July 2012

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

2 July 2012

editor’s page attn: Washington agents United American has received 2012 rate approvals in Washington on ProCare Medicare Supplement Plans.

The new business and renewal effective date is Aug. 1, 2012.

Detailed rate cards, including plans, rates, and pay modes are available for download at UAOnline.

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

Updated procare brochUre The ProCare Medicare Supplement Brochure (F4931 R10) has been updated and is available for download on your state’s Compliance Sheet or from Agent Supply. Please begin using the updated brochure immediately.

saLes LUcK ... Thanks to Christopher Graham of Graham Financial for sending us this bit of wisdom from the website Thinktq.com:

You want more luck? Be the force that makes it happen ...

1. Prepare: Work hard to be ready for the opportunities that are important to you. Research. Practice. Perfect.

2. Be Awake: Pay attention to the people, events, and things around you. Evaluate logically and trust your gut instinct.

3. Take Action: Put yourself out there. Explore. Be vulnerable. Make contact with people. Take risks.

4. Expect Positive Results: Optimism improves your chances. If or when you fail, embrace the lesson and continue on ... smarter.

register to Win an ipad!! Give us your new or corrected e-mail address, and you will be registered for a drawing to win an iPad. New or corrected e-mails must be received in the Home Office by Sept. 30, 2012; the drawing for the iPad will be Oct. 5, 2012.

Please call Agency Service at 1-800-925-7355 or e-mail gacontracting@torchmarkcorp.com to update your e-mail address so you receive regular information about products, rates, etc., and are entered in the iPad drawing.

adVertising reMinder Any advertising created by an Agent that mentions United American or First United American must be approved by the Home Office before it can be used to solicit UA or First UA business. Some states also require it to be filed for approval with the state’s Department of Insurance and not used until the state approves it, which can take up to 90 days. This includes, but is not limited to, print ads, e-mail ads, phone scripts ... anything that mentions our Companies’ names and is used to market our products. Agent submissions are reviewed by the Home Office Advertising Committee each Wednesday. Each submission must have the Advertising Submission Form (F5985) included with it and must be faxed to 972-569-3728, Attn. Compliance Department, or e-mailed to: adapproval@torchmarkcorp.com.

interest rates set The Lifestyle Annuity rate for July 2012 is 3.00 percent. Rates are reviewed and adjusted accordingly.

The Deposit Fund Rider new business interest rate for 2012 is 3.00 percent.

saLes tip! No matter how good a salesperson you are, you are bound to face rejection at some point. It’s a natural aspect of the sales process. Don’t take it personally, but learn from it. Use it to improve your next call or presentation. After all, perseverance builds character ... not to mention increased production.

marketing content manager christie gibson

editor roberta boyd king

senior staff writer brynn caccamo

staff writer katrina kotzen

jr. staff writer seth cohn

jr. staff writer/staff photographer brittany feagans

marketing intern claire alston

graphic designer john begg

e-mail editor@torchmarkcorp.com to update information in Summit

home office First Ua 972-529-5085 315-451-2544

agent service center 800-925-7355 or e-mail agencyservice@torchmarkcorp.com

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

supply order e-mail agentsupply@torchmarkcorp.com

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

“Freedom is never more than one generation away from extinction. We didn’t pass it to our children in the bloodstream. It must be fought for, protected, and handed on for them to do the same.”

- Ronald Reagan

“Let us not seek to satisfy our thirst for freedom by drinking from the cup of bitterness and hatred. We must forever conduct our struggle on the high plane of dignity and discipline.”

- Martin Luther King Jr.

perspectiVe

July 2012 3

charles Mankamyer Senior Vice President / General Agents

opportunities are everywhere!With the 2012 Convention barely behind us, I’m already looking forward to 2013. But the Hard Rock Punta Cana was absolutely amazing, wasn’t it? We’ll have photos in next month’s Summit that highlight our award-winning General Agents and Writing Agents, and give all of you inspiration for San Diego. There is nothing that beats the excitement of a UA/First UA Convention, and I want to see all of you at ‘The Del’ in 2013.

Medicare supplement apps by phone: I’m excited about the recent change regarding UA Medicare Supplement applications. UA Agents now have the option to take a Medicare Supplement application over the phone. Following our newly created ‘Agent Guidelines’, the Agent completes the application with the applicant on the phone and mails the application and other required material to the applicant for signatures. The applicant sends the signed application, etc., back to the Agent who reviews it, signs it, and sends it to the Home Office, either by fax or postal mail.

