| Perspective

l FROM THE DESK OF: | Roger Smith р President & CEO | American Income Life 4

The Sled Dog Theory

Last month, I took Dottie and the kids on our second skiing trip. I'm not going to tell you about how majestic the mountains were ог about how clear the vision was from the top. In fact, I disliked our first skiing experience so much I decided to do some things we had never done before

‘The frst day, we went snowmobiling. The second day, we did some skiing - me a little, Dottie and the kids a lot. The third day, decided to step outside the box, and off we went on a dog sledding experience,

From the start, 1 felt like I was trapped in the Disney movie Snow Dogs.

‘The movie is about a Miami Beach dentist who finds out he is adopted when his birth mother passes away and leaves him all her worldly possessions = an Alaskan homestead, seven Siberian huskies, and a border collie. In the process of claiming his

inh nd how to “mush" for the Arctic Challenge Sled Dog Race — an Iditarod-like race = with the best of them. It's a fun movie and, if you get the chance, you. should have a look.

ince, he discovers his roots

As this out of his element dentist learns the finer points of dog ownership = wet noses, wagging tails, stubborn streaks, chewing, fur balls, and a mischievous nature = he also learns the techniques of dog sledding and surviving the grueling challenges of a dog sled race,

In dog sledding, they have what they call masher terminology. ‘This terminology allows a musher to essentially direct the dogs to where they need to go. Dogs dont speak human = obviously — but they do understand commands, or simple one-word phrases which tell them what they need to do. Furthermore, the mushers themselves have a language all their own, most often used around the dog sledding circuit to refer to the dogs.

For example, there are lead dogs, swing dogs, team dogs, and sobeel dogs. What this means, in the simplest terms, is that a dog's title represents their job among the other dogs. Therefore, lead dog = usually the fastest and most intelligent = is the front dog, a swing dog handles the steering, а wee! dog handles the sled, and a team deg is one of the team.

Even though the lend dogs, via the musher's commands, lead the team, it is the ‘eam dogs who really doing all the work of pulling the sled.

2 potlight April 200€

I'm taking the long way around, but I'm coming to my point. The point is, every dog has a job including those that are eam dogs. Basically, you can't have a team without the zeam dogs.

Now on to how this applies to insurance. I know it's seems like a stretch, but bear with me,

The Sled Dog Theory actually has a lot of bearing on our hierarchy. What this means is, we all have our jobs within our Agencies in order to make things work.

For example, you have SGAs who run the business, MGs who manage the business, GAs who supervise the field, SAs who field train Agents, and Producers who produce. Again, you can't have one without the other to have a successful Agency, and everyone has a job to do including those who are a part of the team.

Just as not every dog is a lead deg, not everyone is destined to be a Manager, but that does not mean they dont have a place within. the ranks of American Income and National Income. In fa those who are not Managers, but are Career Agents are actually the life-blood of this Company.

Our Career Agents are the ones who keep our organization up and going. These are the people who are in the field everyday letting our customers know American Income and National Income will stand by their policy and them.

‘Therefore, in a continued effort towards developing our new culture of quantity and quality, and to recognize our Career Agents for what they do each and every day, we have modi the Retention Bonus to reward those Producers who have been with the Company longer than eight months. ‘To find out about the modifications to this bonus, contact your Manager or SGA. We have also added а page to the Spotlight to recognize those Producers with tenure. Turn to Page 8 and join us in congratulating those Producers with April anniversaries.

1 would like to take this opportunity to recognize the commitment and tremendous effort our Producers put into making this Company a success. You are the true foot soldiers who have made this Company what it is today. You are the true. representatives of what Mr. Rapoport calls, “the world’s greatest sales force.”

Come together, quantity and quality in 2004!

rm Wednesday May 26,2008

All business and PR credits must be in the Home Office to count for May production.

Monday, May 31, 2004 ‘The Home Office will be closed for the ‘Memorial Day holiday,

‘This month AIL and NILICO paid a total of $818,496.34 in bonuses. For more

information on the monthly bonuses, turn to Page 15.

Effective Jan. 1, 2004, to be eligible for bonuses and featured in Sporligh, top Producers must meet the required Retention. rate or the minimum Net to Gross, Net to Gross is used only during the Producers first eight months. Retention: 67.0% Net to Gross: 78%

‘Timothy Cruise, an Individual Producer with the Olson-Smith Agency, achieved $200,000 of 13-month in-force premium.

Omar Hashimi, a GA with the Jatoft-Foti Agency, achieved $100,000 of 13-month in- force premium.

Russell Lewis, an Individual Producer with the Durhon Oldham Agency, achieved $100,000 of 13-month in-force premium. David Solomonov, an MGA with the Joshua Chalom Agency, achieved $100,000 of 13- month in-force premium.

News Page

‘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 Cancun Awards Presentation, are as follows: the top SGA from each category, the top two PR Managers and the top two PR Representatives from each category, the top five MGAs, the top five GAs, the top SA, and the top ten Individual Producers. Check your production! Lf there is an asterisk by your position, you could be on your sway to The Fiesta Americana in Cancun! The convention will be held in June 2005.

Group AD&D Checks Group AD&D checks can be a great PR tool if promptly delivered and used effectively. Unless the Home Office is instructed to handle these checks differently, the claim payments for SG certificates ~ Group ADD policies = will be mailed to the SGA or the PR Rep (upon request) for delivery. "The purpose of handling these checks in this manner is for your Agency to gain the Public Relations benefit of provi

ng prompt service to the group's membership,

‘Transmittal Forms

In our continuing focus on receipt of business and transmittals, please be sure you are using ‘current transmittal forms, We have made many changes to the transmittal form over the last couple of years to facilitate quick processing. Unfortunately, we still receive outdated forms, Please take a moment and look through your inventory and make sure you only have the updated forms in supplies. Ifyou do not have any updated forms, you can access tbe current form online at the Agency Resource Center under Policy Issue,

Reopen Reminders

The Home Office often receives amendments, СОР», and replacement checks for returned items on cases after they have been designated NTO or cancelled. 1f possible, we reopen the case with the updated information, However, there are times when a Good Health Statement (AG1781) is required before we can proceed, ‘This statement must be provided with a reopen and a delay in obtaining this documentation can also delay the entire process,

including advances. Here are things to keep in mind when trying to reopen an application:

® A Good Health Statement should be signed while in the home of the applicant and remitted with the delivery requirement. "This must be included with every reopen that is over three months old and less than six months old.

ions must be listed on a reopen request,

ө All reopen requests should be provided to the Policy Issue Department by the 20th of the month.

