FIRE UP YOUR FIRE UP YOUR LAPTOPS!

www.l ibnat.com

TORCHMagazine

T h e N e w s a n d I d e a s M a g a z i n e f o r t h e A g e n t s o f L i b e r t y N a t i o n a l L i f e I n s u r a n c e C o m p a n y

NOV/DEC 2007

•• SALES SERIESSALES SERIES IT’S STEP #6 IN IT’S STEP #6 IN THE SALES PROCESS. THE SALES PROCESS. PAGE 4 PAGE 4

•• AGENT INTERVIEWAGENT INTERVIEW ANGELA HANSON ANGELA HANSON MAKES SUCCESS MAKES SUCCESS LOOK EASY! LOOK EASY! PAGE 5 PAGE 5

•• TORCH CLUBTORCH CLUB SPECIAL PROMOTION SPECIAL PROMOTION CAN HELP YOU QUALIFY! CAN HELP YOU QUALIFY! PAGE 8 PAGE 8

PAGES 6 & 7PAGES 6 & 7

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FIELD UNDERWRITING Violation of signature rules or underwriting Violation of signature rules or underwriting guidelines can result in termination. These guidelines can result in termination. These rules and guidelines are found in the rules and guidelines are found in the Agent’s Agent’s Instruction GuideInstruction Guide. They apply to policy . They apply to policy applications and all other forms that must be applications and all other forms that must be signed and witnessed, including policy delivery signed and witnessed, including policy delivery forms. Be sure your Unit Managers and Agents forms. Be sure your Unit Managers and Agents understand and follow understand and follow ALLALL of these rules and of these rules and regulations so they don’t jeopardize their career regulations so they don’t jeopardize their career or standing with the Company. or standing with the Company.

The The Agent’s Instruction GuideAgent’s Instruction Guide is found in is found in ‘Agent Services’ in the Online Forms section ‘Agent Services’ in the Online Forms section at at www.libnat.comwww.libnat.com. Print the entire guide . Print the entire guide by by clicking on the available link. Some of the topics clicking on the available link. Some of the topics covered in the covered in the Agent’s Instruction GuideAgent’s Instruction Guide are: are:

Application guidelines Application guidelines

Signature rules Signature rules

Rules for witnessing signatures Rules for witnessing signatures

Owner and benefi ciary rules Owner and benefi ciary rules

Field underwriting guidelines Field underwriting guidelines

Medical history guidelines Medical history guidelines

Quality Assurance Calls Quality Assurance Calls

Citizenship Citizenship

Conditional Receipt Conditional Receipt

Coverage prior to the effective date Coverage prior to the effective date

Policy delivery and COD policies Policy delivery and COD policies

Trial applications Trial applications

Rated policies Rated policies

Replacement regulations and NAIC Model Replacement regulations and NAIC Model Regulations Regulations

Guidelines for fi ling claims Guidelines for fi ling claims

Forms and procedures for policy changes Forms and procedures for policy changes and customer service and customer service

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The The Agent’s Instruction GuideAgent’s Instruction Guide training must be a training must be a part of every Branch’s ongoing training program part of every Branch’s ongoing training program for all Agents. for all Agents.

For new Agents, the For new Agents, the Agent’s Instruction GuideAgent’s Instruction Guide training must begin their fi rst day.training must begin their fi rst day.

WAREHOUSE CHANGES The L-218 Phone Message pad is no longer stocked in the warehouse.

We have added a phone message pad to the list of contract items available from Offi ce Max. The order number is P30M97295 and the cost is $2.75 for a package of 12 pads.

LICENSE2GO CONTEST WINNERS Results are in for November’s License2Go Recruiting Contest. Branches 74 and 88 are the winners; each Branch enrolled 12 paid recruits in License2Go training. Heartiest congratulations to Kevin Ferguson and Trudy Reed, who will each receive a $500 American Express gift card from License2Go.

But what about December? You could be the big winner! Enroll the most new recruits in License2Go and win a $1,000 American Express gift card. What a great way to generate some extra cash for the holidays and exceed your 1A WIG at the same time!

This time of year many companies put recruiting and hiring on the back burner. Not at Liberty National! There are a lot of good people out there looking for an opportunity in December, and we want to fi nd them. Turn up the recruiting heat in your Branch! It may earn you a new top producer along with some extra cash.

LIBERTY NATIONAL Since 1900, we’ve grown into

one of the nation’s leading insurers with more than 100 locations and thousands of representatives in locations

nationwide. We believe in personal, one-on-one

hometown service for insurance. And that’s the

way it ought to be.www.libnat.com

Home Offi ce 205-325-2722

TORCH MAGAZINEPublished by Liberty National

Life Insurance Company for the dissemination of

information to its Agents. Prior

permission must be obtained from

Liberty National for reproduction or other use

of material herein.

