Perspective

Carpe Diem — Seize the Day

Lam sure many of you are familar with the catch-phrase "carpe diem." We have seen this phrase in advertising, books, magazines, and even movies. However, the actual concept of "carpe diem" has been around since about 35 B.C. and probably originated with the Roman literary philosopher, Horace,

From the time of Horace until the present, many people from poets to marketers have put their hands around the phrase "carpe dienr und utilized its to-the-point exclamation to motivate others to focus on the present.

Given this, my intention for this months comment is to do the same.

Last year, when John Maxwell spoke at our convention general session, he too explained the importance of focusing on the present. He said, "The greatest detriment to tomorrow's success is today's success. We have a tendency to freeze-frame our successes; thereby over-exaggerating yesterday, over-estimating tomorrow, and under-estimating now." This point has stuck with me and definitely brings the purpose of "carpe diem” into better perspective,

The reason Lam going through the history of the phrase "carpe diem is because I believe it to be an important concept from which we all could benefit. Therefore, with all the exciting changes and increased opportunity we have created in the American Income Life and National Income Life culture, you would be amiss not to

take advantage or seize the day. Our goal here at American Income and National Income has been, and always will be, providing you with as please remember

to use in gaining knowledge and gathering information for your ultimate success.

many opportunities for success as we possibly can. That

is magazine is a tool for you

"This issue is no exception to that philosophy, and we have packed it full of information and reminders of the opportunities which are available to you — how to work non-traditional lead sources, an update on the new BR Bonus, and a fall listing of all the incentives at your disposal. Now is the time to take this information and utilize it to motivate yourself, your team, and your Agency to seize the day and not let these opportunities pass you by.

1 believe in our sales force here at American Income and National Income. Therefore, now is the time! Take а

look at your opportunity and plan your strategy. What are you waiting for — carpe diem, seize the day! Back to the basics and getting better at it!

Spotlight August 2005 I Back to the Basics

News Page

[Dates to Remember Wednesday, Sept. 28, 2005 All business and PR credits must be at

the Home Office to count for September production.

[Total Bonuses Paid Out

‘This month AIL and NILICO paid а total of $657,360.80 in bonuses. For more information on the monthly bonuses, tum to Page 16.

(Required Retention Rate

Effective Jan. 1, 2005, to be eligible for bonuses and featured in Spetlight, 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 Producers first eight months.

Retention: 68%

Net to Gross: 78%

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, 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 sway ta The Fairmont in New Orleans! The convention will be held July 27-30, 2006.

[Special Authorizations for APS

Contrary to what may have been said, UW does not order medical records on all cases. However, for about 7.93 percent of the life cases seen, additional medical information is needed. In the majority of cases where an APS is ordered, the HIPAA authorization is all that is needed for the doctor, clinic, or hospital to release the applicant's medical records.

In some cases however, the facility requires a special authorization form to release the records, In these cases, our APS vendor will send the applicant the needed authorization form to be signed and returned for processing. The vendor also notifies Home Office, and we will in turn send you a notice through CAS. It is important to have the applicant return the signed form as soon as possible so that the records can be obtained and UW can continue their evaluation of the risk,

The quicker the authorization is returned to the vendor, the faster the case can be approved.

We are constantly striving to find better ways to provide "Raving Fans Customer Service” to all of our customers, and we will be making a change in our conversion process which will enhance the service we provide to you and your customers.

You will soon begin to see some new letters in your CAS downloads, ‘These letters are copies of what we send to our policyholders when we acknowledge their conversion requests. There are different variations of letters, depending on the type of conversion, and each include an explanation of their coverage along with a confirmation the conversion request has been handled.

[National “Do Not Call" Registry We would like to remind everyone of the National Do Not Call Registry and regulations which became effective ‘Oct. 1,2003. CAS should be utilized to purge individuals who have registered and requested not to be called, Please make sure every Agent is aware of the law and our Company guidelines for compliance, More information on the DNC registry is posted on our Web site.

Founder’s Club Outstanding Producers

July 2005

579682

Аренд of Ner 1o бон.

Spotlight August 2005 W& Bock to the Basics

lige oom ailifecareers.com nilife.com

Marketing

Creative Director of Brenda Frizzell bjrizzell@uilfe.com Marketing Assistant Danielle Yannazzo Ayannazzoiailifecom Graphic Artist Freddie Aguilar evgpðaolcom

wam

Promotions

Promoted to 52.5 Percent Supervising Agent

James Aalders Jennifer Gallivan ‘Ananth Krishnaiyengar Joseph Shelton ‘Anna Vaculikova Linda Buck Thomas Harris Fouad Marzouki Andrew Shold Travis Vandeberghe Casey Charlton Enrique Hernandez Angelo Minglana Matthew Smith Lindsey Vleisides. Eleana Chou Joanne Idio Jerome Ninelist Erie Sy Jonathan Wilson Robert Christian William Jaquay Thomas Parker James Taylor Nicole Winn Jeremy Craw Yevgeniy Kashkin Stuart Parnell Sara Thrailkille Michelle Workman Gloria DeLeon Hank Kochly Nilesh Patel Dale Thurber Andrea Yee

