DIGITAL CONTENT CREATORMadilyn Castilleja

CREATIVE LEADKate Pevnev

GRAPHIC DESIGNERSDeborah EdelmannCal SlaytonRebecca TranTate Tyler

EMAILeditor@Globe.Life to update information for Summit or to submit news for the Editor’s page.

HOME OFFICE(972) 529-5085

GLOBE LIFE OF NEW YORK(315) 451-7975 (Agent use only) glnyagency@Globe.Life

AGENT SERVICE CENTER 1-(800) 925-7355 or email agencyservice@Globe.Life

IGO E-APP® SUPPORT (214) 740-2662

WEBSITES unitedamerican.com/logon (for agents) unitedamerican.com

office.globelifeofnewyork.com (for agents) globelifeofnewyork.com

/unitedamericanfb

@unitedamericantwitter

/ualinkedin

@unitedamerican

Published regularly by United American Insurance Company and Globe Life Insurance Company of New York for the dissemination of information to their agents.

Prior permission must be obtained from the Home Office for reproduction or other use of material herein.

Agents mentioned in Summit will receive a print copy. All other copies are available on the General Agency sites.

BUSINESS CARD PROCESS We’ve updated the Business Card Ordering Instructions (UAI2566). To order business cards:

1. Go to www.business.officedepot.com and login as ‘Registered Customer’ » Username: UnitedAmerican » Password: UAcards1

2. Select the ‘Services’ tab

3. Select ‘Print & Copy’ from the Services dropdown

4. Select ‘Brand Identity’, and then select United American. There is a GLNY card option within this folder.

5. Click the image of the business card you want to order

6. Type in your contact information in each appropriate field

7. Enter your credit card information to complete the order

ON-DEMAND WEBINARS LIVEKeep missing our scheduled webinars? Don’t worry, our on-demand webinars are live! Visit the UA General Agency site and click ‘OnDemand Webinars’ to the far right. Stay tuned – we’re working to bring you more great content.

SUBMIT A HEADSHOT!If you would like to submit a head shot to be used in Summit, please email your picture to editor@Globe.Life. When submitting your head shot, keep these tips in mind:

� Wear professional attire

� Stand in front of wall or solid color background (neutral is best)

� Take picture in a well-lit area

� Do not make hand gestures or pose, only smile

� Do not wear hats, shades, or coats

� Ensure your entire head is in the picture

� Do not use a pixelated or blurry photo

We send Chuck off to retirement with many thanks and wishes!

“Upon hearing you announce your retirement, I want to thank you for everything—especially the way you made me feel a part of the Company and how you continually educate all the agents personally…”

– Vincent De Lazzaro

“I feel blessed to have gotten to know you on a personal as well as professional level and have grown very fond of you over the years! I respect all you have done for the company and am appreciative for the many things you have done to help me personally ...I will be forever grateful to you”

– Catherine Hatton

“Chuck, as a producer/General agent, you were inspirational as a field leader. As a Company leader, your image has been one of excellence. I have never met you ....yet for forty years, I have heard or read about you...your reputation is one which we all strive for. May you have a long and healthy retirement.”

– Geane Gill summit | PB2 | summit

PERSPECTIVE

Charles MankamyerPresident of General Agents

For those of you who weren’t at Convention or haven’t already heard, I have officially announced my intent to retire from the Company effective December 31, 2019. I’d like to take the opportunity to share my appreciation and gratitude toward those whom have been instrumental in my career.

Let me first start by acknowledging my time with the Company, which has been nothing short of enlightening. I’ve given expertise, imparted skills and life lessons, and learned a great deal.

I’ve learned this Company is supported by some of the best leaders, who selflessly give their time and expertise. They’ve helped me adopt a compassionate perspective on what it takes to run a company from strategy planning to maintaining the honor and integrity of our Company’s business.

My time here has also taught me the value of an enthusiastic and committed Home Office team and their tireless approach to enhancing the image and productivity of United American. From Directors to Executive Assistants, they’ve all played a significant role in making our Company better.

Of course, my biggest lesson and greatest accomplishment has been the honor of being your guide as you built your businesses and protected our communities. You, the independent agents, have shaped my career by always keeping me on my feet and creating better ways to blanket America in United American products to help families face financial hardships from a position of strength.

Finally, I wouldn’t be sending a retirement message today if it weren’t for the constant support, love, and guidance my incredible family has given me. In our industry, we all know it isn’t just the agents who put in the work – it’s our families too. I want to sincerely thank my family for their

patience and sacrifice all these years. I owe it all to you.

I’m retiring with a heavy heart; I truly love this Company and the industry and appreciate all the respect and guidance I was blessed with. I also am excited for this next milestone – you can bet I’ll spend most of my retirement fishing, as well as enjoying quality time with Michele, our children and grandchildren.

Between now and the end of this year, I will be transitioning some of my duties and responsibilities to John Hall, CEO Independent Agency Markets, and Ryan Sykes, Vice President UA General Agency Division.

We’ll release more details of transitions as they become available.

As always, if you have any questions or need more support, contact Agency Service at (800) 925-7355 or email agencyservice@Globe.Life.

I'M RETIRING WITH A HEAVY HEART; I TRULY

LOVE THIS COMPANY AND THE INDUSTRY AND

APPRECIATE ALL THE RESPECT AND GUIDANCE

I WAS BLESSED WITH.

