From Good to Great

А year ago I spoke about breaking the $5 million--month mark and reaching our goal of $60 million. Little did 1 know how quickly we would progres. It is your record-breaking weeks and months which has allowed American Income to celebrate month after month,

In March, we broke the $7 million mark, reaching $7.2 million. In April, in case anybody thought it was just luck, we topped the $7.5 million barrier, And now, it is with great pleasure 1 can announce that once again we broke the record by hitting over 87.8 million of Net ALP in May! When I asked you to give me а 15 percent increase this year you decided that was not big ‘enough, and in the second quarter alone you have given me a 70 percent increase.

At American Income, we have the most productive and

talented Producers ever assembled in one company anywhere in the world, Your dedication, perseverance, vision, and ability to respond to а positive direction and share that direction with others has become a great gift to me. You allowed me to stand up and profess boldly, "You

because there is too much risk, too hig of a challenge, or maybe ме are so accustomed to settling for good that great just is not in our vision. To tell you the truth, if somebody asked me to equate a production figure for American Income as being great, I couldn't, and I wouldn't!

Here is what 1 can tell you: I know we will hit our goal of $75 million this year. Then we will move to $100 million, then. $125 million, and when we do, we will then just be getting good. In fact, at that point, we will he very good. However, we will not be great!

We will not be great until we, as a company, stop accepting our mantra of being one of the most profitable small insurance companies and start talking about being one of the most profitable big insurance companies. We will not be great until. we make a decision to get out of the kiddie park and start playing with the big boys. We will not be great until we commit to thinking outside of the box, to exploring all the markets a our fingertips and the ones just out of our grasp. Until

this happens, we will just be a

ain't seen nothing yee!” It is you who made me proud, yourselves proud, and the world took notice,

In a time when most companies are reporting losses, or at best single digit growth, you are with а company which reported а 30 percent increase over the first

qi of 2001, At a time when. companies are laying off people by the thousands, we are busy increasing our sales force. Our

ite

the mind."

FROM THE DESK OF

Marketing Officer of American Income Life

"The empires of the future are the empires of

good compar My commi Company is th settle for

anything less than greatness, and in Roger Smith turn, 1 expect that you will not

President & Chief accept anything less for yourselves. The other day, 1 bought my son. new pair of roller blades Aggressive Skates. The difference between these skates and

inline skates is they have no brakes. Just a minor detail — no brakes! ton Churchill| | At any rate, I took him to the

sales force has grown by 75 percent in the last two years. Many insurance companies have drastically cut or reduced bonuses. At American Income, in May alone, we paid-out over $600,000. When most companies are trying to find ways to reduce how long renewals are paid, we found a way to pay them over а lifetime by implementing the Career Agent Contract.

Recently, I started reading a book called Good to Great. 1 say started, because 1 was so taken with the first chapter that 1 haven't begun the second. What so profoundly affected me was the explanation of a philosophy which literally made me slap myself on the forehead and say, “Why didn't {think of that?” In a nutshell, it explained there are many good companies out there, but there are very few great companies, and that the very enemy of being great was being good, It goes on to state, once you achieve good, it was too easy to get comfortable and not take that last step towards being great. In other words, good was good enough,

Tam not sure if the reason we do not grasp at being great is

SPOTLIGHT JUNE 2002

skatepark. While there, 1 watched as he began eyeing a 4 feet high ramp. He had never thought about jumping this ramp with his other skates, yet he was wondering if now was the time. As he started skating toward the ramp, two things immediately came to mind. First, does 911 work on my cell phone? Second, is my A71000 in force! At that point, he was reaching the ramp, but instead of going straight up and over, he went at an angle making the jump in the middle of the ramp. The next time around he went a little higher, not yet at the top, but dam good for a 9-year-old. At that time, I would have been fine with packing up our stuff and going home, but then Adam skated over to me and asked, “Dad, do you think lm ready yet?" 1 gave him the only honest answer I knew, "Only you know that answer.” As it turned out, he was ready, and he made the greatest jump any little brave 9-year-old could make.

The moral of the story — I only hope we can be that brave

as American Income tries to achieve its greatness in 2002

beyond,

= WWWAILIFECOM

EDITOR'S PAGE _

Dates to Remember ‘Thursday, July 4, 2002 The Home Office will be closed to observe Independence Day Monday, July 29, 2002 All business and PR. credits must be received in Waco to count for July production. Wednesday, Aug. 28, 2002 Al business and PR. credits must be received in Waco to count for ‘August production

Required Retention Rate

Beginning Jan. 1, 2002, to be eligible for bonuses and featured in Spotlight, top Producers must meet the required Retention.

rate, or the minimum Net to Gros ratio",

Net to Gross: 77 percent Retention: 64 percent

* Net co Gross is only used during the Producer’ first

| Gy Joshus B. Carey UNION HALL

American Income Life PR. Rep Ed and Eileen Hanson-Kelly join members of the Charlotte Fire Fighters Association 660, One of their members, Josh Barley, was killed while fighting a fire earlier this y his memory The Hanson-Kellys presented the AD&D benefits for Josh to Local President Mike Spath,

Charlotte, NC airport on May 8 in support of the National Day of Action sponsored by the International Association of Machinists.

Ed Hanson-Kelly joins supporters in Charlotte аға union organizing rally for

the Corpenters Local 312. Organizers Chris Freitag and Gil Honorato put their thumbs up for Union Yes

Milestones $100,000 In Force. The following Agent has $100,000 of in-force premium: Matthew Wolfanger

Look For The Asterisk

The asterisks, shown throughout the magazine, indicate that place will be a Year-to-Date award winner, The Producers, who will be recognized at the 2003 Distley” Awards Presentation, are as follows: The top SGA from each category, the top two PR. Managers and the top three Representatives from each category, the top five MGAs, the top SA, the top five GAs and the top ten Individual Producers. Check your production. If

there is an asterisk by your position, you could be an award winner.

About AII

Published monthly by American Income: Life Insurance. Company forthe dissemination of information to it Agents, Permission must be obtained prior to reproduction or other use of

r. Local 660 named their union hall in

мем Miser hon Lee Gilin Aenean com

82002 by Ансап Income Life Insurance Company.

сете

sron.

JUNE 2002

= WWWAILIFECOM

INSIGHT

It Is What We Do!

When people think of Washington, D.C., most people probably think of it in terms of our nation’s Capitol, the place where the White House is or maybe they think of it as the historical location of the Lincoln and Jefferson Memorials, But, there is another address in Washington D.C. That address is 1000 Connecticut Ave., NW. At this address on the eleventh floor, there is a small suite with a couple of American Income Life representatives doing the goodwork of representing our Company.

This is not bragging, it is just what we do! And here are a few more things we, in Washington, do:

with working families is the use of introduction and recommendation letters from Labor Advisory Board members to their locals and councils. These letters acknowledge our Companies, AIL. and NILICO, as the “all-union” companies which have collective-bargaining arrangements with the Office of Professional Employees International Union (OPEIU), the Communications Energy and Paperworkers Union of Canada (CEP) and the Office and Technical Employees Union (OTEU).

