PERSPECTIVE

rom the desk of Roger Smith

Execulive Vice President, Director OF Agencies

“ро not go where the path may lead, go instead where there is no path and leave a trail.” —Ralph Waldo

Emerson

2 AL The Spolight + March 2000

Teamwork — A Prerequisite to Success

Tread an article recently that described the seven essential parts of teamwork: listening, questioning, persuading, respecting, helping, sharing and participating. Now think of these words as building blocks — building blocks to your success.

Last month I focused on how having the right attitude makes a difference when approaching each sale. This month I would like to center on the importance of teamwork and how a team effort can contribute to individual success.

I believe that here at American Income we are a part of something that is greater than just selling insurance. I feel we are a team with à network of resources.

L encourage you to tap these resources provided by your fellow Agents. Listen to their ideas, question their methods, respect their insights and participate in their success. Great leaders want to share their knowledge and offer others personal motivation.

We are committed to providing our Agents with the tools, or building blocks they need, in order to succeed. Building a foundation of success is what American Income is all about.

By accepting the challenges of making your jobs both easier and more rewarding we are paving the way for more individuals to recognize the great opportunity offered by American Income.

At our annual Convention I introduced our theme for the remainder of the year — Step up, so others can step in, 2000 in 2000. We have a shared responsibility in making this goal a reality — What does it mean you?

Once again I say —Step up, so others can step in, paving the way for 2000 Agents in 20001

Continuing the legacy, carrying the torch,

Tips FROM THE ТОР

‘Steve Polederos

Southfield, MI SGA: Zeidner-Cowan

"Му years of experience in the human services and the unique opportunity available at AIL have helped to make me a top producer while filling the needs of our union brothers and sisters.”

Timothy Cruise Downer's Grove, IL

SGA: Scott Smith

“Lam relentless in pursuit of my commitment to excellence. In our Agency ше experience a sense of urgency every day and believe that while good things come to those who wait, they are only the things left over by those who hustle. 1 hustle,”

Walnut Greek, CA SGA; Jatoft-Foti

"According to Epicurus, The greater the difficult, the more glory in surmounting it.”

March 2000 Tre Spo

PROMOTIONS

MGA BoNus

AIL | Ali Shahrak Massachusetts

lain McGarvie-Munn Pat Shehan

Connecticut

Andrew Falensky Surace-Surace Ohio

Thomas Teogan AML | Rick Altig AIL Wisconsin

Promoted To General Agent

William Bennick David Hausman Georgia

Scott Hunter Steve Friedlander New Zealand

Viadimir Opra Larry Geneser Kansas

Shelley Varley Rick Altig Washington

Patrick Pickford

AIL | Michael Busico California

Jerry Colley AML | Rick Altig і Minnesota

Joe Hathor Scott Smith T] Illinois

Mitchell Clem. William Devine Texas

Ronald Robie Mark Hancock Indiana

Promoted To Master General Agent

Lynn Erickson Bertini-Busico California

David Ragland Matt Blumert Maryland.

Promoted To Regional General Agent

Michael Knapick. Scott Smith Illinois

4 AL The Speight» Morch 2000

‘Steven Edgell Michael Busico California

‘Susan Klein Cohen-Rutt. California

Randall Sarver Scott Alexander Delaware.

Anthony Нап! Eric Giglione New Jersey

James Schneider. Robert Glover Michigan

Thomas Ferris Robert McKenzie Rhode Island

Kenneth Solts Rick Altig Idaho

MGA Monthly Bonus Program

Ап MGA is eligible for a bonus equal to five percent (5%) of the monthly Net ALP on each Agent under them who has a Company Average Net to Gross, a Company Persistency, and a minimum of 56,000 of Net ALP. This bonus will be increased to eight percent (8%) on any qualifying Agent during their first six months. This would be from the Agent's code date or hire date. This is available on personal production of all Agents, SAs, GAs and Agents coded to those SAs and GAs under the MGA.*

There is no persistency requirement for the MGA and no maximum number of Agents that the MGA can have to receive the five percent (5%) monthly bonus.

All MGAs must have three active Personal Producing Agents, SAs or GAs within the month to qualify for this bonus and they must have coded at least one new Agent in the qualifying production month.

