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The news and ideas magazine for the Independent Agents of United American and First United American Life Insurance Companies
September 2013
Chuck MankamyerSVP General Agents
Gary OwenRegional Director
David OliverDirector of e-Applications
Senior Marketing Communications ManagerChristie Gibson
Content SupervisorKatrina Kotzen
EditorRoberta Boyd King
Staff WriterChristine Perrenot
Jr. Social Media WriterGina Circelli
Graphic DesignerJohn Begg
[email protected] to update information for Summit
Home Office First UA972-529-5085 315-451-2544
Agent Service Center 800-925-7355 or e-mail [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.
ATTN: All GENERAl AGENTSContracting with United American and First UA is now easier and faster with the new Agent Appointments Automation System, available through UAOnline:
• Appointment paperwork is online and automated• No forms to download and no checks required, unless a
check is the appointee’s preferred method of payment• Faster processing time and great tools to follow up and
monitor the status of your invitations
HOW DOES It WOrk?• Upon a request you initiate through the Agent
Appointments Automation System, UA/First UA sends the prospective Agent an e-mail invitation to begin the appointment process.
• The prospective Agent completes and electronically signs the online appointment paperwork and provides credit card information for the payment of appointment fees.
• Data is transmitted to Agent Licensing in the Home Office. If the prospective Agent doesn’t have a credit card, a check may be mailed to the Home Office.
• Once the application is approved for appointment and payment is processed, a supply Starter Kit is shipped to the Agent. Supplies are not shipped to noncontracted Agents.
• You receive e-mail updates concerning status of prospective Agent applications.
WHO CAn PArtICIPAtE?Any UA/First UA independently contracted Agent may use our new Agent Appointment Automation System. However, before you begin, you must be registered on UAOnline to access the Agent Appointments link.
HElPFUl tIPS:Make sure applicants check both their Inbox and Spam mail folders for their e-mail invitation. Applicants receive invitations within five minutes of completing your invitation request.
Make sure the applicant submits his/her application by pressing the green ‘Submit’ button.
Brainshark training is available for the Agent Appointments Automation System via a link on the system’s webpage under ‘Help’ along the upper right side. Contact Agency Service at 800-925-7355, or e-mail [email protected] with questions.
INTEREST RATES SETThe lifestyle Annuity rate for Sept. 2013 is 3.00 percent. Rates are reviewed and adjusted accordingly. The Deposit Fund rider new business interest rate for 2013 is 3.00 percent.
ATTN: UA AGENTS ONlY PROCARE HDF DEDUCTIBlE REDUCTIONIn an effort to help you write new business and maintain high persistency, new ProCare HDF policyholders with a policy effective date Oct. 1, 2013 – Dec. 31, 2013, are required to pay only $1,110 of the $2,110 annual deductible amount during the remainder of 2013 before policy benefits are payable by United American.
rEMInDEr: The calendar year deductible is set by the federal government each year and will most likely increase. The full amount of the 2014 deductible will be required beginning Jan. 1, 2014, before policy benefits are payable.
This deductible reduction applies only to United American, not First United American.
Please contact Agency Service at 1-800-925-7355 or e-mail [email protected] with questions.
ON THE ROAD AGAIN IN FlORIDA Chuck Mankamyer, Senior Vice President of General Agents, and Gary Owen, Regional Director, are holding FREE, live recruiting and training Agent seminars the week of Sept. 30, 2013, in the Sunshine State. David Oliver, Director of e-Applications, will highlight the new iGO e-App® for Medicare Supplement sales, which may take your Medicare Supplement production capabilities to new levels of success during the coming Medicare Advantage AEP.
Register at UAOnline or contact your Director or Recruiter for exact times and locations in Florida and for our live seminars in New York on Oct. 8, 9, and 11.
PlEASE jOIN US. IT’S GOING TO BE A GREAT wEEk!
Mon., Sept. 30: OrlandoTues., Oct. 1: tampaWed., Oct. 2: Punta GordaThurs., Oct. 3: Fort lauderdaleFri., Oct 4: West Palm Beach
2 SEPTEMBER 2013
Carpe Diem … seize the day! It’s an expression you’ve heard many times. When an opportunity presents itself … seize it and make the most of it! In September that means Life Insurance Awareness Month (LIAM), the optimum time to refocus on selling UA’s Fundamental Life Series I and II. Regardless of how old (or young) your prospects and customers are, EVERYONE needs life insurance. If you haven’t been selling life products, take the Brainshark ‘Fundamental Life Series’ training on the UA General Agency Office website to brush up. See page 8 and get back in the game of LIFE!
