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The news and ideas magazine for the Independent Agents of United American and First United American Life Insurance Companies
July 2014
Director of MarketingChristie Gibson
EditorsRoberta Boyd King Christine Perrenot
Social Media & SEO SupervisorGina Circelli
Graphic DesignerJohn Begg
[email protected] to update information for Summit or to submit news for the Editor’s page.
Home Office First UA972-529-5085 315-451-2544
Agent Service Center 800-925-7355 or email [email protected]
Supply Order Fax469-525-4290 attn: agency supply
Supply Order [email protected]
Websites unitedamerican.com unitedamerican.com/logon firstunitedamerican.com firstunitedamerican.com/office www.torchmarkconvention.com
Published regularly by United American and First United American Life Insurance Companies 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.
UA/FIRST UA CONVENTION PHOTOS Convention recognition will be in the August issue of Summit. In the meantime, view Convention photos on our official Flickr page at www.flickr.com/unitedamerican.
If you have quality photos from Convention you’d like to share, please email them to [email protected]. We’ll add them to the official Flickr page for everyone to enjoy.
ATTN: UA AGENTS ONLYAs previously communicated, new ProCare HDF policyholders with a policy effective date July 1, 2014, and after, are required to pay only $1,640 in out-of-pocket expenses of the $2,140 annual deductible amount during the remainder of 2014 before policy benefits take effect. The full amount of the 2015 deductible is required beginning Jan. 1, 2015, before policy benefits are payable.
This ProCare HDF deductible reduction only applies to United American, not First United American. Please contact Agency Service at 1-800-925-7355 or email [email protected] with questions.
ATTN: INDIANA AGENTS As previously communicated, United American has received a new rate approval for ProCare Medicare Supplement plans offered in Indiana. The rates for Plan HDF have decreased by 12 percent, and the rates for Plan A have not changed. The new business and renewal effective date is Aug. 1, 2014.
Detailed rate cards, which include all plans, rates, and pay modes, are available for download on the Agent website. Please contact Agency Service at 1-800-925-7355 or email [email protected] with questions.
ATTN: FIRST UA AGENTSAs previously communicated, the Cash Cancer application (NYCANLS-AP), has been updated to add two additional questions. Programming of the updated application will be completed in the near future. In the interim, Quality Assurance will ask the additional questions in a Quality Assurance Call (QAC) conducted on each application prior to policy issue.
Agents should begin asking these new questions at the time of application:
� As of the date of the application, does this person have any existing Specified Disease Coverage that includes Cancer, or any pending applications for Specified Disease Coverage that include Cancer?
� As of the date of the application, does this person have coverage for (7) seven or more Specified Diseases (e.g., Heart Attack, Stroke, End Stage Renal Failure, Major Organ Transplant, Total Loss of Eyesight, or Total Loss of Hearing)?
In addition, New York requires an Outline of Coverage for the $3,000 Accidental Death Policy (ADP) product. Outline of Coverage DS-NYINADP has been added to the Compliance Sheet on the First United American Agent website. The DS-NYINADP must be provided to each ADP applicant at the time of application. Please contact the Home Office at 315-451-2544 with questions.
ATTN: ALL UA AND FIRST UA AGENTS When faxing applications or using the iGO e-App®, do not collect a check for the initial premium for Medicare Supplement applications or initial deposit for the Reserve Fund Annuity (UA only). All banking information should be recorded on the Bank Draft form. If the applicant gives you a check or voided check, you must postal mail all material to the Home Office.Agents may access the Medicare Supplement and/or Reserve Fund Annuity Marketplace Bulletins on the UA General Agent website under ‘Training’ and on the First UA website under ‘Downloads’.
UA Agents should contact Agency Service at 1-800-925-7355 or email [email protected] with questions.
First UA Agents should contact the Home Office at 315-451-2544 with questions.
INTEREST RATES SET The Lifestyle Annuity rate for July 2014 is 3.00 percent. Rates are reviewed and adjusted accordingly. The Deposit Fund Rider new business interest rate for 2014 is 3.00 percent.
WORDS OF WISDOM
“ What lies behind us and what lies before us are tiny matters compared to what lies within us.”
~ Ralph Waldo Emerson, essayist, lecturer, poet, 1803-1882
2 July 2014 ENERGIZE
You're Halfway There ...
