The news and ideas magazine for Ua’s Branch office division.

APRIL 2007

Pages 6 & 7

In this issue…2006 Convention QualifiersAre you on the list?…pg. 4

2007 Convention siteThe Rio Mar BeachResort & Spa in beautifulPuerto Rico is waiting…pg. 5

Qualifying LeadsIt’s the next step to successful selling…pg. 8

Embrace Embrace

life!

PRODUCT APPROVALSHEALTH:A special mailing regarding approval of the new FLEXGUARDPlus has been mailed to Branch Agents working in California, Colorado, District of Columbia, Georgia, Kansas, Mississippi, Utah, Virginia and West Virginia.

Agents selling in these states may begin writing FLEXGUARDPlus business immediately. Please contact Agent Supply to order materials for your non-resident states.

RATE APPROVALSHEALTH:A special mailing regarding FLEXGUARD (GSP2) rate approvals for individual and UAatWork new business has been mailed to Branch Agents working in Mississippi and West Virginia.

The new business effective date was May 1, 2007.

MEDICARE SUPPLEMENTS:A special mailing regarding ProCare Medicare Supplement rate approvals for new business and renewals is being sent to Branch Agents working in Illinois, Virginia, and Washington.

The new business effective date was May 1, 2007 in Illinois and Virginia and is May 15, 2007 in Washington.

New rate cards are available for download at www.uabranch.com/services or from Agent Supply.

ATTN: UAATWORK AGENTSA special mailing regarding a Life products’ rate decrease for UAatWork new business has been mailed to all Agents in all states where our Life products are approved.

The new business effective date was May 1, 2007.

Updated rate books (F4702 RT 0207 and F4702 TL 0207) are available for download at www.uabranch.com/services or from Agent Supply.

ATTN: PENNSYLVANIA AGENTSMEDICARE SUPPLEMENTS:A special mailing regarding use of the new MA14(37) ProCare Medicare Supplement application has been sent to Branch Agents working in Pennsylvania.

As previously communicated, effective May 1, 2007, all Agents writing Medicare Supplement business in Pennsylvania are required to use the new application. The Home Offi ce will not accept applications written on old forms dated after April 30, 2007. Applications written prior to April 30, 2007 must be received at the Home Offi ce no later than May 15, 2007. Remember, use original applications only – no copies.

REGULATORY REQUIREMENT (ACT 83):Pennsylvania Regulatory Requirement (Act 83) extends health insurance coverage and eligibility for returning National Guard and Reservists, who were fulltime students at the time of deployment and insured, or eligible to be insured, under their parent’s policy.

INTEREST RATES SETThe Lifestyle Annuity rate for May is 3.90 percent. Rates will continue to be reviewed and adjusted accordingly.

The Deposit Fund Rider new business interest rate for 2007 has been set at 3.00 percent.

If you have any questions or do not receive mailings where applicable, please contact Branch Service.

HOLIDAY SCHEDULE The Home Offi ce will be closed on Monday, May 28th in observance of Memorial Day. Please take time on this day to remember and honor the thousands of courageous men and women, who have given their lives in military service to preserve and protect the freedoms that we cherish.

UNITED AMERICAN

For over a half century, United American

Insurance Company has been meeting the public’s

life and health needs. We are a leader in

individual life and health protection. We are

totally committed to meeting customer needs through personal one-on-

one Agent service and complete Home Offi ce customer support. You can count on UA to do

what it says it will do.

www.uabranch.comwww.unitedamerican.com

HOME OFFICE (972) 529-5085

VISION

Published monthly by United American

Insurance Company for the dissemination of

information to its Agents. Prior permission must be

obtained from United American for

reproduction or other use of material herein.

VISION STAFF

Managing EditorDave Henthorn

dahenthorn@torchmarkcorp.com

EditorRoberta Boyd King

rking@torchmarkcorp.com

Product CoordinatorShere Avrett

savrett@torchmarkcorp.com

Graphic DesignerChristine Jenkins

cpjenkins@torchmarkcorp.com

2 APRIL 2007

I find in John Paul a young man of maturity far beyond his years. His passion for our Company and our opportunities has resulted in not only his personal success, but in that of our Company. –JohnGore

Some offices struggle with the roller coaster ride between success and the continuing need to rebuild. During my five years as a Branch Manager, I have experienced steady and constant growth, never having to direct my energies toward rebuilding. In the beginning, I focused on why people performed and developed my understanding of the factors that contributed to Agent retention.

Without question, Agent retention results from a combination of many factors. These factors must be present on both the Home Office level and the Branch Office level in order to attract and retain quality lifelong Agents.

United American has equipped the Branch Office Division well by providing three primary factors for Agent retention:

• Market and Products: This is what this Company does best. Wayne Gretsky once said, “The secret to my success is that I skated to where the puck was going to be.” I started with this Company seven years ago and in my first year with UA, more than doubled my previous job’s income. Yet, some of the products that I was selling then, are products with which our current Agents may not even be familiar.

The leaders of United American will continue to guide us into the most profitable and forthcoming markets. Agent retention is the security of knowing that, regardless of where the markets will be in the future, UA will have the products to always be competitive.

• Lead Program: UA has solved the biggest problem facing all sales people: not having anyone to sell to. Our lead program is by far the best in the industry. Each Branch is very highly compensated for leads based on production.

• Dynamic Commission Schedule: With commissions paid up front and the Combo App paying huge commissions on life sales, Agents can be paid large commission checks on any given day. “Well, lots of companies do that,” you might say. Yes, they may, but without renewals until the ninth or tenth month. Meanwhile, they run out of friends and family to sell to and are not even around in ten months to receive their renewal income. This type of traditional system almost dooms a new Agent to failure. That is why UA starts an Agent’s renewals in the second month. UA’s new Agents begin with a residual income.

Based on these three principles, the foundation for Agent retention is set. Branches now have the responsibility to establish their own Agent retention systems. Once developed and given the proper emphasis, each of the following factors will motivate individual Agents, depending on the form of motivation which appeals to them personally.

There are four primary reasons why Agents stay:

1. Money: Make no apologies for it; the goal is to get rich. In fact, if you ask some Managers why Agents stay, to them money is the only reason. I watched many of my Agents buy a Mercedes and a big screen TV. After they met their goals of wealth, however, money was no longer the motivator.

Over the years, I have observed Agents, who were making good money, leave in search of something more. It led me to rethink the strategy that money is the only motivator.

2. Recognition: After they pay the bills, Agents will continue to work hard for recognition. United American does a great job company-wide of recognizing the Honor Club and President’s Club. Branch Offices also must develop ways to recognize their Agent’s individual achievements. Napoleon was the first to recognize that his soldiers would work hard for money, yet also be willing to die for a ribbon that recognized their achievements.

Each Branch Office needs a system in place to recognize achievement at different levels of accomplishment.

