May 2011

The news and ideas magazine for the Independent Agents of united American and First united American life Insurance Companies

annUal COnVentiOn JuNe 28 - July 1, 2012 Hard rOCk HOtel & CaSinO PUnta Cana

2 May 2011

content manager christie gibson

editor roberta boyd king

staff writers michael baker, brynn caccamo, katrina kotzen

graphic designer cal slayton

e-mail editor@torchmarkcorp.com

home office 972-529-5085

agent service center 800-925-7355

supply order fax 469-525-4290 attn: agency supply

supply order e-mail agentsupply@torchmarkcorp.com

websites www.unitedamerican.com www.unitedamerican.com/logon www.firstunitedamerican.com www.firstunitedamerican.com/office

Published regularly by united American and First united American life Insurance Companies for the dissemination of information to their Agents. Prior permission must be obtained from the Home Office for reproduction or other use of material herein.

attn: WaSHinGtOn aGentSWe are pleased to announce the approval of United American’s ProCare Medicare Supplement Plans A, B, C, D, F, G, and N in Washington. Agents may begin selling immediately.

Brainshark online training is available for UA ProCare 2011. The UA ProCare Medicare Supplement Laptop Sales Presentation also is approved in Washington.

Go to UAOnline, click on ‘UA General Agency Office’, ‘Health Products’, ‘Medicare Supplement Coverage’ to access and download sales and marketing materials.

UA Partners®, the optional noninsurance discount medical plan is not currently available in Washington.

attn: WiSCOnSin aGentS Wisconsin has approved 2011 rates for the UA Medicare Supplement MC4810 product. Only plans that involve coverage of the Part B deductible have increased. Rates on all other plans have not changed.

The new business effective date is May 15, 2011.

Go to UAOnline at www.unitedamerican.com/logon to download new rate cards.

Call Agency Service at 1-800-925-7355 or e-mail agencyservice@torchmarkcorp.com with questions.

PrOCare MediCare SUPPleMent rate aPPrOValS: de, la, Pa Delaware has approved 2011 rates for UA ProCare and under age 65 Plans A, B, C, D, F, HDF, G, K, L, and N. Plan HDF rates have decreased by 25 percent, but rates on Plans A, K, L, and under age 65 Plan HDF have not changed.

Louisiana has approved 2011 rates for UA ProCare and under age 65 Plans A, B, C, D, F, HDF, G, K, L, and N. Plan HDF rates have decreased by 25 percent, but rates on Plans A, F, G, K, L, and under age 65 Plans B, HDF, K, and L have not changed.

Pennsylvania has approved 2011 rates for UA ProCare and under age 65 Plans A, B, C, D, F, HDF, and N. Plan HDF and under age 65 Plan HDF rates have decreased by 25 percent, but rates on ProCare and under age 65 Plans A and F have not changed. Plans G, K, and L are not available in Pennsylvania.

The new business effective date is June 1, 2011 in all three states.

Go to UAOnline at www.unitedamerican.com/logon to download new rate cards.

Call Agency Service at 1-800-925-7355 or e-mail agencyservice@torchmarkcorp.com with questions.

attn: alabaMa & MiSSiSSiPPi aGentS Effective immediately, the toll-free assistance telephone number listed on the Alabama and Mississippi Arbitration Agreement (UARP03) is changed to 1-866-298-9114. Please discard any forms with the old number and go to UAOnline to your state Compliance Sheet to download the revised form.

attn: FirSt Ua aGentS Here are reminders for submitting new Medicare Supplement business:

Go to the First UA website at www.firstunitedamerican.com/office/downloads.htm to download forms and rates.

Submit the correct premium amount.

Complete all questions on the application. Do not leave any answers blank. If questions are left blank, the processing of the application (and your commission) is delayed.

The applicant’s Medicare ID number is ALWAYS required.

We require original signatures on applications. We cannot accept photo copies or faxed copies of signatures.

To guarantee a specific effective date, we must have at least two months premium submitted with the application. If the applicant pays only one month’s premium, the policy becomes effective the day First UA issues it, and the policy effective date cannot be changed.