For more information on reopens, logon to the Agency Resource Center.

potight April 2004 WA Come Together 8

More News

ИЕ Payment Protector When completing the application for this coverage, list the plan name (30 Yr MP) and the Monthly Benefit applied for under the Plan or Riders and Benefits

section on the front of the application. Је

“This is a reminder that effective June 1, 2003 we are making the following changes to our reinstatement guidelines: © We will allow waiving premium or re-date only on cases submitted on bank draft (ACH) with a policyholder check. © We will allow a maximum of 90 days to be waived on that bank draft business.

iı very important that you indicate the ө Premium will be accepted by way of money order ог Monthly Benefit and not the loan amount of Agency check, but the Home Office will call to verify

А payment before processing. АП back premiums must the mortgage or the face amount of the be collected for those reinstatements.

applied coverage. TË this is not completed

correctly a signed amendment will be

ө We will allow recoding with only one month premium if chat premium is paid with a policyholder check and is on bank draft,

required to alleviate misunderstandings as

fhe Monttity Benef Calculating Draft Dates IRE SORE ESSE Calculating the correct draft date is extremely important. Badia ot АЕ" eave Since most premiums are paid by an ACH debit to the

customer's account, the dates must be accurate to overdraft

Many of you follow-up on returned item notices charges and cancellations.

бу making telephone contact with the Please note, we do not have draft dates for the 29th to 31st of the | month. Should опе of these dates be chosen, the Home Office will

policyholder. When doing this, please remember, ipo, le aye cannat draft more than 14 days past the

you must get the policyholders verbal okay to re~ the policy due date.

draft their acount, The Home Office cannot For more information on calculating draft dates, please refer make the re-draft without the policyholders ® the Agency Resource Center.

permission. Also, when making contiee with Collecting CWA on Large Cases

Under the UW Limits and Guidelines link on the Agency Resource Center there is valuable information about Oral that the re-draft will be done immediately so Specimen requirements, Need Memos, and CWA for larger cases, The guideline related to larger cases instructs you NOT to collect CWA for certain face amounts or for the Annual

you instruct the Home Office to process ate= Renewable Term Plan (ART). PUW will return CWA on any Жай without making contact with che case when the face amount applied for is $300,000 or more. Lf

the applicant is under 18, tbe face amount limit is $100,000. policyholder, you could be responsible forthe Also, be aware that UW has the option to return CWA on

overdraft charges. any case if the medical history warrants that action.

the policyholder, make certain they understand.

there is по possibility of overdraft charges. If

Brenda Frizzell bfrizzell@ailife.com

Graphic Artists Michael Trout mtrout@torchmarksorp.com

Founder's Club Outstanding Producers

First Quarter 2004

Timothy Cruise — | Olson-Smith

Carla Miller John Akers Daniel Potilechio | Olson-Smith Curt Snow Jatoft-Foti т Percentage of Net © Gros + duisi prit 200% Шо Came gether

Promotions

Desiree Albertson Richard Eichler Cathy Hoffman. Andrew Manchon Lily Tehen, Bill Jennings Mark Hancock David Zophin ой Foni vid Cohen Colorado Michigan Connecticut California California

Dorcas Barrows Samuel Entriken Matthew Hogan Joanne Marks Vincent Terrie Rick Mansfeld Mare Zipper chon Oldham John Akers Gen-Gen-Biman Maine Floris Pennsylvania Nebraska Minos

Den David Finken Melissa Jansen Bily Machis Lisa Santiago Glen Thompson Rick Alig john Akers Rick Аш A Shehan Erie Gighone Pa Shehan Oregon Nebraska Manitoba ‘sas New York Alabama,

Jonna Blackwell James Ford Kurt Jenkins Scott Mellgren Ray Sharples Allen ‘Tiebethorn "Al Shab Tick Nlansfcld John Akers Gary Ber David Zophin Rick Alig North Carolina Maine Nebraska Wisconsin Connecticut Minnesota

Robert Brannan Benjamin Foti Joseph Johnson Justin Miller Joshua Siler David Vinci Bill Jennings Уни Гой т Alig Oroi Joti Oe ‘David Cohen Colorada! California Nova Scotia Nevada Nevada California

Frank Lyall Fridline Mia Johnson Jenine Mills Winford Smith Michael White Vie Hancock (Сеп Gen man Free Whitdoghill Ee Giglione Wiliam Williams Hill Jennings Kentucky Moar California Delaware Geng Colorado

N Michael Kimber Тор Nyamochie Randolph Soulie Anita Wiliams

Nick Моча TB Jennings “Alig: Martyn ‘Chris Wittenbach a Louisiana Colorado. Newfoundland Arkansas

Raguel Cherches Jorod Kline Jarred Starman Michael Zicjn Drm Wiliams Chris La Fond Sen- Biman David Broer Florida Pennsylvania Minois Massachusets

Darrell Hall Samuel Lasala крен Vid Basov (Сеп Соп Вита Erie Neal таз Missouri

Зету Lowman Grady chan Nathan Taylor [tg Akers о Biman t Ae maska. Missouri Alberta

“Terence Adams Ene Nat

Michael Allen William Hathome Saul Tavares Rick Mansfeld Steve Greer ‘Olion-Smith Онази ома Chalom Maine Tom Tlinois India Ontario

Jason Cu “Tamara Ford Edward Kinchenbuum. Peter Камера Bute Okt Rare Maron ты = NewYork New Jersey Мій Ohio Miu

