January 2012

the news and ideas magazine for the independent Agents of united American and First united American life insurance companies

2 January 2012

content manager christie gibson

editor roberta boyd king

senior staff writer brynn caccamo

staff writer katrina kotzen

graphic designer cal slayton

e-mail editortorchmarkcorpcom to update information in Summit

home office 972-529-5085

agent service center 800-925-7355 or e-mail agencyservicetorchmarkcorpcom

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

2012 UA PrOCArE rAtE APPrOVAlS United American has received 2012 ProCare Medicare Supplement rate approvals in the following states Arizona District of Columbia Kansas Michigan Nebraska Utah and West Virginia

Memos were both mailed and e-mailed to all General Agents in these states detailing which ProCare Medicare Supplement plans were affected The rates on ProCare Plan HDF have decreased by five percent in all states listed

The new business effective date and the renewal effective date is Feb 1 2012

Detailed rate cards including plans rates and pay modes are available for download at UAOnline

Contact Agency Service at 1-800-925-7355 or e-mail agencyservicetorchmarkcorpcom with questions

AttN OHIO AGENtS Due to recent regulations imposed by the Ohio Department of Insurance concerning Agentsrsquo unsolicited contact with Medicare-eligible persons (see December 2011 Summit Editorrsquos page) mail solicitations are the only allowable method of direct contact

The lsquoTurning 65rsquo letter is available at UAOnline in the Ad Catalog and is an excellent alternative to calling or going to see new Seniors in Ohio In addition Medicare Supplement direct lead mailers can help you reach your Senior prospects

POStAGE rAtE INCrEASE Donrsquot forget Effective Jan 22 2012 the U S Postal Service first class stamp is 45 cents

INtErESt rAtES SEt The Lifestyle Annuity rate for January 2012 is 300 percent Rates are reviewed and adjusted accordingly

The Deposit Fund Rider new business interest rate for 2012 is 300 percent

CONGrAtUlAtIONS UA extends a hearty congratulations to Chana Gluck the December winner of our monthly drawing for 2000 free direct lead mailers Sell just one Medicare Supplement policy and your name is entered in the drawing The more policies you sell the more chances you have to win With Medicare Advantage Disenrollment underway your chances could be limitless

WOrDS OF WISDOM We grow great by dreams All big men are dreamersrdquo

- President Woodrow Wilson

DO WE HAVE YOUr E-MAIl ADDrESS AND A COlOr PHOtO Do you receive e-mail updates about products rates and training If not please make sure we have your correct e-mail address E-mail agencyservicetorchmarkcorpcom or call Agency Service at 1-800-925-7355 to provide us with your current e-mail address

Check your inbox each Tuesday for the weekly edition of Chats with Chuck This weekly e-mail from Charles Mankamyer Senior Vice President of General Agents covers topics of interest to our General Agents and Writing Agents reminds you about our weekly webinars and keeps you informed of our live workshop schedules and locations

Donrsquot forget We want a current color head and shoulders photo of you If you have never sent one or have not sent one within the last five years please e-mail a digital photo (use highest clarity setting with a blank white wall in the background) to editortorchmarkcorpcom Please include your name and your Agencyrsquos name

2 January 2012

content manager christie gibson

editor roberta boyd king

senior staff writer brynn caccamo

staff writer katrina kotzen

graphic designer cal slayton

e-mail editortorchmarkcorpcom to update information in Summit

home office 972-529-5085

agent service center 800-925-7355 or e-mail agencyservicetorchmarkcorpcom

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

2012 UA PrOCArE rAtE APPrOVAlS United American has received 2012 ProCare Medicare Supplement rate approvals in the following states Arizona District of Columbia Kansas Michigan Nebraska Utah and West Virginia

Memos were both mailed and e-mailed to all General Agents in these states detailing which ProCare Medicare Supplement plans were affected The rates on ProCare Plan HDF have decreased by five percent in all states listed

The new business effective date and the renewal effective date is Feb 1 2012

Detailed rate cards including plans rates and pay modes are available for download at UAOnline

Contact Agency Service at 1-800-925-7355 or e-mail agencyservicetorchmarkcorpcom with questions

AttN OHIO AGENtS Due to recent regulations imposed by the Ohio Department of Insurance concerning Agentsrsquo unsolicited contact with Medicare-eligible persons (see December 2011 Summit Editorrsquos page) mail solicitations are the only allowable method of direct contact

The lsquoTurning 65rsquo letter is available at UAOnline in the Ad Catalog and is an excellent alternative to calling or going to see new Seniors in Ohio In addition Medicare Supplement direct lead mailers can help you reach your Senior prospects

POStAGE rAtE INCrEASE Donrsquot forget Effective Jan 22 2012 the U S Postal Service first class stamp is 45 cents

INtErESt rAtES SEt The Lifestyle Annuity rate for January 2012 is 300 percent Rates are reviewed and adjusted accordingly

The Deposit Fund Rider new business interest rate for 2012 is 300 percent

CONGrAtUlAtIONS UA extends a hearty congratulations to Chana Gluck the December winner of our monthly drawing for 2000 free direct lead mailers Sell just one Medicare Supplement policy and your name is entered in the drawing The more policies you sell the more chances you have to win With Medicare Advantage Disenrollment underway your chances could be limitless

