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April 2012
the news and ideas magazine for the independent Agents of united American and First united American life insurance Companies
2 April 2012
marketing content manager christie gibson
editor roberta boyd king
senior staff writer brynn caccamo
staff writer katrina kotzen
graphic designer cal slayton
e-mail [email protected] to update information in Summit
home office First Ua 972-529-5085 315-451-2544
agent service center 800-925-7355 or e-mail [email protected]
supply order fax 469-525-4290 attn: agency supply
supply order e-mail [email protected]
websites unitedamerican.com unitedamerican.com/logon firstunitedamerican.com firstunitedamerican.com/office
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.
MedICare SUPPleMent rate aPPrOValS United American has received 2012 rate approvals in Iowa, Louisiana, South Carolina, Tennessee, and Texas on ProCare Medicare Supplement Plans.
The new business and renewal effective date is May 1, 2012 in Iowa and South Carolina and May 15, 2012, in Louisiana, Tennessee, and Texas.
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 [email protected] with questions.
attn: OHIO aGentS As a reminder, as of March 31, 2012, sale of UA’s ProCare Medicare Supplement DISABILITY Plans A, B, and HDF was suspended in Ohio. No applications were taken after March 31, 2012.
Please contact Agency Service at 1-800-925-7355 or e-mail [email protected] with questions.
KeeP tHe FaItH! Here’s an e-mail from Senior Director Ryan Sykes to the Home Office team: “I thought I would share this story with you for motivation. I wanted to get this guy appointed over a year ago, but the timing was just not right for him, so I was unable to bring him on board. Since I believed in him, I convinced him to appoint his Agents so they could get up and running. Once he was ready, he would have a fully operational team with United American. He took my advice and his team has been a consistent producer for the past year. Finally, last month, the time was right, and I appointed him as well. He was #1 recently on the weekly Leader Board, and it was all his personal production.
“Bottom line ... don’t write off anyone you feel has potential. Be willing to work with them and get creative to make results happen. This guy wrote more than $21,000 his first week, and his team has produced an additional $85,000 since the beginning of 2011. Had I not followed up with him and stayed with him, there would have been $106,000 less premium for United American.
“Here’s a quote I have always lived by in sales, ‘There’s $100 behind every rock; you just have to know which way to turn it, so leave no stone unturned!!’ Follow up, follow up, and more follow up is the name of our game.”
COMInG tO a State near YOU!Live recruiting/training workshops are back!! They are kicking off April 30, 2012, and will continue through May 12, 2012, in Pennsylvania, Ohio, Indiana, Illinois, and Missouri.
Go to UAOnline, ‘UA General Agency Office’ to register.
PrOCare IS alWaYS a Great ValUe!While past performance does not guarantee future results, here’s a good selling point to pass along to your Senior prospects: according to our Actuarial Department, UA’s ProCare Medicare Supplement rates have increased on average only 3.73 percent annually from 2008 through 2012 on all Medicare Supplement plans. Quality products, service, and affordable rates make UA a great choice for Seniors!
HOW are tHOSe leadS WOrKInG?Very well, according to new Agent Petra Fruehbis. Chuck Mankamyer received this e-mail recently from her: “I already placed an initial order during my first 60 days with the Company, and I used Kramer Direct. They are really good. I ordered 1,000 Medicare Supplement direct lead mailers and got 50 response lead cards. I’m still working on them, but I am getting ready to place another order by the end of the week ... just trying to decide on the area. Thank you - this lead program is wonderful!”
adVertISInG GUIdelIneSPreapproved print ads, flyers, letters, signs, etc., can be used immediately. However, if you choose to create your own, follow the General Advertising Guidelines and the Advertising Submission Process found on UAOnline and on firstunitedamerican.com/office. Field-generated ads require Home Office approval and possibly state approval that can take up to 90 days. Review these materials to make sure you are in compliance when creating your own advertising pieces.
