The news and ideas magazine for the Independent Agents of United American and First United American Life Insurance Companies

NOVEMBER 2016

MADP:

A ONE-WAY

STREETTO

SUCCESS

EDITORGay Falkowski

COPYWRITERLauren Suarez

CREATIVE LEADJohn Begg

EMAILeditor@torchmarkcorp.com

to update information for Summit or to submit news for the Editor’s page.

HOME OFFICE972-529-5085

FIRST UA315-451-7975

(Agent use only)

AGENT SERVICE CENTER 800-925-7355 or email

agencyservice@torchmarkcorp.com

IGO E-APP® SUPPORT 214-740-2662

WEBSITES

unitedamerican.com/logon (for Agents) unitedamerican.com

firstunitedamerican.com/office (for Agents) firstunitedamerican.com

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.

FIRST UNITED AMERICAN NAME CHANGEAs previously announced, First United American Life Insurance Company will be renamed Globe Life Insurance Company of New York effective Jan. 1, 2017.

The following changes will be made to resources you use for supplies and e-App:

e-AppiPipeline (e-App) will shut down at midnight on Dec. 29, 2016, and will not be available for use again until Jan. 4, 2017. Therefore, it is recommended that the Agent finalize and submit any First UA e-Apps prior to Dec. 30, 2016. Agents can use paper apps between December 29th and January 4th – be sure to order paper apps now if you plan to sell during this period.

Compliance SheetsNew York Compliance Sheets will be updated with the Globe Life Insurance Company of New York forms and instructions. Use starting January 1st.

SuppliesAutomated Supply Order Form and AdCatalog will be will be updated with the Globe Life Insurance Company of New York forms. Use starting January 1st.

LIFETIME MAXIMUM LIMIT CHANGE ON RESERVE FUND ANNUITY United American’s lifetime maximum limit for the Reserve Fund has changed from $70,000 to $20,000. This change is for new business only. Annuities purchased with an application sign date prior to Oct. 26, 2016 will not be affected.

Download the updated brochure F4546R16 (F4546WIR16 in WI) from the UA Compliance Sheet or use the Automated Supply Order Form on UAOnline: www.unitedamerican.com/logon.

NEW SUPPORT LINE FOR IGO E-APP®To better assist you with sales during this busy time of year, effective immediately we’ve introduced a new Agent support line for questions regarding iGO e-App®: 214-740-2662. Store this number in your phone so it’ll be close at hand when you need it! For your general questions, please continue to use the Agent Service Center number at left.

If you are not already using our e-App, or even if you’d just like a refresher course, now is the time to see how this sales tool can save you time and money throughout AEP and beyond! Go to UA General Agency Office online and register for a live training webinar. For your convenience, there are many available options.

ANNUITY RATEThe lifestyle annuity rate for November 2016 is 3.00%. We are not approved to sell the SPDA product in CO or NY.

REGISTER NOW FOR AN MADP WEBINARThe start of 2017 marks another period of high opportunity for senior market agents: revisit with your prospects and ensure they have the right coverage for not only their budget, but also their needs. Our free Medicare Agent training webinar on the Medicare Advantage Disenrollment Period will teach you to address common misconceptions about Medicare Advantage plans and help Seniors make informed choices on their Medicare coverage. Register by visiting the UA General Agency Office online and selecting from one of the following dates:

Tue Dec. 13, 2016 4:00 p.m. – 5:00 p.m. EST

Thu Dec. 15, 2016 11:30 a.m. – 12:30 p.m. EST

Mon Dec. 19, 2016 11:00 a.m. – 12:00 p.m. EST

Wed Dec. 21, 2016 11:30 a.m. – 12:30 p.m. EST

PLAN HDF/F+ DEDUCTIBLE INCREASE FOR 2017The 2017 calendar year deductible for Medicare Supplement insurance plan HDF/F+ will be $2,200, an increase of $20 from the 2016 deductible of $2,180.

This deductible is set by Congress each year, and is the out of pocket maximum for Medicare Supplement insurance plan HDF/F+. Since the plan was introduced, the average yearly increase has been approximately $34. See chart below for details.

Medicare HDF/F+ Annual

Deductible

Year* Annual Deductible2017 $2,200

2015-16 $2,1802014 $2,1402013 $2,1102012 $2,070

2009-11 $2,0002008 $1,900

* HDF/F+ became available to sell starting in 2005

2007 $1,8602006 $1,7902005 $1,730

Contrast these figures with Medicare Advantage (MA) plans, which in 2016 have a maximum out of pocket limit of $6,700. The average MA plan’s limit is currently $5,223.*

The lower out of pocket exposure that the Medicare Supplement insurance plan HDF/F+ offers a prospect may make it a suitable option for their coverage needs. United American offers 10 of the 11 standardized Medicare Supplement insurance plans nationwide; always review your prospect’s individual coverage needs to determine which plans may be appropriate.**

*Source: Kaiser Family Foundation, May 2016 http://kff.org/medicare/fact-sheet/medicare-advantage/

**Plan availability varies by state. Check your state compliance sheets to verify available plan options.

2 NOVEMBER 2016 MADP: A ONE-WAY STREET TO SUCCESS

There’s only a short window of time between the end of the Annual Election Period (AEP) and the start of the Medicare Advantage Disenrollment Period (MADP) – a little more than three weeks to be exact – but I encourage you to keep your momentum going strong by doing everything you can to prepare for the start of MADP on Jan. 1, 2017.

