Perspective

FROM THE DESK OF:

Roger Smith

President & CEO

American Income Life гайтай Income Life

HALFTIME

We are all familiar with the halftime shows at football games. Whether it's a high school game or the Superbowl, there is always formance des

some sort of p igned to keep spectators entertained while the teams are off

the field. However, while we are watching the show, the real work is being done behind the scenes in

the locker rooms. Halftime is when the teams get the chance to reassess everything that has happened in the game so far — what's going right and what's going wrong. The teams may be taking a well-deserved break from the mayhem on the field, but they know their work is not over until the final whistle blows. "The playbooks are consulted, strategies are made, and when it is finally time to get back into the game, the players have a renewed sense of their goal: to win.

We are now in July, which means we have reached our own company halftime. Now

is your chance to look back at the first half of the year and determine how your game is going. What have you done right this y that you would like to maintain? What part

light July 2007 Ш

of your game plan can use improvement? AIL/NILICO is aiming for double digit growth in the second half of 2007, and it will take the whole team to achieve this. Adjust your strategy if you need to, but always keep your goals in mind. Just as the football teams have their coaches to turn to for advice, you have your SGAs and the Home Office to help you overcome any hurdles in your way, so be sure to take advantage of that opportunity

Now, let's get back out there and win one for

the Gipper!

News Page

Dates to Remember

Wednesday, Aug. 29, 2007 All business and PR credits must be at the Home Office to count for August producti

Total Bonuses Paid Out

This month AIL and NILICO paid a total of $966,079.29 in bonuses. For more

information on the monthly bonuses, turn to

Required Retention Rate

Effective

and featured

2007, to be eligible for bonuses

the required Retention or the minimum Net toC guidelines, The rates listed below are for

Net to Gross varies based on bonus

/ht recognition only. Net to Gross is used

only during the Producer’ first eight months. Retention: 68%

Net to G 78%

SGA Career Track

New Markets Opening & Expanding There is a growing need for

ambitious leaders.

AIL/NILICO is looking for 3As wanting to pursue the SGA Career Track. If you are interested, speak to your SGA, then send an e-mail to:

futuresga@a

Congratulations are in Ord

‘Timothy Dawe, an Agent with the Bob Olson А; achieved $100,000 of 13-month in force premium.

Benjamin Eggen, an MGA with the Altig-Orlovic Agency, achieved $100,000 of 13-month in force premium,

Norman Lew, an Agent with the Jatoft-Foti Agency, achieved $100,000 of 13-month in force premium.

Rickie Sasser, an Agent with the Mark Hancock Agency, achieved $100,000 of 13-month in force premium,

Karen Stockwell, an Agent with the Steve Hartman Agency, achieved $100,000 of 13-month in force premium,

Bianca Zaragoza, a GA with the Steve Hartman Agency, achieved $100,000 of 13-month in force

Congratulations, Max Quasem!

As noted below, Max Quasem has qualified for the Founders Club for

the tenth time. This is the first time in AIL/NILICO history that any Agent has qualified for ten consecutive periods, We congratulate Max for

his monumental achievement and encourage him to keep up the record setting streak.

Jet Your Pictures to Us!

We are updating our photo files here at Spotlight, and we are looking for you to help! Have you been featured recently, only to find the picture by your name was slightly outdated? If this is the case,

in the Spot

please do not hesitate to send us a new one. Digital photos can be sent by e-mail to dyannazzo@ailife.com, and developed photographs can be mailed to the Home

Office, attn: Danielle Yannazzo.

In June's issue, the #10 spot on the Reinstatement

Bonus should have been credited to Stephen Liberto.

Founder's Club Outstanding Producers

May and Junc 2007

| Steven Stensrud | Rick Alig 1 75318. 819 RobertUlekh ` Jatoftfot 7 65622 855

American Income Life rover half a century, an Income Life Company ha: meeting union fami needs, We are a leader in the unlon insurance mark and are totally committed to meeting the needs of union members through al one-on-one service and complete Home Office ‘customer support, You can count on АЙ to do what it

say do, | Home Office. | 254-761-6400

Web Sites wwallfe com wwwnllfe.com

Recruiting Support wwwallifecom, life com/recrulting

SPOTLIGHT

Published month American Income Life. Insurance Company for the dissemination of information to its Producers, Prior permission must be obtained om American Income for pro n or other use of material herein.

Editor & Writer Danielle Yannazzo Чуаппагто@аййе сот

Graphic Designers im Yarbrough yarbroughi@allife.com

Annalee Mactie amacfie@ailife.com

Contributors Karen Cannard-Curtis Brandon Clas

Paula Clements Rhonda Cunningham Amy Dechant

Lisa LaValley

Promotions

Anniversaries

Promoted to 52.5 Percent Supervising Agent

Deborah Anderson Clinton Ellingsworth Michael Jacobs Rajiv Pankhania Donald Snider

Leah Benassi Brian Fernandez Jason James Lanelle Pennington Mitchell Terry Jaime Cervera Tanya Glosser Jonelle Jones Christian Richards George Tuttle Jessica Chandler Samuel Griffith Kale Kaalekahi Rashad Royster Alan Weissen Baldev Dabhia Gerald Hayes Margarita Kagan Atta Saleh

Daniel Davidson Patrick Hintz Dionne Konteh. Angela Schmitz

Rose Deacy Evan Holzhauer Jacob Mayer Marvin Schoenherr

Miranda Dellinger Janee Irvin Linda O'Donnell Athar Sheikh

Promoted to 55 Percent Supervising Agent

Anthony Balsano Lisandro Gonzalez Roghie Hassanloo Nelson Sprague Jarrod Turner Aaron Gebke Alvin Hagens Allbert Law Lacey Stoor Gevorg Yanukyan

Promoted to 57.5 Percent General Agent

Alberto Alcala. Kelly Brooks Adam Lerch Averyll West-Washington Brian Blair Kenneth Greer Yverte Matos.

Donny Bowen. Christopher Jordan Robert Michaels

Shoshannah Brenner Christopher Kirk Beau Vastine

Promoted to 60 Percent General Agent

Marino Baca Michael Dupree Mathew Propst Timothy vonKaay Stephen Bendure Flavio Mendes Michael Sheets Promoted to Master General Agent Erickson Bencosme Robert Gerdes Cheryl McLean Kim Burton Daniel Hobson Pablo Pirela Richard Carter Timothy Krueger Michael Quirk Promoted to Regional General Agent Rebecca Klebesch. Sabrina Lloyd. Anthony Mutter David Cardona. Scott Keeney Soen Sheppard

4 Spotlightjuly2007 Right Now!

30 Years of Service David Cohen

22 Years of Service Lou Nell Busby

17 Years of Servi Tim Schroeder.

14 Years of Service

Catherine Briggle David Jackson

13 Years of Service Timothy Cruise

12 Years of Service John DeRosier

11 Years of Service

James Bliefnick Charles Hill

10 Years of Service Slav Bitman

8 Years of Service Barbara Leader

Z Years of Sei

Jason Dickson Roland Fletcher Byron Washington

6 Years of Service

Melanie Cohen. Corey Friesen Denise Gilbert

Happy Anniversary! Thanks for all you do. Congratulations!

