fe the desk of Roger Smith

“Give it your all and give it your best, for when life poses a challenge you know you are prepared for

the test.” — Bg Ziglar

PERSPECTIVE

Priming The Pump

Advancement, gain, push, rally, drive, progress, improvement, compulsion, headway, force, propulsion, power. These are all words 1 would use to describe the current climate at American Income Life. However, there is one word that just stands up and sereams AIL, ‘That word is MOMENTUM.

Momentum is the force or speed of movement, ог ће product of the mass of a body and its velocity. In that definition there is another ‘great wordl — velocity.

The point is, whatever word you decide to use in describing our sales force, the fact remains, we are on fire! We have exceeded six company records this year alone, writing the biggest production total

in July with $6,203,000 ої

Net ALP.

How great are these accomplishments?

secutive Vice Pre

You were given а goal at the beginning of 2001, and you have taken that goal and run with it. We are less than $15 million away ftom our $60 million dollar goal. Tam just blown away by the outstanding ‘effort you are putting toward this important achievement. The only other word left to use is CONGRATULATIONS! Now that I have gotten my enthusiasm for our MOMENTUM out in the open, 1 am going to take this opportunity го share a story with you Tknow you have all heard a Roger original before, but there is always а lesson to be learned. Or, at least a lesson I have learned and one that is worth being passed on. Т got this story from Zig Ziglar, a motivational speaker and sales force trainer located here in the Dallas area, Mr. Ziglar travels the country extensively speaking to salespeople about an array of different subjects. Most of his topics revolve around three areas: your personal life, your family life and your professional life. There is, however, an allegory Mr. Ziglar uses quite frequently to tie these three concepts

together, The allegory is about a water pump

and a well.

The story goes like this: There were a couple of guys out driving опе hot August day in Mississippi, and anyone who has been to Mississippi in August knows just how hot and сап get. Well, these fellas deci needed to stop and get a cold refreshing beverage, Бис the only place to stop for ales was an old farm house. The farmer told them to help themselves and pointed хо ап old water pump. One of the desperately thirsty, ғап over and started to pump like a mad man. The poor fella pumped and pumped, but nothing came ом. The other fella just stood by and watched the desperate action. This went оп for a few more minutes, and the guy pumping started to get frustrated to the point of quitting. This is when the other man stepped up and told his friend this is called priming the pump. You have to pump until the water is brought up from the well, and once the water has been brought up ус to continue to pump so the water will continue to flow.

Mr. Ziglar uses this story as a life lesson to show how important it is to keep pushing yourself to the next level in every aspect of your life. Think about ita minute. How ‘many times have we quit pumping, so to speak, not knowing the big pay-off was just around the comer, or the water was almost to the top? The point is you have to continue the effort even after a goal has been reached. At American Income we have reached so many goals this year, and we don’t lack much before we reach our big pay-off — only $13 тайор left to go. We need to just prime our pumps a little longer and keep our MOMENTUM going. 1 have all the confidence we will go above and beyond

our $60 million goal. Keep pumping, we're almost there.

SPOTLIGHT OCTOBER 2001 в WWW.AILIFE.COM

EDITOR’S PAGE

Dates to Remember Oct. 30 (Tuesday), 2001 All business and PR credits must be received in Waco to count for October production. Note: Since Oct. 30 is also an advance cut-off day, we are requesting you mail whatever business you can on Friday, Oct. 26, with the remainder being mailed Monday, Oct. 29.

Nov. 29 (Thursday), 2001

АШ business and PR credits must be received in Waco to count for November prodyction.

Nov. 29 (Thursday) - Nov. 30 (Friday), 2001

CAS Training School will be held in Waco.

Nov. 29 (Thursday) - Nov. 30 (Friday), 2001 PR Training School will be held in Waco.

Company Quality Averages To be eligible for bonuses and featured in Spotlight, top producers must have one point above the Company's ‘Quality Averages for both Persistency and Net to Gross. — September

Net to Gross: 76 percent

Ре 73.37 percent ге used as the minimum vents for all bonuses, Only Net to Gross is used during the first eight months from an Agent's hire date.

Together in Solidarity We Stand

American Income Life and all ofits Stare General Agencies have contributed a total of $48,000 to the AIL/NILCO/NYCLC

Disaster Relief Fund. Thank you all for your tremenclous efforts — every litle bit helps! 4

Recovery efforts are still beidg lower Manhattan, and it is pe task to be completed. Your d

you have пог already done я NYCLC Disaster Relief Fur

Make совой

Founder's Club Outstanding Producers

September

SGA Kouassi Appiah Rick Altig

Timothy Cruise Scott Smith Kelly McDonald David Cohen Eddie Norman Scott Smith James Peate Mare Zipper David Wang Scott Smith

Times Qualified

Total Net ALP

МО" __Persistency

$43,597 80.64 80,915 77.49 50,102 8315 47,688 88.89 49672 7612 78474 86.22

Кошіег'є Club Outstanding PR Representatives

September Times Number Of Qualified Canis/Groups Joseph Ward Larry Geneser 3 38 Groups Vivian Dwyer Billy Faulkner 3 37 Groups

“Percentage of net o gross

(©2001 by American от Life нате Company. The Spotlight i published monthly by American Income Life. Lens are encouraged om how we ean do beter ви you. Ser all нація and бинта to РО. Вох 2608, Waco, TX 76797, Ант: Spotight

зо»

SPOTLIGHT OCTOBER 2001 в WWW.AILIFECOM 3

_ PROMOTIONS INDIVIDUAL PRODUCERS

Promoted To Supervising Agent

Seen Nothing Yet!