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UNITED AMERICANADAMS, TRACYADEKA, MARTELLIADKISSON, RICHARDALDRIDGE, CHANDRAALEXANDER, BRIANALLEN, DAMONALLEN, GRANTALLEN, RONNYALLGOOD, MATTHEWALLISON, MYOWNALLSPACH, ELIZABETHANGLE, DOUGANTYPAS, DAVIDAPOIAN ENTERPRISES, INC.ATKINSON, RICKYAYERS, JOSEPHBADILLO, ALFONSOBAGGENSTOSS, MECHELEBALDAUF, CRAIGBARNES, JAMESBARTON, BARBARABASSETT, DANABEACON INSURANCE

ADVISORS, LLCBELLEFLEUR, VLADIMYBELPEDIO, JOHNBENEFITS BROKERS

EXCHANGE, INC.BERAN, GLORIABERCOWICZ, SAPPHIREBITARABEHO, WILLIAMBLANFORD, JERRYBOYD, JIMMYBOYKINS, CLARENCEBRADBURY, JO ANNBRIDGES, THEODORABRINKLEY, LEVONDERBROOKS JR., THEODOREBROWN, DARRELLBROWN, STEVENBROWN, WILLIAMBRYANT, COLLIEBUNDY, GREGBURNELL, JENNIFERBURNS, DONALDCAICO, BRUCECAMERON, NANCYCAO, MICHAELCARFANO, THOMASCARL, ROBERTCARLETON, DANCARLTON, ANTHONYCASTILLO, BENNIECERCIELLO, MARYCESANI, JEREMIAHCHANG, PHILIPCHAPMAN, STANLEYCHOHAN, HARPRITCHRIS CARROLL

INCORPORATEDCLARK, SCOTTIECLEVELAND, ROBERTCOLE, PEARLIECOMPUTAC

TECHNOLOGIES, INC.CONSERVATIVE FINANCIAL

SOLUTIONS, LLCCONTRACTOR, RAYOMUNCOON, SUSAN

CORY, TAMICRAIG, JOELCROSS, CLIFTONCRUMBLEY, DEBORAHCURRIN, PERCYDA SILVA, SIMONEDAHER, JOSEPHINEDAVIES, ALFREDDAVIS, ROBERTDAVIS, RONALDDAY, DERONDEMBECK, ELIZABETHDEMBY, CHADDIXON, BARBARADROMGOOLE, PAULADUNCAN, MARKECHEVERRY MEZA, CESAREDWARDS, CHRYSTALEGGLESTON, DORAEISNAUGLE, PRESTONELIZONDO, RAYEMERICH, JOANNERHART, CLIFFORDESPOSITO, LOUISEVANGELISTA, DANIELFABRIZIO, JEFFERYFALLER, RICHARDFERNANDEZ, EMILIOFINANCIAL & INSURANCE

SERVICES, INC.FLETCHER, KERMITFLORES, JAIMEFLOYD, CEDRICFORRISTER, VIRGINIAFORSYTH, HOLLEYFORTSON, WILBERTFUTUREWISE INSURANCE

AGENCY, LLCGALABE, GERALDGAUGER, CHESTERGBORKORQUELLIE, MAOTIGENTILE, AMANDAGIUDICE, THOMASGLEASON, JOHNGODBOUT, FRANCISGOLDMAN, BRIANGONZALES, LOUISGONZALEZ, EVANGELINAGORDON, STEPHENGOSS, LARRYGRAAF, DAPHNEGREEN, TERENCEGREENBERG, JOSEPHGRIFFIN, DANIELGUEVARA SR., JORGEHALE, STACYHALL, TIMOTHYHALLSTROM, CYNTHIAHARDAWAY, AMINAHARRIS, DALIAHARRIS, JERRYHART, RONALDHAYDEN, DENNISHAYES, VERNONHENDERSON, STEPHONHENDRIX, JAMESHERNANDEZ, BELINDAHOLLEY, BRIANHORNER, G.

HOUSTON, SHEILAHOWELLS, ROBERTHOWEY, KENDAHUBER, GARYHUGHES, SAMANTHAHUTCHINSON, PAULJACKSON, AMBERJAMES, TIMJAMIESON, SCOTJANEWAY, RANDALLJENNINGS, FREDJENNINGS, REBECCAJEREMIAH, ROBINJERGER, DEREKJEWELL, ANNEJMH ADVISORS, INC.JOHNNY, FRANKJOHNSON, MICHAELJONES, MICHAELKHAMIR, DANIELKNIGHT, ANDREWKOCHAN, RYANKRUMME-NAVARRO,