6 Years of Service (с

Peter Highberg

Marc Rosen Christopher Stephens LaTonya Tucker

ү; vice Jeffrey Ahrens

Scott Mellgren Susanne Munro

AJ O'Connor

Stuart Paolino

4 Years of Service David Ackerman Abdelhadi Badreddine Diane Carrion Avrom Gossack Danielle Holmes Joseph Moore Max Quasem Lawrence Turk Rodney Ward

3 Years of Service Derek Birch David Boshard Denice Davidson Robert Gerdes Heather Hewitt Norman Lew Tony Motley Nathan Snider Beth Snow Thomas VanOsdol Nicholas Zangardi

2 Years of Service

Diego Arango-Puerta Roger Beals Marc-Andre Boudreau Matt Flores

Adam Fogelman Janice Howard Raymond Lavrenz

Travis Moody Anthony Mutter William Myatt Patricia Newell Jesse Wise Antoinette Yellock 1 Year of Service Marino Baca Christopher Belew Cassius Caron Adrian Collie Douglas Cote Rufat Djangirov Walter Durant Anita Facundo Christopher Fields Ricardo Garavito Steven Gresh Antonio Hill Katrice Hunt

1 Year of Service (cont.

Ancela Husain Scott Kuhen Traneus Law

Jacob Lewis Patricio Mamaclay Elias Mendoza Martin Mock Matthew Mosier Kathleen Overman James Palmes Beverly Parmley Josh Pearson Susan Reagan

Dan Reljin

Ayiana Angela Schmitz. Ron Scigel Allan Shapiro Thomas Shuff Paul Smoley Natalie Soboleva Frank Soldo Derek Spencer Lori Underwood

Santana

Linda Voss Beverly Warford Jerome Washington Christopher Williams Jennifer Wood Richard Young

Marc Younger

Spotlight July 2007 Right Now! 5

Individual Producers

| ey 2 Robert Utrcich | All Time Record to Beat

Concord, CA June Production 62,536 Net ALP Zachary Hart

Los Angeles, CA

Cohen-Cohen | Jatoft-Foti 3. Charles Zwicker 19,350 100 Rosalie Zwicker Altig-Orlovic-Deley | 4. Karen Stockwell 18214 73.0 Megan Olson Steve Hartman. | 5. Patrick Blanchette mm 83 Maxine Moody David Zophin. 6. Bianca Zaragoza 17,843 768 William Myatt Steve Hartman r 7. Steven Stensrud 17,648 85.1. Steven Strass Rick Altig Brooklyn Park, MN Phoenix, AZ 8, David Popowitz 17,590 89 Jason Young Altig-Orlovie-Deley 9. Rickie Sasser или 70.0 Той Brown Mark Hancock. 10. Jay Schechter 16,901 100 Philip Prata "Theodore Pappas 11. Roghic Hassanloo 16492 100 Byron Paz Josh Chalom 12. Pablo Garcia 16,123 725 Pablo Garcia Altig-Orlovic | 1. 16,123 695 Steven Jakubczak 14. 15,629 744 Harpreet Gujral Altig-Orlovic 15. 15605 100 Jeff Ribman Steve Friedlander 16. Gregory 15,539 99 Kim Burton Surace-Smith | 17. Dustin Klingebiel 15,494 96 Brenden Stewart. Altig-Orlovic. 18. Ruben Soberanes 15,473 711 — Doreen Ryan-Foti Jatoft-Foti.

Middletown, CT Phoenix, AZ 19. Benham Hala 79.6 Christopher Stevens Jet) 20. Lac E it 93 Carla Miller А Percentage of Net to Gross

All eat | YTD: 278449 Net ALP Zachary Hart

е Record to

NC Rtn

=s =o Wi maak . EU * 2. Steven Stensrud 99,984 83.1 Steven Stensrud | | “más Boka PU MIN ` 3. Samantha Chui 98,217 77.0 Samantha Chui | * 4. Benham Halali 97,750 79.6 Christopher Stevens Jatoft-Foti ` 5. Jose Lopes 94,257 72.2 Melanie Cohen David Zophin ` 6. Robert Ulreich 88,688 85.5 Steven Foti Jatoft-Foti ` 7. Helen Taylor 88,069 744 — Harpreet Gujral Altig-Orlovie ` 8. Ruben Soberanes 87,442 71.1 Doreen Ryan-Foti Jatoft-Foti ` 9. Bianca Zaragoza 85,457 768 William Myatt Steve Hartman * 10. Timothy Cruise 82,339 722 Altig-Orlovie 11. Yvonne Hernandez 79,835 851 Cohen-Cohen | gm "9 Jay Schechter |] 12. Karen Stockwell 78,770 730 Megan Olson Steve Hartman 13. Daniel Potilechio 7658 869 Dawid Wan Bob Olson н ТЕШЕН 14. Scott Remmey 75,120 792 " Eric Giglione 15. Rickie Sasser 73,284 700 Tod Brown ‘Mark Hancock 16. Danilo Gomez zm 81 Scott Rehberg Mat Hart. 37. Shoshannah Brenner 7107 87 Alfred Brenner Jatofi-Foti 1&. Crystal Reeves 70,876 793 Megan Olson Steve Hartman 19. Frank Jendusa 69,646 749 Robert Gerdes Joe Manone 20. Edward Hanna 68,340 729 — Edward Hanna Tom Williams

А Percentage of Net to Gross 6 SpotlightJuly2007 Ш Right Now! Spotlight July 2007 8 Right Now! 7

Labor Advisory Board

6 Spotlight uly 200

Proudly Present А Newska

Y Ad

Paul Thompson International President United Transportation Union

Paul C. Thompson was hired in 1959 locomotive fireman on the former Atchison, ‘Topeka & Santa Fe Railway and soon was fürloughed as a result of Arbitration Award

282 that eliminated firemen with fewer than 10 yeus of service, He subsequently faced a second layoff as a yardman with Kansas City Southern With a family to support, Thompson learned the importance of job security and the role of a union,

ва

In 1968, Thompson was promoted to engineer and elected president of UTU Local 298. In 1970, he was elected local chairperson and was gate to the 1971 UTU convention. “Many times I represented members without any reimbursement for lost time simply because my local couldn't afford the costs,” Thompson said.

adel

After his enginemen’s local was voluntarily consolidated with a trainmen's local, Thompson

American Income National Income

continued as local chairperson and was elected a delegate to the 1975 and 1979 UTU conve He subsequently was elected general chairperson for engine service employees on Santa Fe lines between Chicago and El Paso,

ions.

