MAGNIFICENT IN

CHICAGO

JULY 2017

CONTENT SUPERVISORLauren 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

GLOBE LIFE OF NEW YORK315-451-7975

(Agent use only) glnyagency@torchmarkcorp.com

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

office.globelifeofnewyork.com (for Agents) globelifeofnewyork.com

Published regularly by United American Insurance Company and

Globe Life Insurance Company of New York 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.

WEBINAR PRIZE WINNERCongratulations to the April webinar prize winner, Glenn Ripoll. Enjoy your new Yeti Cooler!

I would like to thank UA for this welcome surprise! It is wonderful working with such a solid and caring Company and I look forward to a long career being included in the UA family. It has been a great 18 months. Lastly, thanks to Tim Ahlbum for the opportunity and introducing me to the business and UA.

~ Glenn A. Ripoll

SUCCESSFUL SEMINARSNot only does United American Insurance Company offer live webinars, but we also have live seminars hosted by our Directors, around the country.

Just a note to express my appreciation for the excellent meeting yesterday. The information provided by all the speakers was very valuable for me. Very well done.

~ Steve Pollart

I just want to say that I thoroughly enjoyed your presentation. It was the first one as an insurance agent that didn’t bore me. You were very interactive and full of energy. The sales tips that you gave were great and out of the box.

~ Monica Thorpe

UA’S RESERVE FUND ANNUITYThe Reserve Fund Annuity (RFA) works as a companion to United American’s ProCare Medicare Supplement Insurance Policy. The RFA is a flexible premium deferred annuity designed to assist policyholders with accumulating funds needed to meet their health insurance calendar year deductible or co-payment amount. The RFA is only available with ProCare Medicare Supplement Insurance Plans A, B, D, G, HDF, K and L.

*The Reserve Fund Annuity is not available in MA, MN, NH, NJ and NY.

➽ INCENTIVE PERIOD:June 26 – September 22, 2017

➽ OPEN TO:All currently appointed United American Agents

➽ ELIGIBLE PRODUCTS:Cash Cancer CANLS and CANLS2, CAXC-CIXC, CAGR, Health Guard CILS, UA-250, Final Expense, Juvenile Whole Life, and all Term Life policies Plans and availability vary by state.

➽ EXCLUDES:Medicare Supplement plans, Reserve Fund Annuity, Accidental Death Benefit, and Globe Life of New York products

PRIZES‘Savvy Squirrels’ $25 Amazon gift card for any Agent who has any increase during the contest period and doesn’t qualify at any other level.

‘Rascally Raccoons’ Agents with a $1,000 – $2,499 increase during the contest period will receive their choice of an Amazon Echo Dot or $50 Amazon gift card.

‘Fast Foxes’ Agents with a $2,500 – $4,999 increase during the contest period will receive their choice of a Nextbook, Bose Sound Link, or $100 Amazon gift card.

‘Outstanding Owls’ Agents with a $5,000+ increase during the contest period will receive their choice of an Apple watch or a $250 Amazon gift card.

Grand Prize ‘Great Grizzly’ The Agent with the greatest increase in NAIP (minimum $7,500) earns their choice of one prize from each of the four prize levels.

CONTEST RULES Open to currently appointed Agents with United American Insurance Company. Product availability varies by state. Excludes Medicare supplement, Reserve Fund Annuity, Accidental Death Benefit, and business written with Globe Life Insurance Company of New York. Prior year comparison period is 6/27/16 – 9/23/16. Business must be submitted during the contest period 6/26/17 – 9/22/17 and issue within three weeks of the contest end in order to be eligible. For purposes of this incentive, only personal production (not Agency production) will be counted. Substitution or transfer of prizes is not permitted. Amazon.com, Apple, and Bose are not sponsors of this promotion. Except as required by law, Amazon.com Gift Cards (“GCs”), Amazon Echo Dot, Apple Watch, Bose Sound Link, and Nextbook cannot be transferred for value or redeemed for cash. GCs may be used only for purchases of eligible goods at Amazon.com or certain of its affiliated websites. For gift card terms and conditions, see www.amazon.com/gc-legal. GCs are issued by ACI Gift Cards, Inc., a Washington corporation. All Amazon ®, ™ & © are IP of Amazon.com, Inc. or its affiliates. No expiration date or service fees.

July 20172

A year of hard work deserves special accolades, and that's exactly what Convention 2017 in Chicago brought to

some of United American and Globe Life of New York's best. I had a fantastic time at Convention enjoying the city, the food, the events, and of course, the great company of those who attended this special occasion.

I've been attending United American Conventions for many years – as an attendee and as an executive for the Company. Attending all those Conventions gave me the opportunity to see why UA and Globe Life of New York, formerly known as First United American Life Insurance Company, are such great companies. The products are outstanding, the Home Office staff is second to none, but the real greatness lies in each of you … the dedicated men and women who are out there day after day and year after year promoting our quality products and bringing needed insurance protection to individuals and families throughout the United States. As the year progresses, I typically start to notice the motivated Agents, and by the time Convention comes around, it's the motivated Agents I see before me.