Complete new business submissions include:

1. New Business Transmittal (FUAL-1080 R-2) for commission credit.

2. Application (NYMA14).

3. Initial premium - always required even when bank draft is selected.

4. Both Replacement Forms (NYU-1366 R10) and (NYREPMSM) if replacing any health coverage.

5. Bank Draft Authorization (N5820) if bank draft mode used. If drafting from a company account, we require a signed company bank draft validation form.

attn: nebraSka aGentS Effective immediately, begin using the Senior Health Insurance Information Program form SHIIP(26) instead of the NESC form you have been using. The SHIIP(26) form must be used for all applicants age 60 and above on all health and accident policies in Nebraska.

Please discard an NESC forms and begin using the SHIIP(26) form immediately.

Go to UAOnline to access the Nebraska State Compliance Sheet to download the SHIIP(26) form.

Call Agency Service at 1-800-925-7355 or e-mail agencyservice@torchmarkcorp.com with questions.

intereSt rateS Set The Lifestyle Annuity rate for May is 3.00 percent. Rates are reviewed and adjusted accordingly. The Deposit Fund Rider new business interest rate for 2011 is 3.00 percent.

PerSPeCtiVe

Charles Mankamyer Senior vice President / General Agents

Partnering for Success!

A partnership can be seen as an arrangement where individuals agree to cooperate to advance their interests. That is definitely the goal of United American and First United American in working with you ... to advance your interests, your Agency’s interests, and the interests of our Companies.

Partnerships are important in life, whether it’s personal partnerships or professional ones. Finding a spouse or close friend who supports your goals and works hard to help you achieve them is important to your overall personal success. Business is no different. Working with companies that support your goals and work hard to help you achieve them is important to your professional success and ultimately to personal success.

Well, UA and First UA probably won’t do anything to help you find a compatible spouse or significant other, but we can help you make the most of your professional endeavors.

Your success is tremendously important to UA and First UA, because we are only successful when you are. It is in our best interest to promote your best interests, and that is what we do every day in every way we can.

There are hundreds of thousands of people across the United States who are uninsured or underinsured. Many of them have never even been contacted by an insurance Agent. Many others don’t know where to go or whom to contact to find coverage. We want you to help those individuals and families by providing them with the safety net of appropriate insurance protection. How? Start by recruiting! You need a fully staffed team of talented individuals within your Agency to reach out to those thousands of individuals and families who need your help. The more Agents you have, the more you can grow your production.

Because we are partners, we want to assist your growth. Our new Directors, introduced in the March issue of Summit, have added additional support to the UA/First UA management team. Given their many years of experience in recruiting, training, and building successful sales teams, they know what works and what doesn’t. They’re here to share that experience with you!

Our live workshops around the country and the Agency Building Pilot Program in which we conduct a live recruiting seminar for your Agency can dramatically assist your recruiting efforts. We are also instituting Recruiting Webinars to assist you. Look at the page in this issue of Summit and

in the last few issues that lists the individuals and Agencies who have contracted with United American and First United American in recent months. They are excited about the opportunities we offer, and we are just as excited about helping all of them be successful.

The lagging economy of the past few years and the implementation of healthcare reform has helped recruiting efforts. More talented people are looking for work, and we’re ready to provide it. With commissions declining for many Agents selling major medical plans, highly experienced insurance sales people are looking for a new opportunity. UA’s and First UA’s Medicare Supplements with level commissions for the life of the policy* can provide that opportunity.

Our Thursday webinars have given new Agents and existing Agents greater insight into how to make our products work for them and what they can specifically do to increase sales.

Our new Fast Start Agent Lead Incentive Programs for both new and existing Agents provide an excellent impetus to boost production. Free direct lead mailers save you money and can substantially increase your production levels. Remember, 2,000 direct lead mailers are a $770 value. That’s a good chunk of change! And don’t forget our lead contract. We think it’s one of the best in the insurance industry!

Remember, we prorate new Agents who contract after Feb. 1, 2011, reducing the qualification period for the annual Convention by one or more months, depending on contract date. The amount of required production also is reduced. Contract in February and the Agent life/health requirement is 11 months or $137,500 of combined NAP ... in March it’s 10 months or $125,000 of combined NAP ... in June it’s only six months or $75,000 of combined NAP, etc. (Agents must be contracted and produce at a six-month minimum production level to be eligible for Convention.)

We are proud of the partnership we have with you, and want to do everything we can to help our partnership flourish. If there is anything you need, let us know. We are here for YOU!*Limited to 6th policy year on Guaranteed Issue Medicare Advantage replacements; not applicable in WA.