Promoted to 55 Percent Supervising

Tim McAdams Christopher Roden

Promoted to 57.5 Percent General Agent

"Tommy Chan Joshua Harris Brendt Kehoe William Nestmann Loan Pham Joshua Goines Brian Kalsto Christopher Kroshus lan Palmer Charles Vance

Promoted to 60) Percent Gent

Pamela Drury Richard Rainone Justin Smith Fallon Kunevicius Brent Rieck Raymond Welch

Promoted to Master General Agent “Thomas Alligood Laura Luthy Timothy Southerton Godley Varghese William Childress Ramin Madani Jarred Starman Brian Varney Steven Dichiaro Vance Rountree Lily Tehen Matthew Willrodt Barbara Leader Timothy Simpson Krista Thieme Claudia Ziegler

Promoted to Regional Gen

Linda Amante Paula Cooper Willie Hayden Paul Lund Ryan Stenglein Kouassi Appiah Volodymyr Derevyanyy — Bill Hayer Mathew MacCannell Dustin Venekamp Russell Chang Patrick Duray Sidney Hodgskiss. Dustin Miller Jean-Francois Vezina Christopher Clack Jon Налес Kevin Khadivian Dustin Raaum

4 Spotlight August 2005 im Back to the Basics

AMS

Promotions Galore!

в: "When started with AL | erased everything 5 Agency e belare ond started anew. i ey Promoted June 2005 На wos zold, and believe thot is what

mode me successful. eared itis al about. service and showing the customer that you care more about them thon they might for themselves”

Т “The bottom line to leadership sucess is SIRE jazzy tz тт Promoted June 2005 "ning and believing in your Agents. AMS

allows me o make it happen — па, vun and maintain, The system provides the resources for you to create a working team where you oll succeed”

Лий the secrets to my cess come from атна the leadership and organization skills my Promoted july 2005 бе baseball cach tought me. He showed

пейв important to have determination, a strong dream to follow, and ft in my surrounding team. АН tee of these lod po great promotion”

Barbara lead “Hard work and persistence have been my ThefickAli Agency Or getting where am. My Manogers Promoted july 2005, sted to ch me each my goa. Now! do the same for my dents, Being successful in this id means you always have to have a quick response and do whatever it takes to make sure your дет get the help they need”

AMS is a huge success! Everyone is benefiting from this state-of-the-art program, especially those who have been moving their way up the ranks, Read what our newly promoted Master General Agents have to say about AMS and the secrets to their success.

Pablo Рива. “Denise Gilbert believed in me and introduced The Bob Olson Agency de u The opportunity. She helped me achieve Promoted June z095 "own vision, Once began to believe to, the vision started to take shape, Since then, my philosophy has become one of accentuating the good, getting through the bad, and avoiding the ugh”

“Be patient and self confident, and anything 149 1 0 is possible. The key sto focus on the postive Promoted h li ove the negative Ihave ound thebest way ro do this s to always keep your dreams in mind and your vision intact, Ву folowing your dreams, you wil be able o accomplish anything.”

ии ожени тті н 7 пае САИ wir they weno nee then you douse Promoted July 2005 getting everything you wot ti all a matter of going out to make things happen. Remember, you can never dream ору"

Famin Madani "и have to hove commitment to ger ahead The Bob Oso Agency Ае sue you sten to your peers and olo Promoted uly 2005 500 because they have been where you ae

Tolk to those at the top and omal they know you work ard and dihgentiy дне it your al you should haveno problem moving up in the ranks.”

hmd Saman 1тайу owe everything I've learned to Мс. Lil Then "You really have to have a desire to succeed, The Geneser-Geneser Agency beneser He taught me you need to do the The David Cohen Agency Discipline and commitment are so important Promoted July 2005 "ih ting while noone oig. ts Promoted jly2005 n Is easy to mate plans, butats the important to learn to adapt, improvise, and follow-through which causes some people to overcome. Those skills and an attitude of the buck stops here’ are a sure stumble on the road to success. You need to stick to your work and keep combination for sucess and promotion." ‘your goats in sight” Congratulations!

Spotlight August 2005 W Bock to the Basics 5

Individual Producers __ Individual Producers — ч WA July Production N. Royalton, OH Marietta, GA 1. Zachary Hart 533,078 817 | Mathew Hart Jim Surace 4 i 2. Sylvia Freeman 24,549 779 Williams-Williams га 3. Alexy Blit 19,459 98 David Solomonov Joshua Chalom 4. Grace Flores 19090 | 100 Curt Snow Jatoft-Foti j 5. Ruben Soberanes 18,383 76.3 | Doreen Ryan-Foti Jatoft-Foti 6. Jonathan Wilson 16801 | 98 Dustin Venckamp Altig-Orlovie 7. Karen McQuoid 16,639 819. | Lawrence Hauck Steve Friedlander | pz АВ | 8. Kyle Chuang 16,420 79.9 | Shamshinder Sidhu Rick Altig p I 7 9. Samantha Chui 16,115 84 William Cook Williams-Williams. 8 RAA 10. Carla Miller 15,913 73.5 John Akers 11. Alfred Brenner 15,318 909 | Steve Foti Jatoft-Foti 12. Rosemary Baker 15201 | 100 Mary Ayarzagoitia Tom Williams 13. Edward Kirschenbaum | 15017 839 | Susan Bergh Eric Giglione hd 14, Timothy Cruise 14861 852 | Timothy Cruise Bob Olson 15. Daniel Potilechio 14,660 93.6 | David Wang Bob Olson 16. Raphael Bouchereau 14,651 71.7 | Nestor Aramayo "Тот Williams 17. Omar Hashimi 14,542 80.8 | Steve Foti Jatoft-Foti 18. Lindsey Vleisides 14,444 100 Dustin Baxter Geneser-Geneser r 19. Steven Strong 13,910 702 | Steven Strong Durhon Oldham 20._Avi Regev 13357 | 92 | A] O'Connor Steve Greer

