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

October 2014

Director of MarketingChristie Gibson

EditorsRoberta Boyd King Christine Perrenot

Social Media & SEO SupervisorGina Circelli

Graphic DesignerJohn Begg

Emaileditor@torchmarkcorp.com to update information for Summit or to submit news for the Editor’s page.

Home Office First UA972-529-5085 315-451-2544

Agent Service Center 800-925-7355 or email agencyservice@torchmarkcorp.com

Supply Order Fax469-525-4290 attn: agency supply

Supply Order Emailagentsupply@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.

ATTN: UA AGENTS ONLY PROCARE HDF DEDUCTIBLE REDUCTION As previously communicated, in our effort to help you write new business and maintain high persistency, new UA ProCare HDF policyholders with a policy effective date Oct. 1, 2014, and after, pay only $1,140 in out-of-pocket expenses of the $2,140 annual deductible amount during the remainder of 2014, before policy benefits take effect. Reduction does not apply to First UA.

REMINDER: The calendar-year deductible is set by the federal government each year and will most likely increase. The full amount of the 2015 deductible is required beginning Jan. 1, 2015, before policy benefits are payable.

Please contact Agency Service at 1-800-925-7355 or email agencyservice@torchmarkcorp.com with questions.

ATTN: NEW JERSEY AGENTSAs previously communicated, you can sell United American’s USPDA02 Single Premium Lifestyle Annuity in NEW JERSEY. Accumulation of funds, tax-deferred savings, liquidity, and waiver of withdrawal charges are attractive features of this annuity, and United American guarantees the interest rate never to fall below three percent. Review the memo on the Agent website for details on these outstanding features and suggest an annuity to your prospects and customers looking for a safe place to put their money.

Download or order annuity supplies today at www.unitedamerican.com/logon.

IMPORTANT - The Home Office will not accept new Single Premium Lifestyle Annuity (USPDA02) production from Agents who have not also sold at least an equivalent number of United American Medicare Supplement policies.

Please contact Agency Service at 1-800-925-7355 or email agencyservice@torchmarkcorp.com with questions.

CONGRATULATIONS!!Agent Robert Holzman is the August winner of the Garmin GPS. “I appreciate my longstanding relationship with United American and First United American and want to thank Chuck Mankamyer and his team and Peggy

Shaw and her team in Agency Services for their tremendous support to Agents in the field. Thanks again for the Garmin GPS, and I look forward to using it.”

LOOKING AHEAD!Regional Director Gary Owen conducts live workshop in Florida.

Nothing generates sales enthusiasm more than a FREE, LIVE United American or First United American workshop. Our workshop schedule is complete for this year, but get ready for 2015. In the meantime, take advantage of the webinars scheduled daily for sales and product training and e-App certification. It’s the Medicare Annual Election Period, and our Recruiters, Directors, and Trainers are here to help you succeed! See the Agent website under ‘Webinars/Workshops’ for exact dates, times, and topics.

WAY TO GO, SUSAN!Susan Sklar, who has been a United American Agent for 18 years, just turned 65 and purchased a UA ProCare Medicare Supplement Plan F for herself! Susan and Director Gary Owen proudly display her United American insurance card at a recent Florida workshop.

INTEREST RATES SET The Lifestyle Annuity rate for Oct. 2014, is 3.00 percent. Rates are reviewed and adjusted accordingly. The Deposit Fund Rider new business interest rate for 2014 is 3.00 percent.

WORDS OF WISDOM

“When obstacles arise, you change your direction to reach your goal; you do not change your decision to get there.”

~ Zig Ziglar2 October 2014 MEDICARE MOMENTUM

The Medicare Annual Enrollment Period has arrived! Have you already kicked up your activity level to make the most of this time period? Do you have a plan of action in place to make this your most successful AEP to date? Are you registered for the webinars our Directors and Trainers are facilitating for you during the coming months? Are you reviewing Medicare Supplement materials on the Agent website to get your AEP juices flowing? Are you e-App certified?

It’s a game changerA year ago, we introduced the e-App for Medicare Supplement sales. Its use has positively impacted production for many Agents this year (see page 5 for our e-App Champs). But there are still some who either aren’t certified, or just aren’t using it. I realize for some of you the e-App puts you outside your comfort zone. But isn’t getting outside your comfort zone what potentially takes you to the next level of success? If you maintain the status quo, nothing changes. It’s like that familiar definition of insanity – Doing the same thing over and over again and expecting a different result. If you want to boost your production and increase your chances for hitting the beach at Boca Raton next year, do something different — like increase your use of the e-App for Medicare Supplement sales.

According to our Company records, since Oct. 1, 2013, more than one-third of United American’s Medicare Supplement applications have been

submitted via the e-App. That’s an outstanding achievement in only one year. My special thanks go to e-App Director Dave Oliver, who has been a driving force in the implementation and promotion of the e-App and to all team members who have encouraged its use with Agents. This Medicare Annual Election Period is the perfect opportunity to increase that one-third app submission to two-thirds or beyond. If you are not yet certified on the e-App, sign up today for an e-App certification webinar with Dave. Using the e-App, you can sell anywhere you are licensed and appointed; there are no boundaries or limitations on where or how much you can grow your business. Think of all the gas you save too!