TORCH STAFFSenior Vice President

Hubert Morrisonhmorrison@libnat.com

Managing EditorLuke Gilliam

lgilliam@torchmarkcorp.com

EditorRoberta Boyd King

rking@torchmarkcorp.com

Staff WriterChristie Gibson

cgibson@torchmarkcorp.com

Publications AdvisorBrenda Martin

bmartin@libnat.com

Graphic Designer Cal Slayton

cslayton@torchmarkcorp.com

E D I T O R ’ S N O T E S

2 T O R C H N O V E M B E R / D E C E M B E R 2 0 0 7

TIS THE SEASON!No matter how you celebrate this holiday season, take a few moments to refl ect on the blessings you have received. You have a great income, a comfortable place to live, and family and friends with whom to share it. Many people are not so fortunate.

Share your blessings with others this holiday season. Be generous to those who are far away from friends and family or struggling with personal or fi nancial problems. Take time to appreciate your spouse, children, or signifi cant other and the fact that you are together.

Let the true spirit of the holidays fi ll your hearts and minds with joy and peace, and may the year ahead richly reward you and your families with prosperity and good health. You have our warmest wishes for a safe and joyous holiday season!

P E R S P E C T I V E

T O R C H N O V E M B E R / D E C E M B E R 2 0 0 7 3

Plan and Think For Yourself!You’re the CEO charged

with substantial growth in production

and, if a Manager, Agent expansion as well. How do you complete that mission?

If your business is not growing or producing at a pace that is acceptable to your Board of Directors, would you just continue to do things as you’d always done them and hope for improved

results? ABSOLUTELY NOT!! If you did, you wouldn’t remain CEO for very long!

You’d need to institute new approaches to get everyone in the organization thinking about growth. Form a Lead Committee, or a Recruiting Committee to generate some fresh ideas. Get everyone involved in your organization. Remember, the future of your organization and the people in it depend on fi nding ways to grow profi tably.

You’ve probably heard the saying, ‘Th e defi nition of insanity is doing the same thing over and over and expecting a diff erent result.’ Well, my friends, insanity isn’t an option at Liberty National. You’re intelligent, creative, and in charge! It’s up to you to fi nd new and improved ways to reach your production and recruiting goals, while always utilizing time-proven methods like direct-response leads, Daily Call Clinics, and prospecting tools like the Child Safe and MedFacts Kits for referrals and drop-off s.

Success is not a passive activity. When someone is not growing and producing at an acceptable pace, why do some leaders bury their heads in the sand? Many do nothing or provide no guidance until they are told to, and even then are slow to act. Maintaining the status quo and hoping production and growth will improve isn’t the answer. Th at is not the way a leader works. Leaders actively look for solutions to problems and implement those solutions quickly!

Make leadership your own. Unfortunately, some Managers do not take leadership into their own hands. Th ey turn to someone else’s creativity and hope he or she makes the right decisions. Th at way, if things don’t go well, they can blame others for their failures and claim any limited success for themselves. To be an eff ective leader, like so many of our best, the opposite is true. Give credit for success to others and accept failure as your own. Look to the best performers for answers.

Former talk-show host Dick Cavett once said, “People tend to treat their fi nances like their dentistry. Th ey assume the man handling it knows what he is doing.” It may be true for dentistry, but not for generating production or recruiting growth, and income. No one should know more about the circumstances and growth opportunities in your own Branch than YOU. Besides, making good business decisions is much more rewarding, profi table, and a lot more fun when you take an active role!

What sets them apart? In the book, Th e Millionaire Next Door, by Th omas J. Stanley, Ph.D., and William D. Danko, Ph.D., the authors give insight into the characteristics of Americans whose net worth exceeds $1 million. Th ey found that most of these individuals do not earn a large income nor did they inherit wealth. What sets them apart from nonmillionaires are their habits in making plans and correct decisions. Th ey generally reinvest 20 percent of their business income back into growing their enterprise. For Liberty Branch Managers that means such things as Liberty Z account expenditures for extra leads or recruiting. Millionaires don’t invest in large, fancy offi ce space that really says, “I have no self-confi dence in my systems, so I’ll try to impress you with the size of my offi ce.” Th ese millionaires make their own decisions. Th ey arrive at those decisions through logic and consult experts to gain more knowledge in areas in which they are lacking.

Plan, execute, spend wisely. Stanley and Danko found the average American millionaire spends twice as much time planning his or her business decisions than the average nonmillionaire. Th ese individuals have a thirst for knowledge. Th ey allow nothing to stand in the way of using that knowledge for maximum impact. And they defi nitely don’t have a casual attitude toward spending hard-earned money. Maybe that’s why Sam Walton, founder of Wal-Mart, drove a 1979 F-150 Ford pickup truck. He knew the right places to put his money for maximum impact!

When I asked his opinion on instituting a new idea, retired Torchmark Chairman of the Board C.B. Hudson once told me, “Andy, if it works, it’s very good; if it doesn’t, it’s bad.” Let C.B.’s words guide you too, because failure to grow is not an option if your organization is to succeed. Th e best results take a hands-on leader like Rookie Manager Angela Hanson (see page 5). Just like Angela, you can take your production as high as you wish using proven metrics.