Larry Chick Farrah Klink Bily Mathis Meri Rodriguez Olean бы Mare Zipper Pac Shek David Brister Michigan Florida Alabama. Manachosee

moted To Master General Ag:

Ваза Groeschel Michael Hufford El MeKenrie Lloyd Phipps Monodou Sonko Wiliams Wiliams Steve Hartman Williams Wiliams Witas Wiliams Wians Wilhams Georgia Arizona Georgia Georgia Georgia

Herbert Holmes Hur. “Thomas Motany Cauda Rodriguez Kevin Thornbur Willams Wiliams ны ‘Wilms Willame i e-Gen-Bitan. Семра Louisiana. Georgia California Mine

Wayne! € el Lausar rn Min ree i rior

i Gighone lare Zipper ia ck Nilum lig Ori Кеч Mana Bis Simba Lanna Roth Dakota

реше April 2004 Ш. Come Tier ғ

All Time Record Beat March Production Month: $51,235 Net ALP Marlon Underwood Edison, NJ Toronto, ON . Мк $24,813 T Michael Czopek Eric Giglione a vi 22,848 Michael Bromberg Joshua Chalom i risi 20,827 z Alex Roland Chris La Fond 7 20,645 | Mark Bleier Gary Bleier Я 19,628 E Carla Miller John Akers . Dax Aurand 18,116 z Dax Aurand Gen-Gen-Bitman. . Darren Wakefield. 17,805 Matthew Cano Gen-Gen-Bitman . Anastasiya Fedosova 17,659 William Cook "Tom Williams. . Cristina Simao 17,444 Cristina Simao David Brister . Abdulrazzaq Ahmed. 16,687 s Zulfikar Bhukera Olson-Smith. ‘Canonsburg, PA Appleton, WI . Timothy Cruise 16,671 i. Steven Jakubczak Olson-Smith . Ed Olfert 16,481 Kevin Appasamy Rick Altig 13. Jean Brinkmann. 16278 Wayne Hendricks Joseph Manone 14. James Dattilo 16455 James Dattilo Marc Zipper 15. Lyall Friedline 15,973 Matthew Cano Gen-Gen-Bitman. 16. Matthew Hogan 15,643 Frederick Hadayia Durhon Oldham 17. Billy Mathis 15,500 Pat Shehan 18. Brian Dorsey 15,263 Steve Brooks. Gen-Gen-Bitman 19. Al-Karim Walji 15,207 Melinda-Rae Lyse Rick Altig. 20. Мах Quasem 15,080 Erik Graham David Cohen = Percentage of Net to Gross Omaha, NE Kansas City, MO B & YTD Production |. Carla Miller Carla Miller John Akers . Michael Czopek . Michael Czopek Eric Gigtione . Timothy Cruise z Steven Jakubezak Olson-Smith . Marlon Underwood x Marlon Underwood. Olson-Smith Kansas City, MO Fr. Lauderdale, FL. . Nadia King Nadia King. Altig-Orlovic. ». Pablo Pirela Denise Gilbert Olson-Smith . Zachary Hart Mark Bleier Gary Bleier }. Daniel Potilechio David Wang Olson-Smith . Matthew Hogan Frederick Hadayia Durhon Oldham

. Max Quasem Erik Graham David Cohen

. Scott Remmey Jeff Dinocento Eric Giglione 12. Arkadi Nulman Daniel Connell David Cohen 13. Michael Kolasa Matt Blumert.

14. Michael Lau 30 | Craig Nugara Rick Alig 15. Terrence Adams Ryan Mansueto Eric Neal -—— м 16. Erin Ziegler Dustin Raaum Rick Altig жер lo ул, 17. Abdulrazzaq Ahmed Zulfikar Bhukera Olson-Smith 18. Rosalie Zwicker Laurie Gruber Joseph Manone 19. Nada Markovic John MeCreary Farer-Whittinghill 20. Ruben Soberanes ‘Doreen Ryan-Foti Jatoft-Foti

= Percentage of Net to Gross.

“polish april 001 Ш come Tether z

є тейде April 200¢ ШО Coma gether

_ Company Anniversaries

Happy Anniversary!

Thanks for all you do. Congratulations!

24 Years of Service Buck Luymes

Mare Zipper

21 Years of Service Larry Kudlacek

20 Years of Service Vivian Dwyer

16 Years of Service Susan Gilbert

15 Years of Service. Scott Remmey

14 Years of Service Chris Cummings Paramjit Sangha

13 Years of Service Sharon Nigota

Jeff Spanaus

12 Years of Service Walter Rich

Joseph Ward

10 Years of Service Daniel Phares

George Sturge

9 Years of Service

Edward Clunk Maria Esposito Christine Hartman Patti Morgan

Gleb Ostrovsky

8 Years of Service Bruce Jones

7 Years of Service ‘Tyrone Conard David Floyd

Steve Surace

6 Years of Service Francisco Perez

5 Years of Service Dino Amato

Juan Medina

‘Timothy Simpson Leslie Volpe

4 Years of Service

Tod Brown Becky Cutler

Christine Gilgan Vance Rountree

3 Years of Service

Mary Ayarzagoitia Alfred Brenner Kevin Frain

Hal Herman

Adam Kiss "Timothy McCleskey ‘Theodore Pappas Pearl Sullivan Nannette Troutman David Tubbin

Kim Wilhelm Lynda Young Douglas Zigby

pig april 004

2 Years of Service

Paul Bodinizzo John Burnett Michael Kolasa David Laggan Alex Langford Anthony Owens Travis Price Karlton Roberts Robert Russo Gregory Siard Anthony Thomas Carey Thompson Jerrell Thornton

1 Year of Service

Jeffrey Ahern Manuel Amador Dax Aurand Michael Beck Mickey Bozic William Burbank Louis Costa Mike DeFazio Richard DeLangis Aaron Dillon Sharon Dillon. Gregory Drake. David Duque Richard Evenson Patrick Fowler Gilbert Franklin Rodger Heaton Michael Herbert Mary Hinterberger.