Bottom line, people will do those things that bring them rewards.

3. Incentives: After money and recognition, it is amazing how much more an Agent will perform to earn a trip. Many offices like ours promote sales contests. For example, over the last year, the Tulsa Branch has had two sales contests for a Caribbean and an Alaskan cruise. All Agents, who meet a qualifying sales performance level, may attend and bring a guest. Our Company Convention and Eagle Award Contests are also outstanding. Once an Agent attends any of these exciting trips, he or she will always work hard to maintain this recognition.

4. Opportunity for Advancement: The exciting part of being promoted within UA is that length of service and seniority are not determining factors. With diligent production, the opportunity for advancement will come quickly. The goal of each new Agent should be Unit Manager, the core of each Branch Office. Unit Managers in this Company get paid four ways, and the money at this level is incredible.

With the expanding vision of United American, there has never been greater opportunity for advancement to a Branch Manager position. Once again, diligent production brings opportunity!

United American has set the stage for impeccable Agent retention. It is now the Branch Managers’ responsibility to not only equip the Agents to sell, but equip them for long-term success. Focus on Agent retention and eliminate the roller coaster ride. It is time for your Branch to experience steady and continuous growth – never having to focus on rebuilding again!

P E R S P E C T I V E

From the Desk of...John Paul CaswellTulsa Branch Manager

APRIL 2007 3

Agent Retention

4 APRIL 2007

ADDISONJames Short, Mgr.

AKRONDon Eynon, UMChris Villwock, Mgr.

ALBUQUERQUEMark Hargis, UMChristopher Loveless, UMElidora LovelessAlan Spafford, Mgr.JoAnn Spafford-Paak, UM

ASHEVILLETerri BoydSteve Lynch, Mgr.Donald Smith

ATLANTASteven Espy, UM

ATLANTA NORTHFrank Blackwell, UMMalcolm Calouri

ATLANTA SOUTHPaul Markle, UMCharles Shearer

ATLANTA SOUTHWESTPaul Clive, UM

ATLANTA WESTMelissa Lathrop, Mgr.Mike Lathrop, UM

AUGUSTASean Summerlin, Mgr.

AUSTINGayle Emerson

BALTIMORE NORTHTom Guadagno, Mgr.

BENTONVILLEJudith CunninghamJason Everett, Mgr.

CANTONMark Emery, UMLynette Wilson

CAPE CANAVERALJames Handy, Mgr.Karen Lynch

CHARLESTON, SCNicholas Boeschen, UMBrett MunizPeter Schettini, Mgr.

CHARLESTON, WVGlenda Laska Marion Parker, Mgr.

CHARLOTTE CENTRALChristopher Anderson, UM Kimberlee BishopTom Botts, Mgr.Mitchell Phelps

CHATTANOOGARay Miller, Mgr.Westley Moore, UM

CHICAGO EASTKaren RupleJames Stanley, UM

CINCINNATICynthia CumminsThomas Fenske, Mgr.

CLEARWATERConnie Smith, Mgr.

CLEVELANDKaren Dolan, Mgr.Mike McKinney

COLORADO SPRINGSTara Griffi nRick Krout, Mgr.Shawna PriskFrank Raphael

COLUMBIAMarilyn Ingle, Mgr.

COLUMBUSPreston Eisnaugle, Mgr.Kim Fultz, UMCONCORDJim Holmquist, Mgr.Clyde JetterWilliam Wagoner, UM

CORPUS CHRISTIPolly Barber, UMMike McGrath, Mgr.

DALLAS NORTHRobin Nelson

DAYTONA BEACHCasey CramerJason Gsoell, Mgr.Jeffrey IshmaelTanner Smith, UM

DENVERKatherine BennettMiles Dalton, Mgr.

FLORIDA SOUTHWESTAndy Bliss, Mgr.Robert DuncanTimothy Gifford, UMMichael Keller, UMChristine KrinkeJacklyn RogersDick Werner, UM

FT LAUDERDALESteve Neathery, Mgr.Tania Neathery, UM

FT WAYNE SOUTHKelley LeeSolomon Pohler, UMTeresa Pohler, MgrMartin Wagner

FT WORTH NORTHPaul Ingram, Mgr.

GALVESTONDoug Hazlewood, Mgr.

GREENVILLECraig Fortner, Mgr.

HOUSTON CENTRALJohn Rundlof, Mgr.

HOUSTON EASTMike Castellano, Mgr.

HOUSTON NORTHDennis Mitchell, Mgr.

HOUSTON SOUTHNatalie Hill

HOUSTON WESTMarcus Battle, UMJohn Fox, UMKaren Herrera, UMMark Wall, UM.Justin White, Mgr.Kelly Wuthrich

INDIANAPOLIS SOUTHChris Smith, Mgr.

JACKSON, MSRandy Byrd, Mgr.Jennifer ByrdJoshua Byrd, UMRichard Byrd, UM

JACKSONVILLERyan Anderkin, UMPhillip DroeschDaniel Midura

JACKSONVILLE (CONT.)Zane MillerBradley Staton, UMRoss Taylor, Mgr.Teneshia Wright

JACKSONVILLE SOUTHJosie Hoffman, Mgr.

JOHNSON CITYToby GrizzelJohnny Salyers, Mgr.

JONESBOROJason Brewer, UMFrank DavisPhil Manry, Mgr.Anthony Weir

KANSAS CITYJames Nordstrom, Mgr.

KANSAS CITY EASTTim Nordstrom, Mgr.

KNOXVILLECarol Bedingfi eldCarol Settle, UMJim Settle, Mgr.

LAFAYETTEAlma Bruno, UMAshley FriedenRobert Giles, Mgr.

LEXINGTONBob Holker, Mgr.Brian Holker, UM

LITTLE ROCKBradley BraleyPenney Frazier-Parham, UMJohn Hamilton, Mgr.Stevie Mauldin, UM

LOUISVILLEAshley Anderson, UMFred DavisGreg Gorman, Mgr.Alan Hall, UMMary HarperJudith Hendricks, UMVincenza RebecchiKevin Woo

MEMPHISLisa CavinessKeith Cleveland, Mgr.Fred DiVittorio, UM

MEMPHIS SOUTHRay Jetton, Mgr.

MYRTLE BEACHJohn Drescher, UMSusan Kostyk

NASHVILLE SOUTHJacquelyn Thompson, UM

NEW ORLEANSJohnny Barlow, Mgr.Malcolm McCallDwight Timmons

OCALAGary HonorEric NilsonRob Purtell, Mgr

OKLAHOMA CITYBridgett HoltShaun Snovel, Mgr.

OMAHAMark Fountain, Mgr.Ann JohnsonBrian Pederson, UM

ORANGE COUNTYRonald Chock, UMPaul Etheredge, Mgr.