Take an active role in your business decisions and plan and thoroughly think through those decisions. You can start creating success TODAY! You know the old saying ... ‘Better late than never.’

Andrew W. KingPresident and Chief Marketing Offi cer

4 T O R C H N O V E M B E R / D E C E M B E R 2 0 0 7

S A L E S S E R I E S

Seven Steps to SuccessSEVEN STEPS TO SELLING SUCCESS:

A. Generating Leads

B. Qualifying Leads

C. Preparing the Presentation

D. Delivering the Presentation

E. Handling Objections

F. CLOSING THE SALEG. Account Maintenance

STEP F: CLOSING THE SALE Selling is what you do best! You’re savvy, sharp, and sales-driven. It’s time to turn your latest prospect into your newest customer. One three-letter word is all you need: YES!

READ THEIR MINDYour prospect considers the following two questions:

Should I buy this product?

Should I buy from this Agent?

Their answers should be:

Yes. I need this product.

Yes. I like this person. He/she is sincere, knowledgeable, and understands my individual needs.

TEETER-TOTTERDon’t be afraid to ask for the sale. You and the prospect both know that is why you are there. Avoid being overly aggressive, but keep the process moving forward. Be proactive and present them with the application for your product. Ask them if they’d like to get started fi lling it out. If they keep going up and down and back and forth, it’s your job to balance them out and propel them toward YES! Reinforce all the reasons you know that this product is the right one for them and get your prospect off the teeter-totter!

WHOA NELLIEWhat if your prospect asks for some time to think it over? First, don’t panic. The sale is not lost. Some people are more analytical and need a little extra time before making a decision. However, do not wait for them to call you back. Right then and there, while you are with the prospect,

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schedule a follow-up appointment. Make it sooner rather than later. The longer you wait, the more time you give prospects to change their mind.

GREEN LIGHTWoo Hoo! They said yes! They like you, and they like what you have to offer. You did it! You achieved your goal. Now, remain professional – you are still working. Don’t get swept away by the thrill of victory just yet. Make sure you and your new customer complete all the paperwork or e-Apps you need to send to the Home Offi ce. Red-carpet customer service begins right now. Review and proofread their application and all required materials. Make sure all questions are answered accurately. If you don’t, your customer’s policy may be delayed, and that may refl ect poorly on you.

NEW BEST FRIENDTell your customer you truly appreciate their business. Reassure them that they have made a wise decision to choose you and Liberty National. Treat them like your new best friend and let them know you value their trust. They should feel you’ll be there for them whenever they need you. Remind them that they can call on you for any question, issue, or concern, no matter how big or small. Leave brochures, your business card, and any other required forms with the customer before leaving. Offer a warm smile and a handshake as you congratulate them on their new purchase.

BE A GOOD SPORTObey all traffi c signs on your way back to the offi ce. Once you step foot inside the door, it is now perfectly acceptable to do the ‘Sales Shuffl e’. After all, you just closed a sale (the touchdown of the insurance industry)! Shuffl e until it’s out of your system and then get back to work. Closing the sale with your new customer is only the beginning!

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Angela Hanson of Branch 15 held the coveted title of Top Rookie Branch Manager for several months. WHAT’S HER SECRET?

Torch: How long have you been with Liberty?

AH: Since December 28, 1998. After three months of constantly calling the previous Branch Manager, Eddie Milner, I was given the greatest opportunity of my life.

Torch: What attracted you to Liberty National?

AH: Each and every Agent or Unit Manager has the same wonderful opportunity for advancement. How often does someone have a career in which they are in charge of their own promotion? In November 2007, I promoted someone to Branch Manager who just joined the Company in November 2006. That was phenomenal! It is the greatest feeling in the world to know that you had a small part in helping someone achieve their goals and watch their lives change forever.

Torch: Did you come from an insurance or sales background?

AH: No. Until I joined Liberty National, I had never sold anything. But, then again, I don’t have a problem talking to anyone, and it is easy to sell products you really believe in.

Torch: How did you maintain your Rookie Manager of the Month status for so long?

AH: I am nothing without my TEAM! If I did not have wonderful Unit Managers, Agents, and a great Offi ce Manager, none of this would have happened. We believe in working together as a TEAM because when success occurs Together, Everyone Achieves More.

Torch: Is there one product you sell more than another?

AH: No, we try to provide adequate coverage based on each customer’s individual needs. We train Agents to needs sell versus product sell. If you always needs sell then you will always have the customer’s best interest at heart.

Torch: Is there an advantage to being a female Branch Manager in a predominately male industry?

AH: The biggest advantage is that we tend to be a little more compassionate. Agents look to us for guidance and leadership in every aspect of their lives. I feel being a woman helps me relate to their personal problems as well as their professional challenges.