ClOSING IN ON 4TH QUARTER AND THE START OF MEDICARE ADvANTAGE AEPOctober is creeping up on us too, and that means the start of the fourth quarter. Are you and your Agency where you want to be in terms of recruiting and production? Will you be heading to New Orleans in 2014? If you’re not sure, it’s not too late to make the changes you need to score big in 2013.
One thing that can help is the Medicare Advantage Annual Enrollment Period (AEP). Nothing is more challenging and exciting than the start of the Medicare Advantage AEP, always an extremely busy time for UA and First UA Agents … and a time frame to which ‘Carpe Diem’ definitely applies. Beginning Oct. 15, you have almost eight weeks to bring disenrolled Medicare Advantage members into the UA or First UA family of Medicare Supplement policyholders. If you need good reasons to sell Medicare Supplements, consider the following recently reported by CSG Actuarial, an actuarial consulting firm that works with both insurers and Agents:
y Since 2006, Medicare Supplement annualized new business premium
growth has been steady and will continue to grow, increasing opportunity for insurers and Agents.
y During the next 11 years, the number of Medicare beneficiaries will increase by 17 million.
y By 2022, the number of Medicare beneficiaries will be 34 percent higher than in 2012, and Medicare Supplements are primed to grab a substantial portion of the market.
y Many employers are removing Medicare-aged retirees from their employee health plans and providing them a stipend to find new coverage … like a Medicare Supplement.
y The top five states in Medicare Supplement sales in 2012 were California, Illinois, Florida, Texas, and Pennsylvania … large populations with lots of Seniors.
y Growth in the Medicare Advantage program has slowed and will continue to slow over the next several years, in part due to implementation of the ACA.
According to a recent retiree healthcare survey by consulting firm, Aon Hewitt, in addition to employers who have already dropped retiree coverage, more than 60 percent of employers surveyed are reassessing their long-term retiree health strategies because of the ACA. Depending on their decisions, many more Seniors, who were part of a retiree group health plan, will be signing up for Original Medicare and likely seeking a Medicare Supplement.
See pages 6 and 7 for reminders about selling to disenrolled MA members during the Medicare Advantage AEP and business submission requirements.
HOw IMPORTANT IS TRAINING?Another supplemental health insurer recently asked 400 new Agents to list the most important factors in deciding to accept an insurance sales job. Sales training was at the top of the list! How important is training? Extremely important! During this fourth quarter, our live seminars and webinars will focus heavily on the Medicare Advantage Annual Enrollment Period and the new iGO e-App® for Medicare Supplement sales and are a great training venue for you and your Agency members. If you haven’t attended a live seminar or webinar recently, check the UA General Agency Office website for dates and locations and sign up today.
The fourth quarter is the most exciting time of year. You’re down to the wire. Time is running out. It’s NOW or never. It’s a real challenge to turn what may be an average year into one of your most productive. But it can be done. It just takes the right mindset! Accept the challenge! Get your adrenaline flowing! It can take you to a new level of accomplishment and help you become better than you’ve ever been before. No matter how you look at it, the potential for Medicare Supplement sales is amazing now and will be for many years to come. The opportunity is there; you just need to seize it!
SEPTEMBER 2013 3
