March 2012 Leaders in Action

IN ACTIONMarch 2012

2 | Leaders in Action March 2012

What tools are you using to obtain success?Our company has a number of tools that provide us with a competitive advantage, but two come to mind immediately. The first is tangible and the second is intangible. The Queries program is a huge time saver and money maker; it allows me to filter vast amounts of information in minutes and provides me with constant activity. The second is knowledge gained from peers. The company, and my office in particular, has knowledgeable agents, whose performance levels cover a wide spectrum. I have learned that you need to listen to the agents who are where you want to be.

What’s one of your biggest professional challenges?For too long, I was regimented in my presentation and my interaction with prospects was scripted, leading to a lack of interpersonal communication between me and the prospect. I learned that this business is 90 percent people buying people and 10 percent product knowledge. When you master the 90 percent and establish a leadership role using voice inflexion and confidence during the interview, the 10 percent product knowledge portion will seal the deal, as long you know your product forwards, backwards, inside and out. A good salesperson should know what he has to sell.

What is one of your personal goals for this year?To set sail abroad the Allure. Doing so will accomplish all of the other goals I have set for myself.

What advice would you give a rookie agent?Be Persistent and pursue good Persistency.

Be PERISENT—Insurance is a numbers game. If you ask enough people to buy, you will achieve your goals. Do not get discouraged; you are not going to sell everyone and you are going to hear a lot of no’s, but you need to change your mindset and believe that every time a person tells you no, you are that much closer to a yes.

Pursue good PERSISTENCY—First-year persistency is the most important part of your contract. First-year persistency can mean thousands of dollars in compensation gained or lost. You must understand how first-year persistency effects each and every sale you make. An agent with 90% persisentcy earns 49.5% in additional compensation on a Dynamax placement compared to an agent with 70% persisentcy for the same exact sale. Mastering your first-year persistency will maximize your earning potential.

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sTEphEN Mayo Jrphiladelphia, pa

how did you get started in the insurance business?By chance. One day I was browsing my college’s alumni page and came across the career section. At that time the company had an MBA program. I had recently received my MBA and decided to apply and as the old saying goes, “The rest is history.”

March 2012 Leaders in Action | 3

stephen Mayo JrPhiladelphia PA$47,268

chris GuariscoHouma LA$46,678

Brenda EdmondsCentral PA$46,641

aman EmamiHarrisburg PA$46,310

angie pettsEvansville IN$45,822

annie BarksdaleDanville VA$45,584

craig IceGerald Foster$44,449

Kenon WilliamsFt Pierce FL$44,353

James aliseHouma LA$43,933

arnold pierreFort Lauderdale FL$43,739

region 1 1. Paul Mcmichael II, Indianapolis IN $39,547 2. Ray Peek, Highland IN 34,383 3. Ralph Garza, Oak Brook IL 34,137

region 2 1. Stephen Mayo Jr, Philadelphia PA $47,268 2. Brenda Edmonds, Central PA 46,641 3. Aman Emami, Harrisburg PA 46,310

region 3 1. David Rayburn, Mt Sterling KY $40,647 2. Mable Dotson, Pikeville KY 39,718 3. Kimberly Whitt, Ashland KY 33,804

region 4 1. Chris Guarisco, Houma LA $46,678 2. Kenon Williams, Ft Pierce FL 44,353 3. James Alise, Houma LA 43,933

region 5 1. Angie Petts, Evansville IN $45,822 2. Craig Ice, Gerald Foster 44,449 3. Vera Marion, Greater Memphis TN 40,938

region 6 1. Annie Barksdale, Danville VA $45,584 2. Steven Reed, Richmond VA 42,693 3. Dean Harry, Steve Burkett 41,971

region 10 1. Mo Ghazizadeh, San Francisco CA $31,698 2. Ruben Garcia, Phoenix AZ 27,732 3. Guillermo Villaverde, Phoenix AZ 26,813