Effective April 1, 2000 — in order for a MGA to be eligible for the MGA Monthly Bonus Program, the MGA and Agents must have Company Persistency and/or Company Net to Gross. Level three persistency and net to gross will be used as a comparison оп MGAs іп the first eight months from

contract. After the eighth month both net to gross and persistency will be used, * This is exclusive of the MGA's personal production

Ed Orell $8,932

Jeffrey Dinocento $4,821

Ryan Whitley $4,548

Kevin Khadivian $4448

Wilbur G. Smith $4267

Christine Campbell. $4220

Stephen Liberto $3,493

Hurst Kopp 53270

Thomas Foley 53209

Dan Stevens $3,127

Rory Lee

$2895

Michael Knapick $2,785

Hans Wikle

$2325

Vlad Y. Basov 52308

Lee Conti

52286

David Brister $2221

Doreen Ryan-Foti $2212

Yaroslav Bitman $2,134

Isaac Soussana $2070

Jeffory Churchfield $1,972

Mija Orlovic. БЕЯ

Andy Zomaya s1917

James Engel siana

Michael S. Pritchett $1,817

Erik Graham $1,795

Dennis Muth $1,779

Brian Traboulay $1,730

Roger Fung $1,706

Stacie Williams $1,686

Gary Williams $1,528

William Cook DENI

James Isip

$1335 Melinda-Rae Lyse $1200

Stove Foti sum

Tyrone Conard $1,199

Guy A. Rouelle $1,198

Mitchell Look $1071

Matthew Wood $1,007

James Logan $997

J. Saul Quiroz зз!

Jeffrey Ногвку Seo

Timothy Gray sen

Ervin Wheeler $775

Shashi Parekh $728

John Hancock $700

Janice King $585

Nicholas Nitkowskl $505

Christopher Cass. Б]

Eric Dionne

$558

Robert Smith

$537

John Arabian

$491

George Vrban $486

Ronald Vanwoesik 3465

Stuart Chirnside $982

Lamar Daniels $375

Kyle Winebrenner S951

Terrance Brennan $350

Robert Colley $322

Eric Schott

$312

March 2000 The роон АШ. 5

ТОР INDIVIDUAL PRODUCERS — FEBRUARY ТОР INDIVIDUAL PRODUCERS — YTD

All Time Record to Beat

Net ALP | Year А |шеш |" [ў Name [were Pers [war | мл [sca

1. Ruben Soberanes 2. Timothy Cruise 3. Steven Polederos 4. Frauline McGuire. 5. James Dattilo 6. Gleb Ostrovsky 7. Michael Silver 8. Brian Traboulay 9, Lawrence Hauck

10. J. Saul Quiroz

11. Harry Levine

12. Vito Pecoraro

13. Angeles Ordas

14. Steve Khadivian

15. Ola Okseter

16. Andrew Kay

17. Kurt Johnson

18, Jeffrey Horsky

19. Adel Kouhari

20. Roland Parker

21, Peter Nikolov

22. Wesley Bangs

23, Alan Becker

24, Shirley Brown

25, Mark Sabina.

26, Kelly McDonald

^ Nick Mayes

28, Chris Wittenbach

29, Arkadi Nulman

30, Edward Farley

31. Mitchell Clem

32. James Schneider

33, Lewis Prochnau

34, Yevola Green

35, Levi Clock

36. Rajeev Arora

37. Camilla Goldy

38, Christopher Bacheller

39, Stephen Ross

40. Edward Brown

41. Ryan Stangler

42. Marisol Portillo-Mata

43. John William.

44, Wendell Bangs

45. Norman Barfoot

46, Eddie Dhillon

47, Russell Mortis

48, Thomas Reddoch

49, Kane Ali

50. Michael Oliva

All Time Record to Beat

Net ALP | Year an Tra $221,368 | 1999 [Name [netatr | Pers [wer [ мол — ал

2. Steven Polederos 3. Ruben Soberanes 4. Brian Traboulay 5. James Dattilo

6. Gleb Ostrovsky 7. Steve Khadivian 8. J. Saul Quiroz 9. Wesley Bangs 30. Angeles Ordas 11. Michael Crain 12. Shirley Brown 13. Diana Watkins 14, Alan Becker

