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VOLUME 7, ISSUE 51

Thursday, December 19, 2013 Merry Christmas and Happy Holidays to all

From Terie Bradford

Dear Field:

Thank you Benefit Counselors for your devotion to helping others without overselling.

Thank you Coordinators for your detailed approach to setting up groups and driving compliance.

Thank you Openers for the drops, dials, DMs and your dedication to being a professional.

You are all so dear and appreciated for all that you do.

Happy Holidays everyone!!!!!!!

From Trent Smith: It has been an absolute pleasure to work along side each of you over the past year. We are part of the greatest territory in the country and that is because each of you and your unique and valuable contributions. At this time of year when our thoughts turn to our family and loved ones I want to wish each of you a happy holiday season in the warm embrace of those you love. May you each be blessed with health, happiness, success and grati-tude for those gifts. We are looking forward to an amazing 2014!

From Heather Schoenwald:

Let there be peace on earth And let it begin with me. Let there be peace on earth The peace that was meant to be. With God as our Father Brothers all are we. Let me walk with my brother In perfect harmony.

Let peace begin with me Let this be the moment now. With every step i take Let this be my solemn vow. To take each moment And live each moment With peace eternally. Let there be peace on earth, And let it begin with me.

Thank you all for the hard work and dedication over the past year. We have built a great team and I look forward to a fantabulous 2014. Co-lonial 4 Life! Read more: Christmas Song - Let There Be Peace On Earth Lyrics | MetroLyrics

From Jennifer Nila: Merry Christmas to You and your loved ones!!!! As I will be stuffing myself with tamales, ham, chocolate goodies, ice cream, cookies, visiting with friends & family, and remi-niscing on the year, I will be professing my grati-tude for each of you. 2013 was a Great year in many ways and a tough year in other ways. Your persistence, tenacity, character and integrity are inspiring to me and I look forward to the 2014 year for all of us!!! Feliz Navidad!

From Marti Black: At this joyous time of year, I am grateful for working with all of you. Our territory is the best and it’s due to your amazing hard work, creativity, and dedication. I am personally grateful to you for your tremendous efforts, and I wish each and every one of you a rewarding, joyous new year spent with family and friends! Merry Christmas!

From Steve Polk: To our entire team and terri-tory - I would like to wish you all a very Merry Christmas and Happy Holidays. I would truly like to thank you all for your hard work, com-mitment, and dedication to the Colonial Life family that you are a part of. I take great pride in being part of our organization and in working with all of you. I’d like to take a moment to send our greatest respects for our men and women overseas in our Armed Forces that allow us the freedom to do what we do. I look forward to fin-ishing 2013 strong; we will have a record-breaking 2014 and I look forward to each of you being a part of that success.

Page 2

TERRITORY Calendar through 1/11/14

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

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Calendar: DECEMBER 20 2013 to JANUARY 11 2014

Sunday Monday Tuesday Wednesday Thursday Friday Saturday

1

2

3

4

5

6

7

8 9 10 11 12 13

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1 5

16 17

18

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20 STEVE IN LV Stephen PTO

Christmas Party: Both Territory Offices

21

2 2 23 STEVE IN LV

Office OPEN Stephen PTO Al Mamdani, 47, 11:00

24

Christmas Eve Office CLOSED

25

Christmas Holiday Office CLOSED

26 STEVE IN LV

Office OPEN Marti PTO Terie PTO Trent PTO Russell Brown, 10, 10:30

27 STEVE IN LV

Office OPEN Marti PTO Trent PTO

28

2 9 30 STEVE IN SD Terie PTO, Trent PTO, and Jennifer PTO

Office OPEN All-manager recruiting event at BOTH territory offices

31 STEVE IN SD New Year’s Eve

Office OPEN 4Q and 2013 end at 4 pm PT Terie PTO Trent PTO Jennifer PTO

January 1 New Year’s Holiday Office CLOSED

January 2 STEVE IN LV First Business Day of 2014

Office OPEN Terie PTO

January 3 STEVE IN LV Terie PTO

Office OPEN Gary Forbes 7, 2:00

January 4

J anuary 5 January 6 STEVE, Terie, and Trent all traveling to LDC as are many DGAs/PSMs