In 1982, Thompson was selected by all rail labor organizations as chairperson of the Employees’

fit Association Board of Directors and chairperson of Albuquerque and Торе Memorial Hospital Board of Directors,

d a UTU International vice president in 1983 and general secretary and treasurer in 1999. He was elevated to assistant d to the post in 2003,

‘Thompson was el

March 2004, In February 2006, Thompson w

the Executive Council of the AFL-CIO, He

was the first UTU International President since AI Chesser to be elected to the council and, as a membe Legislative and Public Policy, and Political Education Committees of the AFL-CIO.

res on the International Affairs,

Thompson subscribes to the principle, "Yes, there will always be rough roadbeds ahead; but working together as one, they will never be impossible to travel.”

June LDS Recap

LD S $ Where AIL/NILICOS Leaders Go to Learn It All This June, American Income and National Income

held the summer session of the Leadership Development School. Career-oriented individuals

'oss the country made their way to

from agencie: Waco, Texas where they participated in three days of intense discussion and instruction on how to

become a future, succ

LDS has always been a cannot-be-missed

experience for those interested in developing their management career.

he triannual event promises to be full of valuable information on how to lead and strengthen a successful agency.

In addition to informative speeches from directors SGAs Bill Jennings, Steve

at the Home

1 leader of AIL/NILICO,

Hartman, Rick Altig, Mat Hart, and Ша Orlovie

also took the time to speak on topics ranging from recruiting and field training to raising ALP per agent and time management

Winners from the September 2006 LDS Challenge Contest were invited to return to this session and receive their awards for exemplary performan

In the six months allowed for the contest, David Guzman of the Surace-Smith Agency achieved $166,620 of Net ALP, and at June's session, he received his plaque and was asked to speak on his success.

The next LDS will be held in September. Speak with your SGA if you would like to attend.

Amt: Future leaders from. across the country enjoy the

Laer: Group map the June 2007 Leadership

attendees on the front steps of AIL/NILICO Home Office in Waco, Texas,

Supervising Agents

Cleveland, OH

Auckland, NZ

June Production

ix Mo.

NetALP NG Rtn Agent

1. Ryan Vopat $34,569 837266 86 2. Lorenzo Lameko 30,694 330179 99 3. Michael van Delft 21246 — 89 4, Walter Durant 19971 749

Daniel Jones. 1

ee eee

YTD Production

1* Six Mo.

NetALP NG Agent

* 1, Ryan Vopat $95,314 $141,985 86 2. Scott Fenton 89,237 137478 76.6 3. Raymond Risucci ` 83994 126,120 863 4, Walter Durant. 75439 — 111779 749 S. Michiel van Delft 72,146 107644 89

Supervising Agent selection guideline for recognition in the Spotlight are as &

Spotlight

Right Now!

3. Michael van Delft

All Time Record to E

050 Net ALP Mary Ann Gaelic

Michael Vasu Jeff Ribman

Friedlander

Harjeet Rana Imran S Samuel Cohen Fred Hadayia Patrick Duray Altig-Orlovie-H

All Time Record to Beat $443,893 Net ALP Mary Ann Gaelic

TD:

Michael Vasu Surace-Smith Matthew Wolfanger Durhon Oldham Dorian Oldham. Durhon Oldham uel Cohen Fred Hadayia

Imran $

June Production

Brian Alle Mathew Mealey Tierra Bullock David Kearns

JoAnne Marks

6. Bradley Е Kevin Citizen

8. Brandon Braun.

Name

1. Brian Allt

2. Bradley Weigand ` 3. Pamela Ladd

4. Michael Boyer

5. Richard Correa 6. Tierra Bullock 7. David Kinsella 8. Brandon Braun 9. Laura McCurry 10. Mathew Mealey

General Agents

1* Six Mo. Agent $39,236

33,792

29,055

28,460 26,827 23,813 21,729 21014 20,981

689

1* Six Mo. Agent $252,861 161,165 120,268 114,676 102,800 86,436 80,758 82,871

75,865.

2,066.

Halifax, NS

Net ALP

$55,839 37223 33331

34721 41,055 17,90 ‚440 25,574

Net ALP

$291,538 183,436 234,125 175,506 149,122 99,920 92,449 129349 10117 105454

Toronto, ON

ne R.

Month: $111,262 Net ALP Eric Neal

Harjeet Rana Travis Moody James Bai Byron Paz

Sonny Gurney Jeremy Welch Rodney Ward Steve DiChiaro William My

AUT

89 Harject Rana 79 David Guz 746 — Dorian Oldham 791 Rodney Ward 81.5 Steve DiChiaro 91 James Bailey 83 Todd Engelson 726 Rodney Ward 752 James Bailey 89 Travis Moody slows: Mast мос rao Fire Your Agent eo

itman Josh Chalom a Miller il Rumbuc

Slav Bitman Paul Rumbuc Bill Jennings

Imran Satti Surace-Smith Durhon Oldham Paul Rumbuc Bill Jen Bitman Alt.-Orl.-Vene.. Paul Rumbuc Slav Bitman Surace-Smith

e all production requirement

ite rane £22343 9 -

cruise contest

Congratulations to our contest winners!

Shy Birman Barry Dillah Jim Surace Marcus Smith Rick Alig Ij Odovic.

a 4 RGA ‘The individuals listed below are set to sail this August for a 8-day long cruise through | the Mediterranean on the beautiful Norwegian Jewel cruise ship. These winners have рент) met the contest requirements along with the company 4-month retention or net to gross ) requirements. So start packing your bags, and congratulations to you all! |

\ 96 Net 9% Ist » % Category Name ALP Growth Six Month STD of STD Average MGAs

a 1 Surace-Smith 10445 90 123 105.93 4 2 Altig-Orlovic 153.18 ns 182 151.02 reet Rana Jeff ытып, mes Bailey o 5 Slav Bitman 148.07 129 100 125.84 я 7and8 Barry Dillah 138 105 12136

Name Codes with $1,000 YTD Net ALP SGA Ë ЛП, = < Jim Bianchi 7 S751215 ` Durhon Oldham y; d g Brian Alle Richard Corea. — Laura McCurry

