGIS Top Gun Academy 2013

Congratulations on being selected to participate in this year’s Top Gun Academy.

Each year Sun Life and MGIS select top sales candidates to participate and compete in the Top Gun physician disability training. This intensive experience will help you hone your selling skills and boost your success in the physician disability market.

Regional Top Gun

Recruits from each sales region compete for top honors and designation as Regional Top Gun. Points are awarded based on your performance in three areas:

  • Territory Business Plan – In advance of the training session in Park City, UT, you will complete a written plan for growing physician group disability sales in your territory. Plans will be graded based on relative strength of analysis, soundness of goals set, and practical implementation capability. 100 points are possible
  • Product and Process Knowledge Exam – At the conclusion of the Top Gun training classes you will be asked to complete a short exam, which is designed to test your knowledge and comprehension of the physician group product and process training you will receive during the academy. 100 points are possible
  • Finalist Presentation. You will be paired with a fellow Sun Life Top Gun recruit to develop and deliver a presentation based on a specific selling scenario, which we will assign you. Presentations will follow the “X-Factor” format: a panel of three expert judges will provide feedback. Note, however, that points are awarded by all other Top Gun participants. 100 points are possible

Top Gun Academy Score  
Territory Business Plan 100
Product Knowledge 100
Presentation 100
Overall Top Gun – 2013

Following the three regional Top Gun Academies, the competition for overall Top Gun begins among all Top Gun participants. Top Gun Academy points roll forward, but the meat of this recognition is based on physician group disability sales performance during the remainder of 2013. Points are awarded according to the following formula:

Overall Top Gun Score  
Top Gun Academy points* 33%
New Cases 33%
New Premium 33%
Total 100%

*Regional Top Gun winners receive an additional 100 points toward Overall Top Gun.

Top Gun Reward: Flying High and Fast

The overall winner is designated as company-wide Top Gun for 2013, and will cap their experience with a flight aboard an L-39 fighter jet!

Your Training Dates and Travel

You will participate in the XXXXXX Region Top Gun class May XX – XX.

Flights: You should plan to fly into Salt Lake City by late afternoon >May 14< and fly out the morning of >May 17.< Please book your flights no later than April 29th. Make your flight arrangements through the Sun Life travel system.

Airport Transportation: MGIS will provide transportation to and from the Salt Lake City airport. You will not need a rental car. We will pick you up according to the flight arrival/departure information you provide in your online profile (see below). It is important that you fill out this profile so we can meet you at the airport at the appropriate time.

Agenda: A copy of the training schedule is available by clicking here. Please note that there is no formal event or dinner on the night of your arrival. We will transport you to your hotel in Park City that evening and then see you first thing the next morning for the opening of the Top Gun training. Dinner that first evening is on your own. Your MGIS RVP can provide suggestions for dinner groupings and locations.

Meals, Lodging, Attire: With the exception of dinner on the night of your arrival, all meals and lodging will be provided. You will be paired with another Sun Life attendee for your lodging per Sun Life policy. We are in the mountains, so attire is casual – jeans, golf shirts, etc. Please no shorts, T-shirts or sandals. You will not need formal business attire (suits, ties, dresses, etc.) during the Academy. Because we are at high altitude, afternoons and evenings can get cool. Please bring a jacket or light coat.

Hydrate! High altitude often causes dehydration in a subtle way that can cause problems by day two for those not acclimatized. Please remember to drink plenty of water throughout your stay in Park City.

Next Steps

It’s up to you to maximize your performance at Top Gun. Strong preparation will improve yourtraining experience, as well as your overall sales and Top Gun results for the entire year.

Here are the things you need to complete in advance of your Top Gun experience:

Assignment 1
Book Your Flights

Due Date:
April 29th

Resources Available:
Sun Life Travel System

Assignment 2
Complete your online profile (NOTE: you will need your flight information in and out of Salt Lake City to complete this step! Please book your travel no later than April 29th).

Due Date:
April 19th

Resources Available:
Click here and fill out your information, flight schedule and preferences

Assignment 3
Pick your “handle.” Every Top Gun participant and trainer has a handle (e.g. “Maverick” or “Viper”). Yours must be unique.

Due Date:
April 12th

Resources Available:
Click here to create our handle. The site will ensure that your handle is uniquely yours.

Assignment 4
Participate on the Finalist Presentation Conference Call – with your MGIS RVP and Randy Tate, MGIS VP of Sales

Due Date:
May 10

Resources Available:
Randy and your RVP will share details regarding the finalist presentation format, partner pairings, and resources that are available to assist you in preparation. Don’t miss this call. Details are included below.

Assignment 5
Complete territory business plan

Due Date:
May 6

Resources Available:
Click here for plan template and instructions. Group Market Share data, product literature and other resources are available from the link above.

Your MGIS RVP Flight Instructor

Your MGIS RVP has been assigned to assist you in your preparation and to answer any questions you may have about the training or competition.

To get things started, Keith Mangrum your MGIS RVP, and Randy Tate, Vice President of Sales for MGIS, will hold a kick-off conference call on Tuesday April 16 at 9:00am Eastern Time. The purpose of the call will be to review the program and to walk you through the expectations, particularly those related to your presentation.

Here is the call-in information:
Call-in number: XXX-XXX-XXXX
Participant code: XXXXXX


Good Luck

Congratulations again on your selection for this prestigious program. We look forward to seeing you in Park City.

Best regards,

Randy Tate
Vice President, Sales

the mgis companies. Insurance Physicians Expert