The news and ideas magazine for the Independent Agents of United American and First United American Life Insurance Companies

SEPTEMBER 2016

INSIDE: HOW TO QUALIFY FOR AWARD CLUBS OR TAKE IT TO THE

NEXT LEVEL

EDITORGay Falkowski

COPYWRITERLauren Suarez

JUNIOR COPYWRITERWhitney Hodgkins

CREATIVE LEADJohn Begg

EMAILeditor@torchmarkcorp.com

to update information for Summit or to submit news for the Editor’s page.

HOME OFFICE972-529-5085

FIRST UA315-451-7975

(Agent use only)

AGENT SERVICE CENTER 800-925-7355 or email

agencyservice@torchmarkcorp.com

WEBSITES unitedamerican.com

unitedamerican.com/logon firstunitedamerican.com

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Published regularly by United American and

First United American Life Insurance Companies for the dissemination of information to their Agents.

Prior permission must be obtained from the Home Office

for reproduction or other use of material herein.

REMINDER: TELE-UNDERWRITING OF UA AND FIRST UA LIFE POLICIES Use the tele-underwriting process when writing Final Expense Whole Life policies. For faster policy issue, call directly from your client’s home at the time of sale to complete the Quality Assurance Call (QAC).

Call: 866-412-8507Note: The Agent must make the call while in the applicant’s home. Do not give the toll-free number to the applicant to have him/her call at a later date.

Hours of Operation:7 a.m. to 9 p.m. Monday - Thursday7 a.m. to 8 p.m. Friday7 a.m. to 12 p.m. Saturday

Quality Assurance representatives will be available to take calls from applicants who are completing UA and First UA Final Expense Whole Life insurance applications (UL14 for UA, NYL14 for First UA) with their Agent. The tele-underwriting service applies to Final Expense only; it does not include the fully underwritten life insurance products or Medicare Supplement insurance products. The final decision to issue the business will still be made by Underwriting after the application and completed call is received in the Home Office.

STEP UP TO THE PLATE CONTEST WINNERS AT GLOBE LIFE PARKIt was a great night at Globe Life Park in Arlington, Texas, as Step up to the Plate Contest winners and their guests enjoyed a Texas Rangers game from the comfort of Torchmark Corporation’s all-inclusive suite.

ANNUITY RATEThe lifestyle annuity rate for September 2016 is 3 percent. We are not approved to sell the SPDA product in CO or NY.

STANDINGS (AS OF 09/16) FOR A NIGHT AT THE STAR WITH RANDY WHITEOnly the top five General Agents and top five Writing Agents will make it to The Star at the Dallas Cowboys world headquarters in Dallas, Texas, to meet football legend Randy White. The competition is heating up, with no time outs left in the game … Who will win this chance of a lifetime?

Rank General Agent Name Current Difference

1 Donna Ahlbum 100,272

2 James M Gray, Inc. 53,415

3 Senior Insurance Marketing Inc. 53,091

4 Nicholas Mangini 42,156

5 Deborah Lobdell 36,851

6 Paul Sheldon, CLU, CHFC 35,518

7 Gina Savage 32,650

8 Sara Finkelstein 31,320

9 Jordan Vickers 28,776

10 Michael Keith Stevens 27,832

11 IWill Advisors Inc. 25,291

12 Lisa Rosati 25,179

13 Erin Marketing, Inc. 19,820

14 Pete Hoyek 17,183

15 Mark Landis 16,613

16 Susan Hirsch 16,603

17 Centerstone Ins. & Fin. Svcs. 14,863

18 John Haug 14,590

19 Michael Lemar 14,325

20 Martin Shaw III 14,134

Rank Writing Agent Name Current Difference

1 Neill Aarons 32,040

2 Chad Spink 23,832

3 Gary Stuart Haft 23,616

4 Rosemary Mangini 21,312

5 Brigett Dega 19,150

6 Karla Blake 17,556

7 Julie Simon 17,555

8 Jeff David Hackmeier 17,037

9 Richard Greenberg 15,804

10 Renee Gorden 15,660

11 Christopher Nastanovich 14,590

12 Scott Verrier 14,280

13 Helene Gumora 13,927

14 Michelle Sydney Hilgendorf 13,640

15 Gary Kornbluh 13,584

16 Francine Barta 13,548

17 Jason Stevens 13,435

18 Joshua Schauermann 12,084

19 Mark Simpkins 11,583

20 Kevin Lawrence 11,249

2 SEPTEMBER 2016 DURING AEP

LEVEL UP DURING AEPI hope you enjoy reading Summit each month and find the articles and Company updates helpful. This magazine is just one of the vehicles we use to deliver information that could impact your career. When we learn about breaking news that could affect you right away, we send it to you in memos or emails so you can take immediate action if needed.

