PERSPECTIVE

You Get What You Need

As most of you know, I spent the first part of December trekking through the jungles of Belize — formally known as British Honduras. Some of you have asked me why? 1 answered with, "Well, it was my 50th birthday and 1 wanted to do something. adventurous. Besides | needed an inspiring mantra for 2003.” With that, a few of you said, “Come on, Roger, I know you — beaches, casinos, cigars — that must have been Dottie’ idea." Well, I'm here to tell you who wears the pants in this family!

1 have to admit, when Dottie and 1 first discussed what we would do she brought up the idea of doing something adventurous. It was right then and there 1 thought, “Wait a second! This is my birthday, and I'll do what 1 want.” But what 1 said was, "Let me think about it, honey."

A few weeks later she brought home brochures on Belize. Jungle trekking, waterfall climbing, sea kayaking! "Wait one damn

Knowing this, I would like to say, "Thank you for this year, the past three years and the many years to come!"

Let me give you some data to think about. Over the last three. years, we have increased our Agency Force almost 82 percent. Over that same three-year period, our sales have increased approximately 72 percent All of our accomplishments to this point have been record- breaking; however, we have a lot more to accomplish if we are to achieve our goals in 2005. Which brings me to the point. Remember how I was talking about the inspiration I received from this trip? What did I say? Oh yeah — zilch, nada, squat, nothing, zero!

God has a funny way of talking to me. Sometimes he does it in subtle ways like running me head-on into а car on my motorcycle at 50-miles-an-hor

ind

nd, honey. You must have missed the A section of the travel brochures — Atlantis or Aruba maybe, The one with activities such as napping, sun-tanning and putting down $25 chips and counting up to 21," again 1 thought, But what I said was, “Wow, sounds like fun, honey!" So there I was on Vaya Con Dios Airlines dropping off mail to some village on the way to the Jaguar Reef Lodge, and а day later I was trekking in the jungle

what you need.”

FROM THE DESK OF:

"If you try sometime, you might just find, you get

sometimes he does it through So it wasn't surprising to t travel, it wasn't until I got back in my car on my way back to Waco when I turned on

President. жеч, ш; adio and the light came on in Marketing Officer of American Income Life

jovies

I'm sure it wor prise you that it жаз the Rolling Stones who provided my source of inspiration. 1 mean if Karate Kid could do it one

year, and Yul Brenner and Steve КЫЫ McQueen (Martin Short!) in

the second, why not Mick Jagger in

You are probably wondering if 1 found inspiration as I peeled the blood-sucking leeches off my calves. My response — I don't think so! Did I find inspiration while 1 doused myself with mosquito repellent, and realized there wasn't enough Deet” in the world to rake on the mosquito community in the jungle? Not likely! And when the muscles from my legs were about to tip as I tried to keep up with my tour group to the top of the waterfall, did sudden inspiration come over me? Did I sit

there and say, "This is it; this will take AIL to the next

level?” Wrong!

In fact, let me rell you what inspiration 1 received from this trip — absolutely sich, nada, squat, nothing, zero!

So as 1 was flying back, I said, "You know what? Maybe I should say ‘great job guys! and just start the year minus a mantra."

1 mean there isa lot for us to celebrare — right? 1 said, “Give me $75 million,” and you said, "We're going to give you $86 million.” 1 said, "Give me а 15 percent increase.” You said, “Well give you over 30 percent.” 1 said, "Here are more changes," and you said, "Bring it оп.” 1 said, "I have an idea.” You said, “We will execute it.”

You have never given me what I want, yer you have always given me what | need. 1 firmly believe there isn’t а corporation with a more dedicated, professional, independent, creative, talented group of people than the ones who make up AIL today!

the ird? So there 1 was driving down the highwa mosquito bites, singing at the top of my lungs, "You can't always get what you want, but if you try sometime, you just might find, you get what you need.”

As L sat there pondering the difference between want and need, it came to me. This isn't about luxuries versus essentials, or greed versus faith. The difference was simply about the degree of passion.

This “get what you want,” this passion that drives us beyond normal expectation, is what makes us different and pushes us the top.

If we are really serious about going from "good to great," we must have а need-to, passionate-about, pull-out-all-the-stops, execute-the-plan type of goal. Once again, we have to hit our mark for 2003!

And it is that passion — that “get what you need,” that making your wants your necessities — thar will bring us to the $100 million mark for 2003! This is one of the most important barriers this Company needs to bust through if it is going to continue its journey from good to great.

Зо, 1 implore you to raise your passion level, embrace this new goal, accept the responsibility for your part, and I promise, "if you try sometime, you just might find, you get what you need!"

2 SPOTLIGHT DECEMBER 2002 т WWWAILIFE COM

EDITOR’S PAGE

Dates to Remember Monday Dec. 23 through Wednesday Dec. 25, 2002 The Home Office will be closed for the Christmas holiday. Friday, Dec. 27, 2002 All business and PR. credits must be received in Waco то count for December production. Wednesday, Jan. 1, 2003 The Home Office will be closed for New Years Day. Wednesday, Jan. 29, 2003 All business and PR. credits must be received in Waco to count for January production Wednesday, Feb. 26, 2003 All business and PR. credits must be received in Waco to count for February production.

Milestones $100,000 In Force The following Agents have $100,000 of in-force premium: Joshua Robinson

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 Disney? Awards Presentation, аге as follows: the top SGA from each category, the top two PR, Managers and the top three Representatives from each &itegory, the top five МСА», 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 he an award winner!

Required Retention Rate

Penny Reese, Vice President of Agency Administration, received a handwritten note from a beneficiary and she said it brought to mind the reason why her job — every Producers’ job — is so important, Penny says, “We can help folks in need. Its the very

best reason!” See the note below.

Publishes monthly by American Income Life Insurance Company for the dissemination of information to its Agents, Permission must be obtained prior. to reproduction. cor other use of

material herci

MARKETING. D endi Fell ойни com. Gan Aime Lee Ge айй исми com

svoaife.com

Required Retention Rate

‘To be eligible for bonuses and featured in Spotlight, top Producers must meet the required Retention rate, or the minimum Net to

Gross ratio*. Net to Gross: 77 percent Retention: 64 percent. * Neti Gros в со wed дин the Producers fine eight жойы.

(62002 by American Income Life swence Company.