Name Codes with $1,000 YTD Net ALP SGA

Harjeet Rana 24 $361,665 Imran Sati 2 Q Leien 23 271,652 — Steve Friedlander SA z James Bailey 21 226,667 Slav Bitman Ryan Vopat Name Codes with $1,000 YTD Net ALP SGA Brian Alle " $142,008 Imran Satti

4 Richard Correa. 12 79,694 Bill Jennings O lara McCurry 9 64,070 Slav Bitman

Name Codes with $1,000 YTD Net ALP SGA Max Quasem | (Seven Stensrud Samantha Chui

Ryan Vopat 6 $94,311 Surace-Smith

Name YTD Net ALP SGA

? Max Quasem. $124,537 ‘Cohen-Cohen

@ Steven Stensrud — 99.084 Ономе me

3 SamanthaChui — 98217 — Wiliams Williams PS

9 BehmHihli 97,750 Jatofi-Foti

2 Jose Lopes 94257 David Zophin

а Robert Ulreich 88,688 Jatoft-Foti \ PR Reps Class Name Cards/Groups SGA = Ë ve Se eg PR Results will be based on July ЕОМ numbers and announced 4 A Май Сава 14,808 cards ` Jatofi-Foi E CE UD E us in аем. в Vivian Dwyer 7.611 аА Нап = 8 inca Zaragoza и reve Hartman SW чна С Richard Case 48 groups — Surace-Smith а Q Timothy Cruise — 82339 Altig-Orlovie А ТЕ: P в

For full contest guidelines, visit www ailife.com/Agency/Spotlight/maingtl.htm

Master General Agents Regional General Agents

1. Jeff Ribman ‘Auckland, N:

Halifax, NS

Rochester, NY

3, Joshua Goodman

Columbia, MD. Plymouth Mtg., PA Raleigh, NC

All Time Record to Be

June Production Month: $250,859 Net ALP Jim Bianchi

ога to Beat

470,822 Net ALP Jim Bi

1" Six Mo.

Agent MUS

1. Jeff Ribman $106,548 $129,702 68.8 Steve Friedlander 1. Jim Bianchi $121,022 $327,542 Duhon Oldham | 2. Harjeet Rana 73,403 124,427 72.0 Imran Satti 2, Soany Gurney, 96,533 258,566 Paul Rumbuc 3. Sabrina Lloyd 66,716 66,716 Barry Dillah 3. Joshua Goodman 82,843 125,210 Bill Jennings

` A Samuel Cohen 49,706 110,610 693 Fred Hadayia 4 73491 145,865 Imran Satti

| 5. James Bailey 45,178 59,064 764 — Slav Витая 164 78,570 6. Sonny Gurney 43,303 77946 707 Раш Rumbuc

7. Byron Paz 39,853 41,820 75.6 ` Josh Chalom

8. Randy Teyssier 39,640 46951 69.5 Chris Hernandez | 9. Jason Young 39,047 41,594 688 ` Altig-Orlovic-Deley 20. Rodney Ward 35,612 3 768 Paul Rumbuc YTD Production YTD: $2,168,283 Net ALP Paul Rumbuc YTD Production

1* Six Mo.

1* Six Mo. Aj

Agent

ALP NG

Net ALP

* 1. Harjeet Rana $514,741 $774,834 720 Imran Satti . Jim Bianchi $1,203,458 $2,610,978 PERGA * 2. Jeff Ribman 376,498 475,322 68.8 — Steve Friedlander . Sonny Gurney 609958 — 1451219 Paul Rumbue * 3. Mitchell Duplantis 257,255 285,544 785 — Marc Rosen . Zachary Hart 548255 620355 Mat Hart 1154: James Bailey, Ge Geh 164 SlyBimeas . Harjeet Rana 544,487 959,182 Imran Satti * 5. Rebecca Klebsch 223,344 326,738 784 Joe Manone Joshua Goodman 502,766 868,134 Bill Jennings

6. Rodney Ward 220,848 357,355 768 Paul Rumbuc

7. Sabrina Lloyd 207,830 239,903 83 Barry Dik

8. Arthur Greene 180,387 272,107 682 Раш Rumbuc

9. Darren Miller 176376 268,459 87 Joe Manone

10._James Palmes 175,731 214,590 715 TJ Rowell

Master General Agent selection guidelines for recognition in the Speight are as follows: Must Aror four Fist Year Agents coded and meet all reduction requirements

14 Spotlight July 2007 W Right Now! Sportight July 2007 8 RightNow! 15 и eee

Insight

FROM THE DESK OF: Richard Meshulam D

Quality Business

Retention Pays

Who says that quality and quantity can never go together? Just ask the top ten producers for 2006 if retention pays. Their

average retention rate was 80.96 percent.

Retention is a habit.

When you tie your shoes in the morning, do you think about it? Probably not, because it's second nature to you; it's a habit, Retention happens before, during, and after the sale, You worked very hard at setting the appointment and making the presentation, Would you allow that policy not to be issued

by failing to answer ай the questions on the application, not completing the oral specimen, or not working with AI Records to get the medical information from the doctors? Would you not place that rated or amended policy or have a policy cancelled by simply not returning a telephone сай?

Every one of the top ten producers from 2006 said the same thing — consistency plays a major role in their success. What do they mean by consistency?

+ Follow up on outstanding underwriting items.

* Work with the agency's conservation person making sure that if an exam is needed, an exam is scheduled.

* If un “Unable to Draft" or “40 Day Lapse Notice" is downloaded from CAS, contact the client immediately to see what can be done,

+ When the advance report is received, they see what business has come off that week, look the policies up in CAS, and contact the clients immediately.

* They provide service to their policyholders. Ifa policyholder calls, the call is promptly returned, and they are committed to being there if an existing policyholder wants to see them.

‘There are several keys to your success when it comes to retention:

* When cementing the sale, explain exactly what will happen and what can happen during che underwriting process ‘The applicant may receive one or more phone calls from AIL/NILICO. We may ask for a nurse to come out and ask the medical questions again and either draw blood or request a urine specimen.

* Utilize the three part Summary Sheet (AG-2324) so that the policyholder has in writing exactly what they have applied for.

16 Spotlight June 2007 № Right Now!

* Show the sample policy and explain what page three says Show the applicant where they can find the total amount of insurance benefit along with the information on page three-A which explains their readjustment income and benefit period.

+ Provide the applicant with the agency telephone number so that if necessary, the policyholder can reach you.

Each month you should review your AP&P report, paying close attention to the loss of business. If you have a higher than

average percentage of loss, you should review where the losses are occurring. If necessary, formulate a plan to get the business back on the books since the business must be paid through the fourth month to have a positive effect on y ‘The target for maximum loss rates on your AP&P are as follows:

ur four month retention.