IntereSt rateS SetThe Lifestyle Annuity rate for April is 3.00 percent. Rates are reviewed and adjusted accordingly.
The Deposit Fund Rider new business interest rate for 2012 is 3.00 percent.
PerSPeCtIVe
Charles Mankamyer Senior Vice President / General Agents
expand Your Market and Hit Your target!Medicare Supplement sales are the heart and soul of United American and First United American. Taking care of Seniors has been a top priority for United American since Medicare began in 1966 and for First United American since the inception of First UA.
outdoor Adventure dream Giveaway In addition, when you submit a Medicare Supplement application through April 30, 2012, you get more than the opportunity to earn commission and potential renewals. You take part in the Outdoor Adventure Dream Giveaway Sweepstakes. For every Medicare Supplement application you submit, you receive an entry for this national drawing, which offers a list of amazing prizes. Who wouldn’t want to win a Ram 2500 Outdoorsman pickup truck, the ultimate 5,000 pound hunting accessory? This fantastic truck comes equipped with a pop-up camper, bass boat, motor, trailer, and recreational utility vehicle - the ultimate dream for every sportsman. Second prize is a five-day hunting adventure in Utah, and third prize is a four-day fishing trip in Costa Rica. See the February and March issues of Summit for more details.
expand your market! Medicare Supplements are a tremendous source of activity and commissions, but United American does more than insure Seniors. In addition to our quality Medicare Supplement plans, we have outstanding supplemental health products to offer the underage 65 market. The need these products fill is just as real as the need Medicare Supplements fill. Last month’s Summit had an article about the tremendous potential critical illness sales can offer. We’ve all heard or read statistics from organizations like the American Heart Association, American Cancer Society, the Centers for Disease Control and Prevention, and the National Stroke Association. They tell us the leading cause of death in this country is heart disease. Cancer is the
second leading cause, and stroke comes in at number three. According to these same sources, stroke is also the leading cause of disability in this country. How is a person going to pay bills if he or she is unable to work? These statistics overwhelmingly affirm the need for critical illness and cancer insurance to provide an additional level of financial protection for our customers.
But customers need additional help. Due to ever-increasing insurance premiums, many group plans opt for a high deductible on major medical coverage to keep premium costs down. Our Foundation Signature Series (MMGAP), sold only to customers with group major medical insurance, can help to cover those out-of-pocket deductibles, copayments, and coinsurance a group major medical policy does not cover. All our supplemental products, including our hospital indemnity and accident policies, can provide extra financial resources in times of illness or accidents. And don’t forget, the $3,000 Accidental Death Policy is a terrific door opener that can lead to many additional sales and referrals.
hit your Target! If you’re not already working with the underage 65 market to increase your target production, this is a perfect time to begin. Not only will you fill a crucial need, but those additional sales can help get you to the 2013 Convention in sun-drenched San Diego. (See page 9 for some facts about San Diego you may not know.) Remember, during the second quarter (April through June), you earn DOUBLE CONVENTION CREDIT for underage 65 health sales*. These include critical illness, cancer, hospital indemnity, accident, and MMGAP. Don’t restrict yourself to only the Senior market. There is a world of younger prospects out there that need your help too.
April 2012 3
* Does not apply to Medicare Supplements and is not available in New York for First UA. Source: http://www.ramtrucks.com/en/2011/outdoorsman/
..