OUR EYES AND EARS IN THE FIELDJust the other day, we distributed a memo about an email scam in Florida. We wanted you to know as soon as possible in case you received calls from clients worried their policies would be canceled. (The fraudulent email said all Florida insurance policies were being canceled.) We were first notified of an alert from the Florida Office of Insurance Regulation by one of our attorneys based out of the Washington D.C. area.

While our legal team is extremely knowledgeable about all matters that might affect our business, we have experts especially attuned to Medicare issues and potential legislative changes on the horizon. That’s because we’ve been a long-standing part of the sub group working on Medicare Supplement insurance policy recommendations for the National Association of Insurance Commissioners, and participate in a Medicare Supplement Coalition in D.C. Our team is really on the front lines! We consider our team a valuable resource for bringing you fast, reliable information, especially as we approach the Annual Election Period (AEP), from October 15 to December 7.

To get industry news even faster on your own, we recommend subscribing online to a variety of news feeds and alerts offered by reputable organizations. Insurance Networking News at www.insurancenetworking.com, LifeHealthPro at www.LifeHealthPro.com, and AIS's Health Business Daily at www.aishealth.com are some of our favorites.

KNOWLEDGE IS POWER — AND MAYBE MORE INCOMEBe on the lookout for news about Medicare Advantage (MA) in your area (and notify us so we can alert Agents in other ZIP codes.) Disenrolled MA plan members could provide a landslide of new business opportunities for you during AEP, as you help those Seniors who want to return to Original Medicare and find a good Medicare Supplement insurance policy*. That’s exactly what happened to Stephen Maisto, one of our 2016 Eagles. He soared to Eagle status due to a terrific 2015 AEP. He tells all about it on page five of this issue.

Though Stephen’s rise was due in large part to his success in helping individuals who were dropped from their MA plan, anyone who has a terrific AEP for whatever reason can achieve rank or take it to the next level in our award clubs: Pacesetters Club, President’s Club, and Eagle Club. In case you’re new, or if you’ve forgotten what it takes to qualify for each level, we’ve included the requirements in this issue, along with some tips from training Director Rick Andriola on how to have your best AEP yet.

EARNING YOUR WINGSI recently sent some of our

club-level Agents copies of one of my favorite inspirational books, You Can’t Send a Duck to Eagle School by Mac Anderson. It’s a book about leadership, and it’s based on the idea if you want eagles on your team, you shouldn’t waste your time trying to turn ducks into eagles. Instead, recruit people who already have the motivation and drive to be eagles and then give them the training and tools they need to soar.

At UA and First UA, I know we’ve got many Agents in the field who are getting ready to spread their wings during AEP and beyond. We’ve got the products, tools, training, and support you need … the rest is up to you. I can’t wait to watch you soar!

Charles MankamyerPresident of General Agents*Remind prospects to retain all notices when dropped from their MA. The termination notice letter is

required for all involuntary terminations/non-renewals.

3 SEPTEMBER 2016 DURING AEP DURING AEP SEPTEMBER 2016 3

WELCOME TOUNITED AMERICANAbreu, EnriqueAdams, LaurenAlexander, JohnAlfonso, ReinaldoAlford, JulianAlliance, JamesAllsurance, LLCAlsobrook, JannaAmerican Health

UnderwritersAnderegg, RussellAnderson, ChaseAnderson, EdithAnderson, RichardAnderson, RozellAnnan, JohnAntonov, StephanieArdila, EdgarArdolino, PeterArmstrong, DeanArmstrong, GlendaAtkins, DouglasAuldridge, FondaAvila, San JuanaAyala-Valladares,