Office OPEN – regular Monday schedule

January 7 STEVE AT LDC Terie LDC Trent LDC Lorin Westlund, 10, 9:00 Derek Tenbrook, 35, 10:00 Benson Lim, 20, 11:00 Karla Modersitzki, 9, 2:00 Benson Lim, 290, 3:00 Gayle Marsh, 5, 3:00

January 8 STEVE AT LDC Terie LDC Trent LDC Derek Tenbrook, 40, 9:00 Lorin Westlund, 8 0, 11:30 Keith Ford, 25, 1:00 Liz Martin, 180, 2:00 Lorin Westlund, 1 29, 2:00 Lorin Westlund, 2 0, 2:00 Keith Ford, 8, 2:00

January 9 STEVE AT LDC Terie LDC Trent LDC Lorin Westlund, 60, 9:30 Lorin Westlund, 15, 10:00 Benson Lim, 3, 11:00 Richard Faller, 3, 12:00 Lorin Westlund, 50, 2:00 Travis Bonham, 10, 2:30

January 10 STEVE IN LV

January 11

Make sure your business is processed on time

Fourth Quarter Processing Deadlines

Manual business -- received by Monday, Dec. 23.

Clean electronic business -- received by 6 p.m. Tuesday, Dec. 31.

Clean census enrollment files -- received by 6 p.m. Friday, Dec. 27.

New business -- will continue to be processed until 7 p.m. on Tuesday, Dec. 31.

No compensation payment impacts.

4th quarter new contract submission -- Deadline is Friday Dec. 20 2013 (tomorrow) The last day to submit completed new producer and new manager contracts to count to-ward fourth quarter recruiting goals is Friday, Dec. 20. For the contract to be considered complete, the new producer or manager must have passed the market conduct test, have a license and background issues need to be explained, if applicable. We'll process con-tracts received after Friday, Dec. 20, in the order received, but this doesn't guarantee processing for fourth quarter. Please be aware that different jurisdictions have various turnaround times for background checks. For an easier, faster and paperless contracting system, visit the Online Contracting page. Review contracts submitted online 24/7 on your online dashboard.

Christmas -- Wednesday, Dec. 25

Sales reporting and Producer Scorecards for week-ending Saturday, Dec. 28, will be delivered Thursday, Jan. 2, 2014, and will reflect a five-day processing week.

Please be aware that delays in year-end processing could affect this delivery date.

Direct deposits will be Friday, Dec. 27.

Checks will be mailed Monday, Dec. 30.

New Year’s Day -- Wednesday, Jan. 1, 2014

Sales reporting and Producer Scorecards for week-ending Saturday, Jan. 4, 2014, will be delivered Thursday, Jan. 9, 2014, and will reflect a five-day processing week.

Please be aware that delays in year-end processing could affect this delivery date.

Direct deposits will be Thursday, Jan. 2, 2014.

Checks will be mailed Friday, Jan. 3, 2014.

Page 3

4 Q Business Processing Deadlines

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

The new Fast Forms tool provides a new and simpler way to complete new account and group product forms. No more paper, wet signatures or faxing. Forms that used to be only available on paper will now come in an electronic format.

Fast Forms allows you to:

Complete AIF and Flex Plan Supplemental Forms electronically.

Complete a single Group Master Application for all group products.

Complete paperwork and obtain signatures in person or remotely.

Electronically send completed paperwork to you, the account, home office, coordinator and broker with one push of a button.

Electronically store copies of completed & submitted paperwork.

In addition, upon submission of the Group Master Application, data will be automatically passed to Harmony and will enable group product setup. Manual versions of existing Group Master Appli-cations will be phased out during the first quarter of 2014. The new electronic forms will be available 24 hours a day through Propr, and will be accessi-ble from your laptop, smart phone or tablet. Look for training on Fast Forms on Propr soon, and get ready for Fast Forms in January!

Page 4

Get Ready for FAST FORMS!

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Page 5

December 2013 Broker Newsletter!

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Page 6

December 2013 Public Sector Newsletter!

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

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Beginning April 1, 2014

The rate increase of 18 percent on the 244 California-issued policies is neces-sary because of the escalating claims costs associated with the radiation/chemotherapy benefit.

