Perspective

“Tis the Season

We are all familiar with the hustle and bustle of the holidays. It seems no matter what you do, you get caught up in the chaos that accompanies the season. There are gifts to buy, crowds to wrestle, cards to write, food to prepare — it becomes more hassle than holiday. You find there is not enough time to get everything done as perfectly as you would like.

AIL/NILICO is influenced by a similar effect. As the end of the year draws near, we get wrapped up in our final numbers. We have to make that last sale or sign that last group, and before long we are too focused on how little time there is to finish what we have not even begun. More often than not, we forget the opportunities the New Year brings.

‘The push to complete the year on a high note is always supported, but while concentrating on your last-minute production, remember to also use the final days of 2006 to plan your attack for the next year, What can you do right now to ensure 2007 gets off to a fantastic start?

We are already positioned at a great starting point. All of our arrows are pointing up — our agent count and retention are at all-time highs, we have an exemplary PR field force, coding is higher than it has ever been, and we are continually growing. As you will find later in this issue of Spotlight, 2007 promises to be full of rewarding opportunities: new bonuses, an exciting Convention destination, and who knows what other surprises lie іп the months ahead. It is up to you to prepare yourself to take advantage of these opportunities.

Everyone insists on making their resolutions оп New Year's Day itself, but I say right now is the perfect time for it. Т know you have already planned your 2007 goals, but now is when you should pump yourself up and resolve yourself to achieving them. By doing this, you will have a

clear mindset, ready to tackle anything the new year brings your way.

I would also like to encourage everyone to take a few moments in the next few weeks to acknowledge the true meaning of the season: friends and family. I am proud of the American Income and National Income family and all we have accomplished over the past year. T can say in fall confidence I believe we will make 2007 a banner year.

Happy Holidays and Happy New Year!

Spotlight December 2006 т Right Now!

News Page

peer ар business. = PR credits must be at the Home Office to count for January

production.

[Total Bonuses Paid Out

‘This month AIL and NILICO paid a total of $961,103.03 in bonuses. For more information on the monthly bonuses, turn to

Pages 9 and 16.

Required Retention Rate Effective Jan. 1, 2006, to be eligible for bonuses and featured in Spotlight, Producers must meet the required Retention or the minimum Net to Gross. Net to Gross varies based on bonus guidelines. The rates listed below are 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 bea year-to-date award winner, The Producers, who will be recognized at the 2007 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. You can view the 2007 Convention Qualifications online at ailife.com or nilife.com. Check your production! If there is an asterisk by your position, you could be оп your way to The Fairmont Scottsdale Princess! ‘The convention will be beld May 17-20, 2007.

fEongratulations o Rob Falvo!

We are happy to announce to all of AIL/NILICO the promotion of Mr. Rob Falvo to Senior Vice President

of Field Operations, Rob's amazing accomplishments for 2006 include a record 9 SGA promotions, overseeing the Field Directors, and leading the way through a record-breaking recruiting year, In his 20 years with the Company, Rob has also held positions as Regional Sales Director, State General Agent, and Vice President of New SGA Development.

Congratulations, Rob!

[Gongratulations to Jay Bentley! Jay Bentley has recently been promoted жы to Vice President of Public Relations FE f Marketing. This promotion comes after his successful handling of numerous ” duties throughout 2006, including 4 management of the PR Regional Directors, expanding new markets for procuring leads, and organizing а record-breaking number of PR Reps in the field.

Congratulations, Jay!

Welcome back, Sgt. Mendes!

Sgt. Flavio Mendes joined the Zophin Agency in Massachusetts in February 2005. Не excelled as an agent and quickly earned the respect of his fellow agents and managers alike. Ву Nov. 2005, just as Flavio earned his GA promotion, he was called by the U.S. Marine Corps to serve in Iraq. Members of the Zophin Agency kept him in their thoughts and prayers, sent letters and care packages overseas, and awaited news of his progress.

We are thrilled to announce Flavio’ safe return to Massachusetts! On behalf of the entire AIL/NILICO family, we would like to thank Flavio for his bravery, his patriotism, and for proudly serving his country.

Welcome Home, Sgt. Mendes!

Founder's Club Outstanding Producers November 2006

“Aiming of Neto Grow

Joseph Casey 50217 Cala Miler — | = ЕЕЕ Robert Uiridh | Jatof-foti 6 Em Bianca Zaragoza | Steve Hartman 1 [ям

Spotlight December2006 Wi Right Now!

Tocome for reproduction or other use of material herein,

Creative Director/ Graphics Sam Yarbrough АТАПТЫ Сору Editor Danielle Yannazzo. dyannazzo@uilifecom Contributors Pam Broadman, Brandon Classen, Paula Clements, Amy Dechant, Kathy Lockhart, Pat Nevarez, Jules Pagano, Susan Strakos, Jennifer Svacina

10 2006 by American Income Life Insurance Company

Promotions

Promoted to 52.5 Percent Supervising Agent

Benjamin Ainscough Amit Garg Andre Moore Paul Samra ‘Marino Baca Brent Goble ‘Marcella Nance Kirby Sechovec Billy Bailey Sean Hall Orett Nelson Susan Sloan Zara Banks William Hickey Jesse Nepywoda Frank Soldo Eric Banyon Keith Houske ‘Tuan Nguyen ‘Thomas Soloweyko Vernice Clements Hasheim Jones John Nuce Lamin Touray Jessica Cottrell Hyungjun Kae John Nugent Lori Underwood Ashley Davis Vincent Kruse Raymond Osborne Zhejia Wang Wayne Fader William Lavimoniere Tracey Phinney Federico Watkins Dianne Faligowski Jacob Lewis Susan Rodriguez Bobby Whitley Judy Ferguson Giancarlo Lucia Christopher Roller Jeffrey Ford Callie Mashburn Alan Rosen

Promoted to 55 Percent Supervising Agent Brian Blair Jocelyn Higa Melissa Perez Janelle Davis Raymond Lavrenz Justin Phillips Edward Fitzgerald Jose Lopes Charlie Warren