ZuelemaBain, BerthaBalani, DinoBanks, NathanielBaquero, JenniferBarber, KarenBarclay, RobertBardach, StanleyBarginear, MichelleBarsoum, JohnBattle, TijuanaBell, StevenBennett, BobbyBerson, RoniBittner, JamesBlack, RickyBlackford, RaymondBlalock-McFarlandBlanchard, RussellBlattman, MarleneBleicher, CynthiaBloom, TawnyBohus, ChrisBorenstein, FernandoBosley, WilliamBowerman, MeganBowman, JosephBrantley, JarisBrewer, DavidBrewster, ChristinaBrinkman, ElmerBrinkman, MichaelBritton, FloydBrosius, ChadBrown, DeniseBrown, RichardBrown, TimothyBurcham, StefanieBurke, GaryBurke, JohnBurtrum, DavidBush, DarylByrd, DwightCameron, LeilaCampbell, AmandaCampbell, CarmenCanoy, RichardCapozzoli, LindaCarrithers, RonaldCarter, Becky

CDA Insurance, LLCChapple, TokishaCharles, LouimaChen, PeggyChetwood, RositaChin, CherylChow, RolandClark Smith, NicholeClary, MackClock Insurance

& Financial Solutions, Inc.

Coblin, MicheleCoggins, BarbaraColeman, WilliamConley, RobertConrad, DavidConwell, TerriaCook, RondaCopeland, JohnCOR Insurance, LLCCornwell, SallyCorona, DouglasCothran, AnitaCovington, DonaldCowen, StewartCrain, RichardCrawford, OliviaCrimmins, GuadalupeCrimmins, TimothyCrossfield, GaryCruickshanks, JaneCunningham, JoshuaDanko, ThomasDarland, LisaDarling, TheodoreDavid, MichaelDavis, WillieDay, SunatreeDemarco, FrankDern, RichardDiego, FranciscaDiego, IvanDiego, JuanDiiulio, SaraDixon, JamesDorminey, ReneeDougherty, PhillipDrewery, TammiDuenas, DahilDuke, JosephDulac, DouglasDuncan, MartinDuplantis, GaryDurham, StephenDyer, AnnetteDyer, LeonEarl, RobertEast Coast Health

InsuranceEbbs, RichardEbert, JayEdwards, DeniseEl, ThomasElswick, LawrenceEnglish, MaryErvin, EddieEsberner, BernardEstime, CarolineFacciponti, AngeloFalconer, StevenFender Jr., JamesFenwick, MichaelFernandez, JimmyFigueroa, DarwinFirst Beneficial

Insurance Services

Flappan, KennethFleurizard, AdrienFloyd, DeborahFloyd, MelvinFloyd, PeggyFranks, JamesFranzoni, JeffreyFreed, EvaFreedom Insurance

Group, LLCFrench, ScottFrey, AshleyFuller, PaulaFulmer, FrankFulner, CharlesFultz, CleophasGaramella, FrancisGarcia, IsaacGarcia, IsabelGarcia, JimmyGarcia, JohnGarcia, ManuelaGarcia, RichardGarza, GracielaGarza, Roberto Jr.Geiger, ColleenGeisling, JamesGerling, GrantGershonowitz, GerardGibbons, KevinGibson, RenikaGimenez, CynthiaGinn, HaysGoebel, RichardGoldmann, GaryGoldstein, CarlottaGonsoulin, RobertGonzalez, AdolfoGonzalez, MariaGraham, DonnaGrandlienard, ChloeGrau, ManuelGraves, JosephGraw, RobertGraybill, DonaldGreen, Winfred Jr.Greenwood, Peter IIIGrimes, DustinGrosz, LucilleGrube, RandyGruetzmacher, WilliamGrunewald, BrendaGuerra, FrankieGuild, JamesGuillory, PatriciaGuy, MalindaGuzman, CesarHafif, IsaacHagman, KarlHale Johnson, RondaHall, HerbHarris, PeggyHaugan, AnthonyHausmann, JackHavens, JohnHayes, MicheleHein, AllanHerrejon, CarlosHerrejon, RhondaHerrick, JohnHerzog, LarryHiers, MarkHilf, MichaelHimmelstein, PaulHindman, RobertHinojosa, GeorgeHodgson, Michael

Hooker, MichaelHoward, MarkHubbard, JamesHughs, ThomasHugley, ByronHunt, MarkInsurance Sales