Concord, СА Las Vegas, NV

А Percentage of Net to Gross

NE to Be YTD Production YTD: $277,779 Net ALP Name Net ALP Rin MGA SGA I. Zachary Hart $148,931 Mathew Hart Jim Surace * 2. Sylvia Freeman 124,585 Williams- Williams P oe + 3, Carla Miller 115,856 John Akers Auckland, NZ Burnaby, BC * 4. Timothy Cruise 115,192 "Timothy Cruise Bob Olson * 5. Max Quasem 107,021 Earnest Loveless David Cohen * 6. Omar Hashimi 105,462 Steve Foti Jatoft-Foti * 7. Samantha Chui 102974 | 84 William Cook Williams-Williams . Daniel Potilechio 100,257 93.6 | David Wang Bob Olson * 9. LilyTchen 99,637 755 | Lily Chen David Cohen 10. Ruben Soberanes 98,437 76.3 | Doreen Ryan-Foti Jatoft-Foti 11. Peter Kang 94216 | 93 Robert Trujillo Slav Bitman 12. Sebastian Kazek 89,046 | 81 Joseph Moore "Tom Williams 13. Mary Ann Gaelic 87,505 778 | Lawrence Hauck Steve Friedlander 14. Nadia King 86,604 742 | Nadia King Altig-Orlovie Marietta, СА 15. DeShcila Hargrove 85,200 798 | Diane Carrion Eric Giglione 16. Lance Brown 82,978 91.7 David Zophin 17. Ronald Friedlander 82,229 835 | Theodore Pappas Eric Giglione 18. 81,723 80.8 Gleb Ostrovsky 19. 81,189 72.7 | David Wang Bob Olson 20. Crystal Valentine 80,069 84.4 Steve Hartman

А Percentage of Net to Gross

6 Spotlight August 2005 E Back to the Basics Spotlight August 2005 1m Back to the Basics 7

29 Years of Service Larry Майе

20 Years of Service Susan Fuldauer

19 Years of Service Lawerence Dennis

17 Years of Service Jacqueline deVooght

16 Years of Service Guy Panno

12 Years of Service

Nestor Aramayo Bryan Flannery Dennis Ishler Michael Perkins

11 Years of Service Paul Vojtek

10 Years of Service

William Gibson Raymond Lau

9 Years of Service Kouassi Appiah Lewis Prochnau Doreen Ryan-Foti

Agent Anniversaries

Happy Anniversary! Thanks for ай you do. Congratulations!

7 Years of Service Richard Nye

6 Years of Service

Wes Bangs Mathew Hare

5 Years of Service

James Beck Wes Elder Olaf Johnson Robert Ulreich

4 Years of Service

Kris Barron Gabriela Berloni Zulfikar Bhukera Susan Cooksey Brandon Geneser Peter Lauwerier Darren Miller Robert Pomerlenu Leo Soucy Cathy Thompson Tomas Thundiyil Robert Tierney

3 Years of Service Cynthia Bianchi Barry Dillah Joshua Goodman Terrance Hearns

3 Years of Service Cont. 1 Year of Service Cont.

BR Bonus

Have You Taken Advantage of this New Opportunity?

Listed below are the qualifiers for the first month of the BR Bonus. With the addition of this bonus, we paid more than $650,000 in bonuses this month alone. We have five months to gol Don't miss this extraordinary opportunity of

adding to your monthly income.

Bryan Johnson Leo Porter Curt Snow Brigitte Synesael

2 Years of Service

Michael Allen Nacole Bell Concelor Davis Kelli Flora

Noe Gonzales Joseph Henderson Scott Keeney Kevin MacKinnon Maxine Moody Colin Pierre

Eric Renteria Joaquin Santos William Swango Helen Taylor

Joe Thompson

1 Year of Service

Allen Aungst Vinicio Buezo Melody Bujnowski Michael Castell Michael Clark Michel Dickey Michael Dupree Chenine Ellis-Dias

Spotlight August 2005 Wi Back to the Basics

Richard Galati Susan Golden Jon Hanec Edward Hanna Thomas Harris Charles Hayes Nicholas Holcomb Derrel Hollins Phillip Humbel Chad Keeney Desiree King Esther Lee Kenneth Lett Paul Lund Kimberly Mals Amanda Nathoo John Nemesh Trinh Quang Charles Riggs Carl Rudd Adam Smith Todd Stallsworth Michael Wenzel Kevin Willey

61681

$102,634.16

Spotlight August 2005 Wi Back to the Basics

22 Supervising Agents * Е "rm N. Royalton, OH Harrisburg, РА. Edison, NJ All Time Record to Beat шу Production Month: $43,409 Ist Үс ( Mond: 568050 Net ALP Mary Ала Gacie |