While it’s true that the AEP from Oct. 15 – Dec. 7 is the biggest selling season of the year for United American and First United American, MADP also offers tremendous opportunity, as this time is really a ‘one-way’ street for Seniors who are leaving their Medicare Advantage (MA) plan, either by choice or termination. The only direction they can go is back to Original Medicare and, if they choose, a Medicare Supplement insurance plan for additional coverage in 2017.

WILL YOU BE READY?Just to give you an idea of the opportunity MADP offers, consider this: Based on data from the Centers for Medicare and Medicaid Services (CMS), several MA carries across the United States plan to terminate MA plans at the end of 2016. Our actuaries have projected more than 242,000 MA members will lose their MA coverage at the end of this year.

For Seniors who are losing their coverage, this is a great time to educate them on the advantages of a Medicare Supplement plan that is guaranteed renewable* for life, with no provider networks to contend with. Now is the time to get the word out: United American offers Medicare Supplement

plans guaranteed issue to Seniors canceled from their Medicare Advantage plan. Our rates are competitive!

ENLIGHTEN THE UNAWARE.Remember, you can be a great resource to Seniors simply by keeping up to date with news related to the Senior market. For example, I recently came across an article in Kaiser Health News about Seniors discovering they are being automatically enrolled in Medicare Advantage plans without actually opting in. It’s a process called ‘seamless conversion’.

According to the Kaiser article, “With Medicare’s specific approval, a health insurance company can enroll a member of its marketplace or other commercial plan into its Medicare Advantage coverage when that individual becomes eligible for Medicare.” Once the health insurance companies receive the approval, the companies can transition current clients into MA clients.

Clients are receiving 90-day notices from their health insurance companies explaining they will be automatically enrolled. Problems arose when clients mistook the notice as an advertising piece for the MA coverage, and did not respond. When they didn’t respond, they were automatically enrolled. The article discusses several situations where Seniors enrolled in Original Medicare, only to receive a member card from their insurance provider for a MA plan shortly before turning 65.

SO WHAT CAN YOU DO?When following up on a turning 65 lead, you could ask if they are aware some health insurance companies are doing automatic enrollments. By notifying your prospect, they can keep an eye out for these notices and ensure they read the letters to their entirety. If you have current clients who will be aging in soon, let them know. Continue to build trust and integrity by keeping your clients updated on what’s going on in the Senior market.

And last but not least, don’t forget to enroll in one of our terrific webinars on ‘Working the MADP.’ These live webinars led by our own training staff are full of recommendations you can take with you into the field to make this your best MADP yet. There are many paths to success, but during MADP all those paths point one way – to Medicare Supplement insurance!

Charles MankamyerPresident of General Agents*As long as premiums are paid on time.

http://khn.org/news/some-seniors-surprised-to-be-automatically-enrolled-in-medicare-advantage-plans/

MADP: A ONE WAY STREET TO MEDICARE SUPPLEMENT INSURANCE

3 NOVEMBER 2016 MADP: A ONE-WAY STREET TO SUCCESS MADP: A ONE-WAY STREET TO SUCCESS NOVEMBER 2016 3

WELCOME TOUNITED AMERICANAlcala, LupeAlfieri, FrankAlfonso, JoseAllen, RonaldAllison, LouanneAmerican Medicare

Counselors, Inc.Anderson, KevinAngol, ThemaAppleby, LeonorAron, MatthewAskins Insurance CorpAuduong, ThanhAzoulay, SilviaBachman, JayBailey, CherylBailey, JustinBain, BarbaraBaker, KathrynBalderamos, RalphBallard Jr., LeslieBanta, RobertBassi, RichardBayardelle, GeorgesBekki, MahasinBell, DavidBell, MaryBerry, MichaelBill, PeterBills, LatoniaBitz, BonnieBlackwood, NancyBloodsaw, KimberlyBloomfield, BarbaraBonvillain, AllenBooze, AndreaBordenkircher,

StephenBorras, JamesBourgeois, BeldonBourne, DarleneBourque, LaurenBowman, TommieBoyd, JackBrady, SeanBrawley, LashaunBrodie, ChristopherBrodzinski, PaulaBrooks, EdwinBroome, JohnBroome, RobbinBrownell, FredericBruce, AliciaBurdick, DouglasBurgett, RobertBurkett, MosesBurns, BarbaraBush, ElizabethButler, KeithCall, AnthonyCampos, GuillermoCantrell, AlanCarrera, MarcoCarroll, JoniCarrollwood