Charles Mankamyer Senior Vice President / General Agents
Welcome to
the Sky’S your only limit When you like We do!
United AmericAnAbbitt, William J. Jr.Adams, Thelma N.Aguirre, WallyAgyekum, Desmond K.Ahmed, Shakil M.Albert, RichardAllen, Carolyn S.Allen, Lucy A.Alspaugh, Thomas W.Altieri, LouisAltman, KennethAlvarez, EmanuelAmaro, HilarioAmbachew, TadesseAmerican Benefit Services, Inc.Andrade, Sara B.Ash, RobertAssociated Insurance Group, Inc.Augsburger, Randall W.Austin, Dale G.Backert, GeorgeBaker, Francoise M.Bankerd, Charles K.Banu, ZaheraBarker, KennethBarnes, Gregory M.Bassett, Larry A.Bassham, David J.Batina, Kit A.Bazis, John J.Bazzell, Edward W.Benefit Marketing Services, Inc.Berman, AlanBerman, Allan R.Berry, Jimmie D.Berryman, Orlando N.Biddle, Ellis R. Jr.Blaker, Joshua M.Blanc, Vick J.Bledsoe, LewisBlue, LawrenceBolivar, Jamie L.Bousum, Richard C. IIBousum, Richard C. Sr.Bradbury, Algene L.Brenner, Robert I.Bright, Michael D.Briskey, Frances K.Brown, Gilbert L.Bruscia, Anthony J.Buchanan, Timothy C.Burns, KennethBurns, Tyler W.Calderoni, DoreenCalkins, MichaelCambron, Stephen E.Camp, SheilaCampbell, Angela P.Campbell, William E.Canoy, Richard L.Carey, Jerry G.Carlton, LewCaron, Jeffrey M.Castro, Gaudencio Jr.Castro-Frenzel, Jose A.Catlin, Barbara A.Chapman, Michael D.Cheek, Donovan C.Chernick, JackChildres, MarkChlebak, John V.Christie, JohnChristopher Jean, Athioum
Clemens, RyanClure, Jayce D.Collie, John Jr.Colvin, Burton E.Cox, BrianCryer, George L.Cunningham, William T.Curan, Susan E.Dauphinee, KevinDavis, RickDavis, Stephen A.Deangelis, PaulDegen, ChristopherDegrandpre, JeffDehaven, LowellDelaosa, Octavio A.Deng, AndyDias, Joao M.Dickerson, Jerome I.Diemer, James E.Dilatush, TheresaDimaline and Associates, Inc.Douglas, BarbaraDressman, TomDue, Loren C.Duncan, Christopher R.Dyce, Leopold A. Jr.Edmonds, Mark A.Eger, George M.Eldred, Kerling M.Elsberry, Mary T.Englishbee, Brenda N.Epie, KennethEricksen, Jerome F.Esquivel, ThomasEvans, James Jr.Everett, Michelle L.Farris, Robert D.Fischer, Robert D.Fisher Battle, Gail F.Fleming, Gregory V.Fleming, Kathrine G.Flores, Daniel C.Forbes, Carie E.Ford, Beverly M.Forde, AnthonyFuller, Kelley R.Gaines, Arthur L.Garbark, PaulGarcia, Jesse P.Garcia, Maria T.Gardner, Arthur D.Geiger, John C.Giles, ChanelGohde, Andrew R.Gonzalez Cook, GloriaGrace, Kathryn L.Green, Blake V.Greene, Earl W.Gregg, Joe W.Gude, William F.Guidote, Manuel G.Guist, Hollie J. Jr.Guo, HongGutierrez Pagan, RobertoGutierrez, Beatrice A.Hall, AndreiHall, Terry W.Hamilton, LarryHamilton, Tim M.Hand, Joel M.Haniph, Rosalie Z.Harmon, Robert L.Harrah, Mark R.Harris, Christine
Harris, JackHarris, Jonathan V.Harris, Terry M.Hawkins, Deborah A.Hays, Ken M.Haywood, Michele A.Hearn, John W. IIIHeatherly, Sherry L.Hehman, Lloyd H.Heinen, PaulHemnani, Gobind C.Henderson, James E.Henning, WilliamHer, KevinHill, JerryHodskins, Terry L.Horanoff, Barbara G.Howe, Michael J.Hudson, DrinaHughes-Morris, Melanie R.Hulbert, James H.Hupp, Norman C.Hurst, Linda M.Iannelli, Joseph A.Imfeld, ToniIngram, TeresaIrving, GreggIzzo, Carol A.Izzo, ThomasJackson, CatreenaJames, JenniferJaurequi, Daniel J.Jelks, JenniferJohns, Phillip B.Johnson, Michael J.Johnson, MiladiJones, FitzgeraldJones, John M.Jones, RitaJones, Timothy J.Julian, AshleyKaplan, Neil A.Kariuki, LincolnKast, MargotKatz, Kathyrn D.Katz, Michael D.Kearns, TomKeating, Joseph L.Khan, Aziz M.Kim, NamsooKimathi, Carlos D.Kintz, Bruce A.Kirksey, CliftonKoch, KellyKomforty, SamuelKosmiski, SteveKroll, John C.Kurtz, William M.Lash, MiltonLecompte, Michael A.Lee, Hak C.Lewis, Daniel R.Lewis-Wiliams, CynthiaLezcano, MauricioLinder, Lee J.Lober, Jerome J. Jr.Lofaso, Anthony M.Lombardo, Cassandra A.Louis, Michael F.Lovelady, Gary LynnLowe, Larry R.Lozano, Ruben P.Machado, Carlos J.Mack, WillieMai, Que V.