Promoted to 57.5 Percent

al Agent

David Baum John Farley Rebecca Rushnok Grant Wahlig Kevin Citizen Albert Musselwhite Karen Wade Michael Welsh Promoted to 60 Percent General Agent Brandon Corkins Benjamin Foti Kurt Manio Jared Mlinarich Promoted to Master General Agent Nishan Amarasuriya Benjamin Eggen Matthew Laughter Farhod Shamsiyev Lorena Barriere Steven Engrav David Lull Grant Sharp Larry Bolinske Bradley George Darren Miller Steven Stensrud Michael Bromberg, Sean Lacroix Ronald Rivera “Travis Vandeberghe John Cochrane George Lahamedjian Carl Rudd Mathew White Promoted to Regional General Agent Simon Arias Rob Hard Michael Mandella Michael Nelson Patrick Coughlin Stefan Johannsson Rick Mansfield Travis Price Robert Dunn Asher Lavallee Eric Miller Promoted to State General Agent Eddie Dhillon 4 Spotlight December 2006 Wi Right Now!

Agent Anniversaries

Happy Anniversary!

Thanks for all gou do. Congratulations!

23 Years of Service Mark Hancock Charles Roscoe

7 Years of Service Brett Hulme

15 Years of Service Judy Hinz

13 Years of Service Earle Harris David Williams Jenny Williams

11 Years of Service Naney Rising

10 Years of Service Nicholas Linonis

9 Years of Service Russell Chang

8 Years of Service William Sanders Ruben Soberanes

7 Years of Service

Scott Baker John Franklin

5 Years of Service

Arnold lacoviello Larry Lozano Shamshinder Sidhu Tracy Smith Christy Starr.

4 Ye F Servi Andrew Bishop Anthony Cannady Arthur Greene Mathew MacCannell Karen McQuoid Mark Peltz Bhuwan Sawhney Denis St. Pierre Dustin Venekamp Sue Weiss

3y £ Servi David Garrett

Justin Germany Stephen Maloney Ed Olfert Amir Sedaghat

2Ye туісе

Anthony Accurso Sue Akers

2 Years of Service Cont.

Peter DeRosario Joshua Goines Sebastian Kazek Gershon Klein Rosanne Landon Raymond Lopez David Lull Fouad Marzouki Susan O'Bryon ‘Thomas Parker Jena Rana ‘Torrence Rowell Anna Vaculikova Kouame Yoboue

1 Year of Service Brian Allt Mildred Amadeo Simon Arias Jade Barath Jacob Blackburn Brandon Braun Kim Burton Mark Corkrean Matthew Davison Bradley Ellison

Spotlight December 2006 Wi. Right Now!

1 Year of Service Cont.

‘Timothy Frahm Deborah French-Gorman Stephen Gibson Marilyn Gonzalez ‘Theodore Greer Chad Harris Daushel Henderson Matthew Herrera Philip Hetle

"Тіней Johnson Lovely Johnson Garret Kun.

Brian Liu

Melissa Losk Kelvin McDiarmid Adam Michaud Joshua Pratscher ‘Timothy Quick Lori Quinn-Rozzell Omar Rodriguez Micah Rounds Anthony Thomas Mercedes Thow Sharon Ward

Individual Producers Individual Producers _

November Production

1. Lawrence Hauck Steve Friedlander 2. 23,320 89 Melanie Cohen David Zophin 3. 22,5% 762 | Carla Miller John Akers 4. 21,951 | 100 ‘Travis Moody Surace-Smith 5. 203] | ss David Solomonov Joshua Chalom 6. 19,777 828 | Earnest Loveless David Cohen ТІ 19,704 | 91 Roger Fung Rick Altig { 8. 19277 78.4 | Roger Johnson Jatoft-Foti 9. 18,074 74.6 | LilyTehen David Cohen Omaha, NE деки, OH 10. 12666 | 95 David Solomonov Joshua Chalom 11, Benjamin Eggen 17,150 743 | Benjamin Eggen Rick Altig 12. Tasha Tucker 16,298 783 | LaTonya Tucker Bob Olson b 7 13. Andrew Haskins 16113 99 Andrew Bishop. Altig-Orlovic 14. Charles McMain 15,971 97 Simon Arias Surace-Smith 15. Brent Goble 15970 | 10 Scott Sonnenberg Geneser-Geneser 16. Jesse Wise 15,889 869 | Matthew Hogan Durhon Oldham 17. Frank Jendusa 15,873 | 100 Rebecca Klebsch Joe Manone 18. Ronald Trombetta 15291 74.6 | Jason Dickson Chris LaFond 19. Robert Ulreich 14877 849 | Roger Johnson Jutoft-Foti TEES ON 20. Steven Stensrud 14876 838 [Steven Stensrud Rick Altig эу А Percentage of Net to Gross All Time Record to Beat YTD Production YTD: $278,449 Net ALP Zachary Hart t AL Rtn MGA SGA R $216,247 828 | Earnest Loveless David Cohen и 193,069 762 | Carla Miller John Akers d 172,568. 83.0 Altig-Orlovic Portland, OR Concord, CA . 161,823 86.9 | Matthew Hogan Durhon Oldham + 161,179 83.8 | Steven Stensrud Rick Altig a 150,702 807 | Matthew Methorn Fred Hadayia x “ 150,247 784 | Roger Johnson Jatoft-Foti D 146453 849 | Roger Johnson Jatoft-Foti Ñ 141,977 746 | Lily Tehen David Cohen бао. 140,111 762 Егіс Giglione 11. Samantha Chui 139,410 779 | Samantha Chui Williams-Williams 12. Sebastian Калек 135,410 790 Williams-Henderson 13, Jose Lopes 128,679 89 Melanie Cohen David Zophin. gg n a 14. Sabrina Lloyd 128658 759 | Bary Dillah Ed Giglione Los Angeles, CA Toronto, ON 15. Helen Taylor 125,939 86.0 | Harpreet Gujral Rick Altig. 16. Daniel Potilechio 125,888 872 | David Wang Bob Olson 17. Tara Soderman 124,128 74.0 | Tara Soderman Rick Altig 18. David Jackson 123,543 918 ‘Tom Williams 19. Rudi Camenzind 122,843 929 | Earnest Loveless David Cohen 20. Ed Olfert 121242 824 | Bric Labossiere Rick Altig

^ Percentage of Net to Gross.