SPOTLIGHT DECEMBER 2002 в WWW.AILIFE.COM 3

AGENT RENEWALS

CAREER AGENT EARNINGS PROJECTION

At American Income, we want our Producers to feel they have a clear career path of progression. In other words, we want our Producers to know they have an opportunity to grow with this Company and will have the income with which to do that. Below is a table which charts that progression so you can track your opportunity and plan your progress. For mote information on earnings projections and opportunity, see your SGA.

AGENT PRODUCTION FOR 20 YEARS INCREASING FIVE PERCENT EACH YEAR*

MISSION RATES 74% RETENTION FIRST RENEWAL (TWO TO LIFETIME)

FIRST YEAR RENEWAL BONUS FOR BONUS TOTAL COMM COMM 74% RETENTION PERCENT** INCOME

70,660 15,066. $27,714 19 E ms BE EM 125, 107 $60 19

$159,672 $87,525 $57,614

* Dischimer: The numbers oulined on this page are projections based on production amounts, laspse rates and commision rates. Each Producers actual earnings will vary based on thei individual production, persistency, contraer and dates af contract. These эле not guarantees! amounts of бише earings.

°F For rhe fist eight months 64 percent retention rare used, 74 percent retention rate weil for nine to 12 months

SPOTLIGHT DECEMBER 2002 т WWWAILIFECOM

PROMOTIONS

Brian Jarvis Bobby Kemp Bryan Kuchner Alan Jennings Robert Sith ‘Alon Jennings Motor Okhoma ‘Alabama Brian Loge Brent Mathews Jason Mitchell Jato Fat Cohen Hartman Scot Sith сиот КУА [^ Chris Rose David Samalin ‘Susan Sheasby ‘tig tary Richard Rut Joshua Chalom Ontario NewYork Ontario Kirk White Philip Wiley Kim Wilhelm Hurst Kopp Ali Shobak Flick Aig КЧ North Carolina. Atera Promoted To General A Femando Amorim Justin Andenon Nestor Aramayo ‘Al Shobak Marcelus Adams Tom Willams North Carling ah Рона Tommie Clark Edward Daley Kevin Daniel Marc Merion Gigione-Brister Horst Корр [^ Massachusetts КЧ Yvonne Hemande: Peter Highberg John Konopka David Cohen Lisa D'Amico re Gigone Cattoi Pennsyvania New Jersey Nicholas Linonis Derek Palmer Michael Pelliccioua James Surace Morcelus Adams Erie бото ом ма Мен Jersey Judy Ramos ‘Stephen Soil Chandan Suri David Coben Erie Giglone Pick Mansfield сата New Jersey New Hampshire John Williams. Geneser Biman nos

Jenny Campbell Fk Aig Tennessee Joseph Larsen Fick ig

Nicholas Brombal "Marc попоп

West Virginia Neville Gayle

Jason Lausar More Zipper

Рона

Jason Mollo Ома Zophin Connecticut Deborah Simpson Scott Sith

indiana

Jennifer Beagan ‘are Zipper Fora.

Byron Fletcher Guy Route Vermont

Kirk Kupsky Genesertman Minois

Mencluo Perakis Scot Sith

Minois

Karen Trim David Cohen Caitomia

Bulbinder Hayer Rick Alig

British Columbia Kevin Thornburg Gonoser-Baman Minois

Bradley Brown Ere Giglone

New Jorsoy Michael Givens Stott Fat, Colforia

George Highfill Robert Smith Okahoma Giovanni Lee. Eri Gigllone

New Jersey Michael Nelson Ed Orel

Teras

Noah Staker

Vic Hancock Kentucky

J ‘Joseph Manone Wisconsin

Randall Fox Marcellus Adams ah

Peter Laes

David Coben Calforia Elizberh Phillips David Cohen Calfornia

Mary Waller Genese Biman Minois

» Bliefnick

Chris Hernandez Scott Sith

Minois

Keith Zabrocki Mare Morton

Ohio

SPOTLIGHT DECEMBER 2002 ш WWW.AILIFE.COM

Gary Church токой Caliomia. Amelia Gochringer Л

California Rodney Husthann David Cohen ` сата

Tim Lilly

Hurst Корр Arkansas

Charles Paclik Geneser-Biman ils

Karl White

David Zophin Comeclicu

Gabriel Bojorquez Di cohen puo

Mark Groggel. Lia Danco Pennsylvania Launy Lamar. бешенеде ГУМ

Jfiey Purl Giglione-Bristor Heseocuets Anthony Walthour Seat Sith

John Huber. Erie Giglone Nov Jesoy

INDIVIDUAL PRODUCERS

1, Marlon Underwood Woodridge, IL

Rochester, NY

Portland, OR

Т. Carla Miller Omaha, NE

9, Ruben Soberanes Concord, CA

SPOTLIGHT DECEMBER 2002 ж

Woodridge, IL

Burnaby, BC

Raleigh, NC

Kansas City, MO

Rochester, NY

WWWAILIFECOM

All Time Record to Beat

INDIVIDUAL PRODUCERS

Net ALP Year Са ller $41,337 2001

. Marlon Underwood

. Timothy Cruise

. Jim Bianchi

. David Mah

. Rajeev Arora

. Robert Wagers

. Carla Miller

. Sherry Carvin

|. Ruben Soberanes

. Matthew Wolfanger Celia Questin David Wang Scott Belinn А-Капт Wal Benjamin Gibbs Vadim Gazanchiyants Kim Wilhelm Lance Brown Adrienne Ross

. Justin Anderson

. Raymond Lau Kent Booze Tosha McQueary Robert Utreich

. Cal Bogert

. Frederick Hadayia Chris Gursche

. Eunice Wallace

| Ivan Pichugin Ramin Maghsoud Travis Vandeberghe

. Innocent Okeke

. Brian Bowers

. Heather Baus

. Leslie Benson

у. Nannette Troutman

. Kirk Kupsky

. Kelly Peart

. Mary Ann Gaelic

. James Dattilo

. John Rice.