come Together

1 Year of Service cont.

Matthew Ho Donna House Stefan Johannsson Horace Johnson. Igor Jurgens Samuel Killeffer Nadia King Trinity Lafferty Noel Leary Christopher Lockridge Patrick лет David Masse Robbi Robinson Claudia Rodriguez. Roberta Rushon Steven Sequeira Suraj Singh

Justin Smith Frank Sommers Karen Stockwell Steven Strong Roger Тазака Kimberly Taylor. Kashif Tufail Angelika Vassilieva Jonathan Vernon Susan Welch Howard Wilson

Labor Advisory Board

Welcome to the Board

INTRODUCING:

President

Arturo S. Rodriguez, President of the United Farm Workers of America (UFW), has been selected to American Income and National Incomes’ Labor Advisory Board. Mr. Rodriguez brings nearly 34 years experience and a personal knowledge of the United Farm Workers legendary founder, Cesar Chavez (1927 to 1993), to this premier advisory board.

"The UFW is a labor union representing farm workers in the agricultural industry, including wine, citrus and vegetables. ‘The UFW represents members throughout the United States, primarily in the agricultural arcas of California,

Mr, Rodriguez first became involved with the UFW in 1969 during the grape boycott. In 1973, he began working full-time with the UFW when he first met Mr. Chavez. For 20 years, Chavez was Rodriguez’ mentor. They worked closely together on many boycotts and organizing campaigns throughout California, across the U.S, and Canada,

Arturo S. Rodriguez

United Farm Workers of America

After Californias pioneering Agricultural Labor Relations Act took effect in 1975, Rodriguez organized dozens of union elections in vegetable fields and citrus orchards. He helped train union organizers and worked numerous UFW political and boycott drives, Mr. Rodriguez was first elected to the UFW National Executive Board in 1991,

Arturo Rodriguez became UFW president in May 1993, after Cesar Chavez’ death in April of that same year,

In the last 10 years, Mr. Rodriguez has pushed through the most important California farm labor legislation seen in 27 years. He also continues to push for federal legislation regarding farm workers and the issues their families face,

We welcome Mr. Rodriguez to the Labor Advisory Board, and we are looking forward to a long and prosperous partnership for many years to come, Congratulations!

ABOR ADVISORY BOARD MEMBERS

Paul Almeida, President James Grogan, Је, Gen. Pres.

DPE AVIU Stuart Appelbaum, President Don Habs, Int'l President RWDSUJUFCW BLE Baxter Atkinson, President Sonny Hall, President Мем TWUA Ronald Ault, President сз кн Мез Tade ji МЫ James Hoffa, General President Dave Barrett, Former Premier mm Province of British Columbia Joseph Hunt, General President Theodore Bikel, President BSORIW AAAA Frank Hurt, Int'l President William Burrus, President BCTOM APWU Gloria Johnson, President Sam Cabral, President CLUW ТОРА Newton Jones, nr! President John Connolly, President TBB AFTRA Gregory Junemann, Int'l Pres John Dougherty, President OP & СМА e Gerald Feder, LAB Secretary Scns vM Foder and Associates M. Mac" Fleming President Thomas E Lee, President BMWE ыы Paica Ge William Lucy, Sec-Treasurer "AFAICWA АБМЕ Larry Gregoire, President Leon Lynch, Vice President ICW/UFCW. USWA

Martin Maddaloni, Gen. Pres. Harold Schaltberger, President

UA IAFF

Hon. Ray Marshall ‘Thomas Short, Int'l President Former US, Secretary of Labor IATSE.

Warren Mart, Gen, Sec.Treas, Roger Smith, President & CEO IAM American Income Life

Terry O'Sullivan, President Ed Sullivan, President LIUNA встр

Oscar Owens, Sec-Treasurer Michael Sullivan, Gen. Pres.

ATU SMWA

Jules Pagano, Exec. Director. John Sweeney, President Labor Advisory Board AFL-CIO

W. "Dan? Pickett, President George Tedeschi, President BRS GCIU

Bernard Rapoport, Рой. & CE Richard Trumka, See- Treas. American Income Life AFL-CIO

Clyde Rivers, Assoc. President Gene Upshaw, President CSEA FPA

Cecil Roberts, President Hugh Walsh, Asst. Exec: Dir.

UMWA AIL Labor Advisory Board

Arturo S, Rodrigues, President — Donald Wightman, President ‘URW UWUA

Milton Rosado, President James Williams, Gen. President LCLAA 1UPAT

Michael Sacco, President Boyd Young, President MTDISIUNA PACE

Robert Scardelletti, Int'l Pres. Hon. Speaker Jim Wright

TCU Honorary Member of LAB

еде Api z004 Ш cama gether

Supervising Agents

Portland, OR

Burnaby, BC

Month: $43,409 Ist Yr. Gino Tanzif Month: $68,050 Net ALP Mary Ann Gaelic

1. GuyGrondeax | 826,334 | $31,223 Rajeev Arora Rick Altig

2. James England 22,318 27,561 amy Thompson | Vie Hancock 3. Angelika Vassilieva] 14,620 21,934 3 Shamshinder Sidhu | Rick Alig 4. Joseph Johnson 14,607 24,769 Todd Johnston | Ramin Kouladji 5. Michael Allen 14,524 21,765 Leo Soucy Rick Mansfield

YTD: $266,978 1st Yr, Mary Ann Gaelic YTD: $443,893 Net ALP Mary Ann Gaelic

. Guy Grondeaux $46,148 553,489 Rajeev Arora Rick Altig

March Production

YTD Production

2. Yaacov Rosenberg 42,303 47,257 Marc Rosen 3iglione

3. James England 36119 50,750 Carey Thompson Hancock

4. Shelly Russell 34431 59,368 John McCreary | Furer-Whittinghill 5. Angelika Vassilieva] — 29,947 55,675 Shamshinder Sidhu] Rick Alig

‘Supervising Agent selection guidelines for recognition in the Spotigh are as follows: Man? heve ne First Verr Agent coded and me all prodction requirement

10 Potlight prion ШО come Tear

General Agents

Rochester, NY Jeffersonville, IN

Ft. Lauderdale, FL Auckland, NZ

Month: $102,403 1st Yr. Eric Neal Month: $111,262 Net ALP Eric Neal

Los Angeles, CA

March Production

3. Horace Johnson. 31,089 | 41,249 | 89 5 | William Cook Tom Williams

4. Catherine Clarke 29,246 32,541 80.7 4 Roger Geering Steve Friedlander 5. Rodney Husmann | 27,038 | 37299 733 | 7 | Erik Graham David Cohen

6. David Ackerman 26047 | 36832 | 90 5 | Jeffrey Dinocento Giglione

7. Scott Jordan 24239 | 32,381 | 90 7 | Samuel James leb Ostrovsky 8. Barrett Clayton 23,857 | 26232 730 | 4 | Gregory Partee Vic Hancock.