и Ain’t

Pat Alessi Tom Wiliams Florida

Tey Bans

Seat Sin

іон

Shabbir hala

пали

tit aula

Сав Сіно

Cot ion

мана

Chery Janay пн

Benjamin фей он ЁЎ

Carla Nollinger SuraceSurace Pennsyvania

Rob Psenica

lk Aig Seshatehewan ‘April Thomas ией щепи Tens

Yorniko Yamashita

‘A Shabrak Nort Croton

Temitope Ари Jato eal

Joseph Fane fi бане How ey

Мі Westergren Tom Wits Fide

Promoted To М

Jonge Aguilar batt talon

Jay Malis

Danial zea, Сомен.

Cornell Anderson они

Texas

Mitchell Clem Devine

Tens

Donovian Duncan паа oer ЕЎ

James Gary ГМ Мапа

Yvette Kabay Ў

‘Anderson Louima Tom Willams Florida

Dean Oshiro David Cohen соні

Monique Chase ‘Tyrone Conard Marana

Patrick Hartley Mare Morton оме

Ruby Zari Ain vi

Glynn Bergeron ober Caley

ovis

Timothy Simpson пали онно

SPOTLIGHT OCTOBER 2001 в WWW.AILIFE.COM

Darren Austin зон Sith nos

Chris Conley ові

Tens

Hussain Pawar ное!

Tons

Walter Gotchall мові

Tens Tack-Hoon Kim David Coben самота

Timothy McCleskey Aik tig

Teonassee

Tin Олик рр р

Mare Rosen fie ion few vey Jeremy Welch Ai Sarak to ation

Joel Cole заці Manone Mercia Barbra Lender пади Ohare

Francisco Avila £4 Oral Tens

Keith Connolly Fe igo мини

Derek Featherstun ay Geneser мо

Yoshinori Goya

Robert McGann Es Ort Teas

Ellis Poole Reber Sith ма

‘Steven Зфієег Lan Geneser Kansas

Brad Wilder

Wiliam дворе ah

Robert Delesky

Erie бон ee Jersey

КУ Rogers ря tata

Kevin Lacy мо

Texas

‘Tiffany Hune Wiliam звони an

Daniel Lavigne ‘iti дача Calarge

Јум tar tron

Wes ina

‘Adam Porter

fe Gone

few ney

Kevin байз он

Freeman Wilton пами

iene

Victoria DeRosier Aik tig Minnesota Jennifer Schnart

Mare Meron оме

1. Kelly MeDonald Los Angeles, CA

Fr. Lauderdale, FL

Burnaby, BC

Ruben Soberanes

Walnut Creek, СА.

Winnipeg, МВ

SPOTLIGHT OCTOBER 2001

Winnipeg, MB

asi em

St. Louis, MO

Walnut Creek, СА.

London, ON

amo en ці

10, Michael Redd Ы Dallas, TX

у;