6 Spotlight December 2006 Wi Right Now! Spotlight December 2006 Ш Right Now!

PR News & More [PRBomsGuddins 000000

‘The basic requirements for the Public Relations Bonuses will remain the same for 2007. First year PR Reps are eligible for bonuses based on cards generated in their first year. The card accumulations are from their

contract date, and to be eligible, the PR Rep must reach the card credit levels within their first twelve months from contact date.

‘The monthly bonus for original cards is still in effect. PR Reps will be eligible, regardless of whether they normally receive a bonus on cards or groups, to receive a bonus of $1.50 for each original card credited during the calendar month. АП original card credits will count, and there is no minimum number of cards required to be eligible for the bonus.

А monthly bonus is also available on cards or groups generated year-to-date. The bonus will be determined monthly on the cards or groups credited year-to-date from Jan. 1, 2007 through the end of the monthly bonus period evaluated. Please note — we will default to card qualification unless a PR Rep elects at the beginning of the year to be bonused on groups.

For more details on these bonuses, contact your SGA or visit wwe.ailife.com or алока пі сот.

"The New York City PR representatives attended "А Day of Caring” on Nov. 17, 2006, sponsored by the New York City Labor Council. NILICO and the New York City SGAs donated 250 turkeys to help feed the hungry.

Winning Hand

PR SUMMIT 2007

Times running out to sign up for the 2007 PR Summit. If you have not done so already, be sure to fill out and return your enrollment form to Pat Nevarez at pnevarez@ailife.com.

ind in your photos of “PR in Action." You might just find your photo featured here.

To encourage each self-employed PR Representative to save for their retirement, AIL/NILICO offers each of you an opportunity to receive matching bonus contribution funds into a qualified retirement account as a self-employed PR person. Proof of your personal contributions must be submitted to the Home Office in order for this matching to be available. We would like to remind you that your personal contribution must be deposited by December 31, 2006.

8 Spotlight December 2006 № Right Now!

Activity Booster Bonus

"The key to getting things done right now is activity! We are excited to introduce the new Activity Booster Bonus, This weekly bonus will go into effect starting January 1, 2007, and all active Agents will be able to take full advantage of this fantastic opportunity. The $100 bonus will be paid when an Agent qualifies with the required 30 appointments and $2,500 ALP for the week.

Bonus forms will be distributed to each Agency. Each week, Agents qualifying for the bonus must fill out the form and have their SGA sign it to confirm eligibility. The forms are to be submitted to the Home Office with the new business for the week, and bonus checks will be issued and forwarded with the advances the following week.

After witnessing the success of the PVFC bonus — which you can read more about below — we know the Activity Booster Bonus will be a hit. Be sure to act on it right now, as the bonus runs through Feb. 28, 2007.

Please Print Agent Name

Agent Number. SGA Name SGA Signature

PVFC Bonus November "The Jeff Dinocento Agency ‘The Roland Fletcher Agency ‘The Furer-Whittinghill Agency “The Eric Giglione Agency

The John Akers Agency The Rick Altig Agency

The Altig-Deley Agency The Altig-Hay Agency

The Altig-Lyse Agency

The Altig-Orlovie Agency The Altig-Orl.-Ven. Agency "The AltigzTraboulay Agency The Wes Bangs Agency

The Slav Bitman Agency The Gary Bleier Agency The Josh Chalom Agency The David Cohen Agency The Tyrone Conard Agency The Joe Diecedue Agency

"The Durhon Oldham Agency "The Bob Olson Agency.

The Di The Mare Rosen Agency.

Ad Orrico Agency

‘The Steve Greer Agency “Тһе Mark Hancock Agency ‘The Mat Hart Agency "The Steve Hartman Agency ‘The Bill Heath Agency The Steve Jakubczak Agency ‘The Jatoft-Foti Agency

"The Torrence Rowell Agency ‘The Paul Rumbuc Agency

The Imran Satti Agency.

"The Surace-Smith Agency

The Tom Williams Agency

"The Williams-Henderson Agency “Тһе Williams-Williams Agency ‘The David Zophin Аде)

Total: $75,400

‘The Bill Jennings Agency ‘The Adam Kiss Agency ‘The Joe Manone Agency The Mare Morton Agency

Spotlight December 2006 Ш Right Now! 9

YTD Production

Supervising Agents _

Cleveland, OH

2. Bradley Weigand Cleveland, OH

Harrisburg, PA

All Time Record to Beat November ыны Month: $43,409 1st Yr, Jj | Mond: $63050 Net ALP Mary Ann Gaelic}

. Earnest Powers х Surace-Smith . Bradley Weigand Д Surace-Smith ЖҮЛ : Durhon Oldham |. Justin Phil í i Surace-Smith j. Naveen Eapen 2 | Lawrence Hauck | Steve Friedlander

шиший лла All Time Record to Beat YTD: $266,978 1st Yr. Mary Ann Gaelie YTD: $443,893 Net ALP Mary Ann Gaelic

1% Үс

NetALP NG

. Cynthia Sittig $209,494 Scott Keeney

. Greg Stewart 199,453. 1 | David Wang. Dawn McElwain х 178,753 .5 | Jim Bianchi

. Rachel Buser ү 193,788 .1 | Matthew Hogan j. Earnest Powers 115,364 Simon Arias

Supervising Agent selection guidelines for recognition in the Speight are as follows: Must have one First Year gent coded amd meet ай production requirements

Spotlight December 2006 Wi Right Now!