9. Kobie Samuels 23,856 | 33496 | 90 6 | Steven Jakubczak | Olson-Smith 10. Jose Sanchez 22,922 25,698 91 4 David Wang, Olson-Smith

YTD Production YTD: $489,120 1st Yr. Eric Neal YTD: $864,620 Net ALP

Gregory Siard $97,879 | $116,280 729 | 5 | Jim Bianchi Durhon Oldham * 2. Kobie Samuels 74,382 | 102,612 90 6 Steven Jakubczak Olson-Smith * 3. Scott Jordan 73228 | 90756 | 90 7 | Samuel James Gleb Ostrovsky * 4. Allan Gilbert 72,854 | 101,757 85 5 Denise Gilbert Olson-Smith * 5. Alison King 70,603 | 97477 | 93 4 | John McCreary Furee-Whittinghill 6. Horace Johnson 65,852 | 821% | 89 5 | William Cook "Tom Williams 7. John Hard 61,138 | 93255 | 89 7 | Cary Thompson | Vic Hancock 8. Rodney Husmann | 57999 | 81777 733 | 7 | Erik Graham David Cohen 9. Barrett Clayton 56,805 | 66,954 730 | 4 | Gregory Partee Vie Hancock 10. David Ackerman 55,957 81,726 90 $ Jeffrey Dinocento Eric Giglione

General Agent selection guidelines for recognition in the Spetligh are as follows: Must бае o First Year Agents coded and тен all production requirements

ребе April зоон ML cone Than "

Sentor Market

Times, They Are a Changing. . .

Exploring the Senior Market

Our business is all about relationships, and relationships are about taking the time to make sure our policyholders are

expressi

their needs and we are selling policies to fit those needs. Therefore, as we begin to explore this concept, and as

we continue to grow, so too will our market reach, This is the very reason American Income and National Income will

be exploring the senior market.

For years, we have looked at retired members as a lead we could not sell or, perhaps, a lead for which we did not have а product. But the fact is, we do have a product and the ability to sell to this growing group of individuals (check out the

Senior Boom box to the left).

Information on an Aging Population.

Source: Concord Coalition

In today's diverse marketplace, many agencies are focusing solely on the final expense ~ whole life policies just like ours — senior market and they have been remarkably successful. Some agencies are generating as much as $70 million a year in senior final expense.

In exploring this phenomenon, we have decided to build a culture to support selling to the silver generation, To do, this we are asking that you put aside all your preconceived notions about the over 60 population.

Also, over the course of the next year, we are going to systematically go out to each Agency office to teach you about this market, but more importantly, we will be emphasizing field training to show you how to be successful in this market,

Seniors today are not like the seniors of days gone by, and selling to this savvy group will take time and skill because times, they are a changing.

Check out Seniors Are Not the Same As They Used to Be to find out how this market has developed and to hone your skills in approaching them about life insurance.

2 рейди April 200¢ В. Came тоаг

Senior Market

Seniors Are Not the Same as They Used To Be

A hundred years ago a lot of things were different, In 1904, the average life expectancy in the U.S. was 47 years. Only eight percent of the homes had a telephone, ‘There were only 8,000 cars in the U.S, and only 144 miles of paved roads. The average wage was 22 cents an hour, and the average U.S. worker made between $200 and $400 per year, Two out of ten adults couldn't read or write, and only six percent of all Americans had graduated from high school.

Tt boggles the mind how far we have come since the turn of the 20th century. Today, U.S. statistics are very different and so are today’s seniors.

Seniors today are not only living longer, but are living better and are, therefore, concerned with “continuing to support their active lifestyle after they have completed their normal working years,” says the National Underwriter. 1n fact, seniors don't even want to hear the word retirement or the negative statements which are usually associated with retiring and preparing for old age (For more topics to avoid when speaking to seniors about life insurance, check out the Senior Speak box below). Seniors and those approaching this life- stage want to hear about the positive side of their golden years- staying active, traveling, volunteering, and spending time with their family. This is where you come in.

TE —

What Seniors Want to Know About Insurers

How long the company has been selling. insurance,

The amount of insurance the company has in force,

How often the company has a rate increase.

ө The number of states in which the compar operates or is selling policies.

ө Whether the company has the expertise necessary to meet their needs.

Source: National Underwriter, April 19, 2004

As an Agent, or rather an advisor, it is your job to inform your

ETITENE |

Topics to Avoid when speaking to Seniors about Life Insurance

® The populations failure to put aside enough money for retirement.

Source: National Undersriter, April 19, 2004

clients, especially those over 60, on ways to protect their assets and maintain their current way of life. One way to do this is offer a life policy, When selling to these savvy customers you will need to touch on a few things like the company’s rating and your longevity in the markets the company serves. (For more on what seniors wamt to know, check out the Senior Assured box above.)