Timeline

Salespeople letters for payroll ac-counts only -- begin mailing Jan. 6, 2014

Plan administrator letters -- begin mailing Jan. 13, 2014

Policyholder letters -- begin mail-ing Jan. 27, 2014

Rate increase effective date -- be-ginning April 1, 2014

NOTE: 161 of the 247 affected policies are on an individual bill-ing method.

Changes in supporting options for lower-cost options

If you have customers covered by our Cancer Response and Cancer Response Plus products, we’ve made a change in how we ask customers to work with us. In the policyholder rate increase letters, we now tell customers: “If you are inter-ested in considering our newest cancer policy or other options that are less sen-sitive to rising medical costs, please con-tact us at 800.325.4368 to discuss your options.”

Why change the process?

In the past, when a Cancer Response or Cancer Response Plus customer called our home office, the Contact Center would have provided a salesperson’s name and phone number and told the customer to contact that salesperson. However, placing the burden of having the customer connect with the sales rep-resentative wasn’t showing our custom-ers the best customer service.

New process

Now, the home office is responsible for both explaining the options available to customers and handling any paperwork or coverage decisions. After the home office service rep discusses options, pre-miums and claims considerations with the customer, the home office service rep mails a package to the policyholder to evaluate and select an option. The op-tions presented in the packet include:

Transfer to Cancer 1000

One product alternative of Level 4, same family type as current policy, initial diagnosis rider and progressive pay rider

Terminate unlimited radiation/chemo rider

This new procedure doesn’t apply to our Cancer Expense policyholders. The Con-tact Center will continue to direct those calls back to the salesperson to discuss transferring to the Cancer 1000 option.

Transfers to Cancer 1000

The new process described above does not prevent our agents from transferring an unlimited radiation/chemotherapy policyholder to Cancer 1000. This will require a manual application, and you should follow the guidelines referenced below. However, if the policyholder is currently Cancer Response or Response Plus you can simplify the process by requesting a packet and just having them sign the Cancer Policy Change Request Form for Option A, the one product al-ternative.

Guidelines

Payroll or non-payroll plan: If policy-holders originally purchased a payroll or non-payroll plan, we’ll allow a transfer to any level of the Cancer 1000 payroll plan, regardless of their attained age. We’ll also allow policy-holders with existing Specified Dis-ease, Initial Diagnosis and Progressive

Payment riders transfer options. Poli-cyholders may still pay for their poli-cies through payroll deduction or indi-vidual pay.

Attained age: If the policyholder’s cur-rent age exceeds the maximum issue age on Cancer 1000, we’ll still allow them to transfer to any level of the Cancer 1000 plan. We’ll handle this through a manual application process involving the Underwriting depart-ment.

Prior cancer claims: If one or more of the insureds have an active or prior cancer claim, it may be in their best interest to remain on their existing cov-erage even with the higher premium. However, we’ll allow policyholders to transfer to Cancer 1000 even though they don’t meet the underwriting guidelines for transferring their exist-ing coverage. Once policyholders transfer their existing coverage, they won’t be allowed to reinstate their original policy.

Manual AccHealth application: Sales-people need to complete a manual Ac-cHealth application as a transfer, indi-cate all replacement information and provide necessary forms.

Cancer Expense customer: If a Cancer Expense customer calls the Contact Center, we’ll provide them a local salesperson’s phone number to help the customer complete the required appli-cation and replacement forms. If the customer is unable to reach the sales-person, the home office will assist the customer.

Cancer Response customer: If a Can-cer Response customer calls the Con-tact Center, we’ll discuss the options available and mail them a package to complete and return to the Contact Center for processing.

Page 7

2014 Rate Increase for Cancer Response in CA

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Page 8

From Lisa Rehburg: DI in the Public Sector (p. 1 of 2)

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Page 9

From Lisa Rehburg: DI in the Public Sector (p. 2 of 2)

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Page 10

Electronic version of “Can You?” brochure

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Go digital with the "Can You" brochure In today's ever-changing world, more and more people have gone digital and prefer to conduct business by email, text and various other types of media. Many of you have asked for an offi-cial email piece to help with your prospecting efforts, and now it's here. We've created an email version of the "Can You" drop-off brochure so you and your reps have both a digital and print version of this prospecting tool.