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coMpaNy aNd rEGIoNal lEadErs ThrouGh March 31, 2012

TOP 10 AGENTS COMPANY-WIDE, YEAR-TO-DATE

prEsIdENT’s cITaTIoN coMpETITIoN aGENTs yEar-To-daTE


1. Ben Prince, New Iberia LA 21,669

2. Manny Dejene, Charlotte NC 18,811

3. Sait Onal, Harrisburg PA 17,287

4. Gerald Foster, Gerald Foster 16,794

5. Barry Parrish, Corbin KY 16,613

1. Jason Cunha, Pocomoke MD 33,046

2. Yohannes Yenealem, Harrisburg PA 25,991

3. Richard Bashou, Oak Brook IL 22,763

4. Greg Kipfer, St Louis MO 22,557

5. Todd Thompson, Gerald Foster 22,491

6. Mark Rozenberg, Indianapolis IN 21,937

7. James Towers, Oak Forest IL 21,683

8. Bill Baronet, New Iberia LA 21,168

9. H T Talukder, Raleigh NC 19,921

10. Chuck Guidry Jr, New Iberia LA 19,789

11. Kristina Wynn, Lexington KY 19,679

12. Karen Patton, Corbin KY 19,633

13. Jerry Sturgill, Ashland KY 19,608

14. Keith Carpenter, Waynesboro VA 19,581

15. Sal Ekdawi, Oak Brook IL 19,451

16. Mike Drotos, Waynesboro VA 19,422

17. Walter Ward Jr, Cumberland MD 19,134

18. John Corsello, Philadelphia PA 18,494

19. Linda Gool, Ashland KY 18,022

20. Bruce Allison, Indianapolis IN 17,766

21. Sharon Whitehead, Charlotte NC 17,332

22. Rob Morgan, Norton VA 17,184

23. Roger Cooper, Harrisburg PA 17,146

24. Maggie Bello, Atlanta GA 17,111

25. Braxton Barton, Highland IN 17,016

26. Tammy Lane, Florence SC 16,082

27. Ronnie Cartwright, Louisville KY 16,002

28. Steve Mockler, Columbus OH 15,545

29. Gary Wax, Houma LA 15,505

30. Roger Vinkemeier, Detroit MI 15,231

1. Jason Gsoell, Daytona FL 46,688

2. Roland Christian Jr, South Hill VA 21,032

3. Richard Watts, Waynesboro VA 19,917

4. Brian Riddle, Mt Sterling KY 19,530

5. Robert Larkin Jr, Atlantic City NJ 17,907

Top larGE offIcE MaNaGErs

Top sMall offIcE MaNaGErs

Top salEs MaNaGErs

lEadING MaNaGErs, coMpaNy-WIdE, yEar-To-daTE

Ben Prince Manny Dejene Sait Onal

Jason Gsoell Roland Christian Jr Richard Watts

Jason Cunha Yohannes Richard Bashou Yenealem

Leaders in Action | 5

prEsIdENT’s cITaTIoN coMpETITIoNMaNaGErs, yEar-To-daTE

rEGIoN 1

Richard BashouSales ManagerOak Brook IL

John BlakelySm. Office Manager

Columbus OH

Tommy GraysonLg. Office Manager

Indianapolis IN

rEGIoN 3

Jerry SturgillSales Manager

Ashland KY

Brian RiddleSm. Office Manager

Mt Sterling KY

Mike SimmonsLg. Office Manager

Ashland KY

rEGIoN 6

H T TalukderSales Manager

Raleigh NC

Roland Christian Jr.