15. Kelly McDonald 16, Marisol Portillo Mata. 17. Wendell Bangs

18. Arkadi Nulman 19. Andrew Kay

20. Leanne Hughes 21. Scott Sonnenberg 22. Vito Pecoraro

23 Levi Clock

24. Chris Wittenbach 25, Jack Seitz

26, Scott Remmey

27. Edward Brown 28. Ola Okseter

29. Michael Perkins 30. Adel Koubari

31. Nick Mayes

32. Mitchell Clem

39. Stanley Jones

34. Mark Bleier

35. Michael Oliva

M SEG

37. Peter Novellino 38. Julio Arriola

39. Rebecca Francis. 40. James Schneider 41. Russell Morris

42. Jerry Colley

43. David Iriye

44. Iain McGarvie-Munn. 45. Michael Silver

46, Mark Sabina

47. Edward Farley 48. John Huber

49, James Harris

50. Frauline McGuire

sEsgseSSSESRERERUESSUS

ssssssepEeuecssaESssSPESARBE

ssspsesssrqspsuBSassEEsussessssssqsEBsserfESeasssuasuss

5 m 6 IL The зоры - Mach 2000 March 2000 Tie Spotigh ML. 7

ТОР INDIVIDUAL PRODUCERS

W 2. Timothy Cruise

Downer's Grove, IL SGA: Scott Smith

A R 1, Ruben Soberanes

Walnut Creek, CA SGA: Jatoft-Foti

3. Steven Polederos.

Southfield, MI SGA: Zeidner-Cowan

4. Frauline McGuire

St. John's, NF. SGA: Anne O'Driscoll

Tai D

5. James Dattilo

Altamonte Springs, FL SGA: Marc Zipper

6. Gleb Ostrovsky

Ridgeland, MS SGA: Justin A. Jones

“Quality only happens when you care enough to do your best.” — Anonymous

8 AMI. Do ойо + Mareh 2000

1. Michael Silver.

Raleigh, МС SGA: Larry Weiner

Wendell Bangs Timothy Cruise Arkadi Nulman Brian Traboulay

| Auckland, NZ SGA® Steve Friedlander

SGA

Rick Altig Scott Smith Larry Geneser Rick Altig

# of Times Qualified

Total Net ALP

8. Brian Traboulay

Burnaby, ВС SGA: Rick Altig

LET D

San Diego, CA SGA: Michael Busico

Persistency

$41,166

90.79

# of Times Qualified

Total Net ALP

$43,236 $64,746 $48,404 $54,701

Persistency

82.09 82.24 82.70 89.56

March 2000 The Spoligh AIL 9

Bonus

750+ Bonus

600+ Bonus

Timothy Cruise. SGA: Scott Smith

Gleb Ostrovsky SGA: Justin А. Jones

500+ Bonus

M. Dattilo SGA: Marc Zipper. Vito F. Pecoraro SGA: Eric Giglione

Lawrence Hauck SGA: Stove Friedlander Steven Polederos

SGA: Zeidner-Cowan

Harry T. Levine SGA: Kein Pawlowski J. Saul Quiroz

SGA: Michael Busico

Frauline McGuire SGA: Anne O'Driscoll Ruben Soberanes SGA: Jatott-Foti

Angeles A. Ordas SGA: Michael Busico Brian Traboulay SGA: Rick Alig

Abdulrazzaq Ahmed SGA: Robert Glover Norman Barfoot SGA: Dan Rubio Christine Campbell SGA: Cohen-Hartman John D. Franklin. SGA: Cohen-Rutt Stanley Е, Jonos SGA; Кейп Pawlowski Andre A, McGuire SGA: Rick Alig Michael Perkins SGA: JatottFoti Thomas Reddoch GA: Kovin Pawlowski Gilbert Sclacqua SGA: Jatot-Fot Marilyn М. Sisco SGA: Rick Alig Anthony Vestal SGA: Larry Geneser

SGA: David Hausman Maria Bellajaro SGA; Rick Alig Jerry L. Colley SGA: Rick Alig Mark Gagliardi SGA: Jatot-Foti Steve Khadivian SGA: Scott Smith Russell Morris SGA: Marc Zipper Daniel 8. Pharos SGA: Marc Morton Wallace Robinson SGA: Rick Attig Jack H. Seitz SGA: Hancock-Boles Scott Sonnenberg SGA: Larry Geneser Johnnie Wallace SGA: Scot Sth

10 ALL Tie рой + Merch 2000

Julio Aprahamlan ‘SGA: Joseph Manone Mark W. Bleier SGA: Gary Bleler John W. DeRosier SGA: Rick Alig Steve E. Godbout SGA: Ramin Kouladji Herman Н, Libman ‘SGA: Usa D'Amico Eric R. Nichols SGA: Scott Smith Vedran Pipinic SGA: Rick Alig

Joni L. Roby

SGA: Marc Morton Kobina A. Sekyi SGA: Joseph Manone Ryan Stangler SGA: Mare Zipper Diana L. Watkins SGA: Bruce Gilpatrick

Darrell Ballard SGA: Jatoft-Foll Timothy Braquen SGA: Rick Alig Eddie Dhillon SGA: Scott Smith James D. Harris SGA: Eric Giglone Ramin Maghsoud SGA: Larry Кийасек Peter Novellino SGA: Rick Alig Marisol Portillo-Mata. SGA: Cohen-Rutt Stephen J. Ross SGA: Stove Friedlander Donald T. Shuck SGA: Mark Hancock David С. Sumabat SGA: Rick Alig John L. William ‘SGA: Marc Zipper