Mak, Peng T.Malowney, George R.Manning, Walter E.Mansfield, David C.Maples, JonathanMarcum, Gloria J.Marill, Marcia A.Martin, SewellMartin, Sharon C.Mason, James O.Mason, Katrina B.Massillon, RobertoMayfield, Don R.Mayfield, Patricia C.McBride, EmilyMcClure, TaylorMcCoy, William E. Jr.McCracken, Patricia E.McEwen, MarkMcGeoy, Jacob M.McGeoy, ShellyMcGinnis, Michael C.McPayten, Richard F.Meagher, Darby P.Means, JohnMedinger, Howard L.Merit Insurance Services, Inc.Meyer, Odd IIIMicek, Charles J.Miller, Robert G.Mills, Alton G.Milton, ZenaphaMinnick, Timothy A.Moll, Jeffrey A.Monte, Teresa M.Morgan, James H.Morris, Derrick L.Mosley, JackMoyher, Joseph M.Mullennex, John J.Mundy, Matthew J.Muradian, EllenMurphy, Ramon B.Nagy, Frank A. Jr.Nalven and Schroeder Ins. Agency of IllNaqshband, PatriciaNelson, GregoryNicely, Brian D.Noack, Gerri Sr.Nokes, Mark D.Northrup, Mark B.Norwood, KimberlyNosel, Robert J.Novak, Kenneth P.Nowell, Horace M.Nowickas, Gary A.O’Keefe, DavidOBrien, Kevin M.Osborn, Myron K.Osborne, William J.Packer, WendiePalermo, Patricia J.Pallekonda, JayachandPanfil, Curt A.Parhm, John R.Parisi, Amie A.Park, LawtonParsons, Charles M.Pastuhov, NinaPavlik, David L.Peart, Elliott S.Petty, MarvinPhillips, Eric L.Phillips, Marcus
Pierce, ScottPlutowski, Mary C.Polit, Carlos E.Powers, Sharan S.Pratt, Janice E.Prausa, Gerald J.Price, Herbert B.Prindle, Dennis C.Pritchard, JamesPrudden, BillRands Agency, Inc.Reardon, JohnReichert, Michael G.Respess, James W.Reyes, NelsonReynolds, JanelRichter, LeeRichwine, Charles E.Riley, Lu JeanRobbins, Deborah A.Roberson, Kenneth D.Roberts, RichardRobins, Gerald L.Robinson, John M.Robley, Tim P.Roesing, Gary A.Roseva-Petrova, Anna V.Rough, Herbert L.Russo, James H.Ruths, David W. Jr.Saco-Vertiz-Deza, Carlos M.Samdperil, Stephen A.Sanders, BarbaraSanders, Keith A.Sanders, TavonSchlegel, Jeanne K.Schroeder, ElkeSchroeder, Janis R.Schultz, KimerySchwarz, Kathleen B.Scott, Charles R.Scott, Cheryl L.Sears, PhyllisSerr, JenniferSethuram, RamShah, SheetalShiffer, Allan W.Shirazi, SirousSlay, Curtis J.Small, Leander Jr.Smith, Brent M.Smith, Derek C.Smith, Larry R.Smith, Turner F.Snodgress, Marcus D.Snyder, Shirley K.Sobocinski, Gregory M. Jr.Sodders, Tommy L.Spagnuolo, FrancescoSpence, Eugenia C.Spina, Ciro J. Jr.Stephens, DennisStephens, GailStinnett, Phil J.Stone, Harry D.Suthar, LataTate, Hezekiah A.Tawwab, Sultan H.Thomas, JesseThomas, Steven B.Thompson, Linda M.Thornton, Donald G.Tiernan, Teresa L.Timothy, RonaldTirpak, David R.
Tokar, Christine A.Toole, M. K.Touchon, MichaelTownes, Stuart J. Jr.Tracy, JaimeTrask, DavidTrebing, Connie L.Trujillo, Michael A.Tullier, MichaelTumminia, RonaldTurner, Gladys G.Turner, KimaraUradu, BobbyUsher, Debbie L.Vaughn, William P.Viglietta, Maritina C.Vitelli, Mark A.Waas, Cathi C.Wade, KellyWalker, Randy S.Wall, JosephWalters, Nina L.Wang, MasonWanser, Mark A.Wassmer, Jeremiah E.Watson, IveyWatson, PaulWeir, Theresa N.Westfall, Christopher L.Whalen, John L. Jr.White, Kirk R.Wilkerson, Cecil H.Williams, David E.Williams, Roger J.Wilson, Robert J.Winholtz, Brian N.Wisser, StevenWoodall, Robert E. Jr.Woods, Jessica Z.Yates, Larry S.Young, Ryan G.
FirSt United AmericAnAhmed, TharwatAledort, Paul J.Corneal, Stephen C.Cupello, Robert S.Daniels, John M.Daume, ChristopherDavidoff, KennethDumas, CharlesFraga, Julia C.Jaclin, DonaldKalogeras, DonKaminski, DianeMasone, GregoryMavretich, RobertMerit Insurance Services, Inc.Mollon, ChristianMontreuil, JamesSalmon, MarkSalmon, SandraShakes, Lloyd O.Tepperman, BarbaraTirpak, David R.White, Sheila A.Winholtz, Brian
4 SEPTEMBER 2013
why use the UA Agent website?Are you taking advantage of the support available to you on the UA General Agency Office website accessed via UAOnline (www.unitedamerican.com/logon)? Find a multitude of downloads – rates, advertising materials, applications, Agent memos, marketplace bulletins, product information … all kinds of helpful resources and also get immediate access to training. Instant communication and knowledge is at your fingertips.