ORLANDO EASTHeather Falls, UM

ORLANDO EAST (CONT.)Chad NelsonTodd Newell, UMSherri Sisler, Mgr.

PALM BEACH SOUTHDaniel CaseboltJoshua Jauz, UMKen King, Mgr.Michael Liberatore, UMJack Marcus

PANAMA CITYTracey Rowley, Mgr.

PHOENIXGrant Walton, Mgr.

PLANOSarah MasekRichard Sampsel, UMDan Shea, Mgr.

RALEIGHMichael Blivens, UMVincent CampbellMatthew DewChris Jones, Mgr.Robert MaehrAmy Nealey, UMPeggy OlesTony Veit, UMEvan Wagner

RENOJames Greene, UM

RICHMONDMichael Hyman, Mgr.

SACRAMENTOGerald BergerBenjamin Clark, UMGary Deese, Mgr.Richard Roberts, UMIsaac Shachar

SALT LAKE CITYScott Christianson, Mgr.Jared EmerickWendy Hawk, UMJames HunterZandra PerkinsDavid RookerBret Schneiter

SALT LAKE CITY EASTKevin Lords, UMPaul Willey, UM

SAN ANTONIO NORTHIrene Burns, Mgr.Bob Connell, UMMario GarciaWynn ParrackMichael Saenz

SAN DIEGOAndrew BagleyJoshua Baxter, UMCarl CarlsonBernard Ellebrecht, UMCraig EllebrechtDirke JohnsonTim McGuire, Mgr.Chad Yoos

SAN FRANCISCOAline Dinoia

SAVANNAHJohn Kimbrough, UMWilliam Privette, UMChristian Smith, UMLisa StoneLance Taylor, Mgr.

SPRINGFIELD EASTJason AdamsLeisa CummingsShalon Doney

SPRINGFIELD EAST (CONT.)Steven Hargis, UMTracy Manners, UMJeff Miller, Mgr.Beau MooreTimothy Nuckolls, UM

SPRINGFIELD, ILCody Webster, Mgr.

SPRINGFIELD WESTGilbert BallengerKaren HammerAndrea McGowinPam PateMickey Tolliver, Mgr.

ST GEORGEMatthew AllenDon Arnett, UMJudy CallDon Gibbs, CLU, Mgr.Carson HindsSharon HolmesTravis HughMatthew JenkinsGarridy McEwenMichael Nebeker, UMWilliam NikolausWes Patterson, UMLloyd PaxmanScott Taylor

ST LOUISTodd Baxter, Mgr.

TAMPADevin BannonJulie BealeSteven LynchAlexander MalykhinCathleen MayherGeorge Muse, Mgr.Stewart Ross, UMTamberly Storey

TOLEDONick Giachetti, Mgr.

TULSADavid Barbee, UMJohn Paul Caswell, Mgr.Timothy DouglasJesse GinnJared HarnarMatthew HigginsBlaine LewisLandon Lucas, UMTom MattoxTimothy SmithRobert Tyler

TUPELOPeggie Chrestman, UMJack Curtis, Mgr.Jackie DecouxTrevor Ireland, UMLaura Weaver

VENTURADonovan Dock, Mgr.

VERO BEACHBrad Schriber, Mgr.

VIRGINIA BEACHDennis Crawford, Mgr.Jennifer Crawford

WICHITAEverett Cape, UMDonald Pollard

YOUNGSTOWNElaine Sever-BodzionyCraig Villwock, Mgr.

Hollywood Qualifi ers July 5-8, 2007

APRIL 2007 5

Sit back, close your eyes, and imagine the ultimate getaway. Warm breezes out of the South caress your skin. A limitless, clear, azure sky soars overhead. Cool, white sand gently gives way beneath your feet, and the aroma of exotic plants and lush tropical foliage surrounds you. Your senses are overloaded from every direction, yet you feel calmed and quieted by the gentle assault.

Is it real or only a dream? It’s real and it can be yours when you qualify for United American’s 2007 Sales Convention to be held at the Rio Mar Beach Resort & Spa, a Wyndham Grand Resort, in enchanting Puerto Rico. Located on 500 magnifi cent acres and a one-mile stretch of secluded beach, the Wyndham offers everything you can imagine to make your dream of Paradise a reality.

The Wyndham was created to pamper and impress, and it succeeds magnifi cently. Each of its 600 elegant rooms and suites are superbly appointed with only the fi nest in custom fi nishes and furnishings. Natural woods, Italian tiles and plush fabrics surround every guest with privileged comfort.

Eleven restaurants with expert chefs from around the globe have only one purpose – to satisfy your every culinary wish. They succeed with taste, charm and sophistication. In addition, room service is available 24/7 to indulge your palate any hour of the day or night.

The Wyndham has the distinction of being the Caribbean’s premier golf destination with not one, but two world-class courses waiting to provide you with the ultimate golf experience. But, if golf isn’t your sport of choice, there’s tennis, swimming, snorkeling, sailing, parasailing, kayaking, or bicycling to name a few. They’re all at your fi ngertips!

Since Puerto Rico is a U.S. territory, one of its offi cial languages is English. Its currency is the U.S. dollar, and no passports are required. Puerto Rico provides you with the exotic experience of the tropics and all the ease and comforts of home!

2007 Convention SitePuerto Rico – Relax, Indulge, Discover

June 19-22, 2008Puerto Rico – Land of Enchantment -

Join Us!

6 APRIL 2007

Who needs life insurance? Almost everyone!

According to the 2005 LIMRA International’s Life Insurance Ownership Study:

75% of American families agree that life insurance is the best way to protect against the fi nancial

hardship from the death of a primary wage earner. Of those who have life insurance,

40%feel they need more.

29%of Americans want to discuss life insurance

with a fi nancial professional.

70% of Americans think a periodic review of

existing coverage is needed.

“At some time in your career, you’ll have a health customer die. When you aren’t able to take a check to the policyholder’s family, you’ll realize the value of selling life.” – John Gore

Yet, that same study shows:

22%of U.S. households have no life insurance at all!

75% of Americans who need more insurance think they can’t

afford the premiums. Consumers consider the purchase of life insurance an important and complex decision. Over

40%worry about making the wrong decision.

33%of consumers say no one has ever approached

them about buying life insurance.

Embrace LIFE!!!

What do these statistics mean?Given the number of individuals who are uninsured or under insured, almost everyone you come across is a prospect and a potential sale. But, the LIMRA study also points out some issues we need to consider when working with some insurance-shy prospects:

1. How can we show prospects that premiums are affordable?Simply offer them a life policy from United American. Our whole life and term policies – RT10 Renewable Term, SWL Whole Life or URL-CBP 21-Pay – can make life insurance coverage affordable for just about anyone.