You know nothing takes the place of a face-to-face meeting with your Senior customer, and that is still the preferred way to sell UA Medicare Supplements. But depending on your situation, this is an additional option you and your customer can consider.

new tools: To assist you and your customer with this new Med-Supp procedure, UA has created Agent Guidelines (UAI2320) and an Applicant Letter (UAI2309) that are available for download on the UA General Agency website under both ‘Submitting Business/Administration’ and ‘Medicare Supplements’. These documents are a guide for both you and your customer and outline what you must do to complete the sale by phone.

contract a Veteran: If you’re not growing as individuals and as Agents and Agencies, you don’t reach your potential for success. Growth means recruiting! And recruiting means finding the right people to help expand your production.

A great place to find excellent recruits is among the thousands of men and women returning from active military duty. They are ready to start a new chapter in their lives, and you can help them do just that.

Since July is the month in which the United States celebrates its independence and freedom each year, it seems an appropriate time to focus on our veterans — those dedicated men and women who protect that freedom every day. They have given us so much; now we can give back. When you offer the UA or First UA opportunity to a veteran, you can help your Agency become stronger and more successful. And you give that veteran a new opportunity for success. Everyone wins when you bring a veteran onto your team. See our centerspread for details.

doUbLe convention credit for Life sales: What else can help you get to San Diego in 2013? Life sales! As you may already know, our third quarter Convention promotion focuses on United American’s Fundamental Life Series I and II. Life insurance is important for everyone, regardless of age, because we all have a need for final expense coverage. But given the ongoing focus United American has on the Senior market, there are tremendous possibilities for life sales in this particular age group. Several of our life products have issue ages up to 80. For Seniors who may not have extensive financial resources, buying a life insurance policy with children or grandchildren as beneficiaries is a wonderful legacy to leave those family members. In addition, unlike your younger customers, Seniors may be more comfortable talking about life insurance. They have lived long enough to appreciate its value. See the LIMRA statistics on page 5 for good reasons to promote Fundamental Life Series I and II.

coming soon: Get ready! A new cancer product, which can dramatically boost production, is in the works for First UA Agents and will be available soon.

Make the most of the coming months, and I’ll see you at ‘The Del’ in 2013!

4 July 2012

to UA and First UAWith Medicare Supplement potential off the charts for the next two decades, it’s fireworks and celebrations every day at United American and First United American. Glad you joined the party!

United AmericAnAarons, NeillAbrams, DavidAdcock, Robert W.Allen Jr., Earl JamesAnderson, Danielle ElizabethAnderson, Janet N.Apostol, ArthurBaker, TerrenceBalogh, GyongyverBasic Financial Solutions, Inc.Bechtel, PamelaBelkov, DebbieBerman, Robert AbramBlome, Gary DeanBowes, Barbara NellBowes, RichardBoyer, John R.Brooks, Larry WilsonBrown, Susan B.Bryson, Scott A.Burgland, Dale C.Burmeister, Richard G.Campagne, Russell D.Campbell, AnnmarieCarlson, Gary D.Cartier, Chad E.Chisholm, RaymondClark, John WilliamCohen, Nathan G.Coker, RonaldConnell, Joan T.Cook, David C.Craft, RussellCroteau, Timothy H.Crotts, FrancesCrust, William B.Davenport, MarvinDavis, Shane A.Demeritte, Edwin TheodoreDennis, DwightDetlefs, Ann L.Dixon, Don CharlesDoherty, Justin PaulDollinger, BarryDonohoo, Carole L.Dusenbery, Brian A.Eckelberg, WendiEckelkamp, CarolEnnis, Walter R.Esparzo, JohnFinegold, John J.Fitzgerald, Mary GraceFlaherty, Judith M.Fuqua, Chris