Sm. Office Manager

South Hill VA

Manny DejeneLg. Office Manager

Charlotte NC

rEGIoN 2

Jason CunhaSales ManagerPocomoke MD

Robert Larkin JrSm. Office Manager

Atlantic City NJ

Sait OnalLg. Office Manager

Harrisburg PA

rEGIoN 5

Todd ThompsonSales ManagerGerald Foster

Leonard SampsonSm. Office Manager

Chattanooga TN

Gerald FosterLg. Office Manager

Gerald Foster

rEGIoN 10

Joseph HaddadSm. Office Manager

San Francisco CA

rEGIoN 4

Bill Baronet Sales ManagerNew Iberia LA

Jason GsoellSm. Office Manager

Daytona FL

Ben PrinceLg. Office Manager

New Iberia LA


March’s coMpaNy-WIdE lEadErs

aGENT of ThE MoNTh

Barbara Davis

lEadING larGE offIcE MaNaGEr

Ben Prince

lEadING salEs MaNaGEr

Maggie Bello

lEadING sMall offIcE MaNaGEr

Yves Lebrun

Top 35 aGENTs 1. Barbara Davis, Gerald Foster 31,187 2. Paul Friend, Ft Pierce FL 30,499 3. Sade Ffrench, Fort Lauderdale FL 29,307 4. Chasity Collins, Norton VA 28,908 5. Annie Barksdale, Danville VA 28,596 6. Lois Smalls-Fletcher, Atlanta GA 28,228 7. Paul McMichael II, Indianapolis IN 27,850 8. Brandon Henson, Columbus OH 26,663 9. Madlen Badawi, Los Angeles CA 26,05910. Kelly Romero, New Iberia LA 25,81911. Shawn Patton, Pocomoke MD 25,50112. Brittany Duncan, Charlotte NC 25,29713. Jesse Dodson, Greater Memphis TN 25,14714. Marla Parris, Evansville IN 24,51615. Brenda Edmonds, Central PA 24,21716. Chris Guarisco, Houma LA 24,10817. Mohammad Imanabadi, Los Angeles CA 21,70518. Cody Cormier, New Iberia LA 21,69619. Kenon Williams, Ft Pierce FL 21,31620. Marilyn Slusher, Corbin KY 20,59321. Ramel Bunch, Raleigh NC 20,35722. Michael Brown, Augusta GA 20,01623. Julio Rodriguez, Randy Draper 19,82924. Thomas Saucier, Monroe LA 19,43625. Kester Fung A Fat, South Miami FL 19,40026. Lisa Mealing, Atlanta GA 19,30527. Elizabeth Khan, Fort Lauderdale FL 19,05128. Danny Coley, Richmond VA 19,04929. Pooh Wilkes III, Florence SC 19,01230. James Alise, Houma LA 18,94931. Jason Blair, Pocomoke MD 18,77432. Linda Demus, Johnson City TN 18,71733. Cory Dudley, Randy Norris 18,70534. Jean St Germain, Ft Pierce FL 18,66435. Tijan Njie, Fort Lauderdale FL 18,649

Top 20 salEs MaNaGErs 1. Maggie Bello, Atlanta GA 2. Mark Rozenberg, Indianapolis IN 3. Mike Drotos, Waynesboro VA 4. Don Ivers, Columbus OH 5. Richard Bashou, Oak Brook IL 6. Boureima Diallo, Union NJ 7. Tammy Lane, Florence SC 8. Jason Brewster, Dane Wills 9. Jason Cunha, Pocomoke MD 10. Karen Patton, Corbin KY 11. Mike Weintraub, Fort Lauderdale FL 12. Rob Morgan, Norton VA 13. Greg Kipfer, St Louis MO 14. Bill Baronet, New Iberia LA 15. Tony Branca Jr, Mt Laurel NJ 16. Timothy Smith, Greater Memphis TN 17. John Wynn Jr, Florence SC 18. Sal Ekdawi, Oak Brook IL 19. Gene Babb Jr, Atlanta GA 20. Ronnie Cartwright, Louisville KY

Top larGE offIcE MaNaGErs

1. Ben Prince, New Iberia LA 2. Tommy Grayson, Indianapolis IN 3. Barry Parrish, Corbin KY 4. Levi Anderson, Florence SC 5. Dane Wills, Dane Wills 6. Bill Tait III, Greater Memphis TN 7. Nour Aly, Oak Brook IL 8. Manny Dejene, Charlotte NC