‘Al ‘Menomonee Falls, WI ў | Cleveland, OH. à | Albuquerque, NM. д | Denver, CO

3. Brett Gryska

November Production

Name . Robert Gerdes

. Brett Gryska

l. Emmanuel Villasenor . Joshua Riehl

. Michael Broker

. Michael Vasu

1, Rence Jeffries

. Kim Burton

. Loren Cardwell

General Agents

All Time Record to Beat Month: $102,403 1st Yr. Bric Neal Month: $111,262 Net ALP Eric Neal

Year Net ALP МС Agent Rebecca Klebsch | Joe Manone ‘Travis Moody Surace-Smith Jim Bianchi Durhon Oldham RandyTeywier | Chris Hernandez Stephen DiChiaro | Bill Jennings Jim Bianchi Durhon Oldham Nicholas Zangardi | Surace-Smith Simon Arias Surace-Smith Simon Arias Surace-Smith John West Marc Morton

YTD Production

David Guzman David Goodman Brett Gryska ‘Thomas VanOsdol Joshua Riehl Michael Broker Beth Snow

Sara Geiger Robert Gerdes Brendt Kehoe

1. 2; & 4 5. 6. 7. 8. э. о.

All Time Record to Beat YTD: $489,120 1st Yr. Eric Neal YTD: $864,620 Net ALP

1* Year

Agent $221,616 | $293,781 .6 | Travis Moody

218,642 | 282,984 .6 | Joshua Goodman

194404 | 264723 Jim Bianchi

191,071 | 295,399 .5 | Jim Bianchi

184,206 | 234203 .0 | Stephen DiChiaro | Bill Jennings 183,118 | 264,307 5 | Jim Bianchi Durhon Oldham

169456 | 263,542 9 | Curt Snow Jatoft-Foti 163,669 | 230,586 .0 | Samuel Cohen Fred Hadayia

148,075 | 197912 .6 | Rebecca Klebsch | Joe Manone

Net ALP NG

140733 | 142,935 L6 | Preston Foster Mark Hancock

General Agent selection guidelines for recognition in the Sptligh are as follows: Mast Ме fo First Year Agents ceded and meet ай production requirement

Spotlight December 2006 Right Now!

We are thrilled to announce the 2008 American Income and National Income Convention is planned for May 15-18, 2008 at the Westin Rio Mar Beach Golf Resort and Spa in scenic Puerto Rico! Located next to El Yunque Caribbean National Forest, the resort is only a short distance from San Juan, This 500-acre Puerto Rican paradise is surrounded by magnificent ocean views, lush tropical foliage, and enhances the already enchanting essence of the Caribbean,

2007 Bonus Information

The New Agent Bonus qual

if the required Net ALP is met. № | been introduced based on which contract month the Agent is

. АЙ other qualifications will remain the same — Agents contracted in their first cight months are eligible for a bonus based on increasing percentages of Net ALP produced if the Agent meets the Net to Gross requirement. Starting in the nth month, an Agent is eligible for the Retention Bonus. Also, из can qualify for a supplemental bonus after the ninth (or twelfth) month if their four-month retention equals 68 percent or higher.

tions will change slightly for . They may now qualify through their first eight months New qualification levels have

‘The BR Bonus will be continued in 2007. This bonus is available to the immediate up-line manager of any Agent who is in their first six months with the Company. "This would be the level 2 person in the Agent hierarchy, The bonus is equal to 100. percent of the New Agent Bonus the Agent earned during their first six months on life business. MGAs are eligible for the bonus оп Agents they personally train.

The MGA Bonus allows eligible MGAs to receive a bonus equal to the percent of the monthly Net ALP on each producer under the MGA who have met their minimum production, retention, and/or Net to Gross requirements. The percentage available based on the number of Agents coded in the month with $1,000 or more

in gross ALP has changed, One code qualifies the MGA for 50 percent of the bonus, two codes count for 100 percent, and three codes would qualify them for 125 percent, All other requirements

Producers сап eam a Retention Bonus based on Net ALP | | produced for the month, provided they have a 68.0 percent or | Higher болгый жойса stating ia Ske Шың) пм, | ents contracted less than one year, the ЕЙ 7 indes

So, how do you qualify to join us in 2008?

remain the same.

Career Agents — Write $78,000 of Net ALP as of Dec. 31, 2007. For car

Net ALP will be pro-rated based on the number of months contracted after the sixth month. Personal producers can also qualify by writing $100,000 of Net Annualized Premium as of Dec. 31, 2007 AP&P report.

he RGA Bonus requirements will remain the same for 2007, For | | ach new MGA (coded on an MGA contract December 2004 or ) coded under an RGA, the RGA is eligible for a monthly bonus equal to 10 percent of the MGA bonus earned by the МСА, ‘The RGA must have the required quality factor (retention or net to gross) | to be eligible for the bonus. The RGAs are eligible for the bonus for

as long ая they continue to manage the МСА. 1

equirement for MGAs has been eliminated for 2007. The АБН portion of the bonus will continue; however, the life | production requirement has increased to $6,500.

ізі Nts — Write 878,000 of Personal Net ALP as of Dec. 31, 2007 or write $126,700 of First Six Months Agent Net ALP and have at least one active First Six Month Agent as of Dec. 31, 2007. For SAs contracted less than one L. year, the Net ALP will be pro-rated based on the number of months contracted after the sixth month.

General Agents — Write $78,000 of Personal Net ALP as of Dec. 31, 2007 or write $126,700 of First Six Months

Agent Net ALP and have at least two active First Six Month Agents as of Dec. 31, 2007. For GAs contracted less than one 4 year, the Net ALP will be pro-rated based on the number of months contracted after the sixth month. { "

D € à

| The guidelines remain the same for the Reinstatement Bonus. | | Agents receive 25 percent of the annualized premium as a bonus on | | all life cases recoded to a different Agent on bank draft with all back

premiums collected, Returned items and lapses will be allowed to

— Have $253,400 of First Six Months Agent Net ALP. We will allow any combination of ош count as eligible cases.