Garcia Jr., PaulGarrido, Katharina JeanetteGhomghaleh, MozaffarGibbs, JoyceGillespie, Wallace C.Giraldo, WilliamGoodacre, James W.Goodman, George B.Hagewood, MishelleHales, Larry M.Hammett, MichaelHancock, ChestenHanson, Brett J.Harrington, Glenn L.Harris, BrentHarrison, Chris M.Hawkins, John M.Henriquez, Lascelles GeorgeHerbst, Robert E.Hermany Jr., Daniel EdwardHivoral, Vance R.Holz, MelodieHowitt, Gary A.Iowa Bankers Ins. & Services, Inc.Iverson-Sanden, ElaineJohnson, Lee AlexanderJulian, MikeKing, Billy JoeKlagges, JonathanKomforty, SamuelKopp, Christine O.Kosek, James RaymondKrimstock, Peter S.Kruger, Michael J.Kuhta, Robert JohnLariviere, MarkLasalle St. Insurance Services, Inc.Leone, Robert VincenzoLeventhal, SheldonLewis, James S.Lim, TeresaLindsey, MichaelLupian, Jose JesusMachala, Walter S.Malo, JorgeMarshall, John StuartMartin Jr., AntonioMartineau, Timothy R.McBride, James A.McDermott, JamieMcGregor, Paul K.McGrew, Marla J.Milien, Luc OmeusMilton, Michael BrianMiner, Edwin Odell

Moerlie, SakoentelaMohr, JamesMooney, Jon R.Moore, Wesley HowardMoses, CarolynMount, John W.Mulhall, Brian P.Munguia, FranciscoMurphy, Robert E.Nay, Lori JoNgu, Leong HookNitchen, Michael LouisOber, Dennis H.Obi, James E.Owens, Rhonda T.Pack, Melvin D.Parker, Brian DanielPhillips, Edmond JohnQuintanilla, CarlosRamos, CarlosRandall, Steven AllenRhoton, Dennis L.Richardson-Darst, SusanRogers, Mark P.Rose, Sheldon S.Saigh, Colette M.Salerno, Madelyn G.Sangston, Joseph L.Saxena, Prem B.Schreck, WilliamSeiden, JesseSharpe, Neville AnthonySherrod, Elea LynnShores, Thomas EarlShowalter, Harry RayShumway, ScottSinclair, Ronald M.Skiles, NealSmith, Billy W.Smith, DarlineSmith, GlenSmith, Jonathan AndrewSnyder, Larry DavidSpalding, Thomas J.Spaulding, HeidiSpurgeon, John WilliamStanley, Christopher GeneSteckerl, Doris JosefinaStocking, Johnathan PhillipStroman, Darren Matthew ConversSullivan, BillSweany, Timothy JamesSwomley, DaveThomas, Sheila Jeanean

Thornton, Lori C.Torres-Young, BarbaraTrumbull, LillyTurk, FrederickUrka, JosephVaz Jr., Louis RaymondVergara, Julio F.Watson, TerrisWeathers, MichaelWhite, Brenda F.Wilkes Jr., George A.Wilson, James MayrandWood, Terry R.Yocum, Maryann GreggYoung, GaryYounie, WilliamZaporteza, Virgilio First United AmericAnBloom, KennethBuglino, Anthony JohnBurke, Michael J.Burster, MichaelFair, KesaFranklin Management Services, Inc.Ganci, Michael A.Katz, AllanKellogg, Christopher M.Kobel, Sandra L.Kuehn, Mary N.Lukaszewicz, KyleMalloy, Richard BrianMcDonald, Tim J.Merrill, Tim C.Parks, Dennis S.Rieth, JasonScales, Jeffrey A.Shah, Pravin R.Sigler, BrettSouthard, Paul E.Tuttle, Daniel JosephWolf, PaulZweig, Heshy

Basic Needs for Life Insurance

AMOUNT NEEDED:

There are five basic needs for life insurance

YouSpouse

1. Final Expenses

One of the first financial burdens your family will encounter is final

expenses. This includes the costs for the funeral, cemetery lot and

marker, plus final medical bills. How much money will your family

need for the funeral? For cemetery lot and marker? For final

medical bills?

Funeral $

$

Cemetery $

$

Medical Bills $

$

Total Final

Expenses $

$

2. Debts

Most families are making monthly payments for automobiles,

appliances, furniture, clothes or credit cards. When you

die, how much money will your family need to pay off your

outstanding debts?

For Debts $

$

3. Mortgage or Rent

Where do you want your family to live when you die? How difficult

will it be for them to make the payments without you? What will it

cost to pay off your mortgage for your family? (If you rent, how many

months do you want the rent to be paid?)

$

per month × months = $

For Mortgage

or Rent $

$

4. Education

Do you want your children to have a college education?

College costs include tuition, room and board, books, supplies,

transportation and other miscellaneous costs. How will they pay

these costs if you die? How much will each child need per year?