The October issue of Fortune magazine lists the 50 most powerful women of 2007, which demonstrates that women are moving up the corporate ladder and making great things happen in all types of industries.

Torch: What is the most common objection you and your Unit Managers and Agents hear from prospects? How do you respond to it?

AH: We’re all programmed to respond “I can’t afford it” to anything we want to put off. Our products are designed for fl exibility, so customers can choose the benefi ts and premiums they can afford. We generally respond to this objection by using the Feel, Felt, Found* approach. “I know how you feel. I felt the same way about choosing a fi nal expense policy. What I found once I purchased it, was that it would have been much more diffi cult to pay $10,000 for a funeral than the monthly premium.”

Torch: What sales tips can you offer new Agents or veterans who want to improve production?

AH: Utilize every tool Liberty National provides. Liberty has one of the greatest lead programs available and with no charge to Agents. We also offer several no-cost items to customers just for taking the time to talk with us. But our greatest asset is our marketing plan. If an Agent is not using the marketing plan on every call, then he or she is doing the customer and their family an injustice. The marketing plan gives Agents a step by step process to follow on every sales call; it takes the guesswork out of what to do next. The marketing plan is a proven process that makes our jobs so much easier. It also allows an Agent who has been with us for a short period of time to come across to prospects like he has been selling Liberty products for years. That builds trust with customers, which increases sales. Production is the bottom line whether you have been with Liberty National two weeks or 20 years.

Torch: What sets Liberty National apart from other insurers?

AH: Our personal one-on-one Agent service. There is no other company, that I know of, that takes the time to get to know each customer on an individual basis and really becomes part of the customer’s family.

*www.salespractice.com

T O R C H N O V E M B E R / D E C E M B E R 2 0 0 7 5

I N T E R V I E W

Angela Hanson: A Liberty Success Story

6 T O R C H N O V E M B E R / D E C E M B E R 2 0 0 7

L A P T O P P R E S E N T A T I O N

FIRE UP THOSE LAPTOPS!!

We’re excited! Installation CDs for Liberty’s Laptop Presentation have been mailed to every Branch. Branch Managers, Unit Managers, and Agents are fi red up about the potential this dynamic tool offers. Branch Managers are walking their Unit Managers and Agents through the installation process as quickly as possible to get everyone up and running immediately.

Be sure to install the presentation on your hard drive. It will not function properly if run directly from the CD.

The revised individual e-App software version 7.0 is required to run the laptop presentation. Uninstall and reinstall e-App software as needed.

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INSTALLATION INSTRUCTIONS:Turn on your computer.

You should already have Liberty’s individual e-App program on your laptop. If you do not, go to the Liberty website at www.libnat.com and log on to ‘Agent Services’. Locate the individual e-App program (Version 7.0 or higher), which is required to run the Liberty Laptop Presentation and follow the download instructions.

Determine the e-App version by clicking on ‘Help’ at the top of the e-App screen.

Insert the Liberty Laptop Presentation CD into your CD Drive once you verify that you have installed the e-App program Version 7.0 or higher.

Wait until the box below reads ‘Liberty Laptop Presentation Copied Successfully’. Hit ‘OK’, and the presentation is installed.

You can now eject the CD.

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USING THE PROGRAM:Click on the e-App icon on your desktop and complete the customer’s profi le information. Save the profi le information before you start the presentation. Any errors in the prospect’s information must be corrected before you proceed to the laptop presentation. When ready, select ‘View Presentation’, and the Liberty Laptop Presentation will begin. NOTE: Agents cannot run the laptop presentation without starting the e-App program and entering the applicant’s information.

The presentation will fi ll the opening screen with the application state and the primary Agent’s name. You can change the Agent’s name on the opening screen, but do not change the primary Agent information screen. The system will not allow you to submit applications if there are signed applications on the computer and the primary Agent information is changed.

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L A P T O P P R E S E N T A T I O N

Begin the presentation by selecting the ‘About Liberty National’ video in the middle of the main menu. Be sure prospects can see and hear the presentation clearly.

After viewing ‘About Liberty National’, select any introductory offer or presentation based on the prospect’s needs. NOTE: Click on your selection only once. Double-clicking will cause the presentation to stop. If that happens, click ‘Home’ and single-click your selection again.

Once you make a selection, navigate the presentation by using the buttons on the screen.

Always ask for referrals. Enter this information so the referrals can be automatically downloaded from the laptop presentation into the LMS.

At the end of each Product Summary Screen on the ‘Select a Need’ portion, it will ask the prospect if they want to ‘Get a Quote’ or ‘Let’s see if you qualify’.

No matter which option the Agent selects, the Agent must close the presentation by clicking the ‘X’ button at the top right corner of the screen. Once the presentation closes, the e-App plan information will load (see right). To re-open the laptop presentation, select ‘Presentation’ at the top of the e-App screen, then click ‘View’.