Declines 4% Withdrawns 4% Incompletes 1% NTOs 2% Cancel As of Issue 4%.

If declines arc too high, perhaps you are not asking the medical questions properly or reviewing the Field Underwriting Manual/ Flash Sheet for auto declines, If Withdrawns are too high, there may be a case of overselling or not cementing the sale. If there is a high percentage of Incompletes, you may not be followi оп medical information that is required to issue the policy. The same holds true for NTO's — are you following up on counter- offers made by the company?

As an agent for AIL/NILICO, you must take ownership of the policy you write just like any independent business owner takes pride in the product or service they sell. The more ownership you take in the sale, the higher your renewals will be. Unlike a car salesman who gets his or her commission only at the time

of that sale, you receive renewals for each and every piece of business thar stays on the books. Your advances and bonuses are predicated on the quality of your business whether you are judged оп net to gross during your first eight months or on retention thereafter. In closing, the few extra minutes you spend in the applicant's home will pay dividends (in the form of renewals) for ‘many years to come.

Bonus Page

$Show Me the Money?

Retention Bonus* PR Bonus* |

Qualifier SGA Amount — Qualifier SGA Amount | Max Quasem ‘Cohen-Cohen 3583070 | — [Sara Deck Steve Greer 3237675 | Robert Ulreich Jatoft-Foti $4,390.58 | | Manion Brulote — — Altig-Lyse $2,341.13 Steven Stensrud Rick Altig $3,928.73 | Laurie Onasch, Manon/Ak-Od $2,198.27 Bianca Zaragoza Steve Hartman $3,160.98 | ‘Timothy Farr Paul Rumbuc $1,989.00 Karen Stockwell ` Steve Hartman $3,096.43 Bernie Billie David Zophin $1,834.40 | Benham Halali Jatofi-Foti $2,929.57 Darrell Dorey Imran Santi $1,460.50 | Pablo Garcia ‘Altig-Orloviog $2,883.08 J D Bedford! x Chris Hernàndez — $126650 | Samantha Chui Williams William $2,780,71 Brenda DiSomma — Eric Giglione $1,141.25 Ross Ewen Steve Jakubczak — 18275308 | Cynthia Layton. Geneser-Geneser ` 899250 Rickie Sasser "Mark Hancock $2,737.90 Denis St. Pierre. Altg-Lyse. $908.88

Total Retention Bonus Paid: 1 $478,883.98 ‘Total PR Bonus Paid: $34,691.79.

496 Prodücers Qualified > 99 PR Reps Qualified MGA Bonus* | i SGA

Qualifier. Amount | ualifier x Amount Jeff Ribman Steve Friedlander — $1887137 ‘Lorenzo Lameko $4,317.81 Harjeet Rana lman Satti 81569793 | George Noujaim $3,776.26 Sony Сштеу Paul Rambuc | $8,086.91 ‘Samuel Lasala 8353837 | James Bailey Slay Bitman $7,905.06 | x Gonzales Jatoft-Poti 83,216.20 Rodney Ward. Ра Rumbuc | $7351.28 Jason Young ‘Alt-Orl-Deley — 832725 Scott Rehberg Mat Hart $6,987.86 | rian Allt Aran Satti 832299 | Alex Gonzales Jatofe-Fori $6,474.68 Randy Teyssier Chris Hernandez — $2,940.30 Sabrina Lloyd. Barry Dilah $6,393.60 David Kearns $2,923.32 Byron Paz Iech Chalom 3598194 | | Scott Rehberg

Susan Schreiber Steve Greer ` $5,901.34 ndon Burnett

Total MGA Bonus Paid: $253, | 98 EE ]

Reinstatement Bonus* 4 ualifier SGA eg

200

* Only the top ten qualifiers in each bonus category

‘Sami Mogannam — Jatoft-Foti 8184443 ` are shown. A full list of bonus qualifiers is provided Steve Liberto Eric Giglone $1,100.78 on the inserts accompanying this magazine:

Yvonne Hernandez Cohen-Cohen $959.90

John Bulecza Mart Henderson $897.64

Mark Hartelius Bob Olson $88955 |

Hank Gordon Bob Olson $59626 |

Julie Wells Chris Hernandez $596.09

Balvino Cardoza Cohen-Cohen $529.11

Lorena Barriere Cohen-Cohen. 546638

Roger Melton James Logan $465.78

Total Reinstatement Bonus Paid: $16,552.62 58 Producers Qualified

Spotlight June 2007 Ш Right Now!

SGA Production

JUNE CATEGORY I NAME NG RIN 1555 Мо. МЕТ — Standard ` %of Standard NET ALP | Surace-Smith 69.8 $221,605 $197,000 e $434,344

JUNE CATEGORY III NG RIN TstSikMo.NET — Standard _% of Standard NET ALP Steve Friedlander 754 $114,998. $93,600. 123 ‘$175,931 Josh Chalom 726 $81,794 $80,000 w 3161823 JUNE CATEGORY V АМЕ NG RIN TstSikMo.NET — Standard Жо NET ALP Í Slav Bitman өз $83,670 $65,000 $123,970 ` John Akers 75.1 52,561 52,000 68,901 JUNE CATEGORY VI NAME NG RIN istSikMo.NET — Standard _% of Standard NET ALP Donald Orban 88 $43,510 $32,500 134 $48,218 Barry Dillah 9 $72,200 $33,300 DI $77,181 Chris Hernandez. 4 79,607 62,150 128 96,852. Scott Latta » 36426 33,300 109 36426 Carla Miller 82 38,619. 36,000 107 62221

18 Spotlight July 2007 W Right Now!

YTD CATEGORY | NAME NG АТМ Tst Six Mo. NET — Standard % of Standard NET ALP Surace-Smith E $1,018,719 $1,131,900 90 $2,119,584

YTD CATEGORY V NAME NG 1555 Мо. NET Standard NET ALP |

Slav Bitman 69.9 $504,850 $390,000. 129 $738,721 Ъ$Ж—Б— O ——y—Mr[S P — yh

% of Standard

YTD CATEGORY VI NAME NG ‘Ist SixMo.NET Standard ог Standard NETALP. Mark Gorman m $131,381 $128,000 103 $182,344 |

Standard `

Marc Rosen. 758 $432,504 $300,300 лаа

Barry Dillah а $230,939 $167,400 138 $311,847 Carla Miller 82 107,649 86400 125 194,525 Chris Hernandez Е 166,240 155,375 107 266,740