3. With the assistance and guidance of AIL officers and labor board members, we keep a liaison with

‘Advisory Board, a body of over 53 labor leaders with the addition of two political statesmen who are honorary members. The labor leaders represent forty- five international

1. Service the AIL Labor

represent over eight million dues-paying

FROM THE DESK OF:

American Income Life

unions and the AFL- CIO. The AFL-CIO "They can do all because they think they can."

Congress, the House of Representatives and the. Senate, to support and inform those bodies about the welfare and concerns of working families. We also keep them abreast of trade- union issues, credit union issues and association concems. All of those who work for a living in the United States should know that American Income and

Jules Pagano Vice President of

— Virgil

members who could be American Income and National Ineome Life policyholders. Our mission here in Washington is to set the atmosphere to make our products and services available to AFL-CIO members and working families throughout the U.S., Canada and New Zealand. Aiding in this mission, besides attending countless meetings and conferences, we publish two monthly labor newsletters, one for the U.S., the other for Canada,

2. Another tool we use to build our relationships

4 SPOTLIGHT JUNE 2002

National Income Life are on their side. This is all possible because the field force and sales support team of AIL and NILICO are out there everyday doing their jobs — because it is what they do — making our products and services available to all working families throughout the U.S., Canada and New Zealand. Due to the excellence of your activity this office has a good reputation, which makes American Income and National Income more effective within the labor movement and government.

* WWWAILIFECOM

PROMOTIONS

Promoted To Supervising Agent ete Anhar Corey Atkinson Rogelio Avila тал Voyage Soum Dots Tras Wiliam Calhoun Harold Canter Bill Jennings Rick АМО Colorado Oregon Matthew Dabler David Dammarell James Surace Rick Alti no p Philip Eldredge Elder Edek Allan Jennings Rick АМО ош ‘Oregon Christopher Folmer Alice Giller Dennis er i Jennings Jamie Kors Kevin Leonard p Set Sth Villam Miller John Mira Brian Moody Piek Ag Cuy Roote Shara South Овоз Nw Kampane North Care ‘Dustin Nell Christopher Nester Ryan Owen Min Jennings Roveri Sith мош ош kama Teas Diogenes Pouerie Dona Pyle James Rassinier Marc Zipper Rick А9 Kevin Pawlowski p» Weston т.“ Амо Samples уюк Ji Eck Sue ном Gener tien Catenion Tous Беч prn Jaber Wong Jason Wooten Bronson ой Awa Chalom мон Man igs pon Ter s

Promoted To General Agent

Рен Burks “Thomas Camarda Sveve Сооп Lay Genesee tre Gin эмма Chin p Nw Srey rare Eric Guinn Michael Ham Elizabeth Hodgson К Robert Glover зоа Chalom North Carina Сее nare Gene Мону Kendra Robens асте Robinson Dail act кс Gin зоорины Rhode and тата Rhode nd Promoted To Master General Agent

Daniel Bramley Баш Doerr Richard Mok суон пал Witam Jennings Маон perm ps

SPOTLIGHT JUNE 2002

John Barr Witenbach Ostrovsky Mississippi

Maria Carvalho Furerihitnghit Сайті

Derek Dandy

AN Shahrak

orth Carolina

Todd Faulkner БЕСІ

North Carolina

Lesley Hunt

Jeremy Murry GeneserBlnan. nos

James Parker Hancock Boles Indiana Thomm Reddoch Kevin Pawlowski Toras

Richard Spice. ЕТУШІ опао

Donny Desent: Scot Smith Michigan

* Samuel James

Mississippi Ira Silverman Eric Gigllone New Jersey

Dennis Zajaczkowski dames Surace Ohio

= WWWAILIFECOM

Kristina Bayardelle Eric Giglione New Jersey David Cole dames Surace Ohio

John Davis Rick Alig Washington Chad Finnerty Scott Smith Indiana

Wan Jang

Rick Allg Washington Lisa Lund.

ви Jennings. Colorado

Beatrice Myers-Nelson Rick Allg

Inequelyn Reid GeneserBiman Minois

Gabriel Springer Maro Morton

Ohio

Lincoln Fischer Pick Ati Төлеш. Anna Kaherl Daniel еді ТІ! Lorraine Sappan Scott Smith Michigan

Jeff Brown. Robert Sith Oktahoma Harold Cowden Hancoch-Boles Indiana.

Lisa Eaves X Riwanig C Tennessee Frank Fisher Hughes Parekh South Carolina Immanuel Jarvis БЕСІ North Carolina Mitchell Mellin

New Jersey

Ryan Naylor damos Surace

Alexander Ricci КОЛ

New Jersey Douglas Stroup Tim Schroeder. Louisiana

Laurie Gruber Joseph Manone Wisconsin

John Martinez Bil Jennings Colorado

Keith Zabrocki Marc Morton Ohio

INDIVIDUAL PRODUCERS

1. Marcellus Adams. Salt Lake City, UT.

Woodridge, IL

5, Ruben Soberanes Concord, CA

7. John Rice Concord, CA

9, Ramin Maghsoud Irving, TX

SPOTLIGHT JUNE 2002 =.

Calgary, AB

4, Russell Morris.

Jacksonville, FL.

6. Lance Brown Las Vegas, NV

8. Brian Traboulay Burnaby, BC

10. Michael Kolasa Gaithersburg, MD

WWWAILIFECOM

All Time Record fo Beat

. Marcellus Adams

. Al-Karim Walji

. Timothy Cruise

Russell Morris

j. Ruben Soberanes

. Lance Brown

. John Rice

Brian Traboulay

Ramin Maghsoud

|. Michael Kolasa Todd Kubes

. Christopher Cummings Gregory Siard Marlon Underwood

. Kendra Roberts Patrick Parisi

. Abdulrazzag Ahmed Sara Beckly Rodney Thompson

. Gregory Jeffers Alan Reyes.

. Christine Hujber

. Julie Wells. Paul Lee

j. Larry Adebesin Raymond Lau

. Rene Sheir

. Sharon Galvin

. Christopher Folmer

Dow

. Daniel Mahany

. Joey Kennedy . Michael Huber . Jeffrey Balser . Joshua Robinson . Daniel Smith . Keith Zabrocki . Douglas Stroup . Benjamin Mancillas . Darrell Ballard |. Anita St Arnaud . Shannon Lee . Steven Hamm Micha Pellicciotta David Bunton . Maria Esposito . Meneluo Perakis . Jacquline Robinson 49. Floyd Wilmoth 50. Mark Reddington

INDIVIDUAL PRODUCERS

Year | Month 2001 Nov.

May Qualifiers

Marcellus Adams Melinda-Rae Lyse Eric Nichols.