The email version allows you and your reps to customize your information and that of the prospect. You can find the email version of the brochure on Propr by visiting the MarketingNOW website. Make sure to share this exciting new tool with your team.

ELECTRONIC TRADITIONAL

Page 11

Enrollment Preparations via “MarketingNOW”

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

All customizable with text AND

graphics!

Page 12

Deadline is Dec. 23 to order “Your Guide”

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

An updated version of the Guide to Health Care Re-form Pro-

visions will be avail-

able through

online or-dering

Dec. 23. The guide and a vari-ety of other health care

reform tools are located in the Health Care Re-

form Tool-box on Propr.

Page 13

Please RSVP for the San Diego TKO on January 19th

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

If you have not already done so, please send Marti Black an e-mail (to MBlack@ColonialLife.com) to RSVP for the 2014 TKO coming up in 8 weeks. We’ll be meeting at a location on the Las Vegas Strip:

Maggiano’s Little Italy Italian Restaurant

3200 Las Vegas Boulevard South

Suite 2144, Fashion Show Mall

Las Vegas, NV 89109

*Across from the main entrance to The Wynn, off Fashion Show*

Managers (DGAs, ADMs, and DDM) will gather at 8:30, meet from 9-12, and then lunch privately from 12-1.

The entire territory will then meet from 1-5; dinner (which will include the awards presentation ceremony) will start at 5:30.

Page 14

Please RSVP for the San Diego TKO on January 21st

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Hi everybody, if you have not already done so, please send me an email (SSims@ColonialLife.com) to RSVP for the 2014 TKO coming up in just six weeks.

We will be meeting at a central location:

Marriott's Courtyard San Diego Central

8651 Spectrum Center Boulevard

San Diego, CA 92123

(It’s between Balboa & Clairemont Mesa on the 163, right by the tall Sunroad Building)

Managers (DGAs, ADMs, and DDM) will gather at 8:30, meet from 9-12, and then lunch privately from 12-1.

The entire territory will then meet from 1-5; dinner (including the awards presentation ceremony) will start at 5:30.

Page 15

Again, congratulations to our top managers!

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Managers who have hit their 4th Quarter 2013 plans already:

DGA Jackie KohorstJackie KohorstJackie Kohorst—over 138% of plan so far!

DGA George SorrentinoGeorge SorrentinoGeorge Sorrentino—over 131% of plan so far!

PSM Jesse RenteriaJesse RenteriaJesse Renteria—over 128% of plan so far!

DGA Del DowneyDel DowneyDel Downey—over 127% of plan so far!

DGA Mike MinneyMike MinneyMike Minney—over 103% of plan so far!

ADM Cathy BuffoneCathy BuffoneCathy Buffone—over 229% of plan so far!

ADM Brian RoodBrian RoodBrian Rood—over 193% of plan so far!

ADM Del DowneyDel DowneyDel Downey—over 105% of plan so far!

Managers who have hit their 2013 Annual plans already:

DGA Jackie KohorstJackie KohorstJackie Kohorst—over 177% of plan so far!

DGA George SorrentinoGeorge SorrentinoGeorge Sorrentino—over 125% of plan so far!

DGA Del DowneyDel DowneyDel Downey—over 105% of plan so far!

ADM Brian RoodBrian RoodBrian Rood—over 121% of plan so far!

ADM Melissa CarrilloMelissa CarrilloMelissa Carrillo—over 118% of plan so far!

ADM Cathy BuffoneCathy BuffoneCathy Buffone—over 113% of plan

Managers who have surpassed Case Count Plan Goals:

DGA Julie AbarzuaJulie AbarzuaJulie Abarzua—4th Quarter & Annual Goals!

DGA Del DowneyDel DowneyDel Downey—4th Quarter Goal!

DGA Jackie KohorstJackie KohorstJackie Kohorst—4th Quarter & Annual Goals!

DDM Mike McCareyMike McCareyMike McCarey—4th Quarter & Annual Goals!

ADM Toni StacyToni StacyToni Stacy—4th Quarter Goal!

