Case Count now down to as low as $2,500!

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VOLUME 7, ISSUE 41

Friday, October 11, 2013

We’ll be rolling out the 2014 compensation plans in early No-vember, and we are excited about several field-feedback im-provements. The comp plans are still shaped around recruiting and development of new reps, and rewarding managers for hit-ting their sales plans. On the rep side, one of the biggest changes is that we are lowering the case count requirement from $3,500 to $2,500.

But wait, there’s more—We have decided to go ahead and make the lower case requirement of $2,500 effective for 4Q 2013! The smaller businesses (typically <16 lives) that this will impact can be profitable for both reps and the company if we are exercising good field underwrit-ing practices, such as:

Use needs-based selling (don’t oversell, using 3-5% of annual in-come as a good guideline)

Diversify (don’t just sell to one type of busi-ness, especially in poor-persisting in-dustries)

Following up with billing,

particularly questions surrounding the ac-count’s first bill

Respond to underwriting memos

What’s the word on the street? As Mat Matarrese, Southeast VP-sales, says, “employees in smaller busi-nesses truly need our products, and we are better equipped with our systems, training, and distri-bution model than our competi-tors”. Mat also noted that 5.8 million of the 6 million busi-nesses in the U.S. have less than 100 lives. We also caught George Sorrentino (DGA-San Diego) in the Home Office during his visit this week, and he is really excited about this change. George noted that it’s really going to add a lot more importance to 10-life groups, and on the recruiting front, it will “make it easier for him to sell the package”. George, a consistent Leaders Conference qualifier, has been a DGA since 2011 and is in the running for President’s Club this year.

Here’s how it will work:

Cases that have not yet reached $2,500, but get there during

4Q 2013, will receive case count.

Cases that are between $2,500 and $3,499 as of the end of 3Q 2013 will receive case count if additional premium is written in 4Q 2013.

For #1 and #2, accounts must be in their first 52 weeks to qual-ify (normal new account dat-ing rules apply).

The change will go back to in-clude business written in week 40 (start of 4Q 2013).

These cases would apply to both the new account bonuses and Leaders Conference qualifications. However, the scorecards will not reflect the $2,500 cases for 2013.

In 2014, there will be slight changes to the new account bonus table, BUT for 4Q 2013 the new account bonus table will stay as-is, using the current case count require-ment.

In 2014, there will be no transi-tion from $3,500 to $2,500. Only cases that reach $2,500 during 2014 will receive case count in 2014.

Page 2

Training Class!

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Back row, L to R: Cory Avalos, Benson Lim, Karla Modersitzki

Front Row, L to R: Jeff Marasso, Caesar Gomez, Armando Montes, Susie Pulido, Robert Andrew Baldwin, Maribel Barco

Regional Instructor up front: Terie Bradford

Page 3

NATIONAL Monday Morning Webinars! p 1 of 2

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Day Date 6:00 am Pacific, 3:00 am Hawaii 7:00 am Pacific, 4:00 am Hawaii 9:00 am Pacific, 6:00 am Hawaii

Monday 14‐Oct E‐Services LinkedIn Track An App

Monday 21‐Oct Using Wellness  for Working Conditions Colonial  College Harmony® Enrollment

Monday 28‐Oct Benefits  Communication & Ed. Data Security Basic Flexible Benefits

Monday 4‐Nov New Account Welcome Process Harmony® Setup E‐Services

Monday 11‐Nov Sales  Performance Track An App Harmony® Enrollment

Monday 18‐Nov Data Security Benefits  Communication & Ed. Colonial  College

Monday 25‐Nov Using Wellness  for Working Conditions Basic Flexible Benefits LinkedIn

Monday 2‐Dec Harmony® Setup Using Wellness  for Working Conditions Onboarding

Monday 9‐Dec Track An App Harmony® Enrollment LinkedIn

Monday 16‐Dec E‐Services Sales  Performance New Account Welcome Process

Monday 23‐Dec Colonial  College Data Security Basic Flexible Benefits

Monday 30‐Dec Benefits  Communication & Ed. Onboarding Harmony® Enrollment

OnBoarding Services now offers additional training webinars every Monday!! Starting August 26th, every Monday at 9 am, 10 am & 12 pm EST, (6, 7, & p PST) the Onboarding Services team will conduct a rotating series of national webinars to support managers and their teams. The list of topics, dates and times are located in the Excel spreadsheet attached to this e‐mail.  You will also find a webinar flier that can be used to pro‐mote these webinars with your teams.  We are committed to your growth and success. Gain the knowledge, skills and tools needed to train and develop a successful team by participating in the educational webi‐nars. If you have any questions at all please don’t hesitate to reach out to the Onboarding team at 877‐486‐4930!! 

