JUNE 28 - JULY 1, 2012 annUal COnVentiOn Hard rOCk HOtel ... Sheets...toward a Life Underwriter...
12
September 2011 The news and ideas magazine for the Independent Agents of United American and First United American Life Insurance Companies
Transcript of JUNE 28 - JULY 1, 2012 annUal COnVentiOn Hard rOCk HOtel ... Sheets...toward a Life Underwriter...
September 2011
The news and ideas magazine for the Independent Agents of United American and First United American Life Insurance Companies
annUal COnVentiOn JUNE 28 - JULY 1 2012 Hard rOCk HOtel amp CaSinO PUnta Cana
2 September 2011
content manager christie gibson
editor roberta boyd king
senior staff writer brynn caccamo
staff writers michael baker katrina kotzen
graphic designer cal slayton
e-mail editortorchmarkcorpcom
home office 972-529-5085
agent service center 800-925-7355
supply order fax 469-525-4290 attn agency supply
supply order e-mail agentsupplytorchmarkcorpcom
websites wwwunitedamericancom wwwunitedamericancomlogon wwwfirstunitedamericancom wwwfirstunitedamericancomoffice
Published regularly by United American and First United American Life Insurance Companies for the dissemination of information to its Agents Prior permission must be obtained from the Home Office for reproduction or other use of material herein
intrOdUCinG direCtOr GarY W OWen
We are pleased to welcome Gary Owen as Southeast Region Director for United American
Gary is a member of NAIFA the National Association of Insurance and Financial Advisors a former member of FINRA the Financial Industry Regulatory Authority and was a member of the Leadership
Club and Leadership Council with American General Life and Accident Insurance He is currently working toward a Life Underwriter Training Council Fellow (LUTCF) designation from the American College
Through his association with Business Network International Gary and a group of medical financial and legal professionals host educational seminars about how to protect enhance and preserve lsquoquality of lifersquo physically financially and legally From these seminars grew Garyrsquos one-hour weekly radio show lsquoThe Quality of Lifersquo where he covers topics like the importance of life insurance and Medicare Supplements
Gary is also a former pilot and Lieutenant Colonel in the United States Air Force Auxiliary and received many military commendations including the highest achievement in Civil Air Patrol The Gill Robb Wilson Award
Father of a 13-year-old daughter Gary enjoys flying scuba diving fishing boating travel and networking in his free time
We look forward to using Garyrsquos many skills and talents to help our General Agents grow their Agencies and increase their production
eaPP inStallatiOn trOUbleSHOOtinG GUide We recently added an important tool to your online resources The eApp Installation and Troubleshooting Guide is now available at UAOnline under lsquoApplicationsrsquo on the left-hand side of the page Always consult the Guide first on any issue related to the eApp before you contact Agency Service
$3000 adP aPPrOValS United Americanrsquos $3000 Accidental Death Policy has just been approved in Arizona Colorado Kansas Maryland New Hampshire New Mexico Ohio Oklahoma South Carolina Utah and Washington Download the Marketplace Bulletin at UAOnline lsquoGeneral Agency Officersquo lsquoHealth Productsrsquo lsquoAccident Coveragersquo and take the online Brainshark training at lsquoUA General Agency Officersquo The $3000 ADP Laptop Sales Presentation is also available
MediCare SUPPleMent Plan HdF reMinder Donrsquot forget customers who purchase a United American Medicare Supplement ProCare HDF policy with an effective date of Oct 1 2011 or after pay only $1000 of the $2000 calendar-year deductible before their policy benefits take effect
This calendar-year deductible reduction applies only to United American not First United American
keeP YOUr SPiritS UP United American and First UA send thoughts and prayers to members of the UA and First UA family who have experienced hardship and loss during the past weeks due to hurricanes tornadoes fires and floods
MediCare SUPPleMent benCHMark reFUndS United American is giving refunds andor premium credits to ProCare Medicare Supplement policyholders who were issued these Medicare Supplement plans through Dec 31 2010 in the following states
AlabamaMSA
Prestandardized Plans
3 - 6 months
California MSA MSB MSG 1- 5 months
Idaho MSG 5 or 6 months
Indiana MSA 5 or 6 months
Louisiana MSB 3 or 4 months
Mississippi Prestandardized Plans 6 months
Oklahoma MSF 1 or 2 months
South Carolina MSA 5 or 6 months
Tennessee Prestandardized Plans 3 months
Texas MSF 0 or 1 month
Utah MSB MSF 1- 6 months
Washington MSG 2 or 3 months
West Virginia MSB MSF 1- 3 months Policyholders receive between one and six months premium credit while some policyholders may receive a refund If the policyholder receives a premium credit no commission is paid during this waiver period as the Company is not collecting premium
MediCare SUPPleMent terMinatiOn letter As previously communicated the Underwriting Department now sends notification to Medicare Supplement applicants whose application is pending for receipt of a letter confirming termination of coverage from their previous insurer
The Agent and applicant have 60 days to provide the Home Office with the termination letter before we withdraw the application Other pending requirements must be submitted within the standard 30 days Call Agency Service at 1-800-925-7355 or e-mail agencyservicetorchmarkcorpcom with questions
attn rHOde iSland aGentS Effective immediately UA Partnersreg United Americanrsquos optional noninsurance discount medical services program is temporarily unavailable in Rhode Island We will notify you when it again becomes available Call Agency Service at 1-800-925-7355 or e-mail agencyservicetorchmarkcorpcom with questions
intereSt rateS Set The Lifestyle Annuity rate for September is 300 percent Rates are reviewed and adjusted accordingly
The Deposit Fund Rider new business interest rate for 2011 is 300 percent
PerSPeCtiVe
Charles Mankamyer Senior vice President General Agents
Seniors Seniors and More Seniors
I was hosting a meeting at the Home Office a few months ago and several General Agents and I were discussing the tremendous potential of the Senior market One of the attendees said ldquoItrsquos a Senior Tsunamirdquo I think he was absolutely right Irsquove never seen the Medicare market more ripe with Baby Boomers This is the first year this group turns 65 and their wave of Medicare eligibility is going to expand for decades to come According to Pew Research Center 10000 Baby Boomers turn 65 every day Can you imagine that Ten thousand Thatrsquos a lot of Seniors and amazing potential for expanding your Medicare Supplement production This is an exciting time for Seniors and Agents because the future of Medicare Supplement sales is absolutely limitless
But the excitement is not only about Baby Boomers Remember what has taken place the last few years with Medicare Advantage (MA) members Thousands upon thousands of MA members were dropped by their Medicare Advantage insurers as those insurers no longer found it profitable to sell Medicare Advantage Thousands of Seniors were left to fend for themselves Is it possible that scenario could repeat itself Only time will tell and that time is rapidly approaching
As we have talked about in previous issues of Summit and in my weekly Chats with Chuck e-mails the Medicare Advantage Annual Election Period (AEP) changed this year The Medicare Advantage AeP now runs from October 15 to December 7 It starts earlier and finishes earlier That means you only have a few short weeks before many Medicare Advantage members may need your help as they return to Original Medicare and seek a quality Medicare Supplement Starting this month Medicare Advantage insurers who are dropping out of the MA market begin to notify members they are terminating a memberrsquos coverage There may be many frantic Seniors out there looking for someone they can trust That someone could be you and a quality Medicare Supplement from UA or First UA
What makes United American so special I started in this industry back in 1970 and with United American in 1979 And now 32 years later United American is still paying me renewals for business I sold in my early days as a General Agent United American is still here when other Medicare Supplement insurers have fallen by the wayside or redirected their resources When Andy king President and Chief Marketing Officer of United American and First UA asked me to come on board at the Home Office to help guide the General Agency Division I was honored Having already
been associated with United American for so many years as a successful General Agent I knew that I could bring something important to the table
I have walked where you walk I have been in your shoes and understand the issues and concerns you deal with every day And I understand that by contracting with United American or First UA you have put yourself in the best possible position for success
you have the outstanding resources of United American and First United American standing behind you We offer online training 247 and the Laptop Sales Presentation to make your sales calls as easy and consistent as possible Even on days when yoursquore not at your best the Laptop Sales Presentation always is We have advertising and marketing materials already state-approved just waiting for you to use in your prospecting efforts We can help you build your business through weekly webinars and live workshops around the United States and we have Agent incentives (like those fantastic FREE direct lead mailers) that can set your organization on fire And our Home Office support is here to give you the guidance you need whenever you need it
Low HDF premiums are a big attraction for UA and First UA prospects According to Tom Conner United American Central Region Director ldquoHDF and F+ are the winning niches in the Senior marketrdquo And where the UA Reserve Fund Annuity is approved and properly funded by the customer Seniors can enjoy the convenience of the Company facilitating payment of their medical expenses before their Plan HDF benefits take effect
The biggest benefit for you when working with UA or First UA is the lifetime renewal stream As I said I still get renewal income from business I sold 30 years ago And renewals are why many Agents get into this business to start with How many other sales positions continue to pay you 30 years after you sell a product or service I canrsquot think of a single one And in case you donrsquot know it United American and First UA pay renewals for the life of the policy not just for six or eight years In many cases the life of the policy can be 20 or 30 years
United American and First UA want to set you and your Agency on the path to success
Limited to the sixth policy year on guaranteed-issue Medicare Advantage replacements only not applicable in Washington
September 2011 3
UNITeD AMerICANApplestein Judith GouldArakelian RoubinaArmstrong J PrestonAsquino Jason JohnBarela kathleen victoriaBarwick Jr David CarlBassett James WilliamBate Robert EBaumann III Michael FrancisBaxter Darla GearldeanBebawi Bill MBorman kurtis CBoul Richard JohnBowen Don GeneBrown Timothy JamesCadle Herbert WCain Andy GeraldCalvano Eugene AnthonyCampana Diana MCampbell Larry EdwardCessna Lawrence RayChambers Duane ECharitar Jitendra SamCharley Dennis OsbourneCharrin Jack ReneChase Timothy WChiarelli JohnCoe Michelle yvonneColwell LeeCox John ACraft Jon LCross Richard HCurran Susan MaryDamico James HowardDennis MarianDolph Rone MiltonErenfeld Fred REvans Selvyn LloydEwell III Jefferson DavisFarmer Beverly kFenton MarkFiala Susan AFlannery vicki CFrazier Thomas EGallagher Daniel keithGarza victor CortinasGaulrapp John kerwinGearhart James BGigaroa Matthew JGipson Harold EdwardGolden Jr Patrick Francis
Grady-Calhoun NorvelGramlin Melanie AnneGreenwood James WilliamGuevremont Laurie AnnGuilfoil Jr John MHarness Larry GHobson Russell LewisHocbo Ethel RiveraHoke Jr Donald DHolloway Barbara GraceHughes Christopher R MHutton Randy WilsonIkeoka Roy TadashiIsrael StevenJackson Jerry kayJankelunas Jr Daniel TJewett William GlennJohn C Harcar Ins Agency IncJohnston Robert JosephJordan kathleen MJoski Jill Mkovarsky Nathan StevenLamberta Peter SLegair OsaferLin Michelle ShuanLindell Walter CLindsey Stephen ClarkeLingle Roy AllenLower Douglas JamesLuchesi CharlesLumia Mark RichardMaragni Martin PMathews Donald WayneMaz David AMcCan Christopher MMeredith LarryMerlin David ArmondMickelson James StevenMiller William kennethMitchell William SeldenMonroe Richard LeeMorgan Stephanie DarleneMorgan Stephen Le RoyMosier Connie JeanMoultrie Richard GolfinMullins Richard DavidNawrocki II Walter MichaelNelson Mark ANowack Dennis JOlgin Arthur BOrtiz Jr DanielPaikowski John Joseph
Patrick Paul DPayne Bruce AllenPayne Sonya kayPence Linda JPence Steve OPendergrass Lewis EdwardPennell Betty JPhelps Anthony ShanePlagge Douglas AllenPoland John CurryPradhan Farah ERay Deanna ClairRhodes William SRichardson II Alva DaleRigg Steven RRoss Nawana ElaineRuhm Christopher PhilipRyerson William CarlSawyer Andre DSchoonover Jonathan EScott Barry PScott Mark BradleySeiler Jerry RobertSerratelli James AShuman Jack TSiegalkoff Gary FranklinSkiba Gary MSmith Iii John JosephSmith Robert JSouthard Nancy JoStanley Ruth HelenStraus Sr Arnold MauriceThornton Quentin Duanevanata valerie Nicolevandyke kevin Michaelvining Gerald Madisonvowell Darrell RayWhite Bruce JamesWiggins NathanWright Marty JoeWurster Roger M
FIrST UNITeD AMerICANBig Apple Benefits IncCampbell Solberg Assoc IncFleming Patricia SusanRicetti Matthew RRisman vladimirWood Jr Paul DanerWright Cheryl
Congratulations and welcome to United American and First United American Wersquore excited you have chosen to join the family With the tremendous volume of Seniors around us the Medicare Supplement market is THE place to be
4 September 2011
Welcome to UA amp First UA
September 2011 5
BE PREPARED for the AEPBE PREPARED Whether yoursquore a Boy Scout or a UA or First UA Agent thatrsquos a telling motto Itrsquos telling you to get ready for the Medicare Advantage Annual Election Period (AEP) that begins October 15 and runs until December 7 NOW is the time to solicit business from Medicare Advantage members who are losing coverage and may be looking to join Original Medicare and purchase a Medicare Supplement There are several preapproved Medicare Supplement print ads available to you in the United American and First UA Ad Catalogs Most ads are available in color or black and white and can be used in newspapers Senior newsletters community bulletins etc Several are aimed directly at Medicare Advantage members but we also offer generic Med-Supp ads and ads specifically focused on UA Plan HDF and First UA Plan F+
If yoursquore not familiar with the Ad Catalog this is a great time to get acquainted United American Agents go to UAOnline lsquoUA General Agency Officersquo lsquoAgent Toolsrsquo First UA Agents go to wwwfirstunitedamericancomoffice lsquoAgent Toolsrsquo Remember BE PREPARED
6 September 2011
Simple Tips for Success with SeniorsThe Senior market is one of the most lucrative in the insurance industry with 10000 people turning 65 each day in the United States and thousands of Medicare Advantage members potentially losing coverage each year Here are simple tips to get you ready for the Medicare Advantage Annual Election Period starting October 15 and to make the sales experience more pleasant and profitable for you and your prospect
September 2011 7
KeeP IT PreSSUre-Free People donrsquot like to be pushed into doing anything and that includes Seniors Maintain a pressure-free atmosphere when selling to Seniors Emphasize itrsquos important they make a decision but that the decision is entirely theirs to make
be A VOLUNTeer More than anything Seniors want to maintain their independence and continue to feel active and vital volunteer your time to help them do just that Senior centers health clubs religious organizations Senior sports teams travel clubs etc are always looking for volunteers to assist with Senior programs and classes What a great way to get acquainted with potential prospects and do something positive for your community
HOST COFFee TALK A good way to get acquainted is over a cup of coffee Run an ad in your local newspaper or community bulletin to host a lsquoSecond Cup of Coffeersquo for Seniors at a local restaurant Indicate you want to bring them useful information about Medicare and answer questions they may have about Senior health insurance Host it midmorning when business is slow for most restaurants Owners will appreciate the additional sales on donuts apple fritters and bear claws
be CUSTOMer-CeNTereD While being knowledgeable about our Company and products is important to creating a good sales presentation caring about your prospect is just as important Prospects donrsquot care how much you know until they know how much you care Everything you do and say must be for the good of the customer Give them the time they need and the information they need to make the decision thatrsquos best for them And most of all always be sensitive to their personal and financial situations
HOLD AN ANNUAL reVIeW yoursquove heard it a million times but we canrsquot overemphasize the importance of an annual review Whether there are significant changes in the lives of your customer or not the annual review is a great way to let customers know you continue to care long after you make the sale Itrsquos also an outstanding opportunity to get referrals For instance your Senior customer may have moved during the past year to a retirement community When you visit you may end up with more referrals than you ever dreamed possible and you may decide their new residence is a fantastic place to hold a Senior seminar In addition invite the children of your Senior customers to sit in on the annual review The kids may be aware of additional needs the parents have and may provide you with additional referrals Annual reviews create all kinds of opportunities
MArKeT IN MANy MeDIUMS Make use of all the possibilities around you - direct mail customer referrals Senior seminars print ads in newspapers and community or church bulletins health fairs sponsorship of kidsrsquo sports teams congratulatory ads in high school and college yearbooks And donrsquot forget people in line with you at the bank or the grocery store Tell everyone what you do and how well you do it All these can keep your name in front of the public and make you the go-to man or woman for Medicare Supplement sales Make sure any advertising material you use or distribute is approved by the Home Office
SAy THANKS We often stress the importance of acknowledging special occasions in the lives of your customers such as birthdays anniversaries etc But is there any time more appropriate to thank them for their business than at Thanksgiving When you send a card at Thanksgiving it gets noticed and you stand out from the crowd instead of being lost in the holiday shuffle
GeT reFerrALS This is a given with most insurance sales people but we want to emphasize how much easier and more significant this can be when you have the $3000 Accidental Death Policy to offer When your customer gives you a referral theyrsquore not just giving you a referral Theyrsquore giving that referral an opportunity to receive $3000 worth of accidental death coverage for themselves and their spouse and $1000 for each of their kids and all for a minimal annual premium at the end of the first policy year What a deal The ADP gives the term referral a whole new dimension
Source Pew Research Center wwwseniormarketadvisorcom
8 September 2011
Life Insurance Awareness Month a Slam Dunk in 2011September is Life Insurance Awareness Month The annual promotion coordinated by the nonprofit LIFE Foundation is designed to promote the importance of life insurance to both the general public and life insurance producers Each year a well-known personality who has personally benefited from life insurance is selected as spokesperson for the event
This yearrsquos representative is Lamar Odom forward for the Los Angeles Lakers and two-time NBA champion Lamar learned the importance of life insurance at the age of 12 when his mother passed away from colon cancer Because of her life insurance policy Lamar was able to continue his private-school education This contributed to his sense of stability during a time of tremendous personal upheaval and had a positive impact on his future emotional and athletic development After high school Lamar was able to attend college without the pressure of having to earn money to help support his grandmother who cared for him He was able to develop his talent on the court instead
ldquoIrsquom sure my mom didnrsquot think she would die at age 35 but that didnrsquot stop her from doing the responsible thing and buying life insurancerdquo said Odom ldquoHer wise decision gave me the foundation to move on in my life and played a big role in making me the person I am today When I began my pro career one of the first things I did was buy life insurance to make sure that my loved ones would always be taken care of Irsquom proud to represent the LIFE Foundation and share my story and to hopefully get more Americans to do the kind of smart planning that my mom didrdquo
There are thousands of families across the United States who need life insurance protection As an Agent of United American it is your responsibility to help meet those needs with UArsquos Fundamental Life Series you can offer your prospect a benefit amount to complement almost everyonersquos personal goals lifestyle and financial situation
Make life insurance sales a priority every month
Sources httpwwwlimracomLIAM httpwwwlifehappensorgbasketball-champion-and-reality-tv-star-lamar-odom-to-serve-as-spokesperson-for-life-insurance-awareness-month
According to LIMRArsquos 2010 Life Insurance Ownership Study
bull Thirty percent of US households (35 million) have no life insurance protection
bull Half of US households (58 million) say they need more life insurance
bull Among households with children under 18 11 million have no life insurance
bull One in four US households rely only on a group life policy which can disappear if the wage earner loses his or her job
bull Four out of 10 US households with children under 18 say they would immediately have trouble meeting everyday expenses if the primary wage earner died
bull Another three in 10 say they would have trouble keeping up with expenses after several months
bull Twenty-four percent of households with children under 18 want to speak with a professional about their life insurance needs
September 2011 9
And You Can BeAnd You Can Be
September 2011
Are You on Schedule for the Hard Rock Hotel amp Casino Punta Cana June 28 - July 1 2012The sounds of Las Vegas slot machines may still be ringing in your ears but itrsquos never too soon to think about Convention 2012 in the Dominican Republic The qualifying year is more than half over so kick your production into high gear and picture yourself soaking up the sun like a celebrity next summer Here are comments from others whorsquove been there ldquoThe resort grounds restaurants and amenities are topnotch The beach is absolutely beautiful The staff is attentive to all your needs and willing to bend over backward to get you anything you need immediately And the rooms are fantasticrdquoldquoThe Hard Rock Punta Cana makes you feel like you are a Rock Star The friendly staff gorgeous rooms pristine beaches and relaxing pools were
difficult to leave behindrdquo
Check out this all-inclusive resort for yourself at httpwwwhardrockhotelpuntacanacom
Produce Business NOW hellip Party like a Rock Star later