What’s new with Medicare Advantage?Using data from the Centers for Medicare and Medicaid Services (CMS), CSG Actuarial compiled these statistics related to Medicare Advantage plan changes for 2015:

� 7,214 new Medicare Advantage plans

� 8,636 plans not renewed

� 1.86 million members impacted and searching for other coverage options

� More than half of those impacted members are in California, Florida, New York, North Carolina, Ohio, Pennsylvania, Tennessee, and Texas

� National average monthly MA premium increases 2 percent

� National average MA annual drug deductible increases 94 percent

� National average maximum out-of-pocket amount increases three percent

If they choose, many of those impacted by plan changes can enroll in other MA plans with their current insurer, but more than 350,000 cannot. What an opportunity this is to show these individuals the benefits and features of a Medicare Supplement from UA or First UA. As long as they pay their premiums on time, they will never have to worry again about losing their coverage!

One more thing …When you offer our quality United American ProCare Medicare Supplements, also make prospects and your existing customers aware of our new Whole Life Insurance for Final Expenses. It’s an outstanding product for Seniors with issue ages 50 to 80.

There are only a few months left in 2014, so get on track for Boca … if you aren’t already there. This is the time to make that final push, so you’ll be one of those walking across the stage at next year’s Convention.

Source: http://csgactuarial.com/news/2015-medicare-advantage-plan-changes/;

MEDICARE MOMENTUM October 2014 3

Charles Mankamyer Senior Vice President / General Agents

WELCOME toUNITED AMERICANAdams, Brian W.Adika, Dorin M.Agunwah, JoeAIP Financial Serv., Inc.Alam, Rose A.Alforque, Andrew P.Alt, Donald D.Anastasio, Robert A.Anderson, Kenneth M.Andrews, Sheila D.Arpin, James D.Arrington, TerryArroyo, Jose R.Aspe, RebecaBaker, Kevin W.Baker, Michael D.Baker, Robert J.Ball, Karen M.Barnfield, Timothy P.Barrett, Daniel T.Barta, Adam S.Barton, George C.Batizy, CsanadBauman, Ward R.Benninger, JimBerkey, Justin R.Bishop, RobertBlack, James D.Blackmon, Gary W.Blatt, Laura E.Bohna, BernardBonner, Anthony R.Bousquet, Raymond R.Bowen, Geraldine A.Bradham, Gabriella C.Brand, Gregory J.Braunstein, Barry I.Brill, Douglas R.Brooks, Dee DeeBrown, Peter A.Buchanan, Stephen J.Buckley, Robert J.Buser, RenaButgereit, Dean M.Byrom, Troy N.Caldera, MarieCaldwell, LeahCamero, Santos S.Campbell, Ronald K.Canole, Jimmie D.Canyon, Timothy J.Casimir, HansCaslin, Darcy F.Cassidy, DennisCassidy, Thomas R.Chavez, Roberto A.Chevarria, AnnetteChevarria, James R.Chiaviello, Richard S.Chin, CherylCiallella, AnthonyCiesla, Joseph A.Cirillo, Theodore J.Clark, ThomasClayborn, WillieCody, John O.Cole, Thornton E. Jr.Collins, TheresaColonna-Romano, StephanieConnel, RebeccaCooper, William H.Couch, Frank M. Jr.

Couch, Michellle E.Cranden, Mary L.Cruz, Norberto Jr.Culver, GeorgeCummins, Donna K.D’Agnessa, PeterDakroub, Nabila N.Daniel, GeraldDao, ThuyDavis, PriscillaDavis, William E.Derose, DwayneDews, MichelleDixon, LeroyDo, ThuyDonald, Robert G.Donnelly, Kathleen M.Donson, Emilia D.Dorrance, Samuel R.Duggan, Robert C. IIIDuke, Gary R.Dumanlang, DandyDurojaiye, YomiDweck, ElliotEaker, Jerry J.Eatman, Ruth H.Edwards, FranklinEinstein, Martin J.Elenz, AstaEmuakhagbon, PatrickEngel, Joel H.Engen, Catherine J.Enriquez, BrandonEscobar, OmarEubanks, Robert A.Evans, ShawanEvans, SusanEversgerd, Jami T.Farr, Siobhan Ione W.Ferguson, ShenitaFerrell, Charles S.Fields, KennethFinancial GradeFioretti, Anthony F.Firmbach, Gregory A.Fitch, LisaFlorentine, Lillian M.Flores, VictoriaFNA Ins. Serv., Inc.Fox, MarkFranzoni, CharlesFrasieur, BobFrazee, BrentFrazier, WilliamFree, ChadFugitt, BruceFunches, EddieGalisin, Robert M.Gallagher, Susan L.Gallaher, JustinGamrecki, Frank J.Garcia, Jerry L.Garrett, John L.Garzoria, Maria D.Gillespie, CynthiaGillette, RandallGillis, PatriciaGilmore-Coker, Kenneth W.Gilronan, JamesGirard, Richard J.Goff, Byron R.Gogoshian, PaulGolden, Robert H.Gomez, JanieGonzalez, Hector B.