Darren Miller Doreen Ryan-Foti Brian Traboulay

Innocent Okeke Rob Hay

Paul Rumbuc Marlon Underwood Robert Delesky

Арашгаггад Ahmed Jetfory Churchtield

John Baldo

John Baldo Nickolay Gusev John McCreary

Roger Fung Roger Fung

Scott Shirk Paula Cooper

Eric Neal

Gary Williams Margaret Harrison William Feaster Leslie Taylor

Bruce Hennick

Doreen Ryan-Foti Christine Hartman James Logan John Baldo

John Huber

Scott Sonnenberg Christine Hartman David Wang

John Baldo Paul Rumbuc

SPOTLIGHTJUNE 2002 -WWWAILIFECOM

Allan Jennings. Rick Altig

Scott Smith Marc Zipper Jatoft-Foti Соһеп-Найтап Jatott-Foti

Rick Altig

Vlad Basov Matt Blumert. Rick Altig Giglione-Brister Durhon Oldham Scott Smith Eric Giglione Lisa D'Amico Scott Smith Rick Altig Wittenbach-Ostrovsky Eric Giglione Nicholas Nilkowski Eric Giglione Vlad Basov Furer-Whittinghil ‘Matt Blumert Rick Altig

Rick Altig Giglione-Brister Dennis Ishler Rick Altig Geneser-Bitman Rick Altig. Joshua Chalom Ed Orell Geneser-Bitman Giglione-Brister ‘Mare Morton Tim Schroeder Joseph Manone Jatoft-Foti Cohen-Hartman Hughes-Parekh Eric Giglione Eric Giglione Larry Geneser Cohen-Hartman Scott Smith Giglione-Brister Eric Giglione Durhon Oldham

~ Percentage of Net to Gross

All Time Record to Beat

1. Marlon Underwood 2. James Dattilo 3. Timothy Cruise 4. Jefferson Moyers 5. Marcellus Adams б. Al-Karim Ма)! 7. Jim Bianchi 3. Joshua Robinson 9. John Reinbott "10. Kelly McDonald 11. Ramin Maghsoud 12. John Rice 13. Ruben Soberanes 14. DeMario Cooper 15, David Wang 16. Marc Rosen 17. Joey Kennedy 18. Duane Roth 19. Lance Brown 20. Jennifer Baron 21, Erik Martinez 22, Kendra Roberts 23, Julie Wells 24, Mitchell Clem 25, Jeff Hermes 26, Matthew Woltanger 27. Stephen Smithers 28, Keith Zabrocki 29, Leslie Taylor 30, Joseph Ricci 31, Steven Greer 32, Mark Bleier 33. Steve Fujian 34, Emmanuelle Fantoli 35, Moneesha Smith 36. Anita St Arnaud 37, Andrew Rossberg 38, Charles Todd 39, Joseph Schofield 40, Charles Otero 41, Joseph Moore 42, Roland Parker 43, Donald Spence 44, Camy Smith 45, Steven Calver 46. Eric Guinn 47. бап Boldon 48, Stephen Momberg Scott Remmey . Raymond Lau

Net ALP Year $242,696 | 2000

INDIVIDUAL PRODUCERS

$81,093 Marlon Underwood

76,053 James Dattilo 71,297 Eric Nichols. 70,792 Elchin Bagirov 69,435 Marcellus Adams 67,246 Melinda-Rae Lyse 64,013 Paul Rumbuc 61,382 Leslie Taylor

61,102 60,485 60,212 59,913 59,784

Leanne Hughes

Doreen Ryan-Foti

59,762 DeMario Cooper 59,533 David Wang 59,234 Jeffrey Dinocento 59,131 Gary Williams 58,432 Eric Neal

58,199 Darren Miller 57,681 9t William Cook 57,202 Eric Neal.

56,559 89 Robert Delesky 56,171 Nickolay Gusev 56097 Nickolay Gusev 55,243 7 Don Goodwin 55,243 Раш Rumbuc. 54,925 84 Stephen Smithers 54,881 9t Bruce Hennick 54,552 Lestie Taylor 53,789 86 Jeffrey Dinocento. 53,309 Раш Rumbuc 52,982

52,941 Dennis Muth 52,127 David Iriye 51,709. John Huber 50,925 Christine Hartman 50,762 Theodore Pappas 50,623 Charles Todd 49,854 Kevin Bukatman 49,664 Jonathan Saluk 49,524 John McCreary

49,252 48,307

Danny Mayorga

Derek Hartley Robert Olson Jeffory Churchfield Jeffrey Dinocento

Roger Fung

SPOTLIGHT JUNE 2002 = WWWAILIFECOM

YTD Qualifiers

‘Scott Smith Marc Zipper Scott Smith Ali Shahrak Allan Jennings Rick АО Durhon Oldham Geneser-Bitm Eric Giglion ЕТТЕГІ Vlad Basov Jatott-Foti Jatott-Foti Geneser-Bitman Scott Smith Eric Giglione Rick Altig Geneser-Bitman Cohen-Hartman Tom Williams Geneser-Bitman Eric Giglione Vlad Basov Vlad Basov Kevin Pawlowski Durhon Oldham Vlad Basov Marc Morton Geneser-Bitman Eric Giglione Durhon Oldham Gary Bleier Rick Altig David Cohen Eric Giglione Cohen-Hartman Richard Rutt Scott Smith Eric Giglione Richard Rutt Furer-Whittinghill Tom Wiliams Ramin Kouladji Tom Wiliams Steve Friedlander Ali Shahrak Scott Smith Rick Altig Eric Giglione Rick Altig * Percentage of Net to Gross

COMMUNITY INVOLVEMENT

MONETARY DONATIONS

American Income Life * Contributed $1,500 to the CWA's Newspaper Guild.

Rick Altig Agency © Gave $350 то the AITMF Golf Tournament.

2 Donated $250 to the TUAC 501 Golf Tournament.

* Contributed $260 to the IBT 519 Golf Tournament. © Donated $107 to the CPPA,

* Contributed $500 ro CHOICES.

% Donated $1,000 to the Labour Christmas Tree.

* Gave $400 to the Duluth DADS day event.

% Donated $50 to the IBT 325,

* Donated $100 to the SMW 66.

ted $550 WSFFA Firefighter of the Year dinner 8 Donated $275 to the Memphis Firefighters

* Contributed $500 to the IBT/IC 36 Golf Tournament.

* Gave $100 to the Portland Labour Council picnic.

Gary Bleier Agency

* Gave $1,000 along with the Joseph Manone Agency to the Association of Wisconsin Snowmobile Club scholarship fund.

J Cohen Agency

Gave $200 10 the IAM 727 strike fund.

2 Donated $350 to the Citrus Belt Bowling Association Annual Tournament

% Donated $5,000 for a hole-in-one at the SEIU 434 Golf Tournament.

Lisa D'Amico Agency * Gave $55 to the Mon Valley Chapter of Credit Unions Golf Outing.

= Donated $100 to the UMWA 2 picnic.

Lloyd Fitzgerald Agency Gave $25 to the Texas Military Institute Project Graduation.

* Donated $100 to the DAD Golf Tournament. © Contributed $125 to the AFL-CIO Council. * Gave $100 to the Caesar Chavez scholarship fund.

Furer-Whittinghill Agency © Gave $200 to the IBEW Local 569 picnic.

Council dinner.

Mark Hancock Agency * Gave $100 to the Teamster Local 135 Children's Annual Bass

ishing Tournament, ^

* Domi Council Golf Outing.

