_ Perspective
Im All In — Let the Good Times Roll!
1 am so excited! Why, you may ask?
Well, we had a great convention and
lam truly empowered by where
we have been and where we are going,
д
JM. During this years 8) convention, we rolled out the new BR Bonus, which we will go into more detail on Page 5 of this issue of the magazine, in honor of Mr. Rapoport. More importantly, the response to this new bonus was overwhelming. You would have thought I just announced the Leadership Bonus five years ago. There was an excitement that just rumbled through the audience, and afterwards, I had more than a few Personal Producers who said they would like to start training someone for the opportunity.
Ху, AD
Given that and the spirit generated in Cancun, I walked out of this years convention with the same feelings I had when we completed our Las Vegas convention four years ago. I walked out of that convention saying these exact words, “Let the good times roll!” And you know what? It is about time!
It seems that for a while now, we have been bogged-down with whatever frustrations, and we have let them bring us down. It didn't happen overnight, but it happened nonetheless, However, we are going to remedy that and pump-up the positive energy here at American Income and National Income, and why not! We all have a lot to be positively excited about,
Tm not quite sure if many of you know that in the past year 1 have entered two Texas Hold'Em Poker tournaments, both for charity. One of which was for the James R. Hoffa
25
Memorial Scholarship/Teamsters Poker Tournament. Anyway, both times I came in 12th out of a field of about 70, Not quite the money table, but almost. However, one of the thrills is that these are no-limit games.
What makes these no-limit games so significant is that there may come a point when you think you have an exceptional hand, At that time, you have the option of taking your stack of chips, pushing them toward the center of the table, and announcing, “I'm all in!” The adrenaline
rush that comes from that one move is — well — hard to
explain, but in a word “exhilarating
I am telling you all of this because I am a betting man, and. I bet we are headed for some great things. I believe these are exciting things and definitely positive things which will refocus our energy.
I think we have strong leadership with open hearts, new AMS and RMS systems along with new recruiting programs that are sure to be successful, and the new BR Bonus, and 1 feel as though we are holding a pretty exceptional hand.
‘Therefore, with extreme confidence, I am putting all of our frustrations behind us, I'm focusing on all the great things
going on here at our Company, and I'm loudly exclaiming, — let the good times roll!”
“Tm all
“ts
Spotlight July 2005 Back to the Basics
News Page
[Dates to Remember
Monday, Aug. 29, 2005 All business and PR credits must be at
the Home Office to count for August production.
Monday, Sept. 5, 2005
"The Home Office will be closed for the Labor Day holiday.
Paid Out This month AIL and NILICO paid a total of $554,105.56 in bonuses. For more
information on the monthly bonuses, turn to Page 16.
[Required Retention Rate
Effective Jan. 1, 2005, to be cligible for bonuses and featured in Spotlight, Producers must meet the required Retention rate or the minimum Net to Gross. ‘The Net to Gross rate varies based on bonus guidelines. The rate listed below is for Spotlight recognition only. Net to Gross is used only during the Producer's first eight months.
Retention: 68% Net to Gross: 78%
(WOOK 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 New Orleans Awards Presentation, are: the top SGA from each category, the top two PR Managers and the top two PR Representatives from each category, the top RGA, the top five MGAs, the top five GAs, the top SA, and the top ten Individual Producers. Check your production! If there is an asterisk by your position, you
could be on your way to The Fairmont in New Orleans! The convention чой be beld July 27- 30, 2006.
Since June's issue, some revisions have been made regarding reopens.
Reopening an application cannot be completed in a day or two, as the MIB must be checked and Underwriting must approve before it can be reopened, To possibly complete these by months end, they should be at the Home Office by the 20th of the month,
Often, we receive amendments, СОР», and replacement checks for returned items on cases after they have been NTO or cancelled. If possible, we reopen the case with the information we have, but sometimes a “Good Health Statement" (AG-1781) is required before we can proceed with the reopen. If this form is not received, ‘we will ask you to obtain one, Waiting for this will cause delays.
Here are a few reminders when trying to reopen an app:
* Get the AG-1781 signed while you are in the home and send with the delivery requirement. ‘This form must be included on reopens over three and less than six months old,
* Ifthe app is over six months old, collect a new app and write “REOPEN along with the old policy number on the top. (If you do not write “reopen” on the new app and reference the old policy number it may be confused as new business and loaded with a new app number, which can negatively affect you.)
* List all applications on one request.
* Collect all back premiums on life cases if you wish to reopen as of the original app date, Only collect one month's premium on A&H plans
* Ifyou wish to collect one month's premium on a life app, we will use the new app date provided, and age will be calculated as of that date. Remember to recalculate ages, mainly on apps over six months old
+ Don't reopen or rewrite declined applications or incompletes.