unITed AmerICAnAfshar, Maryam SusanAguirre, ernesto Y.Allen, jimmy H.Altman, jeffrey S.Amodeo, Frank A.Andari, MichaelAnderson, Wendell DaleArchuleta, Manuel BenjaminArmor Insurance Group, Inc.Asch, HowardBalsbaugh, jesse D.Barnette, james D.Beach, Michael RayBivins, Reginald BernardBowen, Ronald edwardBraxton, Brian L.Brown, james DavidBrown, Sherjuan LetrellBurton, Harvey G.Burton, Lucas A.Caldwell, jerry F.Carbone, Richard GuyChandonia, Val GeneCharboneau, Renee AnneChristianson, john D.Clark, john MichaelClick, Bernie johnColeman, Astrid Tia SimpsonCollazo, BrunoComeau, Daniel S.Cooper, Phillip A. j.Copeland, Richard edwinCosta, john josephCotugno, Anthony GeraldCox, Stephen F.Crowder, Charles WesleyCrowley, john e.Cua, jenny Y.Curry, Thomas L.Dahle, MicheleDaley, Michael A.Davidson, joyce L.Davidson, Robert DaleDavis jr., johnDi Carlo jr., Frederick j.Diaz jr., jesusDidiano jr., FrederickDunne-Wamsley, LauraDutenhoefer, Scott R.enwerekowe, MosesFarleigh, Floyd R.Farrell, Mark ernestFennessy, Patrick AloysiusFewell, Hal DavidFewell, Randall ScottFillweber, Gary MichaelFlappan, kenneth D.Free Medicine ConsultantsGalt, CharlesGardner, Arthur D.Garofalo, josephGates, Michael DeanGates, Roland CurtisGladstone, Gordon M.Gomez, eliseoGoodstein, MonicaGrissom, Mary katherine
Guarino jr., joseph RoccoGuerra jr., edwardGuiliano, Michael S.Hadel, jack V.Haines, kimberly kayHalker, MichaelHammontree, George V.Handshy, S. OleneHansen, Martin WayneHarmon, jon PhillipHarper Sr., VernonHawk, CindyHawkins, jennifer IdellHenry, janeHercules, james M.Hernandez, Marcelino A.Higgins jr., jack LewisHinton, Steven WilliamHobgood, Wells SheppardHogan-Tuell, zuannHolmes, Wayne S.Holtsclaw, David AllenHowell, LeeHowington, Charles LuciusHowlett, Theodore BabsonHyer Ii, jacob StephenInsurance Solutions NW, Inc.Irmischer, kurtIsu Ins. Svcs. dba The Stratton Agencyjames, Linda juanitajones, Rodney C.kelly, Robert john-Patrickketchum, Donald Manuelking, Mark A.kiritsy, Rebeccakline, Michael Robertknott, William Oscarkoehlinger, Vernon D.kramer, jeannekravitz, Scott josephkretschman, Richard L.kuhn, john F.Leblanc Group, Inc.Levy, Vilma GraceLewars, Royston A.Lin, David Shin-ChengLlopis-Martell, Roberto GasparLowry, GregLy, kiet TuanMadison, john G.Matchton, Gregg jayMcAbee, David L.McCaig, Donald R.McCarthy, Frank j.McClard, Sarah e.Medwin, john A.Michaels, jerry I.Michaels, PaulMisemer, Michael LorenMitnik, BorisMoita, Goncalo MiguelMonahan, PatriciaMontgomery, Stephen ChristopherMoots, Charles G.Morette, john AnthonyMoulin, Michael V.Murphy, Dennis P.Myl, james Anthony
Nemeth, Frank josephNevitt, Martina e.Niven, john LyleNolan, john DwainO’Brien, james F.Orr, kelley BrianOvens, Michael jeraldParks, Ruby j.Parry, Walter W.Paul, Christopher DavidPena, Dennis WaynePerkins, Sally joPerritt jr., Loy HardiePeterson, joye A.Pierce, Theodore WalterPlatt, DavidPoskanzer, jayQuinn, Ronald W.Raines, Philip N.Rash, Richard ScottRay, Ralph MinterRedman, Donald RayRentz, kennethRichardson II, james WarrenRigall, jeffrey ScottRitter, Megan joyRitthaler, MarilouRobbe, Richard MichaelRodgers, Alex MatthewRosenkrantz, Steven NathanRosier, Sharolyn AnnRothaus, Martha joRoths jr., Raymond e.Rountree, ThomasRudolph, Marlene e.Ruiz, Lisa MarieRuth, Roy SteveRutherford, Ronald e.Ryan, Michael A.Sadler, Larry e.Scales, DwayneSchager-Smith, Lisa AnnSexton, Matthew WayneShahbaz, AkhtarShaw, Shirley C.Shepard, Rita j.Shukla, Vijay kumarShumway, Daryl LeviSkillman III, WiseSmith, Cynthia AnnSmith, Rochelle H.Stanley, james RussellStanley, PrestonStewart, AlonzoStokley, everettSullivan, jill L.Swapp, Gary k.Tenn, Roy SylvesterTheodore, Thomas C.Thompson jr., Herman LeroyTolson, Terry L.Tosto, Christopher josephToye, Shannon D.Trca, Valerie eveTreece, james A.Trudel, jamesUnderwood, james DennisVan Houten, jerald Glen