May 2011 3

UNITED AMERIcANArpin, James DwightAshworth, ThomasBailey, Eugene S.Bandy, Samuel L.Barth, virgil LeroyBennett, zachBijapuri, ShakiraBlackwell, James E.Blair, Richard GeneBlume, Cindy AnnBorosak Jr, William JohnBorski, Charles P.Bradford, DoyleBreshears, Adrian L.Brey, Cynthia M.Bruno, Todd A.Butzlaff, Cynthia A.Calpin Jr, Anthony FrancisCapozzoli, MichaelCatron, Julianna JoyCrocker Jr., Jesse WilburCross, Timothy EdwardDarby, Calvin PaulDerr, Tyler L.Doheny, Terrence F.Doherty, Justin PaulDoltaire, Guy EdgardDuhnke, Seth LewisEckman, James E.Etienne, Andre LucForey, Linda P.Fuini, Mark DavidGarces, AliciaGarrido, Katharina JeanetteGeorge, Daniel ThomasGilroy, Kathleen T.Gjestland, NormanGordon, Billy BruceGraham, Jerry DanHandley, James P.Henning, Janet L.Hutson Sr, James LeroyIbanez, Raul Horacio

Jackson, William M.Jacobs, Susan L.Jarvis, J. SamuelJoe, John L.Johnson, Dennis L.Johnson, Ronald WayneJones Thomas, Shirley HortonKerby, Bradley ScottKing, William LawrenceKnickerbocker, Deborah JeanKoelig, John C.Kozak, Iris C.Kulstad, Michelle M.Lambo, Richard A.Lasko, Terry J.Lassinger Jr., Paul H.Layton, Charles BernardLevenbrook, Sheldon G.Lewis, Fred H.Long, John FrancisLyon, Alan R.Lyonnais, Daniel FrancisMartin, James R.Mathews, Chad MichaelMcIlvain, Rosemary AnneMenk, Jill A.Meregillano, MaxMerz Agency, Inc.Moeller, Theodore W.Mohr, John FrancisMoore, Michelle MarieMorgan, Robert WinfieldMorris Jr., OtisMorton, Michael J.Muhlhan, Gary R.Muni Jr., Joseph PaulNattier, Claude A.Norman, Mary ElizabethOber, Janet CarrollOrtiz, Diana MaritzaParrish, Thurman JessePasko, Lawrence J.Peltzman, CarlPerson, Wayne Lawrence

Politi, Shelley R.Quattlebaum, Cheryl A.Randall, Dwight G.Reynolds, Adelbert EarleRosentreter, Donald R.Rubin, Alan S.Sanford, Scott EdwinScherrer, Scott C.Schlange, Mark AlvinSeniorquote Ins. Services, Inc.Serfass Jr., Kenneth S.Simpson, JeffreySmart, Abbie G.Spain, Mitchell W.Stahl, Gary L.Stone, Randall DeanStrohecker, James A.Sussman, Leslie S.Tanielian, AlanThornburg, Clyde MarshallTimothy, Boyce EugeneTomasello, Dominic A.Trumm, Mark HenryWachob Sr., Glenn I.Wakefield, Steven WayneWard, Edward vereWaters, Dean E.White Jr., Harold GeorgeWillis, Mark AndrewWiskie, David Francis

FIRST UNITED AMERIcANDubois, Toni G.Foroglou, JeffreyKrauza, Gregory AndrewLoffredo, Carmen J.Loffredo, Theresa A.McGrail, Christopher JamesSinger, Stuart H.Urban, Carol

It’s a warm welcome to the men and women who contracted with UA and First UA in April. You’ve made a wise decision, and everyone in the Home Office is here to help you and support you. We’re glad you’re with us!

4 May 2011

Welcome to UA & First UA!

May 2011 5

have more time to enjoy life with the new Medicare Supplement eApp. • Saves time• Provides rate quotes • Increases accuracy and productivity

Get Ready!It’s coming!

More Good Tips ...Last month’s tips were good, but this month’s are even better. They work for Medicare Supplement sales as well as for other health, life, or annuity sales. Remember to always follow Company Advertising Guidelines found at UAOnline and on the First UA website when promoting our Companies or our products.

Write and distribute a press release at least four times annually: Local media are generally open to a good story or an announcement about an individual that is out of the ordinary. Have you recently completed a certification or a CE class that may enhance your standing as the local go-to-guy (or gal) for insurance? Send a press release! Are you sponsoring a kid’s baseball or soccer team or hosting a Senior seminar? Send a press release! Use these events to tell customers how you are different and why that difference could benefit them. Give people a good reason to do business with you by blowing your own horn!