INS NG Ren Mathew Hart Matthew Hogan. David Ackerman. Maxine Moody

Susan Bergh

— АП Time Record to Beat YTD: $266,978 1st Yr. Mary Ann Gaelic YTD: $443,893 Net ALP Mary Ann Gaelic

1* Year Agent . Randy Teyssier 857,43 | 895,817

. Scott Rehberg , $27,592 „ Noah Alkinburgh T 16,802 . Gershon Klein Е 15,776 . George Noujaim p 14,953 Marco Chow Е 18,860

David Zophin Eric Giglione

YTD Production

NetALP NG

Chris Hernandez Sonny Gurney Harpreet Gujral Dustin Miller Diane Carrion

Chris La Fond Paul Rumbuc Rick Altig Altig-Orlovie Eric Giglione

. Steven King 44,001 88,941 . Amir Sedaghat 40,457 | 103,072 „ Haylee Nye 39,844 89,908

Amanda Nathoo 39,041 84,934

Supervising Agent selection guidelines for recognition in the Spotlight are as follows: Мин Arue one First Your Agent coded and mert all production requirement

Spotlight August 2005 N Back to the Basics

2. Zachary Hart

Auckland, NZ N. Royalton, OH

Houston, TX Houston, TX

All Time Record to Beat Month: $102,403 tst Yr. Eric Neal Month; $111,262 Net ALP Erie Neal

July Production NetALP NG 1. Mary Ann Gaelic Lawrence Hauck Steve Friedlander 2. Zachary Hart Mathew Hart Jim Surace 3. Glenn Snowden AJ O'Connor Steve Greer 4. Richard Rainone Gabriel Hernandez | David Zophin 5. Michael Laramie AJ O'Connor Steve Greer 6. Steven Engray 26,488 Y Wayne Hendricks | Joseph Manone 7. Salvatore Giacchi 24,488 Ж Е David Hausman 8. Philip Prata 23,509 Theodore Pappas 9. Nicholas Zangardi 21,318 Marcus Smith 10._ Danielle Holmes 21,109 A R Steven E Bill Jasia

All Time Record to Beat YTD Production — — —— 1* Year Agent . Mary Ann С; $179,378. $270,052. . Zachary Hart 174,061 342,012 . Salvatore Giacchi 156,009 194,780 i. Danielle Holmes 142,120 205,190

Net ALP М

Lawrence Hauck

Mathew Hart

David Hausman

Steven Dichiaro | Bill Jennings Joshua Goodman | Bill Jennings William Cook Williams-Williams. Barry Dillah Eric Giglione Tamara Ford Mare Morton

AJ O'Connor Steve Greer Theodore Раррав | Егіс Giglione

. James Worf 132,029 | 160,597 Jeffrey Oakman 129,607 | 126,622 . Richard Refano 107,888 | 175472

. Brent Rieck 97,837 | 109421 . Glenn Snowden 97,087 | 130,714 . Philip Prata 95076 | 117378

General Agent selection guidlines for recognition in the Брод are as follows: Mut have eo Fist Your Agents coded and тегі al production requirements.

Spotlight August 2005 Ш Back to the Basics

The Regional General Agent Bonus is a relatively new bonus which was developed under the new AMS system. For each new MGA coded under an RGA, the RGA is eligible for a monthly bonus equal to 10 percent of the Leadership Bonus earned by the MGA and GAs or SAs

coded under that MGA. The RGA must have the required quality factor (Retention or Net to Gross) to be eligible for the bonus. An

‘There is an old saying, “you reap what you sow.” What this means is, what you do comes back to you, or rather you gather (reap) RGA is eligible for this bonus as long as they continue to manage the MGA. the results (rewards) from the seeds (your hard work) you sow.

At American Income and National Income, we know how hard you work to make your business a success, and we feel it is our

number one priority to help you accomplish this goal, We also feel that you should be rewarded for all your hard work. For this

reason, we spend many hours conceptualizing, planning, and developing ways to give you the rewards you so well deserve.

Knowing that immediate gratification is a primary human motivator, we have developed several ways you can reap your rewards!

and original TGs in the last three months (original cards will bonus at double the per card rate), For group eligiblity, a PR Rep. will need to sign 10 groups in the last three months with two groups being original. Each group, must have a 4,000 minimum combined membership with a S- member minimum.

The New Agent Bonus*

All “New Agents" ("New Agents" refer to Producers in their first eight months of contract) are eligible for the New Agent Bonus. The New Agent Bonus is a bonus which equals a percentage of their Net ALP for the month, provided they have the required Net to Gross ratio. Starting with che Producers ninth month, the Individual Producer then becomes eligible for the Retention Bonus.

Every Agent, Manager, and PR Representative is eligible for Convention if they meet the minimum qualification requirements set up for the qualification year (Retention and Net to Gross requirements are also required). Career Agents, SAs, and GAs can qualify for convention provided they earn a Retention Bonus (or New Agent Bonus) for a minimum of five out of the last six months of this year (July to December), МСА can qualify by obtaining the Leadership Bonus five out of the last six months of this year. Qualifying for convention entitles the

qualifier and a guest to attend the convention destination and participate in the activites set up for the qualifiers,

In addition to the New Agent Bonus, a Producer is eligible for a supplemental bonus after being contracted for nine months (or 12 months). "This bonus equals 25 percent or more of the bonuses earned in their first eight months, provided they have at least a 68 percent four-month Retention. For each point above 68 percent, the supplemental bonus will be increased one percent.