Managers who have surpassed Recruit Contract Goals:

DGA Julie AbarzuaJulie AbarzuaJulie Abarzua—4th Quarter & Annual Goals!

DGA Del DowneyDel DowneyDel Downey—4th Quarter & Annual Goals!

DGA Tom GallanisTom GallanisTom Gallanis—4th Quarter & Annual Goals!

DGA Andras GeszAndras GeszAndras Gesz—Annual Goal!

DGA Jackie KohorstJackie KohorstJackie Kohorst—4th Quarter & Annual Goals!

DGA Courtney McFarlandCourtney McFarlandCourtney McFarland—4th Qtr & Annual Goals!

DGA Rita OrnellasRita OrnellasRita Ornellas—4th Quarter & Annual Goals!

PSM Jesse RenteriaJesse RenteriaJesse Renteria—Annual Goal!

DGA George SorrentinoGeorge SorrentinoGeorge Sorrentino—4th Qtr & Annual Goals!

DGA Jeff WeltyJeff WeltyJeff Welty—Annual Goal!

DGA Lorin WestlundLorin WestlundLorin Westlund—Annual Goal!

Page 16

Top Producers, Week 50 2013 (p. 1 of 5)

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Opener of the Week, week 49: Brian Rood (Del Downey Dis-trict)

Benefits Counselor of the Week, week 49: Rodney Shepherd (Del Downey District)

Highest Number of Total Net Sales Credits for the Week, week 49: Brian Rood (Del Downey District)

New / Rookie Sales Representative of the Week, week 49: Greg Maher (Andras Gesz District)

Coordinator of the Week, week 49: Andrea Tierce (Del Downey District)

Assistant Manager of the Week, week 49: Brian Rood (Del Downey District)

District Manager of the Week, week 49: Del Downey (Temecula, California)

Welcome, New Sales RepresentativesWelcome, New Sales RepresentativesWelcome, New Sales Representatives———Week 49 2013Week 49 2013Week 49 2013

John Michael Buchanan (Del Downey District)

Dee Rachel Gomez (George Sorrentino District)

Kenneth Daryl Johnson (Julie Abarzua District)

Maston Taylor Thornton (Courtney McFarland District)

Thomas Alan Yatteau (Tom Gallanis District)

Page 17

Top Producers, Week 50 2013 (p. 2 of 5)

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Weekly Top 5 in Sales Credits Rank Agent Name District Weekly Sales Credits

1 ROOD, BRIAN CRAIG DOWNEY 88,316.53

2 MCCAREY, MICHAEL WAYNE DOWNEY 46,561.05

3 CROSBY, PETER MUZZY MINNEY 23,938.44

4 TIERCE, ANDREA MARIE DOWNEY 19,330.28

5 NORTHROP, NANCY MARIE GESZ 18,601.23

Weekly Top 5 in Net New Account Sales Premium Rank Agent Name District Weekly Sales Premium

1 MCCAREY, MICHAEL WAYNE DOWNEY $70,618.44

2 ROOD, BRIAN CRAIG DOWNEY $49,260.00

3 MAHER, GREGORY FRANCIS GESZ $26,630.88

4 PARKS, JOEL ABARZUA $17,067.00

5 DAY, RONALD E VARGASON $8,990.76

Weekly Top 5 in New & Rookie Sales Credits Rank Agent Name District Weekly Sales Credits

1 MAHER, GREGORY FRANCIS GESZ 15,645.71

2 BOYD, LEISA MARIE MINNEY 3,669.77

3 BALL, RENAE JO TERRITORY ENROLLMENT TEAM 2,285.04

4 BARNES, GLENDA YVETTE ABARZUA 1,942.18

5 JAFFE, SANDRA GAYLE MINNEY 1,898.07

Weekly Top 5 Districts in Area New Account Premium Rank District Manager Name Area Weekly Sales Premium

1 DOWNEY, DEL EUGENE TEMECULA, CA $121,616.52

2 GESZ, ANDRAS LAS VEGAS, NV $50,091.72

3 ABARZUA, JULIE HENDERSON, NV $23,745.96

4 KOHORST, JACQUELINE HENDERSON, NV $9,416.64

5 VARGASON, ANGELA KAY LAS VEGAS, NV $8,990.76

Page 18

Top Producers, Week 50 2013 (p. 3 of 5)