If you have questions, the website has a variety of digital materials designed to get you the information you need. Take the ‘How to Use Agent Services website’ Brainshark to brush up on your website navigation skills.
Get involved with UA Social Media!Do you use Social Media outlets such as Facebook, Twitter, linkedIn, etc., for recruiting, brand awareness, and interaction with other Agents? Do you realize Social Media is a venue for free publicity and a way to promote a positive image for United American and First United American? Share with potential recruits through posts and tweets what you think is great about our Companies and get reinforcement from other Agents and the Home Office. Find links to all of UA’s Official Social Media pages at www.uageneralagency.com.
✦ The fastest growing demographic on Twitter is the 55 to 64 age bracket*.
✦ Every second two new people join linkedIn*.
✦ Facebook has 1.15 billion monthly active users as of june 2013**.
*Business Insider 2013**Facebook Newsroom 2013
United American provides access to technology and resources that enable you to be more efficient in your sales presentations and ultimately more successful
in your career. Providing you with high-tech resources and tools is a win/win for everyone! Are you taking advantage of all that’s available?
Get involved in UA’s Social Media by repinning fun pictures on UA’s Pinterest, tagging UA in a Facebook post, or tweeting. You’ll start to notice how effective your interactions through technology can be.
Stay connected ! Next month, United American and First United American are implementing a new online technology to revolutionize the way you sell Medicare Supplements. The iGO e-App® for Medicare Supplement sales is almost here!
SEPTEMBER 2013 5
WHy? Get involved!
Get tHe
FactS!
Ladies
Looking for Opportunity?
Looking for Opportunity?
Looking for Opportunity?
Look no further!You can sell Medicare Supplements year-round, but when you’re working with Medicare Advantage members, your window of opportunity is limited. MA members can make coverage changes during two specific periods each year, not including Special Election Periods. The first period starts Oct. 15.
United American has been selling Medicare Supplements for almost fifty years and First United American for almost thirty.
We’re not going anywhere and will be here when you and your customers need us!
United American has been selling Medicare Supplements since 1966 and
First United American since 1986.
We have a long tradition of serving Seniors and will be here when you and
your customers need us!
During the Medicare Advantage Annual Enrollment Period from Oct. 15 – Dec. 7, individuals with Medicare may:
Switch from a Medicare Advantage Plan back to Original Medicare
Switch from Original Medicare to a Medicare Advantage Plan
Switch from one Medicare Advantage Plan to another Medicare Advantage Plan
Why Do MA Members Switch?
There are several reasons why MA members may want to change their coverage and look for a new plan:
Change in MA plan coverage or plan costs
MA member’s doctor/hospital withdraws from plan’s network
Plan is no longer available in MA member’s area
MA organization does not renew contract for new plan year with CMS
Why Sell UA and First UA Medicare Supplements?
According to a recent CSG Actuarial report, second quarter 2013 results from Medicare Supplement companies indicate strong growth in in-force policies and earned premiums. Medicare Supplement insurers like United American and First United American are steadily gaining market share.
United American has long been recognized as a leading writer of individual Medicare Supplement products. According to the lastest NAIC Medicare Supplement Loss Ratios, 2011 Medicare Supplement Insurance Experience Reports*, United American is among the top 12 in the overall Medicare Supplement market. With the upcoming introduction of the iGO e-App® for Medicare Supplement sales and the Medicare Advantage Annual Enrollment Period about to begin, it’s a great time to be a UA or First UA Agent. *July 2012
Sources: http://csgactuarial.com/news/2nd-quarter-medicare-supplement-numbers/; http://www.medicare.gov/Pubs/pdf/11219.pdf
6 SEPTEMBER 2013
Medicare AdvantageAnnual Enrollment Period
starts October 15!
Looking for Opportunity?
Looking for Opportunity?
Looking for Opportunity?
Look no further!
United American has been selling Medicare Supplements for almost fifty years and First United American for almost thirty.
We’re not going anywhere and will be here when you and your customers need us!
United American has been selling Medicare Supplements since 1966 and
First United American since 1986.
We have a long tradition of serving Seniors and will be here when you and
your customers need us!