* Any request to recode must be received with the reopen and signed by the SGA. ‘The form used for recodes is listed on the Agency Resource Center.
Ifyou bave any questions, please contact the Home Office.
Founder’s Club Outstanding Producers
Harpreet Gujal | Rick Aig 933
1 David Jackson | Tom Wiliams 1 юз ‘ShashiParekh [Rusty Jewell 2 ur |;
| MapilSdiisar| Gleb Ostrovsky 1 m |8 RobertUkekh | Jatoftfoti 4 л |4
Spotlight July 2005 ШШ Back to the Basics
permission must be
obtained from American
Income for reproduction or other use of. material herein,
Home Office 254-761-6400 Web sites. айне сот allifecareers,com. nilife.com
Marketing Creative Director of Marketing Brenda Frizzell bfvizzell@ilifecom Marketing Assistant Danielle Yannazzo dpannazesthilif com Graphic Artist Freddie Aguilar —
© 2005 by American нете Life lie Company
cene
Promotions _ = New Bonus
‘As announced at convention, we have created a new bonus in honor of Mr. Rapoport and have supplied the details
Promoted to 52.5 Percent Supervising Agent of this new bonus below. The bonus is available on production submitted to the Home Office July 1, 2005 through
Bianca Alton. Victor Deavila May Lor Tan Palmer Roxanne Ropp Dec. 31, 2005.
Donald Blocksom Peter Derosario Edward Loux Wilfred Pelland Amanda Roy Effective July 1, 2005, we are making a new bonus available to the immediate up-line Manager of any Agent who Aaron Bower Robert Ehlers Laura Ludhy Ashara Pharms James Schlegel is in their first six months with American Income or National Income. This would be the level two person in the Rachel Brockman Josh Hansen Amber Madaris ‘Tyson Rae Hyunsup Sim Agent hierarchy who would have field trained the Agent, Again, this bonus will run for six months, from July 2005 Shawn Brookshire Samuel Keys Michael Malakuskie Scott Rehberg Christopher Viancllo production through December 2005 production. However, if we begin to experience double-digit production growth Taneisha Carter Jatinder Kumar Michele McDonald Joshua Riehl Christopher Warren as a result of this bonus and your efforts, we will discuss the possibility of extending it past Jan. 1, 2006,
Kyle Chuang, Rosanne Landon Alisha McMahon Jeffrey Roberts Danicl Wiseman
Raymond Cunningham — Brandon Lipford Rajkumar Padmawar Jennifer Robinson Wayne Wong
* ‘The bonus is equal to 100 percent of the New Agent Bonus that the Agent earns during their first six months on
Promoted to 55 Percent Supervising Agent EOE i pai л, р 8 AB * There is no Net to Gross or Persistency requirement for the level two Manager.
Thomas Gatlin George Noujaim Christin Wilson
* This bonus is in addition to any Leadership Bonus that might be paid and is not tied to whether an MGA earns a Leadership Bonus. * Please note if the bierarchy of the new Agent changes, the up-line bonus eligibility ends. As noted above, tbis is їп addition to any Leadership Bonus that could be paid and there iy no Retention or Net to Grow requirement for
Promoted to 57.5 Percent General
Rog Benudro Ricardo Ferreira Patricia Harris Andrew Manchon Kenneth Scott the level two person (direct up-line Manager sobo should have field trained the Agent), It is also important to remember that the bonus is Corey Carbon Laura Fisher Luis Heredia Sally Matera Matthew Shannon equal to 100 percent of the New Agent Bonus received by the Agent in ther first six months (July to December production) George Culbert Robert Gadberry Lori Hernandez ‘Timothy Meyer Julie Tadevich Michael Dı Mary Grant Peter Ka Richard Rai Nicholas Zangardi n Ve WE кш ini DUE Listed below is the contract month and number of months a potential BR Bonus could be payable: P payt > Contract Month Manager eligibility for BR Bonus (based on Agents first app date) Promoted to 60 Percent General Agent. сүрт тн Zachary Hart Byron Paz PED January 2005 Not cligible under the guidelines Steven Engey Scott Mellgren Brian Varney February 2005 One month available under the guidelines March 2005 ‘Two months available under the guidelines Promoted to Master General Agent 45813005 Tres iion KE ае ths RR MINE Richard Barbou аша 77 куну May 2005 Four months available under the guidelines ichard Barbour п James m Дака Charles McGrane Gan а June 2005 Five months available under the guidelines. Jonathan Cole Pablo Pirela Charles VanDyke July 2005 Six months available under the guidelines August 2005 Five months available under the guidelines Promoted to Regional General Agent SEANA Pigeon eet tue puce tober е months available under the guideliness — — pum October 2005 ‘Three months available under the guideli Em > a m ae an Jeremy Wel November 2005 ‘Two months available under the guidelines ۶ December 2005 One month available under the guidelines
4 Spotlight uly 2005 Wb Back to the Basics Spotlight July 2005 IM. Back to the Basics
Individual Producers
Kansas City, MO
Halifax, NS
Omaha, NE.