$

per year × yrs. ×

children = $

For Education $

$

5. Monthly Income

When you die your income dies, but your family’s need for income

continues. How difficult will it be for your family to pay the bills each

month without your income? You can help your family by providing

an income to them during their readjustment period. How many

years would you like to provide an income for your family? How

much would you like to provide each month?

$ per month for

years. (If you die)

$ per month for

years. (If your spouse dies)

For Monthly

Income $

$

Policies are not guaranteed to cover all basic needs. This form functions solely as an approximation

of potential coverage needs. Applicants should choose the benefit amount that is suitable to their

needs. The policy, as applied for and issued, will determine the amount of life insurance coverage.

Lump Sum

Total $

$

Minus Present

Coverage $

$

ADDITIONAL

COVERAGE

NEEDED $ $

F6334 R0408

UAI0443 0408

Agent’s Name:

3700 S. Stonebridge Drive • McKinney, TX 75070

www.united

american.co

m

F6183

Policy Forms

UL10-20, SWL

Rider Forms

UAADR, U4272, UADWPR

Fundamental Life Series™ II

Life Insurance Policies from $25,000 to $500,000

United American Insurance Company has been

one of the nation’s leading providers of life insurance

products for more than 60 years. You can purchase

United American’s life insurance with confidence that

it is from a company that does what it says it will do.

Where will the money come from to pay for

your final expenses and obligations?

The death of a loved one is an emotionally stressful

time. Immediate financial obligations add to that stress.

Funerals rank among the most expensive purchases

many consumers will ever make. But funerals aren’t

the only expenses. Cemetery costs, medical bills, and

family living expenses also have to be considered.

The most logical reason to purchase life insurance is to

relieve your family from the burden of paying for your final

expenses when you die. But, it's not the only reason.

If you are no longer there to help support your family, how

will they pay the mortgage, car payments, or credit card bills?

If you have children, will their college tuition be in jeopardy?

A United American life insurance policy can help pay for

immediate final expenses, life’s other necessities, or even

provide a future nest egg for your children and grandchildren.

Planning today makes good financial sense – for people

of any age – and can help ease the financial burden

placed on your family when the inevitable happens.

You own the policy

The insurance policy is written to you as an individual and

is not tied to any affiliation with a group or association.

Your policy cannot be canceled

As long as your premiums are paid on time,

your policy cannot be canceled, regardless

of your age or changes in your health.

Purchasing life insurance

now helps ease the burden

of final expenses from your

loved ones later.

Policy Forms

rT10 / rT10GD

sWl / sWlGD

Url-cBP

United American Insurance Company has been one of the nation's leading providers of life insurance

products for more than half a century. You can purchase United American's

life insurance with confidence that it is from

a company that does what it

says it will do.

Life Insurance Policies from $1,000 to $20,000

Fundamental Life Series™ I

F5579

The company

behind the coverage …

Experience

United American has been in the insurance

industry since 1947. We are one of the nation’s

leading providers of life and supplemental

health insurance.

Quality

Customers choose quality when they intend to

keep a product for a long time. UA has always

operated on the premise that policyholders

want quality and value, and when they choose

UA, they get both.

Stability

For more than 30 consecutive years, UA has

earned the rating of A+ (Superior) for overall

financial strength from A.M. Best (as of 6/09).

We are also rated AA “Very Strong” for financial

strength by Standard & Poor’s (as of 12/08).

Policy Form Numbers: RT10/RT10GD, SWL/SWLGD,

URL-CBP, UL10-20

Policies described herein are not pre-need or

pre-arranged funeral plans. These policies have some

limitations and exclusions. Plans and benefits may vary

by state. This is a solicitation for insurance. You will be

contacted by a state-licensed insurance Agent

representing United American Insurance Company.

What would happen if you

weren’t there to help take care

of your family?

Do you have coverage?

Do you have enough coverage?

Everybody is different.

That’s why UA offers a variety

of life insurance policies.

You choose the coverage that

best meets your needs.

P.O. Box 8080 • McKinney, Texas 75070 • www.unitedamerican.com

Life insurance

is fundamental for

your family's future.

Are you covered?

UAI0410 0310F4099

July 2012 5

7 in 10Middle-market American households agree life insurance is the best way to protect against premature death of a primary wage-earner and would be in jeopardy if their primary wage-earner died.