Gordon, MitchellGordon, Paul R.Gordon, William E.Grady, Robin S.Graham, GaryGraham, Mark B.Grossman, CraigGruenberg, Mary T.Gustafson, Larry H.Gutierrez, Mario J.Hagan, Linda A.Haidacher, IldikoHall, Karen E.Hallman, Victor F.Hameen, SheilaHampton, TerrilHanbury, Miles A.Harnett, Gregory M.Harper, Michael R.Harris, PatrickHarris, Paul S.Harris, William A.Hawkins, RyanHaylock, Marie L.Heath, Donald R.Hemelt, Charles F. IIIHenry, AkershureHensley, William H.Herrell, TajuanaHerron, RickeyHinman, NoelHobbs, Quince A. Jr.Hodges, Edward L. Jr.Holmes, Adela C.Hopkinson, Ryan D.Hovander, JadellHoward, Jimmie L.Hubbard, Donna R.Huffstodt, BrianHusted, Eddie L.Ivy, BarryIzguerra, GabinoJackson, Judy M.Jacobson, DeborahJanoyan, KhachigJeffrey, David G.Jessey, Christine R.Johnson, RaymondJohnson, Ronald E.Johnson, Tara K.Johnston, Toby M.Julian, Michael L.Kain, Brian T.Kannuck, RoseKanter, Jerome J.Katuran, Harvey L.Keith, Gregory S.Kent, PamelaKern, Bruce M.Khodadadian, HamzehKing, BobbyKing, TracieKline, KatherineKoelig, John C.Kolkey, SeanKraengel, Elaine G.Krause, Kerry L.Krus, Cheri L.Ku, Hwa-HwaKumar, VinodKummerle, Thomas A.Kurney Goff, Maxine P.Kyrola, JohnLambert, HarrisLand, Sandra

Langhofer, Benjamin L.Lanza, Ettore M.Lapidus, DavidLasher, ScottLaurenzo, Eugene R.Lazzara, Scott J.Lentini, Louis P.Lentini, VincentLeveton, Elisa H.Levings, SusanLevy, Beverlee J.Lewis, LamarLicht, Dennis H.Liebe, Bradley A.Linex, CharlesLobach, Dennis K.Lopez, SoniaLorenzo, Victor H.Louissaint, Leslie T.Lumsden, AdamLuna, KathleenLuong, HungLuu, Thi P.Lyter, James R.MacMillan, Neil J.Maher, WilliamMakowski, Jeffrey A.Mammano, Howard J.Mannie, Kenneth R.Markham, ThomasMarlow, Jennifer K.Marr, Carol J.Martin, TracyMatasy, Shirley J.Matthews, John E.Matthiesen, AlisonMcCauley, Darrell E.McClellan, DonaldMcConnell, KristendayeMcDonald, Frank F.McGhee, Bryon C.McGlory, LolitaMcGowan, ChristyMcKay, Fred M.McQueen, Philip R.Megill, Nancy A.Mendoza, John A.Menefee, DanielMerchant, Tiffany Y.Merckx, ReneeMeredith, Loa B.Meunier, Brian J.Meyers, Russell B.Miles, CarolMiller, John E.Milum, Margaret L.Minor, MinnieMisner, Dan J.Mitchell, Solomon J.Moll, Christiana M.Moluf, Larry F.Momeni, Constance M.Moore, RonicaMorrow, Karen L.Moses, CarolynMoss, Bryan D.Moultrie, Thelma L.Mundell, JanetMurphy, DonaldMurphy, Mike J.Musser, RayMutchler, JeffreyMyricks, Amy L.Navarro, John M.Neese, Alan P.

Nguyen, Trang S.Nichols, Steven D.Nimmo, WilliamNoel, WoodsideNouman, Camille D.Nwandu, AnnetteOberley, Timothy J.O’Connor, Betty L.Ogirala, Malathi R.O’Hagan, DeborahOkafor, ChristopherOliphant, Kaysi A.Omerhi, AugustineO’Neal, DarrylOneal, Gene L.O’Neil, Kevin A.Orozco, GuillermoOwens, Pamela B.Oxner, G W.Pack, Melvin D.Paine, FrancesPala, RajrshvariParekh, Kiran K.Parenti, Peter J.Passman, Neil T.Pearson, IrenePearson, Maria S.Perez, Eugene R.Perrin-Szafran, Penny A.Peterson, Bill E.Peterson, Frank A.Pettiford, Mandel H.Pham, Tam M.Phelps, Gary M.Phifer, JamesPhillips, John M.Pickart Ins. Agcy, Inc.Pimentel, DeciraPinard, HanaPittmon, Jerry L.Pivaral, DesireePizzi, John J.Pontecorvo, David J.Pope, KennyPortman, ScottPowell, Lisa M.Poyer, GeoffPreston, Frederick D.Prince, William K.Raanan, Rachele C.Rahe, Glenn W.Rahman, MagdiRamirez, GuadalupeRanson, Joseph G.Redman, Florence T.Reed, John W.Reid, Malcolm E.Reid, Sheldon H.Reynolds, JanelRichardson, WilliamRivera, AyaxRoark, EdwinRoberts, Lorene A.Robertson, JanetRobinson, Lonnie A.Robles, Teresa L.Rocco, MikeRogers, RamonaRojas, AbbynelRomero, DavidRosati, LisaRosen, Karen L.Ross, Sandra K.Roth, TerryRowan, Patricia L.