Woodridge, IL
Reno, NV
Burnaby, BC
Las Angeles, CA
Marietta, GA
Calgary, AB
Spotlight July 2005 ШШ Back to the Basics
Individual Producers
June Production Маб 1. Cody Bellah $22,211 Geneser-Genoser 2. Bill Hayer 21,671 77.7 | Bill Hayer Rick Altig 3. Carl Ignatius 19,689 75.0 | Carl Ignatius Imran Satti 4. Eleana Chou 19,577 83 David Iriye David Cohen 5. Carla Miller 19,317 714 John Akers 6. Samantha Chui 19,053 83 Bridgit Driscoll-Hunt Williams-Williams 7. Timothy Cruise 18,856 85.3 | Timothy Cruise Bob Olson & Paula Cooper 18,636 71.8 | Paula Cooper Rick Altig 9. Karl Schuckert 18,319 733 | Karl Schuckert Altig-Orlovic. 10. Jonathan Wilson 18213 96 Dustin Venekamp. Altig-Orlovic. 11. Richard Krueger. 17,511 7 David Wang Bob Olson 12. Philip Anderson 17,211 730 | John McGrath. Rick Altig. 13. Steve Foti 17,000 717 | Steve Foti Jatoft-Foti 14. Dmitriy Goncharuk 16,847 81.3 | Dustin Мепекатр. ‘Altig-Orlovic 15. Sean Chrysler 16,754 100 Matthew Wolfanger Durhon Oldham 16. Paulo Rosa 16,532 78,9 | Paulo Rosa Rick Alig 17. Ruben Soberanes 16,521 75,5 | Doreen Ryan-Foti Jatoft-Foti 18. Christopher Warren 16,345 100 AJ O'Connor Steve Greer 19. Salvatore Giacchi 16,022 786 | David Hausman Eric Giglione 20. Steven Strong. 15,927 685 | Steven Strong. Durhon Oldham 2 Fereentage of Nor to Cron All Time Record Beat YTD Production YTD: $277,779 Net ALP N ALP NC Rtn MGA SGA 1. Zachary Hart $115,852 744 | Mathew Hart Jim Surace * 2. Sylvia Freeman 100,336 80.5 Williams-Williams + 3. Timothy Cruise 100,330 863 | Timothy Cruise Bob Olson * 4. Carla Miller 99,942 714 John Akers * 5. Max Quasem 94,818 89.3 | Earnest Loveless David Cohen * 6. Omar Hashimi 90,919 78. | Steve Foti Jatoft-Foti * 7. LilyTchen 87,060 720 | David Iriye David Cohen * 8. Samantha Chui 86,859 83 Bridgit Driscoll-Hunt Williams-Williams. * 9. Daniel Potilechio 85,596 91.9 | David Wang Bob Olson * 10. Cody Bellah 85,076 80 Geneser-Geneser. 11. Lance Brown 84,411 91.6 Steve Hartman 12. Peter Kang 83,547 | 94 Robert Trujillo Slav Bitman 13. Mary Ann Gaelic 80,303 754 | Lawrence Hauck Steve Friedlander 14. Ruben Soberanes 80,054 75.5 | Doreen Ryan-Foti Jatoft-Foti 15. DeSheila Hargrove 79,487 743 | Diane Carrion Eric Giglione 16. Sebastian Kazek 78,459 79 Joseph Moore. Tom Williams 17. Maijargal Sukhbaatar 74,636 та Gleb Ostrovsky 18, Nadia King 73,333 73.8 | Nadia King Altig-Orlovie 19. Ronald Friedlander 73,071 768 | Theodore Pappas Esie Gigtions 20. Carlton Lear 72,112 71.7_| David Wang Bob Olson.
А Percentage of Net to Gross
Spotlight July 2005 ® Васко the Basics
Agent Anniversaries
Happy Anniversary! Thanks for all gou do. Congratulations!