Wendell C. Bangs SGA: Rick Alti Daniel P. Brown SGA: Mark Hancock Albert DiMarco

SGA: Rick Alig Leanne M. Hughes SGA: Eric Gigiona Benjamin Mancillas. SGA: Danny Van Houten Michael L. Oliva SGA: Cohen-Hartman Ronald Raphael SGA: Cohor-Rutt Paul D. Rumbuc. SGA: Victor Hancock Michael Silver SGA: Larry Weiner Tony К. Sutton SGA: Larry Genesor

Terrence Banks SGA: Surace-Suraco Edward М. Brown SGA: Marc Morton James R. Engel. SGA: Patrick Shehan David T. нуе

SGA: Cohen-Rutt lain McGarvie-Munn. ‘SGA: Patrick Shohan. James M. Peate SGA: Mare Zipper

Rajeev Arora Edward E. Farley Adel M. Kouhari Roland R, Parker Mitchell L. Clem Chris Wittenbach SGA: Rick Alig SGA: Mare Zipper 5А: Robert Glover. SGA: Tom Wiliams SGA: Wiliam Devine SGA: Justin A. Jones Levi б. Clock ‘Andrew C. Kay Ola Okseter Shirley J. Brown Јейгеу Horsky SGA: LamyGeneser SGA: Rick Alig SGA: Rick Alig SGA: Larry Geneser SGA: Larry Wainer Kurt M. Johnson Arkadi Nulman Alan E. Becker Yevola E.Green Peter N. Nikolov SGA: Rick Alig SGA: Lary Geneser SGA: Larry Geneser SGA: Rick Alli SGA: Stove Friedlander Eddie С Norman Wesley C. Bangs Camilla G, Goldy Kelly McDonald Mark A. Sabina SGA: Lary Geneser SGA: Rick Alig SGA: Cohen-Rutt SGA: Jatot-Fot ‘SGA; Surace-Surace Chris Bacheller Steve А. Foti Nick A. Mayes Lewis Prochnau James Schneider SGA: Mare Zipper SGA: Jatoft-Foti SGA: Соһет-Наптап SGA: Rick Allg SGA; Robert Glover 400+ Bonus

Edward E. Bailey Kevin Bukatman James L. Camblos Sushen Chand King V. Cheek Alex W. Chen SGA: Larry Weiner SGA: Erio Giglone SGA: Charles Faulkner SGA: JatoftFol SGA: David Hausman SGA; Jatoft-Fot! Edward C. Clunk ВИ Cook Steven D. Devlin Lawrence Enelow ^ AnthonyG.Fian| Shannon George SGA: Mike Jonos SGA: Cohen-Rutt SGA: Deri Bailey SGA! Michael Lavin SGA: Eric Giglone БОЛ: Larry Geneser Ciprano Gonzalez — Anita M. Gray Peter Hatanal William D. Heath. Daniel McKamie SGA: dustin A Jones сд Danny Van Houten Excel SGA; Mark Hancock SGA: Kevin Pawlowski Dennis J. Muth Michael O'Rourke Frank Perez Ш D. Patrick Pickford

Thomas P. My Samuel Pierro coe RAND Sa Lany Geneser SGA: Lamy Gene 80А: Soon Smith SGA: Michael Busico БОА; Marc Morton Richard Ramirez ScotW.Remmey Margaret Richardson рапіеі Roman

Tanjore Ravichandran Scott A. Shearor SGA: Marc Zipper SGA: Steve Friedlander SGA: Eric Giglione ‘SGA: Stave Friedlander БСА: Rick Altig SGA; William Devine William Shevenell Damani Singleton Robert L. Smith Donald A. Spence

Keven R. Silvia pe Kim М. Sprenger SGA: Rick Mansfeld SGA: Pick Alig SGA: Cohen-Rutt SGA: Kevin Pawlowski SGA: Ramin Kouladi SGA: Gary Bieler Breeanna Sutton David Thornton CraigTimmerman Mario L. Trojo Gary D. Wiliams Ronald J. Yaniak SGA: Wiliam Devino SGA: Gonen -Aut SGA: Robert Glover SGA: Cohen-Rutt SGA: Rick Alig SGA; Eric Giglone

‘Merch 2000- The Sponigh ЛИ. 11

ТОР SUPERVISING AGENTS ТОР SUPERVISING AGENTS

All Time Record to Beat

Month: $46,561 Net ALP

February Production | |

1. Timothy Thompson

Houston, TX SGA: Kevin Pawlowski

“Great things are accomplished by talented people who believe they will

Downer's Grove, IL SGA: Scott Smith

accomplish them."