10 September 2011
PaCeSetterS CluBThrough August 2011 these producers represent the top Agents with the highest net combined annualized premium Agents can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 TIMOTHy J AHLbUM
2 PHILIP b OrTez Jr
3 DeVIN bArTA
4 rAy STeVeNS
5 JONATHAN AHLbUM
6 ROGER A GRADy JR
7 CHRISTOPHER N GRAHAM
8 FRED W LEMAR JR
9 EDWARD A CATRON
10 JULIA GILELS
11 kERRy SACHS
12 MATTHEW BROWN
13 NATALIE L COOPER
14 IAN A SMITH
15 JOHN W STAMPER
16 CASEy v PALMER
17 ANDREW M FLITTNER
18 STUART ALAN
19 JERROLD J POSTIN
20 SHIA WEINFELD
21 kENNETH R DELAUTER JR
22 CATHERINE E HATTON
23 SHARON L LIEBERMAN
24 RONALD C HARSHMAN
25 kENNETH L LEPAGE JR
26 MARk HELLER
27 TRACy kRAUSE BRATONE
28 ADAM D PATTERSON
29 AARON GORDON
30 MICHAEL LEMAR
PreSIDeNtrsquoS CluBThrough August 2011 these producers represent the top Agencies with the highest net combined annualized premium Agencies can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 JONATHAN AHLbUM
The Ahlbum Group
2 MICHAeL LeMAr Sunshine State Agency
3 CATHerINe e HATTONLong Island Insurance
Solutions
4 rON CONCKLINRosenberg-Concklin Inc
5 rAy STeVeNSStevens amp Associates Insurance
Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
7 DAvID k DANIELSDavid K Daniels amp Associates
8 THOMAS G STATkEWICzSylvan-James Associates Inc
9 kERRy SACHSSecure Retirement Solutions Inc
10 JOHN STAMPERChoice Plus Benefits
11 PAUL SWEENEyQuality First Ins Agency Inc
12 STUART ALANSenior Care Insurance Center
13 AMERICAN EAGLE CONSULTANTS INC
14 RICHARD S SCHWARTzInsurance Center of S Florida
15 MIkE STEvENSFarm amp Ranch Healthcare Inc
16 PETER S GELBWAkSGelbwaks ExecutiveMarketing Corp
17 RONALD C HARSHMANHarshman Insurance Agency
18 MARk HELLERHeller Insurance Agency
19 CENTURION AGENCy LTD
20 AMERIPRISE FINANCIAL SERvICES
21 WORLD WIDE COvERAGE CORP
22 MICHAEL PHILLIPSUnion Benefit Corp
23 ELAINE T FORHMANForhman Insurance Agency
24 THE WASHWICk AGENCy INC
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
26 JOHN S CARRANCarran Insurance Agency
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
28 EARL D DWORkINDworkin Insurance Agency
29 STANTON M BERSHADBershad Insurance Agency
30 JAMES F SCHULERConsumer Group Services Inc
tOP PrOdUCerS
tOP PrOdUCerS
This list represents the Top General Agents and Writing Agents who have written the highest net annualized life or health premium through the month of August 2011
lIfe GeNeral aGeNtS health GeNeral aGeNtS1 MIkE STEvENS
Farm amp Ranch Healthcare Inc 16 ALBERT R MCkENzIE
McKenzie Insurance Agency 1 JONATHAN AHLBUM
The Ahlbum Group16 RONALD C HARSHMAN
Harshman Insurance Agency
2 JOHN W HARRINGTONHarrington Insurance Agency
17 NEAL STACyStacy Insurance Agency
2 MICHAEL LEMARSunshine State Agency
17 MIkE STEvENSFarm amp Ranch Healthcare Inc
3 kENNETH R BOWLINGThe Benefit Exchange
18 DONALD M BRADDyBraddy Insurance Agency
3 CATHERINE E HATTONLong Island Insurance Solutions
18 MARk HELLERHeller Insurance Agency
4 DAvID k DANIELSDavid K Daniels amp Associates
19 CURTIS HOLMESFirst Southeast Ins Serv Inc
4 RON CONCkLINRosenberg-Concklin Inc
19 CENTURION AGENCy LTD
5 GEORGE A WALLACEWallace Insurance Agency
20 CHARLES F JAMESJames Insurance Agency
5 RAy STEvENSStevens amp Associates Insurance Agency
20 AMERIPRISE FINANCIAL SERvICES
6 CHRIS AROUTSIDISAroutsidis Insurance Agency
21 CURTIS SCOTTScott Insurance Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
21 WORLD WIDE COvERAGE CORP
7 MICHAEL LEMARSunshine State Agency
22 DENIS B MITCHELLMitchell Insurance Agency
7 DAvID k DANIELSDavid K Daniels amp Associates
22 MICHAEL PHILLIPSUnion Benefits Corp
8 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
23 LAWRENCE E WACkOWSkIWackowski Insurance Agency
8 THOMAS G STATkEWICzSylvan-James Associates Inc
23 ELAINE T FORHAMForham Insurance Agency
9 OWEN E METTSMetts Insurance Agency
24 MICHAEL PERNAPerna Insurance Agency
9 kERRy SACHSSecure Retirement Solutions Inc
24 THE WASHWICk AGENCy INC
10 HENRy vAzQUEzVazquez Insurance Agency
25 JAMES O TAyLORTaylor Insurance Agency
10 JOHN STAMPERChoice Plus Benefits
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
11 TIFFANy y TRUSSTruss Insurance Agency
26 JESSE E BROWNBrown Insurance Agency
11 PAUL SWEENEyQuality First Ins Agency Inc
26 JOHN S CARRANCarran Insurance Agency
12 NELSON J MARTINMartin Insurance Agency
27 GLENN I WACHOB SRWachob Insurance Agency
12 STUART ALANSenior Care Insurance Center
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
13 HENRy L LANELane Insurance Agency
28 DON H PIPPIN SRPippin Insurance Agency
13 RICHARD S SCHWARTzInsurance Center of S Florida
28 EARL D DWORkINDworkin Insurance Agency
14 BOBBy L BAkERBaker Insurance Agency
29 THOMAS L IRICkIrick Insurance Agency
14 AMERICAN EAGLE CONSULTANTS INC
29 STANTON M BERSHADBershad Insurance Agency
15 BANTEE L HALLHall Insurance Agency
30 WILBERT DELvADelva Insurance Agency
15 PETER S GELBWAkSGelbwaks Executive Marketing Corp
30 JAMES F SCHULERConsumer Group Services Inc
lIfe WrItING aGeNtS health WrItING aGeNtS1 JOHN W CRAvEN SR 16 ALBERT R MCkENzIE 1 TIMOTHy J AHLBUM 16 CASEy v PALMER
2 DELORES A DAy 17 CHRISTOPHER JACOBy 2 DEvIN BARTA 17 ANDREW M FLITTNER
3 WESLEy S STEvENS 18 DONALD M BRADDy 3 PHILIP B ORTEz JR 18 STUART ALAN
4 ROGER A GRADy JR 19 kENNETH R BOWLING 4 RAy STEvENS 19 JERROLD J POSTIN
5 GEORGE A WALLACE 20 CURTIS HOLMES 5 JONATHAN AHLBUM 20 SHIA WEINFELD
6 CHRIS AROUTSIDIS 21 LENA M CRAWFORD 6 ROGER A GRADy JR 21 kENNETH R DELAUTER JR
7 PHILIP B ORTEz JR 22 DALE L HOUSTON 7 CHRISTOPHER N GRAHAM 22 CATHERINE E HATTON
8 OWEN E METTS 23 CURTIS SCOTT 8 FRED W LEMAR JR 23 SHARON L LIEBERMAN
9 TIFFANy y TRUSS 24 DENIS B MITCHELL 9 EDWARD A CATRON 24 RONALD C HARSHMAN
10 NELSON J MARTIN 25 TIMOTHy STyER 10 JULIA GILELS 25 kENNETH L LEPAGE JR
11 HENRy LANE 26 LAWRENCE E WACkOWSkI 11 kERRy SACHS 26 MARk HELLER
12 DAvID S kAUzLARICH 27 MICHAEL PERNA 12 MATTHEW BROWN 27 TRACy kRAUSE BRATONE
13 BOBBy L BAkER 28 JAMES O TAyLOR 13 NATALIE L COOPER 28 ADAM D PATTERSON
14 RAyMOND NUNO 29 JESSE E BROWN 14 IAN A SMITH 29 AARON GORDON
15 BANTEE L HALL 30 GLENN I WACHOB SR 15 JOHN W STAMPER 30 MICHAEL LEMAR
September 2011 11
What Do You NeeD to Sell If Yoursquore a General aGent If Yoursquore a WritinG aGent
MOntH liFe OnlY HealtH OnlY COMbined MOntH liFe OnlY HealtH OnlY COMbined
$180000 NAP $350000 NAP $350000 NAP $100000 NAP $150000 NAP $150000 NAP
Jan $15000 $29167 $29167 Jan $7500 $12500 $12500
Feb 30000 58333 58333 Feb 15000 25000 25000
Mar 45000 87500 87500 Mar 22500 37500 37500
aPr 60000 116667 116667 aPr 30000 50000 50000
MaY 75000 145833 145833 MaY 37500 62500 62500
JUne 90000 175000 175000 JUne 45000 75000 75000
JUlY 105000 204167 204167 JUlY 52500 87500 87500
aUG 120000 233333 233333 aUG 60000 100000 100000
SePt 135000 262500 262500 SePt 67500 112500 112500
OCt 150000 291667 291667 OCt 75000 125000 125000
nOV 165000 320833 320833 nOV 82500 137500 137500
deC 180000 350000 350000 deC 100000 150000 150000
All 2011 production qualifications for the 2012 Convention at Hard Rock Hotel amp Casino Punta Cana in the Dominican Republic are based on Net Annualized Premiums (NAP) which must be 70 percent or more of the
Gross Annualized Premiums (GAP) Qualification Period Dec 25 2010 through Dec 24 2011 Conference costs (room airfare and food) for participant and guest will be included on the qualifierrsquos taxable income (1099) for the year
annUal COnVentiOn JUNE 28 - JULY 1 2012 Hard rOCk HOtel amp CaSinO PUnta Cana
2 September 2011
content manager christie gibson
editor roberta boyd king
senior staff writer brynn caccamo
staff writers michael baker katrina kotzen
graphic designer cal slayton
e-mail editortorchmarkcorpcom
home office 972-529-5085
agent service center 800-925-7355
supply order fax 469-525-4290 attn agency supply
supply order e-mail agentsupplytorchmarkcorpcom
websites wwwunitedamericancom wwwunitedamericancomlogon wwwfirstunitedamericancom wwwfirstunitedamericancomoffice
Published regularly by United American and First United American Life Insurance Companies for the dissemination of information to its Agents Prior permission must be obtained from the Home Office for reproduction or other use of material herein
intrOdUCinG direCtOr GarY W OWen
We are pleased to welcome Gary Owen as Southeast Region Director for United American
Gary is a member of NAIFA the National Association of Insurance and Financial Advisors a former member of FINRA the Financial Industry Regulatory Authority and was a member of the Leadership
Club and Leadership Council with American General Life and Accident Insurance He is currently working toward a Life Underwriter Training Council Fellow (LUTCF) designation from the American College
Through his association with Business Network International Gary and a group of medical financial and legal professionals host educational seminars about how to protect enhance and preserve lsquoquality of lifersquo physically financially and legally From these seminars grew Garyrsquos one-hour weekly radio show lsquoThe Quality of Lifersquo where he covers topics like the importance of life insurance and Medicare Supplements
Gary is also a former pilot and Lieutenant Colonel in the United States Air Force Auxiliary and received many military commendations including the highest achievement in Civil Air Patrol The Gill Robb Wilson Award
Father of a 13-year-old daughter Gary enjoys flying scuba diving fishing boating travel and networking in his free time
We look forward to using Garyrsquos many skills and talents to help our General Agents grow their Agencies and increase their production
eaPP inStallatiOn trOUbleSHOOtinG GUide We recently added an important tool to your online resources The eApp Installation and Troubleshooting Guide is now available at UAOnline under lsquoApplicationsrsquo on the left-hand side of the page Always consult the Guide first on any issue related to the eApp before you contact Agency Service
$3000 adP aPPrOValS United Americanrsquos $3000 Accidental Death Policy has just been approved in Arizona Colorado Kansas Maryland New Hampshire New Mexico Ohio Oklahoma South Carolina Utah and Washington Download the Marketplace Bulletin at UAOnline lsquoGeneral Agency Officersquo lsquoHealth Productsrsquo lsquoAccident Coveragersquo and take the online Brainshark training at lsquoUA General Agency Officersquo The $3000 ADP Laptop Sales Presentation is also available
MediCare SUPPleMent Plan HdF reMinder Donrsquot forget customers who purchase a United American Medicare Supplement ProCare HDF policy with an effective date of Oct 1 2011 or after pay only $1000 of the $2000 calendar-year deductible before their policy benefits take effect
This calendar-year deductible reduction applies only to United American not First United American
keeP YOUr SPiritS UP United American and First UA send thoughts and prayers to members of the UA and First UA family who have experienced hardship and loss during the past weeks due to hurricanes tornadoes fires and floods
MediCare SUPPleMent benCHMark reFUndS United American is giving refunds andor premium credits to ProCare Medicare Supplement policyholders who were issued these Medicare Supplement plans through Dec 31 2010 in the following states
AlabamaMSA
Prestandardized Plans
3 - 6 months
California MSA MSB MSG 1- 5 months
Idaho MSG 5 or 6 months
Indiana MSA 5 or 6 months
Louisiana MSB 3 or 4 months
Mississippi Prestandardized Plans 6 months
Oklahoma MSF 1 or 2 months
South Carolina MSA 5 or 6 months
Tennessee Prestandardized Plans 3 months
Texas MSF 0 or 1 month
Utah MSB MSF 1- 6 months
Washington MSG 2 or 3 months
West Virginia MSB MSF 1- 3 months Policyholders receive between one and six months premium credit while some policyholders may receive a refund If the policyholder receives a premium credit no commission is paid during this waiver period as the Company is not collecting premium
MediCare SUPPleMent terMinatiOn letter As previously communicated the Underwriting Department now sends notification to Medicare Supplement applicants whose application is pending for receipt of a letter confirming termination of coverage from their previous insurer
The Agent and applicant have 60 days to provide the Home Office with the termination letter before we withdraw the application Other pending requirements must be submitted within the standard 30 days Call Agency Service at 1-800-925-7355 or e-mail agencyservicetorchmarkcorpcom with questions
attn rHOde iSland aGentS Effective immediately UA Partnersreg United Americanrsquos optional noninsurance discount medical services program is temporarily unavailable in Rhode Island We will notify you when it again becomes available Call Agency Service at 1-800-925-7355 or e-mail agencyservicetorchmarkcorpcom with questions
intereSt rateS Set The Lifestyle Annuity rate for September is 300 percent Rates are reviewed and adjusted accordingly
The Deposit Fund Rider new business interest rate for 2011 is 300 percent
PerSPeCtiVe
Charles Mankamyer Senior vice President General Agents
Seniors Seniors and More Seniors
I was hosting a meeting at the Home Office a few months ago and several General Agents and I were discussing the tremendous potential of the Senior market One of the attendees said ldquoItrsquos a Senior Tsunamirdquo I think he was absolutely right Irsquove never seen the Medicare market more ripe with Baby Boomers This is the first year this group turns 65 and their wave of Medicare eligibility is going to expand for decades to come According to Pew Research Center 10000 Baby Boomers turn 65 every day Can you imagine that Ten thousand Thatrsquos a lot of Seniors and amazing potential for expanding your Medicare Supplement production This is an exciting time for Seniors and Agents because the future of Medicare Supplement sales is absolutely limitless
But the excitement is not only about Baby Boomers Remember what has taken place the last few years with Medicare Advantage (MA) members Thousands upon thousands of MA members were dropped by their Medicare Advantage insurers as those insurers no longer found it profitable to sell Medicare Advantage Thousands of Seniors were left to fend for themselves Is it possible that scenario could repeat itself Only time will tell and that time is rapidly approaching
As we have talked about in previous issues of Summit and in my weekly Chats with Chuck e-mails the Medicare Advantage Annual Election Period (AEP) changed this year The Medicare Advantage AeP now runs from October 15 to December 7 It starts earlier and finishes earlier That means you only have a few short weeks before many Medicare Advantage members may need your help as they return to Original Medicare and seek a quality Medicare Supplement Starting this month Medicare Advantage insurers who are dropping out of the MA market begin to notify members they are terminating a memberrsquos coverage There may be many frantic Seniors out there looking for someone they can trust That someone could be you and a quality Medicare Supplement from UA or First UA
What makes United American so special I started in this industry back in 1970 and with United American in 1979 And now 32 years later United American is still paying me renewals for business I sold in my early days as a General Agent United American is still here when other Medicare Supplement insurers have fallen by the wayside or redirected their resources When Andy king President and Chief Marketing Officer of United American and First UA asked me to come on board at the Home Office to help guide the General Agency Division I was honored Having already
been associated with United American for so many years as a successful General Agent I knew that I could bring something important to the table
I have walked where you walk I have been in your shoes and understand the issues and concerns you deal with every day And I understand that by contracting with United American or First UA you have put yourself in the best possible position for success
you have the outstanding resources of United American and First United American standing behind you We offer online training 247 and the Laptop Sales Presentation to make your sales calls as easy and consistent as possible Even on days when yoursquore not at your best the Laptop Sales Presentation always is We have advertising and marketing materials already state-approved just waiting for you to use in your prospecting efforts We can help you build your business through weekly webinars and live workshops around the United States and we have Agent incentives (like those fantastic FREE direct lead mailers) that can set your organization on fire And our Home Office support is here to give you the guidance you need whenever you need it
Low HDF premiums are a big attraction for UA and First UA prospects According to Tom Conner United American Central Region Director ldquoHDF and F+ are the winning niches in the Senior marketrdquo And where the UA Reserve Fund Annuity is approved and properly funded by the customer Seniors can enjoy the convenience of the Company facilitating payment of their medical expenses before their Plan HDF benefits take effect
The biggest benefit for you when working with UA or First UA is the lifetime renewal stream As I said I still get renewal income from business I sold 30 years ago And renewals are why many Agents get into this business to start with How many other sales positions continue to pay you 30 years after you sell a product or service I canrsquot think of a single one And in case you donrsquot know it United American and First UA pay renewals for the life of the policy not just for six or eight years In many cases the life of the policy can be 20 or 30 years
United American and First UA want to set you and your Agency on the path to success
Limited to the sixth policy year on guaranteed-issue Medicare Advantage replacements only not applicable in Washington
September 2011 3
UNITeD AMerICANApplestein Judith GouldArakelian RoubinaArmstrong J PrestonAsquino Jason JohnBarela kathleen victoriaBarwick Jr David CarlBassett James WilliamBate Robert EBaumann III Michael FrancisBaxter Darla GearldeanBebawi Bill MBorman kurtis CBoul Richard JohnBowen Don GeneBrown Timothy JamesCadle Herbert WCain Andy GeraldCalvano Eugene AnthonyCampana Diana MCampbell Larry EdwardCessna Lawrence RayChambers Duane ECharitar Jitendra SamCharley Dennis OsbourneCharrin Jack ReneChase Timothy WChiarelli JohnCoe Michelle yvonneColwell LeeCox John ACraft Jon LCross Richard HCurran Susan MaryDamico James HowardDennis MarianDolph Rone MiltonErenfeld Fred REvans Selvyn LloydEwell III Jefferson DavisFarmer Beverly kFenton MarkFiala Susan AFlannery vicki CFrazier Thomas EGallagher Daniel keithGarza victor CortinasGaulrapp John kerwinGearhart James BGigaroa Matthew JGipson Harold EdwardGolden Jr Patrick Francis
Grady-Calhoun NorvelGramlin Melanie AnneGreenwood James WilliamGuevremont Laurie AnnGuilfoil Jr John MHarness Larry GHobson Russell LewisHocbo Ethel RiveraHoke Jr Donald DHolloway Barbara GraceHughes Christopher R MHutton Randy WilsonIkeoka Roy TadashiIsrael StevenJackson Jerry kayJankelunas Jr Daniel TJewett William GlennJohn C Harcar Ins Agency IncJohnston Robert JosephJordan kathleen MJoski Jill Mkovarsky Nathan StevenLamberta Peter SLegair OsaferLin Michelle ShuanLindell Walter CLindsey Stephen ClarkeLingle Roy AllenLower Douglas JamesLuchesi CharlesLumia Mark RichardMaragni Martin PMathews Donald WayneMaz David AMcCan Christopher MMeredith LarryMerlin David ArmondMickelson James StevenMiller William kennethMitchell William SeldenMonroe Richard LeeMorgan Stephanie DarleneMorgan Stephen Le RoyMosier Connie JeanMoultrie Richard GolfinMullins Richard DavidNawrocki II Walter MichaelNelson Mark ANowack Dennis JOlgin Arthur BOrtiz Jr DanielPaikowski John Joseph
Patrick Paul DPayne Bruce AllenPayne Sonya kayPence Linda JPence Steve OPendergrass Lewis EdwardPennell Betty JPhelps Anthony ShanePlagge Douglas AllenPoland John CurryPradhan Farah ERay Deanna ClairRhodes William SRichardson II Alva DaleRigg Steven RRoss Nawana ElaineRuhm Christopher PhilipRyerson William CarlSawyer Andre DSchoonover Jonathan EScott Barry PScott Mark BradleySeiler Jerry RobertSerratelli James AShuman Jack TSiegalkoff Gary FranklinSkiba Gary MSmith Iii John JosephSmith Robert JSouthard Nancy JoStanley Ruth HelenStraus Sr Arnold MauriceThornton Quentin Duanevanata valerie Nicolevandyke kevin Michaelvining Gerald Madisonvowell Darrell RayWhite Bruce JamesWiggins NathanWright Marty JoeWurster Roger M
FIrST UNITeD AMerICANBig Apple Benefits IncCampbell Solberg Assoc IncFleming Patricia SusanRicetti Matthew RRisman vladimirWood Jr Paul DanerWright Cheryl
Congratulations and welcome to United American and First United American Wersquore excited you have chosen to join the family With the tremendous volume of Seniors around us the Medicare Supplement market is THE place to be
4 September 2011
Welcome to UA amp First UA
September 2011 5
BE PREPARED for the AEPBE PREPARED Whether yoursquore a Boy Scout or a UA or First UA Agent thatrsquos a telling motto Itrsquos telling you to get ready for the Medicare Advantage Annual Election Period (AEP) that begins October 15 and runs until December 7 NOW is the time to solicit business from Medicare Advantage members who are losing coverage and may be looking to join Original Medicare and purchase a Medicare Supplement There are several preapproved Medicare Supplement print ads available to you in the United American and First UA Ad Catalogs Most ads are available in color or black and white and can be used in newspapers Senior newsletters community bulletins etc Several are aimed directly at Medicare Advantage members but we also offer generic Med-Supp ads and ads specifically focused on UA Plan HDF and First UA Plan F+
If yoursquore not familiar with the Ad Catalog this is a great time to get acquainted United American Agents go to UAOnline lsquoUA General Agency Officersquo lsquoAgent Toolsrsquo First UA Agents go to wwwfirstunitedamericancomoffice lsquoAgent Toolsrsquo Remember BE PREPARED
6 September 2011
Simple Tips for Success with SeniorsThe Senior market is one of the most lucrative in the insurance industry with 10000 people turning 65 each day in the United States and thousands of Medicare Advantage members potentially losing coverage each year Here are simple tips to get you ready for the Medicare Advantage Annual Election Period starting October 15 and to make the sales experience more pleasant and profitable for you and your prospect
September 2011 7
KeeP IT PreSSUre-Free People donrsquot like to be pushed into doing anything and that includes Seniors Maintain a pressure-free atmosphere when selling to Seniors Emphasize itrsquos important they make a decision but that the decision is entirely theirs to make
be A VOLUNTeer More than anything Seniors want to maintain their independence and continue to feel active and vital volunteer your time to help them do just that Senior centers health clubs religious organizations Senior sports teams travel clubs etc are always looking for volunteers to assist with Senior programs and classes What a great way to get acquainted with potential prospects and do something positive for your community
HOST COFFee TALK A good way to get acquainted is over a cup of coffee Run an ad in your local newspaper or community bulletin to host a lsquoSecond Cup of Coffeersquo for Seniors at a local restaurant Indicate you want to bring them useful information about Medicare and answer questions they may have about Senior health insurance Host it midmorning when business is slow for most restaurants Owners will appreciate the additional sales on donuts apple fritters and bear claws