. Francisco Perez

. Douglas Zigby

. Derek Brown

. Eddie Norman

j. Donald Spence

. Stefan Reynolds Kelly McDonald

. Kobina Sekyi

. Betty Muldrow

Marlon Underwood Eric Nichols

Paul Rumbue Roger Fung

Carla Miller Vladimir Opra Doreen Ryan-Foti Paul Rumbuc Maria Вейааго David Wang Rajeeve Arora Melinda-Rae Lyse Leslie Taylor Vladimir Орга Steven Lee Darren Miler Roger Geering Tiffany Hunt Roger Fung Ronald VanWoesik Joshua Robinson Roger Johnson Patrick Shehan Steven Greer Roger Fung

Roger Fung

Patrick Coughlin Innocent Okeke Vito Pecoraro Jason Danielson Wendell Bangs Patrick Coughlin Damon Hartley Mare Rosen Lawrence Hauck James Dattlo Doreen Ryan-Foti Jeffrey Dinocento

Cathy Thompson Eddie Norman

Lawrence Hauck

Scott Sonnenberg

SPOTLIGHT DECEMBER 2002 т WWW.AILIFE.COM

Scott Smith Scott Smith Durhon Oldham Rick Altig

Rick Altig

Ali Shahrak Chris Lafond Larry Geneser Jatofi-Foli Durhon Oldham Rick Altig

Scott Smith

Rick Altig

Rick Altig Geneser-Bitman Larry Geneser Rick Attig Cohen-Hartman Steve Friedlander Marcellus Adams Rick Altig

Vlad Basov Geneser-Bitman Jatofl-Foti

Larry Geneser Durhon Oldham Rick Altig

Steve Friedlander Rick Altig

Май Basov

Rick Altig

Matt Blumert Eric Giglione Rick Altig

Rick Altig

Rick Altig Geneser-Bitman Eric Giglione Steve Friedlander Mare Zipper Jatoft-Foti

Eric Giglione Joshua Chalom Tyrone Conard Scott Smith Ramin Кошай] Steve Friedlander Jatoft-Foti Joseph Manone Larry Geneser

* Percentage of Net to Gross

All Time Record to Beat E mE Timol PN $242,696 2000

1. 2, Marlon Underwood 3. 4. 5. 8. T 8. 9. * 10. Matthew Wolfanger 11, 12, 13. 14, у. Russell Morris

. Raymond Lau

Timothy Cruise.

James Dattilo Lance Brown

Jim Bianchi Ruben Soberanes David Wang John Rice

Kelly McDonald.

Al-Karim Walji Jennifer Baron. Јову Kennedy Roland Parker

David Tubbin

}. Mark Bleier ). Alex Roland . Andrew Rossberg . Camy Smith Joshua Robinson

Anita St, Arnaud

.. Douglas Bauknecht. . Ramin Maghsoud . David Mah

Keith Zabrocki Scott Remmey

. Julie Wells . Clay-Nghia Nguyen . Guy Panno.

Eric Guinn

. James Schneider.

Moneesha Smith

j. Chris Hernandez j. Innocent Okeke Larry Wright

Carl Boldon.

. Robert Ulreich . Francisco Perez ‚ Douglas Zighy . Scott Kangas

Allen Green David Jackson

j. Steve Foti . DeMario Cooper

Eric Tuttobene Samuel Cohen Leslie Taylor

1. Andrew Fike

INDIVIDUAL PRODUCERS

128,227 126,304 122,710 121,730 118,297 112,157 111,553. 111,193 110,285 109,807 109,264 109,172 108,748 106,683 106,267 105,703 104,422 102,437 101,803 99,079 98,629 98,336 98,208. 98,119. 98,070 97,852 97,781 97,467 97,058 96,681. 96,357 96,072 95,234 95,214 95,186 95,72 94712

94498 |

YTD Qualifiers

Eric Nichols. Marlon Underwood James ано Darren Miller Cohen-Hartman. Paul Rumbuc Durhon Oldham. Doreen Ryan-Foti Jatott-Foti David Wang Scott Smith Doreen Ryan-Foti Jatott-Foti

Jatoft-Foti. Раш Rumbuc. Durhon Oldham Melinda-Rae Lyse Rick Altig William Cook Tom Williams

Rick Altig

Tom Williams.

Marc Zipper Roger Fung Rick Altig David Tubbin Rick Altig

Gary Bleier ‘Alex Roland Chris Lafond Theodore Pappas Richard Rutt Israel Per Tom Williams Leslie Taylor Geneser-Bitman Christine Hartman Cohen-Hartman

Rick Altig

Vlad Basov Roger Fung Rick Altig Keith Zabrocki Marc Morton Stephen Liberto Eric Giglione Nickolay Gusev Vlad Basov Ronald VanWoesik Мад Basov

David Cohen. Derek Hartley Ай Shahrak Michael Knapick Scott Smith Jeffrey Dinocento Eric Giglione Chris Hernandez Scott Smith Innocent Okeke Matt Blumert

Robert Patterson Charles Todd Scott Smith Roger Johnson Jeffrey Dinocento.

Wendell Bangs

Richard Rutt

Tom Wiliams Steve Foti Jatoft-Foti DeMario Cooper Geneser-Bitman Paul Rumbuc. Durhon Oldham Robert Delesky Eric Giglione Leslie Taylor Geneser-Bitman Andrew Fike Wiliams-Williams

= Percentage of Net to Gross

SPOTLIGHT DECEMBER 2002 ж WWW.AILIFECOM

COMMUNITY INVOLVEMENT

MONETARY DONATIONS

American Income Life ө Donated 52,500 to the Coalition of Labor Union ‘Women in Washington, D.C. Май Blumert Agency ө Contributed $450 to the Plumbers and Steamfitters UA Local 486 annual golf tournament.

Contributed $250 to the Washington AFL-CIO Labor Council benefiting the Emergency Assistance Fund. Eric Giglione Agency ‘© Contributed $409 to the Making Strides Against Breast Cancer event hosted by the American Cancer Society. Jatoft-Foti Agency * Gave $200 to the Contra Costa Labor Council dinner. * Contributed $30 to the ILWU FSC East Bay meeting. * Gave $235 to the Joint Council of Teamsters No. 38. • Donated $250 to the Monterey Bay CLC AFL-CIO, * Gave $50 to the C.O.O.L. Valley Labor luncheon, * Gave $375 to the Sacramento Central Labor Council. tributed $2,000 to the San Francisco Labor Council. • Donated $5,000 to the International Laborers 270. * Contributed $250 to the Health Care Workers 250. Ramin Kouladji Agency * Gave $300 to CUPE 1028 for strike support. © Donated $120 to NAPE. * Gave $100 to the SMW.