Vance, Richard L.Vickers Sr., Henry jamesVillage Insurance, Inc.Walker, Timothy R.Walter, Marjorie j.Webb, CarlyleWebb, Marilyn A.Webb, Philip j.Werts, William H.Whitfield, Daniel AlanWhittaker, DavidWidener jr., everette BurlWilliams, eddieWilmot, Fay P.Wilson, Sandra LouiseWolf, David j.Wollesen, Suezette M.Womack, Samuel AbnerWoodmen Insurance Agency, Inc.Yngerto, Mariozinn, karen S.zooper, Selice j.
FIrST unITed AmerICAnAnselmo, jason I.Borowick, jeffrey M.Bridges III, H. StylesBrown, john A.Coraggio, Gerard j.Crowe, kevinDelaney, Tonyaeckhardt, Robert j.exford, Brian S.Farrar, PeggyFerrara, Vincent j.Gambino, SalvatoreGarwood jr., kenneth P.Hommel, john e.Hurwitz, Garry Michaelkersting, Richard T.kolovic, FrankLipsitz, Gregg S.Luongo, Dominick A.Mark, MicheleMcAnelly, Linda j.Milillo, josephMirecki, GregoryMoore, Peter W.Mullane, Andrew j.O’Hea, Michael j.Pignataro jr., Lawrence F.Podsiadlo, Paul j.Relucio, Merceditas M.Sackin, SharonSchmidt, eric S.Scott, Lillian S.The Valley Group, Inc.Vicari, john A.zabarsky, Henryzampella, Daniel L.
We are thrilled to have you in the United American and First United American family. With the potential in place to dramatically increase Medicare Supplement sales in the coming years, you are positioning yourself for success. We’re excited and hope you are too!
Welcome to UA & First UA!
4 April 2012
April 2012 5
At ‘UA General Agency Office’?
A LOT!! You spoke, and we listened. The ‘UA General Agency Office’ website has been updated. It is now eASIeR to find important information, and the new design is USeR-FRIeNDLY:
• Links at the top and bottom of the Home page get you quickly where you need to go.
• Products/Rates is the area you use most frequently, and the link is located top left for quick access.
• Compliance Sheets are on the right side of the Products/Rates page.
• Rates are now located on Compliance Sheets, so you have what you need to make the sale in one convenient location.
• everything is there … Compliance Sheets, brochures, approval charts, marketing materials, the Ad Catalog, Laptop Sales Presentation, etc., but is now easier to locate.
• A new link to Home Office memos also has been added.
Log in to UAOnline (unitedamerican.com/logon) and check out the new ‘UA General Agency Office’ website.
6 April 2012
jon Ahlbum , Director Gary Owen, and Devin Barta of The Ahlbum Group
United American recently held a series of recruiting seminars and the results were spectacular! There is no doubt there are many talented individuals in the job market looking for new challenges and new direction. We can give these to them … together. Take advantage of our ‘I’m Appointed, Now
What?’ training webinars held every other Wednesday at 10 a.m., to get your new recruits quickly up to speed. To find your best candidates, use state-approved recruiting print ads* like those pictured on the next page available in the Ad Catalog at UAOnline.