M: n ng MGAs must also

Personal and First Six Months Agent Net ALP which toal to the production requirement. Qu AER. |

have at least four active First Six Month Agents as of Dec. 31,2007. MGAs can qualify on a pro-rated basis if contracted е | Presidents Club and Founder's Club qualifcaions have changed ОЙ

г. | slightly. For personal producers, President's Club qualifiers must meet |

E a | the minimum production of $110,000 with 80.0 percent four-month |

| retention, Founders Club qualifiers must meer $11,000 ALP per

month for four consecutive months and 77.0 percent retention. For PR.

| Reps, President's Club requirements have increased (о 28,800 lead cards.

generated or 115 TGs plus 14,400 cards. ‘Those qualifying for Founder's | |

Club must reach 2,300 lead cards per month for four consecutive months. or 9 TGs per month for four consecutive months with a combined

less than one ye

Regional General Agents — Can qualify as an MGA with his/her own MGA Agency production or must have. two MGAs who qualify for Convention under the MGA guidelines

State General Agents — Must meet YTD SGA standards as of Dec. 31, 2007 and at least six months at full

minimum standard,

Public Relations Representatives — Obtain 17,250 cards or 77 endorsed groups with a 50 member minimum

and have a 3 percent return with a minimum of 10 cards. All originals will count as double credit. For PR Reps contracted less than one year, the cards/groups will be pro-rated bused on the number of months contracted after the sixth month. A PR Rep can qualify under only one method — cards and groups cannot be combined.

mum 5,750 members per month.

See complete bonus details online at wwwailife.com/Agency/Spotlight/maingtl.htm |

Public Relations Managers — Obtain 52,500 cards and have at least two active PR Reps coded as of Dec. 31, 2007. All original cards will count as double credit.

The Net to Gross and retention rates as shown on the qualifiers December 2007 AP&P report will be used in determining qualification. Year-To-Date award winners must also have at least 7896 Past 12 Net to Gross or a 68.096 retention rate to be eligible for recognition. For complete details, visit wwow.ailife.com/Agency/Spotlight/maingtl htm

Master General Agents _

3, Samuel Cohen

Plymouth Mtg., PA

All Time Rec

Month: $190,653 Ist Yr. Slav Bitman

Halifax, NS

‘ord to Beat

2. Jim Bianchi

Rochester, NY

All Time Record to Beat

Month: $250,859 Net ALP Jim Bianchi

£ $116,050 718 | Surace-Smith 2. Jim Bianchi 159,565 79.5 | Durhon Oldham 3. Samuel Cohen 89,518 71.5 | Fred Hadayia 4. Hayjeet Rana 78,180 128,593 77.5 | Imran Satti 5. Randy Teyssier 69,127 79,388 748 | Chris Hernandez. 6. Travis Moody 67913 75,854 738 |Surace-Smith 7. Rebecca Klebsch 61,533 82,965 80.9 | Joc Manone 8, Steven DiChiaro 61,030 68,232 73.5 | Bill Jennings 9. David Solomonov 60,388 109,793 708 | Joshua Chalom 10, Matthew Melhorn. 55,000 61278 71.2 _| Fred Hadayia All Time Record to Beat All Time Record to Beat YTD Production YTD: $1,705,178 1st Yr Slav Bitman YTD: $24,168,283 Net ALP Paul Rumbuc 1. Joshua Goodman $1,055,794 | $1,401,910 721 | Bill Jennings * 2. Samuel Cohen 840,204 976,954 71.5 Fred Hadayia 523. Harjeet Rana 830,982 | 1,005,321 77.5 | Imran Satti * 4. Matthew Hogan. 673,714 1,058,167 730 | Durhon Oldham. 525. Jim Bianchi 652,541 | 1063411 795 | Durhon Oldham 6. Cheryl Foti 600,276 999,31 764 |Jatoft-Foti 7. Nicholas Zangardi 590,098 729,376 74.4 | Surace-Smith 8. Simon Arias 525,068 627,955 718 Surace-Smith 9. Travis Moody 507332 627,783 738 | Surace-Smith 10. David Wang 497,507 982,327 72.0 Bob Olson

Master General Agent selection guidelines for recognition inthe Speight are as follows: Muse Bove four First Кат Agents cde and meet all production requirements.

Spotlight December 2006 Wi Right Now!

Regional General Agents

1. Jim Bianchi Rochester, NY

Cleveland, ОН Cleveland, OH

November Production

1 Year Agent

$410,641 Durhon Oldham 191,069 Surace-Smith 189,998 Surace-Smith 160,166 Paul Rumbuc 187,842 Eric Giglione

YTD Production

Name Year NetALP NG Rm SGA Agent

$2,616,031

1. Jim Bianchi $3,935,338. Durhon Oldham

Spotlight December 2006 Wi Right Now!

$Show Me the

Retention Bonus |

Tasha’

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

E tention Bonus Pai 434

Producers

Bonus Page

id: $435,199.25

the inserts accompanying this magazine.

Spotlight December 2006 Wi Right Now!

ney

Labor Advisory Board

American Income &

National Income Proudly Present A New Labor Advisory Board Member

Alan Rosenberg, President of the Screen Actors Guild, has been unanimously elected to the Labor Advisory Board. This is the first time in AIL/NILICO history SAG has been represented

on our Board.

Described as a true actor's actor, Mr. Rosenberg's many

stage, television, and film credits include the apostle Thomas іп Martin Scorsese's The Last Temptation of Christ, Cybill Shepard's ex-husband, Ira Woodbine, on the sitcom Cybill, and Eli Levinson on the courtroom series Civil Wars — a character so popular it was revised for the hit TV drama I.A. Law.

Rosenberg first became active in union politics as а New York stage actor. He recalls earning his Actors Equity card as “one of the proudest moments of my life" and became even more active after then-U.S. President Ronald Reagan fired striking air traffic controllers. Не first ran for the national board of Screen Actors Guild in the wake of the September 11th attacks, unhappy with the country's direction.

Rosenberg was elected to the Guild presidency by his fellow actors on a platform that called for greater openness in union governance and a tougher stand against networks and studios for fair compensation. His vision for SAG is one of "strength, self-worth and solidarity.” After all, he reminds his fellow actors, "We are the product. They can't do this without us."

Rosenberg has explained that he fell in love with acting and became politically active at the same time, "I am passionate about the need for social and political change and believe our art can help transform the world, 1 learned back then that large groups of people can achieve amazing things when bound together by a just cause. 1 also learned that you have to be bold in standing up for what you believe in.”

We welcome Mr, Rosenberg to the Labor Advisory Board and are looking forward to a long and prosperous partnership.

Congratulations!