Ramin Kouladji Agency con’t * Donated $100 to the Cosmetology Association,

* Contributed $100 to the ACTWU. Chris Lafond Agency * Gave $1,000 to the Omaha Federation of Labor. Donated $500 to the Teamsters Local 554, * Contributed $1,250 to the lowa AFL-CIO. Joseph Manone Agency * Gave $100 to the Teamsters Local 662. Durhon Oldham Agency Contributed $5,000 to a union radio program. * Donated $800 to the Buffalo AFL-CIO golf outing. • Gave $1,600 10 the AFL-CIO blue book directory, * Contributed $1,900 to UAW District 9. * Gave $3,500 10 the New York State Building & Trades, Guy Rouelle Agency

David Zophin Agency * Donated $450 to the Hartford Central Labor Council to help union families during the holidays.

Total $29,439

OTHER DONATIONS

American Income Life ‘© Participated in the first National Meeting of the Alliance for Retired Americans,

Matt Blumert Agency • Donated two dozen dolls to the AFL-CIO holiday basket give-away. © Donated 24 cases of food to the Baltimore AFL-CIO holiday food drive.

Chris Lafond Agency © Donated a barbecue to IAM District Local 7. є Participated in a Labor meeting with the state governor,

SPOTLIGHT DECEMBER 2002

Durhon Oldham Agency * Created the Buffalo AFL-CIO and the Rochester/ Genesee Valley Web sites.

Guy Rouelle Agency Donated Christmas baskets through the Iron Workers to be distributed to local union families.

David Zophin Agency ‘© Donated food to the IUE/CWA 81266 during their five- month strike against Fenn Manufacturing,

= WWWAILIFECOM 9

‘QUALIFIER Maton Urdenicod Jm Bianchi Timothy Crise Rajeev Arora David Mah

Сайа Miler

Ruben Soberanes Matthew Wanger Kim Wine. Lance Brown Davi Wang Karim Val Ramin Maghsoud Robert ок Brian Boers Douglas Ziby Lesi Benson Robert Wagers dle Norman annette Touiman ‘Shar Garvin Dean Beaucage Mavrice Davies dom Rie

Cela Quos Innocent Oak vamos Lawrence.

Rakesh Roihi

Francisco Perez Lany Lozano dene Baron Kaly MeDonaid Choro Waipouri Scot Balin Joay Konnady. David Ragland Craig Nugara David Tubbin Edwin Jammer Dhillon

Vadim Gazanchiyanls Kobina Sayi Douglas Bauknacht Christa Grantham Adrienne Rss Jack Seitz

st Anderson Slacey Wall

Patick Duray Darian Отот Stott етпеу Ere Guinn

Kent Booze

Tosha MoQueary Jessica Bergan БАТЛ Mark Beer Roland Parker

dato Fol Ei Giglone Josh Chalom Rick Aig

A Shatrak Scot Smih

mo Fick Aig

Nat Bumen Eric Giglone. Fain Kad m АД

Marc Zipper Gino Bester кс Gone m

Ton Wine КЛ

Shoe Fredardor Ack lig

Fie alg

Mat ue Fick Ag ekg

Kevin Рамон ‘Scott Smith

Fk ig p [o ary беже Joseph Manone Rie tig

Vi Hancock Sio Fiedandor Ross Boles Marceus Adams Eric Giglione [o Duhon Oisham ic iho

А Sata К GaneserBinan Fick Aig Duron Oktam Gar Ванг

Tom Vans

sum или $1735 $1,883 sten 51875 stets E БЕН E 51.600 E E E

RETENTION BONUS

‘QUALIFIER AGENCY

Harald Cowden Vie Hancock sum Cal Bog Lany Gonoser suem Maa Puit Hurst Kopp EE Frederick Hedaya ^ DutnOdum $1575 ChisGusho АА БЕД Eunice Wolaco Steve Fredandor 81572 ‘Aber Мосо ck Alig RES ал Раја Pek Ai s1587 Michael Kolasa ——— MatBumet йэн Travis Vandeberghe — Fick Ag REN Hoather Baus Fick lg REN Benson Kim Fick ang E Kik psy GoneserBiman — 5159 Kaly Peart Erc gere. E Tim Smith Duthen Ойт 5150 MaryAnn авс SeeFiedane $1497 Michael Perkins Jato Fo sum deeyRobeson Scoti Sih sum Tracy MeNalan lek Aig suam Join Bacon [o] E Derek Bown Tyrone Conard sum „овом Fla Иштейм — $14 m Vad Basov sun emferScwar Marc Morton sum Michael Thomas Robert Smith sum Jamas Weedull алу Gener san КЕЛ Mie Jones зап Chis Hemandee Seon Smin sum Bret Fes Genesertnan 31405 lovonBuret James Suraco Suv Vanessa Christian Lany Geneser p obe Olve Scot Smith БЕ Топаз Tulowieck! — DufonOdum 81381 залам Nevander ВИ Jennings $1378 Dio Amato Erte Gore. sam Tracy Haden Kove Paviowski $1370 Nei Zeiger Denn slr sam Kouass Apion ck Alig изи Patek Coughin ick lig sas Selan Roynoiss Зее беда — Sia Ere Toppar Ai Satvak sa Batty Mulrow Lany балаг sim Rober Russo Fick Aig 130 Curt Snow dato Fo $1208 David Wiliams Аскар БЕЯ Alen Groon Pichard Put E] маай Pizzo Ere Giana $1286 Genfer Tyone Conard иж osha Goodman ВА Jennings sus George Stage Ramin Kou БЕД David Laggan Ross Boles БЕД Emosi Teo Jatt Fo $1208 Taranco Heams Екс бопе E Cis Mackay A Saa Er Tomas Thun Soot Sith sus Hal Herman Duhon Oldham 51255 Roger Hoz Fick Aig $1255 Gregor Engay „Јарл Warona $1245 Bradley Kincaid Riek Alig E] Pau DaSiva GeeBie $1257 James Schneider Soot Sith sum Benjamin Mancilas Joseph Manone 51238 Teddence Baley Richard Aut sum Kimbery Fager Lany Geneser EE Byron iether Guy Воо E