Put Yourself in the Forefront of Activity: If you are breathing, you should be prospecting! Continually market yourself and your business to others and demonstrate with enthusiasm and dedication how strongly you feel about the work you do. When you truly believe the products you offer are the best in the marketplace and you are the best person to offer them, prospects believe it too ... and don’t remain prospects for long. They quickly become customers as dedicated to you and your products as you are to them and their needs.

Spotlight Suitability: Some Agents prefer to sell a favorite product or products because of the way commissions are paid, bonus opportunities allocated, or they just feel comfortable selling it. Never make your prospect fit the product. Always look for products from your portfolio that fit your clients and their needs. If you realize that nothing in your product line fits what your prospect wants or needs, then don’t hesitate to walk away. Making the sale is not the most important issue. Doing what’s right for the prospect is!

co-op your talents: How do you get your message across to a lot of people without a big expense? Find a few other insurance Agents whose areas of expertise and passion may be different from yours and present an information round table. Talk to directors at the local YMCA, Senior Center, family recreation center, or check with religious leaders at local churches and synagogues. Ask if they would like to host the event. All you need to provide is your expertise and refreshments, because they will generally publicize the event for you. Have each speaker give a brief presentation and then open the meeting to questions. A typical round table could include Agents selling Medicare Supplements, under age 65 supplemental health, cancer/critical illness, life, and annuities.

6 May 2011

Look for additional tips in the June issue of Summit.

Avoid the infamous ‘circular file’: The last place you want your important information to end up is in someone’s trash can. And if it looks like junk mail, your recipient is going to treat it like junk mail. How can you avoid that? Send mail in a plain, white window envelope with a first-class stamp. Or address the envelope by hand. Include a return address, but not your name or Company name. It will arouse the recipient’s curiosity enough to open the envelope and read what is inside.

Enjoy a meal together: To show your best customers how much you appreciate them, take them and their spouses out to dinner once a year. Best customers may be those who have been with you the longest ... those who frequently give you referrals ... those who have several policies with you ... whatever ‘best’ means to you. Getting to know their spouses and letting them know yours can take your relationship to a new level. It not only can lead to additional referrals to their friends and families but can create a personal and professional bond that lasts a lifetime.

May 2011 7Source: Online Senior Market Advisor, ‘The 100 Best Marketing Tips’

celebrate: Send cards to customers to acknowledge their special days, whether it be birthdays, anniversaries, new babies, graduations, etc. Depending on the customer and the kind of relationship you have, send an e-card. It’s quick, easy, and cheap! And the variety and styles that are available are limitless. E-cards can be a lot of fun and make great sense if you just want to let them know you are thinking of them.

Review your sales calls: We all tend to ask “What did I do wrong?” if we have a sales call or presentation that does not go well or a prospect who does not buy. But what about the sales calls and presentations that do go well and the prospects who become customers? When you leave a prospect’s home and get into your car, don’t just review what went wrong. Review what went right too, and do it right after you leave the call while the details are still fresh in your mind. You can learn as much from successful calls as from unsuccessful ones. Besides, doesn’t it feel good to pat yourself on the back every-so-often when you’ve made an especially good sale and had fun doing it?

8 May 2011

4 Steps to Med-Supp Success!Go beyond price! Instead of price, base your sale on the value a product has and the needs of the Senior who is considering that product. Many Seniors are comfortable financially, but even if they aren’t, most Seniors are more concerned about a product’s value than its price, especially when it comes to something that may affect the treatment they receive for a health problem. In spite of financial losses resulting from the stock market’s downturn after 9/11, the Senior population’s financial well-being has steadily increased over time. According to the U.S. Census Bureau, the number of Americans age 65 and above who have a high income has increased from 18 percent in 1974 to 31 percent in 2007. An additional 33 percent have a mid-range income. The net worth of Seniors has increased almost 80 percent over the last 20 years. They have the financial resources to purchase a quality product with the right benefits to meet their needs. Don’t shortchange them or you by trying to sell a less expensive product just to make the sale.

Educate your prospects! Some Seniors don’t realize that, although all Medicare Supplement plans are standardized, companies are not. Premium prices, customer service, claims paying ability, and company ratings differ among various insurers and all have an impact on the real cost of a Medicare Supplement plan.