Insurance, Inc.Cater, JohnCerrato, JoseChampagne, MaryChan, Yim

Chaney, ThomasChatham, RichardChaz, JustaCherry & AssociatesChesser, MelanieChestnutt, CathyChiaviello, RichardChirpich, RobertChong, PhilipClark, JeanClark, RobertCochran, RobertCohen, GeorgeCohn, BarbaraCohn, MarkColeman, FlorineCollins, GloriaCollins, TammiCollins Care, Inc.Compton, JaniceConsumer Benefits

Group, LLCCook, CassandraCopeland Group

USA, Inc.Copelin, HueyCoppola, LeonardCorathers, PaulCorby, RobertCordova, LisaCorey, WilliamCourtney, PamelaCovington, PhilipCraig, WilliamCrain, VictorCreary, VictorCrider, MichaelCuahonte, MyronCurtis, MichaelCuttrell, DavidDarga, DennisDart, MicheleDaugintis, GlennaDauphinee, KevinDavis Mott, MargaretDawkins, GyvonneDega, JonDepew, SarahDerheim, BryanDevine, JoannaDeweese, AllisonDewitt, JamesDiaz, LuisDibello, JosephDickinson-Kidder,

KarenDinkmeier, TimothyDipietro, JanetDonald, JohnDorsey, DorothyDucos, EdwinDufort, RosnelDuque, IsabellaEdwards, TracyElite Insurance

Agency, Inc.Elizondo, RayEnglish, PeterEpperly, ThomasEscalante-

McGivern, LisaEvans, Joseph

Evans, MarcFahey, DanielFarah, LouiseFarris, CarolFerguson, JustinFernandez, MallibisFerrer, JosephineFeusner, GrantField, KeithFiene, RichardFisher, JerryFlechas, JaimeFleming, LatashaFletcher, BruceFlorendo, SchubertFontaine, DavidFoulke, CynthiaFreedom Benefits, Inc.Freeman, MarkFriedman, PaulFujita, JerryFuller, LeonardGaffney, DavidGamble, JackGann, WilliamGarcia, Mary AnnGardner, GregoryGeorge, NevilleGhermezian, LindaGilreath, KyleGlogau, LeslieGlowka, JohnGohr, RobertGonzales, DavidGoodall, PatrickGreen, WesleyGriffin, MaryGriffin, NancyGrudzinski, AnnaGuardado, LaurelGuilfoil, JohnGutierrez, GloriaGuy, TheodoreHall, RoshawneHall III, NormanHamilton, RobertHarris, PatrickHasty, DonaldHawkins, OctaviousHeater, WilliamHeaton, JohnHeller, NancyHernandez and

Company, Inc.Hicks, MorrisHickson, DavidHilliard Herron, RobiHobbs, MargaretHobson, RussellHolladay, JohnHoskins, CharlieHouston, BenjaminHughes, CaseyHyrne, GaryIsom, AlanJacobs, MarkJacobson, LyndaJames, DavidJames, VanityJeff ’s Health

Insurance, Inc.Jester, Franklin

Jewczyn, NicholasJitrakul, RojarateJohansen, AngelineJohnson, JamesJohnson, RoleneJohnson, ToniJonassaint, Jean-

ClaudeJones, AaronJones, WilliamJuderjahn, GerhardJustice, ElijahKabes Jr., RomanKaman, JenniferKania, ThomasKauffman, JohnKauffman Insurance

Group, LLCKavanaugh, ElyseKelly, CharlotteKennedy, JudyKim, MarkKing, AndyKlein, JosephKoreis, AllenKosek, JamesKuhn, TroyKuning, MarkKuscher, KenLacoste, GreggLane, RoyceLarkin, WilliamLarson, CynthiaLaudny, HancyLavelle, GregoryLee, GlendaLeggett, AlvinLeighton, MarkLeon, JeannetteLeon Perez, SteinerLewis, FredLewis, LauraLindsay, DavidLittle, LarryLitwin, CharleneLong, StevenLopez, GiselleLopez-Smith, JulaineLucas, RonaldMa, ZhiminnMacInnis, MarkMack, GeraldMadison, CarlaMajor, MaryMalis, StevenManes, CharlesMann, AngelaMann, InderjeetMannuzza, CarmelaManzie, AlanMarkham, DannyMartin, SharonMartinez, AngelaMason, EdwardMatta, YarilizMayflower Insurance

GroupMcCammon, FrankMcCarty, TimothyMcElveen, WillieMcFarland, RonaldMcGinnis, Holly