н WWWAILIFECOM

INDIVIDUAL PRODUCERS INDIVIDUAL PRODUCERS

All Time Record to Beat

Ail Time Record to Beat Net ALP Year „А Net ALP Year $35,153 2000 $242,696 2000

September Qualifiers YTD Qualifiers

SPOTLIGHT OCTOBER 2001 т WWW.AILIFE.COM

Percentage of Net to Gross

“Percentage of Net to Gross

SPOTLIGHT OCTOBER 2001 в WWWAILIFE.COM

1. Kelly McDonald $17,533 Kelly McDonald Robert Olson Scott Smith 2. Loreen Baloun 17,423 іа Ономіс Ў Eric Nichols Scott Smith 3. Roland Parker 16,851 Roland Parker Tom Williams . Ruben Soberanes Jatoft-Foti 4. Dallas Dixon 15,922 Slav Bitman Larry Geneser . James Dattilo George Vrban Marc Zipper 5. Paramjit Sangha 15,870 ‘Alan Martyn Rick Altig Eddie Norman Eddie Norman Soott Smith 6. John Rice 15,807 Doreen Ryan-Foti Jatoft-Foti Peter Bardeson Danny VanHouten Joseph Manone 7. Ruben Soberanes 15,258 Jatoft-Foti Roland Parker Roland Parker Tom Williams 8. Charlotte Braddon 14,979 Michael Hanson Altig-Martyn . James Peate James Peate Mare Zipper 9. Kris Barron 14,715 Hija Опіоміс Rick Altig . Eric Neal Slav Bitman Larry Geneser 10, Michael Redd 14,460 David Zophin Ed Orelt |. Nickolay Gusev Vlad Вазоу Larry Geneser 11, Kevin Surles 14,267 David Zophin Ed Orell |. Andrew Fike Robert Glover 12. David Wang 14,033 Eric Nichols Soott Smith . Carla Miller Chris Lafond 13. Deborah Peers 13,825 Steven Lee Rick Altig . Marisol Portllo-Mata Lee Conti David Cohen 14. Peter Bardeson. 13,601 Danny VanHouten Joseph Manone |. Theodore Pappas Richard Rutt 15. Erik Martinez 13,584 Slav Bitman Larry Geneser . Bulbinder Науег Roger Fung Rick АННО 16. Derek Sandilands 13,504 Melinda-Rae Lyse Rick Altig . Матк Gagliardi Doreen Ryan-Foti Jatoft-Foti 17. Machelle Berry 13,414 Steve Foti Jatott-Foti Peter Nikolov Stephen Ross Steve Friedlander 18, Andrew Scott 13,189 Май Basov Larry Geneser Daniel Phares Daniel Phares Marc Morton 19. Charlie Blevins 13,109 Ryan Whitley Steve Fujitani Dennis Muth Rick Altig 20, Theodore Pappas 12988 Richard Rutt |. Derek Sandilands ‘Melinda-Rae Lyse Rick Altig 21. Ello Ribeiro 12,753 Lee Conti David Cohen . Richard Saver David Brister Eric Giglione 22, James Balley 12,827 Slav Bitman Larry Geneser . Gregory Engrav Steven Engrav Rick Altig 23, Deborah Hardin 12.274 Robert Glover |. David Thornton, Erik Graham David Cohen 24. James Dattilo 12,124 George Уап Mare Zipper Jinzhou Zhao Wilbur Smith Rick Altig 25. Russell Levinton 12415 David Zophin Ed Orell Wesley Bangs ‘Wendell Bangs Rick Altig 26. Gloria Sanchez 12,110 Gloria Sanchez Jatott-Foti Scott Remmey Jeffrey Dinocento Eric Giglione 27. Kathleen Brown-Heru 12,099 Jason Choate Kevin Khadivian Michael Thomas Michael Thomas Robert Smith 28. Jefferson Kelley 11,955 Jack Seitz Hancock-Boles. Innocent Okeke Larry Adebesin Matt Blumert 29. Meneluo Perakis 11,883 Eric Nichols Scott Smith Carl Boldon Zeldner-Cowan 30, Wesley Bangs 11,724 Wendell Bangs Rick Altig Mark Bleier Gary Вівівг 31. Kouassi Appiah 11,659 Roger Fung Rick Altig Ramin Maghsoud Larry Kudlacek Ed Orell 32. Neil Preston 11,653 Kevin Lacy Ed Orell . Elio Ribeiro Lee Conti David Cohen 38. Timothy Cruise 11,642 Robert Ооп Scott Smith |. Kouassi Appiah Roger Fung Rick Altig 34. Joseph Berger 11,606 Jay Mullins Daniel Zeoli Carrie Howard Slav Bitman Larry Geneser 35. Rosario Aguilar 14,598 Gloria Sanchez Jatoft-Foti . Paul Anderson Paul Anderson Larry Geneser 36. Michael Wehrly 11,633 Dennis Muth Rick Altig Rajeev Arora Brian Traboulay Rick Altig 37. Susan Schweitzer 11,533 Wendell Bangs Rick Altig Dean Beaucage Michael O'Rourke Larry Geneser 38. Daniel Phares, 11.409 Daniel Phares ‘Mare Morton . Herman Libman Herman Libman Lisa D'Amico 39. Steve Fujitani 11,333 Dennis Muth Rick Altig . Lorena Barriere Lee Conti David Cohen 40. Julie Brandt 11,186 Jeffrey Dinocento Eric Giglione Loreen Baloun ба Опоис Rick Altig 44, James Peate 11125 James Peate Mare Zipper Claudia Ortega David іпув David Cohen 42. Robert Lewis 11,077 Ооп Goodwin Kevin Pawlowski James Logan Robert Hughes Јаск Kirschling 43. Sidney Hodgskiss 14,000 Brian Traboulay Rick Altig Mindy Guisewite David Ragland ‘Matt Blumert 44, zz Issa 10934 Johin Ѕтоіепекі Мі Shahrak Hans Manseth Hurst Kopp Rick Altig 45. Charles Todd 10,838 Robert Olson Scott Smith . Angeles Ordas Furer-Whittinghill 46. Leroy Frye 10,800 Paul Anderson Larry Geneser 3. Michael Perkins Doreen Ryan-Foti. Jatoft-Foti 47. Darren Austin 10,72 Eric Nichols Scott Smith . Darrell Ballard Darrell Ballard Jatoft-Foti 48. Rajeev Arora 10,699 Brian Traboulay Rick Altig . Abdulrazzaq Ahmed Abdulrazzaq Ahmed Scott Smith 49. Richard Seagraves 10,681 Kevin Lacy Ed Огеії ). Brian Traboulay Brian Traboulay. Rick АННО 50. Michael Загасіпо 10,618 Gay Deitch Dennis Ishler Richard Stewart Lawrence Hauck Steve Friedlander

WORLD’S GREATEST BONUS

Show Me The MONEY

750+ ‘Agent ‘SGA Loreen Baloun Rick Altig Peter Bardeson Joseph Manone James Dattilo ‘Mare Zipper Dallas Dixon Larry Geneser Kelly McDonald David Cohen Theodore Pappas Richard Rutt Roland Parker Tom Williams John Rice Vatoft-Foti Paramjit Sangha || Віск Altig Ruben Soberanes —_Jatoft-Foti David Wang Scott Smith

600+ Agent SGA Rosario Aguilar Jatoft-Fotl James Bailey Larry Geneser Kris Barron Rick Altig Machelle Berry Jatoft-Foti Charlie Blevins Ryan Whitley Charlotte Braddon —_Altig-Martyn. Kathleen Brown-Heru Kevin Khadivian Andrew Fike Robert Glover

Deborah Hardin Russell Levinton Erik Martinez Deborah Peers Daniel Phares Michael Redd Scott Remmey Elio Ribeiro Gloria Sanchez Derek Sandilands Andrew Scott Kevin Surles

Robert Glover Ed Orell

Larry Geneser Rick АНІ Marc Morton Ed Orell

Eric Giglione David Cohen Jatoft-Foti Rick Altig Larry Geneser Ed Orell

500+ ‘Agent SGA Kouassi Appiah Rick Altig Rajeev Arora Rick Altig Darren Austin ‘Scott Smith Wesley Bangs Rick Altig Joseph Berger Daniel Zeoli Zultika Bhukera ‘Scott Smith Daniel Bramley. ~ Guy Rouelle Julie Brandt Eric Giglione David Carey Scott Smith Chris Christensen Е0 Orell Timothy Cruise Scott Smith Tom Dambroski Егіс Giglione Leroy Frye Larry Geneser Steve Fujitani Rick Altig Devin Helps Rick Altig Sidney Hodgskiss | Віск Altig 122 Issa Ali Shahrak Stephen Ка Scott Smith Jefferson Kelley Hancock-Boles Robert Lewis Kevin Pawlowski ‘Trung Lu Rick Altig Hans Manseth Rick Altig Tim Oztunguc Scott Smith James Peate Mare Zipper Meneluo Perakis сой Smith Neil Preston Ed Orell Joshua Robinson Larry Geneser Mare Rosen Eric Giglione Michael Saracino Оеппіѕ Ishler ‘Susan Schweitzer | Rick Altig Richard Seagraves Ed Orell Moneesha Smith Егіс Giglione Charles Todd Scott Smith Sita Tuungafasi ‘Steve Friedlander Michael Wehrly Rick Altig Mathew Wilk Егіс Giglione Matthew Wolfanger Durhon Oldham