• Substantially increase your Agency’s production?
• Qualify for Convention 2013 in San Diego?
• Increase the size of your Agency?
• Increase your Medicare Supplement production?
• expand the products you offer prospects and customers?
Accomplish all these and more by focusing on recruiting.
Contact the Director in your area to learn how
our team can assist you.
What’s your target for 2012?
April 2012 7Photos courtesy of Chuck Mankamyer
* Renewals are limited to sixth policy year on Guaranteed Issue Medicare Advantage replacements; not applicable in Washington state. ‘Income’ refers to compensation.
8 April 2012
Want a few good reasons to sell united American’s healthGuard Critical Illness and Cash Cancer policies?
• Many people don’t realize medical insurance does not address the full financial consequences of a serious illness. They focus on doctor and hospital bills, but not on uncovered expenses like supplementing lost income, travel expenses for special treatment options, etc.
• The average financial burden associated with recovering from a critical illness is a whopping $35,000, most of which relates to lost income.
• Nearly 50 percent of working Americans have less than $5,000 in savings to cover unexpected expenses related to a serious medical condition like stroke or cancer.
• Fifty-five percent of Americans who work full time are concerned a critical illness could impact the financial wellbeing of their families.
• Roughly 50 percent of those who currently purchase critical illness insurance are under age 45.
• eighteen percent of men and 17 percent of women who purchase critical illness insurance are between ages 25 and 34.
• Slightly more than 20 percent of buyers are over age 55.
*Does not apply to Medicare Supplement sales and is not available in New York for First UA. Sources: http://www.benefitspro.com/2012/03/05/younger-people-buying-critical-illness-insurance; http://www.benefitspro.com/2012/03/05/critical-illness-insurance-an-increasingly-importa
Help Your Customers and Help Yourself!
WhAT’S IT meAn To you?
• The need for critical illness and cancer
insurance is real!
• your market is excellent in all age
groups!
• health sales can help you qualify faster
for Convention 2013!
Don’t Forget! From April through june, United American offers doubLe ConvenTIon CredITS for all health products* - critical illness, cancer, hospital indemnity, accident, and MMGAP. If you haven’t offered these products to your customers, START NOW!! Brainshark online training for critical illness, cancer, accident, and MMGAP is available at UAOnline.
April 2012 9
• The Hotel Del Coronado on Coronado Island, our Convention site, is the largest wooden
structure in the United States.
• San Diego was originally named San Miguel by juan Rodriguez Cabrillo, the first Portuguese
explorer to land here, but was renamed San Diego by Sebastian Vizcaino, a Spanish soldier,
entrepreneur, explorer, and diplomat.
• Charles Lindbergh took off from San Diego on May 9, 1927, in the Spirit of St. Louis, headed
for New York before his nonstop flight to Paris.
• San Diego was known as the Tuna Capital of the World from the early 1930s to the late
1970s because it had the largest tuna fleet on the planet.
• San Diego hosted the 1996 Republican National Convention, the first national political
convention for the city.
• San Diego, long a proud military town, is home to more than 360,000 residents
with naval ties: sailors, Marines, civilian employees, retirees, and family members.
• San Diego Bay is home to 48 Naval surface ships, seven submarines, four coastal
patrol boats, and nine ‘United States Naval Ship’ vessels.
• The famed San Diego zoo has more than 4,000 animals from
800 species.
Get psyched for Convention 2013 in sunny San Diego!
Our spectacular host city is more than just a sun-filled Mecca of
tanned Californians and white, sandy beaches. For example …
..