Seniors are not the same as they use to be and insurance Agents can't pretend they are if they want to be successful in this market, Changing the way you look at this group will ultimately change your income potential for the better,

реше April 2004 WL come gether в

March Production

Master General Agents

Ft, Lauderdale, FL

E Rochester, NY А Rochester, NY

Los Angeles, CA

| Month: $190,653 1st Yr. Slav Bitman Month: $236,811 Net ALP Ed Orell

1. Jim Bianchi 2, Dorian Oldham .. Jason Mollo William Cook. Erik Graham Dustin Raaum "Terry Sullivan Jefirey Dinocento 9. Todd Johnston 10. Roland Fletcher

$108,344 73,983 73,510 72,833 64,056 63,144 57,743 57,233 56,893 56,219

$125,733 112,586 93 73,510 93,312 129,674 73961 87 66,465 92,050 56,359 73,468

75.1

na 68.4 80.2

69.7 724 700 740

Durhon Oldham Durhon Oldham David Zophin ‘Tom Williams David Cohen Rick Altig Gen-Gen-Bitman Eric Giglione Ramin Kouladji Gen-Gen-Bitman

YTD Production

Jim Bianchi Dorian Oldham Jason Mollo Kevin Surles. Dustin Raaum 6. Scott Sonnenberg 7. William Cook 8. Jeffrey Dinocento 9. Erik Graham 10. Roland Fletcher

YTD: $1,705,178 1st Yr. Slav Bitman

YTD: $2,168,283 Net ALP Paul Rumbuc

$236,482 224342 195,413 172,068 170,280 163,656 160,660 156,068 154,988 137,069

$266,400 327312 195,413 204,269 186,980 207,533 246,504 250,297 337,173 183,822

Durhon Oldham Durhon Oldham David Zophin David Zophin Rick Alig Gen-Gen-Bitman

Gen-Gen-Bitman

‘Master General Agent selection guidelines for recognition in the Spotlight are as follows: Mut Bove four First Verr Agents coded and meet all production перото.

Potlight Apel 200¢ ШО come Tagether

$Show Me the Money$

Retention Bonus*

Qualifier SGA Bonus Amount Gregory Drake Genet litman $5,046.96 Michael Czopek Eric Giglione $3,970.21 Patrick Parisi Chris La Fond $3,957.24 Carla Miller John Akers $3,943.10 Dax Aurand Gen-Gen-Bitman $3,656.17 Ken Mahabir Joshua Chalom $3,655.68 Zachary Hart Gary Bleier $3,509.73 Jean Brinkmann Joseph Manone $3,381.35 "Timothy Cruise Olson-Smith $3,334.39 Al-Karim Walji Rick Altig $3,316.42

Total Retention Bonus Paid: $592,737.19 490 Producers Qualified

Leadership Bonus*

Qualifier SGA Bonus Amount Jim Bianchi Durhon Oldham. $10,657.36. Jason Mollo David Zophin $7,599.09 Dorian Oldham Durhon Oldham $7,083.86 k Graham David Cohen $5,945.87 William Cook Tom Williams $5,184.49 Fred Hadayia Durhon Oldham $5,183.16 "Terry Sullivan Gen-Gen-Bitman $5,031.60 Scott Shirk Durhon Oldham. $4,834.87 Dustin Raaum Rick Altig $4,783.34 Alex Roland Chris La Fond $4,539.34

Total Leadership Bonus Paid: $209,533.81 110 Managers Qualified

PR Bonus*

Qualifier SGA Bonus Amount Frances Christie Rick Altig $1,900.98 Malka Arony David Cohen $1,871,01 Vivian Dwyer. Ali Shahrak $1,496.88 Joseph Ward Gen-Gen-Bitman. $851.48 Jenny Williams Rick Altig $716.16 ‘Suzanne Powers David Cohen $662.28 Brenda DiSomma Eric Giglione $621.63 Susan Kelleher David Zophin $603.72 Leo VanDenBussche Rick Altig 9545,69 Laurie Onasch Joseph Manone $51439

Total PR Bonus Paid: $16,225.34 31 PR Reps Qualified

* Only the top ten qualifiers in each bonus category are shown, А full list of bonus qualifiers is provided on the inserts accompanying this magazine.

реша April 2008 Ш. Came Together

FROM THE DESK OF:

Bo Gentile Vice President Recruiting & Development

Active Recruiting Will Set You Free

‘The number one objective of anyone entering the Fast-Track Management program in your Agency is to find out what steps nced to be taken to get involved in the recruiting process. This is your first step into the Agency Building and Management Development stages of your career.

Getting involved in the recruiting process sounds like an casy first step, but I caution you it is not.

Odds are, most of you reading this article were contacted from someone calling on your resume. This is a proven system and should be the foundation of all recruiting, but not the only system. The recruiting process in your Agency should be more than calling on the resumes you receive from the Home Office. It involves personal recruiting, job fairs, college campus recruiting, and getting involved with your local government job placement office. It is the Agencies and Managers using the other methods listed above who will take the lead in controlling their recruiting versus their recruiting controlling them. In other words, it is about proactive recruiting, not reactive recruiting. You shouldn't be a better interviewer than you are a recruiter, You can't interview if you don't have a recruit to interview.

believe each one of you are good recruiters. However, to be a great recruiter, you have to think outside the box and be free to recruit who and where will give you the best results for your Agency.

Personal recruiting is sometimes the toughest process from which to recruit, but it provides the best retention, Personal recruits have a sense of responsibility to achieve the goals you set for them because of their commitment to you. That commitment can then lead them to a great career with American Income or National Income and an asset to your team.

Several Agencies have taken advantage of the opportunity offered by carcer fairs or job fairs. The reason this results in successful recruiting is due to the. number of people who come to these events ready to interview. This environment allows you a chance to have a face-to-face meeting with a prospect in a short amount of time. You can expect to see anywhere from 40 to 90 people in the span of four hours. The David Cohen Agency, the David Zophin Agency, the Steve Hartman Agency, the Williams-Williams Agency, and the Tom Williams Agency are experiencing tremendous success in recruiting in this setting. If you want to find out how you too can be successful at career fairs and jobs, these folks are a great resource.

Over the last four years, the number one thing which has allowed us to achieve our success and growth has been recruiting. Recruiting sets everything else in motion and will be the number one element which will help your Management team and Agency grow. Active recruiting will set you free and allow you to achieve all your goals.