Force, Inc.International Business

Alliance & FundingIsbell, LeroyIsom, LarryJohnson, AngaliqueJohnson, BruceJohnson, JosephineJohnson, LarryJohnson, LucasJones, JackieJones, LeonardJunk, BenjaminKaiktsian, James Sr.Kane, MaxineKantor, EricKaranja, AndrewKayser, RobertKDS Financial CorpKell, DavidKellett, KevinKelly, KimKent, AndrewKester, WhitneyKilpatrick-Hall, MaryKing, NoraKirkham, RodneyKittok, Michael Jr.Knott, ElaineKopf, ShellyKornegay, SusanKothari, BharatKowalski, DanielKrams, SydneyLabarge, CherylLacki, DennisLacombe, MichaelLafalaise, PenuelLapp, DavidLara, JerryLaronge, SusanLaurent, DarleenLaurent, ShauntayLedvina, ErnestLee, SteveLehnartz, DavidLeitzel, JohnLewis, RobertLillard Jr., FredLlinas-Ochoa, ManuelaLlorens Insurance

Agency, Inc.Loewy, JackLopez, CrystalLopez, GerardoLopez, JudyLopez, RoumaladaLowe, MichaelLucas, JeffreyLuong, FrancesMackey, CharlesMacon, FerdinandMalone, SandraMangin, John Jr.Marinaccio, ThomasMarriott, DanielMartin, RobertMartin, TawnyaMartin, TimothyMartin, William

Maschino, BrianMaster Insurance

Services, Inc.Mata, MireyaMaybell, ChavounMcCabe, TimMcCandless, BruceMcConkey, MarkMcDowell, RobertMcElroy, WhitneyMcGee, PatrickMcGuigan, ShirleyMcHenry Jones, LaticiaMcKee, MichaelMcKissack, DavidMcLaren, RichardMcNeill, PorterMcWilliams, Albert Sr.Medsupps

Solutions, LLCMeidinger, RoseMendiola, MayMendoza, RolandMereigh-

Bradham, JuneMessenger, DarleneMeyer, TonyaMikenas, Leno Jr.Millard, JosephMiller, RobertMiranda, JoseluisMitchell, JoiMitchell, NicoleMohsenin, JalehMolina, Domingo Jr.Momeni, ConstanceMonroe, AnglenetteMora, JavierMorgan, VeldaMorris, GeraldMorris, StephenMorris, WayneMoss, BurtonMoyse, RalphMulder, ChristopherMullikin, KentMurray, ChrisMurray, ElijahNaclerio, RaymondNagy, MarkNalette, WilliamNannen, GeraldNavarrete-Gomez,

EduardoNejadeh, AlexanderNeveroski, JoannNgo, EricNice, MichelleNorquist, DesireeNorth Shore Insurance

Services, Inc.Olund, JimO’Malley, AustinOtto, LinusOverton, JaniceOwens, TimothyPatel, HimanshuPatriot Insurance

Partners, Inc.Patterson, LarryPedersen, LanePennix, JenninePercey, JonathonPereira-De-Andrade,

EdwinPerez, LinaPerhach, Bruce

Perry, TanyaPetty, MichaelPham, MinhPhillips, ArielPhillips, JoycePhipps, NealPoe, ChristyProps, DavidPurvis, CeliaQuade, LauraQuinn, MakebaRachel, JamesRaffield, John IVRagsdale, KenRagsdale, ThomasRamirez, ArnoldRamirez, RosalindaRamos, WilbertReal, ArielRedfield

Enterprises, LLCRegan, StephanieReid, JamesReitler, RobertRepass, FloydReppuhn, KevinRichardson, ErmaRichardson, MichaelRiddle, CliftonRiggs, GregoryRobert Tison &

Associates, Inc.Roberts, AlRobinson, GregoryRoddy, PaulaRoedel, AshtonRoettger, DeanRogan, TimothyRogers, GordonRogers, TonySachs, ColinSaenz, HectorSaenz, MicaelaSaenz, RobertSage Insurance

Agency, LLCSaho Sanyang, HaddySainz, Vidal Jr.Salas, Frank Jr.Salcedo, JoseSaldana, RachelSanchez, TomasSandroni, AnthonySauls, BrianSawyer, KennethSaylor, NathanScheid, PeterSchlesinger, MelSchliessman, GarySchoenthal, CharlesSchwertmann, TimothySegal, MartinSelover, KaySeneca, VictorSenn, ScottShankle, DemikelSharp, RonnieShavers, MaryShaw, WallyShefferly, BrianShelton, JeffreyShepard, EricShepherd, GeorgeShields Brokerage, Inc.Shuster, AlanSicilia, StevenSigler, Kenneth