Sources: http://www.destination360.com/forum/california/3206-6-interesting-facts-about-san-diego.html; http://www.google.com/search?UTF-8&rlz=1T4ADRA_enUS418US419&q=Sebastian+Vizcaino; http://blog.oldtown-inn.com/old-town-san-diego/san-diego-zoo; http://www.thebigbay.com/fun-facts.html
10 April 2012
PaCeSetterS CluBThrough March 2012, 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. rAy STevenS
3. JonAThAn AhLbum
4. mArk heLLer
5. devIn bArTA
6. ROGeR A. GRADY jR.
7. jULIA GILeLS
8. CASeY V. PALMeR
9. NATALIe L. COOPeR
10. VICTORIA A. MAjOR
11. CHRISTOPHeR N. GRAHAM
12. PHILIP B. ORTez jR.
13. VANDA WATSON
14. MATTHeW BROWN
15. FReD W. LeMAR jR.
16. jOHN W. STAMPeR
17. ANDReW M. FLITTNeR
18. kIMBeRLY HUNTeR
19. MICHAeL R. SOSSO
20. RICHARD MACHT
21. keRRY SACHS
22. RICHARD D. SAkHAROFF
23. BeDROS k. BeDROSSIAN
24. PAUL D. RICHARD
25. CATHeRINe e. HATTON
26. NANCY e. HURLeY
27. eLAINe T. FORHMAN
28. MARTIN L. SHAW III
29. eDWARD A. CATRON
30. AARON GORDON
PreSIDeNt’S CluBThrough March 2012, 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 LemArSunshine State Agency
3. ron ConCkLInRosenberg-Concklin, Inc.
4. CATherIne e. hATTonLong Island Insurance
Solutions
5. rAy STevenSStevens & Associates Insurance
Agency
6. keRRY SACHSSecure Retirement Solutions, Inc.
7. DAVID k. DANIeLSDavid K. Daniels & Associates
8. MARk HeLLeRHeller Insurance Agency
9. MIke STeVeNSFarm & Ranch Healthcare, Inc.
10. THOMAS G. STATkeWICzSylvan-James Associates, Inc.
11. PAUL SWeeNeYQuality First Insurance Agency, Inc.
12. CeNTURION AGeNCY, LTD.
13. PHILIP B. ORTez jR.Phil & Kathy Ortez Insurance Agency, Inc.
14. AMeRICAN eAGLe CONSULTANTS, INC.
15. jOHN STeVeN CARRAN
16. jOHN STAMPeRChoice Plus Benefits
17. eRIC S. SAVAGeSavage Financial Group, Inc.
18. RICHARD D. SAkHAROFFSecurity Benefits Group, Inc.
19. BeDROS k. BeDROSSIANBedrossian Insurance Agency
20. RICHARD S. SCHWARTzInsurance Center of S. Florida
21. ROBeRT L. POLLIeR jR.Senior Management Services
22. eLAINe T. FORHMANForhman Insurance Agency
23. PeTeR S. GeLBWAkSGelbwaks Executive Marketing Corp.
24. NAYeeM M. SIDDIQUeSiddique Insurance Agency
25. FAHeD ULAYYeTUlayyet Insurance Agency
26. jAMeS F. SCHULeRConsumer Group Services, Inc.
27. BeNjAMIN W. FINGeReTFingeret Insurance Agency
28. ROBeRT M. WROBLeWSkISOS Insurance Group
29. RONALD C. HARSHMANHarshman Insurance Agency
30. WORLD WIDe COVeRAGe CORP.
tOP PrOdUCerS
tOP PrOdUCerS
lIfe GeNeral aGeNtS health GeNeral aGeNtS1. MIke STeVeNS
Farm & Ranch Healthcare, Inc.16. jOHN W. HARRINGTON
Harrington Insurance Agency1. jONATHAN AHLBUM
The Ahlbum Group16. jOHN STAMPeR
Choice Plus Benefits
2. DAVID k. DANIeLSDavid K. Daniels & Associates
17. jeSSe e. BROWNBrown Insurance Agency
2. MICHAeL LeMARSunshine State Agency
17. eRIC S. SAVAGeSavage Financial Group, Inc.