Hancock-Boles Agency © Donated $100 to the American Cancer Society Relay for Life,

tributed $695 to the Kentucky Labor Management School.

Jatoft-Foti Agency Gave $400 to the Teamster Assistance Progr

% Contributed $125 to the AmVets Post 56.

ver Louisville Central Labor Council

Ramin Kouladji Agency © Gave $1,000 to the Bursary for the New Brunswick Federation of Labor.

Robert Smith Agency © Gave $250 to the Oklahoma County APRI Chapter.

® Donated $350 to the DAD’ day golf tournament.

Total $29,195

SPOTLIGHT JUNE 2002 » WWWAILIFECOM

«d $500 to the United Way and the Central Indiana Labor

RETENTION BONUS RETENTION BONUS

AGENCY IUALIFIER AGENCY UALIFIER AGENCY ‘QUALIFIER AGENCY QUALIFIER AGENCY QUALIFIER AGENCY Erc gone пиша ‘Sou mi BR) Fichard Becker Efe Gigione DO LU Nu Geneser-Siman itor Carol Cohen Hariran [T Fan Pasce Ere igne. FP Enc Giglone Alarm Wal Fick ig $4082 im Fick tg Charte oxy Famn Кай BA Jennings Wie воа 3891 avd Olson Fick lg тту Crise Sect Smith 583 йыл Feaster Ed Ore David Надала Man Binet е8 d Tem Milone Эа Say Carer Denis tier Ruten Soberanes шой $229 Mare Gobet ek Ag Haron Wri Tyrone Conard арш [^ ig Maryn 382 Susan Bergh Беле Brian Tiaboulay БҮЗ 39287 Emmanuele Faridi Ома Cohen Lany ues James Sce m Pid Genet Rapin uad S£ Waldemar отео Fk Ag ‘Ramin Maghsoud | Май Basov $3,020 Тед Schiling Bill Jennings. Patick Coughlin Rick Alig Geneser-Báman. ‘Robert Hams Durhon Oldham. $841 — James Woodrull Lany Genesor. Pussel Mon Mare 2 $2578 Janos March ЕГІ Mark McGraw E ото К пао 390 Mathew Pety Mare Moron ance вот Cohenarman — $2798 Roben Rodney ek tg Michael Сое Geneseritman zr рөлде Biens $899 Dale Cheney Ali Maryn any Adebesin Mat Bumer ЕТЕ Gene Nouy Dan Zea lawrence Оч. Geneser Bran Мәк Moon Dyanne Stevens Duhon Olham $899 dean ital lisa D'Amico denn Re sata Fo $2579 Andrew Fhe Bob Glover dernier Baron Топ вала ‘Thomas Resch Каа Ран Мова Sut Lany Geneser 580 Damani Singleton Christopher Cummings бшемш 82801 James Poate Мас Zoper Kariere Gray Ene биюле Пота аон тз Was fare Es Smin 38 deme Creviser Marion Underwood Scot Smith Sis DavdNchos Marc Moron Dowd Wins Fick Ag jr бағалығын Toon tons Ама $825 Thomas Algood Patick Parsi Ша D'Amico $2545 Мак Gaglardi КО dames Ви зар Marone. паши Еа “г 500 — Roter Moothead " КойтАрравату Fick Alig $2468 Meal Gzopak Бб Brn tren [257] Stephen Momberg Pick Aig "Bowman Ното Boles SEG Davi Hton Bil jennings Michael Kolasa Mat Bumer 32470 Jear-Franeos Vezina ЮКА Sakab Schede Мә Вә шеніне) ОАЫ Coney Boek 890 Marame Schus АСАМ Todd Kubos Fick A $2488 Берел ето. ЕЗ Je Баала ВІ КЕЗ dames Өлке Roten агу Tom Was 3820 Wilam Rebore Lany Geneser x Gregory Sant Фест non Staa (штабта бон) (кетуін Tim Setvoscer Devin Helps аА Benson Kim ical Sees Lesley Hunt Bllemms x Kendra Roberts Erke боле $2408 Попе! Phares Mar Morton Paul Godard Fick Ag [bed HM Mathen Wood Fick Ai 8802 George Sezer ok lg Abdulrazzaq Ahmed ‘Scott Smith $2367 Philip Bell ‘Scott Smith Peter Hamm. Eric бойоп Tm Sth Duhon Ойтал Daniel Baxter Bil Jennings $824 Joseph Larsen Allig Martyn ТЕТІГІ GohenHanman S2356 George Hays Hancock Boles Pip rede Man Jers p Sieve балан Ryan Ne па (ші Joey Oe rw Бати Raymond Lau Fick Ag saasa Ооу па Nguyen Vind Basov Joseph Campbell Loya Ftzgrald broth [dr Bie Danis Ghats Lond. SE Jame Kons Соттоп бағ Becky Fick Aig 323и Pene Shei Rk Ag, p. E] Vend бад Ton Wika Leonard Johnson Ошто Oum Er Thompson WinbachOsrowiy $2317 Chad Dockstadar | Genosecdiman Anto Ton идат € Danus блып ета у Ао Seon Smi Mark Paddington Durhon Oldham $2297 Joseph Moore Furer Whiting Parsh Duron Oldham Kevin Mendizabal Eric Gigione fiar Bhukera Scot Sith Mercedias Webb David Cohen Gregory ез Eric бопе 32294 — Kely McDonald КЛ Robin, Fick Alig dames Holoway ‘Genesee Biman, Ати Garacki ‘Hughes Parekh jds kh Nan Rayos Мк Мони $2288 Cwistan Adams | EncGglone David Jackson КС er Гг [re КЕТ Pau Dadia Cristine Huber Ere Gigiena 82287 Chaves Todd Scot Sih James Schneider Seon Sin E E] Hoven lator fio sa Waker ШОЛ Davis Cohen. 822 Unda Amante БА Re Lany Ganser шаны қалы Seon Gene Dahon Ron Papara Joay Kennedy Rick Aig 32250 Rogelio Avia Loyd Fitzgeraid Joseph Decapida Lany Gonsar Mian Caa Ba Jennings Sohn Corde [n Robert Тоту “i Wels Vid Basov $2210 Jer Canpbot Fick Aig Jeferson Moyers A роон Воин Аана Foor Hickman Напо Boles Jeremiah Johnson Јов Робот Geneerüiman 82222 — Enc Gunn А алак уш Davi Cohen Hairadaisono David Coben Avan Reese Scot Sih Kendal Buns Paulee FureWhtinghli — 82225 Ryan Naylor dames Surace Stove бона екті pia opes Paih David amne. ick A ene Grier Ere дюле Pichard Rut КЕЛ Езякі бова: | Scot Sih lous Race [44 Usa Luna Bil Jennings dere Boer tar me Rick Aig Ed Ore Мика chan. Dati Cohen Joseph O'Connor Eric Gigione Jerome. ick Ati Darren Brink Basov бөленді БЕЛ Ashoka Pradhan Над Rei Cera Ete Gighone Bonami Dodom те Amy Sydor Tom Wiliams Dannis hier Ramin Колаз) Матен Karakaedos | EcGone lawerceeamon Seon Smin Christa Carden Hancoc-les Perry апове Rick Al Durhon Oldham ам, Turana pum. Vedran Ррес