Vedran Ppinic Richard Rut Brodie Kristensen ck Ag Scot George Duhon Ohm. Lesley Hunt Bil Jennings

SPOTLIGHT DECEMBER 2002 ш WWWAILIFECOM

su БАЯ $1200 $1,198 БЕ sur БЕЈ БЕ EE s.

sume sm sums sums E 51.188 $1,165 sues sues

RETENTION BONUS

$809 — jason Molo David Zophin $85 ThomasHenson Мас2ррег $893 Derek Palmer Marcelus Adams 3976 Brandon Hodges Rick Aig $874 — Shiley Henson GeneserBitman. $872 Crystal Sessions А! Shahrak $87 Malcolm McCall КАТ $066 — Jefrey Ahrens Durhon Oldham. ‘$864 Ryan Backard Chris Lafond зи тту Низ Kopp S859 Alin Degrace Ramin Kouadg $059 Brian Scveter Nik Nitkowski 3055 Derek Laney Lany Geneser {$855 Thomas Young ВИ Jennings Randy Сет Geneser-Biman 3852 Anthony Seavera Rick Alig 3850 Jaime Novinec James Surace 3851 Sergey Tovmento Lany Geneser $850 Mike Cameron Steve Friedlander $846 Кейп Costello Eric Giglone $86 Charles Grant ames басо $843 Willam Holtmann — AlStaak $841 Злате! McCoy Eric Giglone $058 Bary Dilah Eric Giglone $857 — Stephen Saul Eric Giglone $835 Edward Coben Mko Jones $834 JemerMastes BI Jennings $882 David Faraway Pick Aig $832 Seiden NessarAl Rick Ati $89 Fon Papara ick Aig $825 Deborah Simpson Scoti Smih $824 Michael берен Durhon Oldham 389 — Cain Hunt Scott Smih $809 Donnis Umali David Cohen 3908 Mariana Lago Richard Rut $80! Michael Chesney Geneser-Bitman $793 Alan Riedel Dave Zophin 3793 Christopher Thom — AlipMartn $792 Ronald Mane David Cohen $790 — Aaron Coleman sosh Chalom

$787 Amy алба бау Beer 5787 Ата Nelson Robot Paterson $787 MakBel Aan Jennings 5785 Fick Sion Bil Jennings $784 James Frey Ali Sharak S783 PhipWloy КЕЛ 5780 Anthony Hemandez Scot Smith 5780 Kenneth Bel мак Nowak 5781 Chaves Barow Ed Orel SUB Marisol Peterson Erio Giglone 3775 Chad Deley Fick lig $772 Roben Gerboth Bil Jeong 5761 Това Faukner Ai Shahrak Sm John Thomas sa D'Amico 3087 Latonya Tucker Soot Smith 388 Micha! Kräzer Rick Alig 300 Paramjt Sangha Rick Alig Seso Alex Langord ick Alig 3655 Jason Michel Scot Smith $654 Terance Rupp Lany Geneser Sest Christopher Folmer Dennis Isler

H3EEEEEEHEE E EFE EF T T T]

‘QUALIFIER ‘AGENCY Lori Swords Marc Motion Shelagh Keleyhers Chis Lafond лова Kubes Fick Alig Corey Friesen Fick ti олау Khamphoui Rik Aig Susan Bergh Ес Gigione Michael Wade French Steve Friedlander ‘rotten Medalen Rick Aig Jelena Neues Riek Aig ‘Alan Giben Scott Smith Giovani Lee Eric Gigione Gina Samson Fick ig n Eiza Nemon біле ве Y Banca Lebron ato Fat Tossa Marichonok ato Fot A denMcCadey Dennis shlor Robert File Ve Hancock dimes Hopkins Rose Boles Tanya Doherty Alig Maryn Ethridge Нау ober Hughes Cynthia Banchi Durhon Oldham Shane Meacham Rick Aig Jay Fowers Pick aig Josephlamena Richard Rut Pichard Michel Ств люто Rene Shoir lok lg Scot Duane ato Ft Michael Sotz Ee бйле Michael Johnston ick Ag Tyrone Marin Erc Giglone MendyNawids ick Ag Муну Lisa D'Amico BeóyRamer Ома Cohen Hany Jameson Fring Joseph Jato Pichard Rut Davi Samain Richard ut Joseph Calihan Rick Aig uie Baron Steve Friedlander ‘Gary Church lo ot Androw Halo Joseph Manone yan Ponor Mc Hancock Katrien Mans Eric боло Obadiah Swen Tyrone Conard ок Закайенвеп Rick Alig Daniel Foramoei Tom Wan Kevin Wison Man Jennings ‘oc Friedman Tom Wiliam Chery Nicho Matt Blumer Thai Besong GoloneBiser Stephen Kapsas Soott Smith Bryan Gilespe Richard Rut Bon Tams Chris Lafond WBianOCowo Eric Gghona реп Weathers! ^ GeneserBlman Kennet Standley Май Hancock Gerald Grant Fick Alig Caray Shorter Tyrone Conard Craig Smith ‘Aig Marty Мела Bonszewski ^ Duhon hum Samuel АЕ Hancock Total Bonus Paiti Out $422,247

SPOTLIGHT DECEMBER 2002 ш WWW.AILIFE.COM

=н

1. Eric Topper

2. Dustin Raaum

3. Joshua Goodman 4. Roberta Kenniston. 5. Heather Baus

SUPERVISING AGENTS __

Raleigh, NC

Dustin Raaum

Month: $43,409 1st Yr, Gino Tanz

Denver, CO

Month: $50,606 Net ALP Chad Roehrs

Ladislav Lesanek | Ali Shahrak

Wesley Bangs | RickAltig Bill Jennings

David Tubbin Rick Altig

Jason Danielson | Rick Altig

YTD Production

"1. Susan Schweitzer 2, Tracy McNallan.

3, Darren Brink 4, Eric Topper 5, Todd Faulkner

YTD: $142,726 tst Yr. Vladimir Opra

YTD: $237,992 Net ALP Vladimir Opra

$169,117 144,354 115,563 105,745 102,367

Supervising Agent selection guidelines for recognition in the Spotightareas follows: Must have one First Year Agent coded and meet ай production requirements.