be CUSTOMer-CeNTereD While being knowledgeable about our Company and products is important to creating a good sales presentation caring about your prospect is just as important Prospects donrsquot care how much you know until they know how much you care Everything you do and say must be for the good of the customer Give them the time they need and the information they need to make the decision thatrsquos best for them And most of all always be sensitive to their personal and financial situations
HOLD AN ANNUAL reVIeW yoursquove heard it a million times but we canrsquot overemphasize the importance of an annual review Whether there are significant changes in the lives of your customer or not the annual review is a great way to let customers know you continue to care long after you make the sale Itrsquos also an outstanding opportunity to get referrals For instance your Senior customer may have moved during the past year to a retirement community When you visit you may end up with more referrals than you ever dreamed possible and you may decide their new residence is a fantastic place to hold a Senior seminar In addition invite the children of your Senior customers to sit in on the annual review The kids may be aware of additional needs the parents have and may provide you with additional referrals Annual reviews create all kinds of opportunities
MArKeT IN MANy MeDIUMS Make use of all the possibilities around you - direct mail customer referrals Senior seminars print ads in newspapers and community or church bulletins health fairs sponsorship of kidsrsquo sports teams congratulatory ads in high school and college yearbooks And donrsquot forget people in line with you at the bank or the grocery store Tell everyone what you do and how well you do it All these can keep your name in front of the public and make you the go-to man or woman for Medicare Supplement sales Make sure any advertising material you use or distribute is approved by the Home Office
SAy THANKS We often stress the importance of acknowledging special occasions in the lives of your customers such as birthdays anniversaries etc But is there any time more appropriate to thank them for their business than at Thanksgiving When you send a card at Thanksgiving it gets noticed and you stand out from the crowd instead of being lost in the holiday shuffle
GeT reFerrALS This is a given with most insurance sales people but we want to emphasize how much easier and more significant this can be when you have the $3000 Accidental Death Policy to offer When your customer gives you a referral theyrsquore not just giving you a referral Theyrsquore giving that referral an opportunity to receive $3000 worth of accidental death coverage for themselves and their spouse and $1000 for each of their kids and all for a minimal annual premium at the end of the first policy year What a deal The ADP gives the term referral a whole new dimension
Source Pew Research Center wwwseniormarketadvisorcom
8 September 2011
Life Insurance Awareness Month a Slam Dunk in 2011September is Life Insurance Awareness Month The annual promotion coordinated by the nonprofit LIFE Foundation is designed to promote the importance of life insurance to both the general public and life insurance producers Each year a well-known personality who has personally benefited from life insurance is selected as spokesperson for the event
This yearrsquos representative is Lamar Odom forward for the Los Angeles Lakers and two-time NBA champion Lamar learned the importance of life insurance at the age of 12 when his mother passed away from colon cancer Because of her life insurance policy Lamar was able to continue his private-school education This contributed to his sense of stability during a time of tremendous personal upheaval and had a positive impact on his future emotional and athletic development After high school Lamar was able to attend college without the pressure of having to earn money to help support his grandmother who cared for him He was able to develop his talent on the court instead
ldquoIrsquom sure my mom didnrsquot think she would die at age 35 but that didnrsquot stop her from doing the responsible thing and buying life insurancerdquo said Odom ldquoHer wise decision gave me the foundation to move on in my life and played a big role in making me the person I am today When I began my pro career one of the first things I did was buy life insurance to make sure that my loved ones would always be taken care of Irsquom proud to represent the LIFE Foundation and share my story and to hopefully get more Americans to do the kind of smart planning that my mom didrdquo
There are thousands of families across the United States who need life insurance protection As an Agent of United American it is your responsibility to help meet those needs with UArsquos Fundamental Life Series you can offer your prospect a benefit amount to complement almost everyonersquos personal goals lifestyle and financial situation
Make life insurance sales a priority every month
Sources httpwwwlimracomLIAM httpwwwlifehappensorgbasketball-champion-and-reality-tv-star-lamar-odom-to-serve-as-spokesperson-for-life-insurance-awareness-month
According to LIMRArsquos 2010 Life Insurance Ownership Study
bull Thirty percent of US households (35 million) have no life insurance protection
bull Half of US households (58 million) say they need more life insurance
bull Among households with children under 18 11 million have no life insurance
bull One in four US households rely only on a group life policy which can disappear if the wage earner loses his or her job
bull Four out of 10 US households with children under 18 say they would immediately have trouble meeting everyday expenses if the primary wage earner died
bull Another three in 10 say they would have trouble keeping up with expenses after several months
bull Twenty-four percent of households with children under 18 want to speak with a professional about their life insurance needs
September 2011 9
And You Can BeAnd You Can Be
September 2011
Are You on Schedule for the Hard Rock Hotel amp Casino Punta Cana June 28 - July 1 2012The sounds of Las Vegas slot machines may still be ringing in your ears but itrsquos never too soon to think about Convention 2012 in the Dominican Republic The qualifying year is more than half over so kick your production into high gear and picture yourself soaking up the sun like a celebrity next summer Here are comments from others whorsquove been there ldquoThe resort grounds restaurants and amenities are topnotch The beach is absolutely beautiful The staff is attentive to all your needs and willing to bend over backward to get you anything you need immediately And the rooms are fantasticrdquoldquoThe Hard Rock Punta Cana makes you feel like you are a Rock Star The friendly staff gorgeous rooms pristine beaches and relaxing pools were
difficult to leave behindrdquo
Check out this all-inclusive resort for yourself at httpwwwhardrockhotelpuntacanacom
Produce Business NOW hellip Party like a Rock Star later
10 September 2011
PaCeSetterS CluBThrough August 2011 these producers represent the top Agents with the highest net combined annualized premium Agents can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 TIMOTHy J AHLbUM
2 PHILIP b OrTez Jr
3 DeVIN bArTA
4 rAy STeVeNS
5 JONATHAN AHLbUM
6 ROGER A GRADy JR
7 CHRISTOPHER N GRAHAM
8 FRED W LEMAR JR
9 EDWARD A CATRON
10 JULIA GILELS
11 kERRy SACHS
12 MATTHEW BROWN
13 NATALIE L COOPER
14 IAN A SMITH
15 JOHN W STAMPER
16 CASEy v PALMER
17 ANDREW M FLITTNER
18 STUART ALAN
19 JERROLD J POSTIN
20 SHIA WEINFELD
21 kENNETH R DELAUTER JR
22 CATHERINE E HATTON
23 SHARON L LIEBERMAN
24 RONALD C HARSHMAN
25 kENNETH L LEPAGE JR
26 MARk HELLER
27 TRACy kRAUSE BRATONE
28 ADAM D PATTERSON
29 AARON GORDON
30 MICHAEL LEMAR
PreSIDeNtrsquoS CluBThrough August 2011 these producers represent the top Agencies with the highest net combined annualized premium Agencies can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 JONATHAN AHLbUM
The Ahlbum Group
2 MICHAeL LeMAr Sunshine State Agency
3 CATHerINe e HATTONLong Island Insurance
Solutions
4 rON CONCKLINRosenberg-Concklin Inc
5 rAy STeVeNSStevens amp Associates Insurance
Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
7 DAvID k DANIELSDavid K Daniels amp Associates
8 THOMAS G STATkEWICzSylvan-James Associates Inc
9 kERRy SACHSSecure Retirement Solutions Inc
10 JOHN STAMPERChoice Plus Benefits
11 PAUL SWEENEyQuality First Ins Agency Inc
12 STUART ALANSenior Care Insurance Center
13 AMERICAN EAGLE CONSULTANTS INC
14 RICHARD S SCHWARTzInsurance Center of S Florida
15 MIkE STEvENSFarm amp Ranch Healthcare Inc
16 PETER S GELBWAkSGelbwaks ExecutiveMarketing Corp
17 RONALD C HARSHMANHarshman Insurance Agency
18 MARk HELLERHeller Insurance Agency
19 CENTURION AGENCy LTD
20 AMERIPRISE FINANCIAL SERvICES
21 WORLD WIDE COvERAGE CORP
22 MICHAEL PHILLIPSUnion Benefit Corp
23 ELAINE T FORHMANForhman Insurance Agency
24 THE WASHWICk AGENCy INC
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
26 JOHN S CARRANCarran Insurance Agency
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
28 EARL D DWORkINDworkin Insurance Agency
29 STANTON M BERSHADBershad Insurance Agency
30 JAMES F SCHULERConsumer Group Services Inc
tOP PrOdUCerS
tOP PrOdUCerS
This list represents the Top General Agents and Writing Agents who have written the highest net annualized life or health premium through the month of August 2011
lIfe GeNeral aGeNtS health GeNeral aGeNtS1 MIkE STEvENS
Farm amp Ranch Healthcare Inc 16 ALBERT R MCkENzIE
McKenzie Insurance Agency 1 JONATHAN AHLBUM
The Ahlbum Group16 RONALD C HARSHMAN
Harshman Insurance Agency
2 JOHN W HARRINGTONHarrington Insurance Agency
17 NEAL STACyStacy Insurance Agency
2 MICHAEL LEMARSunshine State Agency
17 MIkE STEvENSFarm amp Ranch Healthcare Inc
3 kENNETH R BOWLINGThe Benefit Exchange
18 DONALD M BRADDyBraddy Insurance Agency
3 CATHERINE E HATTONLong Island Insurance Solutions
18 MARk HELLERHeller Insurance Agency
4 DAvID k DANIELSDavid K Daniels amp Associates
19 CURTIS HOLMESFirst Southeast Ins Serv Inc
4 RON CONCkLINRosenberg-Concklin Inc
19 CENTURION AGENCy LTD
5 GEORGE A WALLACEWallace Insurance Agency
20 CHARLES F JAMESJames Insurance Agency
5 RAy STEvENSStevens amp Associates Insurance Agency
20 AMERIPRISE FINANCIAL SERvICES
6 CHRIS AROUTSIDISAroutsidis Insurance Agency
21 CURTIS SCOTTScott Insurance Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
21 WORLD WIDE COvERAGE CORP
7 MICHAEL LEMARSunshine State Agency
22 DENIS B MITCHELLMitchell Insurance Agency
7 DAvID k DANIELSDavid K Daniels amp Associates
22 MICHAEL PHILLIPSUnion Benefits Corp
8 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
23 LAWRENCE E WACkOWSkIWackowski Insurance Agency
8 THOMAS G STATkEWICzSylvan-James Associates Inc
23 ELAINE T FORHAMForham Insurance Agency
9 OWEN E METTSMetts Insurance Agency
24 MICHAEL PERNAPerna Insurance Agency
9 kERRy SACHSSecure Retirement Solutions Inc
24 THE WASHWICk AGENCy INC
10 HENRy vAzQUEzVazquez Insurance Agency
25 JAMES O TAyLORTaylor Insurance Agency
10 JOHN STAMPERChoice Plus Benefits
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
11 TIFFANy y TRUSSTruss Insurance Agency
26 JESSE E BROWNBrown Insurance Agency
11 PAUL SWEENEyQuality First Ins Agency Inc
26 JOHN S CARRANCarran Insurance Agency
12 NELSON J MARTINMartin Insurance Agency
27 GLENN I WACHOB SRWachob Insurance Agency
12 STUART ALANSenior Care Insurance Center
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
13 HENRy L LANELane Insurance Agency
28 DON H PIPPIN SRPippin Insurance Agency
13 RICHARD S SCHWARTzInsurance Center of S Florida
28 EARL D DWORkINDworkin Insurance Agency
14 BOBBy L BAkERBaker Insurance Agency
29 THOMAS L IRICkIrick Insurance Agency
14 AMERICAN EAGLE CONSULTANTS INC
29 STANTON M BERSHADBershad Insurance Agency
15 BANTEE L HALLHall Insurance Agency
30 WILBERT DELvADelva Insurance Agency
15 PETER S GELBWAkSGelbwaks Executive Marketing Corp
30 JAMES F SCHULERConsumer Group Services Inc
lIfe WrItING aGeNtS health WrItING aGeNtS1 JOHN W CRAvEN SR 16 ALBERT R MCkENzIE 1 TIMOTHy J AHLBUM 16 CASEy v PALMER
2 DELORES A DAy 17 CHRISTOPHER JACOBy 2 DEvIN BARTA 17 ANDREW M FLITTNER
3 WESLEy S STEvENS 18 DONALD M BRADDy 3 PHILIP B ORTEz JR 18 STUART ALAN
4 ROGER A GRADy JR 19 kENNETH R BOWLING 4 RAy STEvENS 19 JERROLD J POSTIN
5 GEORGE A WALLACE 20 CURTIS HOLMES 5 JONATHAN AHLBUM 20 SHIA WEINFELD
6 CHRIS AROUTSIDIS 21 LENA M CRAWFORD 6 ROGER A GRADy JR 21 kENNETH R DELAUTER JR
7 PHILIP B ORTEz JR 22 DALE L HOUSTON 7 CHRISTOPHER N GRAHAM 22 CATHERINE E HATTON
8 OWEN E METTS 23 CURTIS SCOTT 8 FRED W LEMAR JR 23 SHARON L LIEBERMAN
9 TIFFANy y TRUSS 24 DENIS B MITCHELL 9 EDWARD A CATRON 24 RONALD C HARSHMAN
10 NELSON J MARTIN 25 TIMOTHy STyER 10 JULIA GILELS 25 kENNETH L LEPAGE JR
11 HENRy LANE 26 LAWRENCE E WACkOWSkI 11 kERRy SACHS 26 MARk HELLER
12 DAvID S kAUzLARICH 27 MICHAEL PERNA 12 MATTHEW BROWN 27 TRACy kRAUSE BRATONE
13 BOBBy L BAkER 28 JAMES O TAyLOR 13 NATALIE L COOPER 28 ADAM D PATTERSON
14 RAyMOND NUNO 29 JESSE E BROWN 14 IAN A SMITH 29 AARON GORDON
15 BANTEE L HALL 30 GLENN I WACHOB SR 15 JOHN W STAMPER 30 MICHAEL LEMAR
September 2011 11
What Do You NeeD to Sell If Yoursquore a General aGent If Yoursquore a WritinG aGent
MOntH liFe OnlY HealtH OnlY COMbined MOntH liFe OnlY HealtH OnlY COMbined
$180000 NAP $350000 NAP $350000 NAP $100000 NAP $150000 NAP $150000 NAP
Jan $15000 $29167 $29167 Jan $7500 $12500 $12500
Feb 30000 58333 58333 Feb 15000 25000 25000
Mar 45000 87500 87500 Mar 22500 37500 37500
aPr 60000 116667 116667 aPr 30000 50000 50000
MaY 75000 145833 145833 MaY 37500 62500 62500
JUne 90000 175000 175000 JUne 45000 75000 75000
JUlY 105000 204167 204167 JUlY 52500 87500 87500
aUG 120000 233333 233333 aUG 60000 100000 100000
SePt 135000 262500 262500 SePt 67500 112500 112500
OCt 150000 291667 291667 OCt 75000 125000 125000
nOV 165000 320833 320833 nOV 82500 137500 137500
deC 180000 350000 350000 deC 100000 150000 150000
All 2011 production qualifications for the 2012 Convention at Hard Rock Hotel amp Casino Punta Cana in the Dominican Republic are based on Net Annualized Premiums (NAP) which must be 70 percent or more of the
Gross Annualized Premiums (GAP) Qualification Period Dec 25 2010 through Dec 24 2011 Conference costs (room airfare and food) for participant and guest will be included on the qualifierrsquos taxable income (1099) for the year
annUal COnVentiOn JUNE 28 - JULY 1 2012 Hard rOCk HOtel amp CaSinO PUnta Cana
PerSPeCtiVe
Charles Mankamyer Senior vice President General Agents
Seniors Seniors and More Seniors
I was hosting a meeting at the Home Office a few months ago and several General Agents and I were discussing the tremendous potential of the Senior market One of the attendees said ldquoItrsquos a Senior Tsunamirdquo I think he was absolutely right Irsquove never seen the Medicare market more ripe with Baby Boomers This is the first year this group turns 65 and their wave of Medicare eligibility is going to expand for decades to come According to Pew Research Center 10000 Baby Boomers turn 65 every day Can you imagine that Ten thousand Thatrsquos a lot of Seniors and amazing potential for expanding your Medicare Supplement production This is an exciting time for Seniors and Agents because the future of Medicare Supplement sales is absolutely limitless
But the excitement is not only about Baby Boomers Remember what has taken place the last few years with Medicare Advantage (MA) members Thousands upon thousands of MA members were dropped by their Medicare Advantage insurers as those insurers no longer found it profitable to sell Medicare Advantage Thousands of Seniors were left to fend for themselves Is it possible that scenario could repeat itself Only time will tell and that time is rapidly approaching
As we have talked about in previous issues of Summit and in my weekly Chats with Chuck e-mails the Medicare Advantage Annual Election Period (AEP) changed this year The Medicare Advantage AeP now runs from October 15 to December 7 It starts earlier and finishes earlier That means you only have a few short weeks before many Medicare Advantage members may need your help as they return to Original Medicare and seek a quality Medicare Supplement Starting this month Medicare Advantage insurers who are dropping out of the MA market begin to notify members they are terminating a memberrsquos coverage There may be many frantic Seniors out there looking for someone they can trust That someone could be you and a quality Medicare Supplement from UA or First UA
What makes United American so special I started in this industry back in 1970 and with United American in 1979 And now 32 years later United American is still paying me renewals for business I sold in my early days as a General Agent United American is still here when other Medicare Supplement insurers have fallen by the wayside or redirected their resources When Andy king President and Chief Marketing Officer of United American and First UA asked me to come on board at the Home Office to help guide the General Agency Division I was honored Having already
been associated with United American for so many years as a successful General Agent I knew that I could bring something important to the table
I have walked where you walk I have been in your shoes and understand the issues and concerns you deal with every day And I understand that by contracting with United American or First UA you have put yourself in the best possible position for success
you have the outstanding resources of United American and First United American standing behind you We offer online training 247 and the Laptop Sales Presentation to make your sales calls as easy and consistent as possible Even on days when yoursquore not at your best the Laptop Sales Presentation always is We have advertising and marketing materials already state-approved just waiting for you to use in your prospecting efforts We can help you build your business through weekly webinars and live workshops around the United States and we have Agent incentives (like those fantastic FREE direct lead mailers) that can set your organization on fire And our Home Office support is here to give you the guidance you need whenever you need it
Low HDF premiums are a big attraction for UA and First UA prospects According to Tom Conner United American Central Region Director ldquoHDF and F+ are the winning niches in the Senior marketrdquo And where the UA Reserve Fund Annuity is approved and properly funded by the customer Seniors can enjoy the convenience of the Company facilitating payment of their medical expenses before their Plan HDF benefits take effect
The biggest benefit for you when working with UA or First UA is the lifetime renewal stream As I said I still get renewal income from business I sold 30 years ago And renewals are why many Agents get into this business to start with How many other sales positions continue to pay you 30 years after you sell a product or service I canrsquot think of a single one And in case you donrsquot know it United American and First UA pay renewals for the life of the policy not just for six or eight years In many cases the life of the policy can be 20 or 30 years
United American and First UA want to set you and your Agency on the path to success
Limited to the sixth policy year on guaranteed-issue Medicare Advantage replacements only not applicable in Washington
September 2011 3
UNITeD AMerICANApplestein Judith GouldArakelian RoubinaArmstrong J PrestonAsquino Jason JohnBarela kathleen victoriaBarwick Jr David CarlBassett James WilliamBate Robert EBaumann III Michael FrancisBaxter Darla GearldeanBebawi Bill MBorman kurtis CBoul Richard JohnBowen Don GeneBrown Timothy JamesCadle Herbert WCain Andy GeraldCalvano Eugene AnthonyCampana Diana MCampbell Larry EdwardCessna Lawrence RayChambers Duane ECharitar Jitendra SamCharley Dennis OsbourneCharrin Jack ReneChase Timothy WChiarelli JohnCoe Michelle yvonneColwell LeeCox John ACraft Jon LCross Richard HCurran Susan MaryDamico James HowardDennis MarianDolph Rone MiltonErenfeld Fred REvans Selvyn LloydEwell III Jefferson DavisFarmer Beverly kFenton MarkFiala Susan AFlannery vicki CFrazier Thomas EGallagher Daniel keithGarza victor CortinasGaulrapp John kerwinGearhart James BGigaroa Matthew JGipson Harold EdwardGolden Jr Patrick Francis
Grady-Calhoun NorvelGramlin Melanie AnneGreenwood James WilliamGuevremont Laurie AnnGuilfoil Jr John MHarness Larry GHobson Russell LewisHocbo Ethel RiveraHoke Jr Donald DHolloway Barbara GraceHughes Christopher R MHutton Randy WilsonIkeoka Roy TadashiIsrael StevenJackson Jerry kayJankelunas Jr Daniel TJewett William GlennJohn C Harcar Ins Agency IncJohnston Robert JosephJordan kathleen MJoski Jill Mkovarsky Nathan StevenLamberta Peter SLegair OsaferLin Michelle ShuanLindell Walter CLindsey Stephen ClarkeLingle Roy AllenLower Douglas JamesLuchesi CharlesLumia Mark RichardMaragni Martin PMathews Donald WayneMaz David AMcCan Christopher MMeredith LarryMerlin David ArmondMickelson James StevenMiller William kennethMitchell William SeldenMonroe Richard LeeMorgan Stephanie DarleneMorgan Stephen Le RoyMosier Connie JeanMoultrie Richard GolfinMullins Richard DavidNawrocki II Walter MichaelNelson Mark ANowack Dennis JOlgin Arthur BOrtiz Jr DanielPaikowski John Joseph
Patrick Paul DPayne Bruce AllenPayne Sonya kayPence Linda JPence Steve OPendergrass Lewis EdwardPennell Betty JPhelps Anthony ShanePlagge Douglas AllenPoland John CurryPradhan Farah ERay Deanna ClairRhodes William SRichardson II Alva DaleRigg Steven RRoss Nawana ElaineRuhm Christopher PhilipRyerson William CarlSawyer Andre DSchoonover Jonathan EScott Barry PScott Mark BradleySeiler Jerry RobertSerratelli James AShuman Jack TSiegalkoff Gary FranklinSkiba Gary MSmith Iii John JosephSmith Robert JSouthard Nancy JoStanley Ruth HelenStraus Sr Arnold MauriceThornton Quentin Duanevanata valerie Nicolevandyke kevin Michaelvining Gerald Madisonvowell Darrell RayWhite Bruce JamesWiggins NathanWright Marty JoeWurster Roger M
FIrST UNITeD AMerICANBig Apple Benefits IncCampbell Solberg Assoc IncFleming Patricia SusanRicetti Matthew RRisman vladimirWood Jr Paul DanerWright Cheryl
Congratulations and welcome to United American and First United American Wersquore excited you have chosen to join the family With the tremendous volume of Seniors around us the Medicare Supplement market is THE place to be
4 September 2011
Welcome to UA amp First UA
September 2011 5
BE PREPARED for the AEPBE PREPARED Whether yoursquore a Boy Scout or a UA or First UA Agent thatrsquos a telling motto Itrsquos telling you to get ready for the Medicare Advantage Annual Election Period (AEP) that begins October 15 and runs until December 7 NOW is the time to solicit business from Medicare Advantage members who are losing coverage and may be looking to join Original Medicare and purchase a Medicare Supplement There are several preapproved Medicare Supplement print ads available to you in the United American and First UA Ad Catalogs Most ads are available in color or black and white and can be used in newspapers Senior newsletters community bulletins etc Several are aimed directly at Medicare Advantage members but we also offer generic Med-Supp ads and ads specifically focused on UA Plan HDF and First UA Plan F+
If yoursquore not familiar with the Ad Catalog this is a great time to get acquainted United American Agents go to UAOnline lsquoUA General Agency Officersquo lsquoAgent Toolsrsquo First UA Agents go to wwwfirstunitedamericancomoffice lsquoAgent Toolsrsquo Remember BE PREPARED
6 September 2011
Simple Tips for Success with SeniorsThe Senior market is one of the most lucrative in the insurance industry with 10000 people turning 65 each day in the United States and thousands of Medicare Advantage members potentially losing coverage each year Here are simple tips to get you ready for the Medicare Advantage Annual Election Period starting October 15 and to make the sales experience more pleasant and profitable for you and your prospect