Welcome back from New Orleans!If you weren’t at #UAConvention2014, you missed one heck of a party! After all the Conventions I’ve attended as a GA or as a member of the Home Office team, you'd think they might lose some of their excitement. But they don’t. Each one is unique and special and gives me the opportunity to spend time with top producers of United American and First United American. Not only are you top-notch producers, you’re good people! I received a couple of emails from these good folks when I returned from Convention:
“Dear Chuck, Frances and I want to extend thanks to you and UA for making it possible for us to earn the Pacesetters Award for 2013. We are so sorry we could not attend the Convention in New Orleans but are doubly honored UA went to the extra trouble of sending us this award. We will continue working hard this year to extend that winning streak. We want to thank everyone at UA for products, pricing, and support that make Agents’ work so valuable when placing your products with clients.”
~ Bill and Frances Tamiso
“Hello Chuck. A big ‘thank you’ for all your efforts in making Diana and me feel welcome and appreciated at the UA New Orleans Convention. You and your team did another wonderful job. Another big ‘thank you’ for bringing Dave Oliver to the UA team. This gentleman is always there — tirelessly — for Agents. Dave Oliver is terrific! Lastly, a huge
‘thank you’ and ‘bravo, well done’ goes to your entire UA Agency Service team. Peggy Shaw has been a special gift from the good LORD; she works so diligently and is so patient with us Agents. Beverly Haller, Kristyn Shiflett, Christine Williams, Courtney Westbrook, Sarah Schaffer, and the entire Agency Service team do such a wonderful job. It’s no wonder I have been proudly writing UA products for thirty years. Thank you, Chuck, for your leadership in our great Company.”
~ Mark Heller
I appreciate hearing from the good people of UA and First UA, and I look forward to seeing many more of you in Boca Raton, Florida, in 2015. Make that extra push during the second half of this year, and you’ll be relaxing in the Florida sunshine before you know it.
Promote Cancer and CI SalesI’m excited about the Third Quarter Incentive we announced in the June issue of Summit. Given the cancer and critical illness statistics in our country, these policies are quickly becoming as important as life and health policies to a family’s well-being. Do you know an individual or family affected by cancer? I’d be surprised if you don’t. Many individuals and families here in the Home Office have faced cancer or another critical illness or had friends or acquaintances affected. I recently spoke with a Home Office employee whose husband is suffering from lung cancer and has not been able to work in almost two years. What a blessing a $50,000 Cash Benefit Cancer Policy
could have been for her and her family. Unfortunately, her husband didn’t have one. This is just one example of the thousands of people across this country dealing with cancer or a critical illness on a daily basis. The need for this coverage is immense, and that’s why I feel so strongly about promoting these products. Protecting the financial well-being of your customers is paramount. Earning an Amazon gift card is the icing on the cake. Check out the health-related statistics on page 7.
Get Ready for the AEP!The Medicare Supplement Annual Enrollment Period (AEP) is not far away, and you need to be ready. Recruit and train Agents NOW, so they can hit the ground running on Oct. 15, 2014. See page 5 to get the edge on the competition when you order leads from our recommended lead vendor list. Work with your new and existing Agents on perfecting their sales presentation so they are ready to roll come October. Take advantage of our free, online Brainshark training, our free, biweekly webinars, and our free, live workshops. Regional Directors Bob Kempner, Tom Hall, Gary Owen, National Director Ryan Sykes, and Senior Recruiter Mike Surrano are doing live workshops in August starting the week of Aug. 4, 2014. Check the website for exact dates and locations.
Can you feel that Florida sunshine on your face yet?
ENERGIZE July 2014 3
Charles Mankamyer Senior Vice President / General Agents
UNITED AMERICANAdams, Melissa A.Agboola, Alex O.Ahlbum, Donna M.Ahmann, James J.Akers-Tower, SharonAladesuru, OlumuyiwaAlert, MalaikaAllen, Christopher M.Alvarez, Rene R.Andalman, Scott W.Andrade, Pablo A.Androlewicz, Matthew J.Aronowitz, Donald J.Asere, DeannaAshby, Thomas F.Atef-Allam, RandaAvila, GriseldaBackus, Richard P.Badmus, Pelumi A.Baez, PedroBagley, Ronnie R.Bahadrian, AraBaker, Barbara L.Banovic, AndrewBarnes, Steven J.Barone, Diego M.Barrett, Colette L.Barrett, James W. Jr.Barthol, Jennifer B.Barwick, Dean D.Bauer, Judith M.Baylosis, Robert Ruel I.Bazan, JulioBearden, Robert R.Bell, Cynthia L.Bell, Winnifred H.Bennett, KevinBevel, MarshaBiggs, Mary E.Birnberg, JakeBlackburn, Charles E.Blare, Rocky D.Boldy, Richard N.Bomer, Fredrick L.Bonaparte, Barbara M.Bowles, Howard W.Bowles, Kevin W.Boyle, Alice C.Brandt, Peter L.Braxton, Brian L.Brieva, ClaudiaBroida, Jean C.Brown, CeliaBrown, Mia L.Brydon, Russell J.Buchanan, Joyce M.Bunchien, Buppha W.Bunger, Gerald E.Burk, JoeBurns, BarbaraButler, DianaCabudoy, MariaCampbell, David A.Candela, Russell J.Carlson, Jeffrey D.Carranza Robles, Leticia A.Carroll, AmandaCarter, John Jr.Cashin, Christopher A.Castanos, OliviaCeballos, ErickaCeballos, Javier F.Centi, Matthew S.Cervenka, Thomas E.Chacon, Edgar A.Chandler, Cynthia K.Chase, Paula A.Chavers, Bobby W.Childress, Michael V.Christophersen, ChrisClark, Craig T.Clark, Robert T.