3. jONATHAN AHLBUMThe Ahlbum Group
18. CeCIL A. PRUITT jR.Pruitt Insurance Agency
3. RON CONCkLINRosenberg-Concklin, Inc.
18. RICHARD D. SAkHAROFF Security Benefits Group, Inc.
4. jOHNNIe D. SNIDeRSnider Insurance Agency
19. HeRSCHeLL A. MCCOYMcCoy Insurance Agency
4. CATHeRINe e. HATTONLong Island Insurance Solutions
19. BeDROS k. BeDROSSIANBedrossian Insurance Agency
5. BANTee L. HALLHall Insurance Agency
20. SHARON N. LeWISLife Plus Insurance Services
5. RAY STeVeNSStevens & Associates Insurance Agency
20. RICHARD S. SCHWARTzInsurance Center of S. Florida
6. BLAINe G. kLOeCkNeRKloeckner Insurance Associates
21. BOBBY L. BAkeRBaker Insurance Agency
6. keRRY SACHSSecure Retirement Solutions, Inc.
21. ROBeRT L. POLLIeR jR.Senior Management Services
7. MeLVIN M. WILLIAMSWilliams Insurance Agency
22. jAMeS j. HAMMONHammon Insurance Agency
7. DAVID k. DANIeLSDavid K. Daniels & Associates
22. eLAINe T. FORHMANForhman Insurance Agency
8. keNNeTH R. GeMPeLeRGempeler Insurance Agency
23. jOYCe A. WADDLeWaddle Insurance Agency
8. MARk HeLLeRHeller Insurance Agency
23. PeTeR S. GeLBWAkSGelbwaks Executive Marketing Corp.
9. NAGIB F. kHALLOUFTrans Capital Financial & Insurance Services
24. keNNeTH R. BOWLINGThe Benefit Exchange
9. THOMAS G. STATkeWICzSylvan-James Associates, Inc.
24. NAYeeM M. SIDDIQUeSiddique Insurance Agency
10. GeORGe A. WALLACeWallace Insurance Agency
25. HeNRY L. LANeLane Insurance Agency
10. PAUL SWeeNeYQuality First Insurance Agency, Inc.
25. FAHeD ULAYYeTUlayyet Insurance Agency
11. MARk A. BRSANBrsan Insurance Agency
26. MICHAeL j. DUTTONDutton Insurance Agency
11. MIke STeVeNSFarm & Ranch Healthcare, Inc.
26. jAMeS F. SCHULeRConsumer Group Services, Inc.
12. SAMUeL A. DUNCANDuncan Insurance Agency
27. DeNNIS L. jOHNSONJohnson Insurance Agency
12. CeNTURION AGeNCY, LTD. 27. BeNjAMIN W. FINGeReTFingeret Insurance Agency
13. WILLIAM W. WHITeWhite Insurance Agency
28. DONALD L. BISHOPThe Bishop Agency
13. PHILIP B. ORTez, jR.Phil & Kathy Ortez Insurance Agency, Inc.
28. ROBeRT M. WROBLeWSkISOS Insurance Group
14. MACk M. DANIeLSDaniels Insurance Agency
29. LINDSAY A. BYRUMByrum Insurance Agency
14. AMeRICAN eAGLe CONSULTANTS, INC.
29. RONALD C. HARSHMANHarshman Insurance Agency
15. eDWARD B. keMM jR.Kemm Insurance Agency
30. CHARLOTTe j. HOSkINSHoskins Insurance Agency
15. jOHN STeVeN CARRAN 30. WORLD WIDe COVeRAGe CORP.