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TROUBLESHOOTING:Watch the entire presentation and familiarize yourself with its features before presenting it to a prospect.

Make sure the volume on your computer is not muted.

There are built-in periodic three-second pauses during the presentation designed to allow the message to sink in with the prospect.

There also are pauses in key areas to provide Agents time to discuss the prospective insured’s needs. You will recognize these pauses when a ‘Continue’ button appears on the screen. When you have fi nished discussing the prospect’s needs, just click the ‘Continue’ button, and the presentation will resume.

Premium Waiver (PW) and Accidental Death Benefi t (ADB) are automatically selected on the e-App. De-select these benefi ts if the customer chooses to exclude one or both benefi ts from their policy.

If the laptop presentation freezes for more than 30 seconds:

Press CRL + ALT + Delete buttons simultaneously on your keyboard.

Select Task Manager.

Select Liberty Laptop.

Select End Task.

Once the presentation has closed, you can restart it from the e-App by selecting ‘Presentation’ and clicking ‘View’.

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T O R C H C L U B

If you’re not, our special Torch Club promotion can change that!A Torch Club promotion is in effect from October through February as special incentive to help Agents, Unit Managers, and Branch Managers attend this amazing annual event.

For those who aren’t yet qualifi ed to attend 2008 Torch Club based on qualifi cations in the Guide To Growth:

Agents: Liberty will consider your annual premium (AP) issue during the fi ve-month promotion period. The top 100 Agents, who average at least $800 of AP issue per week during the 22-week qualifi cation period and have an acceptable quality of business rate, may receive a special Torch Club invitation.

Unit Managers: Liberty will consider your Unit’s annual premium issue during the fi ve-month promotion period. The top 25 Unit Managers, who average at least $3,000 of AP issue per week (half of which must be FYA production) during the 22-week qualifi cation period and have an acceptable quality of business rate, will receive a special Torch Club invitation.

Branch Managers: Liberty will extend special Torch Club invitations to the 15 Branch Managers with an acceptable quality of business rate, who have the highest percent increase in issue during the 22-week qualifi caton period. To determine the percent increase, Liberty will compare the baseline issue during the promotion period with the actual issue during this same period.

The fi rst week’s issue and growth included will be those in the Transaction Register dated 10/05/07.

The last week’s issue and growth included will be those in the Transaction Register dated 2/29/08.

To determine the fi nal list of qualifi ers from those eligible, books will remain open for an additional two months to tabulate not-taken policies and other adjustments.

All special invitees must meet all current minimum standards and must have growth during the promotion period.

Don’t delay! Plan your work! Work your plan! Get ready for fun in the sun!JOIN US JULY 3-6, 2008

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ARE YOU ON SCHEDULE FOR ...

T O R C H N O V E M B E R / D E C E M B E R 2 0 0 7 9

B O N U S P R O D U C T I O N

COMBINED RECRUITING AND PRODUCTION BONUSES - Annualized Added Income Potential

TIM ADERHOLT $4,200 $23,032 $27,232 $326,784KEITH MITCHELL $550 $15,790 $16,340 $196,080BERNARD BLASSINGAME $650 $14,173 $14,823 $177,876KEVIN KIMBERLY $450- $15,059 $14,609 $175,308RICK KEMP $1,150 $13,406 $14,556 $174,672ANGELA HANSON $600 $13,788 $14,388 $172,656SEAN SAVAGE $3,300 $10,171 $13,471 $161,652SHANNON BROWN $3,900 $9,157 $13,057 $156,684MIKE ISOM $200 $10,945 $11,145 $133,740OWEN WILSON $1,550 $9,458 $11,008 $132,096JOSHUA BUTLER $2,700 $7,561 $10,261 $123,132JOHN THOMAS $2,600 $7,611 $10,211 $122,532DIANE MILLS $600- $10,708 $10,108 $121,296LONELL PLYLER $650 $8,055 $8,705 $104,460RICKY BEARD $1,950 $8,324 $10,274 $123,288DEAN JEWETT $900 $7,111 $8,011 $96,132JASON NEAL $50 $7,750 $7,800 $93,600BILL KNOWLES $900 $6,195 $7,095 $85,140GREG GERI $100- $7,182 $7,082 $84,984ROBERT ELLIS $800 $6,157 $6,957 $83,484TIM REEVES $1,750 $4,924 $6,674 $80,088WILL BIDDLE $600- $7,200 $6,600 $79,200CEDRIC HIGGINS $6,416 $6,416 $76,992DAVID HORN $600- $6,984 $6,384 $76,608MARK STONE $1,100 $5,048 $6,148 $73,776ARCHIE TERRY $100- $6,096 $5,996 $71,952CARL PEEVY $600 $5,230 $5,830 $69,960JIM FLANDERS $50- $5,879 $5,829 $69,948TINA SHUNK $550- $6,377 $5,827 $69,924JACK WILSON $300 $5,455 $5,755 $69,060JUDY ELKINS $300- $5,920 $5,620 $67,440STEPHANIE JACKSON $1,500 $3,948 $5,448 $65,376CHRIS POLLOCK $800 $4,567 $5,367 $64,404BRIAN CANNINGTON $550- $5,735 $5,185 $62,220KEVIN FERGUSON $6,900 $1,873 $8,773 $105,276PAMELA ENDSLEY $1,300 $3,685 $4,985 $59,820JOHN BROOKS $200 $4,655 $4,855 $58,260DARYL SUMRALL $100- $4,700 $4,600 $55,200STEVE HARRIS $900 $3,667 $4,567 $54,804RANDY BEDWELL $200 $4,338 $4,538 $54,456JASON PERRY $50- $4,520 $4,470 $53,640SHERRI YOUNG $1,050 $3,271 $4,321 $51,852