McIntosh, MichaelMcKinnon, RussellMcLane, LonnieMcLemore, JamesMcLeod, BelindaMcNassar, MichaelMedina, AugustoMehlhoff, TimothyMercer, MichaelMerchant, JohnMerchant, PaulMiller, CharlesMiller, DianeMills, PamelaMinotti, PierMirfield, StephenMitcham, MimiMitchell, CarlMixon, MargaretMohamed, AhmedMongold, TamieMontgomery, GlennMoonian, HarripersadMoore, CharlesMoore, EarlMoore, MaryMorris, DerrickMullins, RobertMurno, TimothyMurray, JohnMyers, LenardNagel, BrianNelson, JaniceNester, JohnNicholson, JohnNicoll, JamesNoriega Jr., RichardNovelo, MarcoOhlsen, ScottOrfale, AlfredoOw, KimberlyPacheco, NicholasPage, VincentParikh, AshwinParrish, BarbaraPavlik, DavidPearson, DeborahPellegrino, CherylPendleton, DerylPepper, GroverPetrie, RonaldPfiefle, RonPhilips, ScottPichoff, CharlesPickering, DavidPlummer, VelmaPoch, DarlenePomo, PhilipPorcelli, FrankPowers, SharanPrece, JohnRader Jr., JosephRagborg, JenniferRajah, ChristineRaleigh, JeffRamirez, LuisRamsey, CharlesRandall, BrendaRast, ScottReece, DanielReed, Kennette

Retirement Strategies, LLC

Rezaei, MajidRhodes, JustinRichardson, JamesRickards, ToniRieck, ThomasRiggans, BrandonRiley, SherryRitter, RonaldRivera, MarisaRobare, DarylRoberts, WilliamRobinson, AbrahamRobinson, LonnieRochel, JamesRodriguez, NoemiRogers, SusanRojo, FrancescoRolzitto, VickiRosemond, SergeRoths, RaymondRowan, VincentRueda, JorgeRutherford, GarySampair, JamesSamuel, JamesSamuelson, LuannSanchez, JorgeSanford, JackieSantos, GilbertoSaras, ChristopherSaville, GregorySaville, TonyaSavio, JacobSawyers, AsleySchiff, ShelleySchiller, RogerSchmeiderer, LeeSenior First SourceSettles, LarrySexton, JordanSexton, MichaelSharpe, CatriaShepard, ClydeSherman, ThomasShifflett, SharonShipp, BennieSmith, LyndaSmith Jr., CharlesSmith-Brown, YvonneSnyder, DavidSobocinski, NancySorensen, PeterSorrell, RobertSoto, UlisesSoussana, ElkaSpeaks, BrianSpears, BenSpears, FreddieSprecher, BrendaStanley, PrestonStarr, CaroleSteigerwalt, ThomasStephenson, JamesStephenson, MichaelStevens, SherryStewart, BurtStewart, ShirleyStewart, WilliamStone Jr., JohnStrother, Gary

Sullivan, CliffordSwfl Insurance

And Financial Services, LLC

Sword, CharlesTabish, ZakiaTalbert, DonaldTalreja, ShyamTaylor, DonaldTaylor, RaymondThe Simmons

Agency, Inc.Thomas, MarciaThornton, QuentinTorres, EsperanzaTrierweiler, RichardTwyman, KylaTwyner, KarlTychsen, PeterValente, RichardVarallo, KatrinaVarela, MargaritaVickers, HenryVictorin, NatalieVista Insurance

Group, LLCVu, HuyWaibel, RogerWalden, CharleneWalton, LillieWare, RandallWareheim, JamesWassmer, MarkWaters, StephenWatkins, AndrewWazeer, IncWealthspan Insurance

BrokerageWeiss, JosephWeitz, AlanWetmore, NancyWheeler, JeffryWheeler, MonicaWheeler, RoyWhite, BarbaraWhorrie, IvonneWideman, OtisWiggins, LeithaWilliams, BerniceWilliams, EricWilliams, KathleenWilliams, TheophaWilliams Jr., FrankWilson, EricWilson, RicardoWinkler, LawrenceWise, AndreaWorthington,

ElizabethWright, PhilbertYoung, ArleneZangirolami, AdrianZeichner, Eliot

FIRST UNITED AMERICANAmodio, FrancescoBallin, KennethBlass, GaryBlohm, RobertBrady, KurwendalvaBrice, AdrianBurg, RichardBurris, GeorgeCogan, JohnDaniels, MargueriteDavid, JohnsonDrucker, HerbertFeldman, WayneFinancial Alternatives, Inc.Gavino, TatyanaGilbert, GregoryGleason, BruceHaims, ArleneHannan, KennethHepburn, MichelleHoang, TimJohnson, PeterJoslyn, DonnaKaiser, JuttaKaufman Planning

Associates, LTCKilmurray, ShawnLawlor, MichaelLegaspi, MarkLouzia, SamiMohsin, MarilynMondesir, GuyMuentes, EdwinNewman, LennoxNichols, StuartOppenheimer, JoanO’Reilly, JohnRestivo, SalvatoreRosenka, DeniseRovelli, JanSalazar, LinaSans, StephenScott, JohnSheridan Benefits, LLCShipp, ScottSimmons, AliceSlizewski, RichardThai, DeTighe, PatrickTunney, FrancisWilton, JoanWolf Money Management, Inc.Wolynez, Leony