Spotlight December 2006 № Right Now! 7

SGA PRODUCTION

NOVEMBER CATEGORY 1 YTD CATEGORY | RIN | 1stYr.NET Standard | % of Standard NAME NG | RIN | 1stYr.NET Standard | % of Standard NETALP Durhon Oldham 766 $260,899 $229,500 14 $440,103 Durhon Oldham. 766 $2,854,508. $2,421,000 118 $4,422,887 YTD CATEGORY II NAME NG | RIN | 1stYr.NET Standard | %of Standard | NET ALP NOVEMBER CATEGORY 11 Fred Hadayia в $1,099,633 $732,000 150 $1,227,704 RTN 1st Yr. NET Standard | %of Standard NETALP Paul Rumbuc na 1,814,925 1,523,500 1% 2,768,156 Fred Hadayia r3 DTI $9150 TN nm) tig Онойс өз 1410217 133350 306 2,372,269 Nitig-Orlovic 693 151021 11,250 125 230,881 Altig-Deley na 101,101 96,000. 105 13460 Marc Morton. 73 89,889 86,500 14 108,607 YTD CATEGORY Ш NAME NG | RTN | 1stYr.NET Standard | %of Standard NET ALP ‘Surace-Smith ns $2,197,262 $1,163,100 189 $3,307,648. Bill Jennings n6 106401 1,023,000. 167 мат Imran Satti 2 1,461,251 951,500 154 2,089,674 ‘Steve Hartman. 739 986,842 737,000 134 1,594,993 NOVEMBER CATEGORY III Steve Friedlander 756 955,612 180000 109 1,768,263 RIN | istYr.NET Standard | *&ofStandard NET ALP ‘Surace-Smith ns $239,319 $112,500 n $331,984 Steve Friedlander 75,6 102,417 80,000 UJ 201,513 Bill Jennings ne 96,009. 93,000 103 155,353. YTD САТ! EGO! RY IV тын A nm xm w 161586 NAME NG | Юн | _4stVrNET Standard | %оғ Standard NET ALP John Akers no $574,117 $478,500 120 $982,472 YTD CATEGORY V NOVEMBER CATEGORY V NAME NG RTN | 1stYr.NET Standard | %of Standard NET ALP | RIN | istYr.NET Standard | % of Standard NET ALP Chris Hernandez 74 $632,492 $308,000 205 $789,695 Chris Hernandez BA $83,072 $28,000 297 $101,393 Scott Latta ns 409,964 214,500 191 474,145 Scott Latta ns 37,364 19,500 192 41,001 ‘Steve ашсак na 427,843. 407,000 1% 546,844 YTD CATEGORY VI NAME NG | RIN | stYr.NET Standard | _%of Standard NET ALP NOVEMBER CATEGORY VI Marc Rosen % ОЛ 77 E Sram RTN | 1st¥r. NET Standard | _%of Standard Al Connor. ” 102,953 74,000 E 102,953 Marc Rosen 95 $65,720 $26,000. 253 $66,807 Torrence Rowell ЕШ 143,075 117,000 12 143,075 18 Spotlight December 2006 Ml Right Now! ight December 2006 Wight Now!

PR Representatives

PR Manager

Debbie Enstedt Winnipeg, MB

Category A:

AL Wall MERI | Randy Stockley "Toronto, ОМ St. Johns, NF 47!

Category В:

Vivian Dwyer Kelvin Muggerid Glen Allen, VA Е Auckland, NZ

Cheryl Cook Harrisburg, PA

20 Spotlight December 2006 W Right Now!

PR Representatives

YTD Production

November Production

PRM No. Cards SGA

АП Time PR < Mont

tion Record

Category A Category A No.Cards SGA

1. AL Wall Joshua Chalom 1. Malka Arony 26,134 | HO LA/Hartman

2. Randy Stockley 5,835. | Rick Altig "2. Brenda DiSomma | 22,548 | Eric Giglione

3. Daryl Barnett 3,866 | Rick Altig 3. Charles Hill 20210 | Jatoft-Foti

4, Timothy Farr 3422 | Paul Rumbuc 4. Timothy Farr 19,958 | Paul Rumbue

5. Malka Arony 2087 | HO LA/Hartman. 5. Mark Gagliardi 19,035 | Jutoft-Foti Category B No. Cards SGA

1. Vivian Dwyer Altig-Hay/Bitman 71. Kelvin Muggeridge | 20,270 | Steve Friedlander

2. Kelvin Muggeridge | 2,336 | Steve Friedlander 22. Vivian Dwyer 17,52 | Altig-Hay/Bitman

3. Darrell Dorey 1046 | Imran Sati 3, Erica Dalager 16073 | Alt.-Orl-Vene.

4. Manon Brulotte 973 | Altig-Lyse 4. Mario Soljan 11,938 | Steve Friedlander

5. Irene Rurycz 883 |Surace-Smith. 5. Darrell Dorey 11,05 | Imran Satti

р Production Record

1. Becky Cutler “1. Kenneth Altizer

2. Cheryl Cook Durhon Oldham 72, Richard Case Surace-Smith 3. Patti Morgan Jeff Dinocento 3. Cheryl Cook Durhon Oldham 4, Krissa Hensley Mare Morton 4. Jerry Hartnett Marc Morton 5. Rachelle Valdez Altig-Orlovie 5. Krissa Hensley Mare Morton

Category А = SGA categories one and two. Category B = SGA categories three, биш, and five. Category С = Top number of group crit signed from all SGA categories. Public Relations Manage selection guidelines for recognition in the Spotlight are as follows: Mist бае fae PR Representatives coded and met all reduction requirement Abos please note, the number of leads will be used to break a tie in Category C.

Spotlight December 2006 Wi Right Now! 21

RMS & Recruiting

RMS - Right Now

Over the past year, I have enjoyed getting to know many of you in the field — SGAs, Managing Agents at all levels, and RMS Administrators, Together we have celebrated many recruiting successes using RMS and its amazing power to generate responses (if I could only play for you some of the calls I have received from excited SGAs ог МСА»), We have also trudged through many times of frustration over the tool's shortcomings (again, if T could only play back for you a few “venting” calls I have received — YIKES). But let me tell you I am so excited about the coming year and the many things we are going to see with RMS that I wish I could fast forward time and have it all here RIGHT NOW,

One thing that has already happened is the expansion of the RMS Support Team at Home Office. Deseray Sedillo comes to us from another position within AIL/ NILICO, bringing a strong reporting and analytical background. She is outstanding at deciphering and resolving complex problems, and brings a RIGHT NOW. attitude to supporting RMS. If you havent already spoken with her, you probably will.