— Warren Bennis

3. апа Watkins LA | Portland, OR

7) | SGA: Bruce Gilpatrick b

Diana Watkins.

4, Robert Zelie

911960 GUISINIDANS

12 ЛИ. Tho Spotight Май 2000 ‘Motch 2000 The бро бы AML, 13

ТОР GENERAL AGENTS

I Time Record! To Beat Month: $103,854 Net ALP

February Production

1. Mike Peate $47,101 2, Wendell Bangs 25872 3. Cecile Remington | + 22,015 4. Joseph МсАгйе | 21,213 5. Chris Wittenbach | 20,454. 6. Tony Sutton 19,658. 7. Scott Sonnenberg} 19,483 8. Vito Pecoraro 19214 9. Joseph Sucic 15,563 0. Steve Khadivian 14,841

$57,984

37,484 28,590 22,805 33,597 27,451 25,983 33,720 18,800 22,776

58888528883

Ed Orell Dan Stevens Dan Stevens Ryan Whitley

Stephen Liberto

Kevin Khadivian

Aii Time Record To Beat

YII: $864,620 Net ALP

YTD Production

. Mike Peate

. Wendell Bangs

. Vito Pecoraro

. Joseph McArdie.

i. Chris Wittenbach Tony Sutton

‚ Cecile Remington

. Jimmy Tuggers

Daniel Andrecheck

|. Scott Sonnenberg

$76,540 63,181 51,818 47,878 61,219 47,033 28,590. 28,328 38,809 35,768

8592858959553

Ed Orell

Stephen Liberto Dan Stevens

Dan Stevens Kyle Winebrenner

James Engel Ryan Whitley

Scott Smith

Marc Zipper Rick Altig

Eric Giglione Larry Geneser Justin A Jones Larry Geneser. Ramin Kouladii Richard Neal Pat Shehan Larry Geneser

14 AIL. The Spesight < March 2000

Mike Peate

Altamonte Springs, FL SGA: Mare Zipper

Wendell Bangs

|| Nashville, TN SGA: Rick Altig

Cecile Remington

Riverview, NB SGA: Ramin Kouladji

4. Joseph McArdle

Kansas City, MO SGA: Larry Geneser

Ridgeland, MS SGA: Justin A. Jones

“Winners must have two things: Definite goals and a burning desire to achieve them."

= Unknown

91096} 121909)

March 2000: Tho Зройун ЛИ. 15

ТОР MASTER GENERAL AGENTS ToP MASTER GENERAL AGENTS

All Time Record to Beat Month: $169,163 Net ALP Ed Orell

February Production

NI 1. Edward Orell Altamonte Springs, FL SGA: Marc Zipper Record- Breaker Ed Orell, MGA

We are proud to recognize Ed Orell, MGA with the Marc Zipper Agency, as American Income's newest record- breaker. Ed has written $169,163 net ALP for the month, the most business

1. Edward Orell $104,573 |$169,163 |74.07 Marc Zipper

2. Kevin Khadivian

2. Kevin Khadivian 77,705 77,705 Scott Smith written by an MGA in Company history. 3. Christine Campbell | 59,900 | 91,040 Cohen-Hartman: Downer's Grove, IL Ed joined the Zipper Agency in February 4. Hurst Kopp. 56118 | 56329 Bruce Gilpatrick SGA: Scott Smith 1996 and has rapidly risen up the ladder 5. Isaac Soussana 53,797 54,885. Cohen-Rutt. of success.

6. Stephen Libert. 47,004 71, Егіс Gigli x 4 А Р

с-з ао (ш | ДО HS psu Shortly after his arrival, in April 1996, Ed 8. Thomas Foley 43281 | 67557 David Hausman was promoted to Supervising Agent. He 9. Lee Conti 37,728 45778 Cohen-Rutt received another promotion two months 10. Michael Knapick 67,172 Scott Smith 3. Christine Campbell later to General Agent. And, finally his

Phoenix, AZ promotion to MGA came in March 1997.

SGA: Cohen-Hartman By the time Ed was promoted to MGA he had developed a foundation of success from which to build. Ed contributes his accomplishments to a three part philosophy. One, "Begin by developing your management structure.” Two, “As a 4. Hurst Корр leader take full responsibility for all that Portland, OR happens" And, three, *Recruit everyday SGA: Bruce Gilpatrick as a manager"

This philosophy must be working for him because the average checks received by his agency are $1,200 a week.