4 NOVEMBER 2016 MADP: A ONE-WAY STREET TO SUCCESS

The Medicare Advantage Disenrollment Period (MADP) from Jan. 1 – Feb. 14, 2017 is an important time period for you and your clients. It’s also an important time period for United American and Globe Life of New York (formerly known as First United American). Although our Agents can sell our Medicare Supplement insurance plans all year ‘round, production surges during MADP as well as its predecessor, the Annual Election Period. It is imperative that we understand MADP is the last opportunity clients have to drop their Medicare Advantage (MA) plan, and move to a Medicare Supplement insurance plan for their 2017 coverage, unless of course the client has some type of special enrollment period. Below I want to share three tips to help you gear up, and be prepared to have your most successful MADP ever.

1 Don’t wait until January 1st to put together a marketing strategy. You should be keeping track of all leads you’re working today and in the future. I suggest making notes to set policyholder reviews with any clients you did not sell, or that decided to go with a MA plan. We have a no upfront cost Accidental Death Policy that can help you set these policyholder reviews.

You should also be proactive and order additional leads. I order my leads roughly two weeks prior to January 1st. Request the lead vender to mail your leads on December 26th or 27th, so the leads do not get delayed by Christmas mail. You may want to do another mail drop around Jan. 15, 2017 to keep you busying selling UA Medicare Supplement insurance plans during the entire MADP selling season. We

are partnered with more 40 different lead vendors that offer our appointed Agents discounts when they order leads. I personally like direct mail marketing; we do average about a three percent return across the nation with our top direct mail vendors. In addition, you should ALWAYS be asking for referrals.

2 Ask probing questions to determine which plan may be best suitable for your client. When you’re talking with clients, ask them probing questions to help determine which type of plan they are looking for. If you ask a client, “If you get sick or hurt, or god forbid diagnosed with cancer, would you want to worry about the restrictions of a provider network?” and if they respond they want to be able to seek out the best treatment wherever Medicare is accepted and not have to worry about networks, then a Medicare Supplement insurance plan is probably the best plan for that client.

Additionally, you can ask the clients if they would want to wait for a referral from their PCP to see a specialist, or if they would prefer to just go ahead and schedule their appointment for a specialist. Again, if they respond that they would NOT want to wait for a referral to see a specialist, a Medicare Supplement insurance plan is probably the better option for the client.

3 Understand how our top selling Medicare Supplement insurance plan, the HDF works. Our national top selling Medicare Supplement insurance plan is the HDF (F+ for NY). In 2016, the

national average monthly premium for a male is just $37 per month, and for a female it is just $32. The deductible for 2017 is $2,200, with Original Medicare always paying its portion first, so many clients don’t reach the deductible limit on the plan. This is a Medicare Supplement insurance plan, so there are no network restrictions, it is guaranteed renewable for life, so long as the premium is paid on time, and there are no referrals required to see a specialist. Not to mention that in 2016, the national average max out-of-pocket (MOOP) on a Medicare Advantage plan is more than $5,000!

Lastly, I would like to remind you that we are always improving our training material. We have so many resources to help you become an even more successful Agent. We run weekly training webinars (including one on the MADP) and also offer pre-approved marketing materials and sales presentations. Take advantage of the resources we provide, and let’s make this MADP the best one yet!

Mike SurranoAssistant Director

MEDICARE ADVANTAGE DISENROLLMENT PERIOD (MADP)

5 NOVEMBER 2016 MADP: A ONE-WAY STREET TO SUCCESS MADP: A ONE-WAY STREET TO SUCCESS NOVEMBER 2016 5

AGENTS SHOULD ASK QUESTIONS, LISTEN FOR THE ANSWERS, AND USE THEIR KNOWLEDGE TO GUIDE THE WAY. MAY YOU HAVE YOUR BEST MADP EVER!

MADP: A ONE WAY STREET TO

MEDICARE SUPPLEMENT INSURANCEAs an Agent who sells Medicare Supplement insurance, part of your job is to help Seniors understand their healthcare needs and educate them about their options. During the Medicare Advantage Disenrollment Period (MADP) from Jan. 1st – Feb. 14th, you may discover your role as an ‘educator’ is especially important. Seniors who have been on a Medicare Advantage (MA) plan have just one way to go during MADP, and that’s to a Medicare Supplement insurance plan. So, they may want to know how Medicare Supplement insurance is different. Being knowledgeable and prepared can help reassure them as they head down the ‘one way street’. Here’s a summary of important points you should know:

WHO’S AT THE CROSSROAD? There are many circumstances that can lead Seniors to shop for a Medicare Supplement insurance plan during MADP. Generally, your clients will fall into one of these categories:

• Seniors who realize their current MA plan does not meet their needs

• Seniors who may be unhappy with new changes to their MA plan

• Seniors who learn their doctor and/or hospital has been dropped from their MA plan

• Seniors who do not like the new maximum out-of-pocket amount their plan has for 2017

• Seniors whose MA plan has been dropped by the provider

ONCE YOU GET THE GREEN LIGHT, HOW CAN YOU HELP ‘SHOW THE WAY’ TO A PROCARE MEDICARE SUPPLEMENT INSURANCE PLAN THAT’S RIGHT FOR THEM? First, gather information. Consider asking:

• What do they like or dislike about their current coverage?