HERE’S TO

LIFE!

Let YOUr PrOdUctiOn cLimB WitH dOUBLe cOnVentiOn credit ... AGAin!

Last quarter we focused on underage health products; this quarter it’s life insurance. Selling United American’s Fundamental Life Series I and II during the third quarter (through Sept. 30, 2012) earns you DOUBLE Convention credit for San Diego. Available face amounts for Fundamental Life are $1,000 to $500,000, so whatever your customer’s needs or financial resources, you can likely accommodate them.

If you’re new to selling UA’s Fundamental Life Series, review these materials before you get started:

• Basic Needs Worksheet F6334

• Product Brochure F4099

• Advertising Brochure F5579 for Series I• Advertising Brochure F6183 for Series II

The Basic Needs Worksheet helps you and your customer decide which policy is best for his/her needs. All forms needed to complete the sale are located on your state’s Compliance Sheet and can be downloaded and printed along with your state’s application.

Be that personal life insurance Agent and earn DOUBLE Convention credit at the same time!

Source: http://www.limra.com/newscenter/pressmaterials/10FOL.pdf

AccOrdinG tO LimrA:

1 in 4Households plan to buy life insurance for themselves or another household member in the next year.

Almost 8 in 10 American households DO NOT have a personal life insurance Agent.

24% of households with children under 18 want to speak with a financial professional about life insurance needs.

T he men and women of the United States military are our heroes. Thousands of soldiers returning daily from Iraq and Afghanistan are flooding the job

market, along with thousands of others whose enlistment is up. Some of these veterans have careers or professions to return to. Others may not — especially if they joined right out of high school or college. Military retirees often are young enough to want to start a new career. Younger veterans simply want a chance to earn a good living and have a normal life.

You can help! What better way to grow your Agency and increase your production than by hiring a veteran? What better way to honor our heroes and thank them for their service to this country than by giving them a new and exciting opportunity?

Give a veteran the opportunity to join another dedicated, hardworking team and become an Agent of United American or First United American.

6 July 2012

What qualities do veterans have that make them great Agent recruits?

★ Trainable

★ Discipline

★ Integrity

★ Leadership Skills

★ Goal Oriented

★ Team Players

According to the U.S. Bureau of Labor Statistics:

★ In 2011, 21.6 million men and women in the general United States population were veterans.

★ 11.2 million of those served during the Gulf War era and after and are available for work.

★ Since 2010, the unemployment rate for civilians has dropped slightly but risen sharply for veterans aged 18 to 24.

★ Veterans aged 18 to 24 face a 29 percent unemployment rate compared to civilians the same age with an unemployment rate of only 17 percent.

Looking for a Vet?Below is a list of organizations to contact at military bases to help find your next generation of UA and First UA top producers:

Army ★ Transition Assistance Program (TAP) ★ Army Career and Alumni Program (ACAP) ★ Army OneSource

Navy ★ Fleet and Family Support Center Transition Assistance Program

Marines ★ Marine For Life ★ Transition Assistance Management Program (TAMP)

Air Force ★ Air Force Community

Coast Guard ★ United States Coast Guard (USCG) Transition Assistance Program

Get more information here: http://www.militaryhomefront.dod.mil/l/transitionassistance/resources

Next time you’re at the airport and a soldier walks by, hand him your business card and tell him to come see you when his enlistment is up. You never know ... he could be your next superstar!

Sources: http://www.bls.gov/news.release/vet.nr0.htm; http://www.businessweek.com/finance/occupy-wall-street/archives/2011/11/the_vets_job_crisis_is_worse_than_you_think.html; http://www.militaryhomefront.dod.mil/l/transitionassistance/resources

July 2012 7

8 July 2012

Not the Same Old SeniOr

S

What does it mean to you? • The Medicare Supplement market has

tremendous potential.

• When you sell a UA or First UA Medicare Supplement to a new Senior, you potentially have decades of renewal commission coming your way.

• Seniors have financial resources and don’t hesitate to spend them.

• You can create a lifelong customer and outstanding persistency when you demonstrate competence and trustworthiness to your prospect.

Seniors have money and spend it:• The Senior population holds 77 percent of the financial

assets in the United States and is responsible for 50 percent of the discretionary spending in this country.

• Seniors spend more on luxury products and services than the younger generation and choose products based on quality.

• Seniors spend more than $1 TRILLION on goods and services annually.