A change that we all will see in the next 30 to 45 days

is a gradual increase іп speed and performance of RMS. Tf you can remember back to about six months ago, ‘Torchmark upgraded the RMS server — something that was needed for a very long time. It was great for awhile, but guess what — we grew! Our demands of the system. have increased dramatically since then, requiring another upgrade. Torchmark is currently in the process of adding а quad-server to the system to handle all mass email and reporting processes — items that bog down the current server. They are also restructuring the tables and code to drastically reduce timeouts!

So, we have increased our support team, we are fixing the performance issue (again), and now I am led to

functionality (an area that I am personally very excited about). Though I do not have room to go into all of the details, I can tell you we have some things in the pipeline that are going to significantly improve what you can do, allowing for a smoother RMS process, more leads and responses, and ultimately more codes. I have a vision that one day RMS will not be used primarily as а source of resumes and phone numbers, but as a true Recruiting Management System. And we are getting close to having all of our ducks іп a row to allow for the fulfillment of this dream.

And for those of you who are not aware of a couple of outstanding online tools at your immediate disposal, be sure to check out the RMS Knowledge Base (www.ailife,com/rms), and the Recruiting Resource Center (wwwailife.com/recruiting). Together, these tools cover practically all areas of recruiting — how to use RMS (from either the Managing Agent or the int); Mass Emails and how RMS lead types and the appropriate recruiting script which may be used; other recruiting scripts; interview scripts; working the Three Group System in its entirety; information on schools and licensing by state; and various forms related to recruiting — ай available at any time. If you have not been to these sites, go there now!

‘Though many of you may not immediately go out and throw away your RMS dart boards after reading this article, I do hope you will get excited about RMS and where we are going with it in 2007. In the meantime, look forward to a more responsive system in the short бише and other exciting improvements throughout the year. Here's to you and to recruiting RIGHT NOM

22 Spotlight December 2006 № Right Now!

_Insight

YOU Must Make a Difference in 2007

It has always been interesting to me how we are programmed in our culture to make a big deal out of the start of a new year. I guess you can use the motivation of a January 1 calendar change as a reason or а cause to proclaim a new commitment — do I hear New Year resolution? In all reality, when the clock strikes midnight оп December 31 and the calendar changes to 2007, nothing different occurs than on any other night. So why wait until the last day of the year to proclaim your new commitments to making a difference?

Just signing an AIL/NILICO contract does not mean you эге earning your keep. You do have an obligation to be productive, Most think that we are such a big company that it docs not matter what they write each week; their production numbers are personal to them. Maybe they think because they are commissioned they have no obligation to exceed any standard because it will not cost the company money if they do not write business. It is often as if they write business for their own needs, and everyone else should be satisfied with whatever the effort. As an Independent Contractor, you do what you want and when you want to do it. It is very much your leaders fault, because we always plug at you just how much you need

to set personal goals, exceed personal standards, and do it — just for you.

Thave a somewhat different spin, and it will not make me popular. 1 do believe you have an obligation as a personal producer or sales leader to your SGA and your company. Tt is you who sets a positive pace, positive tone, and a positive work ethic for all to follow. Very often, I speak of teamwork. People who play on a team are supposed to make a difference. АШ sales leaders have an obligation to their team, but the team members have an obligation to their sales leaders. A poor work ethic or any commitment short of being as good as you can be — meeting your

potential — is a disease that you can spread unintentionally to your team, For when you are defeated, your team has а greater chance of losing, and the company is not profitable. You do make a difference.

So let's talk a little about making a difference.

You need to do what counts, Staying busy is not the equivalent of being productive, Even if you are gifted, talent will not guarantee a positive individual contribution, Often, the top performers do not possess the top level

of talent but do put forth the most activity toward being the best they can be, While some teammates may have a stronger given natural ability, we all start from the same spot with an equal opportunity when it comes to effort. Activity will beat talent when talent does not work hard.

If our great companies and those who provide leadership. to you mean anything at all, and if you are going to mean anything to your teammates, then you need to try. Make

а personal commitment in 2007 to be productive and to generate results. Give the level of contribution that will make a difference, not just the level of effort that you feel like giving. Make a contribution in a way so you clearly add value. If you work to only satisfy yourself, you can often be disappointed with the result, Bur if you feel an. obligation to work at a level when you make a decent contribution, you will find you may push yourself just a little more, write a little more business, and make a little more money — not just because of what you wanted just. for yourself but for the success everyone achieves when you are on top of your game! You must achieve a consistent level of contribution where there would be an obvious difference in the team's performance if you were not there,

So when you get this issue of the Spotlight, 2007 will be right around the corner. Make a decision to make a difference in 2007! "Then again, why not start today?

Spotlight December 2006 W Right Now! 23

Smo. RIGHT NOW!

SCOTTSDALE PRINCESS May 17-20, 2007

ALWall Daryl Barnett Kelvin Muggeridge Susan Reagan heryl Cook Malka Arony ‘Timothy Farr Mark Gagliardi Randy Stockley Thomas Schrader

ian Dwyer Brenda DiSomm Richard Suarato Renee Flannery Kenneth Altizer La ch Robin Andrade. Christina Di Jerry Hartnett Brenda Swecker Rachelle Valdez Carrie Ho

ay Will

Becky Cutler Elizabeth Farm ses Christie Hensley Cynthia Layton Jennifer Chetwynd Charles Hill Manon Brulot Mary Hinterberger Susan Cooksey Heather Cowdrey-Murch Deborah French-Gorr Erica Dal Richard Case Patra Meacham Leo VanDenBussche James Tasker