ELIZABETHKUHL, KEVINKUPFER, BRANDONLAMBERG, ALEXANDRELAMPINEN, DANIELLANE, RICHARDLARUE, AMYLAWSON-MAUCK, KARINLEA, CINDYLEACH, LANNYLEIDEL JR., GEORGELEVY, ROBINLLOYD, SYLVESTERLOUIS, EFFREDLOVE, REALEMADISON, BEVERLYMAGNY, JACKYMAHAN, JOHNMALDONADO, FRANCISCOMALEVITIS, ANDREWMANN, JORDANMANN, ROBERTMANSOLILLO, PETERMARBURGER, EDDIEMARCUSON, PAULMARTINEZ, DANIELMARTINEZ, JORGEMASSEY, KERRYMCCORMICK, WILLISMCKINNEY, ANTHONYMCMILLAN, JERRYMETAYER, CRISTINAMEYER, JAMESMEYER, WILLIAMMIDURA, DANIELMIKELL, JUDEAMILLER, ERROHLMILLER, JENNIFERMIRZABEIGIFINI, SOHRABMITCHELL, THOMASMOORE, HAROLDMORRIS, FREDRICKMOSER, JENNYMOYET GARCIA, AMIZARELMUIRURI, CHARLESMUOGBO, PRINCE

MURPHY, JOHNMUTRUX, VICTORIAMYERS, SIDNEYNEAL, TOMMYNELSON JR., JEROMENGUYEN, PAULNICHOLS, FLOYDNOHR, CARRIENOVAK, GARYNOXSEL, ROBERTOHNHAUS, KAYRENOLESON, CONNEROLSCHOFKA, JUDITHOLSEN, JUDITHOLSON, CHRISTOPHEROLUFOYE, TEMITOPEORTIZ, KRYSTALPALM, STEVEPAYNE, ADRIANPENALBA, LOUIEPENROSE, MONAPETERSON, FREDPFEIFFER, ROYPIANKA, JOYCEPOLIS, BENJAMINPOLK, GARYPOPE, MARSHAPORTLAND BENEFITS

GROUP, LLCPOWERS, MILANPRENG INSURANCE

SERVICES, LLCPROCTOR, PATRICEPROPHET, SONIPYZIK, JOHNRAASCH, DEANRAMSAY, DAVIDRANKIN, ELIZABETHRAY JR., JASPERREED, ROSALYNRESTREPO, CARLOSREYELL, ADAMREYNOLDS, DIANERGB INSURANCE, INC.RICE, DIANERIHAN, HANIRINEHART, CINDYRIVERA, JOHNROARK, JOHNROBINSON, ERICROBINSON, PAULARODRIGUEZ, ARMANDORODRIGUEZ, EMILIOROSS, GLENROSS, SEBLEROSS III, MICHAELROWE, PATRICKSALCEDO, PHANORSALMON, SCOTTSALTZMAN, SHELDONSANTANA COURET, YARITZASANTOS, OSCARSAUNDERS, SAMUELSCHAEFER, KURTSCHNAD, KENNETHSCHNEIDER, KARENSCHNURBUSCH, BERNIESCHULTZ, SCOTTSCHUMAN, BARNABY

SCHUTT, JEAN MARIESCOTT, SHARONSCULLEY, OTHNIELSERRANO JR., HENRYSHARON, ABRAHAMSHAW, RONALDSHEFFRON, HARRYSHIPP, TRACEYSMITH, GREGORYSMITH, KEVINSMITH, NARRAGANSETTSMOOT, LAWRENCESOBIN, LORISOULES, DAVIDSPEED, CONSTANCESPENCER, JASONSPERLING, DANIELSPINNER, RICHARDSPIVEY, THOMASSTACY, CAROLSTARKS, JACQUELINESTATLER FINANCIAL

SERVICES, INC.STATON, COLESUNSHINE STATE

INSURANCE ADVISORS, LLCTAYLOR, SAKESHATHOMAS, RODGERTHORNE, DALETOLCHIN, KENNETHTOMEK, ANNETTETRAINOR, WILLIAMTUTUNJIAN, RICHARDTUZZEO, JAMESUNRUH, JEFFREYVANBUSKIRK, TODDVANNOY, DEANNAVIEIRA, VALENTIMVITAL, MILEXYVOSKOV, MIKHAILWARFIELD, BERNADETTEWARREN LAIR, CLARAWATT, TAMARAWEBB, LECORRYWEBER, MICHAELWHALEY, JOELWHATLEY, MICHAELWHITE, JOANNEWHITE, TORAINWIENCLAWSKI, WAYNEWIGGINS, DIAMONDWILKERSON, STACIEWILLIAMS, DEBRAWILLIAMS, ELLISWILLIAMS, RITAWILLIAMS, THOMASWILLIS JR., STEVEWILSON, MONTYWINCHESTER, CAROLEWINNINGHAM, RICKYWOLDER, DARYLWOOMER, REVITALWRIGHT, MATTHEWWRIGHT, STEPHANIEYOUNG, ANTONIOYOUNG JR., WARRENZAMMATTA, RANDYZIMMERMAN, DONOVANZINKIL JR., EDWARD

GLOBE LIFE OF NEW YORK

ANANABA, NNAMDIBELIN, DANABORGES, ERWINCIESLA-STRZELECKI, JOEELLISON, STANLEYFERRI, JOHNGATTUSO, SALVATOREGELLER, TODDGRAHAM, GARVENKRAMER, DENNISLA FAY, STEVENLESTER, EDWARDMARTIN, JAMIMEANS, DEATTREMORAN, MICHAELMOY, CAROLINEMULHALL, JOHNORTEGA, ELLENREYNOLDS IV, GEORGERUBIN, DEVINSALVAGGIO, CARMELOSANDOVAL, YONEIRISSIVIGLIA, NICHOLAS

WELCOME TO

summit | PB4 | summit

As we show you the faces that support you here at United American and Globe Life of New York, we want to spotlight our Directors – those who have dedicated their career to ensuring you have the resources, tools, and education to perform your job at your highest potential. Take a look at a few of our Directors and how their duties help you.