September 2011 7
KeeP IT PreSSUre-Free People donrsquot like to be pushed into doing anything and that includes Seniors Maintain a pressure-free atmosphere when selling to Seniors Emphasize itrsquos important they make a decision but that the decision is entirely theirs to make
be A VOLUNTeer More than anything Seniors want to maintain their independence and continue to feel active and vital volunteer your time to help them do just that Senior centers health clubs religious organizations Senior sports teams travel clubs etc are always looking for volunteers to assist with Senior programs and classes What a great way to get acquainted with potential prospects and do something positive for your community
HOST COFFee TALK A good way to get acquainted is over a cup of coffee Run an ad in your local newspaper or community bulletin to host a lsquoSecond Cup of Coffeersquo for Seniors at a local restaurant Indicate you want to bring them useful information about Medicare and answer questions they may have about Senior health insurance Host it midmorning when business is slow for most restaurants Owners will appreciate the additional sales on donuts apple fritters and bear claws
be CUSTOMer-CeNTereD While being knowledgeable about our Company and products is important to creating a good sales presentation caring about your prospect is just as important Prospects donrsquot care how much you know until they know how much you care Everything you do and say must be for the good of the customer Give them the time they need and the information they need to make the decision thatrsquos best for them And most of all always be sensitive to their personal and financial situations
HOLD AN ANNUAL reVIeW yoursquove heard it a million times but we canrsquot overemphasize the importance of an annual review Whether there are significant changes in the lives of your customer or not the annual review is a great way to let customers know you continue to care long after you make the sale Itrsquos also an outstanding opportunity to get referrals For instance your Senior customer may have moved during the past year to a retirement community When you visit you may end up with more referrals than you ever dreamed possible and you may decide their new residence is a fantastic place to hold a Senior seminar In addition invite the children of your Senior customers to sit in on the annual review The kids may be aware of additional needs the parents have and may provide you with additional referrals Annual reviews create all kinds of opportunities
MArKeT IN MANy MeDIUMS Make use of all the possibilities around you - direct mail customer referrals Senior seminars print ads in newspapers and community or church bulletins health fairs sponsorship of kidsrsquo sports teams congratulatory ads in high school and college yearbooks And donrsquot forget people in line with you at the bank or the grocery store Tell everyone what you do and how well you do it All these can keep your name in front of the public and make you the go-to man or woman for Medicare Supplement sales Make sure any advertising material you use or distribute is approved by the Home Office
SAy THANKS We often stress the importance of acknowledging special occasions in the lives of your customers such as birthdays anniversaries etc But is there any time more appropriate to thank them for their business than at Thanksgiving When you send a card at Thanksgiving it gets noticed and you stand out from the crowd instead of being lost in the holiday shuffle
GeT reFerrALS This is a given with most insurance sales people but we want to emphasize how much easier and more significant this can be when you have the $3000 Accidental Death Policy to offer When your customer gives you a referral theyrsquore not just giving you a referral Theyrsquore giving that referral an opportunity to receive $3000 worth of accidental death coverage for themselves and their spouse and $1000 for each of their kids and all for a minimal annual premium at the end of the first policy year What a deal The ADP gives the term referral a whole new dimension
Source Pew Research Center wwwseniormarketadvisorcom
8 September 2011
Life Insurance Awareness Month a Slam Dunk in 2011September is Life Insurance Awareness Month The annual promotion coordinated by the nonprofit LIFE Foundation is designed to promote the importance of life insurance to both the general public and life insurance producers Each year a well-known personality who has personally benefited from life insurance is selected as spokesperson for the event
This yearrsquos representative is Lamar Odom forward for the Los Angeles Lakers and two-time NBA champion Lamar learned the importance of life insurance at the age of 12 when his mother passed away from colon cancer Because of her life insurance policy Lamar was able to continue his private-school education This contributed to his sense of stability during a time of tremendous personal upheaval and had a positive impact on his future emotional and athletic development After high school Lamar was able to attend college without the pressure of having to earn money to help support his grandmother who cared for him He was able to develop his talent on the court instead
ldquoIrsquom sure my mom didnrsquot think she would die at age 35 but that didnrsquot stop her from doing the responsible thing and buying life insurancerdquo said Odom ldquoHer wise decision gave me the foundation to move on in my life and played a big role in making me the person I am today When I began my pro career one of the first things I did was buy life insurance to make sure that my loved ones would always be taken care of Irsquom proud to represent the LIFE Foundation and share my story and to hopefully get more Americans to do the kind of smart planning that my mom didrdquo
There are thousands of families across the United States who need life insurance protection As an Agent of United American it is your responsibility to help meet those needs with UArsquos Fundamental Life Series you can offer your prospect a benefit amount to complement almost everyonersquos personal goals lifestyle and financial situation
Make life insurance sales a priority every month
Sources httpwwwlimracomLIAM httpwwwlifehappensorgbasketball-champion-and-reality-tv-star-lamar-odom-to-serve-as-spokesperson-for-life-insurance-awareness-month
According to LIMRArsquos 2010 Life Insurance Ownership Study
bull Thirty percent of US households (35 million) have no life insurance protection
bull Half of US households (58 million) say they need more life insurance
bull Among households with children under 18 11 million have no life insurance
bull One in four US households rely only on a group life policy which can disappear if the wage earner loses his or her job
bull Four out of 10 US households with children under 18 say they would immediately have trouble meeting everyday expenses if the primary wage earner died
bull Another three in 10 say they would have trouble keeping up with expenses after several months
bull Twenty-four percent of households with children under 18 want to speak with a professional about their life insurance needs
September 2011 9
And You Can BeAnd You Can Be
September 2011
Are You on Schedule for the Hard Rock Hotel amp Casino Punta Cana June 28 - July 1 2012The sounds of Las Vegas slot machines may still be ringing in your ears but itrsquos never too soon to think about Convention 2012 in the Dominican Republic The qualifying year is more than half over so kick your production into high gear and picture yourself soaking up the sun like a celebrity next summer Here are comments from others whorsquove been there ldquoThe resort grounds restaurants and amenities are topnotch The beach is absolutely beautiful The staff is attentive to all your needs and willing to bend over backward to get you anything you need immediately And the rooms are fantasticrdquoldquoThe Hard Rock Punta Cana makes you feel like you are a Rock Star The friendly staff gorgeous rooms pristine beaches and relaxing pools were
difficult to leave behindrdquo
Check out this all-inclusive resort for yourself at httpwwwhardrockhotelpuntacanacom
Produce Business NOW hellip Party like a Rock Star later
10 September 2011
PaCeSetterS CluBThrough August 2011 these producers represent the top Agents with the highest net combined annualized premium Agents can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 TIMOTHy J AHLbUM
2 PHILIP b OrTez Jr
3 DeVIN bArTA
4 rAy STeVeNS
5 JONATHAN AHLbUM
6 ROGER A GRADy JR
7 CHRISTOPHER N GRAHAM
8 FRED W LEMAR JR
9 EDWARD A CATRON
10 JULIA GILELS
11 kERRy SACHS
12 MATTHEW BROWN
13 NATALIE L COOPER
14 IAN A SMITH
15 JOHN W STAMPER
16 CASEy v PALMER
17 ANDREW M FLITTNER
18 STUART ALAN
19 JERROLD J POSTIN
20 SHIA WEINFELD
21 kENNETH R DELAUTER JR
22 CATHERINE E HATTON
23 SHARON L LIEBERMAN
24 RONALD C HARSHMAN
25 kENNETH L LEPAGE JR
26 MARk HELLER
27 TRACy kRAUSE BRATONE
28 ADAM D PATTERSON
29 AARON GORDON
30 MICHAEL LEMAR
PreSIDeNtrsquoS CluBThrough August 2011 these producers represent the top Agencies with the highest net combined annualized premium Agencies can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 JONATHAN AHLbUM
The Ahlbum Group
2 MICHAeL LeMAr Sunshine State Agency
3 CATHerINe e HATTONLong Island Insurance
Solutions
4 rON CONCKLINRosenberg-Concklin Inc
5 rAy STeVeNSStevens amp Associates Insurance
Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
7 DAvID k DANIELSDavid K Daniels amp Associates
8 THOMAS G STATkEWICzSylvan-James Associates Inc
9 kERRy SACHSSecure Retirement Solutions Inc
10 JOHN STAMPERChoice Plus Benefits
11 PAUL SWEENEyQuality First Ins Agency Inc
12 STUART ALANSenior Care Insurance Center
13 AMERICAN EAGLE CONSULTANTS INC
14 RICHARD S SCHWARTzInsurance Center of S Florida
15 MIkE STEvENSFarm amp Ranch Healthcare Inc
16 PETER S GELBWAkSGelbwaks ExecutiveMarketing Corp
17 RONALD C HARSHMANHarshman Insurance Agency
18 MARk HELLERHeller Insurance Agency
19 CENTURION AGENCy LTD
20 AMERIPRISE FINANCIAL SERvICES
21 WORLD WIDE COvERAGE CORP
22 MICHAEL PHILLIPSUnion Benefit Corp
23 ELAINE T FORHMANForhman Insurance Agency
24 THE WASHWICk AGENCy INC
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
26 JOHN S CARRANCarran Insurance Agency
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
28 EARL D DWORkINDworkin Insurance Agency
29 STANTON M BERSHADBershad Insurance Agency
30 JAMES F SCHULERConsumer Group Services Inc
tOP PrOdUCerS
tOP PrOdUCerS
This list represents the Top General Agents and Writing Agents who have written the highest net annualized life or health premium through the month of August 2011
lIfe GeNeral aGeNtS health GeNeral aGeNtS1 MIkE STEvENS
Farm amp Ranch Healthcare Inc 16 ALBERT R MCkENzIE
McKenzie Insurance Agency 1 JONATHAN AHLBUM
The Ahlbum Group16 RONALD C HARSHMAN
Harshman Insurance Agency
2 JOHN W HARRINGTONHarrington Insurance Agency
17 NEAL STACyStacy Insurance Agency
2 MICHAEL LEMARSunshine State Agency
17 MIkE STEvENSFarm amp Ranch Healthcare Inc
3 kENNETH R BOWLINGThe Benefit Exchange
18 DONALD M BRADDyBraddy Insurance Agency
3 CATHERINE E HATTONLong Island Insurance Solutions
18 MARk HELLERHeller Insurance Agency
4 DAvID k DANIELSDavid K Daniels amp Associates
19 CURTIS HOLMESFirst Southeast Ins Serv Inc
4 RON CONCkLINRosenberg-Concklin Inc
19 CENTURION AGENCy LTD
5 GEORGE A WALLACEWallace Insurance Agency
20 CHARLES F JAMESJames Insurance Agency
5 RAy STEvENSStevens amp Associates Insurance Agency
20 AMERIPRISE FINANCIAL SERvICES
6 CHRIS AROUTSIDISAroutsidis Insurance Agency
21 CURTIS SCOTTScott Insurance Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
21 WORLD WIDE COvERAGE CORP
7 MICHAEL LEMARSunshine State Agency
22 DENIS B MITCHELLMitchell Insurance Agency
7 DAvID k DANIELSDavid K Daniels amp Associates
22 MICHAEL PHILLIPSUnion Benefits Corp
8 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
23 LAWRENCE E WACkOWSkIWackowski Insurance Agency
8 THOMAS G STATkEWICzSylvan-James Associates Inc
23 ELAINE T FORHAMForham Insurance Agency
9 OWEN E METTSMetts Insurance Agency
24 MICHAEL PERNAPerna Insurance Agency
9 kERRy SACHSSecure Retirement Solutions Inc
24 THE WASHWICk AGENCy INC
10 HENRy vAzQUEzVazquez Insurance Agency
25 JAMES O TAyLORTaylor Insurance Agency
10 JOHN STAMPERChoice Plus Benefits
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
11 TIFFANy y TRUSSTruss Insurance Agency
26 JESSE E BROWNBrown Insurance Agency
11 PAUL SWEENEyQuality First Ins Agency Inc
26 JOHN S CARRANCarran Insurance Agency
12 NELSON J MARTINMartin Insurance Agency
27 GLENN I WACHOB SRWachob Insurance Agency
12 STUART ALANSenior Care Insurance Center
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
13 HENRy L LANELane Insurance Agency
28 DON H PIPPIN SRPippin Insurance Agency
13 RICHARD S SCHWARTzInsurance Center of S Florida
28 EARL D DWORkINDworkin Insurance Agency
14 BOBBy L BAkERBaker Insurance Agency
29 THOMAS L IRICkIrick Insurance Agency
14 AMERICAN EAGLE CONSULTANTS INC
29 STANTON M BERSHADBershad Insurance Agency
15 BANTEE L HALLHall Insurance Agency
30 WILBERT DELvADelva Insurance Agency
15 PETER S GELBWAkSGelbwaks Executive Marketing Corp
30 JAMES F SCHULERConsumer Group Services Inc
lIfe WrItING aGeNtS health WrItING aGeNtS1 JOHN W CRAvEN SR 16 ALBERT R MCkENzIE 1 TIMOTHy J AHLBUM 16 CASEy v PALMER
2 DELORES A DAy 17 CHRISTOPHER JACOBy 2 DEvIN BARTA 17 ANDREW M FLITTNER
3 WESLEy S STEvENS 18 DONALD M BRADDy 3 PHILIP B ORTEz JR 18 STUART ALAN
4 ROGER A GRADy JR 19 kENNETH R BOWLING 4 RAy STEvENS 19 JERROLD J POSTIN
5 GEORGE A WALLACE 20 CURTIS HOLMES 5 JONATHAN AHLBUM 20 SHIA WEINFELD
6 CHRIS AROUTSIDIS 21 LENA M CRAWFORD 6 ROGER A GRADy JR 21 kENNETH R DELAUTER JR
7 PHILIP B ORTEz JR 22 DALE L HOUSTON 7 CHRISTOPHER N GRAHAM 22 CATHERINE E HATTON
8 OWEN E METTS 23 CURTIS SCOTT 8 FRED W LEMAR JR 23 SHARON L LIEBERMAN
9 TIFFANy y TRUSS 24 DENIS B MITCHELL 9 EDWARD A CATRON 24 RONALD C HARSHMAN
10 NELSON J MARTIN 25 TIMOTHy STyER 10 JULIA GILELS 25 kENNETH L LEPAGE JR
11 HENRy LANE 26 LAWRENCE E WACkOWSkI 11 kERRy SACHS 26 MARk HELLER
12 DAvID S kAUzLARICH 27 MICHAEL PERNA 12 MATTHEW BROWN 27 TRACy kRAUSE BRATONE
13 BOBBy L BAkER 28 JAMES O TAyLOR 13 NATALIE L COOPER 28 ADAM D PATTERSON
14 RAyMOND NUNO 29 JESSE E BROWN 14 IAN A SMITH 29 AARON GORDON
15 BANTEE L HALL 30 GLENN I WACHOB SR 15 JOHN W STAMPER 30 MICHAEL LEMAR
September 2011 11
What Do You NeeD to Sell If Yoursquore a General aGent If Yoursquore a WritinG aGent
MOntH liFe OnlY HealtH OnlY COMbined MOntH liFe OnlY HealtH OnlY COMbined
$180000 NAP $350000 NAP $350000 NAP $100000 NAP $150000 NAP $150000 NAP
Jan $15000 $29167 $29167 Jan $7500 $12500 $12500
Feb 30000 58333 58333 Feb 15000 25000 25000
Mar 45000 87500 87500 Mar 22500 37500 37500
aPr 60000 116667 116667 aPr 30000 50000 50000
MaY 75000 145833 145833 MaY 37500 62500 62500
JUne 90000 175000 175000 JUne 45000 75000 75000
JUlY 105000 204167 204167 JUlY 52500 87500 87500
aUG 120000 233333 233333 aUG 60000 100000 100000
SePt 135000 262500 262500 SePt 67500 112500 112500
OCt 150000 291667 291667 OCt 75000 125000 125000
nOV 165000 320833 320833 nOV 82500 137500 137500
deC 180000 350000 350000 deC 100000 150000 150000
All 2011 production qualifications for the 2012 Convention at Hard Rock Hotel amp Casino Punta Cana in the Dominican Republic are based on Net Annualized Premiums (NAP) which must be 70 percent or more of the
Gross Annualized Premiums (GAP) Qualification Period Dec 25 2010 through Dec 24 2011 Conference costs (room airfare and food) for participant and guest will be included on the qualifierrsquos taxable income (1099) for the year
annUal COnVentiOn JUNE 28 - JULY 1 2012 Hard rOCk HOtel amp CaSinO PUnta Cana
UNITeD AMerICANApplestein Judith GouldArakelian RoubinaArmstrong J PrestonAsquino Jason JohnBarela kathleen victoriaBarwick Jr David CarlBassett James WilliamBate Robert EBaumann III Michael FrancisBaxter Darla GearldeanBebawi Bill MBorman kurtis CBoul Richard JohnBowen Don GeneBrown Timothy JamesCadle Herbert WCain Andy GeraldCalvano Eugene AnthonyCampana Diana MCampbell Larry EdwardCessna Lawrence RayChambers Duane ECharitar Jitendra SamCharley Dennis OsbourneCharrin Jack ReneChase Timothy WChiarelli JohnCoe Michelle yvonneColwell LeeCox John ACraft Jon LCross Richard HCurran Susan MaryDamico James HowardDennis MarianDolph Rone MiltonErenfeld Fred REvans Selvyn LloydEwell III Jefferson DavisFarmer Beverly kFenton MarkFiala Susan AFlannery vicki CFrazier Thomas EGallagher Daniel keithGarza victor CortinasGaulrapp John kerwinGearhart James BGigaroa Matthew JGipson Harold EdwardGolden Jr Patrick Francis
Grady-Calhoun NorvelGramlin Melanie AnneGreenwood James WilliamGuevremont Laurie AnnGuilfoil Jr John MHarness Larry GHobson Russell LewisHocbo Ethel RiveraHoke Jr Donald DHolloway Barbara GraceHughes Christopher R MHutton Randy WilsonIkeoka Roy TadashiIsrael StevenJackson Jerry kayJankelunas Jr Daniel TJewett William GlennJohn C Harcar Ins Agency IncJohnston Robert JosephJordan kathleen MJoski Jill Mkovarsky Nathan StevenLamberta Peter SLegair OsaferLin Michelle ShuanLindell Walter CLindsey Stephen ClarkeLingle Roy AllenLower Douglas JamesLuchesi CharlesLumia Mark RichardMaragni Martin PMathews Donald WayneMaz David AMcCan Christopher MMeredith LarryMerlin David ArmondMickelson James StevenMiller William kennethMitchell William SeldenMonroe Richard LeeMorgan Stephanie DarleneMorgan Stephen Le RoyMosier Connie JeanMoultrie Richard GolfinMullins Richard DavidNawrocki II Walter MichaelNelson Mark ANowack Dennis JOlgin Arthur BOrtiz Jr DanielPaikowski John Joseph
Patrick Paul DPayne Bruce AllenPayne Sonya kayPence Linda JPence Steve OPendergrass Lewis EdwardPennell Betty JPhelps Anthony ShanePlagge Douglas AllenPoland John CurryPradhan Farah ERay Deanna ClairRhodes William SRichardson II Alva DaleRigg Steven RRoss Nawana ElaineRuhm Christopher PhilipRyerson William CarlSawyer Andre DSchoonover Jonathan EScott Barry PScott Mark BradleySeiler Jerry RobertSerratelli James AShuman Jack TSiegalkoff Gary FranklinSkiba Gary MSmith Iii John JosephSmith Robert JSouthard Nancy JoStanley Ruth HelenStraus Sr Arnold MauriceThornton Quentin Duanevanata valerie Nicolevandyke kevin Michaelvining Gerald Madisonvowell Darrell RayWhite Bruce JamesWiggins NathanWright Marty JoeWurster Roger M
FIrST UNITeD AMerICANBig Apple Benefits IncCampbell Solberg Assoc IncFleming Patricia SusanRicetti Matthew RRisman vladimirWood Jr Paul DanerWright Cheryl
Congratulations and welcome to United American and First United American Wersquore excited you have chosen to join the family With the tremendous volume of Seniors around us the Medicare Supplement market is THE place to be
4 September 2011
Welcome to UA amp First UA
September 2011 5
BE PREPARED for the AEPBE PREPARED Whether yoursquore a Boy Scout or a UA or First UA Agent thatrsquos a telling motto Itrsquos telling you to get ready for the Medicare Advantage Annual Election Period (AEP) that begins October 15 and runs until December 7 NOW is the time to solicit business from Medicare Advantage members who are losing coverage and may be looking to join Original Medicare and purchase a Medicare Supplement There are several preapproved Medicare Supplement print ads available to you in the United American and First UA Ad Catalogs Most ads are available in color or black and white and can be used in newspapers Senior newsletters community bulletins etc Several are aimed directly at Medicare Advantage members but we also offer generic Med-Supp ads and ads specifically focused on UA Plan HDF and First UA Plan F+
If yoursquore not familiar with the Ad Catalog this is a great time to get acquainted United American Agents go to UAOnline lsquoUA General Agency Officersquo lsquoAgent Toolsrsquo First UA Agents go to wwwfirstunitedamericancomoffice lsquoAgent Toolsrsquo Remember BE PREPARED
6 September 2011
Simple Tips for Success with SeniorsThe Senior market is one of the most lucrative in the insurance industry with 10000 people turning 65 each day in the United States and thousands of Medicare Advantage members potentially losing coverage each year Here are simple tips to get you ready for the Medicare Advantage Annual Election Period starting October 15 and to make the sales experience more pleasant and profitable for you and your prospect
September 2011 7
KeeP IT PreSSUre-Free People donrsquot like to be pushed into doing anything and that includes Seniors Maintain a pressure-free atmosphere when selling to Seniors Emphasize itrsquos important they make a decision but that the decision is entirely theirs to make
be A VOLUNTeer More than anything Seniors want to maintain their independence and continue to feel active and vital volunteer your time to help them do just that Senior centers health clubs religious organizations Senior sports teams travel clubs etc are always looking for volunteers to assist with Senior programs and classes What a great way to get acquainted with potential prospects and do something positive for your community
HOST COFFee TALK A good way to get acquainted is over a cup of coffee Run an ad in your local newspaper or community bulletin to host a lsquoSecond Cup of Coffeersquo for Seniors at a local restaurant Indicate you want to bring them useful information about Medicare and answer questions they may have about Senior health insurance Host it midmorning when business is slow for most restaurants Owners will appreciate the additional sales on donuts apple fritters and bear claws
be CUSTOMer-CeNTereD While being knowledgeable about our Company and products is important to creating a good sales presentation caring about your prospect is just as important Prospects donrsquot care how much you know until they know how much you care Everything you do and say must be for the good of the customer Give them the time they need and the information they need to make the decision thatrsquos best for them And most of all always be sensitive to their personal and financial situations
HOLD AN ANNUAL reVIeW yoursquove heard it a million times but we canrsquot overemphasize the importance of an annual review Whether there are significant changes in the lives of your customer or not the annual review is a great way to let customers know you continue to care long after you make the sale Itrsquos also an outstanding opportunity to get referrals For instance your Senior customer may have moved during the past year to a retirement community When you visit you may end up with more referrals than you ever dreamed possible and you may decide their new residence is a fantastic place to hold a Senior seminar In addition invite the children of your Senior customers to sit in on the annual review The kids may be aware of additional needs the parents have and may provide you with additional referrals Annual reviews create all kinds of opportunities
MArKeT IN MANy MeDIUMS Make use of all the possibilities around you - direct mail customer referrals Senior seminars print ads in newspapers and community or church bulletins health fairs sponsorship of kidsrsquo sports teams congratulatory ads in high school and college yearbooks And donrsquot forget people in line with you at the bank or the grocery store Tell everyone what you do and how well you do it All these can keep your name in front of the public and make you the go-to man or woman for Medicare Supplement sales Make sure any advertising material you use or distribute is approved by the Home Office
SAy THANKS We often stress the importance of acknowledging special occasions in the lives of your customers such as birthdays anniversaries etc But is there any time more appropriate to thank them for their business than at Thanksgiving When you send a card at Thanksgiving it gets noticed and you stand out from the crowd instead of being lost in the holiday shuffle