Record to Beat

ҮШ; $1,186,607 Net ALP YTD Production

SJUSHY 1019099) 1918011

1. Edward Orell [$132,533 |$231,155 |74.07 Marc Zipper

2. Kevin Khadivian 117430 .| 117,480 Scott Smith

4. Hurst Kopp 107,339 | 108235 Bruce Gilpatrick . Los Angeles, CA Congratulations! 5. Christine Campbell | 100,683 | 152,648 Cohen-Hartman

6. Isaac Soussana 89093 | 87,515 Соһеп-Ви! зй

7. Dan Stevens 86391 | 110,280 Larry Geneser

8. Michael Кпаріск 78,608 | 124,810 Scott Smith:

9. Thomas Foley 64718 | 110,756 David Hausman

0. Ryan Whitley 58804 |, 130,337 Гапу бепезег

16 ЛИ. Tho Spotight * March 2000 March 2000+ The Spollgh ЛШ. 17

ТОР REGIONAL GENERAL AGENTS

Fehruary Production

YTD Production

18 AIL. The Spotlight «March 2000

|. Мап Martyn

Nashville, TN. SGA: Rick Altig

Don Wold

910196} 10190199 [2001699

March 2000 * The Spatigh ЛИ. 19

ТОР STATE GENERAL AGENTS

Top STATE GENERAL AGENTS

SOS 1 FEBRUARY PRODUCTION YEAR TO DATE PRODUCTION % Of | Net ALP % OF] Net ALP ыш juota ю -

Larry Сепезег EHE 224 1291917 $498,829 Scott Smith 190,630 90000 212 — 88 xx] — hes 198 518352 Cohen-Rutt 183998 | 90000 11 204 264477 92 NEW 310908 180000 173 457568. Eric Giglione 127,677 80000 160 225407 99 NEW 215436 160000 135 418,601 Rick Altig 378,118 | 300,000 | 126 890913 93 NEW 638926 600,000 106 1,529434 Mare Morton 60935 70000 87 134017 92 NEW 118797 140000 85 253462

Category I FEBRUARY oe YEAR TO DATE PRODUCTION

‘SGA 2 Li Net ALP ш

Mare Zipper $113,277 950,00 Kevin Pawlowski 98,922 50,000. - im mm - = - ES. m " —

65 1 60,000 10 . 99,852 92 NEW. 113/804. 100/000: . 95 178525 |

Category | Tall PRODUCTION

Cohen-Hartman $ 71,582 $40,000 — I 91 NEW William Devine 58853 40000 — 147 90758 96 NEW 'ace-Surace. 52158 | 40000 130 125456 77 72 Billy Faulkner 43957 40000 10 60160 95 NEW ry | 35186 4000 BB 49286 95 NEW

Michael Busico ‘Dennis Ishler Justin A Jones

FEBRUARY PRODUCTION

YEAR TO DATE PRODUCTION

% Of | Net ALP dst Yr Net ALP Quota A

221 Бы

$3289

32,767 26058 21,608

NEW $ 45155 $40,000 113 $ 78,305 NEW 54587 40000 136 123228 | NEW 51000 40000 128 124962 NEW _ 41,880 40000 105 52,223

Michael Lavin 33,533 — 40000 — 84 — 44142 90 NEW 58171 80000

20 AIL, The 5робун + March 2000

‚ NEW. $ 34651 $40000 87 549,303

March 2000 The Spotigh ЛИ. 21

ТОР STATE GENERAL AGENTS

Category I

‘SCOTT SMITH Downer's Grove, IL.

LARRY Kansas City, MO

ERIC GIGLIONE шв Los Angeles, СА Edison, NJ Redmond, WA MARC ZIPPER DAVID HAUSMAN

Atlanta, СА

BRUCE GILPATRICK Portland, OR

‘MANSFIELD Yarmouth, ME

Category Ш 1 WILLIAM DEVINE Irving, TX - ) ( b i DAVID COHEN а. STEVE HARTMAN JIM a. STEVE SURACE Phoenix, AZ N. Royalton, OH

‘BILLY FAULKNER Mechanicsville, VA

22 ЛШ. The Speight» March 2000

Cincinnati, OH RAMIN KOULADJI ROBERT GLOVER JOSEPH MANONE Riverview, NB Kalamazoo, MI Menomonee Falls, WI > 4 TIM SCHROEDER

Salt Lake City, UT

GREG PARTEE Evansville, IN

March 2000- The Spatigh ЛШ. 23

PR PERSPECTIVE

rom the desk of Denise Bowyer

"Individual commitment to a oup effort — that is what makes a team work, a company work, a society work, ilization work."

ince Lombardi

24 AIL. Tio Spi = Morch 2000

Continuing The Legacy

Bernard Rapoport, born the son of Russian Jewish immigrants founded American Income Life with just $25,000 in borrowed money, half а century ago. Asa lifelong political and social activist, Bernard's personal and corporate philanthropy have come naturally. In word and deed, Bernard through AIL, has developed a long and rich history of moral and financial support with organized labor — supporting workers on strike and layoffs, battling legislative attacks on working families, establishing scholarship funds for Union members' children and so much more.