BEHINDTHE

SUPPORT

D I R E C T O R S

HENRY VAZQUEZRegional Director, New AgentsAK, AZ, AR, CO, HI, ID, IA, KS, MO, MT, NE, NV, ND, OK, OR, SD, TX, UT, WA, WY

• I built my agency from scratch and was featured in the Senior Market Advisor in the article, A Matter of Trust. I also served in the Army during Desert Storm.

• Since 2012, I served in multiple capacities with UA

• Passionate about training new agents on how to leverage our products into their practice and to help them become consistent producers

• Help agents fully understand our powerful products, so they can start building a great renewal base income that will pay them for years to come and secure their families future/legacy

ROB JONESRegional Director, New AgentsAL, FL, GA, LA, MS, SC

• Work with newly appointed agents and agencies to enhance their production in my region

• 30 years in the insurance industry, 29 of those years with United American..

• Certified financial advisor, received FINRA securities series 7 and 66 licenses which helps me show financial advisors how United American's products can fit into their business.

• Host training webinars/seminars to help demonstrate how to present United American products

TOM HALLDirector of Sales & New AgentsCA

• Started in the insurance business 1977

• Producing agent/agency manager for 10 years

• National Sales Trainer of insurance products & license training for 3 years

• Regional manager with A+ rated national insurance company for 4 years

• Senior marketing director for 4 years

• Director with United American and Globe Life of New York for 7 years

JOSEPH STARKRegional Director, UA Sales Division

• Insurance industry veteran with more than 30 years of experience

• Leading producer and recruiter honors with several top carriers

• Published author, “The Income Revolution” February 2017

• Owner/CEO of two national insurance marketing companies for 16 years

• Former member of FINRA – Registered Rep

STEVE SIETRegional Director, New AgentsCT, DE, DC, IL, IN, KY, ME, MD, MA, MI, MN, NH, NJ, NY, NC, OH, PA, RI, TN, VT, VA, WV, WI

• I have been with the Company just shy of six years, though in the industry for 41 years.

• DSMA award winner in 1984

• Joined senior market in 2005

• Acted as Senior Recruiter for first five years with UA, but I have a passion for getting agents into production

• Primary responsibility is to make sure our new agents get registered on the website and upcoming webinars, ensure they know how to go to the on-demand webinar for the iGO Eapp

RICK ANDRIOLADirector of Training and Ancillary Products

• Started in insurance as an agent in 1977

• Held various positions with different companies

• Started with United American six years ago as Director of Training then Director of ancillary business

DAVE OLIVERSenior Director of Agent Sustems and Development

• I have been with the company for six years – I came from the field and started this career in 2000

My duties are to • Support the IGO e-App and make sure agents are

trained and properly use the tool

• Test the e-App when changes are required

• Host webinars that shows agents what they need to be doing in their businesses right now

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To help you get more familiar with your Home Office staff, we’re frequently introducing you to the men and women behind all the support you receive from United American and Globe Life of New York.

Some of these faces may be familiar, some may not. We’ve made some minor changes in our Home Office staff and want to help guide you to the best subject matter expert when problems arise.

• Leads team who handles acceptance and processing of applications received

• Leads team of Underwriters who handle applications that require underwriting or need further review

• Works to ensure applications received are handled quickly and accurately

• Enjoys working toward new ideas and technology that will streamline the application process in the future

“When I’m not facilitating the New Business process, I enjoy traveling and also curling up with a good book! Fun Fact about me – I love to scuba dive!”

Jamie RichmondManager for New Business and Underwriting

• Responsible for managing efforts between General Agency Sales team and Marketing Department to plan, develop, and execute initiatives to drive recruiting results and agent production

• Help agents by sending them a welcome email and letting them know about the support United American has to offer

“A fun fact about me is my husband and I have the same birthday.”

Sonya LameyMarketing and Agent Development Specialist, United American

• Celebrating eight years with UA this year

• Started in 2011 when there was less than 10 team members

• Stimulated when on special projects

“A fun fact about me is I was a featured model in 2000-2001 Junior Chamber, Inc. catalog in Coral Gables, FL.”

Val BonitoExecutive AdministrativeAssistant, United American

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• Been with the Company for 16 years

• Started as a Call Center Representative, then joined the Special Agent Handling Team, where I worked with the top General agents with United American

• Monitor calls and look for opportunities within our unit to make sure we are always accurate and professional with the information we give to our agents

• Expertise is in reviewing and understanding Medicare claims from agents. Before forwarding them to our Medicare Claims Department, I review them to make sure they are complete to ensure quick processing for the policyholder

• Assist Reps with explaining complex claims to agents, enabling them to educate their policyholder and better understand how the claims process works

• Working with other departments to launch department website that will help with training and daily support for Call Center Reps

• Working with program that analyzes our calls to uncover issues that are impacting business so we can develop solutions to resolve them early

Peggy ShawSenior Representative/Claims Specialist, UA Agency Service

• Been with the Company for 16 years

• First position was an expeditor for Agent Services, moved to Branch Services from there

• Became Supervisor of Agent Supply in 2017

• Leads a team of three who takes care of all the supply needs for five different Companies within the Globe Life companies

• Any paper applications or brochures come from Agent Supply

• Works special projects throughout the year for recruiting team and various other departments

• Enjoys working with various departments within the Company

“When I’m not at work, I love spending time with my husband, our three children, and our bonus daughter and granddaughter. I’m involved with our school with Band Boosters and as well as their various activities they are involved in.”