Ruecker, GeneRyan, RichardSaliba, Milad E.Sanchez, LilianSaxena, PremSchachter, Howard A.Schneider, CarrieScott, Kacy B.Seidl, JohnSentance, P. DavidSepe, Krisztina E.Shafer, Elizabeth L.Shakiba-Nejad, Hadi S.Sharp, Jim B.Shave, George F.Shaw, DougShen, Cheng-TsengSheppard, JannetteSherwin, NancyShirk, Gregory L.Shore, DavidShuler, WilliamSilver, Steve R.Sims, Eric W.Sipko, NancySklodowski, Robert Jr.Smith, AaronSmith, FredSmith, Joel A.Smith, LoreySmith, Robert A.Smith, Robert J.Spahr, Jacqueline S.Sparacino-Swift, LindaSpringer, Ellen V.Starghill, Walter L. IIIStealey, Ted R.Stengel, Sidney V.Sternberg, TiborStille, Brian S.Suarez, RafaelSuess, Joshua A.Sukhinin, AndreySullivan, Frank D.Sutherlin, Donnie R.Szukhent, Roland J. Jr.Talbot, MichaelTallichet, Jasmin M.Tangonan, ReginaldoTapper, John E.Thomas, Terry N.Thomas, Vita D.Thompson, George L.Thornhill, Connor D.Thurman, Melvin J.Toney, DavidTortorice, Mary JoTrotta, AnthonyTsakopulos, Thomas C.Tucker, William E.Umstead, Alan C.Usafee, AliVandegraft, Leslee C.Vann, Cynthia R.Vey, Bradley D.Vinson, Huey L.Vorgias, AlexanderWalker, Derrick A.Walker-Toliver, SharletteWall, FredericWallace, Don A.Ward, Warren K.Washington, OctaviorWatkins, Hyacinth K.Waunch, Mark J.

Webster, Kenneth R.Wehling, RobertWelty, RichardWhetstone, WalterWhite, Charles R.Wilbur, Lisa M.Wilhelm, Benjamin A.Williams, ArneshaWilliamson, Thomas E.Willis, Sandra L.Wilson, Michael L. Sr.Winfield, Kevin L.Wright, JeromeWynn, Patricia A.Yang, Fellix T.Yetman, Edwin S.Young, JohnZirpolo, MariaZurcher, Deryll G.

FIRST UNITED AMERICANAllen, CharlesAltman, ElliotBrown, Donald B.Burgart, Laura M.Chan, LuciaFNA Ins Serv., Inc.Frank, John D.Gapchuk, TatyanaGuiterman, RobertIarrobino, NicholasInsalaco, MichaelIsernia, Angela N.Jensen, Kirk A.Lintala, Eric R.Marenus, LioudmilaMcCarthy, Bryan C.Moses, CarolynRoe, JaeSchoenfield, RobertaStedge-Outwater, AnneWebster, Donald K.Weingarten, NeilWeinraub, JayZeller, Michael

4 October 2014 MEDICARE MOMENTUM

YOU ARE THE CHAMPIONS!A year has passed since UA introduced the iGO e-App® for Medicare Supplement sales.

The Medicare Annual Election Period is here, so if you’re not yet certified to use the e-App, sign up for a certification webinar with e-App Director Dave Oliver.