Club Qualification

Producers are eligible to earn a Retention Bonus based on Net ALP produced for the month, provided they have a 68 percent or higher four- month retention, Producers are eligible for this bonus starting in their ninth month of contract. Agents contracted less than nine months are eligible for the New Agent Bonn.

Established in the 1980s in honor of Mr. Rapoport, American Income’s founder, the Founders Club recognizes those Individual Producers and Public Relations Representatives who consistently distinguish themselves as true leaders and outstanding achievers. Qualifiers are

cligible —having met minimum qualification requirements — to receive a ring upon first time qualification. With subsequent qualifications, а diamond will be added to their ring or the qualifier can request a ring for their spouse,

в Bonus*

А Producer who is personally recruiting is eligible for the Personal Recruiting Bonus, For each personal recruit, the recruiter will be eligible for a $250 bonus each time the recruited Agent earns а New Agent or Retention Bonus in their first year at the $6,200 of Net ALP level or above, This allows the recruiting person to receive up to 12 bonuses for a total of $3,000. Please note that a personal recruit is not one derived from resumé ad or any other Company or Agency assisted recruiting systems.

lub Qualification*

Established in 2003, the President's Club recognizes those Individual Producers and PR Representatives who commit themselves — year after year — to turning in not only quanity but quality business. Qualifiers are eligible — having met minimum qualification requirements. — to receive a ring, a $1,000 bonus, and an extra day at convention, With subsequent qualifications, the qualifier will receive a $1,000

bonus, an extra day at convention, and a diamond will be added to their ring or the qualifier can request a ring for their spouse,

Leadership Bonus

А Master General Agent, and the GAs and SAs coded under them, are eligible to receive the Leadership Bonus provided they have two Producers in their first six months of contract. The MGA must also have one new code in the qu: ing month. These Producers will also need to qualify for the New Agen Bonus or the Retention Bonus, meeting both production and quality requirements, in the same month. This bonus is equal to a percent of the monthly Net ALP on each Producer under the Manager.

Don't forget the Six-Months Production Contest running from July 1, 2005 to Dec. 31, 2005! Producers who write a Net ALP of $40,000 and PR Reps. who generate 500 leads from original TGs signed after July will be eligible to receive their choice of a COBRA ESD 7000 Laser Radar Detector or a Palm One ШХЕ PDA. Producers who write a Net ALP of $50,000 and PR Reps. who generate 1,000 leads from original TGs will be eligible to receive the XM Satellite Radio with two years of pre-paid service. Finally, Producers who write a Net ALP of $60,000 and PR Reps who generate 1,500 leads from original TGs will be eligible to receive the Garmin Quest Vehicle Navigation System. (Please note, the contest pertains only to business signed after July 1, 2005.)

‘The new BR Bonus was developed in honor of Mr. Rapoport and is available on production submitted to the Home Office July 1, 2005 to Dec. 31, 2005. This new bonus is for the immediate up-line Manager of any Agent who is in their first six months with American Income or National Income, This is the level two person in the Agent hierarchy who would have field trained the Agent. The bonus is equal to 100 percent of the Neto Agent Bonus that the Agent earns during their fist six months on life business (includes bonus earned at the $4,000 to $6,199 level). There is no Net to Gross or Presistency requirement for the level two Manager and is in addition to any Leadership Bonus that might be paid, This is not tied to whether an MGA earns a Leadership Bonus.

Dont Let These Opportunities *Note: For a complete listing of bonus Pass You By! qualifications, convention qualifications,

Reip Yous Rewasds Todit and club qualifications, log onto wwwailife.

com or www.nilife.com.

12 Spotlight August 2005 Wi Back to the Basics Spotlight August 2005 Wi Back to the Basics 13

___ Master General Agents Regional General Agents Houston, ТХ. Auckland, NZ Houston, TX

4. Gabriel Hernandez Warwick, RI

Menomonee Falls, WI ‘Toronto, ON

Joodman

Denver, CO

Middletown, CT

All Time Record to Beat All Time Record to Beat July Production Month $190,653 lt Y Slav Bitman Month: 525059 Ха ALP Jim Bianchi

. AJ O'Connor $103,104 x Steve Greer. . Lawrence Hauck 86,544 Steve Friedlander . Wayne Hendricks 105,546 % Joseph Manone

„ Gabriel Hernandez 52,259 David Zophin

„ David Solomonov 62,325 Joshua Chalom

„ Mathew Hart 109,162 Jim Surace

July Production

Barry Dillah je е . Horace Johnson Tom Williams 1. AJ O'Connor $138,891 | $173,544 Steve Greer „ Joseph Callahan Wes Bangs 2. Jason Мойо 121,714 | 144,105 David Zophin

Chris La Fond

10. Chris Hernandez. 3. Joshua Goodman | 89,779 | 114,867 Bill Jennings.

All Time Record to Beat All Time Record to Beat YTD Production YTD: $1,705,178 1st Ye Slav Bitman YTD: i Net ALP Paul Rumbuc