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Weekly Top 5 Openers

Rank Agent Name District Weekly Sales Credits

1 ROOD, BRIAN CRAIG DOWNEY 75,939.31

2 MCCAREY, MICHAEL WAYNE DOWNEY 46,561.05

3 CROSBY, PETER MUZZY MINNEY 20,941.64

4 MAHER, GREGORY FRANCIS GESZ 14,986.56

5 NORTHROP, NANCY MARIE GESZ 10,828.39

Weekly Top 5 Benefit Counselors

Rank Agent Name District Weekly Sales Credits

1 SHEPHERD, RODNEY BRYAN DOWNEY 8,894.50

2 GONG, RAYMOND KWOCKMAN TERRITORY ENROLLMENT TEAM 8,489.32

3 RAMIREZ, MARGARITA ALEJANDRA DOWNEY 7,945.18

4 KENCHEL, ROGER STUART TERRITORY ENROLLMENT TEAM 7,699.89

5 THUROW, EDWARD M. GESZ 7,455.51

Weekly Top 5 Coordinators

Rank Agent Name District Weekly Sales Credits

1 TIERCE, ANDREA MARIE DOWNEY 19,303.18

2 ROOD, BRIAN CRAIG DOWNEY 12,377.22

3 TRUMAN, TAMMY M. TERRITORY COORDINATOR 8,968.76

4 GESZ, JULIA GESZ 4,235.38

5 DUNHAM, KYM ELIZABETH RENTERIA 2,610.10

Page 19

Top Producers, Week 50 2013 (p. 4 of 5)

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Top Ten Reps YTD Net Sales CreditsTop Ten Reps YTD Net Sales Credits Rank Agent Name District Sales Credits

1 MCCAREY, MICHAEL WAYNE DOWNEY 1,215,654.14 2 BUFFONE, MARY CATHERINE RENTERIA 570,722.51 3 TIERCE, ANDREA MARIE DOWNEY 445,914.66 4 ROOD, BRIAN CRAIG DOWNEY 289,019.65 5 DUNHAM, KYM ELIZABETH RENTERIA 286,788.78 6 TRUMAN, TAMMY M TERRITORY COORDINATOR 267,686.49 7 SHEPHERD, RODNEY BRYAN DOWNEY 258,433.99 8 CROSBY, PETER MUZZY MINNEY 244,574.07 9 MCGLOTHEN, MARIA L. RENTERIA 237,376.92

10 NORTHROP, NANCY MARIE GESZ 232,635.02

Top Reps YTD New Account PremiumTop Reps YTD New Account Premium Rank Agent Name District Premium

1 MCCAREY, MICHAEL WAYNE DOWNEY $989,504.82 2 ROOD, BRIAN CRAIG DOWNEY $247,908.33 3 BUFFONE, MARY CATHERINE RENTERIA $246,719.08 4 MCGLOTHEN, MARIA L. RENTERIA $154,538.52 5 CARRILLO, MELISSA DEE SORRENTINO $130,312.96 6 RENTERIA, LISA BETH RENTERIA $93,165.60 7 DIMMICK, AMBER MARIE DOWNEY $87,709.20 8 PACK, WENDY DAWN RIFFEL $86,644.38 9 VALLE, LUIS RAFAEL DOWNEY $82,564.65

10 BAKER, PATTI JO GESZ $75,579.26

Top Reps YTD Case CountsTop Reps YTD Case Counts Rank Agent Name District Case Count

1 MCCAREY, MICHAEL WAYNE DOWNEY 19.00 2 (TIE) CARRILLO, MELISSA DEE SORRENTINO 9.00 2 (TIE) MCGLOTHEN, MARIA L. RENTERIA 9.00 2 (TIE) WELTY, BRETT JASON WELTY 9.00

5 BAKER, PATTI JO GESZ 8.00 6 ROOD, BRIAN CRAIG DOWNEY 7.50

7 (TIE) BUFFONE, MARY CATHERINE RENTERIA 7.00 7 (TIE) POLK, CHRISTINA DIANE TERRITORY ENROLLMENT TEAM 7.00 9 (TIE) MICHAEL-MARTIN, ELIZABETH ANN WESTLUND 6.00 9 (TIE) STACY, TONI ABARZUA 6.00