What I have always enjoyed about Convention is the opportunity to reconnect with old friends and make new ones. Sure, it's a time to 'talk shop' but, more than that, it's a time to relax and enjoy the fruits of your labors. I've already offered my sincere congratulations to the motivated Agents who qualified for and attended Convention this year, but I want to

reiterate how proud you should be of yourself for putting in the time and energy necessary to be ranked among this Company's top performers. Convention is the culmination of all you have worked so hard to achieve and is an opportunity for the Company to reward you in a more memorable way than we can throughout the year. Whether this was your first Convention or your 30th Convention, I sincerely hope it was a memorable experience for you and your guest.

As I witnessed the proud attendees of this prestigious event, I was reminded of the admirable work ethic, the confidence, and the flexibility it takes to be an Agent. I truly thank everyone who believes and has believed in the future of this Company, because they are the ones who will be the driving force behind United American and Globe Life of New York's rise to the next level.

Once Convention is over, I get to look forward to the next one (which is something that should light a spark in you, too). After the celebration ends, I know the race is already underway to qualify for next year's big event, and I hope you realize that as well. If you weren't one of those who made it to Convention this year, make it a priority to attend Convention 2018 in Quebec, Canada. If you want to attend you should amp up production, build your teams, bring in determined new Agents, and promote training for new Agents. Even if you're already in a good place in your career, there's always room to climb higher, so continue to challenge yourself and your team to achieve greater

things. I want to see the motivation I saw in Chi-Town, year-round.

Remember, it's time to move ahead, to stay motivated, and to prepare for a great selling season which lies ahead. I'm excited to see how many Agents get a jumpstart to qualifying for next year's Convention during this year's Life Insurance Awareness Month and Annual Election Period. To all recent and future Convention qualifiers, keep up the good work. Congratulations again, and we'll see you in Quebec in 2018.

Charles MankamyerPresident of General Agents

Y E A R - R O U N D

July 2017 3

WELCOME TOUNITED AMERICANABAD, GREGORIOABBE, CAREYABBOTT, ROGERABRAMS, GLENNABRAMS, LISAADAMS, GLORIAALBO-BONILLA, ANAALLBRIGHT, BONNYALLEN, CHERYLALLEN, CHUALLIANCE INSURANCE

SOLUTIONS, LLCALLNESS, JUDYALTMAN BOND,

FRANCESANCAR, NELLYANDERSON, JULIEANDERSON, RICKARCE, FRANCISCOARMSTRONG, JAMESARNETT, DONALDAROMANDO, LAURIEARREOLA, SALLYARTEAGA, JUANASCHER, LOGANAVILEZ, GLORIABABCOCK, BRIANBADILLO, VICTORBALDOCK, WAYNEBANDEMER, DIANNABARASA, JOHNBARJENBRUCH,

STACEYBARNHILL, CHERYLBARTLEY, ROBINBASS, SAMBATISTA, JOSEPHBAXTER, CURTISBEAUVAIS, KEITHBECERRA, SUZANNEBELL, MICHAELBELLAMY, REGINABENFORD, NIQUIABENNETT, BOBBYBERNSTEIN, DAVIDBERRY, SHARONBIRDHARRIS, LINDABLAIR, JOHNBLAYLOCK, ELEANORBLOCK, DAVIDBLOOM, HAROLDBOATRIGHT, GLENBOVO, JONATHANBOWERMAN, SHARONBOWIE, NEKESIABRADLEY, LAWRENCEBRAMHAM, JOHNBRENNAN, TERRANCEBRENT, LINDABROCK, NELLBUI, XUYENBULL, MARYBULL, SHERYLBUNTON, CAROLYNBURDIN, JOHNBURKS, DEENABURSE, CHRISTOPHERBUTLER, TERRENCECAMMON, JAYNECAMPBELL, CLARENCECANIZAREZ,

FRANCISCOCANYON, TIMOTHYCARLSON, SPENCERCARRIER, LON

CARROLL JR., RAYCASSARO, PATRICIACASTEEL, DONNACASWELL, LINDACHAMPAGNE,

CAROLINECHAN, STEVECHATMAN, KIMBERLYCHAVEZ, PATRICIACHENDO, MAUREENCHERRY, CYNTHIACHISOLM, FELICIACHONG, ANGELACHRONISTER, JAMESCLARK, ALFONSOCLARK, FREDDACLARK, JACKICODISPOTI, SOSTENECOHEN, JEFFREYCOLETRANE,

WINIFREDCOLITON, MICHAELCOLLINS, DELBERTCOLLINS, JANETCOLMENARES,

FREDDYCOLQUITT, JOHNNIECOMPTON, JAMALCOOLEY, MILTONCORRY, LYNCOVINGTON, DONALDCOX, RICHARDCREATIVE BUSINESS

SOLUTIONSCROFT, GREGORYCUEVAS, ANGELICACUMMINGS, JANICECURBELO, LARISACURRY, RICHARDCUTRUPI, MARCELLODANZA, GAETANODARCY, PATRICKDARDEN, ANDREDAVID KANG HEALTH