Tina HaskettSupervisor of Agent Supply

• Started with United American (back when it was First United American) as a Customer Service Representative in February of 2012

• Now oversees customer service staff in the GLNY office and provides key support to our agents by:

• Providing information such as policy status, claims status, due dates, etc.

• Resolving routine and non- routine issues that may arise

• Corresponding as a liaison with new business on pending new business applications

• Helping agents access, navigate, and take advantage of our comprehensive Agent website and its materials

• Provides constant vital link between agents and their clients for all of their needs with speed and efficiency

“I enjoy traveling to area beaches, spending time outdoors doing a variety of activities, and spending quality time with my exuberant new Labrador Retriever puppy, Stanley.”

Kim BockSupervisor, Globe Life of New York

After 50 years in the insurance industry, President of General Agents Chuck Mankamyer has announced his decision to retire from the business and the Company effective December 31, 2019.

Though we will be sad to see him go, we appreciate everything Chuck has done for our Company and our General agents. We will all wish him the best when he enters this new season of life next year. Thank you for your dedication and commitment to growth to our Company, Chuck!

Take a look at some of Chuck’s career milestones.

Charles Mankamyer President of General Agents

A Bittersweet Farewell

1970Chuck leaves U.S. Navy Reserves and earns insurance license

1970-1979Becomes contracted agent for Florida Health agency and helps “recruit, recruit, recruit, train, and retain”

1979Opens his first agency, Accident & Health Agency of Florida, Inc. in Lake Worth, Florida and signs first contract with United American as an independent agent

Starting out as a two-person team, Chuck and his secretary Martha (who started with him at 15 years old writing hand-written lead cards) rent out 800 square-foot store front. After Chuck personally renovates the office, he began to “recruit, recruit, recruit, train, and retain”.

After a few successful years, Chuck continues to buy out the storefronts on the strip, eventually buying the entire strip.

1984Opens additional offices starting in Jupiter, Florida and quickly expands from South Miami to Atlanta, Georgia (in total: 10 offices up the east coast)

Fun fact: Chuck went back to buy the agency he first started with, Florida Health Agency.

UA has really grown, you know. Last year, our growth was 27.9% Year over Year Increase and that’s the top of all Torchmark Companies and I’m very proud of that. I think there’s a great future for United American… We have several new products in the works …” Chuck stated when asked about the achievements of the Company. “I’m just pleased with how we’ve grown United American. We have a great team and it’s not just me. We have a great Directors team, great recruiting team, DNA team…

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With a clear hunger for growth, Chuck harnessed his sales skills to bring opportunity and development to those around him. “I’m so pleased to have had the opportunity help change lives, and I’ve always been in a pretty good position in my career to bring on other people.”

Chuck went on to express his gratitude to his team, mentors, family, and wife. Excited about his new future, there was also an apparent sentimental tone as he concluded 50 years worth of experiences, peaks, battles, and lessons.

Between now and the end of this year, Chuck will be transitioning some of his duties and responsibilities to John Hall, CEO Independent Agency Markets, Ryan Sykes, Vice President UA General Agency Division, and Omar Borrego, Director of Recruiting Globe Life ESD.

1985Chuck starts a new division of his agency, focusing on the wholesale markets with brokers.

1986With two growing divisions of business, Chuck sells the stripcenter moves into a larger building, and renames his business to American Life and Health Group.

Fun fact: During a walk-and-talk meeting, a young woman in New Business caught Chuck’s eye. Little did he know she would later become his wife and a key role in the growth of his business and future.

Bonus: This would be the year Chuck partnered with longtime friend Gary Bush of Amerilife. Together, they created an automated program to help computerize the business. They were the first insurance agency to develop this program.

1986-2006Business grew to 10 offices, more than 900 Career agents, and 43,000 brokers nationwide. Dedicating about 100 employees to service, Chuck offers a Third Party Administrator service to several companies providing insurances amenities such as underwriting and policy issues.

2007Sells branch offices in 2006 to focus on wholesale brokers.

2010Hires Ryan Sykes as a Director and his right hand person to help grow UA/GLNY

2009Andy King (President of UA at the time) brings Chuck to the Home Office as the Senior Vice President of General Agency Sales where he’s tasked to protect the future growth of the Company. During this time, Chuck helped create:

• The development of the e-App – brought on Dave Oliver to facilitate the conversion to electronic processes

★ e-App now supports up to 70% of UA business today

• Company grows as UA moves from bottom to number three in Torchmark Family of Companies

• Recruited around 6,500 agents per year to UA/GLNY

• Made numerous internal changes to make business easier for agents

2016-PresentChuck is promoted to President of General Agents for UA/GLNY and President of General Agents for Globe Life ESD. Helps boost UA performance:

• Develops team of quality Directors who now have the most Year over Year increase

• Develops team of recruiters and onboarding staff

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DID YOU KNOW?September is Life Insurance Awareness Month (LIAM). It’s a great time for agents to talk with individuals

and families about the importance of life insurance. According to Life Happens, a nonprofit organization

dedicated to educating Americans about life insurance, 66% of adults know they need life insurance yet

only 57% have a policy.