Spotlight July 2007 Ш RightNow! 19

—— ——6————еее+————+—єє—є—є—є—є———%——є—є—є—єеєеє—є——_.:....Є—.1Ү4йй1й---+-+—+е———+——+—-+——+——+——_—+———+——+=++——+——=——+—=+=+=+=+=“=+——-—.—.++____#_#

PR Representatives

PR Manager

June Production

PR Man

Cards SGA

YTD Production

No. Cards SC

| 1. Debbie Enstedt 10,149 — Altig-Orlovic “1, Debbie Enstedt 72,858 Altig-Orlovic ` Debbie Enstedt 2. Malka Arony 4749 HO LA/Hartman 72. Malka Arony 39,649 HO LA/Hartman | Winnipeg, MB 3. Charles Hill 4058 Jatoft-Foti 3. Charles Hill 32,99 — Jatofi-Foti | ——n O[VILIS rs EEN All Time PR Card Production Record Month: 18,960 cards YTD: 61,879 cards Denise Bowyer EEGEN — ЕИ 3 Category A No. Cards SGA Category A No. Cards SGA Category 1. Malka Arony 2,169 HO LA/Hartman *1. Malka Arony 16,665 HO LA/Hartman | 2. Shannon Walker 1915. Altig-Orlovie 72. Mark Gagliardi 14,808 Jatoft-Foti | { Ms opi TH on Wer 3. Larry Lozano 1517 Jatoft-Foti 3. Renee Flannery 12743 Surace-Smith ? š 4. Charles Hill 1451 Jatoft-Foti 4, Larry Lozano 12,096. Jatofi-Foti M 5. Timothy Farr 1,319 Paul Rumbuc 5. Timothy Farr 11,259 Раш Rumbuc m Category B No. Cards SGA Category B No, Cards SGA 1. Laurie Onasch 2,619 Manonc/Alt.-Orl. "з. Robin Andrade 11,325 HOMA 2. Sara Thrailkille 2,427 Steve Greer *2. Laurie Onasch 9,956 Manone/Alt.-Orl, 3. AI Wall 1918 Josh Chalom 3. Paul Winslow 334 HO St. Louis Category B: 4. Manon Brulotte 1609 Alt-OcL-Lyse 4, AL Wall 8439 Josh Chalom 5. John Keliher 1,518 HO Georgia 5. Vivian Dwyer 7,611 ` Alt-Orl.-Hay/Bitman. БОВЕ Sus Thruillille MM s (ae eee Menomonee Falls, WI Houston, TX Month: 55 groups Vivian Dwyer YTD: 136 groups Kenneth Altizer | Category C Groups SGA Category < Groupa SGA 1. Susan Fuldauer 7 Mark Hancock . Richard Case 49 — Surace-Smith ( mm С: 2. William Slocum 6 Durhon Oldham. "2. Kenneth Altizer 38 Mare Morton | 3. Brett Hulme 6 ` HO Georgia 3. Susan Fuldauer 35 ` Mark Hancock | I - 5 4. Jerry Hartnett 34 ` Surace-Smith Susan Fuldauer Pere Se 5 5. John Wagner 26 Steve Jakubczak |

в | Indianapolis IN

Category А = SGA categories one and nwo. Category B = SGA categories thre, fou, five, ix, seven, and eight. Category C = Top number of group credits signed from ай SGA categories. Public Relations Manager selection guidelines for recognition in the Spot are as follows: Mut Bree o PR Representatives coded and жен all production requirements. Also, please note, the number of leads will be used to break a tie in Category С.

20 Spotlight July 2007 Ш Right Now! Spotlight July 2007 Ш Right Now! 21

Contributions

American Income & National Income

* Donated $25,000 to Campaign for Americas Future.

> Contributed $4,000 to the Graphic Communication Conference for an ad in the Graphic Communicator.

+ Presented $20,000 to the Southwest Vaters Registration Education Project for the Latino Vote 2007 Banquet.

` Gave $5,000 to the Texas AFL-CIO Scholarship Fund.

+ Donated $5,000 to the Economic Policy Institute.

` Presented $25,000 to the Texas Democracy Foundation in support of B's Birthday Bash.

> Gave $5,000 to Jobs with Justice for the next Jobs with Justice National Conference

` Donated $5,000 to the NAACP.

` Gave 83,500 to The Newspaper Guild Freedom Award Fund.

The Altig-Orlovic Agency

* Donated $500 to Conseil régional de la ЕТО du Montréal métropolitain for the 2007 Montreal Labour Council Contributed $500 to the Fox Solidaires FTQ for the 10th Anniversary of the Federation of Labour Choir. Gave $500 to the Montana AFL-CIO for the state convention, Presented $700 to the Mabo AFL-CIO for the annual state convention, Contributed $1,000 to the North Dakota AFL-CIO for a scholarship to the Rocky Mountain Labor College. Donated $500 to the Ontario Primary Forestry Council for their annual conference. ` Gave $500 to Labor Education and Research fora a scholarship, Donated $947.90 to IEN for theif Conference. Presented $1,400

Association for Aker wert

B date TUAC 500 for their annual golf.

inted $500 to MGEU for the MGEU Ом innual Golf Tournament. * Gave $500 to Winnipeg Labour Council fo “Mayworks Picnic. * Donated $500 to АМ Local 282 л: h + Contributed $500 to Сагрепі оса! 112 t scholarship golf tourname

MONETARY DONATIONS

‘The Mark Hancock Agency

+ Contributed $400 to the Central Indiana Labor Council for the United Way of Central Indiana Annual Golf Tournament. The Jatoft-Foti Agency > Gave $300 to the 23rd Annual Teamsters Assistance Program. > Donated $250 to the San Joaguin & Calaveras Counties’ Central Labor Council for their golf tournament. > Gave $162.36 to the Fast Bay Chapter for an auction prize. > Contributed $140 to the Central California USBC Association for а book ad. > Donated $64.93 to the Central Valley Teamsters for a picnic raffle prize. > Gave $149.30 to SEIU 1021 for their local meeting. Presented $1,050 to the Sam Mateo CLC for the 2800 Annual COPE Banquet. Contributed $553.69 to the Sequoia Chapter for their meeting and golf tournament. Donated $100 to APWU Local 66 for a golf tournames sponsorship. ` Gave $285 to the UA Shoot for a rafile prize. Presented $204.93 to the Mount Diabla chapter meeting and * Contributed $100 to prize at their picnic.

wwe $50 to UAW 1050 for their 30th Annual Family Picnic. $100. 10JBT Locil 52 "the Dennis Vadini Golf —

B to the Tri-County Regional Labor Council se Raffle. Total $112,983.11

FROM THE DESK О!