2. How can we simplify the complexity of life insurance for prospects? Try comparing life insurance to something more common to everyday life. Basically, there are two types of life insurance – term and whole life. Buying a term policy is like renting a house. A term policy is for a limited time (like the lease on a house) and gives you no cash value or equity when the term of the policy is over. Buying a whole life policy is like buying a house. A whole life policy is in effect for your entire life as long as you pay the premiums (like a monthly home mortgage) and builds a savings element called the cash value (like home ownership). Ultimately, of course, your prospects’ stage of life and individual needs and life goals will dictate which type is best for them.

3. How can we take the fear out of buying life insurance? Before you ever start talking about term life, whole life, annuities, fi nal expense or anything even remotely related to life insurance, take the time to form a relationship with your customers. Get to know them and get to know their needs. Fact fi nd with them to determine what they want to accomplish by purchasing life insurance. Give them the time to get to know you too, and you’ll remove their fear of buying!

APRIL 2007 7

Sources: www.iii.org/media/facts; Advisor Today, June 2006; Advisor Today, January 2006; Senior Market Advisor, October 2005; Facts About Life 2005, LIMRA International; The Wall Street Journal, April 12, 2005.

Make the most of LIFE!

How much life insurance is enough?The industry rule is fi ve to seven times annual income. Based on that standard, just about every person you know is under insured! Consequently, the life market is very broad. People from every age group, lifestyle, and income level need life coverage and more of it! Having an individual life policy in place can mean the difference between living well fi nancially or barely surviving in the

event of the loss of the family breadwinner.

What’s a HOT market for life?Until recently, one of the most under-served life markets was the voluntary benefi ts market. According to the Insurance Information Institute, sales of life products constituted 24 percent of overall sales for voluntary benefi ts in 2005. That’s a large percentage, but it’s not surprising. The high cost for employer-sponsored health insurance seems to have spilled over into the life market as well. According to an article in The Wall Street Journal in April of 2005, fewer and fewer employers each year are offering employer-sponsored life insurance. Yet, for many employees, the only life coverage they ever receive or purchase is at the worksite. That’s one reason buying life coverage on a voluntary basis at the worksite makes great sense for employees. If it is a voluntary benefi t, the employee doesn’t have to lose the coverage if he or she switches jobs. Coverage can be maintained, and families can be protected.

Build trust!Always remember you are United American in the eyes of your prospects and customers. Start the sales process by selling yourself and the value you personally can bring to the table. Successful selling is much more a question of who you are than what you have to sell. If prospects feel they can trust you, they will also feel they can put their faith in the products you offer.

Whatever market segments you choose to address, always approach your prospects from the perspective of selling solutions to their problems or providing a method to help them achieve their goals. The number of products we have is limited, just as it is with any insurer. But the variety of needs your prospects have and the circumstances in which they live are limitless. Your job is to fi nd the best term or whole life product we have that will come as close as possible to meeting their needs and achieving their goals. Successfully selling life means seeing the big picture and deciding the best way to help your prospects achieve it.

Life is a ONE step process at UA!With the restructuring of our life products, and the introduction of FLEXGUARDPlus, it’s now easier than ever to sell and process a life application.

The new life portfolio (RT10 Renewable Term, SWL Whole Life or URL-CBP 21-Pay) and optional riders are processed on just ONE application (MLAP).

If your customer needs more than life insurance, FLEXGUARDPlus may address those needs. It offers basic hospital/medical/surgical coverage, optional protection for specifi c illnesses such as cancer, critical illness and accidents, AND whole and term life add-ons. And, again, it’s all on ONE APPLICATION (LCGP). This “Combo” app lets your customer choose one or many of these coverages for ONE monthly premium. It’s simplicity at its very best!

Exciting enhancements to our life portfolio may be coming soon to a Branch near you, so stay tuned! In the meantime...

8 APRIL 2007

SEVEN STEPS TO SELLING SUCCESS:1. Generating Leads

2. QUALIFYING LEADS3. Preparing your Presentation

4. Delivering your Presentation

5. Handling Objections

6. Closing the Sale

7. Account Maintenance

STEP 2: QUALIFYING LEADSQualifying leads is one of the most overlooked steps in the entire sales process and is directly related to your bottom line. As we all know, the sales profession is a numbers game. The more prospects you have, the more presentations you make. The more presentations you make, the more sales you close. The more sales you close, the more money you earn. So imagine how much income you lose by not investing your time on prospects who are most likely to make a buying decision.

Ask the top producers in your Branch. Do they just present to anyone who will listen? Or do they carefully screen their prospects, searching for ways in which our product line will best fi t their needs? Doesn’t identifying the need and leveraging the best product for that need increase the likelihood of success? Sure it does. So let’s explore some proven methods to qualify a prospect.

PLAN YOUR APPROACHBefore you ever speak to a prospect, be sure you have a gameplan. Be prepared. Know your products well so you can pivot to the appropriate coverage based on customer need. Remember, your fi rst contact with this person is the most critical moment in the sales process. Your prospect will decide whether or not to buy from you within the fi rst few minutes of your conversation…so make that time count!

SMILEProbably the most obvious, yet under-utilized tool in the sales profession, is a simple smile. This is especially true when trying to make a good fi rst impression with a new prospect. Wearing a smile puts a positive spin on everything you do and say. This is even true when you communicate by telephone!

ASK QUESTIONSWhen qualifying leads, you should have two distinct goals:

1. Build trustPeople do business with the people they trust. When prospects purchase an insurance policy, they are really investing

their hard-earned money in you and in the belief that you will be there for them when they need you. This is why our Company ratings are so important. Prospects can trust that UA will be there when they need us most.

2. Identify a needTo be successful selling insurance, you must understand the needs of each and every prospect. Your job is to determine the needs of the prospects so you can present a solution to fi t those needs.

So how do you accomplish these two goals? You simply ask questions. It’s a proven fact that people love to talk about themselves. With the right questions presented at the right times, you can successfully build trust and establish the needs of your prospects in a single conversation! How do you develop this skill? You practice! Role play with your fellow Agents. Get advice from your Branch Manager. Observe your Unit Manager in the fi eld.

LISTEN UP!Without a doubt, your ability to actively listen to your prospects and customers is crucial to your success. You can ask the best questions, but if you don’t listen to your prospects, you will never fully understand their needs. The single most effective way to establish trust and a need with your prospects is to listen to them. By giving your prospects your undivided attention, you are indicating that their needs are the most important thing to you, and that you can be a trusted ally.

MAKE IT HAPPEN!By practicing and implementing the skills we have discussed here, you will be able to better understand the needs of your prospects, know how to gain their trust, and most importantly, become a more effi cient and effective salesperson! So what are you waiting for? Make it happen today!

PRACTICE EXERCISES1. Create a list of “Qualifying Questions” to use with your prospects.

2. Role play with other Agents in your Branch to weed out those questions that do not help you establish trust or a need.