28 Years of Service 5 Years of Service 2 Years of Service Year of Service Cont. David Cohen йаа David Ackerman Jonathan Caris 20 Years of Service Mole Ede Abdelhadi Badreddine Jonathan Cole 5 Diane Carrion Denice Davidson Lou Nell Busby дена Avrom Gossack Jeff Debiak 1 of Service Byron Washington Danielle Holmes Tony Derico "=" Bertrand Lelievre Ricardo Ferreira Ti 4 Years of Service owe Joseph Moore Jamie Fields 13 Years of Service Melanie Cohen John Moran Robert Gerdes Lazarus Echeta Corey Friesen Pauline Murchie Heather Hewitt Р Бес Alan Nakamatsu Richard Howard et А i Шанара : aymond Oriol Lee Lamb р Catherine Briggle tes Higkberg Daniel Pavek Norman Lew Dennis Muth Misc Rosen Max Quasem Shea Maliszewski WSSE Christopher Stephens Donald Strynadka 1 Latonya Tucker Sidney Trahan Richard Menga "Timothy Cruise Lawrence Turk Brian 10 Years of Service 3 Years of Service Rodney Ward Tony Motley Ralph Munroe " Jeffrey Ahrens i P PANDY А A Lear of Service William Nest mann 9 Years of Service dis е Elizabeth Allen Gerardo Pino Catherine Clarke i ; James Bliefnick rau R: > Michael Radovan Chuck Hill SRO ADORED ASO og Beaudro Cody Shearer Scott Mellgren Daniel Becerra John Sill 8 Years of Service палати Charles Bergenstein Niman Singh Slay Bitman ATO" Derek Birch Nathan Snider я ОС залов David Boshard Beth Snow 6 Years of Service Stuart Paolino Ted Bryson Thomas Vanosdol Barbara Leader Lori Yeilding Bianca Bullock Nicholas Zangardi 8 Spotlight July 2005 WI Back to the Basics
Labor Advisory Board
American Income e
National Income Proudy Present A New Labor Advisory Board Member
Clayola Brown, President of the National A. Philip Randolph Institute (APRI), bas been unanimously elected to the Labor Advisory Board.
"The A. Philip Randolph Institute was founded in 1965, the same year as the Selma-to-Montgomery Freedom March. The APRI was formed as a national organization of black trade Ва mission to fight for racial equality and
support acti Ms, Brown worked for the UNITE International Union since. 1970 before becoming president of APRI. However, her involvement with the labor movement actually began many years earlier. She started as a sewing machine operator at the Manhattan Shirt Factory in Charleston, South Carolina where she and her mother were organization activists.
Once Ms. Brown chose to pursue a career in labor, she went to work for the Textile Workers Union of America and moved up through the ranks from there, She became an education director for the newly merged Amalgamated Clothing and ‘Textile Workers Union and was soon appointed Civil Rights director. In 1991, she was elected international vice president,
a рози Ms. Brown h: and her fellow man which shows through the many boards and
n she held for 13 years,
a tremendous commitment to her community
organizations she currently serves.
We welcome Ms, Clayola Brown to the Labor Advisory Board and are looking forward to a long and prosperous partnership for many years to come.
Congratulations!
Spotlight July 2005 Ж Back to the Basics 9
Supervising Agents
1. Matthew Willrodt Salt Lake City, UT
3. Tommy Chan ‘Woodridge, IL.
All Time Record to Beat All Time Record to Beat
Month: $43,409 Ist Ys. Month: $68,050 Net ALP Mary Ann Gaelic
NetALP NG Rtn
June Production
1. Matthew Willodt | $30,170 | $37,965 Dustin Miller Altig-Orlovic 2. Kenneth Mazik 17,511 | 26,674 A | David Wang Bob Olson
3. Tommy Chan 17407 | 20,457 Ryan Stenglein | Rick Altig
4. Joshua Harris. 15404 | 18,604 AJ O'Connor Steve Greer 5, Jan Palmer 14083 | 21,156 Todd Johnston Imran Sarti
All Time Record to Beat YTD: $266,978 1st Ye. Mary Ann Gaelic
mom Agent * 1. Matthew Willrodt $105,917 Dustin Miller Altig-Orlovie 2, Terrence Thomas 101,966 Joseph Callahan | Wes Bangs 3. Joshua Harris. 86,817 ‘AJ O'Connor. Steve Greer 4, Randy Teyssier 46003 | 81,398 Chris Hernandez | Chris La Fond 5. Tommy Chan. 43,613 | 77957 | 82 Ryan Stenglein __ | Rick Alig
All Time Record to Beat
YTD: $443,893 Net ALP Mary Ann Gaelic
YTD Production
Net ALP
Supervising Agent selection guidelines or recognition in the Spotlight are as follows: Mas Arve ome First Var Agent coded and mee all production repuirements
10 Spotlight July 2005 Wi Back to the Basics
General Agents
i | Warwick, RI П Auckland, NZ N. Royalton, OH 5 | Columbus, OH E Albuquerque, NM.