When submitting an application for a disenrolling MA member during the Annual Enrollment Period (Oct. 15 - Dec. 7) or the Annual Disenrollment Period (Jan. 1 - Feb. 14), include a copy of the applicant’s Medicare card with the application. In addition include one of the following:
Copy of the signed letter the applicant sent to his/her MA plan requesting disenrollment - OR
Signed statement by the applicant that he/she requested disenrollment from his/her MA plan, and indicating how the request was made — by contacting the MA organization by phone or Internet, or calling 1-800-MEDICARE - OR
If involuntarily disenrolled or nonrenewed, a copy of the applicant’s MA plan disenrollment notice (after Feb. 14, you may only submit a copy of the MA plan disenrollment notice)
Documents should be dated and include the name of the MA company from which he/she is disenrolled and the MA plan termination date.
Fully complete application; properly document answers to replacement questions; and provide appropriate replacement and termination forms. Please remember:
1. Provide MA plan start and termination dates.
2. Involuntarily disenrolled members complete Part III, Section I of application, providing name of MA company, date of termination, and reason for termination. (UA only)
3. Voluntarily disenrolled members complete Part III, Section II of application, providing name of MA company, date of termination, and reason for termination. In addition, questions 1 and 2 must be answered. (UA only)
4. Replacement forms must be completed by marking ‘Disenrollment from a Medicare Advantage Plan’ and a brief explanation of the reason for disenrolling.
Don’t forget …
Guaranteed Issue applies when selling a Medicare Supplement to an involuntarily disenrolled MA member; health questions are not answered, and the application is NOT underwritten.
Guaranteed Issue DOES NOT apply when selling a Medicare Supplement to a voluntarily disenrolled MA member; health questions must be answered and the application underwritten.
Guaranteed Issue always applies in New York, but you must indicate MA plan start and termination dates in Part II, Question 3(a) of the NYMA14 application.
SEPTEMBER 2013 7
How do I complete an application?
A Septembe
r to Rem
ember!
Did you know?
This September is the 10th anniversary of life Insurance Awareness Month
(lIAM) sponsored by LIFE Foundation. The annual September campaign is
designed to promote the importance of life insurance to consumers and Agents.
This year’s LIAM celebrity spokesperson is Boomer Esiason. Boomer is known as a
record-setting NFL quarterback, an analyst for The NFL Today on CBS, and cohost
of Boomer and Carton on WFAN in New York. Boomer learned the importance of
life insurance at a very young age when he lost his mother to cancer. He knows it’s
critical for families to be adequately insured in the event a loved one passes away.
No one wants to talk about life insurance, but …
Becoming a life insurance policyholder is a gift of love to those
left behind after a loss. Beneficiaries may not have to alter
their lifestyles after a life-changing event if they’re financially
protected. Consumers must realize they need to talk about life
insurance now, in case the unexpected occurs tomorrow.
Life can change in an instant, and as a United
American Agent you have the opportunity to
be a superhero by protecting families that need
coverage. Learn more about Boomer Esiason and
LIFE Foundation at www.lifehappens.org.
➤ Among households likely to buy life insurance in the next year, 35% say they haven’t bought it sooner because no one has approached them about it.
➤ 30% of U.S. households have no life insurance, and only 44% have individual life insurance.
➤ 50% of U.S. households (58 million) say they need more life insurance.
➤ 86% of consumers who believe they need life insurance haven’t purchased because they think it’s too expensive.why should you sell life insurance?
Because
everyon
e needs
it!
United American has term life and whole life
plans ranging from face amounts of $1,000 up to
$500,000 that are guaranteed renewable, portable,
and available for families and individuals. With
Fundamental life I and Fundamental life II plans,
Agents can offer several options to consumers to
meet their needs, including a variety of riders.
Consumers want to feel confident that if they die
unexpectedly, their families can pay monthly bills,
continue living in the family home, and finance a
child’s future college education. life insurance
buys loved ones time to grieve a loss, pay off
debts or loans, and provide family members the
chance to move on with their lives.
Source: LIMRA 2013
8 SEPTEMBER 2013
If you haven’t attended a live recruiting and training seminar, you’re missing an amazing opportunity. Check the UA General Agency office website for dates and locations of upcoming events.
WHY ATTEND LIVE RECRUITING AND TRAINING SEMINARS?
“Many times the transfer of both product
and sales knowledge is best transferred on a personal basis. I believe it is very important for us and the Agent to develop a
personal, long-term relationship with their Director.”
- SVP of General Agents Chuck Mankamyer
“It’s especially important new Agents register to attend our
live seminars for many reasons, but specifically to connect and meet with Home Office support staff personally,
which helps to develop rapport … not to mention the great information, fresh ideas,
important updates, and key marketing tips offered that provide support to our
Agents to ensure their success.”- Regional Director Gary Owen
“Wow, what can I say about the training event with United American? Great information and delivered with
common sense. Chuck Mankamyer and Tom Hall gave me some great insight into
our business and how to grow my little company and stay ahead of the curve.