Silverstein, MarkSingh, DennisSivertson, SidneySmeltser, DavidSmith, DixieSmith, JenniferSmith, StewartSofia Jr., SalvatoreStackhouse, StuartSteemken, JamieStein, DavidStevens, ScottStewart, PatriciaStocks, JeromeStone, DebraStott, LelandStructured

Benefits, LLCStuart, RevaeSwanson, Bennie IITalpur, MaqboolTaylor, DewandTaylor, ShawnTerenzio, KristyTerry, MarkThe Karo Group, LLCThe Sun Atlantic

Advisory Group, Inc.Thurston, BryanTomsky, AndrewTool, TriciaTreto, EvaTri-County General Ins

AgencyTrinh, KimTroutman, NannetteTrowbridge, LorenTurner, HarryTurner, JohnTurner, MichaelTurner, Arvin-

Michael Sr.Tuttle, GaryTyrrell, GeneVallecillo, MarioVan Sice, CaseyVandenberg, DonVandertoll, ShanaVela, CarlaVelieri, SusanVictor, DavidVoelker, JosephWain, JohnWamsley, YvonneWard, DavidWeaver, RyanWeber, DebraWeigel, GeraldWeinzoff, CraigWestenburg, SondraWestlake, BruceWhitesel, JamesWilliams, DonaldWilliams, StephenWilliams, TimWillis III, JamesWilson, DonaldWinfree, DeborahWinkler, MichaelWinn, WilliamWolf, MarkWolfe, DavidWollard, LoriWomer, DianeWong, RholanWooden, JodyWoods, Deejay

Wrench, RhondaWright, CharlesWright, CraigWright, Harry Jr.Yarborough, NellYau, Shyue-JyhZeigler, CynthiaZernick, BrettZiemer, GeorgeZoghby, Dolores

FIRST UNITED AMERICANBattaglia, NicholasBilling, KirpalBlair-Scott, CarlineBrionte, DominicBrownstein, PhilipCandelaria, YolandaCianchetti, JosephCrittenden, JerryDunston, SonyaEaston, MichelleEhrman, PaulEnlightenment Ins Agency, Inc.Evans, RoseFalco, MaryFrancisco, RachelGaczewski, Richard Jr.Garvin & Co., LtdGastwirth, DavidGawel, MichaelGeras, StevenGiglio, JosephHaq, SyedHarris, JohnHart, TishaIngangi, DavidJabouin, NadineJackson, LarryJones, William Jr.Kalia, ManmohanLoperfido, VictorLudwig, IreneMaisto, MaryMiller, GaryMiller, LawrenceNadel, PaulNessim, DanielO’Haver Financial, LLCPark, LisaPark, SamanthaReilly, StevenReyes, ModestoSadofsky, AnnScotto, ThomasSeto, ShekSeto, SusanSeyfried Caulo, KorneliaSpagnolo, DanielSpeller, LonnieThomas, TimothyTrotta, WilliamWang, WilliamWatkins, MelissaWebb, GloriaWills, DebraWolffe, SanfordWorldwide Consulting

Services, Inc.Wu, DennyYFSN, LLC

4 SEPTEMBER 2016 DURING AEP

Every year since starting our business in 2009, we’ve looked forward to AEP as a time to continue building our book of business and to solidify our base. I only wish it came twice a year!

Then the AEP of 2015 happened.

In late September 2015, the provider of the largest Medicare Advantage (MA) plan on Long Island announced they would not offer their most popular plan for 2016. This plan was offered by a very recognizable insurance company and it was one that was synonymous with health care in our area. It was also the foundation of our business, particularly in the beginning years.

This particular MA plan started January 2011 as a $0 premium PPO plan with many extras including dental, eyewear, and hearing aid benefits, plus a gym membership. To make things even better, all of this was available with a $2,900 maximum out of pocket.

As time went on, the premium increased regularly, eventually settling at $71 per month. The extra benefits almost entirely disappeared, and the last year of operation was marked with a $4,500/$8,500 maximum out of pocket.