Cohen, SamuelColeman, William D.Collier, Nathan J.Collier, Ralph L.Cooper, Cal E.Cormier, Tonnette S.Correale, Gregory A.Correia, Connie L.Coulter, Jack B.Coumerilh, Priscilla K.Creasey, Audrey L.Crespo, IvanCrossland, Clair G.Crutchfield, Henry C.Cubbage, John T.Daigneault, Joseph R.Darling, Leonard R.David, Donald W.Davis, Adam M.Davis, JackDavis, TyroneDay, Stephen P.De La Cruz, LuizDe Leon, JesseDempsey, Everett D.Denson, AnnieDent, Rithel A.Diaz, EdwardDicianni, PatriciaDickey, JohnDifronzo, MariolaDixon, Bradford E.Documet, Julio A.Dominice, Joseph C.Dooley, John C.Doran, Marcy H.Duenas, Sara C.Dunbar, JohnDunbar, SharonDunn, Melody M.Dupree, LeesaDupuy, AlexDuryea, Don B.Edwards, AzariahEdwards, DeniseEdwards, Gary R.Ellis, Anthony C.Ellis, Kenneth W.Ellis, SoniaErmscher, SheilaEstrada, DerlyEstrella, Nestor B.Ethridge, Jonathan D.Evans, ThomasEverett, WilliamFarmbry, Larry W.Feltes, ElsaFerguson, Roget E.Ferree, Timothy G.Fetzer, William R.Fiedler, Jeffrey G.Field, Keith R.Finch, Patrick L.Fincher, Christopher T.Finkel, MorrisFinley-Walker, YvonneFischer, Steven H.Fisher, LottieFisher, Mark J.Flagella, James A.Florence, Dennis L.Flores, Larry J.Flores, SusanaFlynn, Robert A.Fonseca, OswaldoFortson, William B.Fowler, JenniferFriedman, DonnaFroikin, Roger L.Gabai, DavidGabra, JosephGallo, Darren M.Garcia, MayrethGardner, Brooke
Garrett, KevinGeorge, CharlesGilead, DaveGilliams, CozellGlazer, Brian J.Golden, Robert E.Gonzalez, SandraGonzalez, Zulma Y.Gonzalez-Luna, VeronicaGoodwin, ConsueloGordon, AmosGovea, ErnestGranata, Dawn M.Gray, Charles J.Gray, Martin J.Greca, Donald W.Greeley, Warren E.Green, LillieGriffith, Geoffrey E.Grossberg, RubenGrossman, RichardGruwell, Sean D.Guerra, GuillermoHacker, Dan K.Hamilton, SigmundHankins, Terry L.Harper, MauriceHarris, JefferyHartman, Alan F.Hatler, Teresa E.Hazelton, D. ScottHemmelgarn, Dale L.Henry, David J.Henry, Penny L.Hernandez Sanchez, WilfredHernandez, Maria S.Hernandez, Michael E.Herscher, EugeneHightower, KelbyHill, John A.Hill, LynnHodgdon, James L.Howard, EarnestineHowells, John F.Hunter, Marvin D.Ihle, Gaylon H.Imahara, Clifford K.Insuasty, AliciaIn-Touch Resource Center, Inc.Irani, PatIuso, Tamahra C.Jaber, Rafeeq A.Jackson, Wayne L.Jamison, DianeJarrett, KimoJarusiewic, Deborah A.Jemison, Fred Jr.Jetton, Dewey J.Jhaveri, Deepak B.Johnson, BettyJohnson, MarkJohnson, Perry L.Johnson, Ronald L.Jones, CarolJones, RitchieKarol, ErdemKasten, AndyKaupp, David S.Kazmi, SabeehaKellermeyer, Michael O.Kelsey, HerbKessler, Paul D.Khan, YameenKidd, Emmanuel T.Kiefer, Scott R.Kirker, James R.Klein, SylviaKoch, EdgarKodari, SamKraujalis, Lawrence A.Kreft, ColleenKrueger, David S.Kuang, Angela L.Kuhtz, Steven