Top sMall offIcE MaNaGErs

1. Yves Lebrun, Ft Pierce FL 2. James Durden, Atlanta GA 3. Richard Watts, Waynesboro VA 4. Robert Larkin Jr, Atlantic City NJ 5. John Blakely, Columbus OH 6. Claudette Rattray, Fort Lauderdale FL 7. Roland Christian Jr, South Hill VA 8. Andrew Vermillion, Cranford NJ


uNITEd fINaNcIal sErvIcEs INcufs yEar-To-daTE rEsulTs as of March 31, 2012

1. Hagerstown MD $73,000.25

2. David White, Baltimore West MD 36,452.15

3. Sait Onal, Harrisburg PA 24,609.64

4. Randy Norris, Randy Norris 23,009.52

5. Ben Prince, New Iberia LA 22,969.31

1. Kristina Wynn, Lexington KY $16,627.59

2. Barbara Moberly, Lexington KY 10,417.48

3. Keith Gros, Houma LA 6,973.64

4. Spiro Kergides, Steve Burkett 6,002.71

5. Chris Barbuzanes, Hagerstown MD 5,357.73

1. Steve Burkett, Steve Burkett $45,528.35

2. Scott Gooding, Cumberland MD 33,639.83

3. Noreen Clemens, Lexington KY 31,106.22

4. Robbie Perry, Danville KY 18,192.51

5. Camron Maadi, Los Angeles CA 13,500.07

1. Stephen Wittler, Steve Burkett $14,432.09

2. Ronald Fogle, Hagerstown MD 13,449.52

3. Joshua Brooker, Harrisburg PA 13,095.42

4. Heather Allen, Hagerstown MD 9,527.01

5. Dewey Sink, Hagerstown MD 9,086.25

Top larGE offIcE MaNaGErs Top salEs MaNaGErs

Top sMall offIcE MaNaGErs Top aGENTs

Hagerstown MD David White Sait Onal Kristina Wynn Barbara Moberly Keith Gros

Steve Burkett Scott Gooding Noreen Clemens Stephen Wittler Ronald Fogle Joshua Brooker

March 20128 | Leaders in Action

region 1Cory Christman Detroit MI 13,780Megan Barton Highland IN 12,909Thomas Starynchak Detroit MI 4,755

region 2Gordon Adkins Pocomoke MD 14,091Isabel Reyes Union NJ 12,480Griffin Sockwell Pocomoke MD 9,218

region 3John Chambers Charleston WV 17,011Jerry Potter Charleston WV 16,378Donald Wolfe Pittsburgh PA 9,849

region 4Stephen Dion Augusta GA 5,583Ronnetta Coker Atlanta GA 5,153Doris Riles South Miami FL 5,083

region 5Lana Peach Danville KY 7,912Guy Thomas Jr Gerald Foster 4,731Veta Hailey Greater Memphis TN 4,255

region 6Charles Lowe Hampton VA 9,000Lena Brown-Smith Greensboro NC 7,012Dennis Kirkland Bill Kratz 5,437

region 10Jonathan Hartman Los Angeles CA 11,318James Tarpey II San Francisco CA 7,179Mark Simon Los Angeles CA 6,678

TRANSAMERICA AGENCY NETWORK, INC.TraNsaMErIca aGENcy NETWorK producEr Group

yEar-To-daTE rEsulTs as of March 31, 2012Top ThrEE IN Each rEGIoN

rIsING sTarKatrina CollickPocomoke MDAchv Pt 48,48057 Families Protected

Kenneth FlowersFlorence SCAchv Pt 24,33831 Families Protected

Eric GannonCumberland MDAchv Pt 28,35844 Families Protected

Luckny JosephSouth Miami FLAchv Pt 52,49638 Families Protected

David LyttleIndianapolis INAchv Pt 26,10227 Families Protected

Gregory MakarchukAllentown PAAchv Pt 26,26621 Families Protected

Bryan StrattonPrestonburg KYAchv Pt 20,11236 Families Protected

shINING sTarLuljeta BaronielFort Lauderdale FLAchv Pt 43,94760 Families Protected