WOrDS OF WISDOM We grow great by dreams All big men are dreamersrdquo

- President Woodrow Wilson

DO WE HAVE YOUr E-MAIl ADDrESS AND A COlOr PHOtO Do you receive e-mail updates about products rates and training If not please make sure we have your correct e-mail address E-mail agencyservicetorchmarkcorpcom or call Agency Service at 1-800-925-7355 to provide us with your current e-mail address

Check your inbox each Tuesday for the weekly edition of Chats with Chuck This weekly e-mail from Charles Mankamyer Senior Vice President of General Agents covers topics of interest to our General Agents and Writing Agents reminds you about our weekly webinars and keeps you informed of our live workshop schedules and locations

Donrsquot forget We want a current color head and shoulders photo of you If you have never sent one or have not sent one within the last five years please e-mail a digital photo (use highest clarity setting with a blank white wall in the background) to editortorchmarkcorpcom Please include your name and your Agencyrsquos name

PErSPECtIVE

Charles Mankamyer Senior Vice President General Agents

Seniors rock

Are you psyched for the year ahead I know I am As a matter of fact Irsquom psyched for the yEARS ahead We are looking at a Senior tsunami this year and for approximately the next 20 years All those wonderful baby boomers started hitting 65 in 2011 and are going to continue that pace for years to come As a result the Medicare Supplement market is THE market in which to work

Since yoursquore going to spend a lot of time in the coming years with Seniors letrsquos learn a bit more about them

bull The Senior population is the fastest growing in the United States

bull According to the US Census bureau there are 403 million Americans age 65 and older in the United States an estimated 13 percent of the population That number is expected to more than double to 89 million by 2050

bull by 2035 one in five people is expected to be 65 or older

bull baby boomers exercise twice as much as previous older generations

bull Half of Seniors expect to work at least part time after they retire

What do these statistics reveal They tell us we have a lARGE prospect pool from which to draw for many years to come and the Seniors in that pool will be healthier and more mentally and physically active than any previous Senior generation

One size definitely does not fit all when it comes to Seniors Their lifestyles and attitudes are as varied as the menu in a restaurant And itrsquos important for you to appreciate and embrace those differences Granddad is no longer sitting on the porch in his rocking chair all day reading the newspaper and smoking his pipe He is more likely at the neighborhood tennis court playing a few sets or on the local golf course getting in his daily nine holes Grandmother may still bake cookies but only after she gets home from her daily yoga class

Our customers arenrsquot the same old Seniors anymore Demographics have changed but one thing hasnrsquot - our desire to provide them with a quality Medicare Supplement from UA or First UA

The Medicare Advantage Disenrollment Period is in full swing until Feb 14 2012 During this time Medicare Advantage members may drop their Medicare Advantage plan but they cannot purchase another Medicare Advantage plan If they drop their MA plan their only option is to return to Original Medicare Once they return to Original Medicare they can purchase a Medicare Supplement If these folks are dropping out of their Medicare Advantage plan they are probably already thinking about a Medicare Supplement you only need to guide them in the direction right for them

We are still in the Special Election Period that runs until Feb 29 2012 for Medicare Advantage members involuntarily disenrolled from their plans for 2012 These Seniors can enroll in another Medicare Advantage plan or return to Original Medicare and purchase a Medicare Supplement Although Medicare Advantage disenrollments did not reach the level of 2010 there were still more than 200000 Seniors who were involuntarily disenrolled from their Medicare Advantage plans being dropped by their Medicare Advantage insurer may sour them on purchasing another MA plan and give them a good reason to consider a Medicare Supplement from UA or First UA

both these groups of Seniors may be relatively uninformed about the value of Medicare Supplements since they are both coming from the world of Medicare Advantage Show them the ProCare laptop Sales Presentation It will likely answer all their questions and give them a good basis on which to decide what policy is best for them

Seniors are great and for the next several decades you can help to make life even better for them with quality Medicare Supplement coverage from our great Companies

Source httptransgenerationalorgagingdemographicshtm

January 2012 3

UNiTeD AMeRiCANAcosta Pedro leonAfzal Humayun bashirAkinyele StanleyAmsler DianeAndersen ShirleyAndrews Thomas bApsey Mark JouettAstarita Dominic Charlesbanks Dalton Dewaynebartell John Josephbauer Robert Earlbaugher kevin Hbeanum Gilbert lawrencebeck John Eugenebermel Incblake Connie kaybores David Rborne Michaelbosco Andrea Joanbourgeois Mark Tbrashinger III Matthew Cbrown Craig Elliottburt Jr Roy Abyrnes Michael JCalibrated Capital IncCardwell Michael keithCarfagna Clement SCarr Jr Robert leeCarrillo PatriciaChamberlain RichardChild Clark bCollins Donald GeorgeConstantinoff karenConway George ECooper Calvin ECooper Richard HughCotton Joyce ACox Mark WilliamCrosby Thomas MichaelCrosslin larry MillardCunningham Justin DDavis Trenten EDe luca John RDe Moraes Aurelio RodriguesDibello ThomasDowney Cavadias amp Deane IncEntrekin Donald EFan Susan ChunweiFarinha Gary JosephFaucette Evette GFeenstra Charles EFew Anissa yFife D SFord Jason EFord Robert larryFosberg Charles MorrisFranz Richard Allen