3. Interview the top performers in your Branch (or in another Branch). What techniques do they use to qualify a lead?

even Steps to SuccessS

APRIL 2007 9

Last month we discussed the importance of proper screening when looking for the best people to add to your Branch. Once you’ve selected the individual or individuals who best fit the profile you want, you’ve completed the first step to finding those with the potential to be outstanding producers. What comes next? Reflection! Taking the time to review all you’ve seen and heard is critical. Consider these issues as you continue this all-important process.

Does she follow instructions? Being highly regulated, the insurance industry has more than its share of rules and regulations to follow. In addition, the number and variety of available products and carriers is massive. It’s important that your candidate be open to instruction and willing to follow through on what needs to be learned in terms of products and procedures. You want a candidate who isn’t afraid to take the initiative in day to day operations, but you also want a candidate who understands and is willing to accept the limitations imposed by regulatory bodies. Her willingness to be guided by the success of others may be a measure of her own future success.

Can he communicate in writing? This is another important issue to consider before you offer someone a position with your team. At this point, you already know from the interview process that he comes across well verbally. That is a good indication of how he will communicate with his prospects and customers during the sales and service process. But can he communicate in writing as well? Whether he is writing a personal thank you note or sending an e-mail response to a customer, accepting an invitation from the local Chamber of Commerce to speak, or fi lling in a policy application, writing skills matter. The way he writes speaks volumes to prospects, customers and community leaders. Carefully review his application and his written responses to the questions you asked, and learn to read between the lines. Ask yourself:

• Is he explaining himself so I easily understand? • Does he spell correctly and use correct grammar? • Is the tone of his writing friendly, and does it have a comfortable fl ow?

Does she interrupt or try to impress rather than listen and respond accordingly? The answer to this may be a good indication of how she will respond to prospects and customers. Is she interested in what you have to say? Does she wait to speak, or does she jump in before you have completed your question or comment? Being a good listener is tremendously important in her future success as an Agent.

Sit down with your key players again and compare notes. Since we each view people and situations differently, it’s important to get feedback from others. Did your key players pick up on some issues or concerns you may have missed and vise versa? Did they arrive at some of the same conclusions you did?

Always call supervisory references. Describe the position you are offering and ask where the previous supervisor feels the candidate might excel or need additional training or guidance. Listen very carefully to gather subtle clues. Try to “read” the tone of the supervisor’s voice. Listen closely for hesitation or for sincere warmth and friendliness when talking about your candidate. Remember, it’s not always what they say, but how they say it that is a true refl ection of their attitude. Gather as much feedback as you can to help in your decision making.

Next time – Evaluation

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Source: AdvisorToday, August 2006

Recruiting Basics: Step 2: Refl ection

A C H I E V E M E N T

P R E S I D E N T’S C L U B 1 - 1 0

BRANCH MANAGERS UNIT MANAGERS AGENTS1. Don Gibbs, CLU St. George $2,032,341

2. John Paul Caswell Tulsa $1,295,813

3. Gary Deese Sacramento $1,134,248

1. Wes Patterson St. George $793,611

2. Stewart Ross Tampa $398,833

3. Benjamin Clark Sacramento $375,903

1. Jason Adams Springfi eld, MO East $157,440

2. Travis Hugh St. George $138,282

3. Jamie Kinder St. George $120,562

H O N O R C L U B 1 1 - 2 0BRANCH MANAGERS UNIT MANAGERS AGENTS

4. Greg Gorman, Louisville . . . . . . . . . $1,102,007 5. Ken King, Palm Beach South . . . . . . .. 1,024,610 6. Craig Villwock, Youngstown . . . . . . . . 1,012,954 7. Tom Botts, Charlotte Central. . . . . . . . . .962,063 8. Andy Bliss, Florida Southwest . . . . . . . .868,248 9. Rick Krout, Colorado Springs. . . . . . . . . .728,82810. Mickey Tolliver, Springfi eld, MO West . .660,356

4. Mark Acre, Springfi eld, MO West . . . . .$370,088 5. Marilyn Ingle, Charlotte Central . . . . . . .363,745 6. Tanner Smith, Daytona Beach . . . . . . . .346,363 7. Michael Hyman, Raleigh` . . . . . . . . . . . .335,118 8. Steven Hargis, Springfi eld, MO East . . . .333,936 9. Ashley Frieden, Lafayette . . . . . . . . . . . .300,64910. James Greene, Reno . . . . . . . . . . . . . . . . .299,108

4. Michael Rohrer, Youngstown . . . . . . . .$117,460 5. Benjamin Barrett, Charlotte Central . . .116,052 6. Mitchell Phelps, Charlotte Central . . . . .112,612 7. Malcolm McCall, New Orleans . . . . . . . . .104,064 8. Chad Yoos, San Diego . . . . . . . . . . . . . . . . .99,780 9. Mario Garcia, San Antonio North . . . . . . .99,04810. Andrew Edmonson, Savannah . . . . . . . . .98,328

11. Randy Byrd, Jackson, MS ................... $655,61012. Jack Curtis, Tupelo ............................... 636,47213. Marion Parker, Charleston, WV ............ 625,72414. Tim McGuire, San Diego ....................... 603,52915. Alan Spaff ord, Albuquerque ................ 583,30216. Terry Pohler, Ft. Wayne South .............. 547,97917. George Muse, Tampa ........................... 545,61418. Robert Giles, Lafayette ........................ 541,91919. Peter Schettini, Charleston, SC............. 538,99820. James Handy, Cape Canaveral .............. 504,777

11. Everett Cape, Wichita ......................... $295,63012. Richard Byrd, Jackson, MS ...................... 291,57613. Joshua Jauz, Palm Beach South ...............290,25814. Don Arnett, St. George ......................... 287,32815. Ryan Anderkin, Jacksonville ................. 269,03416. Richard Roberts, Sacramento ............... 254,608

17. Bernard Ellebrecht, San Diego .............. 245,885 18. Wendy Hawk, Salt Lake City ................. 243,815 19. Donovan Dock, St. George .................... 236,753 20. Steven Espy, Atlanta ............................ 233,953

11. Jack Marcus, Palm Beach South ....... $98,32212. Cathleen Mayher, Tampa ................... 97,31313. Terry Holker, St. George ..................... 90,38814. Tim Miller, Nashville South ................ 89,13015. Jacob Leighton, Cape Canaveral ......... 87,99316. Timothy Smith, Tulsa ......................... 86,38217. Bradley Braley, Little Rock ................. 86,34718. Anthony Faiella, Columbus ................ 85,73519. Joshua Thatcher, St. Louis South ........ 85,45220. Jared Harnar, Tulsa ............................ 84,696

Through March 2007, the following producers represent the Top Agents, Unit Managers and Branch Managers with the highest net annualized

premium for the year. To be listed here, you must have a Quality of Business rate of at least 60% as determined by the 4th month persistency report

(or Decline/Cancellation rate of less than 25% from the convention report if no QOB rate is available), be above minimum standards, have a credit

balance on your personal account (Branch Managers must have credit in the Z account as well), and have growth of inforce premium over 12/06.