Kygar, Roy L.Labno, Julie A.Laird, Jerry R.Lam, JamesLanier, Deane T.Lantz, David R.Law, SharonLawson, Robert W.Leathers, Richard M.Lenti, John A.Leon, Adam N.Leone, Michael J.Lepidi, Susan A.Lester, Marc L.Lewis, David F. Jr.Lewis, DavidLewis, MarthaLewis, Michael J.Lipton, RonaldLivingstone, Adam S.Livingstone, LatheraLogan, JuneLombardi, MarisolLong, VickyLowe, Michael B.Lowthert, Keith A.Lyons, Felix J.Lyons, Jon D.Mack, DouglasMadden, Leanne N.Malley, Jeffrey K.Mallis, Nicholas M.Manning, KevinMarcos, MonaMartin, ZelegamiaMartinez De Escobar, KaelMartinez, JorgeMartinoski, JasminaMask, James C.Mathews, ChandapillaiMaxson, Ellen J.McCain, Aisha P.McClure, Michael L.McConnell, RandallMcCraw, Karen D.McFarlin, Danny R.McIlvaine, John H.McIntosh, HubertMeyer, JosephMeyers, Lawrence J.Mez, Johnny A.Milburn, Eddie J.Miller, Douglas W.Miller, John A.Miller, QiyamahMilligan, Janet L.Mirabella, RoxannMitchell, Freddie L.Moore, Michael D.Moreira, VeronicaMorgan, Robert W.Morgan, William M.Morris, Gena M.Moshrefi, RoushanakMotwani, RameshMurphy, PatriciaMurray, Omari A.Myers, William S. Jr.Nantz, Darren L.Negast, Anthony P.Nemmers, Theodore J. IINewton, James D.Nickerson, ChristianNielsen, GlenNolan, Brian A.Oakley, John L.O’Conner, ChristyO’Leary, Jerome M.Ortiz, GriseldaOrtiz, Walter D.Otero, RubenOwens, Martin H.Ozendes, Dennis C.Palmatier, Patrick
Pena, Mary F.Penrose, Karen A.Petersen, William P. IIIPeyton, MichaelPfister, Frederick C.Philipp, Mark E.Pia Purrazzo Insurance Agency, Inc.Ponton, Marcia K.Poroy, MariaPostma, Ronald J.Potts, Krista L.Powell, Daniel A.Priddie, Melvalyn C.Prine, Leslie E.Proano, PaulPruneski, John A.Putnam, VictoriaQuintana, Carole J.Radloff, Frank P.Radosh, Ralph R.Ragan, Mary J.Rahebi, HamidRamirez, MarioReaume, PatrickRedding, Lynn S.Reeves, Lala B.Richardson, Thomas S. Jr.Riffenburg, Michael A.Robinson, Jeffrey S.Rogers, Shelly H.Rosano, RaulRoscher, MariaRose, Vicki A.Ross, JuliaRukavina, Thomas M.Runde, Christopher J.Runge, DianaRushmore, Charles D.Rushmore, Keagan W.Saetre, SebastianSagarnaga Reyes, Mayra A.Sakamoto, WayneSala, Nestor R. IISamuels, Benjamin R.Sasso, Clifton T.Schlager, RobertSchroader, DaraSchwartz, IreneSchwartz, Stephen J.Secure Care, Inc.Seipp, Martha L.Serphos, James N.Sexton, Lacy M.Shade, Steven L.Shah, Sayed H.Shaw, Patricia R.Shellnut, Freddie L.Shepherd, ShannonSherman, RyanShokhkomyan, JosephSilvers, LynSimpkins, William E.Smerud, AllysonSmith, ElizabethSmith, Jerry L.Smith, Jonathan AndrewSnogren, Vicki L.Snowden, Sherri L.Sparacino, AndreaSpaulding, HeidiSpaulding, Lamar H.Spears, Robert E.Stacy, Richard D.Stanton, MelindaSteffl, Thomas J.Stephenson, Stephanie V.Stewart, HoraceStill, JerryStill, RobertStone, William G.Stratton, Larry R.Sturm, George H. Jr.Sullivan, Carol D.