YTD Production

Name

„ Barry Dillah 5564914 $648,878 . AJ O'Connor 549,881 700,679 7 |S ‘ * |. Jason Mollo $907,474 | $1,042,307 72.7 | David Zophin

. Doreen Ryan-Foti 400,385 938,715 2. AJ O'Connor 815,285 1,019,187 70.7 | Steve Greer |. Jim Bianchi 361,668 716991 Durhon Oldham 3. Joshua Goodman | 661,684 904,132 723 | Bill Jennings

. Gabriel Hernandez 320,431 321,265 David Zophin . Joseph Callahan 320,252 347,015 Wes Bangs

Scott Keeney 310,579 389,091 Oldham-Hadayia. . Eugene Melamed 309245 323249 Slav Витан. . Lawrence Hauck 298,565 569,461 Steve Friedlander . DeMario Cooper 297,408 310,253 Slav Bitman

Master General Agent selection guidelines for recognition in the Sptlight are as follows: Mest Boe fur First Vor Agent coded and mec al production requirements

4 Spotlight August 2005 IM Back to the Basics Spotlight August 2005 1 Back to the Basics 15

Вопиз Раде Contributions

MONETARY DONATIONS

$Show Me the Money$

2 American Income & National Income The Steve Greer Agency Retention Bonus + Donated 820,400 to UFCW for the Leukemia & Lymphoma + Donated $500 to the Harris County AFL-CIO Labor Day ain GaN Society Shoot for а Cure. Celebration.

Qualifies ZE: Amount + Gave 85,000 to the Labor Heritage Society. + Gave 8250 to the Texas Building Trades Council. Zachity Hart Jim Surace $6,284.82 ees E раси кеча YA V + Contributed 8250 to the A. Philip Randolph Institute. Karen McQuoid Steve Friedlander 5346120 Бы = 5 oe rie cow + Donated $1,500 to Workers Project, Inc The Mack Hancock Agency Ruben Soberanés Jatoft-Fot $3,278.48 + Gave $100 to Cultures of Solidarity for Workers Project, nc Daniel Potilechio Bob Olson $3,123.10 ‘The Rick Altig Agency + Donated $200 to GCIU Local 1129-M for a golf outing, Alfred Brenner Jatofe-Foti 8506370 + Gave $200 to ПРЕС 792 for the shop steward meeting. Edward Kirschenbaum “Erte Giglione 5300348 + Donated $100 to OFATV as a coffee break sponsor. "The Jatoft-Foti Agency соуса BORA $2,972.31, * Contributed 8400 to Bartenders 165 for an ad in thelr + Contributed $1,250 to the San Francisco Labor Council Omar Hashimi loft on $2,763.13 quarterly newsletter Annual COPE Benefit

‘Total Retention

Leadership Bonus*

Bonus Paid: $409,615.52 399 Producers Qualified

SGA Bonus Amount

* Contributed $2,000 to AUPE for the United Way Golf

Tournament, + Donated $200 to CAW 3335 Memorial Golf Tournament. + Gave $100 for the ‘Teamsters’ golf tournament prizes. * Donated $100 to IBEW 112 for their golf tournament,

+ Gave $1,000 to Joint Council 38 to sponsor a breakfast,

+ Donated $150 to the Coalition of Organized Labor for a labor luncheon,

+ Gave $250 to the Coalition for Justice at Walmart,

T + Donated $250 to the Operating Engineers 3 golf outing. qn FRZ" x ое RES * Contributed $100 to the Spokane Regiona? Labor Councils е s Е Matthew Hart Jim Surace $5,455.68 Nc unes EM ‘The Chris LaFond Agency Lawrence Hauck. Steve Friedlander 3477315 Confesesce Sic Bar I. EI anl er. * Contributed $400 to the local Sheet Metal Workers 125 David Solomonov Joshua Chalom $4,734.95 555 sk Anniversay Banquet bay Dilsh Bric Giglione $4225.39 to the Teamsters 515 golf tournament. Chris Hernandez Chris La Fond $4,051.56 = Gave $275 to the Teamsters 490 scholarship fund, annual golf outing: David Wang Bob Olson $3,626.40 * Contributed $100 to CWA 3808 for their golf tournament. Contributed $100 to the UME James Isip David Cohen + Donated $100 to the UFCW 503 scholarship fund. Tournament. |” Horace Johnson Tom Williams * Contributed $250 to the BCYT-BCTC Charity Golf + Donated $100 to Total Leadership Bonus Paid: $113,053.52 68 Managers ‘Tournament to fight childhood diabetes.

* Gave $200 to the CJA 112 golf tournament. * Gave $1500 to ће UFCW 555 Golf Classic. + Donated $399.88 to AFSCME Council 2 for their

па бег Вопиз tournament, Becky Cutler “Bill Jennings 8214156 Emily Jennings Bill Jent $2,070.84. Malka Arony ‘Hartman/Cohen 20060 10 Vivian Dwyer Altig-Huy/Bitman $1,807.14 Jacqueline deVooght Rick Altig $174427 S MP А ^ 11 860 canned Zu to the food bank on beh; food to һе апа Labor Council. Mark Gagliardi Jatoft-Foti $1,148.21 ‘Sheet Metal Workers’ Local 20. gd to the RoofireLocal 119 food bank. Susan Fuldauer. Mark Hancock $1,115.80 AL Wall Joshua Chalom 5959.68

Total PR Bonus Paid: $31,662.78 41 PR Reps Qualified

+ Only the top ten qualifiers in each bonus category are shown. A full list of bonus qualifiers is provided on

the inserts accompanying this magazine.