Seniors are particular with whom they do business, cautious about the buying process, and more skeptical than other segments of society. Whether they are buying insurance or a home, Seniors want to work with people professionally skilled and worthy of their trust. Healthy Seniors know their retirement years can be extensive, and they recognize the importance of making quality decisions about their health now for their future wellbeing.

Source: http://ezinearticles.com/?Marketing-to-Senior-Citizens---Health-and-Fitness,-the-Growing-Trend-Amongst-Seniors&id=4227502; Five Tips for Marketing to Seniors, a white paper presented by the Society of Certified Senior Advisors

ixty-five is the new 55… or maybe even 45.

Successful marketing is about seeing yourself in the picture. As Baby Boomers hit the BIG 65 and the Senior population explodes, many Seniors see themselves as attractive, energetic, confident, and strong. That’s how you should see them too!

The typical Senior today has a lot more on his or her mind than baking cookies and rocking on the front porch. Life is meant for the living, and Seniors are embracing it every day. With this new mindset, they are feeling ready to take on the world. Bingo is out, and travel is definitely in!

When you step into their homes or talk to them on the phone, take advantage of their enthusiasm and interest in people and the world around them. Find out what activities are important to them, whether it’s dancing, eating out, or working out. Find out what they value and what makes them tick. It will help you form a strong connection from the start, which leads to a long-term relationship and solid persistency.

July 2012 9

First United American

Agents are excited about

the coming release of a new

cancer product that can help

push First UA production to

the outer limits! Final details

are being worked out, and it

should be available for sale

very soon. Look for details in

upcoming issues.

First United American Life

Insurance Company is a New York subsidiary of United American

Insurance Company . Since its beginnings more than 20 years ago,

First United American has maintained its financial stability, while

experiencing tremendous growth. It has developed a reputation

for writing quality products in the areas of individual Medicare

Supplements and flexible premium annuities.

Industry Ratings

For more than 20 consecutive years, First United American has

earned the A+ (Superior) Financial Strength Rating from A.M. Best

Company (as of 6/12).

10 July 2012

top producers ytd

6. DAVID K. DANIELS David K. Daniels & Associates

7. KERRY SACHS Secure Retirement Solutions, Inc.

8. MARK HELLER Heller Insurance Agency

9. PAUL SWEENEY Quality First Insurance Agency , Inc.

10. THOMAS G. STATKEWICZ Sylvan-James Associates, Inc.

11. MIKE STEVENS Farm & Ranch Healthcare, Inc.

12. ROBERT M. WROBLEWSKI SOS Insurance Group

13. CENTURION AGENCY, LTD.

14. PHILIP B. ORTEZ JR. Phil & Kathy Ortez Insurance Agency, Inc.

15. JOHN STEVEN CARRAN

16. JOHN STAMPER Choice Plus Benefits

17. STUART ALAN Senior Care Insurance Center

18. JAMES A. SWEENEY Sweeney Insurance Agency

19. AMERICAN EAGLE CONSULTANTS, INC.

20. RICHARD D. SAKHAROFF Security Benefits Group, Inc.

21. NAYEEM SIDDIQUE Siddique Insurance Agency

22. JOHN J. COSTA Agent Services of America

23. SCOTT E. MEDNICK Professional Insurance Systems of Florida

24. RICHARD S. SCHWARTZ Insurance Center of South Florida

25. MARC G. ZUM TOBEL Consolidated Insurance Group, Inc.

26. PETER S. GELBWAKS Gelbwaks Executive Marketing Corp.

27. BENJAMIN W. FINGERET Fingeret Insurance Agency

28. EARL D. DWORKIN Dworkin Insurance Agency

29. JAMES F. SCHULER Consumer Group Services, Inc.

30. ERIC S. SAVAGE Savage Financial Group, Inc.

PACESETTERS CLUB

PRESIDENT’S CLUB

6. ROGER A. GRADY JR.

7. CHRISTOPHER N. GRAHAM

8. KERRY SACHS

9. JULIA GILELS

10. VANDA WATSON

11. CASEY V. PALMER

12. PHILIP B. ORTEZ JR.

13. STUART ALAN

14. FRED W. LEMAR JR.

15. VICTORIA A. MAJOR

16. CATHERINE E. HATTON

17. AARON GORDON

18. RICHARD D. SAKHAROFF

19. MATTHEW BROWN

20. NATALIE L. COOPER

21. JOHN W. STAMPER

22. MICHAEL KLINE

23. KENNETH R. DELAUTER JR.

24. EDWARD A. CATRON

25. MARTIN L. SHAW III

26. SCOTT A. ROPER

27. JONATHAN L. RUNNELS

28. BENJAMIN W. FINGERET

29. KENNETH L. LEPAGE JR.

30. MICHAEL R. SOSSO

Through June 2012, these top producing Agencies and Agents have the highest net combined annualized premium. They can qualify to attend the annual Convention based on Company production and retention requirements.