Younger Seniors new to the Medicare Supplement market may be more price-conscious than older Seniors, simply because they are new. Young Seniors who move from plan to plan to find the cheapest price, may eventually find themselves old Seniors unable to qualify for another plan. If they have developed health problems, they may find themselves stuck with a plan they can no longer afford.

Talk to all your Senior customers - regardless of their age - about the fact that healthcare needs change as they get older, and that they need to have a policy in place that can successfully address those needs. That’s sometimes a difficult point to make with young Seniors, but it’s an important one.

Sell the right plan the first time! Your job is not just to sell a Medicare Supplement. It’s to help your customer buy the right Medicare Supplement. How do you do that? By asking questions and listening to answers. Are they interested in cost-sharing? Are they relatively healthy? Would they consider a high deductible plan like HDF or F+ that can satisfy their needs and provide a lower premium? Do they have any chronic conditions? Do they see specialists often? How healthy do they expect to be in five years or 10 years? If the least expensive plan meets their needs, fine. But many Seniors want a more expensive plan with more benefits, and many can afford a more expensive plan. The most important consideration is that it’s the right plan. They want value, and the health plan with the best value is the one that meets their needs now and in the future at a price with which they’re comfortable.

Referrals are key!What’s the best way to get referrals? Build a trusting relationship with your customers, and referrals will come. When your customers are happy with you and their plan, they’ll want to spread that happiness around to friends, family, acquaintances at church and at the local Senior center, etc. But you must tell customers that you want referrals. They’re not mind readers. Make it clear that you want more business - especially if that business turns out to be customers as good as they are!

Source: Supplement to The Agent’s Sales Journal, October 2010

Want to grow your Medicare Supplement business? of course you do! here are a few ideas to help you.

Politi, Shelley R.Quattlebaum, Cheryl A.Randall, Dwight G.Reynolds, Adelbert EarleRosentreter, Donald R.Rubin, Alan S.Sanford, Scott EdwinScherrer, Scott C.Schlange, Mark AlvinSeniorquote Ins. Services, Inc.Serfass Jr., Kenneth S.Simpson, JeffreySmart, Abbie G.Spain, Mitchell W.Stahl, Gary L.Stone, Randall DeanStrohecker, James A.Sussman, Leslie S.Tanielian, AlanThornburg, Clyde MarshallTimothy, Boyce EugeneTomasello, Dominic A.Trumm, Mark HenryWachob Sr., Glenn I.Wakefield, Steven WayneWard, Edward vereWaters, Dean E.White Jr., Harold GeorgeWillis, Mark AndrewWiskie, David Francis

FIRST UNITED AMERIcANDubois, Toni G.Foroglou, JeffreyKrauza, Gregory AndrewLoffredo, Carmen J.Loffredo, Theresa A.McGrail, Christopher JamesSinger, Stuart H.Urban, Carol

May 2011 9

claim: The law amounts to a government takeover of health insurance and healthcare.

There is no doubt the law expands the federal government’s role in healthcare by requiring most Americans to have insurance and imposing new rules and regulations on insurance companies. The reform increases the number of people who qualify for Medicaid and offers subsidies to others who can’t afford private insurance. It also prevents insurers from rejecting applicants with health problems.

However, the law does not create federally run insurance plans, although the federal government and states will run ‘exchanges’, that is marketplaces where private insurers sell insurance to individuals and small businesses. The new law also promotes consumer co-op plans that are member-run, nonprofit insurers and not connected to Uncle Sam at all.

claim: The law cuts more than $500 billion from the Medicare program over the next 10 years, causing Seniors to lose benefits and access to their regular doctors.

The new law slows the growth of Medicare spending during the next decade, but does not cut spending from one year to the next. Medicare’s chief actuary determined the law could reduce Medicare spending by more than $575 billion over ten years. Much of the savings will come from slowing the growth of fees to providers.

However, savings will also come from reducing payments to Medicare Advantage (MA) insurers, which has already caused hundreds of thousands of MA members to lose coverage. In the future, MA members may find themselves faced with substantial increases in out-of-pocket expenses and/or loss of benefits. If their plan goes away entirely, they also may have to find another doctor and another plan or return to original Medicare with a traditional Medicare Supplement.

Those with Original Medicare and a traditional Medicare Supplement are much less impacted by healthcare reform. The law is not eliminating any traditional Medicare basic benefits. In fact, some new benefits are added.

claim: The law is driving up costs and premiums and will continue to do so during the next several years.