All Time Record to Beat June Production Month: $102,403 1st Yr. Eric Neal | Month: $111,262 Net ALP Eric Neal Y
NetALP NG
Agent
. Brian Varney Willie Hayden | David Zophin
. Mary Ann Gaclic Lawrence Hauck | Steve Friedlander
. Zachary Hart Mathew Hart | Jim Surace
. Dusty Childress Robert Dunn Marc Morton
. Luis Heredia Joseph Callahan | Wesley Bangs
. John Moran Gleb Ostrovsky
. Vance Rountree Ман Henderson — | Tom Williams
. Brian Lullofr Jeffory Churchfield | Rick Alig
. Byron Paz Jose Ferreyro Joshua Chalom Paul Gouveia DeMario Cooper — | Slav Bitman
at
— All Time Record to В YTD Production YTD: $489,120 1st Yr. Eric Neal YTD: $864,620 Net ALP
19 Year Agent . Mary Ann Gaelic | $145,481 $228,953 Lawrence Hauck. Steve Friedlander Zachary Hart. 141,113 | 275,985 Mathew Hart Jim Surace $. Salvatore Giacchi 131,521 168,411 David Hausman Eric Giglione i. Jeffrey Oakman 127,853 | 124,868 Williams-Williams . Brian Varney 125247 | 141,620 Willie Hayden David Zophin James Worf 123772 | 155,648 Joshua Goodman | Bill Jennings |. John Moran 106,994 133,901 Gleb Ostrovsky L Mark Zastrow 99340 | 111,265 Wayne Hendricks | Joe Manone . Dusty Childress 99050 | 120907 3 | Robert Dunn Marc Morton 10. Brent Rieck 99,012 106,210 Tim Schroeder Мак Morton.
NetALP NG
General Agent selection guidelines for recognition in che Speight are as follows: Мин have fo Fist Yer Agents voded and meet ай production requirement.
Spotlight July 2005 Wi. Back to the Basics 11
jerefore, be sure to join us next year in New Orleans brate with Kool & The Gang.
Master General Agents .. Regional General Agents —
Houston, TX ison, NJ Houston, TX Ft, Lauderdale, FL A | Los Angeles, CA ; | Albuquerque, NM.
All Time Record to Beat All Time Record to Beat June Production |. Month: $190,653 1st Yr. Slav Bitman | Month: $250,859 Net ALP Jim Bianchi |
. AJ O'Connor I Т 6 | Steve Greer
. Barry Dillah у T 8 | Eric Giglione
. Horace Johnson Е x 1. "Tom Williams " David Iriye . ‚7 | David Cohen June Production
Marietta, GA Edison, NJ
Joseph Callahan č , . | Wesley Bangs . Mathew Hart j f л | Jim Surace
. Nadia King A T 6 | Alig-Orlovic Lawrence Hauck К j .9 | Steve Friedlander 1. AJO'Connor $148,221 | $182,248 71.6 | Steve Greer
. David Wang 3 Bob Olson. 2. Bill Cook 113,623 | 141,794 70,5 | Williams-Williams » Matthew Hogan A Е. Е Oldham-Hadayia 3. David Hausman 111,114 162,426 76.5_ | Erie Giglione
NG
All Time Record to Beat All Time Record to Beat YTD Production YTD: $1,705,178 1st Yr, Slav Bitman YTD: $2,168,283 Net ALP Paul Rumbuc
| Barry Dillah $515,796 Eric Giglione Е . AJ O'Connor 462,432 L6 | Steve Greer | * 1. Jason Mollo $785,760 | $898,201 727 | David Zophin . Doreen Ryan-Foti 358,920 7 | Jatoft-Foti 2. AJ O'Connor 676,392 | 845,642 71.6 | Steve Greer
|. Jim Bianchi 331,911 Durhon Oldham 3. Barry Dillah 584937 | 674,56 718_ | Erie Giglione
YTD Production
NetALP NG
. Scott Keeney 292,886 Oldham-Hadayia | . Eugene Melamed 289,812 LO | Slav Bitman | . Joseph Callahan 273235 10 | Wes Bangs | . Gabriel Hernandez 268,171 А David Zophin 9. Joshua Goodman 260,353 5 | Bill Jennings 10,_David Iriye 256,711 7 | David Cohen
Master General Agent selection guidelines for recognition in the Speight are as follows: Mast Seve for First Verr gents coded and meet all prodction requirement.
14 Spotlight July 2005 Wi Back to the Basics Spotlight July 2005 Back to the Basics 15
* Only the top ten qualifiers in each bonus category are shown. А full list of bonus qualifiers is provided on
Bonus Page
V иа
E Schuckert ~~
the inserts accompanying this magazine.
16
Spotlight July 2005 Ш Back to the Basics
Contributions
MONETARY DONATIONS
American Income & National Income
+ Gave $3,000 to the JLC National Trade Union Council for
the Jewish Labor Committee's Human Rights Award Dinner.