Richard Rut Gerald более Marc Morton Frank Мао! dames Tom Wiliams Deren Mier Бүз David Mah Lol Же Samuel Cohen. Eric Giglone. David Cole James Surace Robert Smin sosegh Зою Ete Gghone ronda Shater Darton Susumu Тактын David David Jennings Duthon han Danio Mahary Tom Wars Ghawenfihardon Ganeser Baman Duane Bouter Fok Aig Bian Cahoon Jamas Suraco Ahana Hammond Bil Jennings Michael Huber апу Ganeser MennhoWger Glen Ber Danai Bramley Guy Rae tos Pcr Sieve Кейиди БЕКА RANG ШЕТІ Fick Ag Roland Parkar Tom Wiliama Shon Lange Son Sr) Elzadan Халед Jat Fah Tie бақ Mare Merion lone ner Vad Basov Rete Ове Scoti Smh, Mora Carano белеу КОА лель Grant Waters Mars Morton. Gary Bi Екі Elzabeth Eden Ба Jennings. Jason Dickson. Ша D'Amico Brian Moody Al Shahrak David Turlington Ali Shahrak. Ere Gk Tom Wiliams Bran Arcos Lary белеме Жәдік Ordas Бо-ма Chats Casper Ere Gighne Menasi Maease Оет hor Cohen Bobet Paterson Peter Laes, Dav Cohen Bront Davs Roe Paterson Ала Grando dames Suraco Pablo Pela Seat Sih Ви i ick A LLLI [Sd Kavin Caroy Май Hancock Ryan Hungate FurerMhitinghir Matthew (апоу Scott Sih Moon 54722 SefunSmum Vad Basov Dagas Gimes Һинд ib Adano Seat omn Daman Gundex Sco Sh ‘Durhon Oldham Fick Alig Diana Fenech anes Jerome Tudos. Lany Geneser Richardson Eric Giglone ‘Shahzad Khokhar ‘Josh Chalom Michal Saracino Сот her’ Fk ison Fick Ag Yane Santos Banesor- итал Fro [ihe nn Ene Gilone Топу Maurer [ipi Douglas бітір Tim Schroeder Stove Beck ‘ig Maryn Shelagh Keleyhers Cris Lafond 1 M Pure Ie [e Mos [to Rel rar Fick Ag SowayKhamphos Fick Aig ӛтеу Walaco Scot Sth ГЛ Cohen Harman Jason Michel Scot Smith Mathen Bondend Масд; ато! Balar stot Fl Harald Condon Bolas James Uron duct ot кт тл E ek Ai Fick Al Jm Banchi Duhon Oldham Volodymyr Derewyanyy Fick Ag Shamshinder баш Fick Ag [rh Neder 12" Pon pom Loni Porter Mark Hancock Shannon Leo E Rober Ais Lay бимен Bonavan Locker” AS Sana Feber Urach КО dsp Ed Orel! Chvisiopher McCarty Scol т Saven Hamm Ere Gigiona Erk Marinez Genesor Biman Corey Fresen Rees Ed rone Conard ТУ Hancock Does КАЛЧА Michael Pellcciolta: Eric Giglione Marc Rosen. Enc Giglone. Ann Lindberg Rick Ali. ‘Herman Атал Lisa D'Amico. Karton Willis Marc Zipper Maria Fullerton. Scott Smith Doan Beaucage Lavy Gorasor Карга Seyi Josh Жао а ex Ay мааи н уе band ren E боото sor David Burton Lary Geneser Michael Hanson Matin Roger Hotz 7-4 Noah Staker Hancock Boles ‘ra Siverman Eric Gi Richard Rut Manduo Peras Scoti Sah Jeremy Walch ж Lasa Banton ek Ati 2-4 та тл Fick alg жанаша Соле Btstor Sv Caher Steve Friedlander Robin Meyers Husen Lamy Geneser eee КЖ Mann toner [oc m E] Fo imam Er Gilone Scot Pemmey Ete Gigione Sargai л Chalom с айы Са Taen КУЕЛ Eit ighone Francisco Perez Еле Ооп Jamas Pames [^p МЫ Michael Soosoo Бой Sah 22 ae een toon petes S Sm Michel Сет Via Basov ata Miler Chris Lafond фат Hugo Past жағы Ne [rm К WiertachOstovi [or sn Reinot Ere Gigione dle Aprahamian Joseph Manone $1424 George Vitan Mare Zoper КЕЕ ЕР pcm Кел ‘Genes Biman Machelle Berry Jatott-Foti ‘Sidney Hodgskiss Rick АЛҚ) $1418 — Christopher Hemandez Scott Smith Miche! Melin РД $876 Нала Wike ‘Mare Morton Loe Fitzgerald Andre Abramoveh Rick Atg Mauesmmons Ere Gglone 31416 Maras Ballon ЕЕ Ma mra fan Chalom Fick Ag fee бш C - CS, LE MEE ES NE rc Christma Haman Cohen Hariman Anthony Chisiman Gary Ber ЙАМ Gay Hausman David Cohen p e So arid uon еее Mar Moron СЩ [^r d ера Lato Бай айы пал rates Осо Read Rut SED Todd ғат A Shatak Beton Okan Канып ш Val ao ‘Meissa Coakley Altig Martyn. 5905 Eldon Douglas. Lamy Geneser Gr ‘Sweat Geneser-Biman Duane Воп Genese Biman 880 Juan Medina sok Ft БЕ Gereser Biman ee КЛ 35 Tod Be Man arene des) Cardinal Fick Ag james Dato Мас Zipper 1868 Lorna Bariere Dave Cohen PM Brot Fels белези Baman Bran Boers Ene Gijene. 380 Inn Lampman Joseph Manone Roman Barman GigloneBister Sam Нотта Hancock Boles м5 ex Roland his Lond Bae Jenei Thorton Lori Tape Fick Aig 581 Paul Sear Darton Oan den Pater Конт Pawlowski Pudi Camenzind Dave Cohen \827 Tai Syed Scot Sth Siso cha Peppeine Ack p.53 [or 01 маш бт ck Ag isa May Witenbach-Ostosty Тасу Haden Kevin Pavicski 51800 James Parker HancockeBoies 81383 Shannon Buke Ere боста sonra Hares Gay Beer 30 Kem Comet Май Hancock tee Smith Nate Zpper Kim tina Fick Ag 75 Gregory ley Lamy Geneser $1380 Коба Bouma. hrs Latod Pee а. e Dunn Oktam Сату Smin Tom Wilams 7785 Michael Thomas Robert Smin $1375 Vincent Gallery Mick Nerone [s EE —— Seer Ошум Seat Smith Hal Herman Duhon Olam 782 Olver chs David Cohen 31373 Don Butery Milano [rre EE оне Fee re Lond ia eat Michael Morris Scoti Smith ЛЕ abet бынын боер» 02 aa dem Pu ыы Mar oper Ж kma Peyre пие Total Bonus Paid Out Chaves Fizhugh Lary Geneser GS Loren Са лс Morin 1289 Мат Dauphine [ven en Whos БЫ ыы REKA 218 ЕТЕ Ere Gigione GI Jacquelyn Red GeneserBiman 81355 Nestrmmay Tom Wizams жи » $602;

10 SPOTLIGHTJUNE 2002 я WWWAILIFE.COM SPOTLIGHTJUNE 2002 = WWWAILIFECOM

SUPERVISING AGENTS GENERAL AGENTS

2, Melanie Cohen Framingham, MA

Ft. Lauderdale, FL.