To cover burial and other final

expenses

To help pay off the mortgage

To help with home expenses

To help replace lost income of the

primary wage earner

To transfer wealth or leave an

inheritance

91%

1. 2. 3.

5.4.

51% 48%

66% 63%

more likely to buy life insurance with a simplified underwriting approach

are "somewhat" or "much"

85 MILLION 250 MILLION U.S. adults use social media to learn more about financial advisors

of the

2019 LIFE INSURANCE STUDY KEY FINDINGS

TOP REASONS TO BUY LIFE INSURANCE

Source: 2019 Insurance Barometer Study, Life Happens and LIMRA

*Ranked in order of importance by survey responders.

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likely to purchase combination life products

of consumers were

"slightly" to "extremely"

About two thirds of those using social media for finance-related topics are

or

looking for information on products and services (62%)

reviews on financial professionals (61%)

The top reason people buy a combination life product is

anxietyover long-term care expenses potentially depleting their

savingsmarket penetration for life insurance is

for Americans

57%

the top reason people do not buy a combination life product is because it's too expensive

The study shows product knowledge is a more significant barrier to ownershipthan perceived to be.

This suggests reducing knowledge gaps may reduce ownership gaps.

Source: 2019 Insurance Barometer Study, Life Happens and LIMRA

LISA ROSATILisa Rosati, Rosati Insurance Agency

My advice to new or existing Agents wanting to find success is to focus on activity, not on outcome. Generate business by meeting with groups and individuals who are connected, in some way, to people

over 65 or aging in Medicare eligibility. Once you’ve collected these prospective customers, be willing to go to the customer instead of having them come to you or doing their applications over the phone. This helps cut down on application errors and get the business submitted more efficiently. The most important part of focusing on activity is having passion and integrity in what you do.

This business is much more than just another sales job. We have to have to maintain a sincere desire to help people even when it is not going to result in a sale. That means taking the time to educate your customers, and never trying to ‘sell’ them something. I feel we have to protect our client’s best interest regardless of our interest. When you put others before yourself, you will always win!

Along with maintaining multiple club statuses over the years, I’ve also won multiple trips to the Home Office for special luncheons, dinners, baseball games, and a special trip to The Star, Dallas Cowboys World Headquarters in Frisco, where I met football legend, Randy White.

‘Profile for Success’ will feature Agents’ advice on what it takes to excel in this industry. We’re asking Agents who would like to share tips and techniques they think other Agents will find helpful to email us. We’d like to feature these Agents and their advice in Summit. Please reach out to us by emailing editor @torchmarkcorp.com and we will work with you to convey your expertise.

Started in October 2014

2015 Presidents Club and Pacesetters

2016 Presidents Club and Pacesetters

2017 Presidents Club

2018 Presidents Club and Pacesetters

2019 Pacesetters Club

2014 2015 2016 2017 2018 2019

I believe I have been successful for several reasons:• The Ahlbum Insurance Group’s training and support.

Jon and Donna Ahlbum continue to train us and always make themselves available.

• I keep a strong work-ethic.• My focus is always on the customer, not my production• I have the wilingness to travel outside my immediate

location to meet potential customers face-to-face.• I hand deliver customers' policies so they see me again,

and feel they are being looked after.• I am always available to my clients, which gives them a

sense of security.

MY TIME WITH UA:

PROFILE FOR SUCCESS

summit | PB12 | summit

2019 EAGLE CLUB

Top 10 GAs or Agencies with $1,000,000+ NAIP

2019 PACESETTERS CLUBTop 30 Writing Agents in NAIP

Featuring our Top 10

2019 ROOKIE OF THE YEAR

2019 PRESIDENT'S CLUB

11th–20th placed GAs or Agencies with $350,000+ NAIP

All 2019 Clubs and Award recipients below were rewarded based on their 2018 production with a requirement of 70% persistency.

Jon Ahlbum The Ahlbum Insurance

Group, Inc.

Mike Lemar Sunshine State

Agency

Mark Graham Amerilife

Bill Borosak Jr. Secure Future

Financial Group, LLC

Christopher Graham, CLU

Graham Financial Group

#1 #2 #3 #4 #5

Donna Ahlbum The Ahlbum Insurance

Group, Inc.

Catherine Hatton Long Island Insurance

Solutions

Ray Stevens Stevens & Associates

Insurance Agency

Tim Ahlbum Health Coverage

Solutions

Devin Barta Barta Insurance

Agency

#6 #7 #8 #9 #10

Paul Sheldon, CLU, ChFC

Tim Ahlbum David Haass Gina Savage Kerry Sachs

#1 #2 #3 #4 #5

Harley Hall Week Start: 3/13/18

Stephen DiBartolomeo

Week Start: 1/16/18

Brian Barrett Week Start: 9/21/18

Richard S. Week Start: 2/12/18

Steven Lowen Week Start: 8/02/18

#1 #2 #3 #4 #5

Ray Stevens Maria Cancio Scott Schwartz Christopher Graham, CLU

Robert Holzman

#6 #7 #8 #9 #10

Paul Sheldon, CLU, ChFC

Paul Sheldon Insurance & Benefits Planning

Edward Shackelford The Assurance Group

Gina Savage Medicare Specialist

Group

Sylvia Gordon Gordon Marketing

John Clark Senior Solutions

Insurance Agency

#1 #2 #3 #4 #5

Kerry Sachs Secure Retirement

Solutions

Scott Mednick Professional

Insurance Systems of Florida

Gary Owen Owen Insurance Group

Ron Concklin Rosenberg-Concklin

Mike Roth Senior Insurance Marketing, Inc.