Rick Altig Agency = Gave $320 to IBT CN 37 for golf tournament fees. = Donated $100 to NOLC for a picnic banner. + Contributed $179.99 to IBT for raffle prizes. * Contributed $279.99 to UFCW 555 for raffle prizes.
* Gave $100 to the Waterloo Regional Labour Councils fundraiser for the homeless.
* Donated $500 to ISC 2005 for booth registration.
+ Gave $250 to CAW Local 6056 for their strike fund.
+ Contributed $100 to OAMRT.
+ Donated $250 to UNDE 70607 to their scholarship fund. + Gave $550 to Ironworkers 711.
+ Gave $150 to UFCW 431 for their annual picnic.
* Contributed $150 to the First Federal Credit Union for their golf tournament.
+ Donated $200 to IAM W-2. + Gave $100 to the NOVA CLC.
OTHER DONATION
Chris La Fond Agency * Donated food to Our Lady of the Angels.
John Akers Agency + Donated $500 to the Omaha Federation of Labor. + Gave $500 to the Nebraska Firefighters Convention. + Contributed $60 to Firefighter/MDA,
Mark Hancock Agency * Gave $100 to the Indiana Credit Union Foundation, + Donated $100 to Central Indiana Jobs with Justice Annual Grinch Party Program,
Jim Surace Agency + Contributed $125 to USWA Local 2 for their annual pienie. + Gave $165 to the Building Trades golf outing,
+ Donated $50 to the ULA golf outing,
* Gave $100 to the Machinist 1645 Annual Golf Outing.
+ Donated $50 to the Columbiana County Special Olympics, * Contributed $50 to the UAW for their annual picnic.
Total $8,029.
SGA PR! TION
SGA PRODUCTION
JUNE CATEGORY I YTD CATEGORY I NAME NG | RIN | istYr. NET | 1stVr.OBJ |%of FYOBJ| NETALP |NETALPOBJ|%ofALPOBJ| — PF* NAME NG | RIN 1st Yr. OBJ | %of FYOBJ| NETALP | НЕТАЦР OBJ |% of ALPOBJ| — PF* Tom Williams 698 | 4258750 5236000 m $384,010 $368,500 — 104 107 Tom Williams 698 $1,426,000 за $2022212 222300 91 88 JUNE CATEGORY II YTD CATEGORY II NAME NG | АТМ | 1stYr.NET | 1stYr.OB) | %of FYOBJ| NETALP |NETALPOBJ|%ofALPOBJ| PF* NAME NG | RTN | TstYr.NET | TstYr.OB) |%of FYOBJ| NETALP |NETALPOBJ|%ofALPOBJ| РЕ Geneser-Geneser ва $134,067 $115,000 17 $187,965 $181,500 104 m Geneser-Geneser ы $438,620 $345,000 107 $604350 | $544,500 — T T» JUNE CATEGORY III YTD CATEGORY III NAME NG ‘1st Yr, NET | 1stYr. OBJ | % of FYOBJ| NETALP |NETALPOBJ/SofALPOB)] — PF* NAME NG | RIN | 1stYr.NET | 1st¥r.0B) | of FYOBJ| NETALP | NET ALP OBJ |% of ALP OBJ| РЕ" Steve Greer лз ŚWIT 596000 154 5810 643000 127 11 Bl Jennings TS $740,935 5919000 143 $1,052,918 — $840,000 1% 134 Mills Wiliams né | 114429 26,500 — m 150519 3150 15 та Steve Greer 73 — 736 516000 137 282,034 768,000 оту 126 Oldham-Hadayia в 98,892 жю 107 125,198 126000 99 m Oldham-Hadayia 86 354,636 36,00 E 510,090 456,000 m2 106 | Bit Jennings ns 98,253 мю тм 14,470 140,000 103 109 Williams- Williams ШИШЕ ИШИ 16 75,505 789000 % 101 Jim Surace өз 99758 _ 104000 96 170718 16,500 — 105 101
JUNE CATEGORY IV
YTD CATEGORY IV
‘Ast Yr. NET | 1st Yr. OBJ |% of FYOBJ| NETALP |NETALPOBJ|%ofALPOB)| РЕ NAME NG | RIN | istVr. МЕТ | 1stVr.OBJ | %of FYOBJ| NETALP_|NETALPOBJ|% of ALP OBJ| — PF^ Steve Hartman 7 $121,579 $71,500 170 $167,150 $114,000 47 159 Steve Hartman тл ŚSI4SM | $4900 120 $848,213 $684,000 124 122 Mark Hancock 704 15,784 62,500 m 114,530 100,000 15 тв Mark Hancock 704 394,134 375,000 105 604,232 600,000 101 103 Imran Satti 87 53,175 54,000 9% mn. 85,000 зз? ns Imran Satti 87 135,853 175,500 n 353,912 206250128 103 JUNE CATEGORY V YTD CATEGORY V NAME NG | RTN | istYr.NET | TstYr.OBJ | %of FYOBJ| NETALP |NET ALP OBJ |%ofALPOBJ| РЕ* NAME NG | RIN | tstYr. NET | 1stVr.OBJ |% of FYOBJ| NETALP_|NETALPOBJ|% of ALPOBJ| — PF* Wes Bangs 69.5 $57,944 $28,500 203 $63,324 $42,500 м9 176 Wes Bangs 695 $273,235 8171000 160 $315,460 $255,000 124 м? JUNE CATEGORY VI JUNE CATEGORY VI NAME NG | RTN | TstYr. NET | TstYr.OBJ | %of FYOBJ| NETALP |NETALPOBJ|%ofALPOBJ — PF* NAME NG | RTN | TstYr. NET | 151г. ОВ) |%of FYOBJ| NETALP_|NETALPOBJ|%ofALPOB)| РЕ" Slav Bitman T5 $133,058 136 $133,580 | 8152000 8 т Slav Bitman TS 5866170. $487,500 178 $931,693 $759,500 — 103 151
* Note: The Performance Factor В the average of the First Year Objective percentage and the Net ALP Objective percentage.