400+

Darrell Ballard Douglas Bauknecht Louis Beckley John Bulecza Corey Clarkson Harold Elliott

Kevin Frain Michael Garcia Pamela Garcia Zenotha Gardner John Gold Haridas Gori Walter Gotchall Steven Greer Nickolay Gusev ‘Mark Hart Bulbinder Науег Chris Hernandez Ron Howell ‘Shawn Kuntz Roland Lewis Herman Libman Dan Louie David Mah

Mark Matthews Kevin MeWhirk Fuad Mukarker Peter Nikolov Eddie Norman Anita Rich Charles Rodriguez Duane Roth Richard Sauer Leo Soucy Richard Stewart Michael Thomas Latonya Tucker

SPOTLIGHT OCTOBER 2001 = -WWW.AILIFE.COM

datoft-Foti

Rick Altig

Larry Geneser Mare Zipper

Ed Orell

Rick Altig

Ed Orell

Rick Айо

Eric Giglione Larry Geneser Larry Geneser Robert Colley Rick Altig

Ed Orell Durhon Oldham Larry Geneser Eric Giglione Rick Altig

Scott Smith Ramin Kouladji Larry Geneser Ryan Whitley Lisa D'Amico Rick Altig

Rick Altig Hancock-Boles Hancock-Boles Kevin Khadivian Steve Friedlander Scott Smith David Cohen Тот Williams Larry Geneser Eric Giglione Rick Mansfield Steve Friedlander Robert Smith Scott Smith

QUARTERLY BONUS

Third Quarter Bonus Qualifiers

QUALIFIER = AGENCY

Timothy Cruise сой Smith || $7467 Erik Martinez (апу Geneser $6,359 David Wang Scott Smith 55332 Matthew Wolfanger Durhon Oldham $5804 Duane Roth Lamy Geneser $5392 Theodore Pappas Richard Rutt $5,161 Ruben Soberanes Jatolt-Foti $5,117 Dallas Dixon 1апу Geneser $5099 Kevin Surles Ed Orel $5,009 James бао Marc Zipper $4,896 Steve Fujitani Rick Alig $4,359 Jim Bianchi Оићоп Oldham $3,998 Rajeev Arora Rick Alig зви Bulbinder Hayer Rick Altig $9,828 Elio Ribeiro David Cohen $3779 John Rice Чаю ғой $3778 Nickolay Gusev апу Geneser $3763 Herman Libman Lisa D'Amico | 83715 Daniel Phares Marc Morton $3698 Derek Sandilands Rick Alig $3,646 Kouassi Appiah Rick Alig $9,588 Marisol Portillo-Mata David Cohen $3,584 Stephen Kapsalis Scott Smith $3576 Mark Gagliardi —JatottFoti $3564 James Peate Marc Zipper 53859 Hans Manseth Rick Alig $3552 Eddie Norman Scott Smith $3438 Roland Parker Tom Wiliams $3424 Kelly McDonald David Cohen $3404 James Logan Jack Kirsching $3403 Sidney Hodgskiss Rick Alig $9,264 Andrew Fike Robert Giover $3248 Sitaita Tuungafasi Steve Friediander $3,248, Deborah Peers Rick Alig $3,208 Marc Rosen Ейс бопе $3,158 Сап Boldon 2еідпег-Соап 53146 Ron Howell Ramin Kouladji $3,136 Mark Matthews || Hancock Boles $3,117

QUALIFIER — АСЕНСУ Paramiit Sangha Rick tig

Carla Miller Chris Lafond Ronald Vanwoesik Wiliam Devine Chris Conley Ed Orel

Scott Remmey Ейс Gigione Gregory Engrav Rick Altig Douglas Bauknecht Rick Alig David Thornton Оам Cohen Joseph Tumminelii Durhon Oldham Meneluo Perakis со! Smith Tammy Warren АСКАНО Douglas Levota Lary Geneser Loreen Baloun Rick АН Michael Thomas Robert Smith Tim Oztungue Scott Smith Innocent Okeke Matt Blumert Charles Todd Scott Smith Cheryl Janeway Маг Hancock Leroy Frye Larry Geneser ‘Angeles Ordas —Furer-Whitinghill Peter Bardeson Јоѕерһ Manone Brian Traboulay Rick Altig Robert McGann Ей Orell Terrance Rupp | (апу Geneser Denard Cooper | Ес Giglione Charlotte Braddon Altig-Martyn Richard Sauer Еіс Giglione Jinzhou Zhao ВЕКАМ David Tubbin Rick Altig ‘Andrew Scott апу Geneser Chris Hernandez | Зсой Smith Eric Neal Lary Geneser Lawrence Dennis 2еідпег-Сомап Anita Rich David Cohen Earnest Loveless David Cohen John Bury Шоуд Fitzgerald Dan Louie Rick Altig Steven Greer Durhon Oldham:

SPOTLIGHT OCTOBER МОЇ в WWW.AILIFE.COM

$3,115 $3,092 $3,052 $3,008 $2,995 $2,971 $2,967 $2,967 $2,964 $2,949 $2,947 52938 52896 92875 $2,868 52857 $2,848 зви $2,825 $2,822 $2,808