10 APRIL 2007

A C H I E V E M E N T

First Year Agent Production Through March 2007, the following represent the Top Five Branch and Unit Managers with the highest First Year Agent production for the year.

Top 5 – 1st Year Branch Manager1. Don Gibbs, CLU, St. George ....................$1,550,354

2. John Paul Caswell, Tulsa ..................................1,093,599

3. Greg Gorman, Louisville ................................1,053,843

4. Gary Deese, Sacramento ..............................1,033,793

5. Ken King, Palm Beach South ............................978,326

Top 5 – 1st Year Unit Manager 1. Wes Patterson, St. George ...........................$589,247

2. Benjamin Clark, Sacramento ..........................375,903

3. Tanner Smith, Daytona Beach .......................346,363

4. Marilyn Ingle, Charlotte Central ...................335,461

5. Everett Cape, Wichita.........................................295,630

Production Goals When the monthly combined net annualized premium for your Branch exceeds the established record, a new goal will be established at the next $25,000 increment above the actual production.

Gary Deese . . . . . . . . . . . . . . . . . . . . Sacramento . . . . . . . . . . . . . . . . . . . . . $3,292,475Andy Bliss . . . . . . . . . . . . . . . . . . . Florida Southwest. . . . . . . . . . . . . . . . . . . . 2,044,836Laura Prestridge . . . . . . . . . . . . . . . . . . Arlington . . . . . . . . . . . . . . . . . . . . . . . 1,043,704David Bell . . . . . . . . . . . . . . . . . . . . . Austin North. . . . . . . . . . . . . . . . . . . . . . 1,026,950

Million Dollar Milestones as of March 2007

Rookie Manager The Top Rookie Manager has been a Manager for less than one year and is recognized by United American for the Branch's combined net annualized premium. Cody Webster, of the Springfield, IL Branch is March’s Rookie Manager of the Month. The Springfield, IL team produced $188,775 of net annualized premium in March.

Great job, Cody. Keep that production climbing!

Recruiting brings results!!

ACHIEVEMENT

Welcome & Congratulations to our Newest Branch Manager!Jason Everett has been promoted to Branch Manager of the new Bentonville Branch; Jason was previously a Unit Manager in Springfield, MO East.

APRIL 2007 11

Branch Production New GoalCharleston, WV . . . . . . . $248,303 . . . . . . . . . .$250,000Canton . . . . . . . . . . . . . . . 208,579 . . . . . . . . . . . 225,000Springfield, IL . . . . . . . . . . 188,775 . . . . . . . . . . . 200,000Dayton . . . . . . . . . . . . . . . 181,393 . . . . . . . . . . . 200,000Augusta. . . . . . . . . . . . . . . 180,500 . . . . . . . . . . . 200,000Wichita . . . . . . . . . . . . . . . 173,099 . . . . . . . . . . . 175,000Arlington . . . . . . . . . . . . . 167,613 . . . . . . . . . . . 175,000Lexington . . . . . . . . . . . . . 133,143 . . . . . . . . . . . 150,000Salt Lake City East . . . . . . .81,863 . . . . . . . . . . . 100,000St. Louis South . . . . . . . . . . .79,996 . . . . . . . . . . . 100,000

QUALIFIERS ON SCHEDULEFOR PUERTO RICO

United American recognizes Agents, Unit Managers and Branch Managers who are on schedule, as of March, for the 2007 National Sales Convention

The Convention will be held June 19-22, 2008. You must have the following net annualized production to qualify:*

Agents — $43,749; Unit Managers — $31,250 First Year / $124,998 Total; and Branch Managers — $62,500 First Year / $249,999 Total*To qualify, you must have a Quality of Business rate of at least 60% from the 4th month persistency report (or a Decline/Cancellation rate of less than 25% from the convention report if

a QOB rate is not available), have inforce premium growth over 12/06, have a credit balance in your personal account (Branch Managers must have a credit in the Z account as well) and

be above minimum standards.

ADDISONAKRON

Don Eynon, U. Mgr.Keith GoodmanEdward Holbrook, U. Mgr.Jessica MillerMelissa ScaliseChris Villwock, Mgr.

ALBUQUERQUEMark Hargis, U. Mgr.Christopher Loveless, U. Mgr.Elidora LovelessAlan Spafford, Mgr.JoAnn Spafford-Paak, U. Mgr.

ARLINGTONBrenda Burfi endClifford CottonJeremiah Martin, U. Mgr.Uyoyou MejeiduTaylor MoebiusLaura Prestridge, Mgr.Grayson ShroyerTimothy TolosaJerry Vanhoose

ASHEVILLEVivian BakerChuck Lusk

ATLANTASteven Espy, U. Mgr.Patricia MeserveyRuo Song

ATLANTA EASTThomas Whitenton

ATLANTA NORTHHyacinth BlakeTodd KlieJanice Morris

ATLANTA SOUTHPaul Markle, U. Mgr.George Russom

ATLANTA SOUTHWESTATLANTA WEST

Ronald BurlesonMichael Lathrop, U. Mgr.Yunati ShahidAren Skellenger

AUGUSTABrenda Boykin-Stanton, U. Mgr.Kevin ConleyRoosevelt IsomCurt KarishErnest Muller

AUSTINJoshua ChristGayle EmersonRachel Fenz, U. Mgr.

AUSTIN (CONT.)Rex Smedley, Mgr.Greg Stevens

AUSTIN NORTHDavid Bell, Mgr.Kathleen Pullin

BALTIMOREEdward Hanson

BALTIMORE NORTHBlair DonahueKathleen Myers

BENTONVILLELanie BoenChristian CarterRichard CarterJudith Cunningham, U. Mgr.Jason Everett, Mgr.Thomas Gourd, U. Mgr.Hillary HammLucy RobbTommy RyleeStephen Slagle

BOISECANTON

Alicia BelzMary ElliottDonald Saltis, Mgr.Kipp Yoak, U. Mgr.

CAPE CANAVERALRoger Averill, U. Mgr.Carole BoehnenAngela Caswell, U. Mgr.James Handy, Mgr.Jacob LeightonHarry MitchemChristopher NastanovichCarlos OrsiniRachel RaderMartha VelascoDeanna Woodall, U. Mgr.

CHARLESTON, SCNicholas Boeschen, U. Mgr.Grant Chapman, U. Mgr.Annette DoyleJohn GraftonDennis PierceDavitte RichardsonPeter Schettini, Mgr. Keating SimonsMaria Whitman

CHARLESTON, WVRobert Chamberlin, U. Mgr.James Conn, U. Mgr.Daniel FisherKeith FoughtSusan HargettJanice Kelley

CHARLESTON, WV (CONT.)Glenda LaskaMarion Parker, Mgr.Ronald Withrow, U. Mgr.