тв Spot
* Note: The Performance Factor is the average of the First Year Objective percentage and the Net ALP Objective percentage.
the Basic 19
PR Manager
Debbie Enstedt. Winnipeg, MB
_ РВ Representatives
Category А: Mark Gagliardi AI Wall Concord, CA Toronto, ON Category B: Vivian Dwyer Catherine Briggle Glen Allen, VA Phoenix, AZ
Category C:
20
Susan Fuldauer Indianapolis, IN
Spotlight July 2005 I Back to the Basics
Erin McKee Columbia, SC
“РА Representatives June Production YTD Production 1. Debbie Enstedt 18,023 | Rick Altig *1. Debbie Enstedt 90,768 | Rick Ан. 2. Chuck Hill 6,161 | Jatoft-Foti *2. Joseph Galusha 29,034 | Durhon Oldham 3. William Bell 5,275 | Joshua Chalom 3. Malka Aron) 24,743 | Cohen/Hartman All Time PR Card Production Record All Time PR Card Production Record Month: 18,960 cards. YTD: 61,879 cards Denise Bowyer 1. Mark Gagliardi 4,674 | Jatoft-Foti *1. Malka Arony 18,075 | Cohen/Hartman 2. AI Wall 3,495 | Joshua Chalom 72. Richard Meshulam 12,357 | David Cohen. 3. Leo VanDenBussche 2,688 | Rick Altig 3, Mark Gagliardi 11,820 | Jatoft-Foti 4. Malka Arony 2,514 | Cohen/Hartman 4. Al Wall 10,197 | Joshua Chalom 5. Robin Andrade 2,478 | David Форма. 5. Копа Pileggi Spano 10,055 | Bob Olson Altig-Hay/Bitman 71. Vivian Dwyer 11294 | Altig-Hay/Bitman Steve Hartman. 72. Catherine Briggle 8,933 | Steve Hartman 3. Irene Rurycz Jim Surace 3. Irene Rurycz 6,131. | Jim Surace 4. Brenda Swecker Chris La Fond 4. Mario Soljan 5,351 | Steve Friedlander 5. David Provencher Rick Mansfield 5. Brenda Swecher. 4,669 | Chris La Fond
All Time PR Group Production Record
YTD: 110 groups Richard Case
Mark Hancock
. Cheryl Cook Oldham-Hadayia
8 | Rusty Jewell 72. Renee Flannery 44 | Jim Surace 7 | Jim Surace 3. Susan Fuldauer 42 | Mark Hancock 4, Darrell Dorey 6 | Imran Sarti 4, Richard Case 35 | Jim Surace 4, Nancy Rising 6 | Rick Altig 5. Billy Sauers 32 | Tom Williams Category A = SGA categories one and mmo. Category B= SGA categories thre, four and five. Category С = Top number of group credits signed from all
SGA categories. Pubic Relations Manager selection guidelines for recognition in the Spotlight are as follows: Af bose fo PR Representatives ceded and meet all (production ropuirements. Also, please note, the number of leads will be used to break a tie in Category С.