Agent Name e-Apps Issued*

TIM AHLBUM 144

DEVIN BARTA 102

JON AHLBUM 92

JACKSON EDWARDS IV 63

AARON GORDON 40

JAMES LAUGHLIN 38

LOREN OLGUIN 37

JULIO CORTES 35

JULIA LEMBCKE 33

VINCENT ABBATIELLO 30

JOSEPH MAISONET 30

EUGENE RANNEY 30

JORDAN VICKERS 25

KERRY SACHS 24

BRADLEY COOPER 23

CARL EHRLICH 22

STEVEN CHEEK 20

VINCENT LAGAMMA 20

MARK HELLER 19

STEVE KOSMISKI 19

CHANA GLUCK 18

HOWARD ROSENKRANTZ 18

ADAM PATTERSON 17

ISRAEL BORJAS 16

ANDY ADELSON 15

CHRISTOPHER BROWN 15

DAVID BUTTS 14

CATHERINE HATTON 14

ANN TRAVIS 14

JOSEPH WYZKOSKI JR. 14

DARRIN DIBISCEGLIE 13

KAREN GERNER 13

CHRISTOPHER GRAHAM, CLU 13

JOHN REARDON 13

JOHN RICHARDSON SR. 13

Agent Name e-Apps Issued*

MICHAEL RUTSTEIN 13

JOE VAUGHN 13

BRIAN BARGANIER 12

CHRISTOPHER GRAHAM, CLU 12

TIMOTHY RUSH 12

JOSHUA GREENBERG 11

MIKE LEMAR 11

CASEY PALMER 11

CURTIS VANHOESEN 11

JOHN CHAPPELL 10

RONALD EDWARDS 10

MICHAEL GREER 10

JAMES HOLMQUIST 10

JASON MORRIS 10

RONALD WARDELL 10

NANCY BARTLETT 9

NADINE COHEN 9

JOSEPH JAFFE 9

WILLIAM KOHN 9

ROBYN POLANCO 9

PIERRE ABADJIAN 8

APRIL BURKE 8

ELI FEKETE 8

CHRISTOPHER HEASLIP 8

JOHN JONES 8

SABRA LIEDTKE 8

ROBERT MCKNIGHT 8

FRANCINE RUSH 8

DOUGLAS WHEAT 8

VINCENT ABBATIELLO 7

JOSEPH BADESSA 7

RAFAEL IGLESIAS 7

ROBERT KELLY 7

BRENT LEAVITT 7

MICHELE MALOOLEY 7

Agent Name e-Apps Issued*

CHARLES ROPER 7

EDWARD WESTFALL 7

DONNA AHLBUM 6

BLAKE CAMPBELL 6

TERRY CYPHER 6

SANDRA DAVIS 6

JAMES DILLS 6

JAY GINTEL 6

PHILLIP HERMES 6

SUSAN HIRSCH 6

KYMENSKI KEMP 6

MOSES KISNER 6

DALE LOWENSTEIN 6

JACOB MCGEOY 6

ANTHONY PAPE 6

BARRY PETRINA 6

GUSTAVO REYES 6

JENNIFER SERR 6

WILLIAM SLAUGHTER 6

ARTHUR ATHANAS 5

JOHN HARCAR 5

JAY LAM 5

JENNIFER LAVELLI 5

MICHAEL MANNO 5

ROSANNA MOLLICA 5

AZAR PARCHAMI 5

VALERIE PAVONE-BAHLKOW 5

MARC RHEINGOLD 5

JOSEPH SCHEPIS 5

WAYNE TATE 5

NOEL WALLIS 5

*e-Apps issued as of 9/29/14; an Agent may appear twice if applications submitted under multiple Agent numbers.

MEDICARE MOMENTUM October 2014 5

What’s your goal? Make Seniors aware of the value of Medicare Supplement plans:

� Standardized plans to suit most budgets and lifestyles

� Guaranteed renewable as long as premiums are paid on time

� Never canceled due to declining health

� Freedom to choose any doctor, hospital, or medical facility that accepts Medicare patients

During this timeframe, a Senior enrolled in Medicare may:

� Enroll for the first time in a Medicare Advantage Plan

� Change from one Medicare Advantage Plan to another

� Return to Original Medicare from a Medicare Advantage Plan and purchase a Medicare Supplement

With United American and First UA, you can offer Seniors even more:

� Outstanding one-on-one Agent service

� Affordable premium rates

� A+ (Superior) Financial Strength rating from A.M. Best Company for more than 35 consecutive years for UA and more than 25 consecutive years for First UA (rating as of 6/14)

� Highly receptive and responsive Customer Service Department

� E-Service Center available 24/7 to access premium payments, review policy details, update mailing address, etc.

� Fast policy issue

� Quick claims processing

According to CSG Actuarial, well-known consulting firm specializing in the individual life and health insurance markets, almost 68 million individuals are projected to be enrolled in Medicare by 2022. CSG research indicates Medicare Supplement sales will continue to grow during the next 10 years and create ever-increasing opportunities for insurers and Agents. Grab those opportunities! Be part of that growth! Start NOW during the Medicare AEP!

Source: www.csgactuarial.com; www.seniormarketsales.com

The Medicare Annual Election Period (AEP) is underway and runs Oct. 15 to Dec. 7, 2014,

with coverage effective Jan. 1, 2015.

Have you attended a training webinar or live workshop recently? This is the optimum time of year to get revved up for the Annual Election Period. Boost your Medicare Momentum! These Agents have!

“Good seminar, Rick (Andriola). After 40 years in the business, I still picked up a few good ideas."

~Agent Harry L. Ehrenberg

“Dear Henry (Vazquez), so great to see you ‘live’ and full of energy in Phoenix! The information and training you provide is very valuable. It was great to receive the packet of collateral material and have you confirm the incredible history of UA. Looking forward to having you in person again; will work on filling the room!”

~Agents Penny Fox and Susan Hayward

“The HDF plan with United American is a great fit for my clients, and I’m looking forward to writing more business during Open Enrollment.”

~Agent Curtis Fuchs

“Chuck (Mankamyer), thank you for the trip to Globe Life Park. It was great! I look forward to a great future with UA.”

~Agent Berge Bedrossian

“On my first Medicare Supplement sale, I saved my client $500 annually on United American’s Plan F over the renewal amount she got from another well-known insurance company!! Needless to say, we were both real pleased!! Thank you, United American!!”

~Agent Jeffrey Malley

“Chuck (Mankamyer), Ryan (Sykes), Jim (Savo), thank you very much for this past week. Helping us recruit and your hospitality are sincerely appreciated. We are ramping things up for AEP and beyond!”

~Agent Todd Concklin

“I am blessed to have United American as a product to offer. Selling UA let me build a career selling Medicare Supplements. We all know the e-App is changing the entire market for Medicare Supplements, as it allows us to write wherever we are licensed, opening our sales potential beyond how far we can drive. It also saves time to make more sales!”

~Agent Jason Stevens

“Thank you (Henry Vazquez) for doing the seminar. My knowledge of United American products has increased 10-fold. I can tell you without reservation many Agents I spoke with afterwards shared that feeling. Also the different sales ideas, the access to T65 leads … I was completely unaware of them. Personally, getting more information on the Foundation Signature Series and the Cash Cancer policy was an awesome bit of good fortune, as I am beginning a four-month mailing campaign to 20,000 homes with respect to both the Affordable Care Act and the Medicare Annual Enrollment Period. Having owned an Agency for many years that I sold after my wife’s passing, I would LOVE the opportunity to build my own team in Arizona.”