CHARLOTTEDenice Harris, U. Mgr.Alan Hersh, U. Mgr.Peter Mussoni

CHARLOTTE CENTRALChristopher Anderson, U. Mgr.Donald AndersonBenjamin BarrettJohn BeattyTom Botts, Mgr.Vincent EpifanioKarina HernandezJennifer HughesMarilyn Ingle, U. Mgr.Robert Layton, U. Mgr.Ronald MainMitchell PhelpsMichael Rice, U. Mgr.

CHARLOTTE SOUTHBoyd Berg, U. Mgr.Floyd Chassereau, Mgr.Sidney HillClyde Merkel

CHATTANOOGACHICAGO EAST

Ted BetzRobert KingRodney Trottman

CHICAGO SOUTHGary Gadzinski

CINCINNATITim Gorman

CLEARWATERMatthew Rodney

CLEVELANDCharles HawkinsDavid SomrackAlan Zabko, U. Mgr.

COLORADO SPRINGSMarc Bonenfant, U. Mgr.David DuqueRyan HuthRick Krout, Mgr.Brunilda MartinezShawna Prisk, U. Mgr.Matthew ShawJames ShumateBrooke SugameleDebbie Watson

COLUMBIA Jason Fischer

Donovan Pope

COLUMBUSMisty AndrewsAnthony FaiellaAhmed HassanJanet HenselMark PenwellCraig Scites, U. Mgr.Vanessa ScitesLeander Woods, U. Mgr.

CONCORDJim Holmquist, Mgr.Clyde JetterClarence Shephard William Wagoner, U. Mgr.

CORPUS CHRISTIDonna Morgan

DALLASJerry DysonTina Perkins

DALLAS NORTHJanet Marvay

DAYTONLogan Bixler, U. Mgr.Nathan BucherJames Hopkins, Mgr.Jarrod PrifogleJoshua RobertsAndrew Sheehan, U. Mgr.

DAYTONA BEACHAsia BryantDavid CarpenterStephanie CoutavasKeith Henderson, U. Mgr.Melissa KennerJeffrey MeyerAntonio RodriquezRuben RodriquezMichael SmithTanner Smith, U. Mgr.Michael Taylor

DENVERPhillip LadokunRandy Schwark

DENVER NORTHFLORIDA SOUTHWEST

Andy Bliss, Mgr.Brian BorzewskiJohn CaldwellAndrew CooperLeslie DeppertGary DesbiensChristopher EdlebeckJessica FieldsBryan FoxTimothy Gifford, U. Mgr.John HoveyChristine Krinke

(Continued on the next page)

QUALIFIERS ON SCHEDULEFOR PUERTO RICO

FLORIDA SOUTHWEST (CONT.)Christopher LawleyPeter McCartney, U. Mgr.Victor RosarioMary TurnerDick Werner, U. Mgr.

FT LAUDERDALEAnthony Benvenuto

FT SMITHDebra AllenMichael Putnam

FT WAYNE SOUTHBrandon HoffmanKelley Lee, U. Mgr.James MeyerSolomon Pohler, U. Mgr.Terry Pohler, Mgr.Glenn PosnerMartin Wagner, U. Mgr.

FT WORTHFT WORTH NORTH Eldon Welch, U. Mgr.GALVESTON

Michael OrdenerGEORGIA NORTHGREENSBOROGREENVILLEHOUSTON CENTRALHOUSTON EAST

Erlinda BanayMike Castellano, Mgr.

HOUSTON NORTHSara Griffi n SmithDavid Reid

HOUSTON SOUTHRichard Trenholme

HOUSTON WESTJudith ChavezWesley KarnaWendy MendezAnette MillsBrenda SwinfordJennifer TinsleyMark Wall, U. Mgr.Kelly Wuthrich, U. Mgr.

INDIANAPOLISRoman DeerHerman Jackson, U. Mgr.Bradley JessupEric Johnson

INDIANAPOLIS NORTHWilliam Miller

INDIANAPOLIS SOUTHWilliam PandakJeremy Stamps

JACKSON, MSBrandi ByrdJoshua Byrd, U. Mgr.Randy Byrd, Mgr.Richard Byrd, U. Mgr.Donna CrawfordEric Hogan

JACKSON, TNJACKSONVILLE

Ryan Anderkin, U. Mgr.Desmond FlynnZane MillerHoward Ward

JACKSONVILLE SOUTHDonna Shatley, U. Mgr.

JOHNSON CITYFrank Baker

JONESBORONathan Lueck

KANSAS CITYStan Cuba

KANSAS CITY EASTClarence Tisdale

KNOXVILLEChad BarrJustin BuckDale CogdellMark ElyCarol Settle, U. Mgr.Jim Settle, Mgr.Eugene Veres

LAFAYETTEJeremy AmbroseAshley Frieden, U. Mgr.Robert Giles, Mgr.Billy HumphreyLinda McFarlandTina MolitorDolly Perrodin

LANCASTERShawn Kaley

LAS VEGASJanet Tumminia, U. Mgr.

LEXINGTONGregg Griffi thBob Holker, Mgr.Brian Holker, U. Mgr.James Thompson

LITTLE ROCKBradley BraleyPenney Frazier-Parham, U. Mgr. Stevie Mauldin, U. Mgr.

LOS ANGELESLOS ANGELES NORTHElizabeth Nonn

LOUISVILLEAshley Anderson, U. Mgr.Joyce BaileyTommi CampbellDeborah ColesSteven Deboer, U. Mgr.Elena GarrettGreg Gorman, Mgr.Alan Hall, U. Mgr.Mary HarperJennifer MillsVincenza RebecchiKevin RiceJoshua RichardsonTracey Rowley, U. Mgr.Deborah SpaldingBrianna ThompsonJohn WagnerMina Walker

MACONJoseph Bloodworth

MEMPHISKeith Cleveland, Mgr.Fred DiVittorio, U. Mgr.

MEMPHIS SOUTHTerah Mims, U. Mgr.

MEMPHIS WESTJay Carter

MIAMIAntonio Esteves, U. Mgr.Mark Holloway, U. Mgr.

MYRTLE BEACHDarrell AutryJohn BauerBrian Bolen, U. Mgr.Adam ElliottCasey Lillie, Mgr.Angela Waters

NASHVILLEJonathan AcevedoMyrick Fondren, U. Mgr.

NASHVILLE SOUTHDianne McGlincheyTim Miller

NEW ORLEANSMalcolm McCallDwight Timmons, U. Mgr.Mariano Villacorta

OCALA Terri Eaton

Christine MacDonaldOKLAHOMA CITYOMAHA

Brian Pederson, U. Mgr.ORANGE COUNTY

Katherine Howe

ORANGE COUNTY (CONT.)John LinfordGary Matsuda, U. Mgr.