• How would they describe their health care needs?

• Are they comfortable with cost-sharing?

• Do they want to stay with their current doctor?

• How many times did they visit their doctor last year?

• Did they see any specialists?

• Are there are any chronic conditions that would affect their health in 5, 10, or 15 years?

WHAT FEATURES CAN THEY LOOK FORWARD TO DOWN THE ROAD IF THEY CHOOSE MEDICARE SUPPLEMENT INSURANCE? Some of the top features include:

• Guaranteed Issue (for those who are canceled from any MA plan)

• No referrals required to see a specialist

• Freedom to choose doctors and hospitals wherever Medicare is accepted

• Nationwide coverage

• Plans guaranteed renewable for life (as long as premiums are paid on time)

6 NOVEMBER 2016 MADP: A ONE-WAY STREET TO SUCCESS MADP: A ONE-WAY STREET TO SUCCESS NOVEMBER 2016 7

8 NOVEMBER 2016 MADP: A ONE-WAY STREET TO SUCCESS MADP: A ONE-WAY STREET TO SUCCESS NOVEMBER 2016 9

ABOUT OUR UPCOMING NAME CHANGEFREQUENTLY ASKED QUESTIONS

HOW IT WILL AFFECT AGENTS?What will happen with commissions going forward after the name change?

After the change, your commissions will come from Globe Life Insurance Company of New York.

Will I still have access to the First UA Agent website?

Yes, through December 31, 2016. On January 3, 2017, the First UA Agent website will be redirected to http://office.GlobeLifeofNewYork.com, where you will continue to have access to the free training webinars, sales materials, publications, and announcements.

How will I access my client information and commission statements? Will it be on the United American website or will everything be moved to the Globe Life website?

You will need to access client information and commission statements through UAOnline. Access UAOnline from: http://office.GlobeLifeofNewYork.com.

Will I have a new contract and a new Agent number, and will I need to sign a new appointment form? If so, how will I know my new number?

You do not need to sign a new contract and your Agent number will remain the same.

Will I still be able to use the e-App?

Yes. You can access the e-App from UAOnline.

Are any of our rates changing due to this name change?

No.

Are renewals affected?

No, renewals will be paid from Globe Life Insurance Company of New York.

When First United American Life Insurance Company was first incorporated in New York as a stock life insurance company in 1981, the Company name was Globe International Life Insurance Company. As of January 1, 2017, First UA will be renamed Globe Life Insurance Company of New York. This will help us, as a Company, capitalize on the recent growth of the Globe Life brand recognition. There are no changes to Company ownership.

We are working to keep Agents informed during this transition. The following FAQs will address how this name change will affect them as Agents, and how it will affect their policyholders.

HOW IT WILL AFFECT AGENTS? (CONTINUED)Will all the same products be available?

The Cash Cancer policy will be temporarily unavailable. All other products will be available.

Will I have to order new marketing materials or can I continue to use what I have?

You will need to order new marketing materials; however we will send a new small starter kit of materials to every Agent that issued business in 2016.

How do I update my business cards?

Go to the Order Printing website at www.orderprinting.com. From there, you will be guided to log in, select your preferred template, enter your information and place your order.

Will the New York office address and the phone number remain the same?

Yes.

Who do we contact for support?

Agency Service: GLNYAgency@torchmarkcorp.com or call 315-451-7975.

HOW IT WILL AFFECT POLICYHOLDERS?What steps should I take to notify my First UA policyholders about the Company name change?

All First UA policyholders will receive a minimum of one notice regarding the name change before the end of this year (2016). You will be notified and the notification will include a sample of the mailing.

How will policyholders access their own claims information?

January 3, 2017 and thereafter, policyholders may access http://www.GlobeLifeofNewYork.com, which will have the same service tools your clients are familiar with, or they may call 315-451-2544.

When claims are paid, will they come from United American, First United American or Globe Life Insurance Company of New York?

Beginning January 1, 2017, claims will come from Globe Life Insurance Company of New York.

Will my policyholders receive a different policy number? If so, how will I know the new number?

Policy numbers will remain the same.

Will my policyholders receive updated policies in the mail with the new Company name?

No, existing policies will not be re-printed with the new Company name.

Will my policyholders receive a new ID card?