Page 20

Top Producers, Week 50 2013 (p. 5 of 5)

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Top Districts YTD New Account PremiumTop Districts YTD New Account Premium RankRank District ManagerDistrict Manager New Account PremiumNew Account Premium

1 DOWNEY, DEL EUGENE $1,177,367.50 2 RENTERIA, JUNIOR, JESSE JOHN $562,992.33 3 SORRENTINO, GEORGE MICHAEL $338,093.62 4 GESZ, ANDRAS $332,787.93 5 MINNEY, MICHAEL JAY $301,924.57 6 ABARZUA, JULIE $266,651.28 7 WESTLUND, LORIN KULM $212,708.21 8 KOHORST, JACQUELINE $200,923.56 9 WELTY, JEFFREY MICHAEL $200,096.83

10 MCFARLAND, COURTNEY JEANNE $170,432.61

Top Districts YTD Case CountTop Districts YTD Case Count RankRank District ManagerDistrict Manager Net YTD Case CountNet YTD Case Count

1 DOWNEY, DEL EUGENE 32 2 RENTERIA, JUNIOR, JESSE JOHN 27

3 (TIE) ABARZUA, JULIE 25 3 (TIE) GESZ, ANDRAS 25

5 WESTLUND, LORIN KULM 21 6 WELTY, JEFFREY MICHAEL 19.5 7 SORRENTINO, GEORGE MICHAEL 18 8 MINNEY, MICHAEL JAY 17

9 (TIE) MCFARLAND, COURTNEY JEANNE 10 9 (TIE) SMITH, TIMOTHY MITCHELL 10

Territory YTD StatisticsTerritory YTD Statistics New Account Premium $4,485,007.39

Total Sales Premium $13,306,778.65 New Cases 240.50

Broker Tiers 7 New Broker Contracts 48 YTD 2013 Contracts 193

Known Pending Contracts 8

Page 21

Leaders’ Conference Standings (p. 1 of 3)

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Twelve (12) LEADERS’ CONFERENCE QUALIFIERS (so far)!*

Cathy Buffone—in the category of Sales Representatives

Del Downey—in the category of District General Agents and Public Sector Managers

Kym Dunham—in the category of Benefits Counselors

Ray Gong—in the category of Benefits Counselors

Jackie Kohorst—in the category of District General Agents and Public Sector Managers

Mike McCarey—in the categories of Sales Representatives and Sales Represen-tatives (Number of New Accounts)

Margo Ramirez—in the category of Benefits Counselors

Brian Rood—in the category of Assistant Managers

Rodney Shepherd—in the category of Benefits Counselors

George Sorrentino—in the category of District General Agents and Public Sec-tor Managers

Andrea Tierce—in the categories of Sales Representatives and Coordinators

Tammy Truman—in the category of Coordinators

At least 5 others are very close!

* presumes personal and manager BQI ends 2013 at or above 75%!. As of 12/16/2103, 5:00 am PST

Page 22

Leaders’ Conference Standings (p. 2 of 3)

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Agency and Public Sector Channel Leaders’ Conference Standings as of 5 am PDT 12/16/2013

New and Rookie Sales Representatives -- Net Sales Credits

10: Ray Gong 26: Maria Gonzalez

New and Rookie Sales Representatives -- Number of New Accounts

45: Amber Dimmick 59: Gayle Marsh

Sales Representatives

7: Mike McCarey (already qualified) 110: Rodney Shepherd

23: Cathy Buffone (already qualified) 121: Peter Crosby

39: Andrea Tierce (already qualified) 128: Maria McGlothen

83: Kym Dunham 137: Nancy Northrop

99: Tammy Truman 139: Margo Ramirez

Sales Representatives -- Number of New Accounts

7: Mike McCarey (already qualified) 42: Maria McGlothen

38: Brett Welty

Sales Representatives -- Benefits Counselors (Enrollers)