ORLANDORaju BudhaiThomas CarlsonCraig Nash

ORLANDO EASTLisa AllenDenise ClaridyWillie DavisKenneth St. Amand

ORLANDO WESTPALM BEACHPALM BEACH SOUTH

Shaun BakerMichael DailyJoseph FeeSusan FoyJoshua Jauz, U. Mgr.Ken King, Mgr.Diane KingMichael Liberatore, U. Mgr.Jack MarcusPaul Moran, U. Mgr.Ryan MoxleyLuis ReyesSteven SellickNikhil SethJohn Sheehan

PHOENIXJeanita Edwards

PHOENIX NORTH PLANOPORTLAND

Lonnie RaymondRALEIGH

Timothy CooperMatthew DewTonya FulsomCarolyn GoodridgeLynette Harris, U. Mgr.Michael Hyman, U. Mgr.Robert Maehr, U. Mgr.Haley McKnightAmy Nealey, U. Mgr.Mary TherrellEric TuckerTony Veit, U. Mgr.Bruce WilliamsLarry Wolf

RENOMildred BrewerJames Greene, U. Mgr.Jerry Prausa, Mgr.Gerald Wiley

United American recognizes Agents, Unit Managers and Branch Managers who are on schedule, as of March, for the 2007 National Sales Convention

The Convention will be held June 19-22, 2008. You must have the following net annualized production to qualify:*

Agents — $43,749; Unit Managers — $31,250 First Year / $124,998 Total; and Branch Managers — $62,500 First Year / $249,999 Total*To qualify, you must have a Quality of Business rate of at least 60% from the 4th month persistency report (or a Decline/Cancellation rate of less than 25% from the convention report if

a QOB rate is not available), have inforce premium growth over 12/06, have a credit balance in your personal account (Branch Managers must have a credit in the Z account as well) and

be above minimum standards.

(Continued on the next page)

QUALIFIERS ON SCHEDULEFOR PUERTO RICO

United American recognizes Agents, Unit Managers and Branch Managers who are on schedule, as of March, for the 2007 National Sales Convention

The Convention will be held June 19-22, 2008. You must have the following net annualized production to qualify:*

Agents — $43,749; Unit Managers — $31,250 First Year / $124,998 Total; and Branch Managers — $62,500 First Year / $249,999 Total*To qualify, you must have a Quality of Business rate of at least 60% from the 4th month persistency report (or a Decline/Cancellation rate of less than 25% from the convention report if

a QOB rate is not available), have inforce premium growth over 12/06, have a credit balance in your personal account (Branch Managers must have a credit in the Z account as well) and

be above minimum standards.

RICHMONDROCK HILL

Grady MillerSACRAMENTO

Gordon BurnettBenjamin Clark, U. Mgr.Gary Deese, Mgr.Carmen Godinez, U. Mgr.Heather HannemanWade NonnenbergDawn Remus-LacyRichard Roberts, U. Mgr.David RudeBenoris ToneyKenneth Winn

SALT LAKE CITYWendy Hawk, U. Mgr.Tommy Horton, U. Mgr.Wendy MeehanZandra PerkinsDavid RookerAna SanchezBret Schneiter, U. Mgr.

SALT LAKE CITY EASTJared Emerick, U. Mgr.Kevin Lords, Mgr.William McMillinPaul Willey, U. Mgr.

SAN ANTONIOSAN ANTONIO NORTH

Nancy AndersonNed CoxMario GarciaDeborah King, U. Mgr.Michelle ParkerMichael Saenz, U. Mgr.

SAN DIEGORobert BayacaJohn BolesBernard Ellebrecht, U. Mgr.Craig EllebrechtFrank FerraroTim McGuire, Mgr.Perfecto NatividadChad Yoos, U. Mgr.

SAN FRANCISCODiane ChampionAline DinoiaShaun Meoak, Mgr.

SAVANNAHTerese AvsecScott CorwinAndrew EdmonsonBruce HallShannon MooreJennifer PerryWilliam Privette, U. Mgr.

SAVANNAH (CONT.)Timothy Swimm

SHREVEPORT Geoffrey SchmittSOUTH BEND

Kristy HowellCedora Merrick

SPRINGFIELD, ILRobert BurdickBryan DurbinMatthew FlanaganTara HollomanCody Webster, Mgr.

SPRINGFIELD EASTJason AdamsJoyce ArcherKaren BuchnerSteve DrysdaleCindy FranaDena GroverSteven Hargis, U. Mgr.Tracy Manners, U. Mgr.John MarkumGreg MarvinBeau Moore, U. Mgr.Richard MyersTimothy Nuckolls, U. Mgr.Lindsay PerigoArbrey RedmanThomas ScheigMark Wofford, U. Mgr.

SPRINGFIELD WESTMark Acre, U. Mgr.Trisha DumstorffMickey Tolliver, Mgr.

ST GEORGEMatthew AllenGary AllredCourtney ArnettDon Arnett, U. Mgr.Lee BrunerTimothy Bryan, U. Mgr.Donovan Dock, U. Mgr.Don Gibbs, CLU, Mgr.Cole HartmannCarson Hinds, U. Mgr.Terry HolkerTravis HughPatricia HunsakerJamie KinderGarridy McEwen, U. Mgr.Gerald MoodyWade MorrisMichael Nebeker, U. Mgr.Donald PattersonWes Patterson, U. Mgr.Curtis Strong

ST LOUISTodd Baxter, Mgr.Israel Shaw

ST LOUIS SOUTHJoshua Thatcher, U. Mgr.

TAMPADelvin BannonJulie BealeTracy CrumblyAlexander MalykhinCathleen MayherGeorge Muse, Mgr.Stewart Ross, U. Mgr.Tamberly Storey

TEXAS WESTTOLEDO

Diana BurkeLarry Miller

TUCSON Stephen HoogerwerfTULSAJohn Paul Caswell, Mgr.Christel CoonCarroll GreerJared HarnarChristopher HollandLucas Landon, U. Mgr.Jason Moon, U. Mgr.Jennifer PetersonKelly RomoTimothy SmithZac SmithDavid WatsonJames Weston

TUPELOThomas AbneyPeggie Chrestman, U. Mgr.Jack Curtis, Mgr.Kenneth GrahamTrevor Ireland, U. Mgr.Laura Weaver

TYLERVERO BEACHVIRGINIA BEACH

Marisa SbranaWICHITA

Aaron BlaggEverett Cape, U. Mgr.John Kampling, Mgr.Vance LawrenceDonald Pollard

WILMINGTONGary Crenshaw

YOUNGSTOWNRobert Beardman, U. Mgr.Brett Johnson

YOUNGSTOWN (CONT.)Earl McDonaldJeffrey RenzlerMartin RohrerMichael Rohrer, U. Mgr.Franklin SchnabelNathan TaylorCraig Villwock, Mgr.