Yes, policyholders will receive a new ID card with the new Company name. Their old ID card will still be active.

Eagles Club is an elite group of Agency leaders representing the best of United American and First United American.

Through October 2016, these top producing General Agents and Agencies have the highest net combined annualized premium. Agents/Agencies producing $350,000 or more in NAP will qualify for club membership and receive an award at convention; the top 10 will have their photo on the wall at the Home Office.

Through October 2016, these top producing Writing Agents have the highest net combined annualized premium.

2016 EAGLES

PRESIDENT'S CLUB PACESETTERS CLUB

#1

#2

#3

#4

#5

#1

#2

#3

#4

#5

Jon Ahlbum The Ahlbum Insurance

Group, Inc. $4,116,917

Mike Lemar Sunshine State Agency

$1,538,095

Catherine Hatton Long Island Insurance

Solutions $1,344,791

William Borosak Jr. Secure Financial

Group, LLC $1,292,520

Tim Ahlbum Health Coverage

Solutions $1,176,888

AGENT NAME AGENC YYTD PRODUCTION

1 Donna Ahlbum The Ahlbum Insurance Group, Inc. $1,083,515

2 Paul Sheldon, CLU, ChFC Paul Sheldon Insurance & Benefits Planning $716,016

3 Ron Concklin Rosenberg-Concklin, Inc. $573,434

4 Kerry Sachs Secure Retirement Solutions, Inc. $540,750

5 John Clark Senior Solutions Insurance Agency $534,718

6 Christopher Graham, CLU Graham Financial Group, Inc. $497,401

7 Scott Mednick Professional Insurance Systems of Florida $488,397

8 Lisa Rosati Rosati Insurance Agency $445,047

9 Robert Wroblewski SOS Insurance Group $360,628

10 Scott Schwartz Insurance Protection Services $328,082

11 Vincent Abbatiello Mainstay Retirement Solutions $248,726

12 Loren Olguin Olguin Insurance Agency $240,059

13 American Eagle Consultants, Inc. $228,874

14 Edward Catron Catron Insurance Agency $220,208

15 Richard Schwartz Insurance Center of S. Florida $212,035

16 Gina Savage Savage Insurance Agency $204,332

17 Joseph Maisonet Maisonet Insurance Agency $199,479

18 Brian Gilbert Gilbert Insurance Agency $195,008

19 Centerstone Insurance & Financial Svcs. $194,380

20 Pierre Abadjian Abadjian Insurance Group $190,985

21 Shawn Schroeder Jack Schroeder & Associates, Inc. $187,988

22 Jackson Edwards IV Edwards Insurance Agency $183,670

23 Mike Stevens Farm & Ranch Healthcare, Inc. $179,994

24 Peter Gelbwaks Gelbwaks Executive Marketing Corp. $179,678

25 Nicholas Mangini Mangini Insurance Agency $175,175

26 Cesar Chacon The Insurance Hub $170,640

27 Valerie Bahlkow Bahlkow Insurance Agency $169,161

28 Professional Group Plans, Inc. $156,303

29 Senior Insurance Marketing, Inc. $155,894

30 Bryan Wiedersum Wiedersum Insurance Agency $149,664

AGENT NAMEYTD PRODUCTION

1 Paul Sheldon, CLU, ChFC $713,708

2 Tim Ahlbum $484,124

3 Scott Schwartz $328,082

4 Kerry Sachs $281,047

5 Lisa Rosati $265,285

6 Ray Stevens $254,309

7 Jason Stevens $228,988

8 Eugene Ranney $209,712

9 Christopher Graham, CLU $209,509

10 Glenn Ripoll $206,736

11 Brian Gilbert $197,852

12 Mark Hargis $181,958

13 Vincent Abbatiello $163,575

14 Nicholas Mangini $162,395

15 Devin Barta $159,202

16 Jon Ahlbum $158,919

17 Xiomara Ottovegio $150,504

18 Bryan Wiedersum $149,664

19 Dexter Saylor $145,922

20 Valerie Bahlkow $140,683

21 Stephen Maisto $140,381

22 Joseph Jaffe $138,245

23 Beverly Kingsley $137,689

24 Neill Aarons $129,180

25 Gary Kempler $125,723

26 Kevin Lawrence $124,183

27 Aaron Gordon $123,448

28 Thomas Payant $121,415

29 Jackson Edwards IV $121,258

30 Gina Savage $120,327

Through October 2016, these top producing General Agents and Agencies have the highest net life annualized premium.

Through October 2016, these top producing Writing Agents have the highest net life annualized premium.