INS SRVCS, INC.DAVIS, MICHAELDAWSON, KYLADEANE

ENTERPRISES, INC.DECKER, DOUGLASDEITCH, MICHELLEDELATORRE, ERIKDELATORRE, SANDRADENNIS, LAURIEDENNISTON, MICHAELDIAZ, KARENDIETZ, MARCIADILLMAN, BRADDINGLE, HOWARDDOOLEY, TEDDOUGLAS, ORENDREBIN, AVRAHAMDUBARD, RENADUFORT, ERNESTDZIERZANOWSKI, PAULEASTMAN, GLENECHEVERRY, NELSONELIN, JOELELSHOUBAKI, OSAMAENGLISH, ANGELAEPPERSON, WINSTONERWIN, TIFFANYEVANS, DONALDFACEMYER, LARRYFANG, DAVIDFAULKS, JIMFEAUTO, DEBRAFELTON II, CARL

FERNANDEZ, JOSEFERRARI, DEBBIEFICKENSCHER,

STEPHENFIELDS BROWN,

BARBARAFILIP INSURANCE

SERVICES, LLCFISHER, RALPHFLANDERS, MICHAELFLEMING, SHAWNFLOYD, FRANKLINFONSECA, RENERIOFONSECA, SILVIAFOULCARD, CARLFRANCOIS, TERRAINEFRANENBERG,

DANIELLEFRANKHOUSER,

JEFFREYFRANKS, JAMESFRIEDMAN, RICHARDFRONTAURIA, JOSEPHGANIM, ALANGARCIA, VICTORIAGARDELL, KATHLEENGARRETT, CONNIEGARZA, MELISSAGAULRAPP, JOHNGAVILAN, RUBENGAW, AMYGEORGALAKIS, TINOGHOSTON, BRANDONGOADE, JOHNGODINEZ, LOUISGOMEZ, RICARDGONZALEZ-

VELEZ, SARAGORDON, LARRYGORI, RAYMONDGRABOWSKI, MARKGRAHAM, BRENDAGRAHAM, ROBERTGRAHAM, SUMTERGRAY, PAULGREEN, TERRIGREGG, JAMESGROVER, DOUGGUEST, EMORYGUICE, JERMAINEGUNNISON, TYKNETRAHADLEY, DAVIDHAKOPIAN, ANJELHAMADANI, VIDAHAMADY, NEILHAMILTON, FRANKHAMMACK, DAVIDHAN, BENJAMINHANSON, DARCYHARNOLD, GEORGEHARRIS, RONALDHARRISON, RONNIEHART, BARRYHARTMAN

MARKETING CORPORATION

HASLAM, MILTONHASLER, CHARLESHAZEL, MERRILLHEALTH & WEALTH

PARTNERS, LLCHENDERSON, GEORGEHENDERSON,

WINSTONHERNANDEZ,

CRISELDAHESTER, JAYHINES, PETERHOBBS, RICKY

HOLLMANN, VESNAHOPPE, BRIANHORMAN, PATRICIAHOUZE, MONTEHUMPHRIES, TIMOTHYHUNTER, KURTHURST DIETZ,

DAINTEEHUYNH, BRENDAHYDE, AMBERINSURANCE

MARKETING SYSTEMS, INC.

ISAACS, WILLARDJACKSON, LEONARDJACKSON, SHIRLEYJACKSON, WILLIEJAIME, MARIAJAIN, AMITJEFFERS, CLAUDIAJENKINS, ANTHONYJENKINS, SABRINAJIMENEZ, JOSEJOHNSON, WENDYJONES PIERCE,

TRACEYJONES, DENECIAJONES, JAHLINDAJOSEPH, MICHAELJOYNER, EMMANUELJUSTICE, BARBARAJUSTIS, JOHNKALLIES, REBECCAKENNY, VERONICAKIM, NAMSOOKIMBERLIN, KATHRYNKING, MARCELKING, RENRICKKINGSLEY, BLAKEKINNEAR, RICHARDKINOSHITA, STACYKLAUBER, WILLIAMKLEIN, BARBARAKLEIN, ELLYNKLEINBAUM, BARRYKNOTH, JESSKNOTT, PAULETTKOUSHEL, ARTHURKRUEGER, JOHNKUEMMERLE, THOMASKURTZ, REBECCALACKEY, WALTERLAMBERTI, ROSWITHALANGDON, BRUCELARK, DEWAYNELASKA, GLENDALAUER, MICHAELLEBERT, THOMASLEE, SHARONLEIDEL JR., GEORGELEMORIN, CHANTALLEWIS, GREGORYLITZLER, ROBERTLOCKRIDGE

INSURANCE SERVICES, LLC

LOMAX, MCKINLEYLOUISSAINT, ELINELOWE, WONDERLOWRY JR., ALVINLOY, BRITTANYLOZADA, ALINLUCAS, ALEXISLYTLE, MICHAELMAGEE, VINCENTMAGUN, DAVIDMAJOWITZ, ANDREWMANALLA, VINCENTMANGES, DONNA

MARK, FRANCESMARRIOTT, KATHLEENMARTIN, CRYSTALMARTIN, KEITHMARTINEZ, CARLOSMATTHEWS,

DEVENLYNMCCARTY, LLOYDMCDONALD, PAULMCKINNEY, SHAWNAMCMILLAN, TRACYMCNARY, BARBARAMEDICARE HEALTH

BENEFITS, INC.MEDINA, JESSMEISTER, HARRYMEKA, MARYMELO, JOSEPHINEMEYERS, LAWRENCEMILNER, TINAMITCHELL, SAMUELMODESTO, JOSEPHMOGELNICKI, ROBERTMOLSTAD, MARYAMMOORE SR., SAMUELMOORE, MARVINMORGESTER,