Frick Eric GGalvan Hector JGanddini Jr Jose MGardner Martin leonardGarrity Adeline kGempeler kenneth RGimenez Cynthia EdwinaGladstone Dan bGonzalez MarcosGorden Robert CGrandalski Joseph RGreen Samantha GGriffin Steven AllenGriggs Dan lyndallHampton leslie WadeHansen John PatrickHarrington Francis TimHarrison Roxie MHart Sara VHawaiian life Insurance AgencyHelms James PHendrix Susan HHenry JoeHigginbotham Robin DHill Jr Rudolph DelanoHintz Douglas DHouck Charles bIovanna Diana MIwinski kathleen AJohnson Jerry lJones Insurance ServicesJudd Timothy Akelley Maureen Akerndt kenneth Dalekidd Sr Roland Anthonykiechler billy Deekisner Ernest lkossian Eric Akraus Rheakricke Randolph Hkus James Aladd David Aland buford Earllandry Charles Henrylapointe Michael Rlaprade Paul Hlongrsquos Insurance Agency Inclopes Jorgelowry Roger JMai que VanMarek James FarrellMarshall Joseph DMartel Thomas WMartin Vallery MMateo GeorgeMattson Erik RMayfield Patricia CalebMcCormick Joseph H

Mckinney Michael FMcnish Judith GMeans Gary lMelley James AMercier Charles barkstellMeyers larry DMigliaccio Richard CecilMiller StephenMitchell brooks McleanMontoya Jacob MMoore John TMoore natasha AnnMorgan Sr Alonzo kMorgan Marc AnthonyMoss Amy FranklinMuellenhagen larry boydMueller belinda kMyszka loretta Anamie Jr nomie Mnixon Michael William lelandOrtiz Oscar RobertoPawley IV Edward PorcherPayson Richard ConantPence William MichaelPlourde Ernie bPlowman Robert JoelPollack Robert DPollak neil AlanPriester Jr John lesterPyles bradley DRaison William VRamirez Victor ManuelRankin David ARehder Frank WReynolds Ronald GRichardson larry SRichey TarekRiedel kathryn lRodewald Phillip RSawicki Michael AnthonySchroeder Allen GScott Jr WilliamSeibert Jr William AllenShepherd DerekShoback Michael JosephSiddique Mosharraf HossainSkousen ToddSmith Anna MarieaSmith Martha SueSpitale ErinStair beth Ann MSteffens John AStevens Terrell MStewart Douglas lyleStewart James RStortenbecker Sr benjamin WayneStrang Thomas EdwardSwan Charles John

Tatum Juaria lucianaTeitelbaum Ronald JTexas Insurance Services IncTone Jr Richard nicholasToothman David ETornoe Donna RUnderwood Rhonda karenValdes Jorge AVaughn John HVega Angel lVeltri Delisa MVescovi Peter lVilla Josephine SierraVongillern Jon FWagner Richard MWalker William GWard Dale WWarrell Stephen JohnWatson Vincent bretWebb Richard ClintWeinzoff CraigWeiss DonaldWheat III Myron WilliamWhitaker Harold DWilford Darrell GWilford MagaliWpds IncWroblewski Robert Myeoman Roger Deanyork Richardyoung George Marshallyoung Gordon nyount Clyde Cyour Retirement Inczuluaga luz Marinazwers F Gerald

FiRST UNiTeD AMeRiCANbuissereth MichaelGoldsmith Arthur WGravenhorst Philip kHunibar VivianJohnson William Wlubitz Philip HMack William AMarshall George JPollak neil AlanRe nilda ESchmidt Russell DSchneps barneySenior Healthcare benefits Group IncStrauss Donald W

Congratulations and welcome to United American and First United American Wersquore excited about the new year because itrsquos going to be an outstanding year for UA and First UA and we are glad you are here to be a part of it Great selling in 2012

Welcome to UA amp First UA

4 January 2012

The Hotel del Coronado in sun-kissed San Diego is the 2013 Torchmark Convention site built in 1888 this classic beachfront property is considered one of Americarsquos most beautiful beach resorts hellip a designation underscored by its inclusion in 1977 as a national Historic landmark

With its red turrets piercing the skyline the Hotel del Coronado offers guests a unique combination of modern luxury touched with the charm and grace of an old-world era nestled in a fairytale castle Include its stunning beachfront locale and itrsquos easy to see why lsquoThe Delrsquo has been called ldquoone of the top 10 resorts in the worldrdquo by USA Today

The ultimate San Diego destination the resortrsquos enchanting island setting and classic architecture form the perfect backdrop for Convention 2013 Guest rooms blend a classic-yet-modern style with a relaxing casual sophistication provide 24-hour room service and are mere steps from the magnificent Pacific Ocean

Explore Coronado Island by bike watch the sun set over the ocean as you dine on award-winning California cuisine or enjoy a fun day of surf lessons and other beach activities With year-round sunshine two sparkling pools and a full-time recreation staff this renowned San Diego beach hotel has it all

See for yourself at httpwwwhoteldelcom

We want to see you in beautiful San Diego June 18-21 2013

Source httpwwwhoteldelcom

January 2012 5

The Hotel del Coronado in sun-kissed San Diego is the 2013 Torchmark Convention site built in 1888 this classic beachfront property is considered one of Americarsquos most beautiful beach resorts hellip a designation underscored by its inclusion in 1977 as a national Historic landmark

With its red turrets piercing the skyline the Hotel del Coronado offers guests a unique combination of modern luxury touched with the charm and grace of an old-world era nestled in a fairytale castle Include its stunning beachfront locale and itrsquos easy to see why lsquoThe Delrsquo has been called ldquoone of the top 10 resorts in the worldrdquo by USA Today