lIfe WrItING aGeNtS health WrItING aGeNtS1. VANDA WATSON 16. eDWARD B. keMM jR. 1. TIMOTHY j. AHLBUM 16. VANDA WATSON
2. jOHNNIe D. SNIDeR 17. CLAReNCe j. CARLSON jR. 2. RAY STeVeNS 17. ANDReW M. FLITTNeR
3. BANTee L. HALL 18. jOHN W. CRAVeN SR. 3. jONATHAN AHLBUM 18. kIMBeRLY HUNTeR
4. BLAINe G. kLOeCkNeR 19. jeSSe e. BROWN 4. MARk HeLLeR 19. MICHAeL R. SOSSO
5. WILLIAM R. CAMPBeLL 20. BOBBY L. CLANTON 5. DeVIN BARTA 20. RICHARD MACHT
6. MeLVIN W. WILLIAMS 21. GeORGe A. WALLACe 6. ROGeR A. GRADY jR. 21. keRRY SACHS
7. keNNeTH GeMPeLeR 22. CeCIL A. PRUITT jR. 7. jULIA GILeLS 22. RICHARD D. SAkHAROFF
8. ROBeRT C. LACkeY 23. HeRSCHeLL A. MCCOY 8. CASeY V. PALMeR 23. BeDROS k. BeDROSSIAN
9. NAGIB F. kHALLOUF 24. SHARON N. LeWIS 9. NATALIe L. COOPeR 24. PAUL D. RICHARD
10. PHILLIP SeIDeMAN 25. BOBBY L. BAkeR 10. VICTORIA A. MAjOR 25. CATHeRINe e. HATTON
11. MARk A. BRSAN 26. jAMeS j. HAMMON 11. CHRISTOPHeR N. GRAHAM 26. NANCY e. HURLeY
12. SAMUeL A. DUNCAN 27. jOYCe A. WADDLe 12. PHILIP B. ORTez jR. 27. eLAINe T. FORHMAN
13. WILLIAM M. WHITe 28. GARY F. GeeLS 13. MATTHeW BROWN 28. MARTIN L. SHAW III
14. NATALIe L. COOPeR 29. DOLOReS A. DAY 14. FReD W. LeMAR jR. 29. eDWARD A. CATRON
15. MACk M. DANIeLS 30. HeNRY LANe 15. jOHN W. STAMPeR 30. AARON GORDON
April 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 March 2012.
What Do You NeeD to Sell? If You’re a General aGent:
MOntH lIFe OnlY HealtH OnlY COMbIned
$180,000 NAP $350,000 NAP $350,000 NAP
Jan. $15,000 $29,167 $29,167
Feb. 30,000 58,333 58,333
Mar. 45,000 87,500 87,500
aPr. 60,000 116,667 116,667
MaY 75,000 145,833 145,833
JUne 90,000 175,000 175,000
JUlY 105,000 204,167 204,167
aUG. 120,000 233,333 233,333
SePt. 135,000 262,500 262,500
OCt. 150,000 291,667 291,667
nOV. 165,000 320,833 320,833
deC. 180,000 350,000 350,000
If You’re a WrItInG aGent:MOntH lIFe OnlY HealtH OnlY COMbIned
$100,000 NAP $150,000 NAP $150,000 NAP
Jan. $7,500 $12,500 $12,500
Feb. 15,000 25,000 25,000
Mar. 22,500 37,500 37,500
aPr. 30,000 50,000 50,000
MaY 37,500 62,500 62,500
JUne 45,000 75,000 75,000
JUlY 52,500 87,500 87,500
aUG. 60,000 100,000 100,000
SePt. 67,500 112,500 112,500
OCt. 75,000 125,000 125,000
nOV. 82,500 137,500 137,500
deC. 100,000 150,000 150,000
PRORATED CONVENTION QUALIFICATIONSAgents who contract after Feb. 1, 2012, have a reduced qualification period for the annual Convention by one or more months and a reduced production requirement.
Contract in:
February: 11 months or $137,500 combined NAP
March: 10 months or $125,000 combined NAP
April: 9 months or $112,500 combined NAP
May: 8 months or $100,000 combined NAP
June: 7 months or $87,500 combined NAP
July: 6 months or $75,000 combined NAP
Agents must be contracted and produce at a six-month minimum production level to be eligible for Convention.
San dIeGO 2O13ANNuAl CoNveNtioNJuNe 18-21 • Hotel del CoroNAdo