CHRISTINEMORRIS, ROSLYNMURRAY, GREGORYMUSARRA, DAWNMUSARRA, MICHAELMUT, LYNNMYERS, ALBERTMYERS, MATTHEWNAVA, ISIDRONEWETT, JAMESNEWMAN, SALLYNICHOLS, MARCELLANIDEY, BUDDYNORDSTROM, JOHNNORRIS, RICHARDNUNEZ, NANCYOGORI, OKECHUKWUOGUNMENO, ADEBAYOOLIVIER, SAVANNAOLSON, ROBINOSER, RANDALLOWEN, DONALDPALA, PEPPIPATANE, DINOPEPE, JOHNPEREZ, GLADYSPEREZ, WILFREDOPEREZCHICA, JUANPETEET, DAVIDPHILLIP, BECKYPHILLIPS, DEBORAHPINILLA JR., MANUELPINZON, MARIOPIROZZOLI, CHARLESPORTER, RONALDPOWELL-MCEWEN,

KATHYPOWERS, JASONPRIESTER, BETTIEPROMINENT

INSURANCE GROUP, LLC

PTI CONSULTING SERVICES, LLC

PUENTE, SANDRAPUTNAM, VICTORIAQUANDER, SINATAQUATTROCCHI, JOANRAGSDALE JR.,

ROBERTRAMIREZ, DEBRARAMIREZ, STEVEN

RAMOS, RAFAELRANSOM, ALVINRAPER, KIMBERLEERAY, JUNEREED, RAYMONDREED, SHEILAHREGAN, VICTORREGO, SERRIAREIDLE, JULIEREYES, MAYRARICHARD A. FEARE &

ASSOCIATES, LTD.RICHARDSON, PHILIPRICHARDSON, ROYCERICKMAN, BENJAMINERIGLET, DIANARIVERA, ARTUROROBERTS, JOHNROBINSON, MICHAELROBINSON, TONYARODRIGUEZ, GERARDOROMA, JACQUELYNROMAIN, LORARONQUILLO, MELODYROS, MARIAROWLAND, AMANDAROY, CYNTHIARUBENSTEIN, STEVENRUDD, RAYMONDRUNYAN, PRESTONSAFE MONEY

PARTNERS, INC.SAFEFUTURES

INSURANCE, LLCSALCEDO, LUISSANDERS, RICHARDSANKEY, BARRYSANVILLE, CHARLESSCHERZINGER, KENTSCHIEFER, CHARLESSCHMIDT, CONNIESCHNEIDER, ARLENESCHROEDER, ALLENSHAPIRO, SHAWNSHARP, JOANNASHAW-OWENS,

NICOLESHEPARD, ERICSILVER, ERNESTSINCLAIR, CORISLOAN, JULIANSMITH, FALONDRIASMITH, WILLIAMSOLANZO, CONRADOSOUTHTRUST,

ADVISORSSPELLMAN, TIMOTHYST. JUSTE, JAMESSTEENHOEK, PAMELASTEPHENS, BRENDASTILL, ROBERTSTOVALL, MARVINSTRATMAN, AARONSTRAUS, ARNOLDSTRUM, EARLSTUTZMAN,

BRITTANIESWANSON, DAVIDSWEENEY, ROBERTTABER, BENJAMINTAYLOR JR., ROBERTTAYLOR, JOHNTAYLOR, PAULATERRELL, MARLONTHOMPSON,

CHARLENETJANDRADIREDJA, HANATOE, FERNAND

TOPPING, CHRISTOPHER

TORRES, JACOBTRACY, GERRIELYNNETRAYLOR II, CHARLESTURNER, MANUELTUTT, TREVARISTYLER-MILLER,

CONSANDRAUDEH, CLETUSUNDERHILL, JOHNUNGER, BERTRAMURRUTIA, SIXTOUSAPRODEXVAZQUEZ, MELINDAVILAR, GERALYNVISE, DARLENEVOGEL, MATTHEWWAGNER, CARMENWALKER, MARLENEWARE, KELLYWAREN, JOHNWARREN, SHELIAWAUNCH, MARKWAYNE R.

DWAKE, INC.WAZIRALI, ASHRAFWEBB, SHARONWEBER, CARLWEINER, BRUCEWEINER, ELVIRAWHALEN &

ASSOCIATES INS SRVCS

WHITE, JEFFRYWHITE, ZOEWHITFIELD, TIFFANYWILLIAMS, CYTONIAWILLIAMS, LORENWILLS, WOODIEWILSON, LINDAWINSTON, MICHAELWRIGHT, GERALDWRIGHT, TAMMYWYATT, DANIELWYNN, CAMERONWYNN, VIRLYNYAEGER,