SPOTLIGHT DECEMBER 2002 ж WWW.AILIFECOM

. GENERAL AGENTS

& Edison, NJ 2 Edison, NJ

[:] Kansas Cin, MO Ridgeland, MS \ | November Production Month: $102,403 st Y Eric Neal Month: $111,282 Net ALP Eric Neal

1. Francisco Perez Jeffrey Оіпосепо 2. Michael Pellicciotta Marc Rosen

3. Gary McClanahan Patrick Shehan

4, Joshua Robinson Leslie Taylor 5. Samuel James

6. Jim Bianchi Paul Rumbuc 7. Maurice Davies Roger Geering 8. Eric Grier David Hausman | Eric Giglione 9. Lori Boynton Wendell Bangs Rick Altig 10. Kevin Leonard Marlon Underwood | Scott Smith

YTD: $864,620 Net ALP

Wittenbrach-Ostrovsky Durhon Oldham Eric Giglione

Eric Giglione. Eric Giglione Larry Geneser Geneser-Bitman Wittenbach-Ostrovsky Durhon Oldham Steve Friedlander

$360,287 372,703 306,502

$282,743 *2. Jim Bianchi 233,604 * 3. Francisco Perez 209614

Раш Rumbuc Jeffrey Dinocento

* 4, Joshua Robinson 186,229 288,501 Leslie Taylor Geneser-Bitman *5. Jeffrey Ravnitzky 181,258 282,711 Israel Pena Tom Williams 6. Hal Herman 166,619 255,466 Paul Rumbuc Durhon Oldham 7. James Boucher 162,940 224,225 William Cook Tom Williams 8. Dorian Oldham 158,145 228,794 Раш Rumbuc Durhon Oldham 9. Gregory Jeffers 145,341 211005 David Hausman | Eric Giglione 10. Gary Selesky 144,637 215,219 Steven Jakubczak | Scott Smith

General Agent selection guidelines for recognition in the Spotlight are as follows: Must have two First Year Agents coded and meet all production requirements.

SPOTLIGHT DECEMBER 2002 в WWWAILIFECOM 13

MASTER GENERAL AGENTS

Rochester, NY

Edison, М)

Swansea, IL.

6, Jeffrey Dinocent Edison, NJ

Edison, NJ

“ШЧ Auckland, NZ

Kansas City, MO Burnaby, BC

SPOTLIGHT DECEMBER 2002 в WWW.AILIFECOM

1. Paul Rumbuc 2. David Hausman 3. Leslie Taylor

4. Steven Greer

5. Marc Rosen

6. Jeffrey Dinocento 7. Roger Geering 8. Ladislav Lesanek 9. Patrick Shehan 10. Brian Traboulay 11. Eric Neal

12. Dennis Kelleher 13. Gregory Partee 14, Steven Lee

15. Jason Danielson 16- Jonathan Saluk 17. Lawrence Hauck 18. Melanie Cohen 19. Theodore Pappas 20. Wesley Bangs

89,917 78,687 75,960 72,641 69,259 66,555 58,881 56,923 55,628 53,476 52,713 51,818 51,814 49,889 49,631 47,752 46,066.

MASTER GENERAL AGENTS

Month: $190,653 tst Yr. Slav Bitman Month: $236,811 Net ALP Ed Orell.

Durhon Oldham І 2 Eric Giglione 98,213 719 " Geneser-Bitman 83.430 | - 826 10 Durhon Oldham 77,769 728 15 Eric Giglione 105,837 697 21 Eric Giglone ү 724 " Steve Friedlander ` 66.4 8 All Shahrak 662 9 Larry Geneser 728. 10 Rick Altig 65.1 16 Geneser-Bitman 93, 10 Giglione-Brister 69.7 12 Vic Hancock 76.3 14 Rick Altig тта 9 Rick Altig. 800 10 Richard Rutt 683 6 Steve Friedlander 692 16 Giglione-Brister 741 9 Richard Rutt 700 10 Rick Altig YTD: $1,705,178 tst Yr. Sl YTD: $2,046,700 Net ALP Ed Orell

21 Eric Giglione. 16 Geneser-Bitman 22 Eric Giglione 9 Rick Altig 15 David Cohen. 9 Furer-Whittinghill 15 Tom Williams 13 David Cohen 10 Scott Smith 10 Durhon Oldham. 1,030,181 Ul Jatoft-Foti 958,129 701 9 Cohen-Hartman 548,709. 656 9 Eric Giglione. 735,255 | 2 697 12 Vic Hancock 643,772 763 14 Rick Altig 613,703 67.6 8 Eric Giglione 640,759 66.4 7 Larry Geneser 521,648 141 9 Richard Rutt 574,690 72.8 10 Rick Altig

Master General Agent selection guidelines for recognition in the Spotlight are as follows: Must have four Fist Year Agents coded and meet ай production requirements.

‘SPOTLIGHT DECEMBER 2000 в WWWAILIFECOM 15

Раш Rumbuc $10,385 Steven Greer $9,264

Ladi Lesanek $7,497

Leslie Taylor $6,036

Lawrence Hauck $5,903

Pat Shehan $5,641 Roger Fung $5,455

Brian Traboulay $4,798

Roger Geering $4,779

David Hausman $4,716

Jeffrey Dinocento $4,485

Joseph Diecedue $4,100

Vito Pecoraro $3,884

Mare Rosen $3818

Jay Mullins. $3,594

Tiffany Hunt $3,355

Kevin Thornburg $3,239

Dennis Kelleher $321

MANAGEMENT BONUS

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

November Bonus Qualifiers

Nickolay Gusev Wayne Hendricks Gary McClanahan $3,204 $1514 $839

Dan Phillips Lee Conti Bill Cook

$3,066 $1,493 $802

Steven Jakubczak Blair-Schurr Eric Nichols. $3014 $1,434 $744

Theodore Pappas Ron Howell Yumiko Yamashita $2,966 $1,329 $717

Rajeev Arora Bulbinder Hayer Jim Bianchi $2,935 $1,247 $584

Brandon Geneser Jeff Churchtield Diana Newman $2,846 $1,222 $583

Steven Lee Russell Chang Gary Selesky $2,810 $1,190 $583

Gregory Partee Jeremy Welch Joshua Robinson $2,752 $1141 $513

Sidney Hodgskiss David Iriye Danny VanHouten $2,678 $1,101 $498

James Beck Erik Graham. Rick Choptuik $2,629 $1,089 $486

Eric Neal Margaret Harrison Вгисе Hennick $2,502 $1,087

Eric Dionne Wesley Bangs

$2,487 $1,085

Jonathan Saluk Steve Foti Mark Reddington $2,421 $1,056 $351

David Melcher Francisco Perez Lisa Donoghue $2,376 $947 $343

Hija Orlovic Israel Pena Edward Daley $2,278 $903 $335

Wendell Bangs Eric Grier Lori Boynton 52,236 $857 $329

Robert Delesky Denard Cooper James Lawrence $1,659 $844 $322

Steven Ratliff Maurice Davies

Anthony Walthour $1,516 $840 so”