5: Rodney Shepherd (already qualified) 64: Crystal Eckenroth

11: Margo Ramirez (already qualified) 66: Edwin Velasquez

16: Ray Gong (already qualified) 75: Joe Rubino

18: Kym Dunham (already qualified) 84: Jennifer Weller

43: Roger Kenchel

Sales Representatives -- Coordinators

2: Andrea Tierce (already qualified) 11: Tammy Truman (already qualified)

Manager Leaders’ Conference Standings Agency Development Managers

22: Brian Rood (already qualified) 69: Ernie Dobson

44: Melissa Carrillo

Public Sector Assistant Managers

49: Tony Thielges

District General Agents and Public Sector Managers

10: Jackie Kohorst (already qualified) 98: Mike Minney

33: George Sorrentino (already qualified) 155: Jesse Renteria

74: Del Downey (already qualified) 169: Andras Gesz

Territory Managers

26: Steve Polk

Page 23

Leaders’ Conference Standings (p. 3 of 3)

Southern Nevada\Hawai ’ i \San Diego Terr i tory Newslet ter

Manager President's Club Standings Agency Development Managers

31: Melissa Carrillo 39: Brian Rood

Public Sector Assistant Managers

38: Tony Thielges

District General Agents -- Small Office

21: Jackie Kohorst

District General Agents -- Medium Office

7: George Sorrentino 30: Andras Gesz

27: Mike Minney

District General Agents -- Large Office

26: Jeff Welty

District General Agents -- Premier Office

9: Del Downey

Public Sector Managers

9: Jesse Renteria

Territory Managers

21: Steve Polk

2013 Sales Representative Awards Hall of Fame

6: Mike McCarey

Sales Representative of the Year—Agency Channel

5: Mike McCarey 10: Cathy Buffone

Rookie Sales Representative of the Year—Agency Channel

7: Ray Gong 14: Maria Gonzalez

Founder’s Award: New Accounts—Agency Channel

7: Mike McCarey

Founder’s Award: New Account Sales Premium—Agency Channel

4: Mike McCarey

Benefits Counselor of the Year—Agency Channel

5: Rodney Shepherd 15: Ray Gong

11: Margo Ramirez 17: Kym Dunham

Coordinator of the Year—Agency Channel

2: Andrea Tierce 11: Tammy Truman

2013 Sales Manager Awards DGA Premier Office of the Year

9: Del Downey

DGA Medium Office of the Year

7: George Sorrentino

PSM People Development

5: Jesse Renteria

PSM Office of the Year

6: Jesse Renteria

TM Office of the Year

14: Steve Polk

Nevada: 10801 West Charleston Boulevard, Suite 125

Las Vegas, Nevada 89135-1214 702.861.1951

MBlack@ColonialLife.com

SoutherN Nevada / Hawai’ i / SAN DIEGO / Rivers ide / ImperIAL Terri tory

California:

10920 Via Frontera, Suite 440 San Diego, California 92127-1732

858.386.4452 SSims@ColonialLife.com

BELOW: Updated Territory Hard Calendar (up-to-date December 19, 2013)

COMING →→→→ ~MAY 1,

2014

Congratulations to everyone throughout the territory who has already surpassed the 10-K mark in 4-Q Net New Account Sales Premium: Through the 5) am PST Monday, December 16th, 25 people have broken the tape on this 10-K:

These twelve (12) people have written between $10,000 and $20,000 in Net New Account Sales Premium this quarter: Jesse Brown, Peter Crosby, Amber Dimmick, Keith Ford, Andras Gesz, Keith Hart, Leslie Mravinc, Wendy Pack, Cindy Paxton, Christina Polk, Toni Stacy, and Luis Valle

These seven (7) people have written between $20,000 and $50,000 in Net New Account Sales Premium this quarter: Del Downey, Jim Kistner, Greg Maher, Maria McGlothen, Xavier Serrano, George Sorrentino, and Brett Welty

These six (6) people have written more than $50,000 in Net New Ac-count Sales Premium this quarter: Cathy Buffone, Jackie Kohorst, Mike McCarey, Mike Minney, Lisa Renteria, and Brian Rood

Our goal, territory-wide, is 47 by December 31st. We need 22 more by the end of what is traditionally the busiest month of the year for our company and our industry! I STILL bet we can do it!

$10-K Producers-4Q-through Week 50