~Agent Vince Lentini

6 October 2014 MEDICARE MOMENTUM MEDICARE MOMENTUM October 2014 7

MEET JACKSON EDWARDS IV

“Jackson’s story is living proof that dedication, product knowledge, and a strong work ethic are the keys to success. We are so proud to know him and to have him on our team.”

Jon AhlbumThe Ahlbum Group

Summit: How did you get interested in selling insurance?

JE: It was through Devin Barta from The Ahlbum Group. We’ve been friends since middle school and played high school basketball and volleyball. I saw his success and thought it was worth a shot.

Summit: What did you do before working with The Ahlbum Group?

JE: I have a bachelor’s degree in Biological Sciences from Florida Atlantic University, so I attempted to start a lawn service … $20 a cut using a push mower. I had decent success, but, unfortunately, had a horrible accident that rendered me thousands of dollars in debt and homeless. I lived in my work truck for three months. During that time, I studied for my 2-15 Health and Life Agent License, passed, and began selling Medicare Supplements. I studied books, audiotapes, and videos on motivation, success, and working independently. I was at the office 30 minutes before anyone and left 30 minutes after everyone. My situation was a huge motivation to make sales.

Summit: What United American products do you focus on?

JE: I specialize in Medicare Supplements for their simplicity, high demand, and persistency. I love answering questions with ‘the supplement covers most additional Medicare-approved expenses,’ or ‘any doctor who accepts Medicare accepts a Medicare Supplement’. Clients don’t worry about hospitals and doctors leaving their network, and no referrals are necessary.

Summit: What’s best about being a United American Agent?

JE: Where do I start? I can call Agent Services and get policy changes made in 15 seconds, not 20 minutes as with other companies. Renewals for the life of the business are great. I’m confident I offer clients the best product from a company that has sold Medicare Supplements with consistent rates for almost half a century and been rated A+ (Superior)* for financial strength by A.M. Best Company with more than 35 consecutive years. I’m proud to be with United American and won’t sell for any other company.

Summit: Do you have a mentor?

JE: Yes, Devin guided me to where I am today. I learned the correct way to sell insurance and didn’t have to go through any trial and error processes. Devin constantly pushes the envelope and finds new techniques to increase sales numbers. He taught me to never be content and to constantly push myself. Most importantly, he showed me how to have fun in this business. We both love showing up for work every day and being competitive. Also, special thanks to Jon Ahlbum for creating such a wonderful Agency for us to be part of.

Summit: What has been your biggest challenge selling insurance?

JE: I think overcoming fear, finding motivation, and getting out of my comfort zone. You must accept failure is a necessary part of the road to success, and the more you fail the more experienced and seasoned you become. Embrace failure. As a shy person, there’s not a more horrifying situation than cold calling someone and trying to sell them something, let alone meeting them in person. But after thousands of phone calls, it eventually clicks and becomes second nature. A quote I use a lot to keep going is from the movie Rocky, ‘It’s not about how hard you hit; it’s about how hard you can get hit and keep moving forward’.

Summit: Jackson, you are frequently listed on the weekly Leader Board and among the top producers in Summit. What advice can you give others starting in this industry?

JE: Be part of an Agency with successful Agents, whose names are in the top-30 producing Agents. If you want to be great, surround yourself with greatness. Find a mentor, spend time with him/her, and absorb as much information as you can. Go on appointments with successful Agents and learn from each one, until you begin to develop your craft and go off on your own. The worst thing is to completely mimic someone else. You will naturally develop your own style and find what works for you. Be yourself. People know when you’re not sincere, and it impacts your sales. This business also relies on the law of large numbers. The more people you call, the more success you have. Be diligent with follow ups and don’t stop calling until they tell you to. Be tenacious.

*Rating as of 6/14

Jackson with his new BMW; sure beats his old truck!

8 October 2014 MEDICARE MOMENTUM

Ask e-App Director Dave Oliver!

Why Use Mikogo?

If you’re using the iGO e-App® for Medicare Supplement sales, you’re probably familiar with Mikogo, the easy-to-use, screen-sharing software that allows you to work remotely with customers.

Dave explains how Mikogo has improved the sales experience for Agents, especially those who relied solely upon face-to-face appointments for reaching out to customers and closing sales. Mikogo gives UA and First UA Agents a new approach to sales, one that is more mindful of a customer’s time, privacy, and security concerns. “An online sales meeting with a client,” says Dave, “is what we call a noninvasive appointment. We don’t invade their privacy. The customer doesn’t have to clean up the house. They don’t have to put on a pot of coffee. It’s very convenient for the client.” A Mikogo meeting is also a safe appointment for the customer who is uncomfortable inviting a stranger into the home. An Agent can still showcase the features of our ProCare Medicare Supplement insurance, and quickly build client trust to solidify a quality business relationship.

“Using Mikogo,” says Dave, “Agents can do business in any state in which they’re appointed without traveling. When I was an Agent, it was nothing for me to drive an hour, two hours, three hours, or more to do a single presentation, turn around, and come back.” That’s a lot of time and a lot of gas! “The gas money and wear-and-tear on the vehicle is one

thing. But the more important thing is the time aspect – that nonproductive driving time, when I could have been prospecting or doing additional presentations. That’s what really cost me money – that’s the intangible that’s hard to see, but it is definitely there. Mikogo makes you more efficient, more professional, and able to use your time more wisely. It’s really increasing Agents’ production.”