November 2007

RECRUITING BONUS + PRODUCTION BONUS = TOTAL X 12 =ANNUALIZED ADDED INCOME POTENTIAL

Qualifi ers and/or Torch Club honorees must meet applicable Company Minimum Standards and Qualifi cations for Production, QOB, and Recruiting to attend and/or be recognized in our Company magazine.

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BRANCH MANAGERS UNIT MANAGERS AGENTS

1. Tim Aderholt#49

$1,746,394

2. Howard Ralston#86

$1,433,699

3. Angela Hanson#15

$1,040,897

1. Jim Sellers #15 $433,639

2. Phil Farris #117 $328,939

3. Jason Terrell #58 $321,184

1. Jeff Lones#9

$326,860

2. Bill Lacount#49

$167,492

3. Jose Chang#122

$164,084

4. Rick Kemp, #107 ....................$896,191 5. Ricky Beard, #129..................$781,061 6. Diane Mills, #9 .......................$755,778 7. John Brooks, #5 ....................$700,718 8. Keith Mitchell, #58 ................$685,221 9. Brian Cannington, #40 .........$663,964 10. Randy Bedwell, #7 ................$651,151

4. Joe Leavell, #48 .........................$313,976 5. Randy Reeves, #49 ....................$310,668 6. David Brooks, #117 ...................$302,207 7. Marvin Odell, #17 ......................$296,442 8. Dean James, #107 .....................$289,158 9. Jane Harwell, #58 ......................$284,047 10. Michael Bullock, #49 .................$279,258

4. Corrie Hill, #49 .............................$162,910 5. Mark Brown, #46 .........................$161,652 6. Serge Clouatre, #49 ....................$154,226 7. Terry Robbins, #15 ......................$146,764 8. Lisa McClendon, #15 ..................$140,727 9. Julio Garrido, #122......................$137,481 10. Kenny Rolin, #7 ............................$135,490

BRANCH MANAGERS UNIT MANAGERS AGENTS

11. Wayne Fisher, #117 ............................$132,228 12. Douglas Lavender, #17 .....................$119,580 13. Jerry Crowell, #18 ..............................$108,207 14. Frankie Daniell, #48 ...........................$103,671 15. Richard Crabtree, #116 .....................$103,053 16. Ashton McKelvy, #77 .........................$100,717 17. Alan Goforth, #10 ...............................$100,411 18. Jocelyn Goodwin, #22 ........................ $96,001 19. James Armstrong, #117 ...................... $95,956 20. Stanley Johnson, #40 ......................... $93,638

LIBERTY LEADERS - TOP PERFORMERS IN TOTAL AP

11 - 20

The following producers represent the Top 20 Branch Managers, Unit Managers, and Agents in year-to-date total annual premium production through November 2007.

11. Jason Perry, #117 .................................$632,572 12. Sean Savage, #152 ...............................$624,295 13. Owen Wilson, #46 ................................$618,864 14. Daryl Sumrall, #17 ................................$599,010 15. Mike Shaddix, #36 ................................$575,388 16. Alvin Taylor, #57 ...................................$570,018 17. Kevin Ferguson, #74 .............................$551,231 18. Eddie Milner, #2 ....................................$549,138 19. Sherri Young, #77 .................................$526,833 20. Mike Isom, #21 ......................................$508,481

TOP 3

11. Fred Williams, #49 .............................$278,415 12. Floyd Byers, #86 ................................$274,573 13. Greg Tsikerdanos, #49 ......................$273,509 14. Charles Gergeni, #49 .........................$269,220 15. Jonathan Myers, #33 ........................$266,995 16. Royce Mask, #18 ................................$261,543 17. Bradley Gray, #129 ............................$254,547 18. Bryan Smith, #20 ...............................$251,807 19. Brandy Vickers, #15 ...........................$246,748 20. Tony Carter, #144 ...............................$244,343

BRANCH MANAGERS UNIT MANAGERS AGENTS

T O P P R O D U C E R S

Cong

ratu

lati

ons

T O R C H N O V E M B E R / D E C E M B E R 2 0 0 7 1 1

A C H I E V E M E N T

Rookie Branch ManagerThe Top Rookie Branch Manager has been a Branch Manager for less than one year and is recognized by Liberty National for the total annual premium produced.