Joe Gordian

The ABCs of Recruiting

1с is both my honor and privilege to have this opportunity to speak to all of you regarding a subject that is close to my heart: recruiting, Recruiting is a critical source for the future success of our company. Production, retention, growth — all of the key success measures of our business do not occur without a robust and dynamic recruiting effort. That is why I have titled this article "The ABC's of Recruiting".

When we started learning in grade school, we began with our ABCs, They served as the building blocks to our ability to read, write, develop language skills, and ultimately pursue a variety of endeavors that manifest satisfaction and personal achievement.

In our industry, as is the case with many industries, it all starts with recruiting. Recruiting is the building block upon which all of our other key functions are built, We serve our clients with individuals whom we recruit. We cannot grow as a company without. recruiting; we cannot serve working families without recruiting. Recruiting and the manner in which we conduct it will continue to define who we are as a company.

Now, those of you who have a background in sales know that the ABC's of sales are defined as: “Always Be Closing" That is the mantra upon which thousands of sales organizations are built.

1 want to slightly adjust that slogan to fit the needs of our organization and remind all members of our team whether you are managers, directors, state directors, or

any member of the AIL/NILICO team that we must “Always Be Recruiting!”

Recruiting is the foundation of our success and as we build that foundation strong, it will be reflected throughout our company. ‘Therefore, never hesitate to take an opportunity to attract an individual who you believe would be an asset to our company, Our future is tied together and we must always think in terms of what is best for the organization that unites us,

Over the next several months, the National Recruiting ‘Team will be rolling out several new initiatives designed for us to attract and retain the best talent possible, ‘These initiatives are all designed to grow our company in all of the key areas through which we define success.

However, I want to emphasize that every single one of you is a member of the AIL/NILICÓ recruiting team! I will always be here to listen, learn, and act on ideas and recommendations that come from each of you. Never hesitate to contact me or share ideas that you believe will make a difference.

Our goal is to build the best organization possible; one in which we all share. We all have a role to

play! Before I close, I want to thank all of you who contribute to our overall success as an organization on a daily basis.

1 want to remind all of you as your first grade teacher probably did years ago: "Never forget your ABC's...” and "Always Be Recruiting!"

Spotlight July 2007 Ш Right Now! 23

The meeting's at 9am sharp.

Don't forget the sunblock.

Puerto Rico — Get on Island Time. ріст: 2 NO

2008 Convention: May 15-18, 2008 For complete Convention Qualifications. go to www.ailife.com/agency/spotlight/maingtl.htm.

Sara Thrailkille non Brulotte

Timothy Farr Bennie Billie Darrell Dorey JD Bedford Brenda DiSomma Cynthia La Denis St. Pierre Malka Arony Mark Gag АМИ Larry Kathleen 1 Vivian Dw Paul Wi Renee Planner Jorge Ramirez Nathan Cook Brett Hulme Richard Case Mexis Mathis Robin Andrade Spano Alina Latinsky Susan Fuldauer Jenny Willian Jacqueline de Charles Hill James Clark. Brett Neal John Wagn Shannon Walker Kenneth Altizer Jerry Hartnett Glen Morrison. Daryl Barnett Irene Rury Susan Pate Barbara Ks Randy Stockley George Farenthotd Catherine Briggle Linda Melton Brenda Stipanovich Erin McK Mary Hinterberger Sandra Johnson Donald Spohn Krissa Hensley Rachelle Valdez

Spotlight July 2007 Right Now!

JANUARY FEBRUARY MARCH APRIL

MAY

JUNE

JULY AUGUST SEPTEMBER OCTOBER NOVEMBER DECEMBER

$34,691.79

$2,376.75 William $140.50 $2,341.13 David Blaisdell $127.50 $2,198.27 Bill Verbeten $127.50 $1,989.00 Richard Suarato $121.88 $1,834.40 Jennifer Chetwynd $112.50 $1,460.50 Mario Soljan $109.50 $1,266.50 Becky Cutler $109.50 $1,141.25 William Bell $100.00.

$992.50 Casandra Robinson. $89.00

$908.88. Elizabeth Farm. $84.00

$897.58 Heather Cowdrey-Murch. $81.00

$879.89 Amelia nzales $67.50

$865.71 Deborah French-Gorm: $56.00

8754.64 John Cozakas $55.50

$733.63 Anna Zakharova $54.50

$624.00 Marilyn Kohlhase $51.00

$621.00 $50.00

$612.00 $45.00

$586.50 " $42.00

$582.00 Michelk $39.00

$543.00 Orcherton $39.00

$533.50 Myrna Lyle $36.00

$527.60 Holly DiChi $34.50

$494.00 Janice Howard $34.00

$47.84 Stephanie Miller $30.00

$388.50 Nadine Boudreault $28.50

5382,00 Frances Christi $25.50

$379.50 Erica Dalager $23.51

$365.50 Carrie Ho $22.50

$360.64 Leo VanDen Bussche $22.50

$322.50 Cary Stidham $16.50

$274.19

5246.50

$244.50 о t al

$233.00

$226.50

$216.00

$210.75

$209.00

$201.00

$199.50.

$196.80

$184.50.

$184.50

$181.51

$179.50

$177.75

$176.00

$164.50

$153.00

$150.00

Jeff Ribman Hager Rana Sonny Gurney Jones Bley Wer Ward Scott Rehberg Alex Gonzales Sabrina Loyd Byron Paz

Susan Schreiber andy Teper David Solomonoy Some Cohen Chery Foi Rebeca Кек Nicholas Zangardi Miche Duplantis

Tiny Roland Kirk Kephy David Wn мема Mandel Forno Loveless Kim Burton. Joe Maia Philip Pra Nada King Steven DiChinw Банні Ham David Melchor Tim Mens Tony Мову Joshua Richt

Curt Snow Richard Refano

518,871.37 $15,697.93 $8,086.91, $7,905.05 3739128 3698786 3647468 5639.60 35981.94 $5,901.34 $5,874.42 $5,415.09 $5261.38 $4,718.00 $4,193.64 8442209 ара юз 3343695 53,707.06 $3,596.58 sana $3,386.95 $3,361.73 $3,335.31 $2,860.38 2,834.90 $2827.64 $2,708.94 $2,653.96 52,605.68 $2574.44 $2486.95 $2,472.67 $2413.19 $2,267.48

MGA Bonus

June Bonus Qualifiers Matthew Meliore maan Jim end 239645 Michael Quik $2,196.43 Marima Рысы 21700 DeMario Cooper 234574 Michael O'Rourke $2,112.55 Robert Shafer 205059 John McCreary $2,045.40 Beet бу sias Matthew Laughter 5199494 Dorin Oldham 5197808 Dess Hermosura $1978.00 Steven Engra $1,972.86 Lily Tehen $1,969.70 - Randolph Souben $1,855.86 Coney Neff. 5183615. "—— nana, Mack ee mn Darren Miler nas Frase ama $1616.22 Tim Cirk 1500.22 Sorana Blackfoot $1452.82 pom siamo Robert Dune. snas os Jis Dison sis; Лор ава! siae Rory Crockford Bansa Godley Varghese nanas Anthony Mutter $1076.68 Melanie Cohen nas Grant Sharp 3103753 Joha Colles m Megan Okon p Lens Най 393030 Steven asal эв Rick Mansfeld эз»

Spottight July 2007 8 Right Now!