Summers, Alicia M.Sweeney, John M.Taji, Maysara F.Tarver, SakyiaTaylor, EddieTenney, RichardTeran, Bryon A.Thompson, Gary R.Thompson, William E.Thornton, RobertThurston, Connie M.Tingesdahl, Terry L.Trombino, James J.Turner, Brian D.Uchida, Calvin T.Van Dyke, Dennis L.Van Flein, Peter H.Vann, Karen S.Varela, Roxana M.Vela, Patrick J.Verplancken, Dorothea M.Vidal, JaneWahler, Stanley J.Waldman, RichardWalker, ErnestineWalker, MichaelWallace, Richard A.Washington, PearleanWatts, ElsworthWaycasy, PamelaWhittle, William O.Whorms, Sharon R.Wiener, Pilar L.Wilder, Martha H.Wilkin, MarkWilliams, Cecil B.Williams, JamelWilliams, LeroyWillis, RosalindWilson, Donald C.Wilson, JudeWilson, LarhondaWirth, Cynthia R.Wojan, Dieter M.Wood, Charles D.Wood, Paul D.Woodall, Terry G. IIWoodrome, QuentinWu, TongWyatt, LisaXiong, FredYoung, Scott J.Zappa, Arthur T.Ziglar, James W.Zirkle, Ronald
FIRST UNITED AMERICANBarrett, PaulBrown-Secka, Jonelle S.Charles, PhilipCole, Linda S.Cutrone, Frank N.Delphin, MatthewFisher, LottieForay, GregoryHarris, VincentKasden, David E.Laskin, MurielMackle, DanielRedmond, MarciSerphos, James N.Soucie, Jay G.Teodosio, AlbertoVarshney, Durga P.Wolcik, Patricia D.Yard, Anthony
WELCOME TO Let us ignite the energy in YOU!
4 July 2014 ENERGIZE
FOR THE AEP!With Medicare Advantage plan cancellations affecting thousands of Seniors across the country, start preparing for the Annual Enrollment Period (AEP) that runs Oct. 15, 2014, to Dec. 7, 2014. According to Senior Vice President, Chuck Mankamyer, “The #1 way to get prepared for the AEP is to develop a relationship with a strong lead company.” UA and First UA offer a list of suggested lead vendors on the Agent websites, so contact a vendor(s) NOW to prepare for a successful AEP.
✲ Prospect America, Inc., offers Telemarketing Senior Leads that simplify prospecting for UA Agents. Always adhere to state and federal Do Not Call Guidelines. Federal guidelines are available on UAOnline.
✲ Check out the website at http://www.prospectamerica.net/shop/ or contact Jason Tidd, VP of Sales at 817-423-5151 for details.
Allyn Kramer of Kramer Direct has provided quality leads for UA and First UA Agents for years and taken part in Home Office seminars. Go to www.kramerdirect.com or contact Allyn at 888-572-6373 to learn more about the value of Direct Lead Mailers and Kramer’s ‘Lead Tracker’.
For almost 30 years, TARGETLEADS® direct marketing services has provided prospect lists and direct mail lead generation for the Senior market. Go to www.targetleads.com to learn more.
Go to ‘Leads’ and/or ‘Leads Program Information’ on the Agent websites to learn
how you can generate leads for life. And don’t forget … you earn 1,000 FREE Direct Lead Mailers when you sell two standard
Medicare Supplement policies during your first 30 days with the Company.
ENERGIZE July 2014 5
Kick up the energy level! Bring in new talent! Hire a vet!
Veterans can make outstanding insurance Agents. Because of their military training and experience, they are especially competent in these desirable areas:
★Integrity: Integrity is of tremendous importance in any profession, but especially in a financial profession. Veterans adhere to moral principles and professional standards reinforced during their military careers. They can be trusted to do what they say they will do when they say they will do it!
★Discipline: They carry out responsibilities with consistency and deliberation. They are willing to take the steps necessary to make the sale. When they set a time to make a presentation, they arrive on time and complete the presentation as required.
★Service: Veterans genuinely enjoy being active in the community and working with individuals and families to promote their financial well-being. Since many veterans are deployed and must leave their own families, they appreciate the vulnerabilities families can feel when the breadwinner is gone. They want to do their part to protect those families.
★Trust: Due to relationships they develop with other military personnel while serving, they create and retain strong relationships based on trust and integrity. And trust is generally the basis for a quality customer-Agent relationship.
★Entrepreneur: The entrepreneurial spirit runs particularly deep in veterans. Their levels of personal drive and their ability to think creatively in stressful situations make them excellent candidates for sales.