Kathleen Loughran Donald Spohn

Sandra Johnson

Suzanne Powers Germou Johnson Sue Akers

Darrell Dorey Dorit Frank-Nadav

Public Relations Bonus Qualifiers

$11,210.25 $6,741.50 $4,929.00 82,799.00 $2,066.25 $2,011.38 $1,866.00 $1,491.25 $1,276.50 $1,229.00 $1,221.00 $1,198.00 $1,111.50 $997.00 $932.00 $863.75 $826.00 $788.10 $774.00 $769.30 5748.00 $745.75 $745.50 $718.06 $699.00 $685.25 $652.00 $644.00 $631.50 $631.00 $504.29 $488.63 $476.50 $461.50 $450.93 $447.00 $438.66 $425.50 $425.00 $399.57 $390.00 $389.50 $384.50 $377.50 $369.00 $357.00 $350.00 $335.00 $311.00

Bob Dailey $298.11 Sara Thrailkille

Laura Mackin

Larry Lozano

Gabriela Berloni Shannon Walker 60.50 Arlene Hughes 524450 Denise McDonald $228.00 Lou Nell Busby $227.50 Steven Orcherton $226.50 Benie Billie $226.50 John Wagner $223.50 William Slocum $190.76 Pater Nielsen $181.50 Charlsie Charlson 5166.50 Alaina Latinsky $147.00 Denis St. Pierre $145.88 Nadine Boudreault $144.00 Holly DiChiaro $139.50 Tracy Smith $118.50

Eric Neal s» | NOVEMBER

$66,105.25

Simon Arias ШІ Hurjeet Ran Randy Teyssier Rebecca Klebsch Samuel Cohen “Travis Moody Melanie Cohen David Solomonoy Mitchell Duplontis ШІСІ ШТІ) Jeremy Welch Steven Engr е" Diane Camon Maxine Moody Philip аси David Wang Herpes Оце! John Wes

Тіп McAdams Grey Рона James Palmen

LalTonya Tucker. Troy Plummer Preston Көше Dorian Oldham Jason Mayer Justin Smith Andrew Bishop Jason Dickson Scott Baker

$10,882.31 $10,737.45 $10,485.83, $9,278.13 $9,255.66 8891142 $7225.07 86,172.73 $6091.48 $4828.40 $4828.40 8457572 мелі $4210.17 $4,099.09 5405696 404059 $3,430.39 $9,401.82 saan 83,306.90 558608 зми syinas 52955.64 8204547 329599 $2,901.06 82,867.45 $2,827.93 simu $267.44 52,422.34 $2,417.09 $2,336.71 $2,281.37

MGA Bonus .

November Bonus Qualifiers Arthur Greene simus Megan Obon 521622 Daren Miller £n» Donald Orban m David Ackerman 5194657. Matthew Hogan 6 Менен Wolle m po 1800.80 Wes Elder siman ‘Mathew Ма Саммат sims Zachary Man m Cort Seow жаз туры ssum Volodymyr Derevyanyy $1,526.08 Шара 41,51455 Robert Haris siae Cory Thompson m Loren Barner БҮТІН

saus

тама Dovid Lull ат Mark Mee 9149725 Rodney Want saan Rachel Arenas p m siam Jalan Сіна sias ‘Mask Gorman siad David Garren sias Tradfocd Geddes $1,217.18 James Bailey злою Lily Tchen. $1,166.80 Kelly Paseal $1,077.89 Doreen Ryan- Foti $1,037.37 Roger Johnson $1,024.65 Richard Refano siosar Anthony Moner sma

Spotlight December 2006 Wi. Think Big!

Beny Rows "Tod thrown John McCreary

эй 594225. $922.55 pm $179.36 $875.99 $867.13 зао 581029 ЕТТІ $773.02 $747.88, злам 8715.66 $705.97 $695.36 зела 36176

5665.83 8051.47 562894 ЕЛІ 360782 5607.26 5566.03

$513.91

ЕЛІ

АЛ $464.71

$247.90 тлі

Retention Bonus .

‘QUALIFIER | BONUS* КЕРДІ Sas ‘QUALIFIER — BONUS" Maronem doen Tw eves лея Caria Miler риш ‘Shandon Anderson йн xut К К n Steven Stensrud E ‘Man Gien sow p Er Martin fires Som diy teen anno Sun иеде, Eo Uia Lameko йөз “Stephen Bendre ӛт» Rory Gerd Susi Tasha Tucker Testy Clark йш oben eich amin Touray Suns enjamin togen тейеп das шө TM eoe under sare Mel Jn Steven Seq ЕЯ Г этейин terjamin ию dele Thiel болай tombe Donor Heten Tayar Dest Cresswell теман. Un vos doter Jon Ser mia Sig К ушин башы тее vaer йл Lacey soor ashe ones fas КАЙ Korman ata пин en cae Jie Deor Natr йоз hares Mean ‘eta er, тето! Sorana одот Fron ere Sharon Wad Qd icon Derek Tam” aren MeQucld Конен боли. Viene Capano КЛ per Stephen ule Scott Meigren Marandre Boudreau Seat enon not rae Sinan OB yon КОЙ Thomas Tec ick Parisi Mant Peger Down Mean Heron man pred Mathew Sonne ara rogo Php coe Aaron avion наво Bess Paria Newell Mee anvan Gant in tina Her Mon Munro Maia posto Sion berany Meredih West Soman ch Mer cobs. {orl Jason Jefe Loran Raphael Booher тайым Heater eat Andres ouz К санамен ‘wim foe Scott Kohen КОЯ битот ноне po Davart [s зо Jerica Robimon Dave tom aye Fader Heng No Norman tew por Pabo Garaa ‘stators Andrew ор Derek anions yuna ae Jerry Scorer mee Hoi p ‘in maio Sean eais Klan Danie оо Nex Ganor Sedan Sanah Smee Danak Mciay Robert kanaan Ama arg Sarah onte ‘Neji Perez ты Deva Philips Wonca chen Saint Ei Raymond vent ‘Pas жи» Bary oh Demet Young жиз Mil Gordon лиз жемес. sons | ee id Sous Dodd saum ms Miguel Gomez лай Joseph Gates ss Michael omes fnm Jenne velo элп Rani Sours Sie eati дан cae orc san

Spotlight December 2006 Wi. Think Big!