$2,669 $2,667

QUALIFIER AGENCY

Mindy Guisewite | Май Blumert $2,665 Michael Perkins JaloitFoti_ $2,654 Соте! Anderson о ЕФ Orel $2,651 James Schneider Scott Smith 82,847 Gloria Sanchez Jatoft-Foti $2,632 James Bailey Larry Geneser $2630 Michael Redd Ей Orell $2,690 Larry Wright || ФибопОкіат 52621 Robert Тоіеу апу Geneser $2616 John Gold Robert Colley $2,619 William Feaster Е8 Orel $2,597 Lorena Barriere David Cohen $2505 John Bulecza Mare Zipper 52588 Lynn Erickson David Cohen $2,587 Kathy Brown-Heru Kevin Khadivian 52563 Мог а Smith Еіс Giglione $2,559 Nell Preston Ей Orel 52539 Imran бані dosha Chalom 52525 Jeffrey Ве! Zeidner-Cowan $2520 Cory Clarkson ||| ЕфОгої $259 Pearl Burks Lany Geneser $2518 Dorian Oldham | Durhon Oldham 52407 Peter Nikolov іеуе Friedlander $2,497 Wesley Bangs Rick АНІ $2,479 Jefferson Kelley Hancock-Boles $2470 Margaret Hammond Furer-Whittinghill $2,456

Keith Williamson Тт Schroeder | 82427 Kathleen Thurston Jatoft-Foti $2416 Trung Lu Rick Aig 92412 Nannette Troutman Rick Alig $2,409 Heeni Mikaere Steve Friedlander $2,402 Kevin Jamieson Rick Alig $2,236

Total $344,370

September Production

1. Greg Spence $26,105 2, Michael Redd 23,557 3, Ed Stallworth-Cherry| 19421 4, Byron Watson 18155 5. Duane Roth 16,169

SUPERVISING AGENTS

Months $43,409 1st Yt. Gino Tanzit

Houston, ТХ

All Time Record to Beat

Month: $50,606 Net ALP Chad Roebrs

Ed Orell

Kevin Pawlowski Eric Giglione Larry Geneser

David Zophin David Zophin

Jeffrey Оіпосетіо Slav Bitman

1. Eric Neal

2. Roland Fletcher 3. Christian Adams

4, Gary Selesky

5. James Dattilo 6. Rob Hay

7. Carrie Howard

8. Leanne Hughes

9. David Wang 10. Mark Brunetto

GENERAL AGENTS |

а St. Louis, MO а St. Louis, МО

й З Downer's Grove, IL ® Jacksonville, FL,

September Production | моа $7291 1st Yr Alan Becker Month $103,854 et ALP Don ol

Slav Bitman Slav Bitman Vito Pecoraro Michael Knapick George Урап Hija Orlovio

Slav Витап David Brister Eric Nichols David Brister

Larry Gen Larry Geneser Eric бідїопе Scott Smith Marc Zipper Rick Altig Larry Geneser Ейс Giglione Scott Smith Eric Giglione

YTD Production

1. Michael Redd

2. Greg Spence 3, lean Finley 4. David Haudrich

5. Byron Watson

YTD: $142,726 1st Yt. Vladimir Орга

YTD: $237,992 Net ALP Viadimir Орга

$109,885 102,409 115,536 106,068 65,258

Ed Orell

Larry Geneser Robert Smith Eric Giglione

David Zophin David Zophin

Scott Sonnenberg Timothy Thompson Jeffrey Dinocento

‘Supervising Agent selection guidelines for recognition in the рон аго ав follows: Must have one First Year Agent coded and meet all production requirements.

SPOTLIGHT OCTOBER 2001 в WWW.AILIFE.COM

. Eric Neal . Gary Selesky

. Leanne Hughes 1. Francisco Perez . Roland Fletcher . Rudi Camenzind

. Damon Hartley . James Dattilo 9. Errol Doerr

10. Jose Sanchez

YTD: $395,699 1st Yr. James Peate

$307,740 | $336,983 зіа

итап

273,667 332,910 Michael Knapick 179,198 336,628 David Brister 178,940 232.870 David Brister 146,444 198,694 Slav Bitman 124,339 194,285 Erik Graham 118,026 129,432 Slav Bitman 115,123 246,042 George Уап 111.891 175,036 ‘Wendell Bangs 111,216 175,437 Eric Nichols

Larry Geneser Scott Smith Eric Giglione Eric Giglione Larry Geneser David Cohen Larry Geneser ‘Mare Zipper Riok Altig Scott Smith

YTD: $864,620 Net ALP

SPOTLIGHT OCTOBER 2001 в WWW.AILIFE.COM

General Agent selection guidelines for recognition inthe Spotlight areas follows: Must have two First Year Agents coded and meet ай production requirements.

Master General Agents

September Production Month: $190,658 ТУ У: Slav Вітаю | | Month: $2368 Net ALP Ed Orel

St. Louis, MO 78 Larry Geneser 2, David Zophin 82 Ed Orel З. Paul Rumbue $ й Durhon Oldham 4. Eric Nichols м | Soott Smith 5. Christine Hartman 82 Cohen-Hartman 6. Па Опомс a Altig-Martyn 7. Stove Foti 78 гато 8, Gregory Strausser м Zeidner-Cowan Nichols 9. Gregory Partee |У Hancock-Boles. Rochester, NY Downer's Grove, IL. 10. Michael Knapick | 80 1 Scott Smith 11, Kevin Lacy ЕЕ Ed Orell 12. Paul Lund у Scott Smith 13. Roger Fung 79 7 | Rick Atig 14. Stephen Ross 9 5 | Stove Friedlander | 20 | Kevin Khadivian 79 12 | Scott Smith 91 9 [| Scott smith 785 2 7 | Steve Friedlander = hp 33,778 м 9 | Scott Smith 6, Па Orlovic 32281), 79 8 Rick АНК Phoenix, AZ Ф London, ON YTD: $2,046,700 Net ALP Ed Orell