Total $174,325

SPOTLIGHT DECEMBER 2002 m WWW.AILIFE.COM

Leanne Hughes $303

Anderson Louima $301

Carey Thompson $300

Launy Lamar $288

Denise Bateman $278

Scott Georger $276

Robert Olive

$276

Jason Schlomann $275

Robert Tooley $275

Kevin Mendizabal 5271

James Bliefnick S271

James Boucher $267

Matthew Wolfanger. $221

Hal Herman

$216

Dorian Oldham $196

Andrew Rossberg $182

A NOTE FROM B

The What and The How

А short encapsulation makes it possible to sum up the building of this magnificent institution in two words — what and how! Thats the whole story, and what I hope to do, is to fill in the gaps of that story.

When I started American Income, I committed to building a ‘company with a solid foundation — a company culture, if you will. Yet, no matter how noble the what was, the how was that much more important!

remember, а few days after obtaining the American Income charter, I hired a young man who was energetic, enthusiastic, and excited. That day he hired a couple of Producers and brought their applications in the next morning. I said, “Great! Do they have licenses?" He said, “No, but we're going to get them. Of course, no one is going to know if we don't" Well, | took the business, but that night 1

didn't sleep.

1 called this young ma next morning and said, “Take these applications back. We will not submit them. After these Produces are licensed, then — and

business.” The young man looked up at me and replied, "Mr. Rapoport, this is the company where I want to have my future.

1 know what you want — to

build а company — but what is so exciting is that you care how it is built.”

At that moment AIL was committed to both the what and

the how!

You never do anything alone. We were struggling in those early days, and I realized for people with my background going door- to-door was acceptable. However, it then came quickly to mind, what was acceptable for me may no longer be appropriate. Therefore, let me tell you some of the ingredients that went into the what and the how.

1 met an insurance professional one day who said, "You know, I'm trying to work with a union, but I just can't break into that market.” At that point, a flash came. My whole background, from the day I was born, was embedded in unions. These people had to have a place to go!

That is when I went to the unions and said I wanted American Income to be the union company. Everybody in the company, from the Producer who does the selling to the clerk who issues

the policies is going to be a union member. These union leaders looked at me and said, "Are you serious?" I said, "Yes, Lam. But you have to understand, we're not able to compete with the giants. We're going to be dealing with blue-collar folks and. we're going to be selling smaller policies." They said, "We understand, Just be sure you're union through and thraigh.” Finally, or at least it seemed so to me, we were set. We had the market, and from that point on, AIL began to explode,

‘We wanted to build a big company, but how we did it was more important than if we did, Our promise then, was a promise which has been fulfilled, and we have been supported in every effort to promoted unionism, To this day, the entire strength of American Income is predicated on that irrefutable commitment,

in а lot more ways than just the market however. | wanted our Producers to know they were in business for themselves. Why? Because they had the opportunity to | have vested renewals, to be continually paid for each original effort they put forth, There were a

| Tot of skeptics who did not believe this was possible. Bue we proved it was, day in and day out.

We wanted to be innovati

To this day, there are many families who receive renewals from American Income. Ten, fifteen, twenty, and even, thirty years,

those checks keep rolling in from those renewals. We showed. everyone how it was possible for every Producer to be in business for themselves.

The what and the how made it possible for Producers to dream big and implement realistically. Without much investment on. their part, they were able to build an estate. Their investment. was their effort, and sweat, plus a mind receptive to new ideas, 1 believed it chen, and I believe it today.

In the same way, when we recruit at American Income, we want those who come believing they have more opportunity at AIL than they have anywhere else, This isn't something that we talk about. It isn't something we pound our chests about. It is something which is personified by the thousands of people who have had the joy of being a part of American Income. Has everyone been successful! Of course not. Why? Well, they either have missed on the what or were not willing to acknowledge the how!

SPOTLIGHT DECEMBER 2002 ш WWWAILIFECOM 7

STATE GENERAL AGENTS

Category |

NOVEMBER PRODUCTION YEAR TO DATE PRODUCTION

Yr h OI 1st Yr СИС

Eric Giglione $370,278 $168,000 220 $509,398 687 $4,702,977 $1,848,000 254 $6,015,015 Larry Geneser 215598 108000 200 286906 646 2668880 1,200000 222 3375303 Rick Allg. 822812 468000 — 176 1310805 695 8589615 5076000 169 19430137

Durhon Oldham.

Category Il NOVEMBER PRODUCTION YEAR TO DATE PRODUCTION

A" 1st Yr ot

Durhon Oldham TEE $72,000 270 $284,198 232 $2,282,141 Gigione-Brister 115,052 — 84000 197 197940 $2 бын тою 141 990,186

Tom Williams

Category 111 NOVEMBER PRODUCTION YEAR TO DATE PRODUCTION

1st Yr ist Yr Ели FM Tom Williams. 713 $1,573,627 $660,000 Vic Hancock. 89; 331 Tab ү 111,062 401,96 24000

Allan Jennings 67,651 60000 пз 66774 678 63897 51600 Marc Morton. 67,509 60000 113 98737 718 1068615 66000

SPOTLIGHT DECEMBER 2002 т WWWAILIFECOM

STATE GENERAL AGENTS

YEAR TO DATE PRODUCTION Net ALP

$5 5 ЕЯ E 732 528000 211 678 516000 142 764289

{ 348000 117 503,890 480000 156

YEAR TO DATE PRODUCTION

1 $902, 36000 187 68928 396000 121 852289

408000 159 201329

Gary & Lori Williams Eric Neal

Eric has been promoted to SGA in San Antonio. Eric was formerly a Master General Agent with the Geneser-Bitman Agency. He has been with AIL since October 2000. Congratulations Erie!