Thank you to the team at the Home Office. Keep up the good work!”
- Newly contracted Agent, Andre Blakely
“Whether you’re new to the business or an experienced Agent, I encourage you to come to the live
seminars, meet your UA management team, and other General Agents who care and appreciate the valuable work we do. I
have attended many live seminars, and each time I have broadened my knowledge base
and learned new sales techniques.” - Agent Kerry Sachs
‘Mr. Medicare’
“Thank you for a great seminar on Monday.
It was fantastic.”- Agent Bruce Eason
Chuck Mankamyer with Austin,TX, MGA David Bell, who attends as many live
seminars as possible.
“I especially wanted to compliment you (Danielle Kirschner) and your presentation.
Your friendly, enthusiastic approach is great. I have never attended a presentation
more than once with any company in 35 years. I have attended your presentation
now three times, and I have learned something new every time.”
- Agent David Pagington
SEPTEMBER 2013 9
#2
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PreSident'S cluB
PAceSetterS cluB
6. Catherine e. hatton Long Island Insurance Solutions
7. Paul Sweeney Quality First Insurance Agency, Inc.
8. robert M. wroblewSki SOS Insurance Group
9. John StaMPer Choice Plus Benefits
10. Shawn t. SChroeder Jack Schroeder & Associates, Inc.
11. aMeriCan eagle ConSultantS, inC.
12. Paul t. Sheldon Paul Sheldon Insurance & Benefits Planning
13. Mark heller Heller Insurance Agency
14. Fahed M. ulayyet Ulayyet Insurance Agency
15. John J. CoSta Agent Services of America
16. Peter S. gelbwakS Gelbwaks Executive Marketing Corp.
17. John Steven Carran
18. david k. danielS David K. Daniels & Associates
19. JoSePh MaiSonet Maisonet Insurance Agency
20. riChard d. SakharoFF Security Benefits Group, Inc.
21. PhiliP b. ortez Jr. Phil & Kathy Ortez Insurance Agency, Inc.
22. Centurion agenCy, ltd. 23. brian w. baaCke
Baacke Insurance Agency
24. earl d. dworkin Dworkin Insurance Agency
25. SCott J. SChwartz Schwartz Insurance Agency
26. nayeeM Siddique Siddique Insurance Agency
27. Stuart alan Senior Care Insurance Center
28. thoMaS g. StatkewiCz Sylvan-James Associates, Inc.
29. JaMeS F. SChuler Consumer Group Services, Inc.
30. Sandy a. JaCobSon Jacobson Insurance Agency
6. Mark heller
7. edward a. Catron
8. gary S. keMPler
9. John w. StaMPer
10. Fahed M. ulayyet
11. Jon ahlbuM
12. ChriStoPher n. grahaM
13. robert holzMan
14. MiChael kline
15. riChard d. SakharoFF
16. aaron gordon
17. Sandra k. StevenS
18. Matthew brown
19. roger a. grady Jr.
20. kenneth r. delauter Jr.
21. earl d. dworkin
22. PhiliP b. ortez Jr.
23. SCott J. SChwartz
24. viCtoria a. MaJor
25. alexander e. Mairano
26. robert v. tantillo
27. MarCie MaiSonet
28. david StoCkdale
29. JaCkSon edwardS iv
30. beverly J. kingSley
Through august 2013, 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.
Mike leMar Sunshine State Agency
ray StevenS
ray StevenS Stevens & Associates Insurance Agency
kerry SaChS
SCott e. MedniCk Professional Insurance Systems of Florida
devin M. barta
ron ConCklin Rosenberg-Concklin, Inc.
Paul t. Sheldon
Jon ahlbuM The Ahlbum Group
tiM ahlbuM
10 SEPTEMBER 2013
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1. Jon ahlbuM The Ahlbum Group
2. Mike leMar Sunshine State Agency
3. ray StevenS Stevens & Associates Insurance Agency
4. SCott e. MedniCk Professional Insurance Systems of Florida
5. ron ConCklin Rosenberg-Concklin, Inc.
6. Catherine e. hatton Long Island Insurance Solutions
7. Paul Sweeney Quality First Insurance Agency , Inc.
8. robert M. wroblewSki SOS Insurance Group
9. John StaMPer Choice Plus Benefits
10. Shawn t. SChroeder Jack Schroeder & Associates, Inc.
11. aMeriCan eagle ConSultantS, inC.
12. Paul t. Sheldon Paul Sheldon Insurance & Benefits Planning
13. Mark heller Heller Insurance Agency
14. Fahed M. ulayyet Ulayyet Insurance Agency
15. John J. CoSta Agent Services of America
16. Peter S. gelbwakS Gelbwaks Executive Marketing Corp.
17. John Steven Carran
18. david k. danielS David K. Daniels & Associates
19. JoSePh MaiSonet Maisonet Insurance Agency
20. riChard d. SakharoFF Security Benefits Group, Inc.