Spotlight August 2005 I Back to the Basics

a e-mail to dyannazzo@ailife.com.

Ш Back to the Basics 17

SGA PRODUCTION

JULY CATEGORY III

YTD CATEGORY Ш

рғ”

Bill Jennings 719 5843237 $605,500 139 $1193A17 | 8980000 m 131 Steve Greer 705 844470 6000 138 1,054,795 moo ne 127 Мат Мат ns — 6049 60,500. 103 894,577 931,000 9% 100

ULY CATEGORY V

Wes Bangs — ..

YTD CATEGORY V

* Note: The Performance Factor is che average of the First Year Objective percentage and the Net ALP Objective percentage. * Note: The Performance Factor is the average of the First Year Objective percentage and the Net ALP Objective percentage. 19

тв Spotlight August 2005 WR Back to the Basics

Spotlight August 2005 Wi Back to the Basics

PR Representatives _

PR Manager

Debbie Enstedt Winnipeg, MB та Category А: Laurie Onasch F Jacqueline deVooght МІ Menomonee Falls, WI Calgary, AB y * = a - Category В: Vivian Dwyer Catherine Briggle Glen Allen, VA Phoenix, А; Category Renee Flannery Becky Cutler y | N. Royalton, OH Denver, СО

Spotlight August 2005 m

Back to the Basics

July Production YTD Production

PR Manager No. Cards SGA

4. Mario Solj 575 | Steve Friedlander 4. Mario Soljan В: 528 Fond 5. Brenda Swecker

roduction Re

up Prod

Category C A |. Rence Flannery Renee Flannery Jim Surace 2. Becky Cutler Z Bill Jennings 2. Cheryl Cook Oldham-Hadnyia 2. Jerry Hartnett 7 Мак Morton 3. Susan Fuldauer Mark Hancock 7 Oldham-Hadayia 4. Richard Case Jim Surace 6 | Tom Williams 5. Billy Sauers 38 — | Tom Williams

Category A = SGA categories one and twa. Category B = SGA categories thre, four and five. Category C = Top number of group credits signed from all SGA categories. Public Relations Manager selection guidelines for recognition in the Spotigh are as follows: Mwst hove o PR Representatives coded and тен all prediction requirement. Also, please note the number of leads will be used to break бе in Category C.

Spotlight August 2005 IM Back to the Basics 21

Agent Tips

Be the Best You Can Be —

Application Completion

es a great time in American Income and National Income’s history. Everyone is working hard to provide the best customer service possible, So, you may be wondering, “Why are we providing tips regarding application completion?” leres the reason — applications that are not properly completed often cause problems when being processed through Claims. We know quality business is of the utmost priority with each of you, so here are ten tips to help you and your team “excel” at

application competion,

Т. Ask and record the answers to every question on the application, This includes questions about existing coverage with other companies.

2. Write down all information the applicant provides to you. Underwriting will determine the significance of al history; you should not attempt to make cisions as to what should or should not be recorded in the applicat rd as with which you.

3. Read the questions from the application exactly as they are written, Do not attempt to ask them in your

own words

J. Keep in mili, the only question on most applications Which asks about the last five years is the question. referencing physical exams, hospitalization, and/or

treatment including prescription drugs. All lth questions say "ever had or been treated

7. The information provided on апу questionnaire is to supplement the information provided on the application. The responses should not conflict. For example, if an alcohol use questionnaire is provided that indicates the applicant had been arrested for a “DWI,” the responses to the alcohol and arrest questions on the application should be "yes."

8. If you did not see all the proposed applicants, indicate which applicants were not seen.

9. You must include anything you see that may be a health problem, even if there is no question on the application. that is particular to that problem. For example, the. applicant answered "no" to all the questions on the application, but you notice that the applicant is sitting. in a wheelchair. You should indicate that on the application. Or, if the applicant says he is in good health with no deformity, but you notice that he wears. dark glasses and appears to be blind. You should also indicate that on the application.

. Apply special care when taking applications of someone whose first fierent than yours. If there is

1 need your help. I need you to take your PR person to lunch or something!

Iwould like you toshow your Public Relations Representatives just how much you appreciate who they are and what they do, Just between us, let's do something in September to say they are a very appreciated part of your Agency. I used to work in city government and can remember every so often someone would write a letter to the mayor asking for this or that to Бе proclaimed. A special day, a special week, оға special month proclaimed by the mayor to honor someone or some event of special importance. Now, I could have gone to the mayor of Waco to get such a proclamation, but I realize she doesn't quite have the authority outside our fine city, so I figured our CEO, Roger Smith, was the equivalent of being our AIL/NILICO mayor. ‘Therefore, 1 asked Roger to proclaim September “Public Realtions Representative Month.” He agreed and immediately issued his proclamation: Whereas, ATL/NILICO has the genuine honor of contracting with some of the finest people in the world to perform Public Relations Services; Whereas, the AIL/NILICO PR Team is dedicated to both producing quality leads and furthering the mission oflabor purposes and goals across the U.S., Canada, and New Zealand; Whereas, our Agents, and the Company, shall go on record to appreciate and recognize the efforts of the Company's lifeblood: Be it resolved, that the month of September 2005 be recognized as “Public Relations Representative Month,” and we urge every producer and member of Agency management to extend their gratitude, thanks, and recognize the role of Public Relations in their Agency.