$997.36 $409.98 snam 323529 37192 $713.64 870954 $705.61 $697.52 366656. 366226 566080. $543.68 352434 $466.22 $445.31 $441.07 $434.66, изп sins $315.84 $309.58 $180.17 mag

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Mie andes Michael O'Rourke nbn жеше

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mun sun KA mg KO mmm mm ma jur suas mn | usas mma | imas sm. smm was тюл

sasi

Suri Moana Steve Liberto Yvonne Hernandez Justen Mark Hari Hank Gordon Jule Well Bato Canons Lorena aree Roger Melon ‘Timothy Dawe Arthur Westergren James Larkin Fred mm Tamara Hames John ge Gordon Moor Dave Jackson Andra Perea Lindsay Bennett mm isha Murphy lay Roland Juss Tylor Truce бошу Shelly Mayhew Daniel Ваней Lacey Stoor Katherine Fallon тин John Cline Torch Vash

Reinstatement Bonus

June Bonus Qualifiers naa David Ackerman DCH Rom Ewen

$959.90 Chao Tang meet David Canet m tan Bedis $596.26 Karen Stowe $596.09 Mae Mcgee жэл ТТ $466.38 Wanda Darden тешу Phones 346120 Lin Roemer sean Nenor Aramayo 30605 Аша анын $426.00 Maro Payne san Jue Cerere Das ‘Max Qui вет Ronald Mars 529908 Teil Rone 28899 Sharon Nota sna Barmen Love 825575 remm 85530 Mark Coran 12055 Matthew Sommers s1950 Yvan Hber К Marco Chow s775 Maroa Dose sso

$167.28

$15624

915596

15350

Spotlight July 2007 Might Now!

85338 513906 53724 512873 812357 121,06 sssi $104.43 810401 $95.90 39300 mn $91.00 $85.13 38247

Retention Bonus

QUALIFIER QUALIFIER, Testen eeh кимеде Norman Hightower ры fg Timothy noian perd RH PC Ramin Maghsout Tavs Hieman Brock eat Pala ads Ber Feld Jonny Then Dod don. etn Sprague Kaz ben Cin Snow ‘Dwayne Powe ‘Rober ram Lorena tree Roger Bets Som Fonn Freda Yakubov nma Prece Sang Usando Gonzalez Crystal Reeves peri aa frank ends Nida ing San iex Gonzales Danny Wanda. Chaos Zwicker 2556) “rete Maton лий Moms Danie Роа ШТ noy Dawe Mim Shen Ruben Soberanes en Gg Bran Tmemary Dav Bosra EA Meta Meta Christopher Carter Timothy rate E sc Kevin Coleman Garten msn тормо Маз Mathew Gonzales ere Pereira nma acey Ste amen KE элеш Mar Sweet ‘my bolas ШЕ] Kenji Leonard Em Ronis Mars Chetan ards foam gäe a E мака fun David Popowiz sam EC Susan Johnston nana Gregory Simcor naan Randolph soulen, Shaw stone bei Greg Stewart [D | bie Kon Tun Robert Kanaan ams Aedo Porez dain Holoway mm» Pau Sama паа Mariela Achen Зита Turner fun» day Schechter YE] ‘asa Aula Zoe Noman Lew Wax | randon Coins Parco мольбу Prev Вто awa КО ‘Nanna Siler pr Sinn p ondacetngeton Tita Tucher шым ` Esc Cochon Oon Relin Maria роо eu Tier Simon Rd Krueger ote Geonjou Ern Daniel Jones Naera orar Peter La loma nmo Melna tont David Morton Yonne Hernandez nme Mathew ess Philip Curie Ka Pa Man Mone Herman Loran Ort Neon a EC SG engm nus Dowd Was Gurney Garet Kun nnas ` Sean Hal de Араатан Benjamin VanFossen was ` Kathy Сот Dares May Dustin tinged! телет ones ‘beta Fille i ien отону Engra Yevgeniy Kashi Wmd боны pm Voss as TioryVon Kany ec ‘Brenda Wallace Dwi Gamer John Heron Койма Spanos laeta Knight Gregory ae ias Ve Curtis Prose e Era уму McMeckan Vote Andre Dar оля кетей Greer aun Mooney KSC uas Denes Cart Rri Fernandez Fe яши Scot fenton abre Simus [d sou» Lesley Lancaster Aaron Gabe Vero Laa Sans Dol ation. Nan Gant Jamie Zeger ba ‘Bradley ampreier Anthony Bano Mex Gales. E Sutin Germany Michel ares — Sanos ятя Robert Drake Robert Dunn зетот ba Sami ds Kevin hae: Michael unde sana Pau Sandon Gregory yan Michael Мазь КЕ Stet Miam Doremus Theodore Greer йиз Sien Philp Anderson nada Andrade oan Ami Seat Stephen Hil Ananda hada EET] por Dana Beveridge Herman Fenn ERRI ‘Dawn Metin [o Dave Sonore здаю John меда dese Nepywoda Bradley cid эда Kee Jose Lopes ү Ata Saleh inen май обзет MichaelWashbum Lo Kalsi rece samt Laner Bowman David Ackerman suan Boger метит suns Darcie Cotes. Marc-Andre Boudreau ivan Water Doane suma Diane Robertson Rudi Camenzind лия каше Saboleva эши David Moore Mat Plueger ялам Jeph Мона suse Pichard Carer Daniel Phares june Danio Gommer яда Blake нука Ardley Elson пла pore sun» Mikene Linse Steven Dandrea пле Charles Rag simn tam Barker arry вок suwa Fara Baking эле Lindsay Bennet. onal Fiedlander Ka ‘thar Carer [7] ‘Angelina Thomas dames Schneider aan Michael оьте Элия Tom, Jeremy wen pae Jaana Jones fuus ome Bucher Keier паа Banca Dava b Mcrae о don Morgan D] [e por Baan fi

Spotlight July 2007 WI Right Now!