6 ‘pose api 2008 come Tar

Quality Recruiting _

‘Attracting and Motivating Younger Recruits

Finding out what attracts a recruit is half the battle in. recruiting. Here is a list of what is attracting up and coming Agents.

1. A quality home life. Many ‘young people are looking for careers which offer them extra time off to spend with their family.

2. Continuing education. For some, a big motivator is being provided a chance to go back to school or to continue their education.

3. Mentoring. Many people starting their careers are looking to be mentored by more experienced producers who will help them succeed and grow.

4. A return on their commitment, The next. generation definitely wants. you to show them the money. They are looking for income growth potential.

5. Perks. Another big attraction company incentives like monthly bonuses and conventions.

A positive work environment. Individuals in the job arena these days are looking for more than just the material in a life career. "They are also looking for a place in which they feel comfortable and are treated like family.

Source: National Underwriter, Apri 04

Recruiting Quality is а Two-Sided Coin

This year the big push is quality and quantity. The main focus of this increase їп quality and quantity is being geared toward production, but don't forget about recruiting.

According to LIMRA, “recruiting in the life insurance industry is a serious problem. The life field force has fallen from 250,000 active agents to approximately 175,000.” This statistic seems quite dramatic given the fact that the population has increased over the last several years. In fact, itis estimated that 11 million policies will be sold in 2004 with more than 33 million individuals expressing an interest in purchasing more life insurance. As we face this gap, recruiting to sell is not a far fetched concept, With the population getting larger and more diverse, companies like ours will need more Producers with more diverse backgrounds to sell to an ever-changing, ever-growing, market.

By increasing the number of Producers in the field, we increase our reach, and by increasing the diversity of our field force, we increase our saturation. In others words, number and diversity in recruiting are different sides to the same coin. To be successful, you can't have one without the other.

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average Retention rate,

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MONETARY DONATIONS American Income & National Income Matt Blumert Agency Cont.

* Contributed $5,000 to Project Vote. * Gave $50 to the North Arundel FCU. + Gave $1,200 to the UFCW.

* Donated $200 to the City Union of Baltimore.

00 to the UFCW for Doug Dority’s retirement. © Dona

sd $10,000 to the Economic Policy Institute, * Contributed $1,000 to the Progressive Donor Network.

Nick Nitkowski Agency © Gave $2,500 to the Workers Independent News Service * Donated $50 to the Big Brothers, Big Sisters organization. © Contributed $3,500 to the Newspaper Guild Freedom ® Gave $50 to Zeta Tau Alpha for the Cancer Society. Award Fund, David Zophin Agency ‘© Gave $5,000 to the IUE-CWA. © Donated $200 to the James Cross Scholarship Fund. Matt Blumert Agency © Contributed $100 to the USWA. * Contributed $75 to the International Union of Elevator Constructors,

* Donated $100 to the Teamsters Local 1150, © Gave $1,950 to the Baltimore Metro Council AFL-CIO,

+ Contributed $200 to the Metro Washington Council AFL-CIO for their 2004 Evening with Labor,

+ Donated $200 to the APWU. Total $33,875.00

OTHER DONATIONS Matt Blumert Agency

David Zophin Agency * Donated 50 cases of food to the Sterling Laundry workers. œ Contributed 15 cartons of food to the TM! * Donated one box of food to LIUNA 516.

* Donated food to the United Labor Agency.

CONTRIBUTIONS AT WORK

EES | Beto Ape = Д

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Picture above: American Income dollars at work on the МАРЕ picket line

Picture to the right: Pictured left to right, Tyrone Conard, SGA, Rep. Elijah E. Cummings, and Tony Perez, UFCW Local 400 at the MAPAC dinner (AIL. contributed $1,800 for this event).

20 spotlight aprizo Wi Come Together

Community Involvement

Thank Voy

their communities, One way we show our involvement is by the

many donations and contributions we make monthly, usually shown on Page 20 of the Spotlight. Often times, our hard work is quietly appreciated, but seldom verbally acknowledged. Below are some

acknowledgements for all the hard work we do in our commu

Dear AIL;

T would like to thank American Income recent contribution of $25,000, Your co B Ts work means a great deal to all of v honored to have your support,

Your giftis an investment th

common goal of raising the American workers

to working with you in this most critical у

at will help u

3 year, Sincerely,

J NS President ^

living standards of nd their families, We

Dear AIL: 4 M e that I write this Jetter i heartfelt grat itude th У 1 А Iris wth er anions, community and elis, you and aeu and political igus who А y organis Safeway which took place in Sende Cal ‘ert striking for affordable health care for alifornia; 5 ‘working men and women,

sonally involve on that we could not personally situation that we cot "uu

Te wa a d out knowing that our brothers and ee Dueh cic to help was extremely gratifying, Pie were hd зше that we are all facing today, ап care is an issue tha ci ме in which we need ro hold firm:

Life for its nfidence in з; we are

us achieve our

In solidarity,

look forward

peti Apriz0 ШО Come теат

At American Income and National Income, we pride ourselves on the fact that our Producers, Managers, and Home Office staff are actively involve:

PR Representatives

PR Manager

Debbie Enstedt Winnipeg, MB Category A: Brenda DiSomma Susan Kelleher Edison, NJ Middleton, CT Category B: Brenda Swecker Canonsburg, PA

(

Category С;

pedit sprit 200 WW come gether

PR Representatives

1. Brenda DiSomma 2. Susan Kelleher

3. Leo VanDenBussche 4. Charles Hill

5. Vivian Dwyer

1. Malka Агопу

2. Brenda Swecker Chris La Fond 3. Laurie Onasch Manone & Altig 4. Krissa Hensley Marc Morton.

5. Michelle Baxter. Mark Hancock

1. Richard Case. 10 — | Jim Surace

2. William Slocum 9 | Jim Surace

3. Matt Cutler. 7 | Bill Jennings

3. Darrell Dorey 7 Ramin Kouladj 4, Susan Fuldauer 6 Mark Hancock 4. Erin McKee 6 Shashi Parekh

All Time PR Card Production Record

YTD: 61,879 cards Denise Bowyer

"1, Frances Christie 72, Vivian Dwyer

3. Brenda DiSomma 4, Jenny Williams

5. Suzanne Powers

Rick Altig Ali Shahrak. Eric Giglione Rick Alig David Cohen.