GeT reFerrALS This is a given with most insurance sales people but we want to emphasize how much easier and more significant this can be when you have the $3000 Accidental Death Policy to offer When your customer gives you a referral theyrsquore not just giving you a referral Theyrsquore giving that referral an opportunity to receive $3000 worth of accidental death coverage for themselves and their spouse and $1000 for each of their kids and all for a minimal annual premium at the end of the first policy year What a deal The ADP gives the term referral a whole new dimension
Source Pew Research Center wwwseniormarketadvisorcom
8 September 2011
Life Insurance Awareness Month a Slam Dunk in 2011September is Life Insurance Awareness Month The annual promotion coordinated by the nonprofit LIFE Foundation is designed to promote the importance of life insurance to both the general public and life insurance producers Each year a well-known personality who has personally benefited from life insurance is selected as spokesperson for the event
This yearrsquos representative is Lamar Odom forward for the Los Angeles Lakers and two-time NBA champion Lamar learned the importance of life insurance at the age of 12 when his mother passed away from colon cancer Because of her life insurance policy Lamar was able to continue his private-school education This contributed to his sense of stability during a time of tremendous personal upheaval and had a positive impact on his future emotional and athletic development After high school Lamar was able to attend college without the pressure of having to earn money to help support his grandmother who cared for him He was able to develop his talent on the court instead
ldquoIrsquom sure my mom didnrsquot think she would die at age 35 but that didnrsquot stop her from doing the responsible thing and buying life insurancerdquo said Odom ldquoHer wise decision gave me the foundation to move on in my life and played a big role in making me the person I am today When I began my pro career one of the first things I did was buy life insurance to make sure that my loved ones would always be taken care of Irsquom proud to represent the LIFE Foundation and share my story and to hopefully get more Americans to do the kind of smart planning that my mom didrdquo
There are thousands of families across the United States who need life insurance protection As an Agent of United American it is your responsibility to help meet those needs with UArsquos Fundamental Life Series you can offer your prospect a benefit amount to complement almost everyonersquos personal goals lifestyle and financial situation
Make life insurance sales a priority every month
Sources httpwwwlimracomLIAM httpwwwlifehappensorgbasketball-champion-and-reality-tv-star-lamar-odom-to-serve-as-spokesperson-for-life-insurance-awareness-month
According to LIMRArsquos 2010 Life Insurance Ownership Study
bull Thirty percent of US households (35 million) have no life insurance protection
bull Half of US households (58 million) say they need more life insurance
bull Among households with children under 18 11 million have no life insurance
bull One in four US households rely only on a group life policy which can disappear if the wage earner loses his or her job
bull Four out of 10 US households with children under 18 say they would immediately have trouble meeting everyday expenses if the primary wage earner died
bull Another three in 10 say they would have trouble keeping up with expenses after several months
bull Twenty-four percent of households with children under 18 want to speak with a professional about their life insurance needs
September 2011 9
And You Can BeAnd You Can Be
September 2011
Are You on Schedule for the Hard Rock Hotel amp Casino Punta Cana June 28 - July 1 2012The sounds of Las Vegas slot machines may still be ringing in your ears but itrsquos never too soon to think about Convention 2012 in the Dominican Republic The qualifying year is more than half over so kick your production into high gear and picture yourself soaking up the sun like a celebrity next summer Here are comments from others whorsquove been there ldquoThe resort grounds restaurants and amenities are topnotch The beach is absolutely beautiful The staff is attentive to all your needs and willing to bend over backward to get you anything you need immediately And the rooms are fantasticrdquoldquoThe Hard Rock Punta Cana makes you feel like you are a Rock Star The friendly staff gorgeous rooms pristine beaches and relaxing pools were
difficult to leave behindrdquo
Check out this all-inclusive resort for yourself at httpwwwhardrockhotelpuntacanacom
Produce Business NOW hellip Party like a Rock Star later
10 September 2011
PaCeSetterS CluBThrough August 2011 these producers represent the top Agents with the highest net combined annualized premium Agents can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 TIMOTHy J AHLbUM
2 PHILIP b OrTez Jr
3 DeVIN bArTA
4 rAy STeVeNS
5 JONATHAN AHLbUM
6 ROGER A GRADy JR
7 CHRISTOPHER N GRAHAM
8 FRED W LEMAR JR
9 EDWARD A CATRON
10 JULIA GILELS
11 kERRy SACHS
12 MATTHEW BROWN
13 NATALIE L COOPER
14 IAN A SMITH
15 JOHN W STAMPER
16 CASEy v PALMER
17 ANDREW M FLITTNER
18 STUART ALAN
19 JERROLD J POSTIN
20 SHIA WEINFELD
21 kENNETH R DELAUTER JR
22 CATHERINE E HATTON
23 SHARON L LIEBERMAN
24 RONALD C HARSHMAN
25 kENNETH L LEPAGE JR
26 MARk HELLER
27 TRACy kRAUSE BRATONE
28 ADAM D PATTERSON
29 AARON GORDON
30 MICHAEL LEMAR
PreSIDeNtrsquoS CluBThrough August 2011 these producers represent the top Agencies with the highest net combined annualized premium Agencies can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 JONATHAN AHLbUM
The Ahlbum Group
2 MICHAeL LeMAr Sunshine State Agency
3 CATHerINe e HATTONLong Island Insurance
Solutions
4 rON CONCKLINRosenberg-Concklin Inc
5 rAy STeVeNSStevens amp Associates Insurance
Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
7 DAvID k DANIELSDavid K Daniels amp Associates
8 THOMAS G STATkEWICzSylvan-James Associates Inc
9 kERRy SACHSSecure Retirement Solutions Inc
10 JOHN STAMPERChoice Plus Benefits
11 PAUL SWEENEyQuality First Ins Agency Inc
12 STUART ALANSenior Care Insurance Center
13 AMERICAN EAGLE CONSULTANTS INC
14 RICHARD S SCHWARTzInsurance Center of S Florida
15 MIkE STEvENSFarm amp Ranch Healthcare Inc
16 PETER S GELBWAkSGelbwaks ExecutiveMarketing Corp
17 RONALD C HARSHMANHarshman Insurance Agency
18 MARk HELLERHeller Insurance Agency
19 CENTURION AGENCy LTD
20 AMERIPRISE FINANCIAL SERvICES
21 WORLD WIDE COvERAGE CORP
22 MICHAEL PHILLIPSUnion Benefit Corp
23 ELAINE T FORHMANForhman Insurance Agency
24 THE WASHWICk AGENCy INC
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
26 JOHN S CARRANCarran Insurance Agency
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
28 EARL D DWORkINDworkin Insurance Agency
29 STANTON M BERSHADBershad Insurance Agency
30 JAMES F SCHULERConsumer Group Services Inc
tOP PrOdUCerS
tOP PrOdUCerS
This list represents the Top General Agents and Writing Agents who have written the highest net annualized life or health premium through the month of August 2011
lIfe GeNeral aGeNtS health GeNeral aGeNtS1 MIkE STEvENS
Farm amp Ranch Healthcare Inc 16 ALBERT R MCkENzIE
McKenzie Insurance Agency 1 JONATHAN AHLBUM
The Ahlbum Group16 RONALD C HARSHMAN
Harshman Insurance Agency
2 JOHN W HARRINGTONHarrington Insurance Agency
17 NEAL STACyStacy Insurance Agency
2 MICHAEL LEMARSunshine State Agency
17 MIkE STEvENSFarm amp Ranch Healthcare Inc
3 kENNETH R BOWLINGThe Benefit Exchange
18 DONALD M BRADDyBraddy Insurance Agency
3 CATHERINE E HATTONLong Island Insurance Solutions
18 MARk HELLERHeller Insurance Agency
4 DAvID k DANIELSDavid K Daniels amp Associates
19 CURTIS HOLMESFirst Southeast Ins Serv Inc
4 RON CONCkLINRosenberg-Concklin Inc
19 CENTURION AGENCy LTD
5 GEORGE A WALLACEWallace Insurance Agency
20 CHARLES F JAMESJames Insurance Agency
5 RAy STEvENSStevens amp Associates Insurance Agency
20 AMERIPRISE FINANCIAL SERvICES
6 CHRIS AROUTSIDISAroutsidis Insurance Agency
21 CURTIS SCOTTScott Insurance Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
21 WORLD WIDE COvERAGE CORP
7 MICHAEL LEMARSunshine State Agency
22 DENIS B MITCHELLMitchell Insurance Agency
7 DAvID k DANIELSDavid K Daniels amp Associates
22 MICHAEL PHILLIPSUnion Benefits Corp
8 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
23 LAWRENCE E WACkOWSkIWackowski Insurance Agency
8 THOMAS G STATkEWICzSylvan-James Associates Inc
23 ELAINE T FORHAMForham Insurance Agency
9 OWEN E METTSMetts Insurance Agency
24 MICHAEL PERNAPerna Insurance Agency
9 kERRy SACHSSecure Retirement Solutions Inc
24 THE WASHWICk AGENCy INC
10 HENRy vAzQUEzVazquez Insurance Agency
25 JAMES O TAyLORTaylor Insurance Agency
10 JOHN STAMPERChoice Plus Benefits
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
11 TIFFANy y TRUSSTruss Insurance Agency
26 JESSE E BROWNBrown Insurance Agency
11 PAUL SWEENEyQuality First Ins Agency Inc
26 JOHN S CARRANCarran Insurance Agency
12 NELSON J MARTINMartin Insurance Agency
27 GLENN I WACHOB SRWachob Insurance Agency
12 STUART ALANSenior Care Insurance Center
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
13 HENRy L LANELane Insurance Agency
28 DON H PIPPIN SRPippin Insurance Agency
13 RICHARD S SCHWARTzInsurance Center of S Florida
28 EARL D DWORkINDworkin Insurance Agency
14 BOBBy L BAkERBaker Insurance Agency
29 THOMAS L IRICkIrick Insurance Agency
14 AMERICAN EAGLE CONSULTANTS INC
29 STANTON M BERSHADBershad Insurance Agency
15 BANTEE L HALLHall Insurance Agency
30 WILBERT DELvADelva Insurance Agency
15 PETER S GELBWAkSGelbwaks Executive Marketing Corp
30 JAMES F SCHULERConsumer Group Services Inc
lIfe WrItING aGeNtS health WrItING aGeNtS1 JOHN W CRAvEN SR 16 ALBERT R MCkENzIE 1 TIMOTHy J AHLBUM 16 CASEy v PALMER
2 DELORES A DAy 17 CHRISTOPHER JACOBy 2 DEvIN BARTA 17 ANDREW M FLITTNER
3 WESLEy S STEvENS 18 DONALD M BRADDy 3 PHILIP B ORTEz JR 18 STUART ALAN
4 ROGER A GRADy JR 19 kENNETH R BOWLING 4 RAy STEvENS 19 JERROLD J POSTIN
5 GEORGE A WALLACE 20 CURTIS HOLMES 5 JONATHAN AHLBUM 20 SHIA WEINFELD
6 CHRIS AROUTSIDIS 21 LENA M CRAWFORD 6 ROGER A GRADy JR 21 kENNETH R DELAUTER JR
7 PHILIP B ORTEz JR 22 DALE L HOUSTON 7 CHRISTOPHER N GRAHAM 22 CATHERINE E HATTON
8 OWEN E METTS 23 CURTIS SCOTT 8 FRED W LEMAR JR 23 SHARON L LIEBERMAN
9 TIFFANy y TRUSS 24 DENIS B MITCHELL 9 EDWARD A CATRON 24 RONALD C HARSHMAN
10 NELSON J MARTIN 25 TIMOTHy STyER 10 JULIA GILELS 25 kENNETH L LEPAGE JR
11 HENRy LANE 26 LAWRENCE E WACkOWSkI 11 kERRy SACHS 26 MARk HELLER
12 DAvID S kAUzLARICH 27 MICHAEL PERNA 12 MATTHEW BROWN 27 TRACy kRAUSE BRATONE
13 BOBBy L BAkER 28 JAMES O TAyLOR 13 NATALIE L COOPER 28 ADAM D PATTERSON
14 RAyMOND NUNO 29 JESSE E BROWN 14 IAN A SMITH 29 AARON GORDON
15 BANTEE L HALL 30 GLENN I WACHOB SR 15 JOHN W STAMPER 30 MICHAEL LEMAR
September 2011 11
What Do You NeeD to Sell If Yoursquore a General aGent If Yoursquore a WritinG aGent
MOntH liFe OnlY HealtH OnlY COMbined MOntH liFe OnlY HealtH OnlY COMbined
$180000 NAP $350000 NAP $350000 NAP $100000 NAP $150000 NAP $150000 NAP
Jan $15000 $29167 $29167 Jan $7500 $12500 $12500
Feb 30000 58333 58333 Feb 15000 25000 25000
Mar 45000 87500 87500 Mar 22500 37500 37500
aPr 60000 116667 116667 aPr 30000 50000 50000
MaY 75000 145833 145833 MaY 37500 62500 62500
JUne 90000 175000 175000 JUne 45000 75000 75000
JUlY 105000 204167 204167 JUlY 52500 87500 87500
aUG 120000 233333 233333 aUG 60000 100000 100000
SePt 135000 262500 262500 SePt 67500 112500 112500
OCt 150000 291667 291667 OCt 75000 125000 125000
nOV 165000 320833 320833 nOV 82500 137500 137500
deC 180000 350000 350000 deC 100000 150000 150000
All 2011 production qualifications for the 2012 Convention at Hard Rock Hotel amp Casino Punta Cana in the Dominican Republic are based on Net Annualized Premiums (NAP) which must be 70 percent or more of the
Gross Annualized Premiums (GAP) Qualification Period Dec 25 2010 through Dec 24 2011 Conference costs (room airfare and food) for participant and guest will be included on the qualifierrsquos taxable income (1099) for the year
annUal COnVentiOn JUNE 28 - JULY 1 2012 Hard rOCk HOtel amp CaSinO PUnta Cana
September 2011 5
BE PREPARED for the AEPBE PREPARED Whether yoursquore a Boy Scout or a UA or First UA Agent thatrsquos a telling motto Itrsquos telling you to get ready for the Medicare Advantage Annual Election Period (AEP) that begins October 15 and runs until December 7 NOW is the time to solicit business from Medicare Advantage members who are losing coverage and may be looking to join Original Medicare and purchase a Medicare Supplement There are several preapproved Medicare Supplement print ads available to you in the United American and First UA Ad Catalogs Most ads are available in color or black and white and can be used in newspapers Senior newsletters community bulletins etc Several are aimed directly at Medicare Advantage members but we also offer generic Med-Supp ads and ads specifically focused on UA Plan HDF and First UA Plan F+
If yoursquore not familiar with the Ad Catalog this is a great time to get acquainted United American Agents go to UAOnline lsquoUA General Agency Officersquo lsquoAgent Toolsrsquo First UA Agents go to wwwfirstunitedamericancomoffice lsquoAgent Toolsrsquo Remember BE PREPARED
6 September 2011
Simple Tips for Success with SeniorsThe Senior market is one of the most lucrative in the insurance industry with 10000 people turning 65 each day in the United States and thousands of Medicare Advantage members potentially losing coverage each year Here are simple tips to get you ready for the Medicare Advantage Annual Election Period starting October 15 and to make the sales experience more pleasant and profitable for you and your prospect
September 2011 7
KeeP IT PreSSUre-Free People donrsquot like to be pushed into doing anything and that includes Seniors Maintain a pressure-free atmosphere when selling to Seniors Emphasize itrsquos important they make a decision but that the decision is entirely theirs to make
be A VOLUNTeer More than anything Seniors want to maintain their independence and continue to feel active and vital volunteer your time to help them do just that Senior centers health clubs religious organizations Senior sports teams travel clubs etc are always looking for volunteers to assist with Senior programs and classes What a great way to get acquainted with potential prospects and do something positive for your community
HOST COFFee TALK A good way to get acquainted is over a cup of coffee Run an ad in your local newspaper or community bulletin to host a lsquoSecond Cup of Coffeersquo for Seniors at a local restaurant Indicate you want to bring them useful information about Medicare and answer questions they may have about Senior health insurance Host it midmorning when business is slow for most restaurants Owners will appreciate the additional sales on donuts apple fritters and bear claws
be CUSTOMer-CeNTereD While being knowledgeable about our Company and products is important to creating a good sales presentation caring about your prospect is just as important Prospects donrsquot care how much you know until they know how much you care Everything you do and say must be for the good of the customer Give them the time they need and the information they need to make the decision thatrsquos best for them And most of all always be sensitive to their personal and financial situations
HOLD AN ANNUAL reVIeW yoursquove heard it a million times but we canrsquot overemphasize the importance of an annual review Whether there are significant changes in the lives of your customer or not the annual review is a great way to let customers know you continue to care long after you make the sale Itrsquos also an outstanding opportunity to get referrals For instance your Senior customer may have moved during the past year to a retirement community When you visit you may end up with more referrals than you ever dreamed possible and you may decide their new residence is a fantastic place to hold a Senior seminar In addition invite the children of your Senior customers to sit in on the annual review The kids may be aware of additional needs the parents have and may provide you with additional referrals Annual reviews create all kinds of opportunities
MArKeT IN MANy MeDIUMS Make use of all the possibilities around you - direct mail customer referrals Senior seminars print ads in newspapers and community or church bulletins health fairs sponsorship of kidsrsquo sports teams congratulatory ads in high school and college yearbooks And donrsquot forget people in line with you at the bank or the grocery store Tell everyone what you do and how well you do it All these can keep your name in front of the public and make you the go-to man or woman for Medicare Supplement sales Make sure any advertising material you use or distribute is approved by the Home Office
SAy THANKS We often stress the importance of acknowledging special occasions in the lives of your customers such as birthdays anniversaries etc But is there any time more appropriate to thank them for their business than at Thanksgiving When you send a card at Thanksgiving it gets noticed and you stand out from the crowd instead of being lost in the holiday shuffle
GeT reFerrALS This is a given with most insurance sales people but we want to emphasize how much easier and more significant this can be when you have the $3000 Accidental Death Policy to offer When your customer gives you a referral theyrsquore not just giving you a referral Theyrsquore giving that referral an opportunity to receive $3000 worth of accidental death coverage for themselves and their spouse and $1000 for each of their kids and all for a minimal annual premium at the end of the first policy year What a deal The ADP gives the term referral a whole new dimension
Source Pew Research Center wwwseniormarketadvisorcom
8 September 2011
Life Insurance Awareness Month a Slam Dunk in 2011September is Life Insurance Awareness Month The annual promotion coordinated by the nonprofit LIFE Foundation is designed to promote the importance of life insurance to both the general public and life insurance producers Each year a well-known personality who has personally benefited from life insurance is selected as spokesperson for the event
This yearrsquos representative is Lamar Odom forward for the Los Angeles Lakers and two-time NBA champion Lamar learned the importance of life insurance at the age of 12 when his mother passed away from colon cancer Because of her life insurance policy Lamar was able to continue his private-school education This contributed to his sense of stability during a time of tremendous personal upheaval and had a positive impact on his future emotional and athletic development After high school Lamar was able to attend college without the pressure of having to earn money to help support his grandmother who cared for him He was able to develop his talent on the court instead
ldquoIrsquom sure my mom didnrsquot think she would die at age 35 but that didnrsquot stop her from doing the responsible thing and buying life insurancerdquo said Odom ldquoHer wise decision gave me the foundation to move on in my life and played a big role in making me the person I am today When I began my pro career one of the first things I did was buy life insurance to make sure that my loved ones would always be taken care of Irsquom proud to represent the LIFE Foundation and share my story and to hopefully get more Americans to do the kind of smart planning that my mom didrdquo
There are thousands of families across the United States who need life insurance protection As an Agent of United American it is your responsibility to help meet those needs with UArsquos Fundamental Life Series you can offer your prospect a benefit amount to complement almost everyonersquos personal goals lifestyle and financial situation
Make life insurance sales a priority every month
Sources httpwwwlimracomLIAM httpwwwlifehappensorgbasketball-champion-and-reality-tv-star-lamar-odom-to-serve-as-spokesperson-for-life-insurance-awareness-month
According to LIMRArsquos 2010 Life Insurance Ownership Study
bull Thirty percent of US households (35 million) have no life insurance protection
bull Half of US households (58 million) say they need more life insurance
bull Among households with children under 18 11 million have no life insurance
bull One in four US households rely only on a group life policy which can disappear if the wage earner loses his or her job
bull Four out of 10 US households with children under 18 say they would immediately have trouble meeting everyday expenses if the primary wage earner died
bull Another three in 10 say they would have trouble keeping up with expenses after several months
bull Twenty-four percent of households with children under 18 want to speak with a professional about their life insurance needs
September 2011 9
And You Can BeAnd You Can Be
September 2011
Are You on Schedule for the Hard Rock Hotel amp Casino Punta Cana June 28 - July 1 2012The sounds of Las Vegas slot machines may still be ringing in your ears but itrsquos never too soon to think about Convention 2012 in the Dominican Republic The qualifying year is more than half over so kick your production into high gear and picture yourself soaking up the sun like a celebrity next summer Here are comments from others whorsquove been there ldquoThe resort grounds restaurants and amenities are topnotch The beach is absolutely beautiful The staff is attentive to all your needs and willing to bend over backward to get you anything you need immediately And the rooms are fantasticrdquoldquoThe Hard Rock Punta Cana makes you feel like you are a Rock Star The friendly staff gorgeous rooms pristine beaches and relaxing pools were
difficult to leave behindrdquo
Check out this all-inclusive resort for yourself at httpwwwhardrockhotelpuntacanacom
Produce Business NOW hellip Party like a Rock Star later
10 September 2011
PaCeSetterS CluBThrough August 2011 these producers represent the top Agents with the highest net combined annualized premium Agents can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 TIMOTHy J AHLbUM
2 PHILIP b OrTez Jr
3 DeVIN bArTA
4 rAy STeVeNS
5 JONATHAN AHLbUM
6 ROGER A GRADy JR
7 CHRISTOPHER N GRAHAM
8 FRED W LEMAR JR
9 EDWARD A CATRON
10 JULIA GILELS
11 kERRy SACHS
12 MATTHEW BROWN
13 NATALIE L COOPER
14 IAN A SMITH
15 JOHN W STAMPER
16 CASEy v PALMER
17 ANDREW M FLITTNER
18 STUART ALAN
19 JERROLD J POSTIN
20 SHIA WEINFELD
21 kENNETH R DELAUTER JR
22 CATHERINE E HATTON
23 SHARON L LIEBERMAN
24 RONALD C HARSHMAN
25 kENNETH L LEPAGE JR
26 MARk HELLER
27 TRACy kRAUSE BRATONE
28 ADAM D PATTERSON
29 AARON GORDON
30 MICHAEL LEMAR
PreSIDeNtrsquoS CluBThrough August 2011 these producers represent the top Agencies with the highest net combined annualized premium Agencies can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 JONATHAN AHLbUM
The Ahlbum Group
2 MICHAeL LeMAr Sunshine State Agency
3 CATHerINe e HATTONLong Island Insurance
Solutions
4 rON CONCKLINRosenberg-Concklin Inc
5 rAy STeVeNSStevens amp Associates Insurance
Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
7 DAvID k DANIELSDavid K Daniels amp Associates
8 THOMAS G STATkEWICzSylvan-James Associates Inc
9 kERRy SACHSSecure Retirement Solutions Inc
10 JOHN STAMPERChoice Plus Benefits
11 PAUL SWEENEyQuality First Ins Agency Inc
12 STUART ALANSenior Care Insurance Center
13 AMERICAN EAGLE CONSULTANTS INC
14 RICHARD S SCHWARTzInsurance Center of S Florida
15 MIkE STEvENSFarm amp Ranch Healthcare Inc
16 PETER S GELBWAkSGelbwaks ExecutiveMarketing Corp
17 RONALD C HARSHMANHarshman Insurance Agency
18 MARk HELLERHeller Insurance Agency
19 CENTURION AGENCy LTD
20 AMERIPRISE FINANCIAL SERvICES
21 WORLD WIDE COvERAGE CORP