It's quite an impressive story, but it’s only the beginning. The rest of the AIL story will be written by us.

In word and deed, what is your personal relationship with this wonderfully rich legacy? Do you understand the values and ideology on which AIL has been built? Do you generously give of your personal time and money to support working families in your area? Does your Agency ask that you give something back to those we serve?

1 realize most of us aren't millionaires, nor do we have an abundance of extra time. But I believe we all have something to give. Here are some practical ways we can carry on the legacy.

Community Support

Agency Action

* Emphasize the value of each phone call or in home visit to Union members.

€ Explain the importance of the OPEIU VOTE contribution and ask everyone to participate.

Continuing the Legacy comes to some naturally and others by choice. However, it will take all of us collectively to write the next chapter of AIL's great history. You can become a vital part of AIL's history and future by committing to compassion through action. The choice is yours.

PR Bonus

MALKA ARONY

LEO VANDENBUSSCHE ROBIN DENHAM DARRELL DOREY SHERYL SALAKAS JOSEPH WARD. BRENDA DISOMMA ANTHONY GENTILI RONA SPANO

WENDI ROSE

AYANNA DATE JACQUELINE DEVOOGHT BECKY CUTLER

ANAT COHEN

PENNY MILLER SUSAN FULDAUER DEBBIE ENSTEDT

JOSEPH WESTFALL

$683 $683 $525 $525 $500 $500 $420 $420 $400 $315 $300 $300 $300 $300 $300 $263 $263 $250

FEBRUARY

March 2000. The оон ЛИ, 25

Top PR REPRESENTATIVES

All Time PR Gard Production Record

‘il Time PR Card Production Record

Category A = Categories 1 and 2. Category number of contracts signed from all SGA categories.

Month: 18,960 cards YTD: 61,879 cards February Production ‘YTD Production

PR Manager # Cards SGA PR Manager 1. Malka Arony 7,095 | Cohen-Hartman 1. Randy Altig 2. Randy Altig 6,647 | Rick Altig 2. Malka Arony 3. Debbie Enstedt 5,302 | Rick Attig 3. Debbie Enstedt

Category А # Cards SGA Category A # Cards 1. LeoVanDenBussche | 4,240 | Rick Alig 1. Anthony Gentil 2. Jil Alig 2249 | Rick Alig 2. Leo VanDenBussche 3. Charles Hill 1753 | Jatoft-Foti 3. Randy Alig 4. Robin Denham 1,581 | Larry Geneser 4. il Alig 5. Randy Altig 1472 | Rick Allig 5. Susan Fuldauer Category В # Cards SGA Category B 1. Malka Агопу 5,263 | Cohen-Hartman - Malka Arony 2. Sheryl Salakas 1,698 | Lisa D'Amico 2. Wendi Rose im Devine 3. Penny Miller 1,006 | Surace-Surace 3. Robert Cox Mike Jones 4. Wendi Rose 1,056 | William Devine 4. Sheryl Salakas Lisa D'Amico 5. Darrell Dorey 1,040 | Ramin Kouladji 5. Sandra Johnson Gary Bleier Category С # Groups. SGA Category С # Groups Hi. Susan Fuldauer 15 Mark Hancock. 1. Darrell Dorey 26 Ramin Kouladj |2. Jenny Williams 14 Fick Allig 2. Susan Fuldauer 23 Mark Hancock |3. Daniel Otto 18 Larry Geneser 3. Wendi Rose 19 William Devine. |4. Joseph Ward 12 Larry Geneser 4. Joseph Ward 19 Lamy Geneser 5. David Blaisdell 8 ick Altig 5. Jenny Williams 19 Rick Alig

Categories 3, 4, 5 and 6. Category C = Top.

Public Relations Manager selection guidelines for recognition in the Spotlight are as follows: ‘Must have 2 PR Representatives coded and meet production requirements.