MIKE LEMAR Sunshine State Agency

RAY STEVENS

CATHERINE E. HATTON Long Island Insurance Solutions

DEVIN BARTA

RON CONCKLIN Rosenberg-Concklin, Inc.

JONATHAN AHLBUM

RAY STEVENS Stevens & Associates Insurance Agency

MARK HELLER

JONATHAN AHLBUM The Ahlbum Group

TIMOTHY J. AHLBUM

top producers ytd

July 2012 11

1. MIKE STEVENS Farm & Ranch Healthcare, Inc.

2. OWEN E. METTS Metts Insurance Agency

3. GEORGE A. WALLACE Wallace Insurance Agency

4. DAVID K. DANIELS David K. Daniels & Associates

5. JAMES G. WHITE White Insurance Agency

6. ALExANDER C. HODGES Hodges Insurance Agency

7. JOHNNIE D. SNIDER Snider Insurance Agency

8. BANTEE L. HALL Hall Insurance Agency

9. HERSCHELL A. MCCOY McCoy Insurance Agency

10. TERESA S. MAROTTO Marotto Insurance Agency

11. BLAINE G. KLOECKNER Kloeckner Insurance Associates

12. JONATHAN AHLBUM The Ahlbum Group

13. DON P. BURNETT Burnett Insurance Agency

14. MACK M. DANIELS Daniels Insurance Agency

15. MELVIN M. WILLIAMS Williams Insurance Agency

16. GINA DAVIS-LLOYD Financial Choices, Inc.

17. KENNETH R. GEMPELER Gempeler Insurance Agency

18. NAGIB F. KHALLOUF Trans Capital Financial & Insurance Services

19. JESSE E. BROWN Brown Insurance Agency

20. ROBERT M. WROBLEWSKI SOS Insurance Group

21. TITUS L. WILLIAMS Williams Insurance Agency

22. DOUGLAS A. GEORGE George Insurance Agency

23. JAMES D. BROWN Brown Insurance Agency

24. MIKE LEMAR Sunshine State Agency

25. MARK A. BRSAN Brsan Insurance Agency

26. CHARLOTTE J. HOSKINS Hoskins Insurance Agency

27. SAMUEL A. DUNCAN Duncan Insurance Agency

28. WILLIAM M. WHITE White Insurance Agency

29. OMEGA R. WILSON Wilson Insurance Agency

30. BOBBY L. BAKER Baker Insurance Agency

1. JONATHAN AHLBUM The Ahlbum Group

2. MIKE LEMAR Sunshine State Agency

3. CATHERINE E. HATTON Long Island Insurance Solutions

4. RON CONCKLIN Rosenberg-Concklin, Inc.

5. DAVID K. DANIELS David K. Daniels & Associates

6. KERRY SACHS Secure Retirement Solutions, Inc.

7. RAY STEVENS Stevens & Associates Insurance Agency

8. MARK HELLER Heller Insurance Agency

9. PAUL SWEENEY Quality First Insurance Agency , Inc.

10. THOMAS G. STATKEWICZ Sylvan-James Associates, Inc.

11. ROBERT M. WROBLEWSKI SOS Insurance Group

12. MIKE STEVENS Farm & Ranch Healthcare, Inc.

13. CENTURION AGENCY, LTD.14. PHILIP B. ORTEZ JR.

Phil & Kathy Ortez Insurance Agency, Inc.