James Whiddon of #48 is the November Rookie Branch Manager of the Month. James’ team produced $77,657 of annual premium in November.Great job, James! Keep that production coming!

Rookie Unit ManagerThe Top Rookie Unit Manager has been a Unit Manager for less than one year and is recognized by Liberty National for the total annual premium produced.

Nathan Fisher of #38 is the November Rookie Unit Manager of the Month. Nathan’s team produced $45,637 of annual premium in November.Good production, Nathan! Keep it up!

TOP 5 - BRANCH MANAGER

1. Tim Aderholt, #49 .......... $ 867,892

2. Howard Ralston, #86 ..... $ 792,901

3. Sean Savage, #152 ........ $ 611,601

4. Angela Hanson, #15 ....... $ 594,959

5. Keith Mitchell, #58 ......... $ 521,843

TOP 5 - UNIT MANAGER

1. Jason Terrell, #58 ............$ 256,717

2. Jim Sellers, #15 ...............$ 242,894

3. Michael Bullock, #49 .......$ 223,368

4. Deborah Sanders, #165 ..$ 203,534

5. Tony Carter, #144 ............$ 202,737

David C. Davis – Branch 68 from #85

Lamar Jacobs – Branch 142 from #41

Michael Spurlock – Branch 73 from #89

Matthew Filzen – Branch 136* from #152

Billy Williamson – Branch 83 from #148

Rodney Scott – Branch 85 from #85

Jay Goins – Branch 11* from #35

Telly Wright – Branch 14 from #22

Gregory Geri – Branch 32 from #79

Ernestine McNair – Branch 75 from #162

*New Branches

Congratulations and welcome to our newly appointed Branch Managers:

Make recruiting your #1 priority and watch your production grow!

First Year Agent ProductionThe following represent the Top Five Branch and Unit Managers with the highest year-to-date First Year Agent Production through November.

Stephanie Jackson – Branch 28* from #86

Berlinda Jackson – Branch 106 from #106

Edward Grabowski – Branch 132 from #152

Tommy Cowan – Branch 34* from #9

Deedy Strickland – Branch 39 from #39

Tiffany Griffi n – Branch 30* from #84

Carlos Logan – Branch 25* from #17

Byron Murphy – Branch 31* from #46

Andy Dye – Branch 60* from #3

Jim Fuller – Branch 127 from #139

On Schedule for Torch Club 2008P U E R TO R I C O as of 12.03.07

#1JOHNNY GOSS

#2DARRELL HUBBERTBRIAN HURTGARY SUTTON

#3BRYAN JOHNSONSTRATTON ORR

#4MELISSA WELTIN

#7BARBARA HASTINGSJONATHAN JONESKENNY ROLINJUDY SMITH

#9JERRY HOLMANSUZANNE LEAGUEDAVID LONESJEFF LONESDALE WARDELL

#10ALAN GOFORTHPHIL LATHAMDANNY MCSPADDEN

#11J COLLEY

#13KENNY BUCK

#14NICKIE PETTUS

#15ROBBIE DAVISSTANLEY FULLERCHRIS GOVERANGELA HANSONJOHNETTE LAMBORNELISA MCCLENDONTERRY ROBBINSJIM SELLERSBRANDY VICKERS