1. Malka Arony 72. Laurie Onasch 3. Brenda Swecker 4, Lou Nell Bushy 5. Krissa Hensley

All Time PR Group Production Record

YTD: 103 groups V

*1. William Slocum 72. Cheryl Cook

3. Erin McKee

4. Patti Morgan

4, Billy Sauers

ian Dwyer

18 16 14 14

Steve Hartman Manone & Alti Chris La Fond. Vic Hancock Мис Morton

Jim Surace Durhon Oldham

Shashi Parekh Nitkowski & Basov ‘Tom Williams.

Category А = SGA categories one and twa. Category B = SGA categories three, four, five and six. Category C = Top number of group credits signed from all SGA categories. Public Relations Manager selection guidelines for recognition in the Spotlight are as follows: Mut have ree PR Representative coded and mee all

prodaction requirements.

redigi april z004 Ш Come Tela

Public Relations Bonus

Qualifiers

Frances Christie Malka Arony Vivian Dwyer Joseph Ward

Jenny Wil

Bren: mma Susan Kelleher Leo VanDenBussche Laurie Onasch

Swecker

Erin McKee Robin Deni

Eileen Hanson-Kelly Robin Andrade Mark Gagliardi Robert Dailey Charles Hill Shannon Walker Lou Nell Busby John Wilkinson. Timothy Farr

Krissa Hensley

George Farenthold

indra Johnson Lien Lenh

Irene Rurycz

$1,900.98 $1,871.01 $1,496.88 $851.48 $716.16 $662.28 $621.63 $603.72

$51439 $507.43 $47937 $460.66 $453.84 $441.54 $406.54 $362.50 $324.08 $319.20 $268.81 $245.57 $236.68 $229.76 $229.59 $223.47 $222.48 $218.61 $217.80 $211.47 $207.90 $189.77

Jim Bianchi $10,657.36

Jason Mollo $7,599.09

Dorian Oldham $7,083.86

Erik Graham $5,945.87

Bill Cook $5,184.49 Frederick Hadayia $5,183.16

"Terry Sullivan $5,031.60

Scott Shirk $4,834.87

Dustin Ranum $4,783.08

Alex Roland $4,539.34

Paul Rumbue $4,258.12 Navarro Simmons $4,030.91

Joshua Goodman $3,906.82 Vrancisco Perez 53,803.90 Matthew Cano $3,900.12

Leo Soucy $3,504.50

Roger Geering 3347153 Marcus Smith $3,458.03

Todd Johnston $3,373.90

Jeff Dinocento $3,323.74

Jerald Muhammad $3,255.36 Michael Wood $3,243.46

Leadership Bonus

March Bonus Qualifiers

Ryan Mansueto $3,238.94

Mark Bleier $3,077.21

Jeff Churchfield $3,026.43 Roland Fletcher $3,018.17

Wayne Hendricks

$2,976.95 Jason Schlomann $2,946.24

"Tod Brown $2,751.11

Jason Dickson $2,748.23

Kevin $2,656.15

Rajeev Arora $2,606.26

Barry Dillah $2,604.99 Theodore Pappas $2,568.17

Brian Schreiter $2,556.32

David Iriye $2,510.38

Susan Bergh $2,417.27 William Taylor $2,368.30

Greg Partee $2,308.96

John McGrath $2,268.46

Scott Sonnenberg $2,242.40 Michael Pope 5220394

Leslie Taylor. $2,030.74

Carey Thompson $1,976.25

les

Christopher Clark $1,942.90

Hal Herman $1,929.61 Patrick Fowler 5191254

Brian Fotovich $1,890.03 Rachel Arenas $1,800.82 Shamshinder Sidhu $1,735.72 Marlon Underwood $1,721.13 Bulbinder Hayer $1,687.87

Peter Pels $1,646.39 Donna Coffey $1,639.89 Daniel Blair $1,626.44

Ryan Hubgate $1,609.81 Richard Spicer $1,578.04

Mare Rosen $1,504.57 Jeremy Welch 3147432

‘Travis Price $1,401.81 Gregory Siard $1,281.51 Catherine Clarke $1,157.16

Carla Miller 512637 Horace Johnson. $1,006.34 Jeremy Long $893.15

Guy Grondeaux $822.55

Michael Nowak $674.07

Ronald Gurney $668.00

John Hard $580.58

Marvin Narcisse $568.15 Michael Allen $542.03

Barrett Clayton $535.26

David Fagoaga $501.41

Joseph Coarsey $493.42

Rodney Husmann $492.09

Sarha Lundgren $399.02

Patrick Luem $393.30 Timothy Clark $363.34

Mark Reddington $359.23 Terrence Adams $356.43

Joseph Johnson $348.60

Elmore Mundell $341.11 Richard Refano $337.10

Jason Caples $336.56

Frank Bryant $325.20

Willie Hayden $319.01

Scott Zoll $299.50

Jeffrey Rolling $274.02

Total $209,533.81

spotlight Apritz00¢ № Came Together

David Leathers $271.69

Steven Dichiaro $270.06

Mina Eskandar $266.34

Sandra Carlson. $265.51

Robert Tierney $262.69

Richard Stabler $262.52

Adam Cruts $261.80

Peter Rassega $259.59

Yaacov Rosenberg, 5258.90

"Thomas Holstein. $252.92

Daniel Pavek $252.02 Christopher Fave $249.64

David Masse $248.66

Cathy Hoffman $245.82

Godley Varghese $245.50

Douglas Stewart $238.69

Latonya Tucker $232.59

David Ackerman $228.66 Angelika Vassilieva $225.95

James Larkin $180.75 Kathleen Loughran $153.89

Jean Mare Louis $128.24

Retention Bonus

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