Page 4

NATIONAL Monday Morning Webinars! p 2 of 2

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Page 5

Flyer from HCR RACE event now available to order!

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Form #101382

Form #101382

Page 6

Financial Protection Toolkit now available!

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Page 7

RACE event coming 10/21/2013 in our territory

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Page 8

New Solution Spotlight Case Study available on Propr!

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Page 9

Las Vegas / Southern Nevada 2014 TKO Information

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

2014 Territory Kick-Off Meeting LAS VEGAS / SO. NEVADA

New venue announced

Monday, January 27th, 2014, 2012

Managersʼ Meeting 9 pm-12 pm, Full TKO 1 pm̶6 pm

6 pm̶8 pm Awards, Incentives & Dinner Reception

Spouses and significant others are not only welcome but encouraged to attend reception!

Maggiano’s Little Italy Restaurant

3200 Las Vegas Blvd South, Suite 2144

Las Vegas, Nevada 89109

(in the Fashion Show Mall)

Page 10

San Diego 2014 TKO Information

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

2014 Territory Kick-Off Meeting SAN DIEGO

Tuesday, January 21st, 2014,

Managersʼ Meeting 9 pm-12 pm, Full TKO 1 pm̶6 pm,

6 pm̶8 pm Awards, Incentives & Dinner Reception

Spouses and significant others are not only welcome but encouraged to attend reception!

Location to be announced likely next week!

Page 11

Colonial Life News for Brokers

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Page 12

Territory Calendar : Now through November 1 2013

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

OCTOBER 2013 Calendar

Sunday Monday Tuesday Wednesday Thursday Friday Saturday

September 29 September 30 Steve Polk: LV Steve Polk 8 am MGR conf call

1 Steve Polk: CC 4 Q 2013 DDP Kickoff in Culver City Maria Alido, 46, 1:00 Greg Maher, 20, 11:00 Joan Rance, 4, 2:00 Keith Ford, 6, 10:00 Keith Ford, 3, 1:00

2 Steve Polk: SD National Sales Webinar: Lee Trudeau, 10, 1:30 Scott Sathrum, 25, 10:00 Joan Rance, 16, 11:00 Keith Ford, 3, 12:00 Joel Johnston, 5, 10:00 Greg Maher, 15, 2:30 Keith Hart, 9, 10:00

3 Steve Polk: SD Scott Sathrum, 14, 10:00 Keith Ford, 12, 9:00

4 Steve Polk: SD Stephen PTO George Sorrentino, 25, 8:30 Chris Roth, 8, 10:00 Scott Sathrum, 13, 9:45 Maria Alido, 4, 9:00

5

6 7 So Nev/San Diego 4Q Manager Mtg in Las Vegas at The M Lee Trudeau, 18, 9:00 Richard Faller, ?, 9:00

8 Steve Polk: LV Wendy Pack, 18, 9:30 Lee Trudeau, 2,10:00 Benson Lim, 6, 11:30 Richard Faller, 100, 10:00

9 Steve Polk: LV SDCLC: Prospecting(171) Wendy Pack, 17, 9:00 Lee Trudeau, 5,11:00 Lee Trudeau, 5,12:00 Keith Ford, 12, 10:00 Keith Ford, 5, 12:00 Greg Maher, 15, 10:00 NO Wednesday call with Joe

10 Steve Polk: LV SD CLC: Prospecting (171) Lorin Westlund, 3,9:30 Keith Hart, 150, 11:30

11 Steve Polk: LV NO Friday regional TSM Call

12 Kenneth Hunter, 3, 8:00

13

14 Steve Polk: LV Steve Polk 8 am MGR conf call Monday National Webinar Series continues

15 LV: Prospecting 171 Steve Polk Concord CA McFancy, 2800,1:00 Chris Roth, 70, 11:30 Keith Hart, 4, 1:00 Keith Hart, 4, 10:00 George Sorrentino, 8, 9:30 Mitch Smith, 30, 1:30 Melissa Carrillo, 20, 11:30 Donna Augustyn, 25, 1:00 Keith Ford, 6, 9:00 Keith Hart, 25, 3:00 Kenneth Hunter, 6, 8:00