#6 #7 #8 #9 #10

2019 CURRENT STANDINGS(THROUGH 08/18/19)

All Clubs and Awards are earned the previous year and require a 70% persistency. *Medicare Disability and Annuities do NOT count for Clubs and Awards.

Total Business from You and Your Agency*

RANK AGENT NAME AGENCY YTD NAIP

Curre

ntly

on tr

ack t

o be a

202

0EA

GLE

1 Jon Ahlbum The Ahlbum Insurance Group, Inc. $4,157,139 2 Mike Lemar Sunshine State Agency 3,301,488 3 Mark Graham AmeriLife 2,418,359 4 William Borosak Jr. Secure Future Financial Group, LLC 1,645,538 5 Donna Ahlbum The Ahlbum Insurance Group, Inc. 1,386,163 6 Christopher Graham, CLU Graham Financial Group, Inc. 1,171,966 7 Catherine Hatton Long Island Insurance Solutions 1,037,179 8 Sylvia Gordon Gordon Marketing 1,026,007 9 Tim Ahlbum Health Coverage Solutions 981,887

10 Ray Stevens Stevens & Associates Insurance Agency, Inc. 955,042

Curre

ntly

on tr

ack t

o be i

n 202

0PR

ESID

ENT'S

CLU

B

11 John Clark Senior Solutions Insurance Agency 813,556 12 Devin Barta Barta Insurance Agency 798,960 13 Paul Sheldon, CLU, ChFC Paul Sheldon Insurance & Benefits Planning 783,888 14 Gina Savage Malvezzi Medicare Specialist Group 772,743 15 Edward Shackelford The Assurance Group, Inc. 667,324 16 Gary Owen Owen Insurance Group 657,120 17 Kerry Sachs Secure Retirement Solutions, Inc. 650,186 18 Aboul-Hosn Haitham Florida Retirement Group 625,611 19 Scott Mednick Professional Insurance Systems of Florida 606,801 20 Mike Roth Senior Insurance Marketing, Inc. 534,264

CONT

ENDE

RS

21 Jagger Esch Elite Insurance Partners, LLC 411,819 22 - Centerstone Insurance & Financial Svcs. 401,200 23 - James M. Gray, Inc. 389,130 24 Vincent Abbatiello Mainstay Retirement Solutions 380,465 25 Ron Concklin Rosenberg-Concklin, Inc. 372,758 26 Shawn Schroeder Jack Schroeder & Associates, Inc. 369,949 27 Steven Lowen Lowen Insurance Agency 359,699 28 Lisa Rosati Rosati Insurance Agency 357,348 29 David Lasman Senior Healthcare Team Ins Agcy, Inc. 305,076 30 Robert Wroblewski Palm Cove Insurance Solutions 303,722

Total Business from Writing Agent ONLY*

RANK AGENT NAME YTD NAIP

Curre

ntly

on tr

ack t

o be a

202

0TO

P 10

PAC

ESET

TER

1 Paul Sheldon, CLU, ChFC $781,872 2 Tim Ahlbum 464,319 3 Gina Savage Malvezzi 404,051 4 David Haass 335,115 5 Ray Stevens 249,636 6 Christopher Graham, CLU 248,033 7 Kerry Sachs 234,069 8 Rick Bowes 203,268 9 Jason Stevens 200,736

10 Scott Schwartz 190,716

Curre

ntly

on tr

ack t

o be i

n 202

0PA

CESE

TTER

11 Maria Cancio 175,044 12 Lisa Rosati 170,160 13 Gary Kempler 169,984 14 Devin Barta 166,948 15 Sandra Stevens 159,960 16 David Lasman 159,168 17 Robert Holzman 158,700 18 Joseph Jaffe 154,144 19 Dexter Saylor 147,215 20 Joseph Fabera 146,316 21 Brian Gilbert 143,902 22 Duane Rapini 139,186 23 Christopher Graham Jr. 137,004 24 Russell Warner III 135,524 25 Mark Lasman 135,108 26 Michele Malooley 132,459 27 Matthew Claassen 127,788 28 Beverly Kingsley 127,716 29 Mark Hargis 126,786 30 Eugene Ranney 124,428

#1

#2 #3 #4

#5 #6 #7

#8 #9 #10

Currently on track to be a 2020 EAGLE

#1

#2 #3 #4

#5 #6 #7

#8 #9 #10

Currently on track to be a 2020 TOP 10 PACESETTER

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2019 CURRENT STANDINGS(THROUGH 08/18/19)

All Clubs and Awards are earned the previous year and require a 70% persistency. *Medicare Disability and Annuities do NOT count for Clubs and Awards.