#16DAVID MILLER

#17GEORGE HINSONDOUGLAS LAVENDERLEEANA NICHOLSMARVIN ODELL

#18DARLENE ADAMSJERRY CROWELLNAN HOPSONBILL HUBBELLPAUL MALONEKAY PERRYMANJEAN POLLARDTIM RIPPEY

#19BOB GLASS

#20JASON NEALANGEL STROUT

#21ALAN BECKTRINA GILBERTLISA MAZE

#22BOB BARKERBILL BARKERJOCELYN GOODWINJACKIE RAY

#23ALI ALI

#24MILDRED JACKSONLORAINA MCCOYBILL PAYNEJAMES SUTHERLAND

#27ANGEL PATTONLARRY WASHINGTON

#28TIM CUNNINGHAMSTEPHANIE JACKSONDEBBI PARDUECRYSTAL SPAIDE

#29HEATHER GOSS

#32JOEL CALHOUNSHANNON LAMBETHCHARLIE RUSHLEISA SMITH

#33CHARLES SMITH

#34TOMMY COWANAMANDA SALGUEROPHILLIP SWAFFORD

#36JAMIE LANDSNELLIE WILLARD

#38GEORGE MONEYWALT WILLIAMS

#40BRIAN CANNINGTONJEFF COURSONSTANLEY JOHNSONBETH MANSFIELDDAVID MAYNARDLILLIE ROBINSONMIKE SNOWBERGERBILLY YEOMANS

#41DANNY BICEKEN BRADFORD

#42TROY DEWMARK MCMILLAN

#46MARK BROWNDONNY HARRISONLARRY PEARSONGARY RUDDOWEN WILSONELENA WILSON

#47JOHN LOVE

#48JOAN BLACKWELLFRANKIE DANIELLJOE LEAVELLAL STEPHENSHOLLY WHIDDONJAMES WHIDDONDONALD WIGGINS

#49TIM ADERHOLTMICHAEL BULLOCKGENE BURSON JR.SERGE CLOUATREYOLY DALECHRIS FOXCRAIG GARRISONCHARLES GERGENICORRIE HILLBILL LACOUNTSTACEY NEALRANDY REEVESPAUL SANNERDANIEL SHUMAKERGREG TSIKERDANOSA VONOELSCHLAEGERFRED WILLIAMS

#50DAISY COLLINS

#52CARYN MCLAIN

#53RUSSELL JUSTICE

#58DONNA CHANCEYLORI DORMANB GRIFFINJANE HARWELLKEITH MITCHELLSHEILA MITCHELLSONJA OVERSTREETCHERYL OVERTONLISA PERNELLCHARLYN PITTMANSTUBBEN SCHMIDTJASON TERRELL

#64PAMELA ENDSLEY

#67LISA DEAN

#69CHRIS COLLAZO

#71OTIS BILLUPSLONELL PLYLER

#74 JUSTIN FERGUSONKEVIN FERGUSONBARBARA PEREZANDREW SPIRES

#75 MICHAEL TAPPLER

#77 ASHTON MCKELVY

#79 ANDY MCWILLIAMSMIKE WARD

#80STEVE HERSHFIELD

#81KELSEA BRIGHTMIKE BROWNRICH GIL

#83LOU WIGGINS

#84ANGEL HILLEBRANDTMATT ODOMGLADYS SMITH

#86FLOYD BYERSPATRICK KNOWLESCHARLES ROGERSBOB SMITHKEITH YARBROUGH

#88EDWARD CAMPBELL

#89LARRY CLOUDCHARLES HANCOCKMIKE PADGETTROBBIE RICHARDSROBBIE RICHARDS

#90JOAN BRADDY

#91JOE JACKSONTINA BOWERS

#92BERNARD BLASSINGAMEANN CECEREELIZABETH CUNNINGHAMTRACY ROBINSON

#94ODIS SINGLETON

#99MARK CHANDLER

#106LAMONT ASHFORDKAY FORDHAMBERLINDA JACKSON

#107PAUL BOYDJEAN DANTILUSWILLIAM DURRANCEGERMAN GOMEZDEAN JAMESRICK KEMPOLRY MAURIVALSONIA PENNERMANMARY RANGELANDY REDASHMELODY TRACEY-LEETAMI VICINANZA

#110JACK WILSON

#114HOWARD ALEXANDER

#116DEANA BAKERRICHARD CRABTREEROSEANNE SILBERMAN

#117JENNY ARMSTRONGDAVID BROOKSPHIL FARRISWAYNE FISHERJASON PERRY

#122JOSE CHANGJULIO GARRIDO

#125JOHN COOKRICKEY JENKINS

#126TERRELL SALLET

#128DENISE LACHMAN

#129RICKY BEARDBRADLEY GRAYJEFF PALMERDONNA RAMSEYRONNIE THOMPSON

#132EDWARD GRABOWSKI

#133VICKIE KETRONDAN REECE

#135GLORIA AUSTINSHANNON BROWNRAY CHISOLM

#136RASHEENA BROWNMATTHEW FILZENMARVIN SMITH

#139DAVID TOMPKINS

#140JOHN HADDERNEIL SULLIVAN

#141CARY BRADSHAWTONYA CARDWELLHOWARD FRALEYBILL KNOWLESTOMMY WAINWRIGHT

#144TONY CARTERLAKIESHA DOBBSKEVIN KIMBERLYANGELA MCLAINTONY SALAMONECHRISTIA WOODFORD

#148ERIC KING

#150CHARLIE EASTERDAYJUDY ELKINSKIM JOHNSONLASHOUN ROSS

#151MARCUS TURNER

#152JERRY ATKINSONERIKA GAMBLEMARCOTIS HALLGERALD MCNAIRSEAN SAVAGESEAN WINFIELD

#155AARON BARGERYMIKE SMITH

#156MARGIE MCARTHUR

#160BRENT PONDER

#165ROBERT ELLISROBERT GODBOLD IIIDEBORAH SANDERSDANNY THARPALISHA UPCHURCHCHARLENE WALKER

Liberty National recognizes Agents, Unit Managers, and Branch Managers, who are on schedule, as of November, for 2008 Torch Club to be held July 3-6, 2008. Qualifi ers and/or Torch Club honorees must meet applicable Company Minimum Standards

and Qualifi cations for Production, QOB, and Recruiting to attend and/or be recognized in our Company magazine.