Scott Smith Durhon Oldham сон Smith Scott Smith Jatott-Fot Cohen-Hartman Hancock-Boles 10. Шао Altig-Martyn | | Larry Geneser | У J 8 А David Cohen David Cohen Steve Friedlander Rick Altig Larry Geneser Rick Altig Joseph Manone Mare Morton David Cohen

Louisville, KY

Master General Agent selection guidelines for recognition in the Spotight areas follows: Must have four First Year Agents coded and meet al production requirements,

SPOTLIGHT OCTOBER 2001 в WWW.AILIFE.COM SPOTLIGHT OCTOBER 2001 = WWW.AILIFECOM 13

David Zophin $19,020

Slav Bitman $15,085

Paul Rumbuc $10,121

Kevin Lacy $7,030

Hija Orlovic $6,711

Eric Nichols $5,878

Gregory Strausser $4,551

Roger Fung $4,499

Steven Lee $4,027

Steve Foti $3,859

Steven Јакирсгак $3,798

Lee Conti

$3,392

George Vrban $3,280

Michael Knapick $3,253

MANAGEMENT BONUS

Monthly Management Bonus Program 65 Percent and 70 Percent MGA Contracts 57.5 Percent GAs Coded Under MGA

September Bonus Qualifiers

Jack Seitz

$3,190

Lawrence Hauck

$2,966

Christine Hartman

$2,725

Gregory Partee 1710

Robert Olson

Narinder Dhillon

$2,615

Мап Basov

$2,579

Ramin Madani

$2,437

Stephen Ross

$2,389

Michael Hanson

$2,247

Jeffory Churchtield

$2,246

John М, West

$2,243

Wendell Bangs 0

Gloria Sanchez

$1,990

David Iriye Wilbur Smith $1,868 $1,113 Jason Choate Erik Graham $1,815 $1,085 Eric Dionne Paul Lund $1,813 $1,053 Scott Geisel Mathew Hart $1,797 $959 Scott Sonnenberg А!ап Becker $1,724 $942 Eric Neal Rob Hay

« $908 Don Wold Jose Sanchez $1,694 $784 Brian Traboulay Carrie Howard $1,635 $771 Danny VanHouten | багу Selesky $1,556 $759 Glynn Bergeron James Dattilo $1,340 $701 Wittenbach-Ostrovsky Peter Novellino $1,323 $688 Bill Cook Nickolay Gusev $1,322 $495 Scott Baker David Wang $1,268 $446

Roland Fletcher Pamela Drury $1,253 $374

Total $166,605

SPOTLIGHT OCTOBER 2001 в WWW.AILIFE.COM

Marlon Underwood $351

James Beck

$343

Bruce Wilson $339

Damon Hartley $327

Jenna Gaul

$311

Leslie Taylor

$306

Edmundo Martinez $284

Peter Nikolov $261

Lorena Barriere $248

Kim Abraham

$237 Jason Launius

$228 Rosario Aguilar Arkadi Nulman $179

Jason Dickson $154

TRENT rl Н

ANNIVERSARY CONTEST

September Qualifiers

Susan Schweitzer ‘Timothy Cruise Helps Innocent Okeke ves Christopher Cummings | Chris Hernandez Tim Oztungue Moneesha Smith ‘Tom Dambroski Sidney Hodgskiss James Peate псу Volodymyr Derevyanyy | Carrie Howard Meneluo Perakis Ман Spicker Craig Demming Ron Howell Daniel Phares Richard Stewart Harold Elliote ‘Wayne Huber Neil Preston Тафта Sullivan

м Tez Issa Maricela Ramirez ywrence Tenamoro Lynn Erickson, Lareell Jennings James Rassinier Michael ‘Thomas Hussain Fawaz Stephen Kapsalis Reddin Cathy Tompson William Feaster ) Kelley Jobn Reinbott Andrew Fike Shawn Kuntz Scott Kathleen Thurston Kevin Frain Robert Lewis Anita Rich Charles ‘Todd Leroy Frye Roland Lewis Diane Richardson Latonya Tucker Steve Fyjitani Herman Libman Ronald Robie Sitaita Tuungafast Michael Garcia Dan Louie Joshua Robinson John Vargas Pamela Garcia ‘Trung Lu Charles Rodriguez David Mah Mare Rosen Bill Wade Jobn Gold Hans Manseth Duane Roth "Tammy Warren Paul Maratos Terrance Rupp Byron Washington

Walter Gotchall Mark Matthews Ronald Sane Byron Watson Steven Greer Robert McGann Michael Saracino Michael У Nickolay Gusev Kevin McWhirk Richard Sauer Mathew Wilk ‘Thomas Hall Fuad Mukarker James Schneider Keith Williamson

Matthew Wolfanger

Gloria Sanchez Derek Sandilands David Wang

Krissa Hensley Casandra Robinson Gilbert Sciacqua

Sandra Johnson Marjorie Wade

SPOTLIGHT OCTOBER 2001 и WWW.AILIFE.COM 15

STATE GENERAL AGENTS

YEAR TO DATE РНОВИСТОМ

Larry Geneser

Ed Orel oy б

Scott Smith 409,977 74.10 Hancock-Boles 128404 75.36 David Cohen, 1071 642__ 108,000 241,288

2155537 1 оа 793,454 '684.000 1083.120 756000

Durhon Oldham YEAR TO DATE PRODUCTION

181 Үг 181 Yr % Of acc Pee оне |] war

$100,887 $60,000 $100,887 92 $519,640 $264,000 197 $519,640 88632 77 75.97 473,824 540,000 88 | 820365