Dallas, TX N. Royalton, OH Y Kaneohe, HI St. Louis, MO | ‘All Time Record to Beat ction Month: $102,403 tst Yr, Eric Neal Month: $111,282 Net ALP Etic Neal Name Net Rin | #1й\г MGA SGA ALP All Time Record to Beat All Time Record to Beat 1. Israel Pena Danny Mayorga | Tom Williams " " 2. Melanie Cohen 724 5 Giglione-Brister с Gino Тап : had Roehrs May Production Month: $43,409 st V Gino Month: $80,806 Net ALP Chat och сше BA t. | айлы | іе 4. Kevin Surles 82 13 David Zophin Ed Orell ЛЕЯ ps ^n] pot REN 5. Marcus Smith 684 | 6 | Steve Surace | James Surace 6, Francisco Perez 657 5 | Jeffrey Dinocento | Eric Giglione 1. Сату Smith $33,973 | sea ЕСІ Danny Mayorga | Tom Williams 7. Duane Roth 84 3 Eric Neal Geneser-Bitman 2. Michael Grim 21,367 28,106 650 Rory Lee Rick Altig 8. Lori Boynton 99 2 | Jett churchtield | Rick Attig 3. Jerome Tudos 14507 21,350 | 98 Scott Sonnenberg | Larry Geneser 9. Samuel James 647 3 Wittenbach-Ostrovsky 4, Shannon Lee 18424 26902 | 97 James Logan Hughes-Parekh 10. Byron Watson 667 7 | Jettrey Dinocento | Егіс Giglione 5. Karim Ross 18067 150% | 91 Eric Nichols Scott Smith tic Neal All Time Record to Beat All Time Record to Beat YTD Production YTD: $142,726 tst Yr. Vladimir бгз YTD; $237,992 Net ALP Vladimir буз Name 1st Year Net NG | nn | #4styr MGA SGA | Agent ALP Agents Mon үс Mes NIA Ra. Plat E PUN БЕТТЕ ЕГЕ ЕСІГІ | s2 аз | David zophin — | ЕТІ we go! * 2. Byron Watson 152403 | 186636 667 7 | Jeffrey Dinocento | Eric Giglione 1. Michael Grim $63,311 | $95,719 65.0 4 | RoryLee Rick Altig "3. Israel Pena 132997 | 133391 | 95 14 | Danny Mayorga | Tom Wiliams 2. Camy Smith 60,284 89,201 94 5 DannyMayorga | Tom Williams. 74. Samuel James. 114543 159,269 647 3 Wittenbach-Ostrovsky 3. Edmundo Martinez | — 48313 тат 681 з | Christine Hartman | Cohen-Hartman * 5. Steven Greer 112,106 | 169011 | 92 5 | Paul Rumbuc Durhon Oldham 4. Clifford Carroll 42976 68143 | вт з | Darren Miller Cohen-Hartman 6. Marcus Smith 110570 | 118716 684 6 | Steve Surace James Surace 5. Jessica Bergren 36,798. 82,053 90 1 Wendell Bangs Rick Altig 7. Duane Roth 100,098 144,565 84 3 Eric Neal Geneser-Bitman 8. Marc Rosen 94377 | 152,593 739 6 | Jeffrey Dinocento | Eric Gigliane Supervising Agent selection guidelines for recognition in the Spotight areas follows: Must have one First Year Agent coded and meet эй production requirements 9. Melanie Cohen 91617 113741 724 5 Giglione-Brister 10. Carolyn Wittenbach| _ 90818 | 136659 370] 10 Wittenbach-Ostrovsky

‘General Agent selection guidelines for recognition in the Spotight are as follows: Must have two First Year Agents coded and тее! all production requirements

2 SPOTLIGHTJUNE 2002 = WWW.AILIFECOM SPOTLIGHT JUNE 2002 а WWW.AILIFECOM із

М;

Rochester, NY

Edison, NJ

uderdale, FL

7. Wendell Bangs Duluth, MN.

Redmond, WA.

SPOTLIGHT JUNE 2002 = WWW.AILIFECOM

ASTER GENERAL AGENTS

Edison, NJ

Fairview Heights, IL

San Diego, CA

Concord, CA

10, Steven Jakubezak. Woodridge, IL

MASTER GENERAL AGENTS

All Time Record to Beat All Time Record to Beat Month: $190,653 tst Yr. Slav Bilman Month: $236,811 Net ALP Ed Orell

Name Me | Мал? | NG | Rin 1. Paul Rumbuc $171,193 | $184,955 793 2. Jeffrey Dinocento 137,807 173,862 68.9 3. John Baldo 83,110 85237 90 4. Eric Neal 80477 80,757 764 5. William Cook 77,963 86,965 644 6. John McCreary 76,075 76,075 648 7. Wendell Bangs 68,161 87,599 743 8. Doreen Ryan-Foti 67,832 112,736 675 9. Wilbur Smith 63,127 101,097 685 10. Steven Jakubczak 62,319 66,449 70.3 11. David Hausman 61,416 102,150 68.5 12. David Iriye 59,358 58,766 69.3 13. Robert Delesky 58,880. 59,377 70.8 14. John Akers 57,591 60,098 703 15. Lee Conti 56,172 63,417 744 16. Kevin Вика!тап 55,910 59,863 68.7 17. James Logan 54,538 62278 73.5 54451 712 54,182 67.5 51293 66.5

4131 Yr. Agents

1. Paul Rumbuc. 2. Jeffrey Dinocento 3. Eric Neal

4. Wendell Bangs 5. David Ire

6. John McCreary 7. Steven Jakubczak 8. Lee Conti

9. Christine Hartman. 10. Kevin Bukatman 11. Stephen Ross 12. William Cook

13. Doreen Ryan-Foti 14. John Akers 15. Steven Lee.

. Leanne Hughes

cord to

178 191

SGA

Durhon Oldham Eric Giglione Eric Giglione Geneser-Bitman Tom Williams

Furer-Whittinghill — X Rick Altig ТЕГІ

Rick Altig Scott Smith Eric Giglione. David Cohen. Eric Giglione Chris Lafond David Cohen. Eric Giglione Hughes-Parekh Rick Altig

Rick Altig Scott Smith

764 743 693 648 703 744 274998 | 448723 706 265499 | 281532 687 264691 | 308787 775 264406 | 283,711 644 263106 | 459551 675 252023 | 258944 703 239762 | 324211 712 235501 | 272797 676 219364 | 246034 675 215,977 | 347,035 709 215,634 | 240,509 833 211477 | 27521 689

Wist Yr Адеп!