The ultimate San Diego destination the resortrsquos enchanting island setting and classic architecture form the perfect backdrop for Convention 2013 Guest rooms blend a classic-yet-modern style with a relaxing casual sophistication provide 24-hour room service and are mere steps from the magnificent Pacific Ocean

Explore Coronado Island by bike watch the sun set over the ocean as you dine on award-winning California cuisine or enjoy a fun day of surf lessons and other beach activities With year-round sunshine two sparkling pools and a full-time recreation staff this renowned San Diego beach hotel has it all

See for yourself at httpwwwhoteldelcom

We want to see you in beautiful San Diego June 18-21 2013

Source httpwwwhoteldelcom

January 2012 5

6 January 2012

The Clock is Ticking Wersquore in the midst of the Medicare Advantage Disenrollment Period (MADP) that runs from Jan 1 to Feb 14 Medicare Advantage members who voluntarily withdraw from their Medicare Advantage plan can return to Original Medicare and purchase a Medicare Supplement To help your prospect fully appreciate the value of a Medicare Supplement explain some of the differences between Medicare Supplements and Medicare Advantage plans Pretend yoursquore selling a policy to your mom and dad or your grandma and grandpa What would you recommend to them

STANDARDizeD PLANS Medicare Supplements are standardized in all of the 47 states in which they are offered That means the benefits are the same regardless of which company sells them or in which state they are sold Medicare Advantage plans are not They are required by law to only provide the same benefits as Medicare Parts A and b and differ in additional benefits depending on the plan and the company that sells it

No NeTWoRKS There are no networks with a Medicare Supplement policy your customer is free to use any doctor or medical facility that accepts Medicare Most Medicare Advantage plans utilize networks of specific providers and facilities

GUARANTeeD ReNeWAbLe FoR LiFe Medicare Supplements are guaranteed renewable as long as premiums are paid on time MA plans are not guaranteed renewable because Medicare Advantage insurers must renew contracts annually with the Centers for Medicare amp Medicaid Services (CMS) If the MA insurer does not renew its contract policyholders may find themselves without a policy the next year

LoNGeViTy Medicare Supplements have been around since Medicare began in 1965 and have a well-established track record Medicare Advantage however is relatively new to the Senior insurance scene In place only since 1997 it was originally called Medicare+Choice or Medicare Part C It became known as Medicare Advantage in 2003 the same year Medicare Prescription Drug Coverage was implemented

There are a lot of good reasons to offer your prospect a quality Medicare Supplement from UA or First UA But these will get you started

January 2012 7

yes the clock is ticking but you still have time to connect with Medicare Advantage members Three new print ads have been added to the UA Ad Catalog at UAOnline to address the Medicare Advantage Disenrollment Period and are available for immediate use in many states Print ads in local newspapers and community and Senior center bulletins can help you reach those Seniors be sure to consult the Marketing Tools Chart to make sure the ads are approved in your state

AD-316

AD-317

AD-315

Souces httpwwwplanprescribercommedicare-insurance-newsvs

httpenwikipediaorgwikiMedicare_(United_States)

January 2012 7

yes the clock is ticking but you still have time to connect with Medicare Advantage members Three new print ads have been added to the UA Ad Catalog at UAOnline to address the Medicare Advantage Disenrollment Period and are available for immediate use in many states Print ads in local newspapers and community and Senior center bulletins can help you reach those Seniors be sure to consult the Marketing Tools Chart to make sure the ads are approved in your state

AD-316

AD-317

AD-315

Souces httpwwwplanprescribercommedicare-insurance-newsvs

httpenwikipediaorgwikiMedicare_(United_States)

8 January 2012

If there was ever a perfect time to sell United Americanrsquos supplemental health products that time is now

With the costs of medical care ever rising as medical technology advances people are looking to save on their medical costs Fortunately United American provides supplemental health insurance policies so customers can add some extra financial protection for themselves and their families making your potential for supplemental health sales huge

Consider this

bull Most of United Americanrsquos supplemental health products are not dependent on employment

bull Supplemental health products offer some degree of protection against financial loss for customers and their families due to unexpected medical expenses

Customers can choose from

bull Cancer ndash The Cash benefit Cancer Plan (CAnlS) pays a one-time cash benefit upon first written diagnosis of internal cancer or malignant melanoma The insured can use the benefit for anything

bull Critical illness ndash HealthGuard (CIlS) pays a lump sum benefit directly to the policyholder upon satisfactory written proof of the first diagnosis of a covered critical illness

bull Accident ndash The UA-250 policy pays cash benefits for accidental injury up to $10000 per accident or a hospital cash benefit up to $6250 Customers can choose from two plans

And donrsquot forget the $3000 ADP Introductory Offer

bull hospitalSurgical Supplemental health ndash The Foundation Signature Series (MMGAP) Hospital Indemnity (HIXC) Escalating Hospital Indemnity (HMXC) and the Tradition Signature Series (InDEM1 available only in California) provide some protection to the insured against financial loss for hospital expenses

bull Medicare Supplements ndash The Senior market grows by thousands daily ndash literally ndash as 10000 baby boomers turn 65 every day

be sure your customers know the time to protect themselves and their families is nOW

Time to Focus on Supplemental Health

The MMGAP Policy is only offered to supplement a group Primary Medical Plan

Source httppewresearchorgpubs1834baby-boomers-old-age-downbeat-pessimism

January 2012 9

WhAT iS The MLR ReqUiReMeNT The Affordable Care Act (ACA) requires insurance companies in the individual and small group markets to spend 80 percent of their premium dollars on medical care and healthcare quality improvement for policyholders Companies in the large group market must spend 85 percent If companies donrsquot meet these standards they must pay a customer rebate by Aug 1 each year starting this year