Mikogo delivers a product with great communication tools and exceptional ease-of-use. It’s carefully designed so any user can take advantage of it, even if he or she isn’t the most computer-savvy person around. Mikogo is offered to UA and First UA Agents at a discounted price; go to the UA or First UA Agent website and click ‘e-App’ to access the Mikogo contract.

Source: http://www.mikogo.com/2014/06/10/insurance-agents-selling-experience-interview-united-american-insurance/

MEDICARE MOMENTUM October 2014 9

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PACESETTERS CLUB

PRESIDENT'S CLUB

JON AHLBUM The Ahlbum Group

MIKE LEMAR Sunshine State Agency

WILLIAM J. BOROSAK JR. Secure Financial Group

CATHERINE E. HATTON Long Island Insurance Solutions

EDWARD L. SHACKELFORD The Assurance Group, Inc.

PAUL T. SHELDON TIM AHLBUM KERRY SACHS SCOTT J. SCHWARTZ PHILIP L. ROBBINS

6. RAY STEVENS Stevens & Associates Insurance Agency, Inc.

7. RON CONCKLIN Rosenberg-Concklin, Inc.

8. ROBERT M. WROBLEWSKI SOS Insurance Group

9. SCOTT E. MEDNICK Professional Insurance Systems of Florida

10. PAUL T. SHELDON Paul Sheldon Insurance & Benefits Planning

11. PHILIP L. ROBBINS Robbins Insurance Agency

12. DEVIN M. BARTA

13. SHAWN T. SCHROEDER Jack Schroeder & Associates, Inc.

14. SCOTT J. SCHWARTZ Insurance Protection Services

15. JOSEPH MAISONET Maisonet Insurance Agency

16. TIM AHLBUM

17. PAUL SWEENEY Quality First Insurance Agency, Inc.

18. FRED M. ULAYYET Senior Care Insurance Services, Inc.

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

20. JOHN W. CLARK Senior Solutions Insurance Agency

21. JOHN R. SLOWIK22. FUTURITY FIRST

INSURANCE GROUP, INC.23. AMERICAN EAGLE

CONSULTANTS, INC.24. KERRY SACHS

Secure Retirement Solutions, Inc.

25. PETER S. GELBWAKS Gelbwaks Executive Marketing Corp.

26. NAYEEM SIDDIQUE Siddique Insurance Agency

27. MARK HELLER Heller Insurance Agency

28. CESAR CHACON

29. CENTERSTONE INSURANCE & FINANCIAL SVCS.

30. BENEFIT PLANS OF AMERICA, INC.

6. DEVIN M. BARTA

7. JON AHLBUM

8. RAY STEVENS

9. FRED M. ULAYYET

10. EDWARD A. CATRON

11. JACKSON EDWARDS IV

12. AARON GORDON

13. DEXTER R. SAYLOR

14. MARK HELLER

15. CHAD A. ROBBINS

16. ROBERT HOLZMAN

17. JASON STEVENS

18. JEFF D. HACKMEIER

19. JOSEPH A. JAFFE

20. JAMES A. LAUGHLIN

21. RICHARD D. SAKHAROFF

22. BEVERLY J. KINGSLEY

23. GARY S. KEMPLER

24. CHRISTOPHER N. GRAHAM, CLU

25. ROBERT V. TANTILLO

26. JULIO C. CORTES

27. EUGENE RANNEY

28. JULIA LEMBKE

29. CATHERINE E. HATTON

30. KEITH E. CLEVELAND

Through September 2014, these top producing Agencies and Agents have the highest net combined annualized

premium. They qualify to attend the annual Convention based on Company production and retention requirements.