16 LV: Prospecting 171 Steve Polk Concord CA SD CLC: DDP Sales NO Wednesday call with Joe Lee Trudeau, 5,12:00 Jennifer Moya, 9,11:00 Patti Baker, 50,2:30 Patti Baker, 125, 11:00 Keith Ford, 6, 9:00 Keith Hart, 10, 10:00 Joel Parks, 4, 2:00

17 Steve Polk is in Concord SD CLC: DDP Sales Lee Trudeau, 3,10:00 Mitch Smith, 200,10:00 Shruti Sinha, 40, 2:00 Patti Baker, 17, 11:00 Patti Baker, 6, 11:00 Keith Hart, 16, 10:00 Kenneth Hunter, 3, 12:00 Kenneth Hunter, 10, 1:00

18 Steve Polk: LV Stephen PTO NO Friday regional TSM Call Melissa Carrillo, 6, 10:30 Richard Faller, 90, 2:30 Keith Hart, 3, 10:00

19

20 21 Steve Polk: SD Steve Polk 8 am MGR conf call Monday National Webinar Series continues Kenneth Hunter, 10, 9:00

22 Steve Polk: SD SD CLC: DDP Recruiting SWAT Liz Martin, 3, 1:00 Melissa Carrillo, 30, 2:00 Richard Faller, 90, 10:00

23 Steve Polk: SD - LV CLC: Presenting to the DM (161) - SD CLC - DDP Coordinator (Christina Polk) YES Wednesday call with Joe & Danielle Mitch Smith, 21,9:00 Wendy Pack, 85, 9:30 Melissa Carrillo, 105, 11:30

24 Steve Polk: SD LV CLC: Presenting to the DM (161) SD CLC: Group Briefing Shruti Sinha, 24, 9:30 Greg Maher, 16, 9:00 Liz Martin, 8, 9:00 Patti Baker, 20, 10:00

25 Steve Polk: SD YES Friday regional TSM Call

26

27 28 Steve Polk: LV Steve Polk 8 am MGR conf call Monday National Webinar Series continues

29 Steve Polk: LV 30 Steve Polk: LV YES Wednesday call with Joe & Danielle Shruti Sinha, 8, 10:00 Keith Hart, 20, 1:00

31 Steve Polk: LV Stephen PTO Shruti Sinha, 25, 10:00 Shruti Sinha, 26, 10:00

November 1 Steve Polk: LV YES Friday regional TSM Call

Future appts: 11-6: Joan Rance, 15, 2:00 11-7, Wendy Pack, 130, 10:30 11/5, Chuck Stanley, 23, 10:00

VOLUME 7, ISSUE 41 Page 13

Leaders’ Conference 2014 Standings (through week 40) p 1 of 2 Agency and Public Sector Channel Leaders’ Conference Standings as of 5 am PDT 10/072013

New and Rookie Sales Representatives -- Net Sales Credits 8: Ray Gong 24: Maria Gonzalez New and Rookie Public Sector Sales Reps -- Net Enroller Sales Premium New and Rookie Sales Representatives -- Number of New Accounts 38: Amber Dimmick New and Rookie Public Sector Sales Representatives -- New Account Net Sales Premium 29: Lori Wilkinson Sales Representatives 2: Mike McCarey (already qualified) 111: Rodney Shepherd 28: Andrea Tierce 114: Peter Crosby 64: Cathy Buffone 125: Margo Ramirez 78: Tammy Truman 142: Maria McGlothen 94: Nancy Northrop 168: Lisa Renteria 107: Kym Dunham 194: Roger Kenchel Sales Representatives -- Number of New Accounts 6: Mike McCarey 38: Maria McGlothen 36: Brett Welty 44: Christina Polk Sales Representatives -- Benefits Counselors (Enrollers) 8: Rodney Shepherd 45: Jennifer Weller 9: Margo Ramirez 63; Edwin Velasquez 12: Ray Gong 71: Crystal Eckenroth 32: Roger Kenchel 73: Joe Rubino 38: Kym Dunham 87: Maria Gonzalez Sales Representatives -- Coordinators 2: Andrea Tierce (already qualified) 8: Tammy Truman (already qualified)