GooD oR bAD Agent commissions administrative costs company profits and employee salaries must all come from the 15 or 20 percent of premium the insurer is not required to spend on policyholdersrsquo medical care That may force some insurers out of business entirely and other insurers to dramatically decrease commissions to meet the MlR standard and still pay overhead and salaries

According to a recent survey of 520 member Agents of the national Association of Insurance and Financial Advisors (nAIFA)

bull 75 percent had commissions decrease since the MlR went into effect a year ago

bull 53 percent had commissions cut by at least 25 percent

bull 17 percent had commissions cut by 50 percent or more

bull 23 percent have reduced service to customers due to lower commissions

Medicare Supplement insurers and Agents however are not impacted to any degree by the ACA Medical loss Ratio requirement The current loss ratio requirement in place for Medicare Supplement claims is far less demanding

WhAT DoeS iT MeAN If you are selling Medicare Supplements yoursquore in a great place

bull ACA Medical loss Ratio restrictions wonrsquot adversely affect you your customers or your commissions

bull UA and First UA will continue to pay level commissions for the life of the Medicare Supplement policy

bull According to Pew Research 10000 baby boomers are turning 65 daily providing an unlimited prospect base for years to come

bull because Medicare Advantage insurers are impacted by healthcare reform insurers will likely continue to withdraw from the Medicare Advantage market leaving many Seniors without coverage That means more prospects for you

Remember wersquore in the Medicare Advantage Disenrollment Period (MADP) until Feb 14 2012 When MA members withdraw from their Medicare Advantage plan they cannot purchase another Medicare Advantage plan They can return to Original Medicare and purchase a Medicare Supplement

bottom line Why stress about healthcare reform and Medical Loss Ratios Sell Medicare Supplements and you wonrsquot need to worry

Medical Loss Ratio One Year Later

Limited to 6th policy year on Guaranteed Issue Medicare Advantage replacements not applicable in WA

Sources httpwwwpharmacistcomAMTemplatecfmSection=Home2ampTEMPLATE=CMHTMLDisplaycfmampCONTENTID=27384 httpwwwamericanbarorgnewsletterpublicationsaba_health_esource_homeSteinhtml httpblogritterimcom20100330will-the-minimum-medical-loss-ratios-mlr-requirements-in-the-health-care-reform-bill-impact-medigap-insurance

yoursquore probably familiar with the Medical Loss Ratio (MLR) requirement put in place on Jan 1 2011 by the Patient Protection amp Affordable Care Act but just in case

10 January 2012

PaCeSetterS CluBThrough December 2011 these producers represent the top Agents with the highest net combined annualized premium Agents can qualify to attend the annual Sales Convention and 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 EDWARD A CATROn

9 JUlIA GIlElS

10 kERRy SACHS

11 MATTHEW bROWn

12 FRED W lEMAR JR

13 DAnIEl A POPEk

14 CATHERInE E HATTOn

15 CASEy V PAlMER

16 JOHn W STAMPER

17 SAnDRA k STEVEnS

18 SHIA WEInFElD

19 STUART AlAn

20 nATAlIE l COOPER

21 AnDREW M FlITTnER

22 kEnnETH R DElAUTER JR

23 MARk HEllER

24 JERROlD J POSTIn

25 SHAROn l lIEbERMAn

26 ADAM D PATTERSOn

27 kEnnETH l lEPAGE JR

28 EARl D DWORkIn

29 bEDROS k bEDROSSIAn

30 AAROn GORDOn

PreSIDeNtrsquoS CluBThrough December 2011 these producers represent the top Agencies with the highest net combined annualized premium Agencies can qualify to attend the annual Sales Convention and final qualifiers are based on Company production and retention requirements