Showing Our Appreciation

1 realize this didnt quite make the front page of the Spotlight, but don't you think it is about time we did something to honor our Public Relations Team? Public Relations is truly the fuel which makes your Agency run. Asa sales team, we all need to create a greater awareness of what the PR Team expects from us, instead of taking for granted what we expect from them. You see, if we all had а better understanding of what Public Relations is, there ‘would not be an "us" or “them.” It would just Ве one well educated team pulling together for one another Given this, let me help you understand the five things your PR Team needs from you: 1, To notify union members in advance of a scheduled appointment which you are unable to keep. 2, То be available to participate in all community labor functions and pickets 3, To always identify yourself as a member of OPEIU Local 277, COPE 15, or CEP 247. 4, To immediately notify them of any extraordinary ‘occurrence of which they should be aware, 5. To let them know they are appreciated. 1 once read that people are in sales work for three reasons. ‘The first reason is to get paid, the second is to control their own schedule, and the third is to be recognized for their hard work. The implied reason is where you come in — appreciation! Le all spend the month of September patting our PR Team on the back. Lunch, flowers, gas cards, thank-you notes, or whatever! Just go out of your way to say thanks!

You could look at this from another angle. T bet the more ‘we say thanks, the more leads we may get! The long and the short of this is, give it a try. Who knows, maybe next year Public Relations Month will make the front cover.

One last thing, lets not forget Jules, Hugh, Denise, and Kathy — we are all one team fighting for your leads!

Spotlight August 2005 I Back to the Basics

For centuries, New Orleans ща promieni artists,

m New Orleans NEW ORLEANS July 27-30, 2006

Becky Cutler Emily Jennings Malka Ar

Susan Fuldaucr Al Wall

Laurie Onasch Robin Andrade

Spano

Pater Nielsen Mario Soljan Farenthold

Provencher

Public Relations Bonus_

Qualifiers

5214156 $2,070.84 $2,060.10 $1,807.14 $1,744.27 $1,659.48 $1,465.60 $1,148.21 $1,115.80 $959.68 $928.68 587430 585235 $799.70 $752.64 572264 5708.60 570032 $668.62 $618.84 $532.95 $532.15 $530.78 $516.16 551444 5491.18 $420.40 541834 $412.82 $390.70 $344.20 $329.85 532459 $311.96 $287.55 528332 $264.06 $258.93 5256.68 522500 521735

JANUARY FEBRUARY MARCH APRIL

MAY

JUNE

JULY AUGUST SEPTEMBER OCTOBER NOVEMBER

DECEMBER Total

$31,662.78

July Bonus Qualifiers

‘Alfred O'Connor 3605218 Ronald Gurney 1222891 Steven King Doreen Foti-Ryan 3550502 Matthew Нора 42.1630 Robert Gadberry

Mathew Hare 95,455.68 Adam Kiss 91,855.94 ‘Chery Foi

Lawrence Hauck 347545 Willie Hayden. 1165645 Howard Heron

David Salomonov 1473495 Megan Olson 3160263 Randy Downs

Barry Dil 1822539 Derek Bates 11,53420 Kimberly Ma

Christopher Hernandez. 3405156 David Ackerman 3152006 Zachary Hart

David Wang $3,026.40 Michiel Laramie suas Amir Sodaghat

James lip. 93,022.59 Glenn Snowden 99674 Noe Gonzales

Horace Johnson 4308231 Salvatore C 1695.02 Richard Rainone

Steve fon 4337331 Michael Nowak 367490 Omar Hashimi , Harpreet Gujral $3,336.42 Philip Prata 1648.19 Sve Weiss

Allan Jennings 8324601 Kathleen Loughran 61863 Wayne Wong

‘Torrence Rowell 5509385 ‘Steven Engrav жағ Edward Hanna

Matthew Wolfanger $3,089.12 Mary Ana Саве 456403 Seo Mellgren

Jim Bianchi $5,029.62 Scott Rehberg san Rog leude,

Eamest Loveless 129473 Gershon Klein 1506.67 Julian Goodin

Gabriel Hernandez 1291662 Kenneth Майк 4419.80 ‘Matthew Dahler

Curl Ignatius 12,665.66 Nosh Atkinburgh 9397.90 Charles Vance

‘Wayne Hendricks 1253341 Karen MeQuoid 4390.79 Christopher Vianello. d Mark Bier $2,398.17 Manuel Oles 336299 Benjamin For

Rebecca Кан 120761 Mark Gorman suw Andrew Manchon

David Hausman 32,375.40 Randy Teyssier 43117

“Theodore Pappas 1233965 Ananda Natoo si

Spotlight August2005 m Back to the Basics