TOP 30 LIFE GENERAL AGENTS

TOP 30 LIFE WRITING AGENTS

Mark Graham AmeriLife $941,676

Devin Barta Barta Insurance Agency

$888,457

Edward Shackelford The Assurance

Group, Inc. $877,245

Ray Stevens Stevens & Associates

Insurance Agency, Inc. $828,285

Stephen Maisto Senior Health Solutions

$327,741

AGENT NAME AGENC Y

1 Mike Stevens Farm & Ranch Healthcare, Inc.

2 Joseph Iannelli Iannelli Insurance Agency

3 Mark Graham AmeriLife

4 Donald Howe Howe Insurance Agency

5 Catherine Hatton Long Island Insurance Solutions

6 Gilbert Williams Williams Insurance Agency

7 Sylvan-James Associates, Inc.

8 John Clark Senior Solutions Insurance Agency

9 Sheldon Reid Reid Insurance Agency

10 Hulda Hicks Hicks Insurance Agency

11 John Barberan Barberan Insurance Agency

12 Dorothy Jones Jones Insurance Agency

13 Mark Landis Metro Insurance & Financial Services

14 Mike Lemar Sunshine State Agency

15 Scott Mednick Professional Insurance Systems of Florida

16 Everett Forney Forney Insurance Agency

17 Alcoen & Associates, LLC

18 Shamseldin Omer Omer Insurance Agency

19 Richard Sakharoff Security Benefits Group, Inc.

20 Loren Olguin Olguin Insurance Agency

21 William Masterson Masterson Insurance Agency

22 Susan Hirsch Hirsch Insurance Agency

23 D & P Jones Insurance Services, Inc.

24 Michael Brickley Sr. Brickley Insurance Agency

25 Daniel Dragan Dragan Insurance Agency

26 Dawn Manor Manor Insurance Agency

27 Raymond White Jr. White Insurance Agency

28 Benefit Plans of America, Inc.

29 Jacob McGeoy Secure Benefits Alliance

30 Julio Alvarez Alvarez Insurance Agency

AGENT NAME

1 Mark Simpkins

2 Stephen Pilotti

3 Gilbert Williams

4 Joe Gray

5 Julio Alvarez

6 Randy Merrell

7 Larry Brooks

8 Hulda Hicks

9 John Muamba

10 Joseph Butler

11 Richard Sakharoff

12 William Masterson

13 Benjamin Sulsky

14 Michael Brickley Sr.

15 Regina Sakkal

16 Raymond White Jr.

17 Shirrlee Bays

18 Peter Gbongay

19 Loren Olguin

20 Ronald Woodlief

21 Elmer Garcia

22 Douglas McElroy

23 Roy Moreira

24 John Barberan

25 Elliot Ricks

26 Diana Ellison

27 Jesse Brown

28 Curtis Bradsher

29 Gregory Manor

30 Carl Smith Jr.

10 NOVEMBER 2016 MADP: A ONE-WAY STREET TO SUCCESS MADP: A ONE-WAY STREET TO SUCCESS NOVEMBER 2016 11

INTERCONTINENTAL CHICAGO MAGNIFICENT MILE

#UACONVENTION2017 JUNE 24-27, 2O17

WH

AT Y

OU

NEE

D T

O Q

UA

LIFY

IF

YO

U A

RE

A G

ENER

AL

AG

ENT:

MONTH LIFE ONLY HEALTH ONLY COMBINED

$180,000 NAP $350,000 NAP $350,000 NAP

JAN. $15,000 $29,167 $29,167

FEB. 30,000 58,333 58,333

MAR. 45,000 87,500 87,500

APR. 60,000 116,667 116,667

MAY 75,000 145,833 145,833

JUNE 90,000 175,000 175,000

JULY 105,000 204,167 204,167

AUG. 120,000 233,333 233,333

SEPT. 135,000 262,500 262,500

OCT. 150,000 291,667 291,667

NOV. 165,000 320,833 320,833

DEC. 180,000 350,000 350,000

WH

AT Y

OU

NEE

D T

O Q

UA

LIFY

IF

YO

U A

RE

A W

RIT

ING

AG

ENT:

MONTH LIFE ONLY HEALTH ONLY COMBINED

$100,000 NAP $150,000 NAP $150,000 NAP

JAN. $8,333 $12,500 $12,500

FEB. 16,667 25,000 25,000

MAR. 25,000 37,500 37,500

APR. 33,333 50,000 50,000

MAY 41,667 62,500 62,500

JUNE 50,000 75,000 75,000

JULY 58,333 87,500 87,500

AUG. 66,667 100,000 100,000

SEPT. 75,000 112,500 112,500

OCT. 83,333 125,000 125,000

NOV. 91,667 137,500 137,500

DEC. 100,000 150,000 150,000

Agents who contract after Feb. 1, are prorated for Convention qualification. For example, contract in March and the Agent life/health requirement is 10 months or $125,000 of combined NAP. Minimum NAP for an Agent who contracts in June is six months or $75,000 combined NAP. Agents must be contracted and produce at a six-month minimum

production level to be eligible for Convention. Non-standard (Disability) Medicare Supplement production will not count towards qualification for Convention, Awards or Club honors.

ARE YOU ON PACE TO JOIN US?