At this point, it’s anyone’s guess. According to Kaiser, figuring out how the law will affect healthcare costs and premiums is among the trickiest issues generated by the new law. Few people believe the costs will decline. The real question is, “Will costs go up faster with the law than they would have without the law?” The answer goes either way, depending on which consulting firm you ask.

How does healthcare reform impact United American and First United American? The majority of healthcare reform impacts health insurance for individuals under age 65, not Seniors. Changes in Medicare spending will affect Seniors who are Medicare Advantage members much more than those who have Original Medicare and a traditional Medicare Supplement. Seems like healthcare reform, coupled with Baby Boomers reaching Medicare eligibility, presents a tremendous opportunity to dramatically increase Medicare Supplement sales.

Forget the Republicans, the Democrats, the Liberals, the Conservatives, and all the political pundits ranting and raving about the problems generated by healthcare reform. You know better. It’s opportunity, and you’re in a great position to take advantage of it!

Healthcare Reform: Fact or Fiction?The Democrats blame the Republicans and the Republicans blame the Democrats for everything that is wrong with healthcare reform. But, when the dust clears, do most of us really know what’s fact and what’s fiction? According to Kaiser Health News, most claims are a blending of both.

10 May 2011

PaCeSetterS CluBThrough April 2011, these producers represent the top Agents with the highest net combined annualized premium. Agents can also qualify to attend the annual Sales Convention. Final qualifiers will be based on Company production and retention requirements.

1. DEvIN BARTA

2. TIMoThY J. AhLBUM

3. PhILIP B. oRTEz JR.

4. JoNAThAN AhLBUM

5. GERALD R. STEvENS

6. FRED W. LEMAR JR

7. CHRISTOPHER N. GRAHAM

8. EDWARD A. CATRON

9. MATTHEW BROWN

10. IAN A. SMITH

11. JERROLD J. POSTIN

12. CASEY v. PALMER

13. NATALIE L. COOPER

14. ROGER A. GRADY JR

15. KENNETH R. DELAUTER JR

16. ANDREW M. FLITTNER

17. RONALD C. HARSHMAN

18. SHIA WEINFELD

19. STUART ALAN

20. CATHERINE E. HATTON

21. JOHN W. STAMPER

22. MARK HELLER

23. MICHAEL LEMAR

24. TRACY KRAUSE BRATONE

25. SHARON L. LIEBERMAN

26. KENNETH L. LEPAGE JR

27. JAIME S. WEIDMANN

28. DANIEL A. POPEK

29. MARK vERTICH

30. KARL WASHWICK

PreSIDeNt’S CluBThrough April 2011, these producers represent the top Agencies with the highest net combined annualized premium. Agencies can also qualify to attend the annual Sales Convention. Final qualifiers will be based on Company production and retention requirements.

1. JoNAThAN AhLBUM

The Ahlbum Group

2. MIchAEL LEMAR Sunshine State Agency

3. AMERIcAN LIFE & hEALTh GRoUP, INc.

4. RoN coNckLINRosenberg-Concklin, Inc.

5. cAThERINE E. hATToNLong Island Insurance

Solutions

6. GERALD R. STEvENSStevens & Associates Insurance Agency

7. PHILIP B. ORTEz JR.Phil & Kathy Ortez Insurance Agency, Inc.

8. THOMAS G. STATKEWICzSylvan-James Associates, Inc.

9. DAvID K. DANIELSDavid K. Daniels & Associates

10. MIKE STEvENSFarm & Ranch Healthcare, Inc.

11. PAUL SWEENEYQuality First Insurance Agency, Inc.

12. STUART ALANSenior Care Insurance Center

13. RONALD C. HARSHMANHarshman Insurance Agency

14. RICHARD S. SCHWARTzSchwartz Insurance Agency

15. JOHN STAMPERChoice Plus Benefits

16. AMERICAN EAGLE CONSULTANTS, INC.

17. CENTURION AGENCY, LTD.

18. MARK HELLERHeller Insurance Agency

19. PETER S. GELBWAKSGelbwaks ExecutiveMarketing Corp.

20. THE WASHWICK AGENCY, INC.

21. LINDA J. PHAROAHPharoah Insurance Agency

22. AMERIPRISE FINANCIAL SERvICES

23. RICHARD M. BACALLBacall Insurance Agency

24. FAGE MARKETING SALES, INC.

25. CLIFTON J. MARSHALLMarshall Insurance Agency

26. STANTON M. BERSHADBershad Insurance Agency

27. KERRY SACHSSachs Insurance Agency

28. JERRY L. SMITHSmith Insurance Agency

29. ANTHONY M. ANTINAntin Insurance Agency

30. ROBERT M. CASECase Insurance Agency

tOP PrOdUCerS

tOP PrOdUCerS

This list represents the Top General Agents and Writing Agents who have written the highest net annualized life or health premium through the month of April 2011.