22 MICHAEL PHILLIPSUnion Benefit Corp
23 ELAINE T FORHMANForhman Insurance Agency
24 THE WASHWICk AGENCy INC
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
26 JOHN S CARRANCarran Insurance Agency
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
28 EARL D DWORkINDworkin Insurance Agency
29 STANTON M BERSHADBershad Insurance Agency
30 JAMES F SCHULERConsumer Group Services Inc
tOP PrOdUCerS
tOP PrOdUCerS
This list represents the Top General Agents and Writing Agents who have written the highest net annualized life or health premium through the month of August 2011
lIfe GeNeral aGeNtS health GeNeral aGeNtS1 MIkE STEvENS
Farm amp Ranch Healthcare Inc 16 ALBERT R MCkENzIE
McKenzie Insurance Agency 1 JONATHAN AHLBUM
The Ahlbum Group16 RONALD C HARSHMAN
Harshman Insurance Agency
2 JOHN W HARRINGTONHarrington Insurance Agency
17 NEAL STACyStacy Insurance Agency
2 MICHAEL LEMARSunshine State Agency
17 MIkE STEvENSFarm amp Ranch Healthcare Inc
3 kENNETH R BOWLINGThe Benefit Exchange
18 DONALD M BRADDyBraddy Insurance Agency
3 CATHERINE E HATTONLong Island Insurance Solutions
18 MARk HELLERHeller Insurance Agency
4 DAvID k DANIELSDavid K Daniels amp Associates
19 CURTIS HOLMESFirst Southeast Ins Serv Inc
4 RON CONCkLINRosenberg-Concklin Inc
19 CENTURION AGENCy LTD
5 GEORGE A WALLACEWallace Insurance Agency
20 CHARLES F JAMESJames Insurance Agency
5 RAy STEvENSStevens amp Associates Insurance Agency
20 AMERIPRISE FINANCIAL SERvICES
6 CHRIS AROUTSIDISAroutsidis Insurance Agency
21 CURTIS SCOTTScott Insurance Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
21 WORLD WIDE COvERAGE CORP
7 MICHAEL LEMARSunshine State Agency
22 DENIS B MITCHELLMitchell Insurance Agency
7 DAvID k DANIELSDavid K Daniels amp Associates
22 MICHAEL PHILLIPSUnion Benefits Corp
8 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
23 LAWRENCE E WACkOWSkIWackowski Insurance Agency
8 THOMAS G STATkEWICzSylvan-James Associates Inc
23 ELAINE T FORHAMForham Insurance Agency
9 OWEN E METTSMetts Insurance Agency
24 MICHAEL PERNAPerna Insurance Agency
9 kERRy SACHSSecure Retirement Solutions Inc
24 THE WASHWICk AGENCy INC
10 HENRy vAzQUEzVazquez Insurance Agency
25 JAMES O TAyLORTaylor Insurance Agency
10 JOHN STAMPERChoice Plus Benefits
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
11 TIFFANy y TRUSSTruss Insurance Agency
26 JESSE E BROWNBrown Insurance Agency
11 PAUL SWEENEyQuality First Ins Agency Inc
26 JOHN S CARRANCarran Insurance Agency
12 NELSON J MARTINMartin Insurance Agency
27 GLENN I WACHOB SRWachob Insurance Agency
12 STUART ALANSenior Care Insurance Center
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
13 HENRy L LANELane Insurance Agency
28 DON H PIPPIN SRPippin Insurance Agency
13 RICHARD S SCHWARTzInsurance Center of S Florida
28 EARL D DWORkINDworkin Insurance Agency
14 BOBBy L BAkERBaker Insurance Agency
29 THOMAS L IRICkIrick Insurance Agency
14 AMERICAN EAGLE CONSULTANTS INC
29 STANTON M BERSHADBershad Insurance Agency
15 BANTEE L HALLHall Insurance Agency
30 WILBERT DELvADelva Insurance Agency
15 PETER S GELBWAkSGelbwaks Executive Marketing Corp
30 JAMES F SCHULERConsumer Group Services Inc
lIfe WrItING aGeNtS health WrItING aGeNtS1 JOHN W CRAvEN SR 16 ALBERT R MCkENzIE 1 TIMOTHy J AHLBUM 16 CASEy v PALMER
2 DELORES A DAy 17 CHRISTOPHER JACOBy 2 DEvIN BARTA 17 ANDREW M FLITTNER
3 WESLEy S STEvENS 18 DONALD M BRADDy 3 PHILIP B ORTEz JR 18 STUART ALAN
4 ROGER A GRADy JR 19 kENNETH R BOWLING 4 RAy STEvENS 19 JERROLD J POSTIN
5 GEORGE A WALLACE 20 CURTIS HOLMES 5 JONATHAN AHLBUM 20 SHIA WEINFELD
6 CHRIS AROUTSIDIS 21 LENA M CRAWFORD 6 ROGER A GRADy JR 21 kENNETH R DELAUTER JR
7 PHILIP B ORTEz JR 22 DALE L HOUSTON 7 CHRISTOPHER N GRAHAM 22 CATHERINE E HATTON
8 OWEN E METTS 23 CURTIS SCOTT 8 FRED W LEMAR JR 23 SHARON L LIEBERMAN
9 TIFFANy y TRUSS 24 DENIS B MITCHELL 9 EDWARD A CATRON 24 RONALD C HARSHMAN
10 NELSON J MARTIN 25 TIMOTHy STyER 10 JULIA GILELS 25 kENNETH L LEPAGE JR
11 HENRy LANE 26 LAWRENCE E WACkOWSkI 11 kERRy SACHS 26 MARk HELLER
12 DAvID S kAUzLARICH 27 MICHAEL PERNA 12 MATTHEW BROWN 27 TRACy kRAUSE BRATONE
13 BOBBy L BAkER 28 JAMES O TAyLOR 13 NATALIE L COOPER 28 ADAM D PATTERSON
14 RAyMOND NUNO 29 JESSE E BROWN 14 IAN A SMITH 29 AARON GORDON
15 BANTEE L HALL 30 GLENN I WACHOB SR 15 JOHN W STAMPER 30 MICHAEL LEMAR
September 2011 11
What Do You NeeD to Sell If Yoursquore a General aGent If Yoursquore a WritinG aGent
MOntH liFe OnlY HealtH OnlY COMbined MOntH liFe OnlY HealtH OnlY COMbined
$180000 NAP $350000 NAP $350000 NAP $100000 NAP $150000 NAP $150000 NAP
Jan $15000 $29167 $29167 Jan $7500 $12500 $12500
Feb 30000 58333 58333 Feb 15000 25000 25000
Mar 45000 87500 87500 Mar 22500 37500 37500
aPr 60000 116667 116667 aPr 30000 50000 50000
MaY 75000 145833 145833 MaY 37500 62500 62500
JUne 90000 175000 175000 JUne 45000 75000 75000
JUlY 105000 204167 204167 JUlY 52500 87500 87500
aUG 120000 233333 233333 aUG 60000 100000 100000
SePt 135000 262500 262500 SePt 67500 112500 112500
OCt 150000 291667 291667 OCt 75000 125000 125000
nOV 165000 320833 320833 nOV 82500 137500 137500
deC 180000 350000 350000 deC 100000 150000 150000
All 2011 production qualifications for the 2012 Convention at Hard Rock Hotel amp Casino Punta Cana in the Dominican Republic are based on Net Annualized Premiums (NAP) which must be 70 percent or more of the
Gross Annualized Premiums (GAP) Qualification Period Dec 25 2010 through Dec 24 2011 Conference costs (room airfare and food) for participant and guest will be included on the qualifierrsquos taxable income (1099) for the year
annUal COnVentiOn JUNE 28 - JULY 1 2012 Hard rOCk HOtel amp CaSinO PUnta Cana
6 September 2011
Simple Tips for Success with SeniorsThe Senior market is one of the most lucrative in the insurance industry with 10000 people turning 65 each day in the United States and thousands of Medicare Advantage members potentially losing coverage each year Here are simple tips to get you ready for the Medicare Advantage Annual Election Period starting October 15 and to make the sales experience more pleasant and profitable for you and your prospect
September 2011 7
KeeP IT PreSSUre-Free People donrsquot like to be pushed into doing anything and that includes Seniors Maintain a pressure-free atmosphere when selling to Seniors Emphasize itrsquos important they make a decision but that the decision is entirely theirs to make
be A VOLUNTeer More than anything Seniors want to maintain their independence and continue to feel active and vital volunteer your time to help them do just that Senior centers health clubs religious organizations Senior sports teams travel clubs etc are always looking for volunteers to assist with Senior programs and classes What a great way to get acquainted with potential prospects and do something positive for your community
HOST COFFee TALK A good way to get acquainted is over a cup of coffee Run an ad in your local newspaper or community bulletin to host a lsquoSecond Cup of Coffeersquo for Seniors at a local restaurant Indicate you want to bring them useful information about Medicare and answer questions they may have about Senior health insurance Host it midmorning when business is slow for most restaurants Owners will appreciate the additional sales on donuts apple fritters and bear claws
be CUSTOMer-CeNTereD While being knowledgeable about our Company and products is important to creating a good sales presentation caring about your prospect is just as important Prospects donrsquot care how much you know until they know how much you care Everything you do and say must be for the good of the customer Give them the time they need and the information they need to make the decision thatrsquos best for them And most of all always be sensitive to their personal and financial situations
HOLD AN ANNUAL reVIeW yoursquove heard it a million times but we canrsquot overemphasize the importance of an annual review Whether there are significant changes in the lives of your customer or not the annual review is a great way to let customers know you continue to care long after you make the sale Itrsquos also an outstanding opportunity to get referrals For instance your Senior customer may have moved during the past year to a retirement community When you visit you may end up with more referrals than you ever dreamed possible and you may decide their new residence is a fantastic place to hold a Senior seminar In addition invite the children of your Senior customers to sit in on the annual review The kids may be aware of additional needs the parents have and may provide you with additional referrals Annual reviews create all kinds of opportunities
MArKeT IN MANy MeDIUMS Make use of all the possibilities around you - direct mail customer referrals Senior seminars print ads in newspapers and community or church bulletins health fairs sponsorship of kidsrsquo sports teams congratulatory ads in high school and college yearbooks And donrsquot forget people in line with you at the bank or the grocery store Tell everyone what you do and how well you do it All these can keep your name in front of the public and make you the go-to man or woman for Medicare Supplement sales Make sure any advertising material you use or distribute is approved by the Home Office
SAy THANKS We often stress the importance of acknowledging special occasions in the lives of your customers such as birthdays anniversaries etc But is there any time more appropriate to thank them for their business than at Thanksgiving When you send a card at Thanksgiving it gets noticed and you stand out from the crowd instead of being lost in the holiday shuffle
GeT reFerrALS This is a given with most insurance sales people but we want to emphasize how much easier and more significant this can be when you have the $3000 Accidental Death Policy to offer When your customer gives you a referral theyrsquore not just giving you a referral Theyrsquore giving that referral an opportunity to receive $3000 worth of accidental death coverage for themselves and their spouse and $1000 for each of their kids and all for a minimal annual premium at the end of the first policy year What a deal The ADP gives the term referral a whole new dimension
Source Pew Research Center wwwseniormarketadvisorcom
8 September 2011
Life Insurance Awareness Month a Slam Dunk in 2011September is Life Insurance Awareness Month The annual promotion coordinated by the nonprofit LIFE Foundation is designed to promote the importance of life insurance to both the general public and life insurance producers Each year a well-known personality who has personally benefited from life insurance is selected as spokesperson for the event
This yearrsquos representative is Lamar Odom forward for the Los Angeles Lakers and two-time NBA champion Lamar learned the importance of life insurance at the age of 12 when his mother passed away from colon cancer Because of her life insurance policy Lamar was able to continue his private-school education This contributed to his sense of stability during a time of tremendous personal upheaval and had a positive impact on his future emotional and athletic development After high school Lamar was able to attend college without the pressure of having to earn money to help support his grandmother who cared for him He was able to develop his talent on the court instead
ldquoIrsquom sure my mom didnrsquot think she would die at age 35 but that didnrsquot stop her from doing the responsible thing and buying life insurancerdquo said Odom ldquoHer wise decision gave me the foundation to move on in my life and played a big role in making me the person I am today When I began my pro career one of the first things I did was buy life insurance to make sure that my loved ones would always be taken care of Irsquom proud to represent the LIFE Foundation and share my story and to hopefully get more Americans to do the kind of smart planning that my mom didrdquo
There are thousands of families across the United States who need life insurance protection As an Agent of United American it is your responsibility to help meet those needs with UArsquos Fundamental Life Series you can offer your prospect a benefit amount to complement almost everyonersquos personal goals lifestyle and financial situation
Make life insurance sales a priority every month
Sources httpwwwlimracomLIAM httpwwwlifehappensorgbasketball-champion-and-reality-tv-star-lamar-odom-to-serve-as-spokesperson-for-life-insurance-awareness-month
According to LIMRArsquos 2010 Life Insurance Ownership Study
bull Thirty percent of US households (35 million) have no life insurance protection
bull Half of US households (58 million) say they need more life insurance
bull Among households with children under 18 11 million have no life insurance
bull One in four US households rely only on a group life policy which can disappear if the wage earner loses his or her job
bull Four out of 10 US households with children under 18 say they would immediately have trouble meeting everyday expenses if the primary wage earner died
bull Another three in 10 say they would have trouble keeping up with expenses after several months
bull Twenty-four percent of households with children under 18 want to speak with a professional about their life insurance needs
September 2011 9
And You Can BeAnd You Can Be
September 2011
Are You on Schedule for the Hard Rock Hotel amp Casino Punta Cana June 28 - July 1 2012The sounds of Las Vegas slot machines may still be ringing in your ears but itrsquos never too soon to think about Convention 2012 in the Dominican Republic The qualifying year is more than half over so kick your production into high gear and picture yourself soaking up the sun like a celebrity next summer Here are comments from others whorsquove been there ldquoThe resort grounds restaurants and amenities are topnotch The beach is absolutely beautiful The staff is attentive to all your needs and willing to bend over backward to get you anything you need immediately And the rooms are fantasticrdquoldquoThe Hard Rock Punta Cana makes you feel like you are a Rock Star The friendly staff gorgeous rooms pristine beaches and relaxing pools were
difficult to leave behindrdquo
Check out this all-inclusive resort for yourself at httpwwwhardrockhotelpuntacanacom
Produce Business NOW hellip Party like a Rock Star later
10 September 2011
PaCeSetterS CluBThrough August 2011 these producers represent the top Agents with the highest net combined annualized premium Agents can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 TIMOTHy J AHLbUM
2 PHILIP b OrTez Jr
3 DeVIN bArTA
4 rAy STeVeNS
5 JONATHAN AHLbUM
6 ROGER A GRADy JR
7 CHRISTOPHER N GRAHAM
8 FRED W LEMAR JR
9 EDWARD A CATRON
10 JULIA GILELS
11 kERRy SACHS
12 MATTHEW BROWN
13 NATALIE L COOPER
14 IAN A SMITH
15 JOHN W STAMPER
16 CASEy v PALMER
17 ANDREW M FLITTNER
18 STUART ALAN
19 JERROLD J POSTIN
20 SHIA WEINFELD
21 kENNETH R DELAUTER JR
22 CATHERINE E HATTON
23 SHARON L LIEBERMAN
24 RONALD C HARSHMAN
25 kENNETH L LEPAGE JR
26 MARk HELLER
27 TRACy kRAUSE BRATONE
28 ADAM D PATTERSON
29 AARON GORDON
30 MICHAEL LEMAR
PreSIDeNtrsquoS CluBThrough August 2011 these producers represent the top Agencies with the highest net combined annualized premium Agencies can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 JONATHAN AHLbUM
The Ahlbum Group
2 MICHAeL LeMAr Sunshine State Agency
3 CATHerINe e HATTONLong Island Insurance
Solutions
4 rON CONCKLINRosenberg-Concklin Inc
5 rAy STeVeNSStevens amp Associates Insurance
Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
7 DAvID k DANIELSDavid K Daniels amp Associates
8 THOMAS G STATkEWICzSylvan-James Associates Inc
9 kERRy SACHSSecure Retirement Solutions Inc
10 JOHN STAMPERChoice Plus Benefits
11 PAUL SWEENEyQuality First Ins Agency Inc
12 STUART ALANSenior Care Insurance Center
13 AMERICAN EAGLE CONSULTANTS INC
14 RICHARD S SCHWARTzInsurance Center of S Florida
15 MIkE STEvENSFarm amp Ranch Healthcare Inc
16 PETER S GELBWAkSGelbwaks ExecutiveMarketing Corp
17 RONALD C HARSHMANHarshman Insurance Agency
18 MARk HELLERHeller Insurance Agency
19 CENTURION AGENCy LTD
20 AMERIPRISE FINANCIAL SERvICES
21 WORLD WIDE COvERAGE CORP
22 MICHAEL PHILLIPSUnion Benefit Corp
23 ELAINE T FORHMANForhman Insurance Agency
24 THE WASHWICk AGENCy INC
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
26 JOHN S CARRANCarran Insurance Agency
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
28 EARL D DWORkINDworkin Insurance Agency
29 STANTON M BERSHADBershad Insurance Agency
30 JAMES F SCHULERConsumer Group Services Inc
tOP PrOdUCerS
tOP PrOdUCerS
This list represents the Top General Agents and Writing Agents who have written the highest net annualized life or health premium through the month of August 2011
lIfe GeNeral aGeNtS health GeNeral aGeNtS1 MIkE STEvENS
Farm amp Ranch Healthcare Inc 16 ALBERT R MCkENzIE
McKenzie Insurance Agency 1 JONATHAN AHLBUM
The Ahlbum Group16 RONALD C HARSHMAN
Harshman Insurance Agency
2 JOHN W HARRINGTONHarrington Insurance Agency
17 NEAL STACyStacy Insurance Agency
2 MICHAEL LEMARSunshine State Agency
17 MIkE STEvENSFarm amp Ranch Healthcare Inc
3 kENNETH R BOWLINGThe Benefit Exchange
18 DONALD M BRADDyBraddy Insurance Agency
3 CATHERINE E HATTONLong Island Insurance Solutions
18 MARk HELLERHeller Insurance Agency
4 DAvID k DANIELSDavid K Daniels amp Associates
19 CURTIS HOLMESFirst Southeast Ins Serv Inc
4 RON CONCkLINRosenberg-Concklin Inc
19 CENTURION AGENCy LTD
5 GEORGE A WALLACEWallace Insurance Agency
20 CHARLES F JAMESJames Insurance Agency
5 RAy STEvENSStevens amp Associates Insurance Agency
20 AMERIPRISE FINANCIAL SERvICES
6 CHRIS AROUTSIDISAroutsidis Insurance Agency
21 CURTIS SCOTTScott Insurance Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
21 WORLD WIDE COvERAGE CORP
7 MICHAEL LEMARSunshine State Agency
22 DENIS B MITCHELLMitchell Insurance Agency
7 DAvID k DANIELSDavid K Daniels amp Associates
22 MICHAEL PHILLIPSUnion Benefits Corp
8 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
23 LAWRENCE E WACkOWSkIWackowski Insurance Agency
8 THOMAS G STATkEWICzSylvan-James Associates Inc
23 ELAINE T FORHAMForham Insurance Agency
9 OWEN E METTSMetts Insurance Agency
24 MICHAEL PERNAPerna Insurance Agency
9 kERRy SACHSSecure Retirement Solutions Inc
24 THE WASHWICk AGENCy INC
10 HENRy vAzQUEzVazquez Insurance Agency
25 JAMES O TAyLORTaylor Insurance Agency
10 JOHN STAMPERChoice Plus Benefits
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
11 TIFFANy y TRUSSTruss Insurance Agency
26 JESSE E BROWNBrown Insurance Agency
11 PAUL SWEENEyQuality First Ins Agency Inc
26 JOHN S CARRANCarran Insurance Agency
12 NELSON J MARTINMartin Insurance Agency
27 GLENN I WACHOB SRWachob Insurance Agency
12 STUART ALANSenior Care Insurance Center
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
13 HENRy L LANELane Insurance Agency
28 DON H PIPPIN SRPippin Insurance Agency
13 RICHARD S SCHWARTzInsurance Center of S Florida
28 EARL D DWORkINDworkin Insurance Agency
14 BOBBy L BAkERBaker Insurance Agency
29 THOMAS L IRICkIrick Insurance Agency
14 AMERICAN EAGLE CONSULTANTS INC
29 STANTON M BERSHADBershad Insurance Agency
15 BANTEE L HALLHall Insurance Agency
30 WILBERT DELvADelva Insurance Agency
15 PETER S GELBWAkSGelbwaks Executive Marketing Corp
30 JAMES F SCHULERConsumer Group Services Inc
lIfe WrItING aGeNtS health WrItING aGeNtS1 JOHN W CRAvEN SR 16 ALBERT R MCkENzIE 1 TIMOTHy J AHLBUM 16 CASEy v PALMER
2 DELORES A DAy 17 CHRISTOPHER JACOBy 2 DEvIN BARTA 17 ANDREW M FLITTNER
3 WESLEy S STEvENS 18 DONALD M BRADDy 3 PHILIP B ORTEz JR 18 STUART ALAN
4 ROGER A GRADy JR 19 kENNETH R BOWLING 4 RAy STEvENS 19 JERROLD J POSTIN
5 GEORGE A WALLACE 20 CURTIS HOLMES 5 JONATHAN AHLBUM 20 SHIA WEINFELD
6 CHRIS AROUTSIDIS 21 LENA M CRAWFORD 6 ROGER A GRADy JR 21 kENNETH R DELAUTER JR
7 PHILIP B ORTEz JR 22 DALE L HOUSTON 7 CHRISTOPHER N GRAHAM 22 CATHERINE E HATTON
8 OWEN E METTS 23 CURTIS SCOTT 8 FRED W LEMAR JR 23 SHARON L LIEBERMAN
9 TIFFANy y TRUSS 24 DENIS B MITCHELL 9 EDWARD A CATRON 24 RONALD C HARSHMAN
10 NELSON J MARTIN 25 TIMOTHy STyER 10 JULIA GILELS 25 kENNETH L LEPAGE JR
11 HENRy LANE 26 LAWRENCE E WACkOWSkI 11 kERRy SACHS 26 MARk HELLER
12 DAvID S kAUzLARICH 27 MICHAEL PERNA 12 MATTHEW BROWN 27 TRACy kRAUSE BRATONE
13 BOBBy L BAkER 28 JAMES O TAyLOR 13 NATALIE L COOPER 28 ADAM D PATTERSON
14 RAyMOND NUNO 29 JESSE E BROWN 14 IAN A SMITH 29 AARON GORDON
15 BANTEE L HALL 30 GLENN I WACHOB SR 15 JOHN W STAMPER 30 MICHAEL LEMAR
September 2011 11
What Do You NeeD to Sell If Yoursquore a General aGent If Yoursquore a WritinG aGent
MOntH liFe OnlY HealtH OnlY COMbined MOntH liFe OnlY HealtH OnlY COMbined
$180000 NAP $350000 NAP $350000 NAP $100000 NAP $150000 NAP $150000 NAP
Jan $15000 $29167 $29167 Jan $7500 $12500 $12500
Feb 30000 58333 58333 Feb 15000 25000 25000
Mar 45000 87500 87500 Mar 22500 37500 37500
aPr 60000 116667 116667 aPr 30000 50000 50000
MaY 75000 145833 145833 MaY 37500 62500 62500
JUne 90000 175000 175000 JUne 45000 75000 75000
JUlY 105000 204167 204167 JUlY 52500 87500 87500
aUG 120000 233333 233333 aUG 60000 100000 100000
SePt 135000 262500 262500 SePt 67500 112500 112500
OCt 150000 291667 291667 OCt 75000 125000 125000
nOV 165000 320833 320833 nOV 82500 137500 137500
deC 180000 350000 350000 deC 100000 150000 150000
All 2011 production qualifications for the 2012 Convention at Hard Rock Hotel amp Casino Punta Cana in the Dominican Republic are based on Net Annualized Premiums (NAP) which must be 70 percent or more of the
Gross Annualized Premiums (GAP) Qualification Period Dec 25 2010 through Dec 24 2011 Conference costs (room airfare and food) for participant and guest will be included on the qualifierrsquos taxable income (1099) for the year
annUal COnVentiOn JUNE 28 - JULY 1 2012 Hard rOCk HOtel amp CaSinO PUnta Cana
September 2011 7
KeeP IT PreSSUre-Free People donrsquot like to be pushed into doing anything and that includes Seniors Maintain a pressure-free atmosphere when selling to Seniors Emphasize itrsquos important they make a decision but that the decision is entirely theirs to make
be A VOLUNTeer More than anything Seniors want to maintain their independence and continue to feel active and vital volunteer your time to help them do just that Senior centers health clubs religious organizations Senior sports teams travel clubs etc are always looking for volunteers to assist with Senior programs and classes What a great way to get acquainted with potential prospects and do something positive for your community
HOST COFFee TALK A good way to get acquainted is over a cup of coffee Run an ad in your local newspaper or community bulletin to host a lsquoSecond Cup of Coffeersquo for Seniors at a local restaurant Indicate you want to bring them useful information about Medicare and answer questions they may have about Senior health insurance Host it midmorning when business is slow for most restaurants Owners will appreciate the additional sales on donuts apple fritters and bear claws
be CUSTOMer-CeNTereD While being knowledgeable about our Company and products is important to creating a good sales presentation caring about your prospect is just as important Prospects donrsquot care how much you know until they know how much you care Everything you do and say must be for the good of the customer Give them the time they need and the information they need to make the decision thatrsquos best for them And most of all always be sensitive to their personal and financial situations