Total NAIP Increase Year over YearRANK AGENT NAME AGENCY YTD $ INCREASE % INCREASE

1 Mike Lemar Sunshine State Agency $861,289 35%2 Jon Ahlbum The Ahlbum Insurance Group, Inc. 707,250 21%3 Sylvia Gordon Gordon Marketing 457,060 80%4 Aboul-Hosn Haitham Florida Retirement Group 454,956 267%5 Steven Lowen Lowen Insurance Agency 352,235 4719%6 Gary Owen Owen Insurance Group 347,405 112%7 William Borosak Jr. Secure Future Financial Group, LLC 300,956 22%8 Donna Ahlbum The Ahlbum Insurance Group, Inc. 294,728 27%9 John Clark Senior Solutions Insurance Agency 267,964 49%

10 Mark Graham AmeriLife 199,480 9%11 Tim Ahlbum Health Coverage Solutions 196,478 25%12 Vincent Abbatiello Mainstay Retirement Solutions 192,800 103%13 Christopher Graham, CLU Graham Financial Group, Inc. 164,950 16%14 David Lasman Senior Healthcare Team Ins Agcy, Inc. 163,092 115%15 Mike Roth Senior Insurance Marketing, Inc. 156,522 41%16 Lisa Rosati Rosati Insurance Agency 148,084 71%17 Gina Savage Malvezzi Medicare Specialist Group 143,023 23%18 - Centerstone Insurance & Financial Svcs. 141,851 55%19 Ivars Zarins Zarins Insurance Agency 138,336 228%20 - Remoza, Inc. 112,549 596%21 Timothy Nordstrom Nordstrom Insurance Agency 104,614 729%22 Devin Barta Barta Insurance Agency 98,843 14%23 Kerry Sachs Secure Retirement Solutions, Inc. 87,733 16%24 Susan Hirsch Hirsch Insurance Agency 87,393 63%25 William Gardner Gardner Insurance Agency 85,972 317%26 John Herrera Herrera Insurance Agency 84,089 -27 Loren Olguin Olguin Insurance Agency 83,352 100%28 - Medicare Advantage Plan Services 82,227 83%29 Catherine Dowie Dowie Insurance Agency 81,242 -30 Dee Merritt Merritt Insurance Agency 78,484 120%

Total NAIP from 2019 Only Recruits (Rookie of the Year)RANK NEW AGENT NAME YTD NAIP WEEK START

1 Joseph Fabera $146,316 06/19/192 Alfonso Garcia 106,298 03/06/193 Rebecca Frye 103,381 03/01/194 Michael Brines 52,152 03/04/195 Billie Bridger Jr. 34,328 01/15/196 Helen Hreen 33,384 05/30/197 Alicia Crook 25,066 02/12/198 Jason Scholder 21,648 01/11/199 Dana Leal 20,850 03/07/19

10 Jeffrey Armstrong 19,356 02/21/1911 Taylor Howells 15,752 05/24/1912 Marc Korsch 14,208 04/05/1913 Mark Hayes 13,380 01/16/1914 Mindy Goodson 12,201 05/17/1915 Allen Cary 11,916 06/17/1916 Nicholas Vail 10,944 01/30/1917 Alexander Recio 10,896 04/09/1918 Janet Acosta-Fernandez 10,800 04/24/1919 Julie Lahm 10,656 12/27/1820 Christina Weinkle 10,608 04/30/1921 Marvin Tucker 10,500 04/10/1922 Rylie Brumley 9,720 03/21/1923 Sabrinah Cave 9,480 01/04/1924 Neil Pardo 9,408 03/07/1925 Jeffery Higgins 9,300 04/12/1926 Susan Giudice 8,765 06/28/1927 Briana Chaffins 7,836 03/29/1928 Jeffrey Weiss 7,578 01/29/1929 Timothy Myhre 6,768 05/22/1930 Christopher MacKuliak 6,648 03/12/19

#1

#2 #3 #4

#5 #6 #7

#8 #9 #10

Currently on track to be a 2020 TOP 10 TOTAL NAIP INCREASE YEAR OVER YEAR

Currently on track to be a 2020 TOP 10 ROOKIE OF THE YEAR

#1

#2 #3 #4

#5 #6 #7

#8 #9 #10

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COLORADO

UA

/GLN

Y 2020 CONVENTION

JUNE 9-12, 2020 • GRAND HYATT DENVER

Kit Leong / Shutterstock.com

Convention Qualifications for 2020There are two ways to qualify for Convention 2020: By meeting production qualifications or by issuing 100 or more non-disability ProCare Medicare Supplement insurance plans as personal production during the 2019 convention qualification period.

Production QualificationsNon-standard (Underage Disability) Medicare Supplement and Annuities production do not count toward qualifications.

Agency Production

Writing Agent Rookie

Health & Life $350,000 $150,000 $75,000Life (only)* $180,000 $100,000 $75,000Med Supp Apps Issued N/A 100 100*Not applicable for Globe Life of New York Agents

All production qualifications for Awards, Clubs, and the 2020 Convention in Denver, Colorado, are based on Net Annualized Issued Premium (NAIP), which must be 70 percent or more of the Gross Annualized Premium (GAP). Non-standard (Underage Disability) Medicare Supplement insurance production, Life and

Annuity production will not count towards qualification for Convention, Awards, or Club honors. Qualification Period: Dec. 23, 2018, through Dec. 21, 2019.