lIfe GeNeral aGeNtS health GeNeral aGeNtS1. MIKE STEvENS

Farm & Ranch Healthcare, Inc. 16. BANTEE L. HALL

Hall Insurance Agency1. JONATHAN AHLBUM

The Ahlbum Group16. AMERICAN EAGLE

CONSULTANTS, INC.

2. ANTHONY G. SMITHSmith Insurance Agency

17. DAvID A. NICHOLASNicholas Insurance Agency

2. MICHAEL LEMARSunshine State Agency

17. CENTURION AGENCY, LTD.

3. PHILIP B. ORTEz JR.Phil & Kathy Ortez Insurance Agency, Inc.

18. DAvID K. DANIELSDavid K. Daniels & Associates

3. AMERICAN LIFE & HEALTH GROUP, INC.

18. MARK HELLERHeller Insurance Agency

4. OWEN E. METTSMetts Insurance Agency

19. NAGIB F. KHALLOUFKhallouf Insurance Agency

4. RON CONCKLINRosenberg-Concklin, Inc.

19. PETER S. GELBWAKSGelbwaks Executive Marketing Corp.

5. JOHN W. HARRINGTONHarrington Insurance Agency

20. HAROLD NORMANNorman Insurance Agency

5. CATHERINE E. HATTONLong Island Insurance Solutions

20. THE WASHWICK AGENCY, INC.

6. GEORGE A. WALLACEWallace Insurance Agency

21. CHARLES F. JAMESJames Insurance Agency

6. GERALD R. STEvENSStevens & Associates Insurance Agency

21. LINDA J. PHAROAHPharoah Insurance Agency

7. ALBERT R. MCKENzIEMcKenzie Insurance Agency

22. BOBBY L. BAKERBaker Insurance Agency

7. PHILIP B. ORTEz JR.Phil & Kathy Ortez Insurance Agency, Inc.

22. AMERIPRISE FINANCIAL SERvICES

8. MICHAEL LEMARSunshine State Agency

23. ANNIE L. GIBBSGibbs Insurance Agency

8. THOMAS G. STATKEWICzSylvan-James Associates, Inc.

23. RICHARD M. BACALLBacall Insurance Agency

9. KENNETH R. BOWLINGThe Benefit Exchange

24. JOHN F. ASHFORDAshford Insurance Agency

9. DAvID K. DANIELSDavid K. Daniels & Associates

24. FAGE MARKETING SALES, INC.

10. CURTIS HOLMESFirst Southeast Ins. Serv., Inc.

25. CARLA COFFMANCoffman Insurance Agency

10. MIKE STEvENSFarm & Ranch Healthcare, Inc.

25. CLIFTON J. MARSHALLMarshall Insurance Agency

11. HENRY L. LANELane Insurance Agency

26. HERSCHELL A. MCCOYMcCoy Insurance Agency

11. PAUL SWEENEYQuality First Insurance Agency, Inc.

26. STANTON M. BERSHADBershad Insurance Agency

12. MICHAEL PERNAPerna Insurance Agency

27. COMMUNITY FAMILY SOLUTIONS

12. STUART ALANSenior Care Insurance Center

27. KERRY SACHSSachs Insurance Agency

13. NELSON J. MARTINMartin Insurance Agency

28. CURTIS SCOTTScott Insurance Agency

13. RONALD C. HARSHMANHarshman Insurance Agency

28. JERRY L. SMITHSmith Insurance Agency

14. DON H. PIPPIN SR.Pippin Insurance Agency

29. CLIFTON A. BOOEBooe Insurance Agency

14. RICHARD S. SCHWARTzSchwartz Insurance Agency

29. ANTHONY M. ANTINAntin Insurance Agency

15. JESSE E. BROWNBrown Insurance Agency

30. RONNIE KAMARASunshine State Agency

15. JOHN STAMPERChoice Plus Benefits

30. ROBERT M. CASECase Insurance Agency

lIfe WrItING aGeNtS health WrItING aGeNtS1. WESLEY S. STEvENS 16. LENA M. CRAWFORD 1. DEvIN BARTA 16. ANDREW M. FLITTNER