1 JoNAThAN AhLbUM

The Ahlbum Group

2 MiChAeL LeMAR Sunshine State Agency

3 RoN CoNCKLiNRosenberg-Concklin Inc

4 CATheRiNe e hATToNlong Island Insurance

Solutions

5 RAy STeVeNSStevens amp Associates Insurance

Agency

6 THOMAS G STATkEWICzSylvan-James Associates Inc

7 PHIlIP b ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc

8 DAVID k DAnIElSDavid K Daniels amp Associates

9 kERRy SACHSSecure Retirement Solutions Inc

10 JOHn STAMPERChoice Plus Benefits

11 PAUl SWEEnEyQuality First InsuranceAgency Inc

12 STUART AlAnSenior Care Insurance Center

13 RICHARD S SCHWARTzInsurance Center of S Florida

14 AMERICAn EAGlE COnSUlTAnTS InC

15 MIkE STEVEnSFarm amp Ranch Healthcare Inc

16 WORlD WIDE COVERAGE CORP

17 CEnTURIOn AGEnCy lTD

18 MARk HEllERHeller Insurance Agency

19 PETER S GElbWAkSGelbwaks ExecutiveMarketing Corp

20 MICHAEl PHIllIPSUnion Benefit Corp

21 EARl D DWORkInDworkin Insurance Agency

22 bEDROS k bEDROSSIAnBedrossian Insurance Agency

23 JOHn S CARRAnCarran Insurance Agency

24 ROnAlD C HARSHMAnHarshman Insurance Agency

25 CROFT SEnIOR SERVICES InC

26 ERIC S SAVAGESavage Financial Group Inc

27 CARMEn A RODRIGUEzLanders-Stein amp Associates

28 MARC G zUM TObElConsolidated Insurance Group Inc

29 lORnA k DECEGlIADeceglia Insurance Agency

30 STAnTOn M bERSHADBershad Insurance Agency

tOP PrODUCErS

tOP PrODUCErS

lIfe GeNeral aGeNtS health GeNeral aGeNtS1 MIkE STEVEnS

Farm amp Ranch Healthcare Inc 16 nElSOn J MARTIn

Martin Insurance Agency 1 JOnATHAn AHlbUM

The Ahlbum Group16 WORlD WIDE COVERAGE CORP

2 kEnnETH R bOWlInGThe Benefit Exchange

17 bObby l bAkERBaker Insurance Agency

2 MICHAEl lEMARSunshine State Agency

17 CEnTURIOn AGEnCy lTD

3 JOHn W HARRInGTOnHarrington Insurance Agency

18 FRED RICHARDSOnThe Richardson Group

3 ROn COnCklInRosenberg-Concklin Inc

18 MARk HEllERHeller Insurance Agency

4 GEORGE A WAllACEWallace Insurance Agency

19 AlbERT R MCkEnzIEMcKenzie Insurance Agency

4 CATHERInE E HATTOnLong Island Insurance Solutions

19 PETER S GElbWAkSGelbwaks Executive Marketing Corp

5 OWEn E METTSMetts Insurance Agency

20 DOnAlD M bRADDyBraddy Insurance Agency

5 RAy STEVEnSStevens amp Associates Insurance Agency

20 MICHAEl PHIllIPSUnion Benefit Corp

6 bAnTEE l HAllHall Insurance Agency

21 DOn H PIPPIn SRPippin Insurance Agency

6 THOMAS G STATkEWICzSylvan-James Associates Inc

21 EARl D DWORkInDworkin Insurance Agency

7 CHRIS AROUTSIDISAroutsidis Insurance Agency

22 nAGIb kHAllOUFKhallouf Insurance Agency

7 PHIlIP b ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc

22 bEDROS k bEDROSSIAnBedrossian Insurance Agency

8 DAVID k DAnIElSDavid K Daniels amp Associates

23 RObERT J CUEVASCuevas Insurance Agency

8 DAVID k DAnIElSDavid K Daniels amp Associates

23 JOHn S CARRAnCarran Insurance Agency

9 MICHAEl lEMARSunshine State Agency

24 JAMES D knUTTIKnutti Insurance Agency

9 kERRy SACHSSecure Retirement Solutions Inc

24 ROnAlD C HARSHMAnHarshman Insurance Agency

10 HERSCHEll A MCCOyMcCoy Insurance Agency

25 JESSE E bROWnBrown Insurance Agency

10 JOHn STAMPERChoice Plus Benefits

25 CROFT SEnIOR SERVICES InC

11 PHIlIP b ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc

26 CURTIS HOlMESFirst Southeast Insurance Services Inc

11 PAUl SWEEnEyQuality First Insurance Agency Inc

26 ERIC S SAVAGESavage Financial Group Inc

12 nEAl STACyStacy Insurance Agency

27 CHARlES F lOPER JRLoper Insurance Agency

12 STUART AlAnSenior Care Insurance Center

27 CARMEn A RODRIGUEzLanders-Stein amp Associates

13 HEnRy l lAnELane Insurance Agency

28 CARlTOn R HAWkInS SRHawkins Insurance Agency

13 RICHARD S SCHWARTzInsurance Center of S Florida

28 MARC G zUM TObElConsolidated Insurance Group Inc

14 HEnRy VAzqUEzVazquez Insurance Agency

29 JOnATHAn AHlbUMThe Ahlbum Group

14 AMERICAn EAGlE COnSUlTAnTS InC

29 lORnA k DECEGlIADeceglia Insurance Agency

15 TIFFAny y TRUSSTruss Insurance Agency

30 CHARlES F JAMESJames Insurance Agency

15 MIkE STEVEnSFarm amp Ranch Healthcare Inc

30 STAnTOn M bERSHADBershad Insurance Agency

lIfe WrItING aGeNtS health WrItING aGeNtS1 MARk SIMPkInS 16 DAVID S kAUzlARICH 1 TIMOTHy J AHlbUM 16 JOHn W STAMPER