Their work ethic, leadership skills, and personal accountability forged during enlistment give veterans a take-charge approach to whatever career they choose after military service. They can make great additions to your Agency.
Source: http://www.fcjourney.com/five-reasons-military-veterans-make-great-financial-advisors; https://www.census.gov/newsroom/releases/archives/facts_for_features_special_editions/cb13-ff27.html
20.2 MILLION MALE VETERANS
1.6 MILLION FEMALE VETERANS
THERE ARE 21.8 MILLION VETERANS IN THE UNITED STATES.
6 July 2014 ENERGIZE
EXPAND YoUR
PRoDUCT oFFERING
CANCER AND CRITICAL ILLNESS
What's the result?
Did you know?Kick up the energy level! Bring in new talent! Hire a vet! Another way to energize your Agency is to
EXPAND YOUR PRODUCT OFFERING. This is a great time to increase your cancer and critical illness sales. Based on the stats below, the need is overwhelming, plus you can earn rewards during the Third Quarter Incentive.
In 2012, among Americans above the age of 18, more than 20 percent of men and approximately 16 percent of women smoked cigarettes.
33 percent of U.S. adults above the age of 20 have high blood pressure.
Diabetes has increased dramatically as overweight and obesity increase.
In 2012, almost 30 percent of adults did not engage in any type of aerobic, leisure-time physical activity.
Each week, more than 33,000 people in the United States suffer a heart attack or stroke.
Heart disease is the leading cause of death in the United States.
Cancer is the second leading cause of death, followed by stroke at #4.
Are you taking part in the Third Quarter Incentive? All appointed UA and First UA Agents are eligible.
From July 1, 2014, to Sept. 30, 2014, your cancer and critical illness sales earn you more than commission. Earn Amazon gift cards ranging in value from $50 to $500. The greater the NAIP you generate, the bigger the Amazon gift card. See the June issue of Summit for details or check out the home page of the UA/First UA Agent websites.
In spite of information disseminated about smoking, poor diet, and lack of exercise, a cancer or critical illness diagnosis is still all too common today. These illnesses create physical, emotional, and financial pain for individuals and families that can last for years. But you can help ease the financial burden when you sell a cancer or critical illness policy from UA or a cancer policy from First UA.
Source: Cancer Facts & Figures 2014, American Cancer Society; Heart Disease and Stroke Statistics – 2014 Update, American Heart Association.
ENERGIZE July 2014 7
Your new customer calls. He hasn’t received his policy yet. He’s afraid something is wrong. It’s 9 o’clock in the evening. You can’t call Agency Service. What do you do??
You go to UAOnline! The United American Agent Services website is a valuable resource for all Agents 24/7. If you’re new to UA Online, go to www.unitedamerican.com/logon, click ‘Register Now’ and follow the instructions on your screen to register. Complete the registration form and click ‘Submit’. It takes 24 hours after registering for General Agents to get access. Writing Agents can log on to UAOnline immediately.
The UAOnline landing page is your portal to the Agent Services website and provides access to valuable information.
Your logon credentials determine what you can view. If you’re a top level GA, you can access information for yourself, business you have written, and business for Agents who report to you. If you’re a Writing Agent, you can view information for yourself and policies you’ve written.
The left column contains links to:
✚ Status of in force and submitted business
✚ Agent statements
✚ Danger List (policies in danger of cancellation)
✚ e-App installation
✚ Troubleshooting Guide
✚ and much more …
The right column links to ‘UA General Agency Office’ where you can:
✚ Check product availability
✚ Locate premium rates
✚ Download sales materials
✚ Order supplies
✚ Access all Brainshark training
✚ Find Convention information
✚ Access and download Summit magazine
✚ Register for webinars and seminars
✚ and more ...
The right column also links to the State ‘Do Not Call’ lists and procedures, HIPAA guidelines, Partners provider locator, and the UA Ad Catalog. Take advantage of the wealth of information
available to you at UAOnline to get answers you need any time you need them.
Get Acquainted with UAOnline!
8 July 2014 ENERGIZE
SALES
Keep these principles in mind to make the most of sales opportunities:
1 Manage the sales process instead of trying to control it. Customers resent feeling powerless when faced with an Agent highly skilled at taking control. Today’s customers are informed and anything but passive. They want to control the sales process themselves, and that gives savvy Agents an opportunity to ‘manage’ it:
✦ Ask questions that engage the customer and get him talking about himself.
✦ Listen to the customer; repeat back to him what he said to be sure you understand it.
✦ Encourage feedback when you offer choices. Let him know his opinions matter.