Category И SEPTEMBER PRODUCTION

Durhon Oldham 1 Zeldner-Cowan 50,562 60,000 84

STATE GENERAL AGENTS

є Ф Steve Friedlander

Category IV

SEPTEMBER PRODUCTION YEAR TO DATE PRODUCTION

Of Ast Yr % Of СС СС Й СЕС

Steve Friedlander $93,534 $36,000 | 260 $122,436 91 74.81 $752,026 $324,000 232 $977,143 Joseph Manone 59,594 36,000 166 105,297 82 8158 | 603498 324000 186 1,097,265 Robert Colley 39,883 36000 111 46379 87 252,791 216000 | 117 332,459

a aa Tim Schroeder

Category VI SEPTEMBER PRODUCTION YEAR TO DATE PRODUCTION SGA Sah а |0 Net ALP

$26,587 91 $68,740 $64,000 | 107 $79,805 36,064 92 607 __ 72000 123 160,885

Tim Schroeder $23,695 Furer-Whittinghill___19,941 Х

Category Ill

Ast Yr с С

YEAR ТО DATE a

Ast Yr ССР не

Cohen-Hartman $74,489 $48000 | 155 $07,245 82 76.09 $457,085 $432,000 106 $822,670

*Опу the leading SGAs with 100 percent or better in monthly Percent of Quota will have their picture displayed on this page.

SPOTLIGHT OCTOBER 2001 ж WWW.AILIFE.COM

Union

ваге

“Only the leading SGAs with 100 percent or better in monthiy Percent of Quota will have their picture displayed on this page.

SPOTLIGHT OCTOBER 2001 в WWW.AILIFE.COM

fe the desk of Paul Straubel

National Marketing Director

“We must be the great arsenal of democracy.”

—ED.R.

INSIGHT

What Is On Your Mind?

What is on your mind? In the recent months, I would venture to say there is а lot on everyone’ minds. There are probably even things on your mind that in the past were distane thoughts.

Terms like bioterrorism, anthrax, and cutaneous are now a part of everyday conversations. We all now know how to pronounce things like Osama bin Laden, al Queda, and Jalalabad, Our lives have changed. Any way you

look at it, we are all different. Our mind-sets are in watchful modes; we are all on alert.

Before Sept. IL at Ameri we wer probably focused on our $60 million goal, but now our minds our filled with more things than just our goals. Now, more than cever, safety and security fill our thoughts just about every day. These things are also on everyone's minds including those with whom we do business.

Your role as a PR Representative, offering AIL programs to members of locals along with credit unions and association members, is now more important. With safety and security standing as heavy weight topics, you are in a position to offer a little bit of these things to the members of these groups.

Te may not be a cure-all for the concerns of people today, but a litele safety net goes a long way toward peace-of-mind.

So with this in mind, we have set an objective to renew every group, beginning with unions, thar you have not worked in the last 16 months. A list of these groups was distributed со all of the SGAs, and we will be in close contact to track your progress.

There are 8.9 million members who can be renewed right now, and more between now and the first of December: These people are in search of the opportunity to learn about and add to their existing coverage. You are the bridge between what AIL has to offer and what these people need.

‘These are uncertain times, and because of that | truly believe фас the response

rate to this ground swell of mailings will be greater than anything we have seen

in recent years.

You are the messengers that will make this mission possible. Now is the time; do not delay another moment. Start today by contacting and renewing these groups. Together we can make this happen!

ИА

SPOTLIGHT OCTOBER 2001 а WWW.AILIFECOM

September Qualifiers

Laurie Onasch Robin Denham

AI Wall

Leo VanDenBussche Erica Dalager Malka Arony Kenneth Altizer Darrell Dorey Richard Case Joseph Ward Chery! Cook Jenny Williams Marjorie Wade Susan Fuldauer William Gibson Larry Сипісе Vivian Dwyer Denise Bateman kristin Lafond Brenda DiSomma Rona Spano Donald Spohn John Wilkinson George Farenthold Anthony Gentili krissa Hensley Lydia Hovanski Sonja Latonis Susan Gilbert Ayana Prendergast John Molina Robert Dailey Irene Ruryez

John Wagner Kimberly Grissom Becky Cutler David Blaisdell David Provencher

$16,335

PR BONUS

Third Quarter Qualifiers

Al Wall

Laurie 0

Bernard

Erica Dal

Kristin Li

Rona Spi

SPOTLIGHT OCTOBER 2001 в WWW.AILIFECOM

Charlotte Giles

Leo VanDenBussche Robin Andrade

Robin Denham

Darrell Dorey

Malka Аголу Mario Soljan

‘Ayana Prendergast Brenda Disomma

Denise Bateman

Susan Fuldauer

nasch

Wendekier

lager

atond

ano

$20,000 - у

PR REPRESENTATIVES

PR Manager

Category В:

Category,

Debbie Enstedt Winnipeg, MB

AL Wall Toronto, ON

Leo VanDenBussche Winnipeg, MB

Malka Arony Phoenix, AZ

Mario Soljan Auckland, NZ

Marjorie Wade Birmingham, AL

Darrell Dorey Halifax, NS

SPOTLIGHT OCTOBER 2001 в WWW.AILIFECOM

PR Manager

No. Cards

PR REPRESENTATIVES

PR Manager

1. Debbie Enstedt 12,732 | Rick Altig 1. Debbie Enstedt 2. Malka Arony 3,776 | Cohen-Hartman 2. Charles Hill 3. Rona Spano 2,909 | Scott Smith 3. Rona Spano

YTD Production 118,695 | Rick Altig 41,906 | Jatoft-Foti 28354 | Scott Smith

Month: 18,960 cards Anthony Gentili

All Time PR Card Production Record YTD: 61,879 cards Denise Bowyer

Category A No. Cards Category A No. Cards SGA 1. Al Wall 3,700 Joshua Chalom 1, Robin Denham 22,576 | Larry Geneser 2. Leo VanDenBussche 2,883 Rick Altig 2. Al Wall 22,218 Joshua Chalom 3. Robin Andrade 2,823 Kevin Khadivian 3. Robin Andrade 21,059 | Kevin Khadivian Category B Category B No, Cards SGA