Manager Leaders’ Conference Standings Agency Development Managers 22: Melissa Carrillo 70: Ernie Dobson 26: Chelsea Ware Public Sector Assistant Managers 45: Tony Thielges District General Agents and Public Sector Managers 28: George Sorrentino 109: Mike Minney 43: Jackie Kohorst 189: Jesse Renteria 68: Del Downey 194: Chris Riffel 80: Courtney McFarland 200: Jeff Welty 105: Andras Gesz Territory Managers 21: Steve Polk

VOLUME 7, ISSUE 41 Page 14

Leaders’ Conference 2014 Standings (through week 40) p 2 of 2 Manager President's Club Standings

Agency Development Managers 11: Melissa Carrillo 46: Ernie Dobson 14: Chelsea Ware Public Sector Assistant Managers 37: Tony Thielges District General Agents -- Small Office 32: Mitch Smith 37: Chris Riffel District General Agents -- Medium Office 6: George Sorrentino 30: Mike Minney District General Agents -- Large Office District General Agents -- Premier Office 14: Del Downey Public Sector Managers 10: Jesse Renteria Territory Managers 29: Steve Polk

2013 Sales Representative Awards Hall of Fame 5: Mike McCarey Sales Representative of the Year—Agency Channel 2: Mike McCarey Sales Representative of the Year—Public Sector Channel Rookie Sales Representative of the Year—Agency Channel 6: Ray Gong RookieSales Representative of the Year—Public Sector Channel Founder’s Award: New Accounts—Agency Channel 6: Mike McCarey Rookie Founder’s Award: New Accounts—Agency Channel Founder’s Award: New Account Sales Premium—Agency Channel 4: Mike McCarey Founder’s Award: New Account Sales Premium—Public Sector Channel Benefits Counselor of the Year—Agency Channel 8: Rodney Shepherd 12: Ray Gong 9: Margo Ramirez Coordinator of the Year—Agency Channel 1: Andrea Tierce 7: Tammy Truman

2013 Sales Manager Awards ADM of the Year 11: Melissa Carrillo PSAM of the Year DGA Premier Office of the Year 14: Del Downey DGA Large Office of the Year DGA Medium Office of the Year 6: George Sorrentino PSM People Development 5: Jesse Renteria PSM Office of the Year 10: Jesse Renteria TM Office of the Year 19: Steve Polk

Page 15

People of the Week in the Territory for Week 40 2013

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Sales Representative of the Week (Opener): Eli Whitney (Jeff Welty District)

New/Rookie Sales Representative of the Week: Christine Go (Rita Ornellas District Team)

Benefits Counselor of the Week: Edwin Velasquez (Territory Enrollment Team)

Coordinator of the Week: Andrea Tierce (Del Downey District)

Highest Number of Net Sales Credits for the Week): Eli Whitney (Jeff Welty District)

Assistant Manager of the Week: Shawna Barnes-Lowe (Julie Abarzua District)

District Manager of the Week: Julie Abarzua (Henderson, Nevada)

WELCOME NEW SALES REPS: √ ASR Jesse Neal Carter (Nathan Udy

District) √ ASR Tina Ann Charest (Lorin Westlund District) √ ASR Justin T. White (Andras Gesz District)

Page 16

Territory Leaders for Week 40 2013 (week ending Oct. 5, 2013)

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Weekly Top 5 in Sales Credits Rank Agent Name District Weekly Sales Credits

1 WHITNEY, ROBERT ELI WELTY 27,151.11

2 TIERCE, ANDREA MARIE DOWNEY 15,581.08

3 MCCAREY, MICHAEL WAYNE DOWNEY 9,439.33

4 WELTY, BRETT JASON WELTY 8,680.97

5 CROSBY, PETER MUZZY MINNEY 8,132.29

Weekly Top 5 in Net New Account Sales Premium Rank Agent Name District Weekly Sales Premium