CHRISTOPHERYOUNT, CHRISTINEZIMMERMAN, JOHNZINN INSURANCE

AGENCY, LLC

GLOBE LIFE OF NEW YORKALCARAZ, JAIMEBLACK, RAYMONDBONGIOVANNI, PAULBROWN, CAROLEBROWNE, SHARONBRYAN, RICHARDCAPODACQUA, FRANKCHARTUK, ROBERTDE SANTIS, VINCENTDEGATI, LOUISEDWARDS, CARMENEGELSTON, NEILGEORGIOU, GEORGEGIACOBBE, CURTGOLDSTEIN, SUSANGUIDA, JOSEPHHAMANN, TODDHOPF, JOHNLENHARD, EARLMALCOLM, CHESTERMARCUS, BRUCEMARTINEZ-ARJUNE,

CATHERINEMEDRANO, BERNISMURPHY, STEVENPEREZ, CARLOSPRUSIEWICZ, ROBERTRUSSO, DANIELSCHONSKY, JEFFSCOTT, JEFFSHARMA, PRATIBHASIMEONE, ROSEANNSIMMONS, CYNTHIASIMONE, COREYTRACT, LAURENCEVALENTINE, EVELISISVAN DER VELDE,

DAVIEDVELEZ, JASSENWAYNE, TERENCEWILEY, CHERYLWILLIAMS-

MILLER, PIERWIRTH, KEVINWOLSTEIN, SANDYYACKEL, RAYMOND

July 20174

SEVEN STEPS TO SUCCESSSEVEN STEPS TO SELLING SUCCESS:

1. Generating Leads

2. Qualifying Leads

3. Preparing your Presentation

4. Delivering your Presentation

5. Handling Objections

6. Closing the Sale

7. Account Maintenance

STEP 5: HANDLING OBJECTIONSNo. Not interested. I’m not ready to make a decision today. I want to see what else is out there. Do any of these sound familiar? If so, you are not alone! Every sales professional has heard or will hear one of these objections at some point in their career. What matters most is how you handle the objection.

KEEP IT IN PERSPECTIVE Don’t let an objection be the pin in your balloon. It’s not the end of the world, and it doesn’t mean you have lost the sale. Look at your prospect’s objection as a new challenge or opportunity. Stay motivated, be positive, and show that smile. Think of how much more this particular sale will mean if you have to work even harder to close the deal!

PUT YOURSELF IN THEIR SHOESBy addressing potential objections before the prospects have a chance to ask, they will feel you are listening to their needs. After all, purchasing a product – any product – is all about how it makes you feel. People buy things they feel they need. If they do not feel like you know what they need, they will not buy from you. Remember, be empathetic. Show them you truly care about what’s most important to them.

EXPECT THE UNEXPECTED Voicing an objection is really just a “negative” way of asking a question. If you suspect your prospects are stuck on a particular point, it is best to address their question before it turns into a flat-out objection. If you avoid addressing your prospects’ concerns, you are shortchanging them and may be hand delivering the sale to your competition.

NEVER LET ‘EM SEE YOU SWEAT Smile and thank the prospects for their questions. Questions indicate interest, which means they have been listening to your presentation. But, if you don’t address their concerns, they could stop listening. Some customers may be leery of all sales professionals. If they think you are just there to close a sale, your chances of achieving that goal are slim. Show them you are different. You are there because you have their best interests in mind. Depending on what product you sell, sometimes customer service is the only thing that distinguishes you from the competition.

5 TIPS FOR HANDLING THE OBJECTION

1 Know your prospects’ personalities and what’s most important to them.

2 Know your products inside and out.

3 Keep your eyes and ears open. Watch for the signs so you can avoid the objection before it even happens.

4 Don’t get mad—get the sale! Welcome the prospects’ objections with open arms.

5 Keep the faith and persevere.

July 2017 5

The Eagles Club is the elite of United American and

Globe Life of New York.Its members are leaders in production,

retention, recruiting, management development, and growth of in-force premium, and they set the standard for excellence in every way. We’re proud to honor our 2017 Eagles for

their outstanding achievements. Congratulations from your

UA/Globe Life of New York family!TIM AHLBUMHEALTH COVERAGE SOLUTIONS

EDWARD SHACKELFORDTHE ASSURANCE GROUP, INC.

DEVIN BARTABARTA INSURANCE AGENCY

DONNA AHLBUMTHE AHLBUM INSURANCE AGENCY

FIRST TIME EAGLE

WILLIAM BOROSAK JR.SECURE FINANCIAL GROUP, LLC

MIKE LEMARSUNSHINE STATE AGENCY

MARK GRAHAMAMERILIFE

CATHERINE HATTONLONG ISLAND INSURANCE SOLUTIONS

JON AHLBUMTHE AHLBUM INSURANCE GROUP, INC.

RAY STEVENSSTEVENS & ASSOCIATES

INSURANCE AGENCY, INC.

PROUDLY PRESENTINGUA/GLOBE LIFE OF NEW YORK

2017

July 20176

THE AHLBUM INSURANCE GROUP, INC. PAUL SHELDON

From left: Mark Graham, Bill Borosak, Tim Ahlbum, Devin Barta, Charles Mankamyer, Catherine Hatton, Donna Ahlbum, Jon Ahlbum, Ray Stevens, Mike Lemar, Mike Majors

Not in photo: Ed Shackelford.