HOLD AN ANNUAL reVIeW yoursquove heard it a million times but we canrsquot overemphasize the importance of an annual review Whether there are significant changes in the lives of your customer or not the annual review is a great way to let customers know you continue to care long after you make the sale Itrsquos also an outstanding opportunity to get referrals For instance your Senior customer may have moved during the past year to a retirement community When you visit you may end up with more referrals than you ever dreamed possible and you may decide their new residence is a fantastic place to hold a Senior seminar In addition invite the children of your Senior customers to sit in on the annual review The kids may be aware of additional needs the parents have and may provide you with additional referrals Annual reviews create all kinds of opportunities
MArKeT IN MANy MeDIUMS Make use of all the possibilities around you - direct mail customer referrals Senior seminars print ads in newspapers and community or church bulletins health fairs sponsorship of kidsrsquo sports teams congratulatory ads in high school and college yearbooks And donrsquot forget people in line with you at the bank or the grocery store Tell everyone what you do and how well you do it All these can keep your name in front of the public and make you the go-to man or woman for Medicare Supplement sales Make sure any advertising material you use or distribute is approved by the Home Office
SAy THANKS We often stress the importance of acknowledging special occasions in the lives of your customers such as birthdays anniversaries etc But is there any time more appropriate to thank them for their business than at Thanksgiving When you send a card at Thanksgiving it gets noticed and you stand out from the crowd instead of being lost in the holiday shuffle
GeT reFerrALS This is a given with most insurance sales people but we want to emphasize how much easier and more significant this can be when you have the $3000 Accidental Death Policy to offer When your customer gives you a referral theyrsquore not just giving you a referral Theyrsquore giving that referral an opportunity to receive $3000 worth of accidental death coverage for themselves and their spouse and $1000 for each of their kids and all for a minimal annual premium at the end of the first policy year What a deal The ADP gives the term referral a whole new dimension
Source Pew Research Center wwwseniormarketadvisorcom
8 September 2011
Life Insurance Awareness Month a Slam Dunk in 2011September is Life Insurance Awareness Month The annual promotion coordinated by the nonprofit LIFE Foundation is designed to promote the importance of life insurance to both the general public and life insurance producers Each year a well-known personality who has personally benefited from life insurance is selected as spokesperson for the event
This yearrsquos representative is Lamar Odom forward for the Los Angeles Lakers and two-time NBA champion Lamar learned the importance of life insurance at the age of 12 when his mother passed away from colon cancer Because of her life insurance policy Lamar was able to continue his private-school education This contributed to his sense of stability during a time of tremendous personal upheaval and had a positive impact on his future emotional and athletic development After high school Lamar was able to attend college without the pressure of having to earn money to help support his grandmother who cared for him He was able to develop his talent on the court instead
ldquoIrsquom sure my mom didnrsquot think she would die at age 35 but that didnrsquot stop her from doing the responsible thing and buying life insurancerdquo said Odom ldquoHer wise decision gave me the foundation to move on in my life and played a big role in making me the person I am today When I began my pro career one of the first things I did was buy life insurance to make sure that my loved ones would always be taken care of Irsquom proud to represent the LIFE Foundation and share my story and to hopefully get more Americans to do the kind of smart planning that my mom didrdquo
There are thousands of families across the United States who need life insurance protection As an Agent of United American it is your responsibility to help meet those needs with UArsquos Fundamental Life Series you can offer your prospect a benefit amount to complement almost everyonersquos personal goals lifestyle and financial situation
Make life insurance sales a priority every month
Sources httpwwwlimracomLIAM httpwwwlifehappensorgbasketball-champion-and-reality-tv-star-lamar-odom-to-serve-as-spokesperson-for-life-insurance-awareness-month
According to LIMRArsquos 2010 Life Insurance Ownership Study
bull Thirty percent of US households (35 million) have no life insurance protection
bull Half of US households (58 million) say they need more life insurance
bull Among households with children under 18 11 million have no life insurance
bull One in four US households rely only on a group life policy which can disappear if the wage earner loses his or her job
bull Four out of 10 US households with children under 18 say they would immediately have trouble meeting everyday expenses if the primary wage earner died
bull Another three in 10 say they would have trouble keeping up with expenses after several months
bull Twenty-four percent of households with children under 18 want to speak with a professional about their life insurance needs
September 2011 9
And You Can BeAnd You Can Be
September 2011
Are You on Schedule for the Hard Rock Hotel amp Casino Punta Cana June 28 - July 1 2012The sounds of Las Vegas slot machines may still be ringing in your ears but itrsquos never too soon to think about Convention 2012 in the Dominican Republic The qualifying year is more than half over so kick your production into high gear and picture yourself soaking up the sun like a celebrity next summer Here are comments from others whorsquove been there ldquoThe resort grounds restaurants and amenities are topnotch The beach is absolutely beautiful The staff is attentive to all your needs and willing to bend over backward to get you anything you need immediately And the rooms are fantasticrdquoldquoThe Hard Rock Punta Cana makes you feel like you are a Rock Star The friendly staff gorgeous rooms pristine beaches and relaxing pools were
difficult to leave behindrdquo
Check out this all-inclusive resort for yourself at httpwwwhardrockhotelpuntacanacom
Produce Business NOW hellip Party like a Rock Star later
10 September 2011
PaCeSetterS CluBThrough August 2011 these producers represent the top Agents with the highest net combined annualized premium Agents can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 TIMOTHy J AHLbUM
2 PHILIP b OrTez Jr
3 DeVIN bArTA
4 rAy STeVeNS
5 JONATHAN AHLbUM
6 ROGER A GRADy JR
7 CHRISTOPHER N GRAHAM
8 FRED W LEMAR JR
9 EDWARD A CATRON
10 JULIA GILELS
11 kERRy SACHS
12 MATTHEW BROWN
13 NATALIE L COOPER
14 IAN A SMITH
15 JOHN W STAMPER
16 CASEy v PALMER
17 ANDREW M FLITTNER
18 STUART ALAN
19 JERROLD J POSTIN
20 SHIA WEINFELD
21 kENNETH R DELAUTER JR
22 CATHERINE E HATTON
23 SHARON L LIEBERMAN
24 RONALD C HARSHMAN
25 kENNETH L LEPAGE JR
26 MARk HELLER
27 TRACy kRAUSE BRATONE
28 ADAM D PATTERSON
29 AARON GORDON
30 MICHAEL LEMAR
PreSIDeNtrsquoS CluBThrough August 2011 these producers represent the top Agencies with the highest net combined annualized premium Agencies can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 JONATHAN AHLbUM
The Ahlbum Group
2 MICHAeL LeMAr Sunshine State Agency
3 CATHerINe e HATTONLong Island Insurance
Solutions
4 rON CONCKLINRosenberg-Concklin Inc
5 rAy STeVeNSStevens amp Associates Insurance
Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
7 DAvID k DANIELSDavid K Daniels amp Associates
8 THOMAS G STATkEWICzSylvan-James Associates Inc
9 kERRy SACHSSecure Retirement Solutions Inc
10 JOHN STAMPERChoice Plus Benefits
11 PAUL SWEENEyQuality First Ins Agency Inc
12 STUART ALANSenior Care Insurance Center
13 AMERICAN EAGLE CONSULTANTS INC
14 RICHARD S SCHWARTzInsurance Center of S Florida
15 MIkE STEvENSFarm amp Ranch Healthcare Inc
16 PETER S GELBWAkSGelbwaks ExecutiveMarketing Corp
17 RONALD C HARSHMANHarshman Insurance Agency
18 MARk HELLERHeller Insurance Agency
19 CENTURION AGENCy LTD
20 AMERIPRISE FINANCIAL SERvICES
21 WORLD WIDE COvERAGE CORP
22 MICHAEL PHILLIPSUnion Benefit Corp
23 ELAINE T FORHMANForhman Insurance Agency
24 THE WASHWICk AGENCy INC
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
26 JOHN S CARRANCarran Insurance Agency
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
28 EARL D DWORkINDworkin Insurance Agency
29 STANTON M BERSHADBershad Insurance Agency
30 JAMES F SCHULERConsumer Group Services Inc
tOP PrOdUCerS
tOP PrOdUCerS
This list represents the Top General Agents and Writing Agents who have written the highest net annualized life or health premium through the month of August 2011
lIfe GeNeral aGeNtS health GeNeral aGeNtS1 MIkE STEvENS
Farm amp Ranch Healthcare Inc 16 ALBERT R MCkENzIE
McKenzie Insurance Agency 1 JONATHAN AHLBUM
The Ahlbum Group16 RONALD C HARSHMAN
Harshman Insurance Agency
2 JOHN W HARRINGTONHarrington Insurance Agency
17 NEAL STACyStacy Insurance Agency
2 MICHAEL LEMARSunshine State Agency
17 MIkE STEvENSFarm amp Ranch Healthcare Inc
3 kENNETH R BOWLINGThe Benefit Exchange
18 DONALD M BRADDyBraddy Insurance Agency
3 CATHERINE E HATTONLong Island Insurance Solutions
18 MARk HELLERHeller Insurance Agency
4 DAvID k DANIELSDavid K Daniels amp Associates
19 CURTIS HOLMESFirst Southeast Ins Serv Inc
4 RON CONCkLINRosenberg-Concklin Inc
19 CENTURION AGENCy LTD
5 GEORGE A WALLACEWallace Insurance Agency
20 CHARLES F JAMESJames Insurance Agency
5 RAy STEvENSStevens amp Associates Insurance Agency
20 AMERIPRISE FINANCIAL SERvICES
6 CHRIS AROUTSIDISAroutsidis Insurance Agency
21 CURTIS SCOTTScott Insurance Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
21 WORLD WIDE COvERAGE CORP
7 MICHAEL LEMARSunshine State Agency
22 DENIS B MITCHELLMitchell Insurance Agency
7 DAvID k DANIELSDavid K Daniels amp Associates
22 MICHAEL PHILLIPSUnion Benefits Corp
8 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
23 LAWRENCE E WACkOWSkIWackowski Insurance Agency
8 THOMAS G STATkEWICzSylvan-James Associates Inc
23 ELAINE T FORHAMForham Insurance Agency
9 OWEN E METTSMetts Insurance Agency
24 MICHAEL PERNAPerna Insurance Agency
9 kERRy SACHSSecure Retirement Solutions Inc
24 THE WASHWICk AGENCy INC
10 HENRy vAzQUEzVazquez Insurance Agency
25 JAMES O TAyLORTaylor Insurance Agency
10 JOHN STAMPERChoice Plus Benefits
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
11 TIFFANy y TRUSSTruss Insurance Agency
26 JESSE E BROWNBrown Insurance Agency
11 PAUL SWEENEyQuality First Ins Agency Inc
26 JOHN S CARRANCarran Insurance Agency
12 NELSON J MARTINMartin Insurance Agency
27 GLENN I WACHOB SRWachob Insurance Agency
12 STUART ALANSenior Care Insurance Center
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
13 HENRy L LANELane Insurance Agency
28 DON H PIPPIN SRPippin Insurance Agency
13 RICHARD S SCHWARTzInsurance Center of S Florida
28 EARL D DWORkINDworkin Insurance Agency
14 BOBBy L BAkERBaker Insurance Agency
29 THOMAS L IRICkIrick Insurance Agency
14 AMERICAN EAGLE CONSULTANTS INC
29 STANTON M BERSHADBershad Insurance Agency
15 BANTEE L HALLHall Insurance Agency
30 WILBERT DELvADelva Insurance Agency
15 PETER S GELBWAkSGelbwaks Executive Marketing Corp
30 JAMES F SCHULERConsumer Group Services Inc
lIfe WrItING aGeNtS health WrItING aGeNtS1 JOHN W CRAvEN SR 16 ALBERT R MCkENzIE 1 TIMOTHy J AHLBUM 16 CASEy v PALMER
2 DELORES A DAy 17 CHRISTOPHER JACOBy 2 DEvIN BARTA 17 ANDREW M FLITTNER
3 WESLEy S STEvENS 18 DONALD M BRADDy 3 PHILIP B ORTEz JR 18 STUART ALAN
4 ROGER A GRADy JR 19 kENNETH R BOWLING 4 RAy STEvENS 19 JERROLD J POSTIN
5 GEORGE A WALLACE 20 CURTIS HOLMES 5 JONATHAN AHLBUM 20 SHIA WEINFELD
6 CHRIS AROUTSIDIS 21 LENA M CRAWFORD 6 ROGER A GRADy JR 21 kENNETH R DELAUTER JR
7 PHILIP B ORTEz JR 22 DALE L HOUSTON 7 CHRISTOPHER N GRAHAM 22 CATHERINE E HATTON
8 OWEN E METTS 23 CURTIS SCOTT 8 FRED W LEMAR JR 23 SHARON L LIEBERMAN
9 TIFFANy y TRUSS 24 DENIS B MITCHELL 9 EDWARD A CATRON 24 RONALD C HARSHMAN
10 NELSON J MARTIN 25 TIMOTHy STyER 10 JULIA GILELS 25 kENNETH L LEPAGE JR
11 HENRy LANE 26 LAWRENCE E WACkOWSkI 11 kERRy SACHS 26 MARk HELLER
12 DAvID S kAUzLARICH 27 MICHAEL PERNA 12 MATTHEW BROWN 27 TRACy kRAUSE BRATONE
13 BOBBy L BAkER 28 JAMES O TAyLOR 13 NATALIE L COOPER 28 ADAM D PATTERSON
14 RAyMOND NUNO 29 JESSE E BROWN 14 IAN A SMITH 29 AARON GORDON
15 BANTEE L HALL 30 GLENN I WACHOB SR 15 JOHN W STAMPER 30 MICHAEL LEMAR
September 2011 11
What Do You NeeD to Sell If Yoursquore a General aGent If Yoursquore a WritinG aGent
MOntH liFe OnlY HealtH OnlY COMbined MOntH liFe OnlY HealtH OnlY COMbined
$180000 NAP $350000 NAP $350000 NAP $100000 NAP $150000 NAP $150000 NAP
Jan $15000 $29167 $29167 Jan $7500 $12500 $12500
Feb 30000 58333 58333 Feb 15000 25000 25000
Mar 45000 87500 87500 Mar 22500 37500 37500
aPr 60000 116667 116667 aPr 30000 50000 50000
MaY 75000 145833 145833 MaY 37500 62500 62500
JUne 90000 175000 175000 JUne 45000 75000 75000
JUlY 105000 204167 204167 JUlY 52500 87500 87500
aUG 120000 233333 233333 aUG 60000 100000 100000
SePt 135000 262500 262500 SePt 67500 112500 112500
OCt 150000 291667 291667 OCt 75000 125000 125000
nOV 165000 320833 320833 nOV 82500 137500 137500
deC 180000 350000 350000 deC 100000 150000 150000
All 2011 production qualifications for the 2012 Convention at Hard Rock Hotel amp Casino Punta Cana in the Dominican Republic are based on Net Annualized Premiums (NAP) which must be 70 percent or more of the
Gross Annualized Premiums (GAP) Qualification Period Dec 25 2010 through Dec 24 2011 Conference costs (room airfare and food) for participant and guest will be included on the qualifierrsquos taxable income (1099) for the year
annUal COnVentiOn JUNE 28 - JULY 1 2012 Hard rOCk HOtel amp CaSinO PUnta Cana
8 September 2011
Life Insurance Awareness Month a Slam Dunk in 2011September is Life Insurance Awareness Month The annual promotion coordinated by the nonprofit LIFE Foundation is designed to promote the importance of life insurance to both the general public and life insurance producers Each year a well-known personality who has personally benefited from life insurance is selected as spokesperson for the event
This yearrsquos representative is Lamar Odom forward for the Los Angeles Lakers and two-time NBA champion Lamar learned the importance of life insurance at the age of 12 when his mother passed away from colon cancer Because of her life insurance policy Lamar was able to continue his private-school education This contributed to his sense of stability during a time of tremendous personal upheaval and had a positive impact on his future emotional and athletic development After high school Lamar was able to attend college without the pressure of having to earn money to help support his grandmother who cared for him He was able to develop his talent on the court instead
ldquoIrsquom sure my mom didnrsquot think she would die at age 35 but that didnrsquot stop her from doing the responsible thing and buying life insurancerdquo said Odom ldquoHer wise decision gave me the foundation to move on in my life and played a big role in making me the person I am today When I began my pro career one of the first things I did was buy life insurance to make sure that my loved ones would always be taken care of Irsquom proud to represent the LIFE Foundation and share my story and to hopefully get more Americans to do the kind of smart planning that my mom didrdquo
There are thousands of families across the United States who need life insurance protection As an Agent of United American it is your responsibility to help meet those needs with UArsquos Fundamental Life Series you can offer your prospect a benefit amount to complement almost everyonersquos personal goals lifestyle and financial situation
Make life insurance sales a priority every month
Sources httpwwwlimracomLIAM httpwwwlifehappensorgbasketball-champion-and-reality-tv-star-lamar-odom-to-serve-as-spokesperson-for-life-insurance-awareness-month
According to LIMRArsquos 2010 Life Insurance Ownership Study
bull Thirty percent of US households (35 million) have no life insurance protection
bull Half of US households (58 million) say they need more life insurance
bull Among households with children under 18 11 million have no life insurance
bull One in four US households rely only on a group life policy which can disappear if the wage earner loses his or her job
bull Four out of 10 US households with children under 18 say they would immediately have trouble meeting everyday expenses if the primary wage earner died
bull Another three in 10 say they would have trouble keeping up with expenses after several months
bull Twenty-four percent of households with children under 18 want to speak with a professional about their life insurance needs
September 2011 9
And You Can BeAnd You Can Be
September 2011
Are You on Schedule for the Hard Rock Hotel amp Casino Punta Cana June 28 - July 1 2012The sounds of Las Vegas slot machines may still be ringing in your ears but itrsquos never too soon to think about Convention 2012 in the Dominican Republic The qualifying year is more than half over so kick your production into high gear and picture yourself soaking up the sun like a celebrity next summer Here are comments from others whorsquove been there ldquoThe resort grounds restaurants and amenities are topnotch The beach is absolutely beautiful The staff is attentive to all your needs and willing to bend over backward to get you anything you need immediately And the rooms are fantasticrdquoldquoThe Hard Rock Punta Cana makes you feel like you are a Rock Star The friendly staff gorgeous rooms pristine beaches and relaxing pools were
difficult to leave behindrdquo
Check out this all-inclusive resort for yourself at httpwwwhardrockhotelpuntacanacom
Produce Business NOW hellip Party like a Rock Star later
10 September 2011
PaCeSetterS CluBThrough August 2011 these producers represent the top Agents with the highest net combined annualized premium Agents can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 TIMOTHy J AHLbUM
2 PHILIP b OrTez Jr
3 DeVIN bArTA
4 rAy STeVeNS
5 JONATHAN AHLbUM
6 ROGER A GRADy JR
7 CHRISTOPHER N GRAHAM
8 FRED W LEMAR JR
9 EDWARD A CATRON
10 JULIA GILELS
11 kERRy SACHS
12 MATTHEW BROWN
13 NATALIE L COOPER
14 IAN A SMITH
15 JOHN W STAMPER
16 CASEy v PALMER
17 ANDREW M FLITTNER
18 STUART ALAN
19 JERROLD J POSTIN
20 SHIA WEINFELD
21 kENNETH R DELAUTER JR
22 CATHERINE E HATTON
23 SHARON L LIEBERMAN
24 RONALD C HARSHMAN
25 kENNETH L LEPAGE JR
26 MARk HELLER
27 TRACy kRAUSE BRATONE
28 ADAM D PATTERSON
29 AARON GORDON
30 MICHAEL LEMAR
PreSIDeNtrsquoS CluBThrough August 2011 these producers represent the top Agencies with the highest net combined annualized premium Agencies can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 JONATHAN AHLbUM
The Ahlbum Group
2 MICHAeL LeMAr Sunshine State Agency
3 CATHerINe e HATTONLong Island Insurance
Solutions
4 rON CONCKLINRosenberg-Concklin Inc
5 rAy STeVeNSStevens amp Associates Insurance
Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
7 DAvID k DANIELSDavid K Daniels amp Associates
8 THOMAS G STATkEWICzSylvan-James Associates Inc
9 kERRy SACHSSecure Retirement Solutions Inc
10 JOHN STAMPERChoice Plus Benefits
11 PAUL SWEENEyQuality First Ins Agency Inc
12 STUART ALANSenior Care Insurance Center
13 AMERICAN EAGLE CONSULTANTS INC
14 RICHARD S SCHWARTzInsurance Center of S Florida
15 MIkE STEvENSFarm amp Ranch Healthcare Inc
16 PETER S GELBWAkSGelbwaks ExecutiveMarketing Corp
17 RONALD C HARSHMANHarshman Insurance Agency
18 MARk HELLERHeller Insurance Agency
19 CENTURION AGENCy LTD
20 AMERIPRISE FINANCIAL SERvICES
21 WORLD WIDE COvERAGE CORP
22 MICHAEL PHILLIPSUnion Benefit Corp
23 ELAINE T FORHMANForhman Insurance Agency
24 THE WASHWICk AGENCy INC
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
26 JOHN S CARRANCarran Insurance Agency
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
28 EARL D DWORkINDworkin Insurance Agency
29 STANTON M BERSHADBershad Insurance Agency
30 JAMES F SCHULERConsumer Group Services Inc
tOP PrOdUCerS
tOP PrOdUCerS
This list represents the Top General Agents and Writing Agents who have written the highest net annualized life or health premium through the month of August 2011
lIfe GeNeral aGeNtS health GeNeral aGeNtS1 MIkE STEvENS
Farm amp Ranch Healthcare Inc 16 ALBERT R MCkENzIE
McKenzie Insurance Agency 1 JONATHAN AHLBUM
The Ahlbum Group16 RONALD C HARSHMAN
Harshman Insurance Agency
2 JOHN W HARRINGTONHarrington Insurance Agency
17 NEAL STACyStacy Insurance Agency
2 MICHAEL LEMARSunshine State Agency
17 MIkE STEvENSFarm amp Ranch Healthcare Inc
3 kENNETH R BOWLINGThe Benefit Exchange
18 DONALD M BRADDyBraddy Insurance Agency
3 CATHERINE E HATTONLong Island Insurance Solutions
18 MARk HELLERHeller Insurance Agency
4 DAvID k DANIELSDavid K Daniels amp Associates
19 CURTIS HOLMESFirst Southeast Ins Serv Inc
4 RON CONCkLINRosenberg-Concklin Inc
19 CENTURION AGENCy LTD
5 GEORGE A WALLACEWallace Insurance Agency
20 CHARLES F JAMESJames Insurance Agency
5 RAy STEvENSStevens amp Associates Insurance Agency
20 AMERIPRISE FINANCIAL SERvICES
6 CHRIS AROUTSIDISAroutsidis Insurance Agency
21 CURTIS SCOTTScott Insurance Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
21 WORLD WIDE COvERAGE CORP
7 MICHAEL LEMARSunshine State Agency
22 DENIS B MITCHELLMitchell Insurance Agency
7 DAvID k DANIELSDavid K Daniels amp Associates
22 MICHAEL PHILLIPSUnion Benefits Corp
8 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
23 LAWRENCE E WACkOWSkIWackowski Insurance Agency
8 THOMAS G STATkEWICzSylvan-James Associates Inc
23 ELAINE T FORHAMForham Insurance Agency
9 OWEN E METTSMetts Insurance Agency
24 MICHAEL PERNAPerna Insurance Agency
9 kERRy SACHSSecure Retirement Solutions Inc
24 THE WASHWICk AGENCy INC
10 HENRy vAzQUEzVazquez Insurance Agency
25 JAMES O TAyLORTaylor Insurance Agency
10 JOHN STAMPERChoice Plus Benefits
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
11 TIFFANy y TRUSSTruss Insurance Agency
26 JESSE E BROWNBrown Insurance Agency
11 PAUL SWEENEyQuality First Ins Agency Inc
26 JOHN S CARRANCarran Insurance Agency
12 NELSON J MARTINMartin Insurance Agency
27 GLENN I WACHOB SRWachob Insurance Agency
12 STUART ALANSenior Care Insurance Center
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
13 HENRy L LANELane Insurance Agency
28 DON H PIPPIN SRPippin Insurance Agency
13 RICHARD S SCHWARTzInsurance Center of S Florida
28 EARL D DWORkINDworkin Insurance Agency
14 BOBBy L BAkERBaker Insurance Agency
29 THOMAS L IRICkIrick Insurance Agency
14 AMERICAN EAGLE CONSULTANTS INC
29 STANTON M BERSHADBershad Insurance Agency
15 BANTEE L HALLHall Insurance Agency
30 WILBERT DELvADelva Insurance Agency
15 PETER S GELBWAkSGelbwaks Executive Marketing Corp
30 JAMES F SCHULERConsumer Group Services Inc
lIfe WrItING aGeNtS health WrItING aGeNtS1 JOHN W CRAvEN SR 16 ALBERT R MCkENzIE 1 TIMOTHy J AHLBUM 16 CASEy v PALMER
2 DELORES A DAy 17 CHRISTOPHER JACOBy 2 DEvIN BARTA 17 ANDREW M FLITTNER
3 WESLEy S STEvENS 18 DONALD M BRADDy 3 PHILIP B ORTEz JR 18 STUART ALAN
4 ROGER A GRADy JR 19 kENNETH R BOWLING 4 RAy STEvENS 19 JERROLD J POSTIN
5 GEORGE A WALLACE 20 CURTIS HOLMES 5 JONATHAN AHLBUM 20 SHIA WEINFELD
6 CHRIS AROUTSIDIS 21 LENA M CRAWFORD 6 ROGER A GRADy JR 21 kENNETH R DELAUTER JR
7 PHILIP B ORTEz JR 22 DALE L HOUSTON 7 CHRISTOPHER N GRAHAM 22 CATHERINE E HATTON
8 OWEN E METTS 23 CURTIS SCOTT 8 FRED W LEMAR JR 23 SHARON L LIEBERMAN
9 TIFFANy y TRUSS 24 DENIS B MITCHELL 9 EDWARD A CATRON 24 RONALD C HARSHMAN
10 NELSON J MARTIN 25 TIMOTHy STyER 10 JULIA GILELS 25 kENNETH L LEPAGE JR
11 HENRy LANE 26 LAWRENCE E WACkOWSkI 11 kERRy SACHS 26 MARk HELLER
12 DAvID S kAUzLARICH 27 MICHAEL PERNA 12 MATTHEW BROWN 27 TRACy kRAUSE BRATONE
13 BOBBy L BAkER 28 JAMES O TAyLOR 13 NATALIE L COOPER 28 ADAM D PATTERSON
14 RAyMOND NUNO 29 JESSE E BROWN 14 IAN A SMITH 29 AARON GORDON
15 BANTEE L HALL 30 GLENN I WACHOB SR 15 JOHN W STAMPER 30 MICHAEL LEMAR
September 2011 11