1 CROSBY, PETER MUZZY MINNEY $4,908.60

2 MCCAREY, MICHAEL WAYNE DOWNEY $4,635.12

3 BARNES-LOWE, SHAWNA M. ABARZUA $4,056.78

4 CARRILLO, MELISSA DEE SORRENTINO $3,390.98

5 POLK, CHRISTINA DIANE TERRITORY ENROLLMENT TEAM $2,570.94

Weekly Top 5 in New & Rookie Sales Credits Rank Agent Name District Weekly Sales Credits

1 GO, CHRISTINE L. ORNELLAS $1,362.44

2 HIRSCH, TIMOTHY DOUGLAS ABARZUA $852.07

3 SAI, EDWIN ABARZUA $852.07

4 MENDOZA, MARIA LOURDES DOWNEY $805.01

5 ACEVEDO, ANA LAURA TERRITORY ENROLLMENT TEAM $672.97

Weekly Top 5 Districts in Area New Account Premium Rank District Manager Name Area Weekly Sales Premium

1 ABARZUA, JULIE LAS VEGAS, NV $11,550.72

2 WELTY, JEFFREY MICHAEL SAN DIEGO, CA $8,960.16

3 SORRENTINO, GEORGE MICHAEL SAN DIEGO, CA $5,627.70

4 MINNEY, MICHAEL JAY SAN DIEGO, CA $4,908.60

5 KOHORST, JACQUELINE LAS VEGAS, NV $3,784.80

Page 17

Territory Leaders for Week 40 2013 (week ending Oct. 5, 2013)

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Weekly Top 5 Openers

Rank Agent Name District Weekly Sales Credits

1 WHITNEY, ROBERT ELI WELTY 27,020.91

2 MCCAREY, MICHAEL WAYNE DOWNEY 9,439.33

3 WELTY, BRETT JASON WELTY 7,203.12

4 CROSBY, PETER MUZZY MINNEY 7,163.37

5 PACK, WENDY DAWN RIFFEL 2,633.48

Weekly Top 5 Benefit Counselors

Rank Agent Name District Weekly Sales Credits

1 VELASQUEZ, EDWIN MANUEL TERRITORY ENROLLMENT TEAM 4,879.81

2 GONG, RAYMOND KWOCKMAN TERRITORY ENROLLMENT TEAM 3,933.66

3 SHEPHERD, RODNEY BRYAN DOWNEY 3,463.31

4 SANDLIN, JOSEPH GLENN WELTY 2,886.07

5 WELLER, JENNIFER TERRITORY ENROLLMENT TEAM 2,690.17

Weekly Top 5 Coordinators

Rank Agent Name District Weekly Sales Credits

1 TIERCE, ANDREA MARIE DOWNEY 15,581.08

2 TRUMAN, TAMMY M TERRITORY COORDINATOR 4,580.85

3 DUNHAM, KYM ELIZABETH RENTERIA 531.21

4 PAYNE, MICHELLE RENE KOHORST 463.57

5 MCGLOTHEN, MARIA L RENTERIA 224.16

Page 18

Territory Leaders for Week 40 2013 (week ending Oct. 5, 2013)

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Top Ten Reps YTD Net Sales CreditsTop Ten Reps YTD Net Sales Credits Rank Agent Name District Sales Credits

1 MCCAREY, MICHAEL WAYNE DOWNEY 906,465.37 2 TIERCE, ANDREA MARIE DOWNEY 304,683.76 3 BUFFONE, MARY CATHERINE RENTERIA 225,155.56 4 TRUMAN, TAMMY M. TERRITORY COORDINATOR 205,566.71 5 NORTHROP, NANCY MARIE GESZ 191,007.61 6 DUNHAM, KYM ELIZABETH RENTERIA 179,189.52 7 SHEPHERD, RODNEY BRYAN DOWNEY 175,849.39 8 CROSBY, PETER MUZZY MINNEY 174,602.47 9 RAMIREZ, MARGARITA ALEJANDRA DOWNEY 166,146.10

10 MCGLOTHEN, MARIA L. RENTERIA 157,358.23

Top Reps YTD New Account PremiumTop Reps YTD New Account Premium Rank Agent Name District Premium