✦ Clarify objections to gain insight into what the customer is thinking. The objection he voices initially may not be the true objection, so dig deep.
3 Be confident, but not too confident. Confidence is important, but having too much can come across as arrogance, ignoring criticism, and disregard for the concerns of your prospect. Instead, ask yourself:
✦ Do I really understand what the customer is looking for?
✦ Am I sufficiently prepared for the presentation?
✦ What don’t I know that I should know?
✦ Do I have a clear understanding of the competition’s solution?
✦ What could go wrong? Am I ready to handle it?
✦ Do I have answers to what the customer is likely to ask?
2 Talk about what the Company can do for the customer, instead of talking about the Company. There’s a big difference between the two. Make your sales presentation all about the customer. The time it takes to issue a policy or process a claim is probably more important to him than how long the Company’s been in business.
4 Work to get the response you want. Position yourself as a helper or facilitator, a person who knows the insurance business and has a true desire to help. Be willing to take a step back if your prospect is not ready to close the sale. Stay in touch on a regular basis, though, so you’re there when he’s ready. (And if he’s not ready now, he may have a friend who is.)
5 Ask for referrals. Whether you make the sale or not, ask for referrals. Do it at the start of your presentation or at the end, whatever seems comfortable for both you and the prospect. Referrals don’t need to be from the same age group as your prospect ... especially when you offer a varied product line. A Medicare Supplement prospect may have a son or daughter who could benefit from a life, cancer, or critical illness policy.
Source: http://www.lifehealthpro.com/2014/05/28/all-i-want-to-do-is-sell
ENERGIZE July 2014 9
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PACESETTERS CLUB
PRESIDENT'S CLUBThrough June 2014, these top producing Agencies and
Agents have the highest net combined annualized premium. They qualify to attend the annual Convention based on
Company production and retention requirements.