The wind of Chicago was strong during 2016, and those who worked hard to qualify were delighted when they arrived at this year’s convention headquarters, the stunning InterContinential Chicago Magnificent Mile. What a lovely way to celebrate the successes of our top-producing Agents with the cool breezes from Lake Michigan, deep dish pizzas, and hanging out at Navy Pier. As spectacular as the landscape was, the

best part of Convention 2017 was connecting with each other and enjoying the rewards of achieving all we hoped for and more.

TOP PRODUCING AGENCY

TOP PRODUCING AGENT

Under the leadership of Jon Ahlbum, the Ahlbum Insurance Group, Inc. prioritized client service, and their exceptional service is the single biggest reason for the Agency's success. Their motto is the ‘Agency where clients send their friends.’

Congratulations to #1 Producing Agent Paul Sheldon of Paul Sheldon Insurance & Benefits Planning. His Agency motto is the golden rule: To treat clients and prospective clients the way we would want to be treated if we were them.

July 2017 7

NICHOLAS MANGINI The Ahlbum Insurance Group

THOMAS PAYANT Payant Wealth Management Group

EUGENE RANNEY The Assurance Group

GARY KEMPLER Secure Retirement Solutions

VINCENT ABBATIELLO Mainstay Retirement Solutions

JONATHAN AHLBUM The Ahlbum Insurance Group

DEVIN BARTA Barta Insurance Agency

MARK HARGIS Olguin Agency

NEILL AARONS Mainstay Retirement Solutions

XIOMARA OTTOVEGIO The Ahlbum Insurance Group

DEXTER SAYLOR Senior Resource Group

AARON GORDON United Retirement Solutions

BEVERLY KINGSLEY Celedinas Insurance Group

CATHERINE HATTON Long Island Insurance Solutions

JOSEPH JAFFE Jaffe Insurance Concepts

STEPHEN MAISTO Senior Health Solutions

GINA SAVAGE The Ahlbum Insurance Group

JACKSON EDWARDS, IV Edwards Insurance Agency

ROSEMARY MANGINI The Ahlbum Insurance Group

BRYAN WIEDERSUM Health Exchange Agency

The following General Agents produced $350,000 or more in net annualized premium in 2016, earning them a place in the President’s Club. Congratulations on an outstanding achievement!

Members of the Pacesetters Club are Writing Agents who achieved the highest net annualized premium in 2016. Congratulations to these Writing Agents who made the Club and qualified to attend convention!

PAUL SHELDON, CLU, CHFC

Paul Sheldon Insurance & Benefits Planning

PAUL SHELDON, CLU, CHFC

Paul Sheldon Insurance & Benefits Planning

LISA ROSATI Rosati Insurance Agency

JOHN CLARK Senior Solutions Insurance Agency

KERRY SACHS Secure Retirement Solutions, Inc.

TIM AHLBUM Health Coverage Solutions

JASON STEVENS Stevens & Associates

Insurance Agency, Inc.

SCOTT MEDNICK Professional Insurance

Systems of Florida

RON CONCKLIN Rosenberg-Concklin, Inc.

SCOTT SCHWARTZ Insurance Protection Services

CHRISTOPHER GRAHAM, CLU

Graham Financial Group, Inc.

LISA ROSATI Rosati Insurance Agency

STEPHEN MAISTO Senior Health Solutions

SCOTT SCHWARTZ Insurance Protection Services

CHRISTOPHER GRAHAM, CLU

Graham Financial Group, Inc.

KERRY SACHS Secure Retirement

Solutions, Inc.

BRIAN GILBERT The Ahlbum Insurance Group

RAY STEVENS Stevens & Associates

Insurance Agency, Inc.

GLENN RIPOLL The Ahlbum Insurance Group

ROBERT WROBLEWSKI Palm Cove Insurance Solutions

July 20178

July 2017 9

Q2 stands for Quality plus Quantity. Qualification for these awards is based on net annualized premium (NAP) written, and net to gross on that business from January through December 2016. Congratulations to these Top Q2 Agents and Agencies who made the grade!

PAUL SHELDONPaul Sheldon Insurance & Benefits Planning

TIM AHLBUMHealth Coverage Solutions

SCOTT SCHWARTZInsurance Protection Services

KERRY SACHSSecure Retirement Solutions, Inc.

RAY STEVENSStevens & Associates Insurance Agency, Inc.

JONATHAN AHLBUMThe Ahlbum Insurance Group

MIKE LEMARSunshine State Agency

CATHERINE HATTONLong Island Insurance Solutions

WILLIAM BOROSAK, JR.Secure Future Financial Group, LLC

TIM AHLBUMHealth Coverage Solutions

July 201710

IT’S CONVENTION TIMEHave you ever wondered what it would be like to attend a first class UA/GLNY Convention trip? We’d really like to see more new faces attending our superb Convention trips! We’re reserving a spot for YOU!