1 MCCAREY, MICHAEL WAYNE DOWNEY $660,455.61 2 CARRILLO, MELISSA DEE SORRENTINO $127,922.01 3 MCGLOTHEN, MARIA L. RENTERIA $106,528.56 4 BUFFONE, MARY CATHERINE RENTERIA $84,190.84 5 DIMMICK, AMBER MARIE DOWNEY $72,620.04 6 VALLE, LUIS RAFAEL DOWNEY $71,559.27 7 PACK, WENDY DAWN RIFFEL $69,905.04 8 BAKER, PATTI JO GESZ $63,863.90 9 CROSBY, PETER MUZZY MINNEY $57,474.68

10 POLK, CHRISTINA DIANE TERRITORY ENROLLMENT TEAM $55,934.65

Top Reps YTD Case CountsTop Reps YTD Case Counts Rank Agent Name District Case Count

1 MCCAREY, MICHAEL WAYNE DOWNEY 14.00 2 CARRILLO, MELISSA DEE SORRENTINO 9.00

3 (TIE) WELTY, BRETT JAOSN WELTY 7.00 4 (TIE) BAKER, PATTI JO GESZ 6.00 4 (TIE) MCGLOTHEN, MARIA L. RENTERIA 6.00 4 (TIE) MICHAEL-MARTIN, ELIZABETH ANN WESTLUND 6.00 4 (TIE) POLK, CHRISTINA DIANE TERRITORY ENROLLMENT TEAM 6.00

8 ROOD, BRIAN CRAIG DOWNEY 5.50 9 BUFFONE, MARY CATHERINE RENTERIA 5.00

10 (TIE) DIMMICK, AMBER MARIE DOWNEY 4.00 10 (TIE) PACK, WENDY DAWN RIFFEL 4.00 10 (TIE) STACY, TONI ABARZUA 4.00

Page 19

Territory Leaders for Week 40 2013 (week ending Oct. 5, 2013)

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Top Districts YTD New Account PremiumTop Districts YTD New Account Premium RankRank District ManagerDistrict Manager New Account PremiumNew Account Premium

1 DOWNEY, DEL EUGENE $584,325.70 2 SORRENTINO, GEORGE MICHAEL $296,666.16 3 RENTERIA, JUNIOR, JESSE JOHN $270,697.53 4 GESZ, ANDRAS $216,765.57 5 MINNEY, MICHAEL JAY $185,400.54 6 WESTLUND, LORIN KULM $179,614.25 7 ABARZUA, JULIE $176,470.92 8 WELTY, JEFFREY MICHAEL $175,786.57 9 MCFARLAND, COURTNEY JEANNE $167,614.29

10 RIFFEL, CHRISTOPHER TAVIS $129,755.67

Top Districts YTD Case CountTop Districts YTD Case Count RankRank District ManagerDistrict Manager Net YTD Case CountNet YTD Case Count

1 DOWNEY, DEL EUGENE 23 2 RENTERIA, JUNIOR, JESSE JOHN 21 3 WESTLUND, LORIN KULM 18 4 WELTY, JEFFREY MICHAEL 17.5 5 GESZ, ANDRAS 17 6 SORRENTINO, GEORGE MICHAEL 16 7 ABARZUA, JULIE 15 8 MINNEY, MICHAEL JAY 11 9 MCFARLAND, COURTNEY JEANNE 10

10 RIFFEL, CHRISTOPHER TAVIS 8

Territory YTD StatisticsTerritory YTD Statistics New Account Premium $2,928,160.50

Total Sales Premium $9,433,644.42 New Cases 181.50

Broker Tiers 4 New Broker Contracts 42 YTD 2013 Contracts 156

Known Pending Contracts 9

Nevada: 10801 West Charleston Boulevard, Suite 125

Las Vegas, Nevada 89135-1214 702.861.1951

MBlack@ColonialLife.com

SOUTHERN NEVADA/HAWAI ’ I/SAN DIEGO/RIVERSIDE/IMPERIAL TERRITORY

California:

10920 Via Frontera, Suite 440 San Diego, California 92127-1732

858.386.4452 SSims@ColonialLife.com

Updated Territory Hard Calendar (up-to-date October 11, 2013)

COMING→→→→

SOON →→→→→ Territory MVP Terie Bradford ’splains it all in Las Vegas including why the trees at the left have such strange-colored leaves