Dale BrownMt Sterling KYAchv Pt 38,62383 Families Protected

Julia ChurchDane WillsAchv Pt 47,20169 Families Protected

Bethany EllisMt Sterling KYAchv Pt 60,49172 Families Protected

Tara GoodrichCumberland MDAchv Pt 39,48667 Families Protected

Richard LuebbertGreater Memphis TNAchv Pt 55,06960 Families Protected

soarING sTarAnthony Hodges SrDane WillsAchv Pt 68,96460 Families Protected

Kendall PeaksMt Sterling KYAchv Pt 61,00983 Families Protected

Jonathan RobinettePikeville KYAchv Pt 63,47355 Families Protected

NEW aGENT sTar aWards


There are 3 months left to qualify for this trip of a lifetime! Make sure you

are part of this elite group!

BOARDING PASS DATES

TFA RULE

S MAN1

LOCATION

QUALIFICATION PERIOD

TRANSAMERICA AGENCY NETWORK, INC.

SEPTEMBE

R 16, 20

12-

SEPTEMBE

R 23, 20

12

ROYAL CA

RIBBEAN

ALLURE O

F THE SE

AS

MARCH 1,

2011-

JUNE 30,

2012

2012 Chairman’s Round

Table Conference

Pinnacle Level – Agents Conf. CreditsMichael Brown Augusta GA 365,134Chris Guarisco Houma LA 281,195James Alise Houma LA 263,573Gregory Lynch Salisbury MD 219,322Dean Harry Steve Burkett 217,497Ralph Garza Oak Brook IL 215,431David Rayburn Mt Sterling KY 212,648Harold Elsea Norton VA 204,903Drew Prince New Iberia LA 203,465Angie Petts Evansville IN 202,587Bonnie Senior Bill Kratz 200,855Paul McMichael II Indianapolis IN 200,159Terry Utterback Dane Wills 199,250Bill Meighan Pittsburgh PA 198,806Aman Emami Harrisburg PA 195,141Brandon Eberts Central PA 190,898James Chaney Pikeville KY 187,178Fran Broussard New Iberia LA 184,663Renay Viator New Iberia LA 183,170Steve Reed Richmond VA 180,473Angie Taylor Baltimore West MD 178,421Kimberly Whitt Ashland KY 174,943Ray Becker Jr Salisbury MD 174,191Bob Spaid Cumberland MD 172,102Julio Rodriguez Randy Draper 170,425Arlie Walters Monroe LA 170,149Brady Lopez New Iberia LA 169,949Robert Posnansky Louisville KY 167,898Ronald Whitley Randy Draper 165,931Annie Barksdale Danville VA 165,492Drexel Drew Florence SC 163,677Allicia Cowan Greater Memphis TN 162,519

Pinnacle Level – Sales ManagersJason Cunha Pocomoke MD 154,181Gary Wax Houma LA 145,678Todd Thompson Gerald Foster 132,302Karen Patton Corbin KY 131,641

Pinnacle Level – Large Office ManagersBen Prince New Iberia LA 114,137Dave White Baltimore West MD 102,063Barry Parrish Corbin KY 88,265Tommy Grayson Indianapolis IN 81,298

Pinnacle Level – Small Office ManagersJohn Taylor Greensboro NC 115,478James Durden Atlanta GA 107,316Todd Tullous Pocomoke MD 104,175Roland Christian Jr South Hill VA 99,777Brian Riddle Mt Sterling KY 93,553Lisa Cavanaugh Central PA 89,759Carl Guill Jr Augusta GA 87,653Yves Lebrun Ft Pierce FL 85,019