Durhon Oldham Erie Giglione Geneser-Bitman Rick Altig

David Cohen Furer-Whittinghil Scott Smith David Cohen. Cohen-Hartman Eric Giglione. Steve Friedlander Tom Wiliams КО

Chris Lafond Rick Altig

Eric Giglione Rick Attig Hancock-Boles Richard Rutt Scott Smith

Master General Agent selection guidelines for recognition in the Spotlight are as follows: Must have four First Year Agents coded and meet а! production requirements,

SPOTLIGHT JUNE 2002 = WWWAILIFECOM

Paul Rumbuc $14,933

Jeffrey Dinocento $9,995

John Baldo $8,847

Eric Neal $8,459

David Hausman $7,755

David Iriye $6,035

Rob Hay

56417

John McCreary $6,097

Wilbur Smith 55,982

Robert Delesky $5,806 Melinda-Rae Lyse $5,549

Bill Cook $5,307

James Logan $4575

Sleve Surace $4,301

John Akers $4287

Lee Conti $4,200

Leanne Hughes $3972 Narinder Dhillon $3,785

MANAGEMENT BONUS _

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

Patrick Shehan 53765

Kevin Bukatman $3,764

Steven Lee $3,603

Jett Churchtield. $3,517

Michel Cyr $3,399

Paula Cooper 53,356

Christine Hartman 53,348

Gregory Ранее $3,339

Scott Baker $2,099

Mija Orlovice $2,908

Tony Sutton $2,903

Michael O'Rourke $2,885

John West $2814

Dennis Muth $2,801

Erik Graham 82771

Timothy Collier $2,750

Eric Nichols. $2731

John Huber $2544

May Bonus Qualifiers

Charlotte Braddon $2,474

Yumiko Yamashita $2,443

Volodymyr Derevyanyy $2,428

Dan Phillips $2,250

Theadore Pappas $2241

Brian Waller

$1,918 Wendell Bangs $1,723 Gary Williams $1,595

Lawrence Hauck $1471

Robert Biddle $1372

Wayne Hendricks $1,360

Peter Hamm $1311

Mahmoud Kenareh $1,250

David Wang $1222

Henry Moran $1210

Mathew Hart $1,173

Gay Deitch $1112

Marcellus Adams $1,070

Total $221,947

Nickolay Gusev $970

Duane Roth $908

Marcus Smith $904

Dorian Oldham $885

Jim Bianchi $880

Francisco Perez $879

Lori Boynton 5839

Deborah Peers $807

Charles Rodriguez 5772

Steve Fujitani 8755

Marc Rosen $734

Darren Austin $713

Bruce Davis $672

Richard Cerra $625

Derek Sandilands $606

Jason Danielson 5574

1га Silverman $568

Pamela Drury $552

SPOTLIGHTJUNE 2002. 4 WWWAILIFECOM

Steven Greer

$472

Joseph Franc $461 Abraham Kim БШ

Patricia Lee Я

Dallas Dixon 5362

Tiffany Hunt $357

Hal Herman $354

Byron Watson $336

John Reinbott $332

Michel Verleysen 5329

Matthew Wollanger $320

Denard Cooper $294

Mark Hart

$290

Ronald Nelson $280

Denise Gilbert

БШ

SGA DEVELOPMENT

Higher Standards &

Greater Expectations

In both my professional and family life, my primary goal is to set higher standards and greater expectations for myself and those surrounding me.

I take this responsibility very seriously. However, the fact of the matter is no one succeeds without someone else caring. With this in mind, I want to address all those who work for American Income and National Income Life as leaders, regardless of your title.

In all the places we interact — in the family, at

right thing to do. We cannot let the overwhelming majority's behavior dictate our own behavior. Being too politically correct has focused our attention on elusive sensibilities such as “self-esteem,” rather than on substantive sources of pride such as achievement, accountability and responsibility.

As leaders, we cannot blind ourselves to the truth out of fear that someone may find it offensive, and it is especially reprehensible to do so when the stakes are so high, We need to set higher standards, and we

school, in the community, need to have greater and yes, even at the office expectations of people in

— one conspicuous change order to help them achieve has affected everyone’ life FROM TRE DEW Of wisi disi This change has come in Robert Favo This is the essence of

the form of all the ne leadership, and the commonly accepted embodiment of what a leader standards for our skills and should be. If we are nor behavior. Basically, willing to hold ourselves to a standards and expectations "Every day, in every way, I am getting beter higher standard, we cannot regarding all aspects of life Сака» expect those around us to be have fallen drastically. — Emile Сое] willing to live up to a higher

Nowadays, less is expected, and in turn less is received.

Times have changed. What an understatement! 1 am 37 years-old, and 1 cannot believe how much change my generation has seen. 1 can only imagine what sort of change is in store for future generations. 1 understand we need to acclimate to change, but thinking we need to lower our standards and expectations regarding our behavior and skills is ludicrous. Just because society has told us it is not politically correct to expect too much, or to go the extra mile — such as working an extra day or two if a goal has not been achieved — does not make it the

standard, 1 know in my life whenever I have failed it has been for one of two reasons — not holding myself accountable or not working up to my potential. Now is the time to do our best to eradicate these excuses from our personal and professional lives.

We need to care about the people who look to us as leaders and role models, Real caring does not mean always saying what is popular or easy. It means making decisions that will benefit everyone in your Agencies, so that the group can reap the long- term rewards.

SPOTLIGHTJUNE 2002 а WWWAILIFECOM f

STATE GENERAL AGENTS

Erlo Gigllone

MAY. ae YEAR TO DATE PRODUCTION

1st Yr 1st Yr % 0! AMDAM

Category |

Eric Giglione

Larry Geneser kn Ed 108000 E kr pu Sino 200 272 1768226 Rick Allg. 875188 450000 192 1353178 685 3208103 2280000 145 543259 Scott Smith 373502 — 216000 173 582,441 665 1,716,842 1044000 164 227,826 Hancock-Boles. 120247 96000 125 183794 679 461,804 480000 % 756853 David Cohen. 166469 1400 16 259,415 746 946503 720000 131 — 1514786

YEAR TO DATE PRODUCTION

Wa [toa] m [sn] mar

Durhon Oldham $171,193 $72,000 — 233 $184,955 79.6 $753,017 $360,000 214 $797177 Hughes-Parekh 88728 7200 123 105442 ӨЛ — 313519 — 348000 — 90 440626

MAY PRODUCTION

Category 11

Category ІІ MAY PRODUCTION YEAR TO DATE FADOUETON

257 113,171 89 Eri 172 64,437 647 7 61,890 тіз 19 60,817 672 104

SPOTLIGHT JUNE 2002 = WWWAILIFECOM

STATE GENERAL AGENTS

YEAR TO DATE PRODUCTION

325410

YEAR TO DATE PRODUCTION.

1st Yr % 0! 1st Yr.