We just concluded UA’s 2017 Convention trip that was held at the historic and fabulous InterContinental Hotel in Chicago, Illinois. I’m confident that all the attendees had an absolutely amazing time! There were so many things to do and see in the ‘windy city’ and most of us got to experience some of these great sights and sounds with one another. It’s really great to see our Agents all across America attend Convention, build camaraderie, and establish new friendships. All the Convention qualifiers enjoyed a fabulous

dinner cruise aboard the Spirit of Chicago, embarking from the famous Navy Pier. Some of the great places we enjoyed included the many delicious pizzerias, the Willis (Sears) Tower, Shedd aquarium, the Architectural tour, multiple art and science museums, and the John Hancock Building. Speaking of the John Hancock Building, ROMANCE was in the air! Vincent Abbatiello proposed to his girlfriend, Dina Calenzo in the Signature Room of the John Hancock Building during the Convention trip! She did say “YES!” Congratulations once again to both of them!

Trust me, you do not want to miss our next Convention trip in July 2018 at the famous Fairmont Le Chateau Frontenac in lovely Quebec City, Canada. This historic and breathtaking five-star

luxury hotel overlooks the St. Lawrence River and commands spectacular views. You will have the opportunity to join some famous people who lodged here, including Winston Churchill and President Franklin D. Roosevelt. So now the BIG QUESTION is, Are you on pace to join us? We just concluded the first half of the year and you only need $75,000 of combined ‘Life and Health’ premium to be on pace for Convention as a Writing Agent ($150K annual total). As a General Agent (Agency), you need $175,000 of combined ‘Life and Health’ premium ($350K annual total). Of course, these amounts are pro-rated, depending on when you were newly appointed in 2017. Ok, so let’s say you’re not currently on pace for Convention at this point and may be asking what can be done.

Let’s take a quick assessment:

From the

DIRECTOR’SCORNER

Gary OwenSenior Director of Agency Development & Support

Success doesn’t come easily, nor should it. Successful people are the ones willing to do the (hard) things others are unwilling to do. NEVER GIVE UP…YOU CAN DO THIS! Upon conclusion of the third quarter, you’ll need to reassess to see where you are. Remember, the Annual Election Period (AEP) is quickly approaching and you should be making plans now to have a successful fourth quarter (our best quarter of the year). You have all the tools and resources at your disposal to achieve your goals. It just takes a little hard work. You have a team of dedicated support staff here at UA and Globe Life of New York to assist you and who truly want to see you succeed.

In conclusion, I must say I was really encouraged by several Agents and GA’s who came up to me after the Awards ceremony and indicated they are going to put plans in place so they can increase production this year to receive an award on stage next year. Planning is one important key to success. Some of you are not far away from climbing up the ladder and being in the top tier of the President’s and/or Pacesetter’s Club. I look forward to working with each of you to provide all the support possible, and I’m also looking forward to welcoming you to the 2018 Convention in beautiful Quebec City!

What is your current NAIP to date? Let’s say that you’re currently 20 percent under your projected goal (at roughly $60K in NAIP). So for the third quarter you’ll need about $52K in premium to be on pace.

List on a notepad the number of Medicare Supplement policies and ancillary products like Cancer, Critical Illness, Final Expense, Juvenile Life, etc. (with annotated premium), you’ll need in the third quarter to catch up and be on pace.

Now, list the available times and the activities you’re willing to engage in to ‘make it happen’. It could be something simple as networking, sending lead mailers, obtaining referrals, visiting CPAs and Financial Advisors, or something a bit more strenuous such as door knocking and/or visiting businesses.

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CHICAGO#UACONVENTION2017

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Eagles Club is an elite group of Agency leaders representing the best of United American and Globe Life of New York.

Through June 2017, 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 June 2017, these top producing Writing Agents have the highest net combined annualized premium.