Top 5 Chairman Level – Agents Jason Blair Pocomoke MD 240,686James Ransone III Richmond VA 166,289Bryan Daniel Lexington KY 164,186Darline Bien-Aime Cranford NJ 163,620Craig Ice Gerald Foster 162,324

Top 5 Chairman Level – Sales ManagersMark Rozenberg Indianapolis IN 111,561Chuck Guidry Jr New Iberia LA 110,635Brenda Telford-Sarfo Cranford NJ 101,009Dale Durbin Cumberland MD 99,311Bill Baronet New Iberia LA 99,114

Top 5 Chairman Level – Large Office ManagersManny Dejene Charlotte NC 79,458Perry Guidry Houma LA 74,846Sait Onal Harrisburg PA 74,613Gerald Foster Gerald Foster 73,541April Meade Norton VA 67,203

Top 5 Chairman Level – Small Office ManagersDenny Holder Space Coast FL 76,572Richard Watts Waynesboro VA 75,871Lito Rabara Highland IN 73,954Barry Clark Pikeville KY 73,288Joseph Haddad San Francisco CA 71,177


BOARDING PASSDATES

TFA RULE

S MAN1

LOCATION

QUALIFICATION PERIOD

TRANSAMERICA AGENCY NETWORK, INC.

SEPTEMBE

R 16, 20

12-

SEPTEMBE

R 23, 20

12

ROYAL CA

RIBBEAN

ALLURE O

F THE SE

AS

MARCH 1,

2011-

JUNE 30,

2012

2012 Chairman’s Round

Table Conference


CONFERENCE LOCATIONRoyal Caribbean Allure of the Seas

QUALIFICATION PERIODMarch 1, 2011 – June 30, 2012

CONFERENCE DATESSunday, September 16, 2012 –Sunday, September 23, 2012

Don’t miss out on the


Award Months of Employment Achievement Award Points

Rising Star 4 months 20,000

Shining Star 8 months 35,000

Soaring Star 12 months 50,000

FOR INTERNAL USE ONLY

Top 10 aGENTs, coMpaNy-WIdE, yEar-To-daTEAll agents listed have 70% or higher persistency and have been in their position since July 1, 2011. Top five agents with 70% or higher persistency earn a President’s Trophy at year end.

prEsIdENT’s cITaTIoN coMpETITIoN – aGENTs, yEar-To-daTEAll agents listed have 70% or higher persistency and have been in their position since July 1, 2011. Top two agents in each region with 70% or higher persistency earn a President’s Citation Award at year end. (All results are based on 2012 Achievement Award Points)

ThIs MoNTh’s coMpaNy-WIdE lEadErs(All results are based on 2012 Achievement Award Points)

lEadING MaNaGErs, coMpaNy-WIdE, yEar-To-daTE(All results are based on 2012 Achievement Award Points)

prEsIdENT’s cITaTIoN coMpETITIoN – MaNaGErs, yEar-To-daTEAll managers listed have 70% or higher persistency. Sales managers have been in their position since January 3, 2012. Large and small office managers have been in position since January 3, 2012. Number on manager in each position and Citation Group earns a Presiden’t Citation Award at year end.(All results are based on 2012 Achievement Award Points)

NEW aGENT sTar aWards(All results are based on 2012 Achievement Award Points)The New Agent Star Award recognizes outstanding “fast start” performance by new Monumental recruits during their first year with our Company. In 2012, agents will be recognized after 4 months (Rising Star). 8 months (Shining Star), and 12 months (Soaring Star). New recruits, who have no previous life insurance experience, will earn the New Agent Star Awards during 2012 if they meet the following requirements:

Transamerica Agency Network, Inc. is a licensed insurance agency formerly known as Life Investors Financial Group, Inc. Transamerica Agency Network was

formed in 2011 by combining the career agent operations of Monumental Life Insurance Company with the independent agents of Life Investors Financial Group.

Transamerica Agency Network, Inc. is in the process of updating its name with appropriate state agencies.

March 2012 Leaders in Action

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