1. Malka Arony 3,500 | Cohen-Hartman 1, Laurie Onasch 24,742 | Joseph Manone 2. Mario Soljan 2,466 Steve Friedlander 2. Malka Агопу 13,583 | Соһеп-Найтап 3. Laurie Onasch 2,408 Joseph Manone 3. No Ora Samuela 9,446 || Steve Friedlander

Month: 61 groups Patti Morgan

All Time PR Сакі Pr

YTD: 320 groups Darrell Dorey

uction Record

Category C 1. Darrell Dorey 2. Marjorie Wade 2. Sandra Johnson

No. Groups

Ramin Kouladji Ryan Whitley Gary Bleier

Category С 1. Darrell Dorey 2, Joseph Ward 3. Vivian Омуег 3, Susan Fuldauer

No. Groups

Ramin Kouladji Larry Geneser Billy Faulkner Mark Hancock

Category A = Categories one and two. Category В = Categories three, four, five and six. Category С = Top numberof contacts signed from all SGA categories. Pubic Relations Manager selection guidelines for recognition inthe Spatight are аз follows: Must fave пио PR Representatives coded and meet all production requirements,

SPOTLIGHT OCTOBER 2001 и WWW.AILIFECOM

COMMUNITY INVOLVEMENT

MONETARY DONATIONS

Rick Altig Agency ө Contributed $218 to the URCW 81 and the ВАСІ

Donated $250 to OPCM 528.

Contributed $215 for the WSLC Drawing.

Gave $109 to the Washington Women’s Committee Auction,

Donated $206 to the CWA Shop Steward Meeting.

Donated $1,000 to the Minnesota AFL-CIO Scholarship Fund,

ө Contributed $500 to the 21st Elevator Constructors Golf Tournament.

® Contributed $100 to the British Columbia Union Label.

® Donated $178 to the UFCW 832 Golf Tournament.

$1,200 donation to the Teamsters Golf iment.

SEP Golf Tournament.

® Contributed $575 to the TUAC Local 500. е Contributed $200 to the Carpenters Local 9. © Donated $396 in door prize money to the Alberta Building Trades Council. Mark Hancock Agency © Contributed $2,000 to the Teamsters Local 135 Scholarship Fund. ® Donated $100 to the Central Indiana Labor Council. Hancock-Boles Agency ® Contributed $100 го the DSSMV/AFL-CIO Golf Outing. © Donated $235 to the Ohio State Building Trades Golf Outing. ® Gave $500 to sponsor the Greater Louisville AFL-CIO Labor Day Picnic. е Donated $100 in door prize money to the Kentucky State Council of Machinists. © Contributed $115 to the Cincinnati AFL-CIO Labor Day Pienic. Jatoft-Foti Agency е Donated $250 to the NAACP for a dinner to honor Joe Sharp. ® Contributed $500 to the Merced Mariposa Central Labor Council Labor Day Picnic: © Sponsored the Local 483 Charity Golf Tournament for $500. Joseph Manone Agency © Donated $100 to the Kenosha County Laborfest Committee to sponsor Laborfest 2001. Robert Smith Agency ® Contributed $20,000 to the Oklahoma State/Federal AFL- СЮ Right to Work Campaign (see picture below).

Total $33,369

AFL-C10 Right To Work Campaign

From left to tight Roger Smith, Mark McAndrew, Jim Curry,

President of the

Oklahoma State/ Federal AFL-CIO, and

Robert Smith.

22 SPOTLIGHT OCTOBER 2001

= WWWAILIFE.COM

CAESARS PALACE Veni, Vidi, Vici,

I came, I saw, I conquered. —Jullus Сасзаг А ЕЙ

The 2002 Awards Presentatio

The following Agents will be recognia stage during the 2002 Caesars Palace Awards Presentation. Each Agent wi recognized with an American Incomt crystal award.

® The top State General Agent fi categories I, II, Ш, IV, У and

• The top five Master General Agents. * The top three Supervising Agents. ® The top five General Agents.

Put your production in gear! Conquer your market and join us at Caesars Palace for a fabulous rendezvous Roman style.

SPOTLIGHT OCTOBER 201 в WWW.AILIFECOM 23

Be A Part Of 72.

nearby surrounding Gaves His LOY ОТ. С. “og eans established

trading posts

Ithough paleolithic eave dwellings have been discovered in the hills - surrounding the French Riviera, the earliest modern history began in 0...3 4 1,000 to 600 B.C. During this time the Mediterranean coastline was irst Century

yan civilizations were inhabited by Ligurian tribes. These tribes lefe behind many fortified > Presentinithe Асе Maritimes structures and rock paintings on Mount | Bégo*. “

In 500 B.C, the Greeks; known then as Phocacans, set up trading post sites along the coast, ineluding Antibes®, Nice* and Мопасо”, Around 100 B.C. these trading posts сате under attack by neighboring tribes until Rome came хо ald in the defense of these strategic territories. After centuries of conflict Rome prevailed, and Julius Caesar took control of the region in 52 B.C.

Christianity became an official religion in 313, and it proliferated under Constantine,

а Roman Emperor from 306 го 337, It ‘onto, wwwaailife,com,

spread first along the Riviera coast, and its saan пей Agency 366 Ра ent of (Quo ese mason he и | Monastery on Saint Honorat Island® Joseph Manone Agency 183 Percent of Quota (opposite Cannes). Ed Orell Ageney 177 Percent of Quota TheFench Вол email nie Ron Cha a te Se RLM Brush-up on your French and join American Income in

thus the name France, and ой groups overran the country.

РЗ. the fabulous French Riviera! Au revoir!

Ас the close of the French Revolution, 1 1780-1792, the French Republic was established, ны: : А by the Germans. and the rest, as they say, is history! И

These places stil stand today, 1945 ‘ х France completely recovered (дот from Germian pccupation