15. JOHN STEVEN CARRAN

16. JOHN STAMPER Choice Plus Benefits

17. STUART ALAN Senior Care Insurance Center

18. JAMES A. SWEENEY American Senior Benefits

19. AMERICAN EAGLE CONSULTANTS, INC.

20. RICHARD D. SAKHAROFF Security Benefits Group, Inc.

21. NAYEEM SIDDIQUE Siddique Insurance Agency

22. JOHN J. COSTA Agent Services of America

23. SCOTT E. MEDNICK Professional Insurance Systems of Florida

24. RICHARD S. SCHWARTZ Insurance Center of South Florida

25. MARC G. ZUM TOBEL Consolidated Insurance Group, Inc.

26. PETER S. GELBWAKS Gelbwaks Executive Marketing Corp.

27. BENJAMIN W. FINGERET Fingeret Insurance Agency

28. EARL D. DWORKIN Dworkin Insurance Agency

29. JAMES F. SCHULER Consumer Group Services, Inc.

30. ERIC S. SAVAGE Savage Financial Group, Inc.

1. OWEN E. METTS

2. GEORGE A. WALLACE

3. TIMOTHY STYER

4. VANDA WATSON

5. ALExANDER C. HODGES

6. JOHNNIE D. SNIDER

7. ROBERT C. LACKEY

8. BANTEE L. HALL

9. HERSCHELL A. MCCOY

10. TERESA S. MAROTTO

11. BLAINE G. KLOECKNER

12. DON P. BURNETT

13. WILLIAM R. CAMPBELL

14. MACK M. DANIELS

15. MELVIN M. WILLIAMS

16. GINA DAVIS-LLOYD

17. KENNETH R. GEMPELER

18. CARLTON R. HAWKINS SR.

19. NAGIB F. KHALLOUF

20. PHILLIP SEIDEMAN

21. JESSE E. BROWN

22. TITUS L. WILLIAMS

23. DOUGLAS A. GEORGE

24. JAMES D. BROWN

25. MARK A. BRSAN

26. CHARLOTTE J. HOSKINS

27. ROGER A. GRADY JR.

28. SAMUEL A. DUNCAN

29. WILLIAM M. WHITE

30. OMEGA R. WILSON

1. TIMOTHY J. AHLBUM

2. RAY STEVENS

3. DEVIN BARTA

4. JONATHAN AHLBUM

5. MARK HELLER

6. ROGER A. GRADY JR.

7. CHRISTOPHER N. GRAHAM

8. KERRY SACHS

9. JULIA GILELS

10. CASEY V. PALMER

11. VANDA WATSON

12. PHILIP B. ORTEZ JR.

13. STUART ALAN

14. FRED W. LEMAR JR.

15. VICTORIA A. MAJOR

16. CATHERINE E. HATTON

17. AARON GORDON

18. RICHARD D. SAKHAROFF

19. MATTHEW BROWN

20. NATALIE L. COOPER

21. JOHN W. STAMPER

22. MICHAEL KLINE

23. KENNETH R. DELAUTER JR.

24. EDWARD A. CATRON

25. MARTIN L. SHAW III

26. SCOTT A. ROPER

27. JONATHAN L. RUNNELS

28. BENJAMIN W. FINGERET

29. KENNETH L. LEPAGE JR.

30. MICHAEL R. SOSSO

LIFE HEALTH

GEN

ERA

L AG

ENTS

LIFE HEALTH

WRI

TIN

G A

GEN

TS

AnnUAL ConvenTIonHoTeL deL CoronAdoJUne 18-21, 2013

Agents who contract after Feb. 1, 2012, have a reduced qualification period for the annual Convention by one or more months and a reduced production requirement. Contract in: February: 11 months or $137,500 combined NAP March: 10 months or $125,000 combined NAP April: 9 months or $112,500 combined NAP May: 8 months or $100,000 combined NAP June: 7 months or $87,500 combined NAP July: 6 months or $75,000 combined NAPAgents must be contracted and produce at a six-month minimum production level to be eligible for Convention.

IF Y

OU

’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

WHAt dO YOU need tO seLL?

IF Y

OU

’RE

A W

RITI

NG

AG

ENT:

MONTH LIFE ONLY HEALTH ONLY COMBINED

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

JAN. $7,500 $12,500 $12,500

FEB. 15,000 25,000 25,000

MAR. 22,500 37,500 37,500

APR. 30,000 50,000 50,000

MAY 37,500 62,500 62,500

JUNE 45,000 75,000 75,000

JULY 52,500 87,500 87,500

AUG. 60,000 100,000 100,000

SEPT. 67,500 112,500 112,500

OCT. 75,000 125,000 125,000

NOV. 82,500 137,500 137,500

DEC. 100,000 150,000 150,000

PrOrAted cOnVentiOn QUALiFicAtiOns