26 ML. The 5ройун + Mare 2000.

PR Manager БДЫ =т=

Phoenix, AZ =

SGA: Cohen-Hartman CATEGORY A:

шшщ Redmond, WA SGA: Rick Altig

CATEGORY B:

r Mae tron Phoenix, AZ SGA: Cohen-Hartman

Sheryl Salakas Bridgeville, PA SGA: Lisa D'Amico

Indianapolis, IN SGA: Mark Hancock

Jenny Williams. Redmond, WA SGA: Rick Altig

“Give the world the best you have and the best will come back to you.” — Anonymous

March 2000. The Spit ЛИ,

NEW TERRITORIES AGENT INTE

Watch Us Grow AIL Labor Advisory Board SGAs Expanding Territories Reception At New Orleans, LA

Ontario

From left to right— Jules Pagano, Mark McAndrew, John Sweeney, lent AFL-CIO, Carlos Scaufi, James Hoffa, President - Teamsters Union & Roger Smith.

James Hoffa, President - Teamsters Union & Jake West, President of the Iron Workers enjoy the evening with Washington. union members.

Jules Pagano presents Joe Coccho, President AFGWU with a $5,000 check for the AFGWU/ASL Scholarship Program while Roger Smith & Bernard Rapoport look on.

28 AIL the Spotigh) «March 2000

March 2000+ Tho 5робдн ЛИ. 29

MESSAGE From BR

IMPORTANT NEWS Dates to Remember Monetary Donations April 27, (Thursday)— 2000 SPO AR RON Cutoff date for new business to be counted ‘ontribut to the Pai lontemayor rT a ISP pill production. Scholarship Fund awarded by the Corpus An Awing Experience

May 30 - June 2, (Tuesday - Friday)— 2000 Public Relations Boot Camp, George Meany Center, Washington, D.C.

May 30, (Tuesday)— 2000 Executive Advisory Council Meeting

June 1-3, (Thursday - Saturday)— 2000 SGA Meeting in Dallas, Texas.

June 22-24, (Thursday-Saturday)— 2000 Leadership Development Seminar.

July 1-31, 2000 — Founders Month

In honor of AlL's founder Bernard Rapoport we have renamed the former My Month Production Period, Founders Month. Watch for details in upcoming issues of the Spotlight.

Company Quality Averages — March

Net to Gross: 73% Persistency: 72.30%

Note: These figures will be used as the

minimum qualification requirements for all

bonuses, Only net to gross is used during

Abe rat eight months from Agent's hire ate.

Christi, Texas Chapter of the Labor Council For Latin American Advancement (LCLAA).

$1,000 Rick Altig Donated money and food to the Seattle Professional Engineering Employees Association (SPEEA) Strike Relief Fund.

$2,000 Matt J. Blumert Agency Contributed to the 28th Annual Luncheon of the Martin Luther King Jr, D.C. Support Group. With this donation the D.C. Support. Group awarded three scholarships to students in the Washington, D.C. Metropolitan Area.

Other Involvement The Mike Lavin Agency Donated an autographed Eric Lindros jersey for

the Local 14 as a prize for the Annual Mesothelioma Fund Golf Outing.

Total $4,000

submissions to PO. Box 2608, Waco, TX 76797, Attn: Spotlight

30 AIL. The брон + March 2000.

rom the desk of

Bernard Rapoport

Founder “Having an American Income contract is reason enough to marvel. Your hopes and dreams are all within reach because you have chosen to represent this

company

The dictionary defines awe as “a mixed feeling of reverence, fear and wonder caused by something majestic, sublime.”

Have you ever been in awe? I experience it every time I think about the miraculous achievements of American Incomers and the great company we have built together.

I was recently reminded of the wealth of opportunity AIL provides when I happened across my bank statement from 1953. The largest deposit for the month was $300, but the largest balance was $150 — and the account was overdrawn, When I look at my bank statement today, 1 am truly in awe.

1 remember when I was still selling insurance, Audre found a special dress she wanted to buy. Rather than fret on how I could afford to pay for this dress, I went out and made a few extra sales calls. It was that simple — and it still is today.

Having an American Income contract is reason enough to marvel. Your hopes and dreams are all within reach because you have chosen to represent this company.

Think about your situation as an American Incomer. The renewals from a policy you've sold will keep paying you year after year. The more sales you make, the more additional income you'll receive from renewals. Where else is this possible?

Take advantage of sales generating tools — door knocks, floaters, policy owners, no-show call backs and referrals (D.EP.N.R.). If you are inspired, only time limits what you can accomplish. When you are committed to D.KPN.R,, you are on your way to an awe-inspiring future of success.

Piet Hein once said "Living is a thing you do now or never; which do you?” Commit to living life to the fullest by going for your dreams.

March 2000 The ронд ЛИ. 31