Esa mm [oa] ma [sn] war $744,762 944000 — 517 — $927,847 44336 36,000 123 76,890 70.9 168,598 180,000 94 341261

Allan Jennings

MAY PRODUCTION.

YEAR TO DATE PRODUCTION

ЕОС АСЕТ

115 574,733 88 $196,865 5180000 109 5265011 oo 12 — 5554 93 72368 72000 101 103041

SPOTLIGHTJUNE 2002 = WWWAILIFE COM

PR REPRESENTATIVES .. PR REPRESENTATIVES ‘May Production YTD Production PR Manager PR Manager No. Cards PR Manager No. Cards SGA 1. Debbie Enstedt 19,338 *1. Debbie Enstedt 83,851 | Rick Altig Debbie Enstedt | 2. Malka Arony 7,545 | Cohen-Hartman 22. Richard Meshulam 22,79 | David Cohen Winnipeg, MB. 3. Richard Meshulam 7252 3. Malka Arony 20,548 | Cohen-Hartman X Month: 18,960 cards Anthony Gentili YTD: 61,879 cards Denise Bowys ! Category A No. Cards Category A No. Cards SGA

1. Richard Meshulam. David Cohen

2. Brenda DiSomma Eric Giglione B DiSomma 3. Jacqueline deVooght| — 3; Rick Altig Edison, NJ 4. Bernard Wendekier I Rick Altig

5. John Wilkinson. Scott Smith.

Richard Meshulam. Los Angeles, CA

|. Robin Andrade Giglione-Brister 2. Malka Arony Cohen-Hartman 3. Donald Spohn Mare Morton

4. Randy Stockley Ramin Кошай}

5. Catherine Brigole. Cohen-Hartman

71. Richard Meshulam | 18,366 | David Cohen Brenda DiSomma 17,987 | Eric Giglione

Rona Spano 17,761 | Scott Smith 4. Robin Denham 13,796 | Larry Geneser 5._Al Wall 11,905 | Joshua Chalom Category B No. Cards SGA 71. Laurie Onasch 9,242 | Manone & Altig *2. Lydia Hovanski 8742 Allan Jennings 73. Robin Andrade 8489 | Giglione-Brister 4. Malka Arony 7,763 | Cohen-Hartman 5. Sandra Johnson 5,266 Gary Bleier

Robin Andrade Malka Arony

Framingham, MA 4 Phoenix, AZ $ All Time PR Group Production Record NA Month: 125 groups Darrell Dorey

Category C. *1. Darrell Dorey 22. Richard Case 3. Joseph Ward. 4. Jennifer Opra 5. Patti Morgan

No. Groups

Ramin Кошай James Surace Geneser-Bitman Larry Geneser Schroeder & Basov!

Halifax, NS. Halifax, NS.

‘production requirements.

Category A = SGA categories one and two. Category B = SGA categories three, four, іне and зік. Category C = Top number of contracts signed fron all SGA ‘categories. Public Relations Manager selection guidelines for recognition in the Spotlight are as follows: Must have two PR. Representatives coded and moet all

20 SPOTLIGHTJUNE202 @ WWWALLIFE.COM SPOTLIGHT JUNE 2002 = WWWAILIFECOM 2

P.R. BONUS

Kenneth Allizer Richard Case Brenda DiSomma Darrell Doray

Rona Spano

Robin Denham

AI Wall

Joseph Ward Richard Meshulam Becky Cutlor Bernard Wendekier Jacqueline deVooght William Gibson Malka Arony.

John Wilkinson Donald Spohn Josoph Galusha. Loo VanDenBussche Catherine Brigole: Susan Glibert Jennifer Opra Krissa Hensley Randy Stockley Laurie Onasch Susan Fuldauer Jonny Williams. Linda Bauknecht-Hicks Tottle Hobson David Blaisdell Vivian Dwyer

Anat Cohen

Cheryl Cook

Robin Andrade Patti Morgan

Tracy Smith

Ayanna Prendergast Irene Rurycz

Susan Cooksey Robert Dailey Sharon Swintord

$22,128

MAY

SPOTLIGHTJUNE 2002 = WWWAILIFECOM

LABOR ADVISORY BOARD

AIUs Labor Advisory Board Welcomes. . .

James A. Grogan is the newly-clected General President of the Intemational Association of Heat and Frost Insulators and Asbestos Workers. Mr. Grogan was unanimously elected to this position by the organization's General Executive Board. Prior to his election, Mr. Grogan served as the general secretary-treasurer for 12 years.

The International Association of Heat and Frost Insulators and Asbestos Workers Union dates back to the late 18005. The expanded use of steam power during this era had a profound effect on the industry. This led to better heated, more efficient factories and plants, improved working conditions, and the creation of thousands of new manufacturing jobs. The International Association of. Heat and Frost Insulators and

Asbestos Workers |

(IAHFIAV) was created to :

assist its members in securing

employment, to defend t rights and advance their interests as working men and

women. Through education К

and co-operation, the ТАНАХ works to raise its members to a position

society to which the

justly entitled, To this da

INTRODUCING: James A. Grogan

General President of the

International Association

“There is a destiny that makes us brothers; None goes his way alone; All rhat we send into the lives of others Comes back onto our own.”

corresponding secretary while also serving on the

* negotiating committee,

In 1967, Mr. Grogan was elected full-time recordi secretary and assistant to the financial secretary, Hé was. then selected to take on the position of business agent in 1969, followed by his election as business manager

in 1973. Mr. Grogan's experience and leadership abilities made his 1975 election, as president of the New Jersey State Building and Construction Trades Council, a possibility. In 1987, delegates to the Asbestos Workers’ General Convention in Philadelphia elected Mr, Grogan to the position of international

vice president, representing

the Middle-Atlantic

States Conference.

In 1989, following the death of General President Andrew Haas, the General Executive Board elected Mr. Grogan to the position of general secretary- treasurer to fill the vacancy created with William Bernard's election to general president. Grogan was re-elected to the

ді Heat and Frost Insulators and Asbestos Workers.

— Edwin Markham

the union strives to increase employment opportunities and equality in the work place.

Mr. Grogan began a long and distinguished union career more than 42 years ago. His career is marked by his rise to ‘numerous leadership positions at local, state, national and international levels.

He started working in September 1956 as a permit worker, and was initiated into Local 32 on Feb. 10, 1959. After serving in the U.S. Army, he returned to Local 32 where he received his mechanic's card in 1961. His leadership abilities were put to the test when he was elected as a trustee in 1962. Two years later he was elected sergeant- at-arms, and in 1965 became the recording and

SPOTLIGHT JUNE 2002

same position in 1992, and

again іп 1997,

At the 2001 General Executive Board Meeting, Grogan was elected general president, filling the office vacated by Mr. Bernard's retirement.

James A. Grogan was unanimously elected to American Income Life's Labor Advisory Board earlier this year. Mr. Grogan brings a wealth of experience and knowledge to this premier advisory board. Grogan's leadership will be a great asset to American Income and the Labor Advisory Board. We are looking forward to a long relationship with.

Mr. Grogan.

Congratulations!

^ WWWAILIFECOM.