2. ANTHONY G. SMITH 17. BANTEE L. HALL 2. TIMOTHY J. AHLBUM 17. RONALD C. HARSHMAN

3. PHILIP B. ORTEz JR. 18. DAvID A. NICHOLAS 3. PHILIP B. ORTEz JR. 18. SHIA WEINFELD

4. OWEN E. METTS 19. ROGER A. GRADY JR. 4. JONATHAN AHLBUM 19. STUART ALAN

5. DAvID S. KAUzLARICH 20. NAGIB F. KHALLOUF 5. GERALD R. STEvENS 20. CATHERINE E. HATTON

6. ALBERT R. MCKENzIE 21. HAROLD NORMAN 6. FRED W. LEMAR JR. 21. JOHN W. STAMPER

7. JOHN W. CRAvEN JR. 22. DALE L. HOUSTON 7. CHRISTOPHER N. GRAHAM 22. MARK HELLER

8. GEORGE A. WALLACE 23. EDWARD A. CATRON 8. EDWARD A. CATRON 23. MICHAEL LEMAR

9. KENNETH R. BOWLING 24. BOBBY L. BAKER 9. MATTHEW BROWN 24. TRACY KRAUSE BRATONE

10. CURTIS HOLMES 25. CHRISTOPHER JACOBY 10. IAN A. SMITH 25. SHARON L. LIEBERMAN

11. HENRY LANE 26. JOHN W. HARRINGTON 11. JERROLD J. POSTIN 26. KENNETH L. LEPAGE JR.

12. MICHAEL PERNA 27. ANNIE L. GIBBS 12. CASEY v. PALMER 27. JAMIE S. WEIDMANN

13. NELSON J. MARTIN 28. JOHN F. ASHFORD 13. NATALIE L. COOPER 28. DANIEL A. POPEK

14. DON H. PIPPIN SR. 29. HELEN M. GREGORY 14. ROGER A. GRADY JR. 29. MARK vERTICH

15. JESSE E. BROWN 30. BERNESTINE BLUNT 15. KENNETH R. DELAUTER JR. 30. KARL WASHWICK

May 2011 11

What Do You NeeD to Sell? If You’re a General aGent: If You’re a WritinG aGent:

MOntH liFe OnlY HealtH OnlY COMbined MOntH liFe OnlY HealtH OnlY COMbined

$180,000 NAP $350,000 NAP $350,000 NAP $100,000 NAP $150,000 NAP $150,000 NAP

Jan. $15,000 $29,167 $29,167 Jan. $7,500 $12,500 $12,500

Feb. 30,000 58,333 58,333 Feb. 15,000 25,000 25,000

Mar. 45,000 87,500 87,500 Mar. 22,500 37,500 37,500

aPr. 60,000 116,667 116,667 aPr. 30,000 50,000 50,000

MaY 75,000 145,833 145,833 MaY 37,500 62,500 62,500

JUne 90,000 175,000 175,000 JUne 45,000 75,000 75,000

JUlY 105,000 204,167 204,167 JUlY 52,500 87,500 87,500

aUG. 120,000 233,333 233,333 aUG. 60,000 100,000 100,000

SePt. 135,000 262,500 262,500 SePt. 67,500 112,500 112,500

OCt. 150,000 291,667 291,667 OCt. 75,000 125,000 125,000

nOV. 165,000 320,833 320,833 nOV. 82,500 137,500 137,500

deC. 180,000 350,000 350,000 deC. 100,000 150,000 150,000

All 2011 production qualifications for the 2012 Convention at Hard Rock Hotel & Casino, Punta Cana in the Dominican Republic, are based on Net Annualized Premiums (NAP), which must be 70 percent or more of the

Gross Annualized Premiums (GAP). Qualification Period: Dec. 25, 2010, through Dec. 24, 2011. Conference costs (room, airfare, and food) for participant and guest will be included on the qualifier’s taxable income (1099) for the year.

annUal COnVentiOn JuNe 28 - July 1, 2012 Hard rOCk HOtel & CaSinO PUnta Cana