2 DElORES A DAy 17 bObby l bAkER 2 DEVIn bARTA 17 SAnDRA k STEVEnS

3 JOHn W CRAVEn SR 18 RAyMOnD nUnO 3 PHIlIP b ORTEz JR 18 SHIA WEInFElD

4 OWEn E METTS 19 FRED RICHARDSOn 4 RAy STEVEnS 19 CHARlEnE RUnnElS-MIRE

5 GEORGE A WAllACE 20 AlbERT R MCkEnzIE 5 JOnATHAn AHlbUM 20 STUART AlAn

6 bAnTEE l HAll 21 RObERT C lACkEy 6 ROGER A GRADy JR 21 nATAlIE l COOPER

7 CHRIS AROUTSIDIS 22 DOnAlD M bRADDy 7 CHRISTOPHER n GRAHAM 22 AnDREW M FlITTnER

8 ROGER A GRADy JR 23 DOn H PIPPIn SR 8 EDWARD A CATROn 23 kEnnETH R DElAUTER JR

9 HERSCHEll A MCCOy 24 nAGIb kHAllOUF 9 JUlIA GIlElS 24 MARk HEllER

10 PHIlIP b ORTEz JR 25 RObERT J CUEVAS 10 kERRy SACHS 25 JERROlD J POSTIn

11 CHRISTOPHER JACOby 26 MElISSA A MOnIER 11 MATTHEW bROWn 26 SHAROn l lIEbERMAn

12 WESlEy S STEVEnS 27 JAMES D knUTTI 12 FRED W lEMAR JR 27 ADAM D PATTERSOn

13 HEnRy lAnE 28 kEnnETH R bOWlInG 13 DAnIEl POPEk 28 kEnnETH l lEPAGE JR

14 TIFFAny y TRUSS 29 JESSE E bROWn 14 CATHERInE E HATTOn 29 EARl D DWORkIn

15 nElSOn J MARTIn 30 DElORES nORDEnTOFT 15 CASEy V PAlMER 30 bEDROS k bEDROSSIAn