10 July 2014 ENERGIZE
1. MIKE STEVENS Farm & Ranch Healthcare, Inc.
2. NEAL STACY Stacy Insurance Agency
3. RONALD C. WOODLIEF Woodlief Insurance Agency
4. CHARLES A. LOPER JR. Loper Insurance Agency
5. FRANCES D. SALETT Salett Insurance Agency
6. ENSURITY GROUP, INC.
7. EDWARD A. MAXFIELD Maxfield Insurance Agency
8. JON AHLBUM The Ahlbum Group
9. JOSEPH MAISONET Maisonet Insurance Agency
10. MARCUS KABORE Kabore Insurance Agency
11. ORAN W. YOUNG Young Insurance Agency
12. LOREN A. OLGUIN Olguin Insurance Agency
13. MICHAEL E. SMITH Smith Insurance Agency
14. GREGORY A. LOERZEL Loerzel Insurance Agency
15. JOHN W. HARRINGTON Harrington Insurance Agency
16. SAMUEL A. DUNCAN Duncan Insurance Agency
17. LIONEL D. STOCKWELL Stockwell Insurance Agency
18. WILLIAM P. SCARCELLA Scarcella Insurance Agency
19. ROBERT M. WROBLEWSKI SOS Insurance Group
20. GEORGE L. MORTENSEN Mortensen Insurance Agency
21. MACK M. DANIELS Daniels Insurance Agency
22. HERSCHELL A. MCCOY McCoy Insurance Agency
23. DAVID K. DANIELS David K. Daniels & Associates, Inc.
24. JESSE E. BROWN Brown Insurance Agency
25. MIKE LEMAR Sunshine State Agency
26. MARTHA E. RANDALL Randall Insurance Agency
27. BENEFIT PLANS OF AMERICA, INC.
28. CHARLES E. WATERS Waters Insurance Agency
29. JOHN W. CLARK Senior Solutions Insurance Agency
30. PAUL W. PIERRE Pierre Insurance Agency
1. MARK A. SIMPKINS
2. EDWARD T. CODY
3. RONALD C. WOODLIEF
4. LEE A. MCGRIGGS
5. FRANCES D. SALETT
6. DORA SOLIS
7. CICERO MORRIS
8. WILLIAM E. CRAIGHEAD
9. MARCUS KABORE
10. ORAN W. YOUNG
11. JOSEPH MAISONET
12. LOREN A. OLGUIN
13. ROBERT C. LACKEY
14. MICHAEL E. SMITH
15. ROBERT R. PARKER
16. JOHN W. CRAVEN SR.
17. SAMUEL A. DUNCAN
18. LIONEL D. STOCKWELL
19. WILLIAM P. SCARCELLA
20. CARLTON R. HAWKINS SR.
21. GEORGE L. MORTENSEN
22. TONYA KOGER
23. MACK M. DANIELS
24. HERSCHELL A. MCCOY
25. JESSE E. BROWN
26. ROGER A. GRADY JR.
27. MARTHA E. RANDALL
28. CHARLES E. WATERS
29. DERON J. EDMOND
30. PAUL W. PIERRE
1. JON AHLBUM The Ahlbum Group
2. MIKE LEMAR Sunshine State Agency
3. CATHERINE E. HATTON Long Island Insurance Solutions
4. RON CONCKLIN Rosenberg-Concklin, Inc.
5. RAY STEVENS Stevens & Associates Insurance Agency
6. EDWARD L. SHACKELFORD The Assurance Group, Inc.
7. ROBERT M. WROBLEWSKI SOS Insurance Group
8. SCOTT E. MEDNICK Professional Insurance Systems of Florida
9. PAUL T. SHELDON Paul Sheldon Insurance & Benefits Planning
10. PHILIP L. ROBBINS Robbins Insurance Agency
11. SHAWN T. SCHROEDER Jack Schroeder & Associates, Inc.
12. JOSEPH MAISONET Maisonet Insurance Agency
13. FRED M. ULAYYET Senior Care Insurance Services, Inc.
14. SCOTT J. SCHWARTZ Insurance Protection Services
15. PAUL SWEENEY Quality First Insurance Agency, Inc.
16. JAMES F. SCHULER Consumer Group Services, Inc.
17. MARK HELLER Heller Insurance Agency
18. PETER S. GELBWAKS Gelbwaks Executive Marketing Corp.
19. JOHN W. CLARK Senior Solutions Insurance Agency
20. AMERICAN EAGLE CONSULTANTS, INC.
21. RICHARD S. SCHWARTZ Insurance Center of S. Florida
22. CENTURION AGENCY, LTD. 23. CENTERSTONE INSURANCE
& FINANCIAL SVCS.24. NAYEEM SIDDIQUE
Siddique Insurance Agency25. STUART ALAN
Senior Care Insurance Center 26. RICHARD D. SAKHAROFF
Security Benefits Group, Inc.27. MARC ZUM TOBEL
Consolidated Insurance Group, Inc.
28. CARMEN A. RODRIGUEZ Landers-Stein & Associates
29. JOHN W. STAMPER Choice Plus Benefits
30. THOMAS G. STATKEWICZ Sylvan-James Associates, Inc.
1. TIM AHLBUM
2. PAUL T. SHELDON
3. KERRY SACHS
4. PHILIP L. ROBBINS
5. RAY STEVENS
6. DEVIN M. BARTA
7. FRED M. ULAYYET
8. SCOTT J. SCHWARTZ
9. EDWARD A. CATRON
10. JON AHLBUM
11. MARK HELLER
12. JAMES A. LAUGHLIN
13. AARON GORDON
14. JOSEPH A. JAFFE
15. DEXTER R. SAYLOR
16. CHAD A. ROBBINS
17. JACKSON EDWARDS IV
18. JASON STEVENS
19. RICHARD D. SAKHAROFF
20. JEFF D. HACKMEIER
21. ROBERT HOLZMAN
22. BEVERLY J. KINGSLEY
23. CHRISTOPHER N. GRAHAM
24. JULIA GILELS
25. JOHN W. STAMPER
26. CATHERINE E. HATTON
27. JULIO C. CORTES
28. ROBERT V. TANTILLO
29. KEITH E. CLEVELAND
30. GARY S. KEMPLER
LOOK FOR YOUR NAME ON FACEBOOK AND TWITTER!
LOOK FOR YOUR NAME ON FACEBOOK AND TWITTER!
ENERGIZE July 2014 11
LIFE HEALTH
LIFE HEALTH
GEN
ERA
L A
GEN
TS
WR
ITIN
G A
GEN
TS
BOCA
RATON
FLORIDA
2015 CONVENTION JUNE 18-21, 2015, BOCA RATON RESORT & CLUB
WH
AT Y
OU
NEE
D T
O Q
UA
LIFY
IF
YO
U A
RE A
GEN
ERA
L A
GEN
T:
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
WH
AT Y
OU
NEE
D T
O Q
UA
LIFY
IF
YO
U A
RE A
WR
ITIN
G A
GEN
T:
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
Agents who contract after Feb. 1, are prorated for Convention qualification. For example, contract in March and the Agent life/health requirement is 10 months or $125,000 of combined NAP. Minimum NAP for an Agent who contracts in June is six months or $75,000
combined NAP. Agents must be contracted and produce at a six-month minimum production level to be eligible for Convention.