2017 EAGLES

PRESIDENT'S CLUB PACESETTERS CLUB

#1

#2

#3

#4

#5

#1

#2

#3

#4

#5

Jon Ahlbum The Ahlbum Insurance

Group, Inc. $2,409,504

Mike Lemar Sunshine State Agency

$1,097,135

William Borosak Jr. Secure Financial

Group, LLC $818,223

Tim Ahlbum Health Coverage

Solutions $733,081

Donna Ahlbum The Ahlbum Insurance

Agency $686,948

AGENT NAME AGENC YYTD PRODUCTION

1 Kerry Sachs Secure Retirement Solutions, Inc. $456,237

2 Paul Sheldon, CLU, ChFC Paul Sheldon Insurance & Benefits Planning $436,029

3 Christopher Graham, CLU Graham Financial Group, Inc. $393,105

4 Scott Mednick Professional Insurance Systems of Florida $340,632

5 Ron Concklin Rosenberg-Concklin, Inc. $330,954

6 John Clark Senior Solutions Insurance Agency $317,907

7 Lisa Rosati Rosati Insurance Agency $260,533

8 Robert Wroblewski Palm Cove Insurance Solutions $254,498

9 Gina Savage Savage Insurance Agency $227,016

10 Senior Insurance Marketing, Inc. $227,012

11 Scott Schwartz Insurance Protection Services $208,394

12 James M. Gray, Inc. $193,603

13 Shawn Schroeder Jack Schroeder & Associates, Inc. $190,889

14 Vincent Abbatiello Mainstay Retirement Solutions $147,871

15 Mike Stevens Farm & Ranch Healthcare, Inc. $136,994

16 Centerstone Insurance & Financial Svcs. $126,134

17 Nur Ahmed Ahmed Insurance Agency $125,914

18 Cesar Chacon The Insurance Hub $118,559

19 Jackson Edwards IV Edwards Insurance Agency $118,321

20 Joseph Maisonet Maisonet Insurance Agency $115,823

21 Maria Cancio Cancio Insurance Agency $114,046

22 Richard Schwartz Insurance Center of S. Florida $108,900

23 Nicholas Mangini Mangini Insurance Agency $108,622

24 Elite Insurance Partners, LLC $106,724

25 Albert Valery Valery Insurance Agency $105,276

26 Stephen Maisto Senior Health Solutions $104,484

27 American Eagle Consultants, Inc. $103,632

28 Joseph Jaffe Jaffe Insurance Concepts, Inc. $102,636

29 Marc Zum Tobel Consolidated Insurance Group, Inc. $102,201

30 Susan Hirsch Hirsch Insurance Agency $95,498

AGENT NAMEYTD PRODUCTION

1 Paul Sheldon, CLU, ChFC $436,029

2 Tim Ahlbum $295,447

3 Kerry Sachs $238,015

4 Scott Schwartz $208,394

5 Ray Stevens $157,810

6 Christopher Graham, CLU $149,998

7 Lisa Rosati $134,467

8 Jason Stevens $133,746

9 Gary Kempler $121,500

10 Beverly Kingsley $114,038

11 Jon Ahlbum $110,464

12 Neill Aarons $108,848

13 Brian Gilbert $108,230

14 David Haass $103,820

15 Vincent Abbatiello $94,059

16 Bryan Wiedersum $92,543

17 Glenn Ripoll $90,779

18 Dextor Saylor $87,062

19 Neil Primack $86,304

20 Jackson Edwards IV $83,677

21 Xiomara Ottovegio $79,922

22 Dani Chard $79,736

23 Christopher Graham $75,317

24 Robert Holzman $73,567

25 William Borosak Jr. $72,251

26 Catherine Hatton $68,784

27 Nayeem Siddique $67,788

28 Gina Savage $67,753

29 Thomas Payant $67,320

30 Ivars Zarins $65,700

Through June 2017, these top producing General Agents and Agencies have the highest net life annualized premium.

Through June 2017, these top producing Writing Agents have the highest net life annualized premium.

TOP 30 LIFE GENERAL AGENTS

TOP 30 LIFE WRITING AGENTS

Ray Stevens Stevens & Associates

Insurance Agency, Inc. $584,911

Catherine Hatton Long Island Insurance

Solutions $583,266

Devin Barta Barta Insurance Agency

$453,827

Mark Graham AmeriLife $428,818

Edward Shackelford The Assurance

Group, Inc. $315,869

AGENT NAME AGENC Y

1 Mike Stevens Farm & Ranch Healthcare, Inc.

2 Mark Graham AmeriLife

3 Richard Allen Allen Insurance Agency

4 Paul Balep Balep Insurance Agency

5 Donald Howe Howe Insurance Agency

6 Donald Saltis Saltis Insurance Agency

7 Jon Ahlbum The Ahlbum Insurance Group, Inc.

8 Mark Landis Metro Insurance & Financial Services

9 Donna Ahlbum Ahlbum Insurance Agency

10 Catherine Hatton Long Island Insurance Solutions

11 Drew Wilder Wilder Insurance Agency

12 Alvin Smith Smith Insurance Agency

13 Gail Pilotti Pilotti Insurance Agency

14 Benefit Plans of America, Inc.

15 Actuary Solutions Group

16 Loren Olguin Olguin Insurance Agency

17 Felix Lyons Lyons Insurance Agency

18 Scott Mednick Professional Insurance Systems of Florida

19 Marsh McAfee McAfee Insurance Agency

20 Mack Daniels Daniels Insurance Agency

21 Willie Jones Jones Insurance Agency

22 Maurice Washington Washington Insurance Agency

23 Charles Loper Jr. Loper Insurance Agency

24 Dawn Manor Manor Insurance Agency

25 American Eagle Consultants, Inc.

26 Kenneth Clemens Clemens Insurance Agency

27 Raymond Baker Baker Insurance Agency

28 George Hiller Hiller Insurance Agency

29 Francis Hoefer Hoefer Insurance Agency

30 Robert Collins Collins Insurance Agency

AGENT NAME

1 Mark Simpkins

2 Paul Balep

3 Richard Allen

4 Donald Saltis

5 John Muamba

6 Lisa Rosati

7 Rochelle Bryd

8 Drew Wilder

9 Gail Pilotti

10 Alvin Smith

11 Marion Bates Jr.

12 Florence Munene

13 Felix Lyons

14 Shanna Wetzstein

15 Marsh McAfee

16 Mack Daniels

17 Willie Jones

18 Maurice Washington

19 Lee McGriggs

20 William Herndon

21 Samantha Clay

22 Loren Olguin

23 William Esters

24 George Hiller

25 Francis Hoefer

26 Douglas McElroy

27 James Mescall

28 Larry Farmbry

29 James Walker

30 Raymond Baker

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#UACONVENTION2018 JULY 10-13, 2O18◆ FAIRMONT LE CHÂTEAU FRONTENAC ◆

CITY

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.Globe Life of New York Agents can only qualify for convention based on health production only.

ARE YOU ON PACE TO JOIN US?