January 2012 11

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 December 2011

SAN DIEGO 2O13AnnuAl conventionJune 18-21 bull Hotel del coronAdo

What Do You NeeD to Sell If Yoursquore a GENErAl AGENt

MONtH lIFE ONlY HEAltH ONlY COMbINED

$180000 nAP $350000 nAP $350000 nAP

JAN $15000 $29167 $29167

FEb 30000 58333 58333

MAr 45000 87500 87500

APr 60000 116667 116667

MAY 75000 145833 145833

JUNE 90000 175000 175000

JUlY 105000 204167 204167

AUG 120000 233333 233333

SEPt 135000 262500 262500

OCt 150000 291667 291667

NOV 165000 320833 320833

DEC 180000 350000 350000

If Yoursquore a WrItING AGENtMONtH lIFE ONlY HEAltH ONlY COMbINED

$100000 nAP $150000 nAP $150000 nAP

JAN $7500 $12500 $12500

FEb 15000 25000 25000

MAr 22500 37500 37500

APr 30000 50000 50000

MAY 37500 62500 62500

JUNE 45000 75000 75000

JUlY 52500 87500 87500

AUG 60000 100000 100000

SEPt 67500 112500 112500

OCt 75000 125000 125000

NOV 82500 137500 137500

DEC 100000 150000 150000

tOP PrODUCErS

lIfe GeNeral aGeNtS health GeNeral aGeNtS1 MIkE STEVEnS

Farm amp Ranch Healthcare Inc 16 nElSOn J MARTIn

Martin Insurance Agency 1 JOnATHAn AHlbUM

The Ahlbum Group16 WORlD WIDE COVERAGE CORP

2 kEnnETH R bOWlInGThe Benefit Exchange

17 bObby l bAkERBaker Insurance Agency

2 MICHAEl lEMARSunshine State Agency

17 CEnTURIOn AGEnCy lTD

3 JOHn W HARRInGTOnHarrington Insurance Agency

18 FRED RICHARDSOnThe Richardson Group

3 ROn COnCklInRosenberg-Concklin Inc

18 MARk HEllERHeller Insurance Agency

4 GEORGE A WAllACEWallace Insurance Agency

19 AlbERT R MCkEnzIEMcKenzie Insurance Agency

4 CATHERInE E HATTOnLong Island Insurance Solutions

19 PETER S GElbWAkSGelbwaks Executive Marketing Corp

5 OWEn E METTSMetts Insurance Agency

20 DOnAlD M bRADDyBraddy Insurance Agency

5 RAy STEVEnSStevens amp Associates Insurance Agency

20 MICHAEl PHIllIPSUnion Benefit Corp

6 bAnTEE l HAllHall Insurance Agency

21 DOn H PIPPIn SRPippin Insurance Agency

6 THOMAS G STATkEWICzSylvan-James Associates Inc

21 EARl D DWORkInDworkin Insurance Agency

7 CHRIS AROUTSIDISAroutsidis Insurance Agency

22 nAGIb kHAllOUFKhallouf Insurance Agency

7 PHIlIP b ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc

22 bEDROS k bEDROSSIAnBedrossian Insurance Agency

8 DAVID k DAnIElSDavid K Daniels amp Associates

23 RObERT J CUEVASCuevas Insurance Agency

8 DAVID k DAnIElSDavid K Daniels amp Associates

23 JOHn S CARRAnCarran Insurance Agency

9 MICHAEl lEMARSunshine State Agency

24 JAMES D knUTTIKnutti Insurance Agency

9 kERRy SACHSSecure Retirement Solutions Inc

24 ROnAlD C HARSHMAnHarshman Insurance Agency

10 HERSCHEll A MCCOyMcCoy Insurance Agency

25 JESSE E bROWnBrown Insurance Agency

10 JOHn STAMPERChoice Plus Benefits

25 CROFT SEnIOR SERVICES InC

11 PHIlIP b ORTEz JRPhil amp Kathy Ortez Insurance Agency Inc

26 CURTIS HOlMESFirst Southeast Insurance Services Inc

11 PAUl SWEEnEyQuality First Insurance Agency Inc

26 ERIC S SAVAGESavage Financial Group Inc

12 nEAl STACyStacy Insurance Agency

27 CHARlES F lOPER JRLoper Insurance Agency

12 STUART AlAnSenior Care Insurance Center

27 CARMEn A RODRIGUEzLanders-Stein amp Associates

13 HEnRy l lAnELane Insurance Agency

28 CARlTOn R HAWkInS SRHawkins Insurance Agency

13 RICHARD S SCHWARTzInsurance Center of S Florida

28 MARC G zUM TObElConsolidated Insurance Group Inc

14 HEnRy VAzqUEzVazquez Insurance Agency

29 JOnATHAn AHlbUMThe Ahlbum Group

14 AMERICAn EAGlE COnSUlTAnTS InC

29 lORnA k DECEGlIADeceglia Insurance Agency

15 TIFFAny y TRUSSTruss Insurance Agency

30 CHARlES F JAMESJames Insurance Agency

15 MIkE STEVEnSFarm amp Ranch Healthcare Inc

30 STAnTOn M bERSHADBershad Insurance Agency

lIfe WrItING aGeNtS health WrItING aGeNtS1 MARk SIMPkInS 16 DAVID S kAUzlARICH 1 TIMOTHy J AHlbUM 16 JOHn W STAMPER

2 DElORES A DAy 17 bObby l bAkER 2 DEVIn bARTA 17 SAnDRA k STEVEnS

3 JOHn W CRAVEn SR 18 RAyMOnD nUnO 3 PHIlIP b ORTEz JR 18 SHIA WEInFElD

4 OWEn E METTS 19 FRED RICHARDSOn 4 RAy STEVEnS 19 CHARlEnE RUnnElS-MIRE

5 GEORGE A WAllACE 20 AlbERT R MCkEnzIE 5 JOnATHAn AHlbUM 20 STUART AlAn

6 bAnTEE l HAll 21 RObERT C lACkEy 6 ROGER A GRADy JR 21 nATAlIE l COOPER

7 CHRIS AROUTSIDIS 22 DOnAlD M bRADDy 7 CHRISTOPHER n GRAHAM 22 AnDREW M FlITTnER

8 ROGER A GRADy JR 23 DOn H PIPPIn SR 8 EDWARD A CATROn 23 kEnnETH R DElAUTER JR

9 HERSCHEll A MCCOy 24 nAGIb kHAllOUF 9 JUlIA GIlElS 24 MARk HEllER

10 PHIlIP b ORTEz JR 25 RObERT J CUEVAS 10 kERRy SACHS 25 JERROlD J POSTIn

11 CHRISTOPHER JACOby 26 MElISSA A MOnIER 11 MATTHEW bROWn 26 SHAROn l lIEbERMAn

12 WESlEy S STEVEnS 27 JAMES D knUTTI 12 FRED W lEMAR JR 27 ADAM D PATTERSOn

13 HEnRy lAnE 28 kEnnETH R bOWlInG 13 DAnIEl POPEk 28 kEnnETH l lEPAGE JR

14 TIFFAny y TRUSS 29 JESSE E bROWn 14 CATHERInE E HATTOn 29 EARl D DWORkIn

15 nElSOn J MARTIn 30 DElORES nORDEnTOFT 15 CASEy V PAlMER 30 bEDROS k bEDROSSIAn

January 2012 11

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 December 2011

SAN DIEGO 2O13AnnuAl conventionJune 18-21 bull Hotel del coronAdo

What Do You NeeD to Sell If Yoursquore a GENErAl AGENt

MONtH lIFE ONlY HEAltH ONlY COMbINED

$180000 nAP $350000 nAP $350000 nAP

JAN $15000 $29167 $29167

FEb 30000 58333 58333

MAr 45000 87500 87500

APr 60000 116667 116667

MAY 75000 145833 145833

JUNE 90000 175000 175000

JUlY 105000 204167 204167

AUG 120000 233333 233333

SEPt 135000 262500 262500

OCt 150000 291667 291667

NOV 165000 320833 320833

DEC 180000 350000 350000

If Yoursquore a WrItING AGENtMONtH lIFE ONlY HEAltH ONlY COMbINED

$100000 nAP $150000 nAP $150000 nAP

JAN $7500 $12500 $12500

FEb 15000 25000 25000

MAr 22500 37500 37500

APr 30000 50000 50000

MAY 37500 62500 62500

JUNE 45000 75000 75000

JUlY 52500 87500 87500

AUG 60000 100000 100000

SEPt 67500 112500 112500

OCt 75000 125000 125000

NOV 82500 137500 137500

DEC 100000 150000 150000

SAN DIEGO 2O13AnnuAl conventionJune 18-21 bull Hotel del coronAdo

What Do You NeeD to Sell If Yoursquore a GENErAl AGENt

MONtH lIFE ONlY HEAltH ONlY COMbINED

$180000 nAP $350000 nAP $350000 nAP

JAN $15000 $29167 $29167

FEb 30000 58333 58333

MAr 45000 87500 87500

APr 60000 116667 116667

MAY 75000 145833 145833

JUNE 90000 175000 175000

JUlY 105000 204167 204167

AUG 120000 233333 233333

SEPt 135000 262500 262500

OCt 150000 291667 291667

NOV 165000 320833 320833

DEC 180000 350000 350000

If Yoursquore a WrItING AGENtMONtH lIFE ONlY HEAltH ONlY COMbINED

$100000 nAP $150000 nAP $150000 nAP

JAN $7500 $12500 $12500

FEb 15000 25000 25000

MAr 22500 37500 37500

APr 30000 50000 50000

MAY 37500 62500 62500

JUNE 45000 75000 75000

JUlY 52500 87500 87500

AUG 60000 100000 100000

SEPt 67500 112500 112500

OCt 75000 125000 125000

NOV 82500 137500 137500

DEC 100000 150000 150000