Spotlight July 2005 Ш Back to the Basics 21
Record Breaker — _
Peter Кап
finally contacted him for this interview, Ви И is this con hard work that goes into being our newest record breaker, >
In May, Peter broke the all-time monthly Net ALP record with (the previous record stood at $51,235). When asked what m he replied that it was just stern determination Í
“My MGA saw my numbers for themonth and Brought in the previous Sporligàr to show what the current record was. When we both saw iwas so to beating it, I decided to re: put my mi goals for how Î woul a
went aft
d to it. I wrote down m
the record,”
Peter had a me life to a new leve >
He says his secret to his sugcess i$ ко Cater to Ehe cust may work the late shift annot meet before late at nij keep appointments at п Йй, if that was what the cust.
supplying the product to eve not work normal business hours, so
Jood service is all al “Sometimes people just be there.”
ls it,” he explaifs. they need me later, I'l
Peter stresses the importance on addressing the customer hoi have to keep in mind that you are not only presenting your also representing your Ageney and the whole Company as mind. Your actions reflect back on the Company,
Id ethically, He says you ur customers, but you are fndiitis crucial to keep that in
Besides going out of his way to meet the customer's appointment needs, he also tries to keep in contact with them. Peter mentioned he always calls the customer back within four to eight weeks to make. received their policy. He does this not only to check efficiency, bur also to make sure. know that he has not forgotten about them.
Changing the Referral Culture
1 mentioned a few months ago the fact that our growth — as à Company traditional leads.” In order to describe а non-traditional lead, we
will come from what we have labeled as "non.
must first define a traditional lead, Basically, а traditional lead is
the union lead card. Let's look at this a litle closer. In the past 12 months, we have written about $90 million of Net ALP; $37 million of which came from the union marketplace.
The interesting thing is, when we were writing $50 million f
years ago, we wrote about $31 million from the union marketplace So while overall production has nearly doubled, premium from
union leads has risen just about 19 percent.
Therein lies the challenge. Let's say that ten years from now we
are wi ng only about
z $250 million, we'll probably be ge
$55 million from the union lead — based upon estimates of how
h penetration we already have in the overall union population.
Therefore, as the numbers show, our premium growth will come
from outside union markets, or the “non-traditional” markets of which a primary source must be referrals
Okay, we all know the importance of getting the referral. You've
been told it’s easier to set, easier to sell, and has a better retention.
Given that, why is only 26 percent of our current business
referral-based? The answer, it's because of our culture
Culture is the development of the mind through the sum total of beliefs and behavior passed on from one generation to the next. There was a time at American Income when there was such an abundance of golden union leads that recruiting ads actually at АШ" Or, "We set ‘em and you run
boasted, "No Prospecti
tem!" And believe it or not, there are offices that still actually hand out lead packs with hundreds of these golden leads. We dorit know any different; it’s been our culture.
The truth is, referrals are easier to get than originally thought They are an easier appointment set, and they do carry a better presentation to sales and closing ratio.
Now, I'm not suggesting we cut back the lead packets. But I am suggesting we get more serious with standards relating to our sources of business, and that a reward system be set for those who bring us premium from non-traditional lead sources. Its
something to think about getting better at now,
you can cash
in when the culture really does change
Experience shows the main cause for not obtaining a referral is simply because its not asked for, or because the referral presentation is not set properly, 1 can remember suggesting to an Agent that all they really needed to do was tell the prospect for every food item they contributed to the food bank it would entitle them to sponsor a friend or family member to receive the Partners? Plan or an AD&D Certificate! Even the most timid of
referral getters can enjoy some success with that approach!
We have written $24 million in referral business over the past 12 months, At $410 per sale that is about $58,500 sales per year or
$1,125 per week. That is an interesting number since we ha
about 1,735 Agents who submit business each week. This means on average, an AIL/NILICO Agent obtains .67 referral sales per
week. That's a number we can certainly improve on together.
Al-Karim Walji, an Agent with the Rick Altig Agency, Believes Referrals are all About Relationships
"What makes me different is that this is my business and I take it seriously. I seldom get leads from the office because I work on building my business base, I commit myself to always putting myself in the customer shoes which allows me to diligently follow-up and always personally visit with my clients whether or пос they take advantage of our programs. I also believe that the Family Information Guide is a very powerful tool when it comes to securing referrals because it opens the conversation up for, This might be something cousi Mary and John would be interested in.’ I want my customers to know that I am here to build a relationship with them and I will be here to service their needs now and in the future. Every customer is different and they all have different needs, but if you're faithful, honest, and dedicated, the referrals will happen."
Congratulations, Peter, Оп a job well done!
22 Spotlight July 2005 WM Back to the Basics Spotlight july2005 ® Back to the Basics 23
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NEW ORLEANS ДА
Malka Arony Mark Gagliardi Jacqueline DeVooght
Renee Flannery
Kenneth
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Spotlight July 2005 ШШ Back to the Basics
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Spotlight July 2005 IB Backto the Basics