10 October 2014 MEDICARE MOMENTUM

1. MIKE STEVENS Farm & Ranch Healthcare, Inc.

2. RANDALL F. EATON Eaton Insurance Agency

3. DONALD K. SALTIS Saltis Insurance Agency

4. CHARLES A. LOPER JR. Loper Insurance Agency

5. NEAL STACY Stacy Insurance Agency

6. RONALD C. WOODLIEF Woodlief Insurance Agency

7. ENSURITY GROUP, INC.

8. FRANCES D. SALETT Salett Insurance Agency

9. JACOB M. MCGEOY Secure Benefits Alliance

10. EDWARD A. MAXFIELD Maxfield Insurance Agency

11. JON AHLBUM The Ahlbum Group

12. JOSEPH MAISONET Maisonet Insurance Agency

13. MELVIN M. WILLIAMS Williams Insurance Agency

14. LEE V. JERNIGAN Jernigan Insurance Agency

15. MARCUS KABORE Kabore Insurance Agency

16. ORAN W. YOUNG Young Insurance Agency

17. LOREN A. OLGUIN Olguin Insurance Agency

18. AMERICAN EAGLE CONSULTANTS, INC.

19. MACK M. DANIELS Daniels Insurance Agency

20. NICHOLAS SALERNO SR. & ASSOCIATES

21. MICHAEL E. SMITH Smith Insurance Agency

22. DANIEL W. SHEA Shea Insurance Agency

23. GREGORY A. LOERZEL Loerzel Insurance Agency

24. WILLIAM P. SCARCELLA Scarcella Insurance Agency

25. JOHN W. HARRINGTON Harrington Insurance Agency

26. DAVID K. DANIELS David K. Daniels & Associates, Inc.

27. SAMUEL A. DUNCAN Duncan Insurance Agency

28. LIONEL D. STOCKWELL Stockwell Insurance Agency

29. ROBERT M. WROBLEWSKI SOS Insurance Group

30. GEORGE L. MORTENSEN Mortensen Insurance Agency

1. MARK A. SIMPKINS

2. CRAIG S. WALKENBACH

3. RICHARD L. KRETSCHMAN

4. LEE A. MCGRIGGS

5. EDWARD T. CODY

6. RONALD C. WOODLIEF

7. DORA SOLIS

8. FRANCES D. SALETT

9. MARIA-RICHETTA HARRIS

10. CICERO MORRIS

11. ANTHONY BINGHAM III

12. WILLIAM E. CRAIGHEAD

13. LEE V. JERNIGAN

14. MARCUS KABORE

15. ORAN W. YOUNG

16. JOSEPH MAISONET

17. LOREN A. OLGUIN

18. ROBERT C. LACKEY

19. MACK M. DANIELS

20. MICHAEL E. SMITH

21. DANIEL W. SHEA

22. ROBERT R. PARKER

23. WILLIAM P. SCARCELLA

24. DANIEL HINES

25. JOHN W. CRAVEN SR.

26. SAMUEL A. DUNCAN

27. LIONEL D. STOCKWELL

28. ROGER A. GRADY JR.

29. CARLTON R. HAWKINS SR.

30. GEORGE L. MORTENSEN

1. JON AHLBUM The Ahlbum Group

2. MIKE LEMAR Sunshine State Agency

3. WILLIAM J. BOROSAK JR. Secure Financial Group

4. CATHERINE E. HATTON Long Island Insurance Solutions

5. EDWARD L. SHACKELFORD The Assurance Group, Inc.

6. RAY STEVENS Stevens & Associates Insurance Agency, Inc.

7. RON CONCKLIN Rosenberg-Concklin, Inc.

8. ROBERT M. WROBLEWSKI SOS Insurance Group

9. SCOTT E. MEDNICK Professional Insurance Systems of Florida

10. PAUL T. SHELDON Paul Sheldon Insurance & Benefits Planning

11. PHILIP L. ROBBINS Robbins Insurance Agency

12. DEVIN M. BARTA13. SHAWN T. SCHROEDER

Jack Schroeder & Associates, Inc.

14. SCOTT J. SCHWARTZ Insurance Protection Services

15. JOSEPH MAISONET Maisonet Insurance Agency

16. TIM AHLBUM

17. PAUL SWEENEY Quality First Insurance Agency, Inc.

18. FRED M. ULAYYET Senior Care Insurance Services, Inc.

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

20. JOHN W. CLARK Senior Solutions Insurance Agency

21. JOHN R. SLOWIK

22. FUTURITY FIRST INSURANCE GROUP, INC.

23. AMERICAN EAGLE CONSULTANTS, INC.

24. KERRY SACHS Secure Retirement Solutions, Inc.

25. PETER S. GELBWAKS Gelbwaks Executive Marketing Corp.

26. NAYEEM SIDDIQUE Siddique Insurance Agency

27. MARK HELLER Heller Insurance Agency

28. CESAR CHACON

29. CENTERSTONE INSURANCE & FINANCIAL SVCS.

30. BENEFIT PLANS OF AMERICA, INC.

1. PAUL T. SHELDON

2. TIM AHLBUM

3. KERRY SACHS

4. SCOTT J. SCHWARTZ

5. PHILIP L. ROBBINS

6. DEVIN M. BARTA

7. JON AHLBUM

8. RAY STEVENS

9. FRED M. ULAYYET

10. EDWARD A. CATRON

11. JACKSON EDWARDS IV

12. AARON GORDON

13. DEXTER R. SAYLOR

14. MARK HELLER

15. CHAD A. ROBBINS

16. ROBERT HOLZMAN

17. JASON STEVENS

18. JEFF D. HACKMEIER

19. JOSEPH A. JAFFE

20. JAMES A. LAUGHLIN

21. RICHARD D. SAKHAROFF

22. BEVERLY J. KINGSLEY

23. GARY S. KEMPLER

24. CHRISTOPHER N. GRAHAM, CLU

25. ROBERT V. TANTILLO

26. JULIO C. CORTES

27. EUGENE RANNEY

28. JULIA LEMBKE

29. CATHERINE E. HATTON

30. KEITH E. CLEVELAND

LOOK FOR YOUR NAME ON FACEBOOK AND TWITTER!

LOOK FOR YOUR NAME ON FACEBOOK AND TWITTER!

MEDICARE MOMENTUM October 2014 11

LIFE HEALTH

LIFE HEALTH

GE

NE

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L A

GE

NT

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RIT

ING

AG

EN

TS

BOCA

RATON#UACONVENTION2015

FLORIDA

2015 CONVENTION JUNE 18-21, 2015, BOCA RATON RESORT & CLUB

WH

AT Y

OU

NEE

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O Q

UA

LIFY

IF

YO

U A

RE A

GEN

ERA

L A

GEN

T:

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

WR

ITIN

G A

GEN

T:

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

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.