DESKercise: One-Minute Exercises for Advisors and Clients

© 2013 Norman Evans The Evans Corporation All Rights Reserved. www.hopeforhealth.org
“My name is Norman Evans
and I have an idea I’d like to
discuss with you”

This idea will help Sun Life
in many ways, especially by
helping advisors sell more.
1.The One Minute Exercise
2. ASSET Inc. case study
3. Solution for Sun Life

ONE MINUTE EXERCISES throughout
the day can help you prevent health problems,
increase your level of brain activity,
and reduce overall stress levels,
wherever you may be.

Delivering sustainable solutions since 1986 starcmn.com
D
© 1986-2013 Copyright The Evans Corporation - CMN The Creative Marketing Network Inc.

ASSET Identity Guidelines
Norman Evans, The Creative Marketing Network Inc. (CMN)
1971 - 1977 : Creative Director, Evans Advertising, UK
1977 : Immigrated to Canada
1977 - 1979 : Confederation Life Insurance Company
(Specialist in Disability Insurance)
1980 - 1982 : Apple C.O.R. customer-oriented sales training
1983 - 1985 : Developed Value-Added STAR planning system,
combining SPIN methodology (Xerox sales training)
1985 : Founded The Creative Marketing Network (CMN), integrating
advertising, PR, and event strategies for emerging technology companies
1986: Launched Desktop Publishing Laser Printer for Apple Computers
1989: Published Creative Marketers Handbook:Plan the Work, Work the Plan
1987-94: Agency of Record (AOR) for Microsoft Canada
1994 - today : Working with the Who's Who of technology companies
2000 - 2011 : Creative Director and Corporate Strategist, ASSET Inc.
(developed the ASSET Highway system to manage the life-cycle of a loan)
2009 - 2011 : Developed the DESKercise calendar program for ASSET
2011 - 2012 : Creative Director, D+H
Partial client list:

Norman Evans, The Person
1987 - 1988 : 5 incidents of profound ischemia (lack of blood supply to his
heart) the cause of which was a 100% blocked right coronary artery,
discoverer through an angiogram conducted in July 1987, 2 months after
his 40th birthday.
1988 : Toronto Rehab prescribed a ‘walking-exercise’ prescription
1989 - present : Heart disease survivor who reversed his arterial
blockages without surgery!
In 2008 designed and produced the first DESKercise calendar for the financial
services industry expounding the idea that ‘sitting at your desk, doesn’t have to
be a pain’.
2009 – 2012 : the calendar was successfully published in various designs.
This series of exercises were called:
Don’t wait do it! – DESKercise.

ASSET Inc.
Deskercise campaign
Note pad #1
Double sided
note pad #2
Front Back
2011 Calendar
Deskercise booklet
Deskercise poster
This campaign was designed to promote
a healthy workplace.
Doing these stretching exercised throughout
the day can help you focus and prevent
health problems, increase your level of
brain activity and reduce over all stress
levels without ever leaving your desk.

Corporate Calendar 2010

Corporate Calendar 2011

Winner of the 2012
Microsoft User Experience
Award for a Mobile App
The DESKercise program was
conceived by Norman Evans and
embedded into the core marketing
messages at ASSET Inc. adding value
to the employees and customer
experience.
The DESKercise is now available as a
custom white-label program.

Winner of the 2012
Microsoft User Experience
Award for a Mobile App

De-stress. Breathe. Stretch.
Smile. Walk. Get fit. Lose Weight.
Be happy. Don't wait, do it now!

ONE MINUTE EXERCISES:

DESKercise App - Winner of the 2012 Microsoft User Experience Award
Norman Evans: Concept, Creative Direction, and Writing:
Ronnie Napoleon Pereira: Original Art and Typography
Mark Ironside/Jayde Ironside, www.newmedistar.tv APP Development Team

The One Minute Exercise Warning
This exercise routine is designed to be habit forming.

How does this help
Sun Life Financial
?

The Advisor’s biggest problems:
Having the motivation to make
the call and win the meeting
&
Overcoming the under-appreciation
of the value of their service

Other Advisor’s problems:
1.Qualify the prospect
2.Find the need
3.Show the value of planning
4.Move prospect to action

A new idea to help the Advisor:
Start by giving instead of taking.
Giving prospects the gift of
planning on another level by
helping them understand that
people with plans worry less and
save more.

By providing Advisors a calendar
that they can use in the field to
explain the value of building a
plan today.
Why today?
Because if you knew the future
you wouldn’t need insurance.

Situation
The world and how we work has changed. The new
technologies offer us the ability to reduce costs and
increase productivity but at a high price to our well-being.
Life is becoming more stressful.
We are more sedentary, often sitting more than 8 hr a day.
It is difficult to find ‘time’ for ourselves and our families.

Problems
Procrastination: no time for exercise, too busy,
programs and health clubs too expensive, lack of
motivation.
Anxiety and Stress: People often turn to food, alcohol,
drugs, and other destructive ways to deal with their
anxiety and stress.
Obesity, heart disease and stress related illnesses are
at record highs, as are the costs to society.

Earning the right to have your message on a
client's wall, desk, or phone for a whole year is
incredibly valuable in building goodwill, trust,
and confidence in Sun LIfe's advisors.

The DESKercise calendar / program
is a user-friendly, high-touch, low-tech
way for advisors to engage and qualify
prospects in a conversation about
financial planning.

It's an Employment Benefit Package:
* Increase productivity and sales
* Better demonstrate the value of insurance
* Attract and retain the best advisors
* Enhance customer relationships
* Goodwill associated with the brand
* Reduce health problems

How will this help the Advisors:
* Better way to qualify and engage prospects
* Overcome call resistance
* Enhance their prospecting and qualifying skills
* Give the gift of a plan to achieve “Money for Life”®

When is the best time
to buy insurance?
When you can.

The DESKercise calendar, screensaver,
"exercise prescription notepads", and mobile apps
will provide a sense of planning, so that prospects
can plan their life and live their plan to achieve their
goal of financial independence.

Is there a value in having a healthy
customer, and a more productive
and successful advisor?
What is this value worth?

prospect
/ client
advisors Sun Life
Adding value to the relationships of Sun LIfe's
advisors and clients by leveraging the existing
investment in marketing, branding, and sales
collateral.
DESKercise
Program

The ROI of Exercise
"Motorola invests $6 million annually into its Wellness
Initiative program, which promotes the long-term health
benefits of its employees, family members and retirees.
For every $1 that Motorola invested in the program,
$3.93 has been saved."
- US Department of Health & Human Services
"Coke campaign targets obesity worldwide. New ad
launched at sensitive time as consumers grow more
health-conscious"
- The Globe and Mail, Tuesday, April 23, 2013

The ROI of Exercise
"Big responsibility, big opportunity
Approximately 58% of the 2.67 million self-employed
Canadians have no disability insurance... huge market that
advisors would be wise to tap into"
- Investment Excutive, February 2013

Next steps
Engage CMN in a planning process to evaluate
the opportunity and scope a pilot program
(DESKercise-based sales training).
Develop the strategy, tactics and budget to
implement the program in the Toronto office.
Perfect the solution and progressively roll it out
with on-going improvements to all 3,600 advisors.

www.DontWaitDoIt.com

DESKercise: One-Minute Exercises for Advisors and Clients

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