Gary and Lori have been promoted to SGA partners in Georgia. They were formerly with the Altig Agency. They bring a total of 14 years of experience to

their new SGA post. Congratulations Lori & Gary!

SPOTLIGHT DECEMBER 2002 m WWW.AILIFE.COM 19

PR REPRESENTATIVES

PR Manager

Category A:

Category B:

atepory C:

Li F

Debbie Enstedt Winnipeg, MB

Rona Spano Woodridge, IL

Darrell Dorey Halifax, NS

Roy Jessome Halifax, NS

Timothy Farr Southfield, MI

Casandra Robinson

$ London, ON

SPOTLIGHT DECEMBER 2002 » WWWAILIFECOM

PR REPRESENTATIVES _

November Production YTD Production PR Manager No. Cards SGA PR Manager No. Cards SGA Rick Altig ^1. Debbie Enstedt 190,706 | Rick Altig Jatoft-Foti *2. Malka Агопу 46,422 | Cohen-Hartman Joshua Chalom 3, Charles Hill 37,674 | Jatoft-Foti Month: 18,960 cards Anthony Gentili YTD: 61,879 cards Denise Bowyer

Category A No. Cards "1, Rona Spano 32,456 | Scott Smith

Category A No. Cards 1. Rona Spano 3,958

‘Scott Smith

Category B Category B No, Cards SGA

5. John Wagner 1,080 | Ross Boles 5. Becky Cutler 11988 | Bil Jennings

Month: 125 groups Da Category C No. Groups SGA Category C No. Groups SGA 1. Roy Jessome 53 Ramin Kouladji “1. Darrell Dorey 500 Ramin Kouladji 2. Darrell Dorey 19 Ramin Kouladji *2. Roy Jessome 220 Ramin Kouladji 3. Richard Case 7 James Surace *3. Richard Case 141 James Surace 4. Krissa Hensley 16 Mike Jones 4. Kenneth Altizer 129 Marc Morton 5. Vivian Dwyer 4 Ali Shahrak 5. Vivian Dwyer 121 Ali Shahrak. 5. Terrie Hobson 14 Larry Geneser 5. David Blaisdell 14 Rick Altig 5. Patti Morgan 14 Schroeder & Basov|

Category A = SGA categories one and two. Category B = SGA categories three, four, five and six. Category C = Top number of contracts signed from all SGA categories. Public Relations Manager selection guidelines for recognition in the Spotlight are as follows: Must have two PA. Representatives coded and meet all production requirements:

SPOTLIGHT DECEMBER 2002 ш WWWAILIFECOM 2l

PR BONUS

Kenneth Altizer Darrell Dorey Richard Case Vivian Dwyer. Robin Denham Brenda DiSomma John Wilkinson Becky Cutler Rona Spano Leanor Lopez Richard Jessome Krissa Hensley Manon Brulotte Timothy Farr Patti Morgan AI Wall Gabriela Berloni

ard Wendekier Jacqueline deVooght Bill Gibson Casandra Robinson Susan Richards

ph Galus

William Verbeten Gilbert Sciacqua Kristin Lafond Malka Агопу Robert Dalley Linda Bauknecht-Hicks Laurie Onasch Cheryl Cook Joseph Westfall Susan Kelleher Roger Johnson Jennifer Opra Charles Hill

п Gilbert John Wagner Terrie Hobson Anne Bowyer Pater Nielsen Brenda Swecker Irene Rurycz Susan Fuldauer Donald Spohn

$24,119

SPOTLIGHT DECEMBER 2002 » WWWAILIFECOM

NOVEMBER

INSIGHT

For Paul

1 loved Paul Wellstone. Paul was a real person with an authentic life. He was a regular person who believed he could make a difference — and he did! He grew into being a United States Senator, As Paul would passionately assert, "I am your Senator from Minnesota.”

At the National Building Trades Convention this year, Paul had 1,000 tradesmen on their feet. The shouting and cheering could be heard from the basement to the fourth floor. Paul's boisterous cadence was reminiscent of the great gospel preachers. He made you

health benefits in their insurance plans, Paul loved those he touched, and we loved him in return. Sheila, his wife of 38 years was his equal, his partner, his confidant and best friend, and she Shared Paul with countless others. They were like high school sweethearts, and made you believe in the power of their commitment to each other, and the country they served. Paul touched us all where it mattered — in our hearts, and in the places where we dream of a world that gets it right.

We had a chance to continue

believe. He refashioned

again and again, "I am your [Р "ча

labor senator from а” My eyes d I knew, everyone

him to six more years, and then possibly to some higher office. Ordinary people knew in their hearts that Paul was one of them.

Paul came from a "higher"

FROM THE DESK OF: Denise Bowyer | dreadful moment for the

Paul's legacy and we failed! As Garrison Keillor so eloquently stated, “It was a

Vice President & Minnesota voters. To choose

National Director of Coleman over Mondale is one

Public Relations of those dumb low-rent

mistakes. Norm Coleman sold

"Politics is what we create by what we do, what we | his soul. He's condemned to a hope for, and what we dare to imagine."

life of small arrangements.”

In Minnesota, we had Paul Wellstone, a man who gave

— Paul Wellstone

place. He was a prophet who lived his life and walked his walk by his In word and deed, Paul stood for what needed to be made right in this country.

He believed in workers’ rights; to partake and share ìn the rewards of work. Paul advocated fair wages, health insurance coverage at affordable prices, access of coverage for all people — including the working poor. He believed in Seniors’ rights; the security of a fully funded pension, a solvent Social Security trust, and prescription drugs to help ease the pain of old age. Paul stood for those on the edge, for homeless Veterans, for kids at risk, and for those denied mental

his heart and soul. Paul's soul could not be bought for any price. There was never a price too high to pay for what he believed, even when he cast a solo vote. We are lost without him. We breathe a collective sigh, and release our collective whimper. Buried in the ash in Northern Minnesota was our best chance to make things right. We must all work so much harder now. We have lost the House and the Senate. In a world that needs so much to be made right, how could we all have gotten things so terribly wrong?

SPOTLIGHT DECEMBER 2002 в WWWAILIFECOM 23