What Do You NeeD to Sell If Yoursquore a General aGent If Yoursquore a WritinG aGent
MOntH liFe OnlY HealtH OnlY COMbined MOntH liFe OnlY HealtH OnlY COMbined
$180000 NAP $350000 NAP $350000 NAP $100000 NAP $150000 NAP $150000 NAP
Jan $15000 $29167 $29167 Jan $7500 $12500 $12500
Feb 30000 58333 58333 Feb 15000 25000 25000
Mar 45000 87500 87500 Mar 22500 37500 37500
aPr 60000 116667 116667 aPr 30000 50000 50000
MaY 75000 145833 145833 MaY 37500 62500 62500
JUne 90000 175000 175000 JUne 45000 75000 75000
JUlY 105000 204167 204167 JUlY 52500 87500 87500
aUG 120000 233333 233333 aUG 60000 100000 100000
SePt 135000 262500 262500 SePt 67500 112500 112500
OCt 150000 291667 291667 OCt 75000 125000 125000
nOV 165000 320833 320833 nOV 82500 137500 137500
deC 180000 350000 350000 deC 100000 150000 150000
All 2011 production qualifications for the 2012 Convention at Hard Rock Hotel amp Casino Punta Cana in the Dominican Republic are based on Net Annualized Premiums (NAP) which must be 70 percent or more of the
Gross Annualized Premiums (GAP) Qualification Period Dec 25 2010 through Dec 24 2011 Conference costs (room airfare and food) for participant and guest will be included on the qualifierrsquos taxable income (1099) for the year
annUal COnVentiOn JUNE 28 - JULY 1 2012 Hard rOCk HOtel amp CaSinO PUnta Cana
September 2011 9
And You Can BeAnd You Can Be
September 2011
Are You on Schedule for the Hard Rock Hotel amp Casino Punta Cana June 28 - July 1 2012The sounds of Las Vegas slot machines may still be ringing in your ears but itrsquos never too soon to think about Convention 2012 in the Dominican Republic The qualifying year is more than half over so kick your production into high gear and picture yourself soaking up the sun like a celebrity next summer Here are comments from others whorsquove been there ldquoThe resort grounds restaurants and amenities are topnotch The beach is absolutely beautiful The staff is attentive to all your needs and willing to bend over backward to get you anything you need immediately And the rooms are fantasticrdquoldquoThe Hard Rock Punta Cana makes you feel like you are a Rock Star The friendly staff gorgeous rooms pristine beaches and relaxing pools were
difficult to leave behindrdquo
Check out this all-inclusive resort for yourself at httpwwwhardrockhotelpuntacanacom
Produce Business NOW hellip Party like a Rock Star later
10 September 2011
PaCeSetterS CluBThrough August 2011 these producers represent the top Agents with the highest net combined annualized premium Agents can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 TIMOTHy J AHLbUM
2 PHILIP b OrTez Jr
3 DeVIN bArTA
4 rAy STeVeNS
5 JONATHAN AHLbUM
6 ROGER A GRADy JR
7 CHRISTOPHER N GRAHAM
8 FRED W LEMAR JR
9 EDWARD A CATRON
10 JULIA GILELS
11 kERRy SACHS
12 MATTHEW BROWN
13 NATALIE L COOPER
14 IAN A SMITH
15 JOHN W STAMPER
16 CASEy v PALMER
17 ANDREW M FLITTNER
18 STUART ALAN
19 JERROLD J POSTIN
20 SHIA WEINFELD
21 kENNETH R DELAUTER JR
22 CATHERINE E HATTON
23 SHARON L LIEBERMAN
24 RONALD C HARSHMAN
25 kENNETH L LEPAGE JR
26 MARk HELLER
27 TRACy kRAUSE BRATONE
28 ADAM D PATTERSON
29 AARON GORDON
30 MICHAEL LEMAR
PreSIDeNtrsquoS CluBThrough August 2011 these producers represent the top Agencies with the highest net combined annualized premium Agencies can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 JONATHAN AHLbUM
The Ahlbum Group
2 MICHAeL LeMAr Sunshine State Agency
3 CATHerINe e HATTONLong Island Insurance
Solutions
4 rON CONCKLINRosenberg-Concklin Inc
5 rAy STeVeNSStevens amp Associates Insurance
Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
7 DAvID k DANIELSDavid K Daniels amp Associates
8 THOMAS G STATkEWICzSylvan-James Associates Inc
9 kERRy SACHSSecure Retirement Solutions Inc
10 JOHN STAMPERChoice Plus Benefits
11 PAUL SWEENEyQuality First Ins Agency Inc
12 STUART ALANSenior Care Insurance Center
13 AMERICAN EAGLE CONSULTANTS INC
14 RICHARD S SCHWARTzInsurance Center of S Florida
15 MIkE STEvENSFarm amp Ranch Healthcare Inc
16 PETER S GELBWAkSGelbwaks ExecutiveMarketing Corp
17 RONALD C HARSHMANHarshman Insurance Agency
18 MARk HELLERHeller Insurance Agency
19 CENTURION AGENCy LTD
20 AMERIPRISE FINANCIAL SERvICES
21 WORLD WIDE COvERAGE CORP
22 MICHAEL PHILLIPSUnion Benefit Corp
23 ELAINE T FORHMANForhman Insurance Agency
24 THE WASHWICk AGENCy INC
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
26 JOHN S CARRANCarran Insurance Agency
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
28 EARL D DWORkINDworkin Insurance Agency
29 STANTON M BERSHADBershad Insurance Agency
30 JAMES F SCHULERConsumer Group Services Inc
tOP PrOdUCerS
tOP PrOdUCerS
This list represents the Top General Agents and Writing Agents who have written the highest net annualized life or health premium through the month of August 2011
lIfe GeNeral aGeNtS health GeNeral aGeNtS1 MIkE STEvENS
Farm amp Ranch Healthcare Inc 16 ALBERT R MCkENzIE
McKenzie Insurance Agency 1 JONATHAN AHLBUM
The Ahlbum Group16 RONALD C HARSHMAN
Harshman Insurance Agency
2 JOHN W HARRINGTONHarrington Insurance Agency
17 NEAL STACyStacy Insurance Agency
2 MICHAEL LEMARSunshine State Agency
17 MIkE STEvENSFarm amp Ranch Healthcare Inc
3 kENNETH R BOWLINGThe Benefit Exchange
18 DONALD M BRADDyBraddy Insurance Agency
3 CATHERINE E HATTONLong Island Insurance Solutions
18 MARk HELLERHeller Insurance Agency
4 DAvID k DANIELSDavid K Daniels amp Associates
19 CURTIS HOLMESFirst Southeast Ins Serv Inc
4 RON CONCkLINRosenberg-Concklin Inc
19 CENTURION AGENCy LTD
5 GEORGE A WALLACEWallace Insurance Agency
20 CHARLES F JAMESJames Insurance Agency
5 RAy STEvENSStevens amp Associates Insurance Agency
20 AMERIPRISE FINANCIAL SERvICES
6 CHRIS AROUTSIDISAroutsidis Insurance Agency
21 CURTIS SCOTTScott Insurance Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
21 WORLD WIDE COvERAGE CORP
7 MICHAEL LEMARSunshine State Agency
22 DENIS B MITCHELLMitchell Insurance Agency
7 DAvID k DANIELSDavid K Daniels amp Associates
22 MICHAEL PHILLIPSUnion Benefits Corp
8 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
23 LAWRENCE E WACkOWSkIWackowski Insurance Agency
8 THOMAS G STATkEWICzSylvan-James Associates Inc
23 ELAINE T FORHAMForham Insurance Agency
9 OWEN E METTSMetts Insurance Agency
24 MICHAEL PERNAPerna Insurance Agency
9 kERRy SACHSSecure Retirement Solutions Inc
24 THE WASHWICk AGENCy INC
10 HENRy vAzQUEzVazquez Insurance Agency
25 JAMES O TAyLORTaylor Insurance Agency
10 JOHN STAMPERChoice Plus Benefits
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
11 TIFFANy y TRUSSTruss Insurance Agency
26 JESSE E BROWNBrown Insurance Agency
11 PAUL SWEENEyQuality First Ins Agency Inc
26 JOHN S CARRANCarran Insurance Agency
12 NELSON J MARTINMartin Insurance Agency
27 GLENN I WACHOB SRWachob Insurance Agency
12 STUART ALANSenior Care Insurance Center
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
13 HENRy L LANELane Insurance Agency
28 DON H PIPPIN SRPippin Insurance Agency
13 RICHARD S SCHWARTzInsurance Center of S Florida
28 EARL D DWORkINDworkin Insurance Agency
14 BOBBy L BAkERBaker Insurance Agency
29 THOMAS L IRICkIrick Insurance Agency
14 AMERICAN EAGLE CONSULTANTS INC
29 STANTON M BERSHADBershad Insurance Agency
15 BANTEE L HALLHall Insurance Agency
30 WILBERT DELvADelva Insurance Agency
15 PETER S GELBWAkSGelbwaks Executive Marketing Corp
30 JAMES F SCHULERConsumer Group Services Inc
lIfe WrItING aGeNtS health WrItING aGeNtS1 JOHN W CRAvEN SR 16 ALBERT R MCkENzIE 1 TIMOTHy J AHLBUM 16 CASEy v PALMER
2 DELORES A DAy 17 CHRISTOPHER JACOBy 2 DEvIN BARTA 17 ANDREW M FLITTNER
3 WESLEy S STEvENS 18 DONALD M BRADDy 3 PHILIP B ORTEz JR 18 STUART ALAN
4 ROGER A GRADy JR 19 kENNETH R BOWLING 4 RAy STEvENS 19 JERROLD J POSTIN
5 GEORGE A WALLACE 20 CURTIS HOLMES 5 JONATHAN AHLBUM 20 SHIA WEINFELD
6 CHRIS AROUTSIDIS 21 LENA M CRAWFORD 6 ROGER A GRADy JR 21 kENNETH R DELAUTER JR
7 PHILIP B ORTEz JR 22 DALE L HOUSTON 7 CHRISTOPHER N GRAHAM 22 CATHERINE E HATTON
8 OWEN E METTS 23 CURTIS SCOTT 8 FRED W LEMAR JR 23 SHARON L LIEBERMAN
9 TIFFANy y TRUSS 24 DENIS B MITCHELL 9 EDWARD A CATRON 24 RONALD C HARSHMAN
10 NELSON J MARTIN 25 TIMOTHy STyER 10 JULIA GILELS 25 kENNETH L LEPAGE JR
11 HENRy LANE 26 LAWRENCE E WACkOWSkI 11 kERRy SACHS 26 MARk HELLER
12 DAvID S kAUzLARICH 27 MICHAEL PERNA 12 MATTHEW BROWN 27 TRACy kRAUSE BRATONE
13 BOBBy L BAkER 28 JAMES O TAyLOR 13 NATALIE L COOPER 28 ADAM D PATTERSON
14 RAyMOND NUNO 29 JESSE E BROWN 14 IAN A SMITH 29 AARON GORDON
15 BANTEE L HALL 30 GLENN I WACHOB SR 15 JOHN W STAMPER 30 MICHAEL LEMAR
September 2011 11
What Do You NeeD to Sell If Yoursquore a General aGent If Yoursquore a WritinG aGent
MOntH liFe OnlY HealtH OnlY COMbined MOntH liFe OnlY HealtH OnlY COMbined
$180000 NAP $350000 NAP $350000 NAP $100000 NAP $150000 NAP $150000 NAP
Jan $15000 $29167 $29167 Jan $7500 $12500 $12500
Feb 30000 58333 58333 Feb 15000 25000 25000
Mar 45000 87500 87500 Mar 22500 37500 37500
aPr 60000 116667 116667 aPr 30000 50000 50000
MaY 75000 145833 145833 MaY 37500 62500 62500
JUne 90000 175000 175000 JUne 45000 75000 75000
JUlY 105000 204167 204167 JUlY 52500 87500 87500
aUG 120000 233333 233333 aUG 60000 100000 100000
SePt 135000 262500 262500 SePt 67500 112500 112500
OCt 150000 291667 291667 OCt 75000 125000 125000
nOV 165000 320833 320833 nOV 82500 137500 137500
deC 180000 350000 350000 deC 100000 150000 150000
All 2011 production qualifications for the 2012 Convention at Hard Rock Hotel amp Casino Punta Cana in the Dominican Republic are based on Net Annualized Premiums (NAP) which must be 70 percent or more of the
Gross Annualized Premiums (GAP) Qualification Period Dec 25 2010 through Dec 24 2011 Conference costs (room airfare and food) for participant and guest will be included on the qualifierrsquos taxable income (1099) for the year
annUal COnVentiOn JUNE 28 - JULY 1 2012 Hard rOCk HOtel amp CaSinO PUnta Cana
10 September 2011
PaCeSetterS CluBThrough August 2011 these producers represent the top Agents with the highest net combined annualized premium Agents can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 TIMOTHy J AHLbUM
2 PHILIP b OrTez Jr
3 DeVIN bArTA
4 rAy STeVeNS
5 JONATHAN AHLbUM
6 ROGER A GRADy JR
7 CHRISTOPHER N GRAHAM
8 FRED W LEMAR JR
9 EDWARD A CATRON
10 JULIA GILELS
11 kERRy SACHS
12 MATTHEW BROWN
13 NATALIE L COOPER
14 IAN A SMITH
15 JOHN W STAMPER
16 CASEy v PALMER
17 ANDREW M FLITTNER
18 STUART ALAN
19 JERROLD J POSTIN
20 SHIA WEINFELD
21 kENNETH R DELAUTER JR
22 CATHERINE E HATTON
23 SHARON L LIEBERMAN
24 RONALD C HARSHMAN
25 kENNETH L LEPAGE JR
26 MARk HELLER
27 TRACy kRAUSE BRATONE
28 ADAM D PATTERSON
29 AARON GORDON
30 MICHAEL LEMAR
PreSIDeNtrsquoS CluBThrough August 2011 these producers represent the top Agencies with the highest net combined annualized premium Agencies can also qualify to attend the annual Sales Convention Final qualifiers are based on Company production and retention requirements
1 JONATHAN AHLbUM
The Ahlbum Group
2 MICHAeL LeMAr Sunshine State Agency
3 CATHerINe e HATTONLong Island Insurance
Solutions
4 rON CONCKLINRosenberg-Concklin Inc
5 rAy STeVeNSStevens amp Associates Insurance
Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
7 DAvID k DANIELSDavid K Daniels amp Associates
8 THOMAS G STATkEWICzSylvan-James Associates Inc
9 kERRy SACHSSecure Retirement Solutions Inc
10 JOHN STAMPERChoice Plus Benefits
11 PAUL SWEENEyQuality First Ins Agency Inc
12 STUART ALANSenior Care Insurance Center
13 AMERICAN EAGLE CONSULTANTS INC
14 RICHARD S SCHWARTzInsurance Center of S Florida
15 MIkE STEvENSFarm amp Ranch Healthcare Inc
16 PETER S GELBWAkSGelbwaks ExecutiveMarketing Corp
17 RONALD C HARSHMANHarshman Insurance Agency
18 MARk HELLERHeller Insurance Agency
19 CENTURION AGENCy LTD
20 AMERIPRISE FINANCIAL SERvICES
21 WORLD WIDE COvERAGE CORP
22 MICHAEL PHILLIPSUnion Benefit Corp
23 ELAINE T FORHMANForhman Insurance Agency
24 THE WASHWICk AGENCy INC
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
26 JOHN S CARRANCarran Insurance Agency
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
28 EARL D DWORkINDworkin Insurance Agency
29 STANTON M BERSHADBershad Insurance Agency
30 JAMES F SCHULERConsumer Group Services Inc
tOP PrOdUCerS
tOP PrOdUCerS
This list represents the Top General Agents and Writing Agents who have written the highest net annualized life or health premium through the month of August 2011
lIfe GeNeral aGeNtS health GeNeral aGeNtS1 MIkE STEvENS
Farm amp Ranch Healthcare Inc 16 ALBERT R MCkENzIE
McKenzie Insurance Agency 1 JONATHAN AHLBUM
The Ahlbum Group16 RONALD C HARSHMAN
Harshman Insurance Agency
2 JOHN W HARRINGTONHarrington Insurance Agency
17 NEAL STACyStacy Insurance Agency
2 MICHAEL LEMARSunshine State Agency
17 MIkE STEvENSFarm amp Ranch Healthcare Inc
3 kENNETH R BOWLINGThe Benefit Exchange
18 DONALD M BRADDyBraddy Insurance Agency
3 CATHERINE E HATTONLong Island Insurance Solutions
18 MARk HELLERHeller Insurance Agency
4 DAvID k DANIELSDavid K Daniels amp Associates
19 CURTIS HOLMESFirst Southeast Ins Serv Inc
4 RON CONCkLINRosenberg-Concklin Inc
19 CENTURION AGENCy LTD
5 GEORGE A WALLACEWallace Insurance Agency
20 CHARLES F JAMESJames Insurance Agency
5 RAy STEvENSStevens amp Associates Insurance Agency
20 AMERIPRISE FINANCIAL SERvICES
6 CHRIS AROUTSIDISAroutsidis Insurance Agency
21 CURTIS SCOTTScott Insurance Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
21 WORLD WIDE COvERAGE CORP
7 MICHAEL LEMARSunshine State Agency
22 DENIS B MITCHELLMitchell Insurance Agency
7 DAvID k DANIELSDavid K Daniels amp Associates
22 MICHAEL PHILLIPSUnion Benefits Corp
8 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
23 LAWRENCE E WACkOWSkIWackowski Insurance Agency
8 THOMAS G STATkEWICzSylvan-James Associates Inc
23 ELAINE T FORHAMForham Insurance Agency
9 OWEN E METTSMetts Insurance Agency
24 MICHAEL PERNAPerna Insurance Agency
9 kERRy SACHSSecure Retirement Solutions Inc
24 THE WASHWICk AGENCy INC
10 HENRy vAzQUEzVazquez Insurance Agency
25 JAMES O TAyLORTaylor Insurance Agency
10 JOHN STAMPERChoice Plus Benefits
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
11 TIFFANy y TRUSSTruss Insurance Agency
26 JESSE E BROWNBrown Insurance Agency
11 PAUL SWEENEyQuality First Ins Agency Inc
26 JOHN S CARRANCarran Insurance Agency
12 NELSON J MARTINMartin Insurance Agency
27 GLENN I WACHOB SRWachob Insurance Agency
12 STUART ALANSenior Care Insurance Center
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
13 HENRy L LANELane Insurance Agency
28 DON H PIPPIN SRPippin Insurance Agency
13 RICHARD S SCHWARTzInsurance Center of S Florida
28 EARL D DWORkINDworkin Insurance Agency
14 BOBBy L BAkERBaker Insurance Agency
29 THOMAS L IRICkIrick Insurance Agency
14 AMERICAN EAGLE CONSULTANTS INC
29 STANTON M BERSHADBershad Insurance Agency
15 BANTEE L HALLHall Insurance Agency
30 WILBERT DELvADelva Insurance Agency
15 PETER S GELBWAkSGelbwaks Executive Marketing Corp
30 JAMES F SCHULERConsumer Group Services Inc
lIfe WrItING aGeNtS health WrItING aGeNtS1 JOHN W CRAvEN SR 16 ALBERT R MCkENzIE 1 TIMOTHy J AHLBUM 16 CASEy v PALMER
2 DELORES A DAy 17 CHRISTOPHER JACOBy 2 DEvIN BARTA 17 ANDREW M FLITTNER
3 WESLEy S STEvENS 18 DONALD M BRADDy 3 PHILIP B ORTEz JR 18 STUART ALAN
4 ROGER A GRADy JR 19 kENNETH R BOWLING 4 RAy STEvENS 19 JERROLD J POSTIN
5 GEORGE A WALLACE 20 CURTIS HOLMES 5 JONATHAN AHLBUM 20 SHIA WEINFELD
6 CHRIS AROUTSIDIS 21 LENA M CRAWFORD 6 ROGER A GRADy JR 21 kENNETH R DELAUTER JR
7 PHILIP B ORTEz JR 22 DALE L HOUSTON 7 CHRISTOPHER N GRAHAM 22 CATHERINE E HATTON
8 OWEN E METTS 23 CURTIS SCOTT 8 FRED W LEMAR JR 23 SHARON L LIEBERMAN
9 TIFFANy y TRUSS 24 DENIS B MITCHELL 9 EDWARD A CATRON 24 RONALD C HARSHMAN
10 NELSON J MARTIN 25 TIMOTHy STyER 10 JULIA GILELS 25 kENNETH L LEPAGE JR
11 HENRy LANE 26 LAWRENCE E WACkOWSkI 11 kERRy SACHS 26 MARk HELLER
12 DAvID S kAUzLARICH 27 MICHAEL PERNA 12 MATTHEW BROWN 27 TRACy kRAUSE BRATONE
13 BOBBy L BAkER 28 JAMES O TAyLOR 13 NATALIE L COOPER 28 ADAM D PATTERSON
14 RAyMOND NUNO 29 JESSE E BROWN 14 IAN A SMITH 29 AARON GORDON
15 BANTEE L HALL 30 GLENN I WACHOB SR 15 JOHN W STAMPER 30 MICHAEL LEMAR
September 2011 11
What Do You NeeD to Sell If Yoursquore a General aGent If Yoursquore a WritinG aGent
MOntH liFe OnlY HealtH OnlY COMbined MOntH liFe OnlY HealtH OnlY COMbined
$180000 NAP $350000 NAP $350000 NAP $100000 NAP $150000 NAP $150000 NAP
Jan $15000 $29167 $29167 Jan $7500 $12500 $12500
Feb 30000 58333 58333 Feb 15000 25000 25000
Mar 45000 87500 87500 Mar 22500 37500 37500
aPr 60000 116667 116667 aPr 30000 50000 50000
MaY 75000 145833 145833 MaY 37500 62500 62500
JUne 90000 175000 175000 JUne 45000 75000 75000
JUlY 105000 204167 204167 JUlY 52500 87500 87500
aUG 120000 233333 233333 aUG 60000 100000 100000
SePt 135000 262500 262500 SePt 67500 112500 112500
OCt 150000 291667 291667 OCt 75000 125000 125000
nOV 165000 320833 320833 nOV 82500 137500 137500
deC 180000 350000 350000 deC 100000 150000 150000
All 2011 production qualifications for the 2012 Convention at Hard Rock Hotel amp Casino Punta Cana in the Dominican Republic are based on Net Annualized Premiums (NAP) which must be 70 percent or more of the
Gross Annualized Premiums (GAP) Qualification Period Dec 25 2010 through Dec 24 2011 Conference costs (room airfare and food) for participant and guest will be included on the qualifierrsquos taxable income (1099) for the year
annUal COnVentiOn JUNE 28 - JULY 1 2012 Hard rOCk HOtel amp CaSinO PUnta Cana
tOP PrOdUCerS
This list represents the Top General Agents and Writing Agents who have written the highest net annualized life or health premium through the month of August 2011
lIfe GeNeral aGeNtS health GeNeral aGeNtS1 MIkE STEvENS
Farm amp Ranch Healthcare Inc 16 ALBERT R MCkENzIE
McKenzie Insurance Agency 1 JONATHAN AHLBUM
The Ahlbum Group16 RONALD C HARSHMAN
Harshman Insurance Agency
2 JOHN W HARRINGTONHarrington Insurance Agency
17 NEAL STACyStacy Insurance Agency
2 MICHAEL LEMARSunshine State Agency
17 MIkE STEvENSFarm amp Ranch Healthcare Inc
3 kENNETH R BOWLINGThe Benefit Exchange
18 DONALD M BRADDyBraddy Insurance Agency
3 CATHERINE E HATTONLong Island Insurance Solutions
18 MARk HELLERHeller Insurance Agency
4 DAvID k DANIELSDavid K Daniels amp Associates
19 CURTIS HOLMESFirst Southeast Ins Serv Inc
4 RON CONCkLINRosenberg-Concklin Inc
19 CENTURION AGENCy LTD
5 GEORGE A WALLACEWallace Insurance Agency
20 CHARLES F JAMESJames Insurance Agency
5 RAy STEvENSStevens amp Associates Insurance Agency
20 AMERIPRISE FINANCIAL SERvICES
6 CHRIS AROUTSIDISAroutsidis Insurance Agency
21 CURTIS SCOTTScott Insurance Agency
6 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
21 WORLD WIDE COvERAGE CORP
7 MICHAEL LEMARSunshine State Agency
22 DENIS B MITCHELLMitchell Insurance Agency
7 DAvID k DANIELSDavid K Daniels amp Associates
22 MICHAEL PHILLIPSUnion Benefits Corp
8 PHILIP B ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc
23 LAWRENCE E WACkOWSkIWackowski Insurance Agency
8 THOMAS G STATkEWICzSylvan-James Associates Inc
23 ELAINE T FORHAMForham Insurance Agency
9 OWEN E METTSMetts Insurance Agency
24 MICHAEL PERNAPerna Insurance Agency
9 kERRy SACHSSecure Retirement Solutions Inc
24 THE WASHWICk AGENCy INC
10 HENRy vAzQUEzVazquez Insurance Agency
25 JAMES O TAyLORTaylor Insurance Agency
10 JOHN STAMPERChoice Plus Benefits
25 MICHAEL G NEWCOMBENewcombe Insurance Agency
11 TIFFANy y TRUSSTruss Insurance Agency
26 JESSE E BROWNBrown Insurance Agency
11 PAUL SWEENEyQuality First Ins Agency Inc
26 JOHN S CARRANCarran Insurance Agency
12 NELSON J MARTINMartin Insurance Agency
27 GLENN I WACHOB SRWachob Insurance Agency
12 STUART ALANSenior Care Insurance Center
27 CARMEN A RODRIGUEzLanders-Stein amp Associates
13 HENRy L LANELane Insurance Agency
28 DON H PIPPIN SRPippin Insurance Agency
13 RICHARD S SCHWARTzInsurance Center of S Florida
28 EARL D DWORkINDworkin Insurance Agency
14 BOBBy L BAkERBaker Insurance Agency
29 THOMAS L IRICkIrick Insurance Agency
14 AMERICAN EAGLE CONSULTANTS INC
29 STANTON M BERSHADBershad Insurance Agency
15 BANTEE L HALLHall Insurance Agency
30 WILBERT DELvADelva Insurance Agency
15 PETER S GELBWAkSGelbwaks Executive Marketing Corp
30 JAMES F SCHULERConsumer Group Services Inc
lIfe WrItING aGeNtS health WrItING aGeNtS1 JOHN W CRAvEN SR 16 ALBERT R MCkENzIE 1 TIMOTHy J AHLBUM 16 CASEy v PALMER
2 DELORES A DAy 17 CHRISTOPHER JACOBy 2 DEvIN BARTA 17 ANDREW M FLITTNER
3 WESLEy S STEvENS 18 DONALD M BRADDy 3 PHILIP B ORTEz JR 18 STUART ALAN
4 ROGER A GRADy JR 19 kENNETH R BOWLING 4 RAy STEvENS 19 JERROLD J POSTIN
5 GEORGE A WALLACE 20 CURTIS HOLMES 5 JONATHAN AHLBUM 20 SHIA WEINFELD
6 CHRIS AROUTSIDIS 21 LENA M CRAWFORD 6 ROGER A GRADy JR 21 kENNETH R DELAUTER JR
7 PHILIP B ORTEz JR 22 DALE L HOUSTON 7 CHRISTOPHER N GRAHAM 22 CATHERINE E HATTON
8 OWEN E METTS 23 CURTIS SCOTT 8 FRED W LEMAR JR 23 SHARON L LIEBERMAN
9 TIFFANy y TRUSS 24 DENIS B MITCHELL 9 EDWARD A CATRON 24 RONALD C HARSHMAN
10 NELSON J MARTIN 25 TIMOTHy STyER 10 JULIA GILELS 25 kENNETH L LEPAGE JR
11 HENRy LANE 26 LAWRENCE E WACkOWSkI 11 kERRy SACHS 26 MARk HELLER
12 DAvID S kAUzLARICH 27 MICHAEL PERNA 12 MATTHEW BROWN 27 TRACy kRAUSE BRATONE
13 BOBBy L BAkER 28 JAMES O TAyLOR 13 NATALIE L COOPER 28 ADAM D PATTERSON
14 RAyMOND NUNO 29 JESSE E BROWN 14 IAN A SMITH 29 AARON GORDON
15 BANTEE L HALL 30 GLENN I WACHOB SR 15 JOHN W STAMPER 30 MICHAEL LEMAR
September 2011 11
What Do You NeeD to Sell If Yoursquore a General aGent If Yoursquore a WritinG aGent
MOntH liFe OnlY HealtH OnlY COMbined MOntH liFe OnlY HealtH OnlY COMbined
$180000 NAP $350000 NAP $350000 NAP $100000 NAP $150000 NAP $150000 NAP
Jan $15000 $29167 $29167 Jan $7500 $12500 $12500
Feb 30000 58333 58333 Feb 15000 25000 25000
Mar 45000 87500 87500 Mar 22500 37500 37500
aPr 60000 116667 116667 aPr 30000 50000 50000
MaY 75000 145833 145833 MaY 37500 62500 62500
JUne 90000 175000 175000 JUne 45000 75000 75000
JUlY 105000 204167 204167 JUlY 52500 87500 87500
aUG 120000 233333 233333 aUG 60000 100000 100000
SePt 135000 262500 262500 SePt 67500 112500 112500
OCt 150000 291667 291667 OCt 75000 125000 125000
nOV 165000 320833 320833 nOV 82500 137500 137500
deC 180000 350000 350000 deC 100000 150000 150000
All 2011 production qualifications for the 2012 Convention at Hard Rock Hotel amp Casino Punta Cana in the Dominican Republic are based on Net Annualized Premiums (NAP) which must be 70 percent or more of the
Gross Annualized Premiums (GAP) Qualification Period Dec 25 2010 through Dec 24 2011 Conference costs (room airfare and food) for participant and guest will be included on the qualifierrsquos taxable income (1099) for the year
annUal COnVentiOn JUNE 28 - JULY 1 2012 Hard rOCk HOtel amp CaSinO PUnta Cana
What Do You NeeD to Sell If Yoursquore a General aGent If Yoursquore a WritinG aGent
MOntH liFe OnlY HealtH OnlY COMbined MOntH liFe OnlY HealtH OnlY COMbined
$180000 NAP $350000 NAP $350000 NAP $100000 NAP $150000 NAP $150000 NAP
Jan $15000 $29167 $29167 Jan $7500 $12500 $12500
Feb 30000 58333 58333 Feb 15000 25000 25000
Mar 45000 87500 87500 Mar 22500 37500 37500
aPr 60000 116667 116667 aPr 30000 50000 50000
MaY 75000 145833 145833 MaY 37500 62500 62500
JUne 90000 175000 175000 JUne 45000 75000 75000
JUlY 105000 204167 204167 JUlY 52500 87500 87500
aUG 120000 233333 233333 aUG 60000 100000 100000
SePt 135000 262500 262500 SePt 67500 112500 112500
OCt 150000 291667 291667 OCt 75000 125000 125000
nOV 165000 320833 320833 nOV 82500 137500 137500
deC 180000 350000 350000 deC 100000 150000 150000
All 2011 production qualifications for the 2012 Convention at Hard Rock Hotel amp Casino Punta Cana in the Dominican Republic are based on Net Annualized Premiums (NAP) which must be 70 percent or more of the
Gross Annualized Premiums (GAP) Qualification Period Dec 25 2010 through Dec 24 2011 Conference costs (room airfare and food) for participant and guest will be included on the qualifierrsquos taxable income (1099) for the year
annUal COnVentiOn JUNE 28 - JULY 1 2012 Hard rOCk HOtel amp CaSinO PUnta Cana