21. PhiliP b. ortez Jr. Phil & Kathy Ortez Insurance Agency, Inc.
22. Centurion agenCy, ltd.
23. brian w. baaCke Baacke Insurance Agency
24. earl d. dworkin Dworkin Insurance Agency
25. SCott J. SChwartz Schwartz Insurance Agency
26. nayeeM Siddique Siddique Insurance Agency
27. Stuart alan Senior Care Insurance Center
28. thoMaS g. StatkewiCz Sylvan-James Associates, Inc.
29. JaMeS F. SChuler Consumer Group Services, Inc.
30. Sandy a. JaCobSon Jacobson Insurance Agency
1. roy a. Malone
2. MaCk M. danielS
3. Marita a. robiSon
4. tereSa Marotto
5. MiChael JohnSon
6. ronald C. woodlieF
7. george a. wallaCe
8. edward d. williaMS
9. lee a. MCgriggS
10. JeSSe e. brown
11. kenneth r. geMPeler
12. John r. MCbrayer
13. larry n. huCkeba
14. deniS b. MitChell
15. denniS F. Sierra
16. owen M. MettS
17. gregory l. JohnSon
18. anthony g. SMith
19. loren a. olguin
20. riChard l. goebel
21. MiChele M. MitChell
22. Mark butCher
23. williaM M. blaCkFord iii
24. John a. lowden
25. CurtiS w. bradSher
26. douglaS S. heCk
27. deberoh JohnSon
28. Fred riChardSon
29. vinCent CoSta
30. riChard M. boweS
1. tiM ahlbuM
2. ray StevenS
3. kerry SaChS
4. devin M. barta
5. Paul t. Sheldon
6. Mark heller
7. edward a. Catron
8. gary S. keMPler
9. John w. StaMPer
10. Fahed M. ulayyet
11. Jon ahlbuM
12. ChriStoPher n. grahaM
13. robert holzMan
14. MiChael kline
15. riChard d. SakharoFF
16. aaron gordon
17. Sandra k. StevenS
18. Matthew brown
19. roger a. grady Jr.
20. kenneth r. delauter Jr.
21. earl d. dworkin
22. PhiliP b. ortez Jr.
23. SCott J. SChwartz
24. viCtoria a. MaJor
25. alexander e. Mairano
26. robert v. tantillo
27. MarCie MaiSonet
28. david StoCkdale
29. JaCkSon edwardS iv
30. beverly J. kingSley
1. robert M. wroblewSki SOS Insurance Group
2. MaCk M. danielS Daniels Insurance Agency
3. Marita a. robiSon Robison Insurance Agency
4. tereSa S. Marotto American Insurance Center, LLC
5. MiChael JohnSon Johnson Insurance Agency
6. ronald C. woodlieF Woodlief Insurance Agency
7. george a. wallaCe Wallace Insurance Agency
8. edward d. williaMS Williams Insurance Agency
9. CharleS a. loPer Jr. Loper Insurance Agency
10. Mike StevenS Farm & Ranch Healthcare, Inc.
11. JeSSe e. brown Brown Insurance Agency
12. kenneth r. geMPeler Gempeler Insurance Agency
13. John r. MCbrayer McBrayer Insurance Agency
14. larry n. huCkeba Huckeba Insurance Agency
15. Mike leMar Sunshine State Agency
16. Jon ahlbuM The Ahlbum Group
17. deniS b. MitChell Mitchell Insurance Agency
18. owen e. MettS Metts Insurance Agency
19. gregory l. JohnSon Johnson Insurance Agency
20. anthony g. SMith Smith Insurance Agency
21. loren a. olguin Olguin Insurance Agency
22. riChard l. goebel Goebel Insurance Agency
23. Mark butCher Butcher Insurance Agency
24. williaM M. blaCkFord iii Blackford Insurance Agency
25. CurtiS w. bradSher Bradsher Insurance Agency
26. arland d. Powell ADP Enterprises
27. Fred riChardSon The Richardson Group
28. vinCent CoSta Costa Insurance Agency
29. riChard M. boweS Bowes Insurance Agency
30. SaMuel C. Corey iii The Brokerage Resource, Inc.
Look for your name on Facebook and Twitter!
SEPTEMBER 2013 11
liFe heAlthG
ener
Al
AG
entS
Writ
inG
AG
entS
liFe heAlth
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
wri
tin
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.
It’s The
Big Easy
in 2014!
The Roosevelt New Orleans June 26-29, 2014