RISING TO THE CHALLENGEIn our early years this plan made up approximately 75 percent of our book of business. As the plan weakened, we looked for alternatives and became believers in the F+ plan (HDF in most states) from First United American.

So, when the MA plan’s demise was announced, we were faced with the enormous task of having to convert about 2,000 Agency clients to new plans … yes, 2,000 clients! This was most definitely a defining moment for our business, Senior Health Care Solutions. Without a plan and execution of that plan we could find ourselves with considerably less business and income than what we had when we started the AEP.

We were also struck by the fact that this seems to be the history of MA plans — they come in and out of the market and reduce benefits from their starting point. Realizing this, the first part of our strategy was to never let this happen again. We approached this as a conversion time from Medicare Advantage to Medicare Supplement insurance in general and the F+ (HDF) plan in particular.

SEIZING THE OPPORTUNITYAs we were considering our options, we also realized the opportunity for new business would be enormous as tens of thousands of people had to find a new landing place. This was important, as this opportunity and excitement tempered the enormity of the task we were undertaking. The situation that once looked bleak now had some real possibilities. At least that's what we told ourselves … and that was enough to get us going every day.

We started by staffing at three times our usual AEP levels. Then we reached out to this group of clients that needed a new plan. The advertising was targeted mainly

to educate clients on Medicare Supplement insurance plans, presenting what we felt were viable alternatives. In conjunction with this, we did direct mail to all our primary ZIP codes to attract new clients.

We were extremely concerned in the beginning, but thanks to our hard-working, dedicated staff and Jim Savo, Vice President, First United American Life Insurance Company and his staff, we were able to retain and switch 750 of our MA clients while adding an additional 200 new clients. Our Agents had similar percentages.

Organize, communicate and advertise.

In closing, my thanks to First United American for giving us a great option at a great price that allowed us to survive this situation. Now 85 percent of our business is on the Medicare Supplement insurance side, shared between Plan F, Plan N, and Plan F+ (HDF). We are a Medicare Supplement insurance company that will occasionally, if necessary, write an MA plan.

HOW I EARNED MY EAGLE’S WINGS DURING AEP

Stephen Maisto Senior Health Care Solutions

UA General Agent, 2016 Eagle

5 SEPTEMBER 2016 DURING AEP DURING AEP SEPTEMBER 2016 5

WHO CAN COMPETE?UA and First UA General Agents and Writing Agents

WHAT DOES IT TAKE TO QUALIFY?A minimum of $12,500 NAP increase over results from prior year period

HOW MANY WINNERS WILL THERE BE?10 Total - The Top 5 General Agents and Top 5 Writing Agents

WHAT’S THE PRIZE? A fun-filled trip to Dallas, Texas to enjoy a private event with football legend Randy White at The Star, Dallas Cowboys World Headquarters

A NIGHT AT THE STAR

WITHRANDY WHITE

Winners will enjoy drinks and appetizers with Randy and the opportunity to receive a personalized autograph from ‘the Manster’ himself! You may win one of the following for autographing: a football helmet, football, or the book Legends of the Dallas Cowboys. First place winners may choose their prize! After the mix and mingle with Randy, winners will be whisked away to an exclusive dinner hosted by Charles Mankamyer.

� Randy White is a policyholder and paid spokesperson for United American Insurance Company.

� Contest is for existing, appointed United American and First United American Agents.

� Only business issued within the contest period will count towards the incentive.

� Disability issued Medicare Supplement does not count toward incentive.

� Contest not available to Washington State Agents.

� Life premiums do not count towards incentive for New York Agents.

� The increase in issued premium must be at least $12,500 over results during the prior year’s period (July 27 – October 9, 2015).

� No guests or substitutes permitted.

�Winners must be 21 years of age or older to attend the payoff event.

� For each winner United American Insurance Company will pay for airfare to Dallas, a one-night stay at a hotel in the Dallas Metroplex chosen by UA, and breakfast.

� UA does not cover meals charged to the hotel and/or hotel incidentals.

� Transportation to and from the airport to the hotel and The Star will be covered.

� Flights will be scheduled by UA following the contest end.

� Prizes awarded pursuant to this incentive to eligible winners are not transferable, redeemable for cash, or exchangeable for any other prize.

� The NFL, Dallas Cowboys, Cody Monk, author of the book, Legends of the Dallas Cowboys, and The Star are not participants or sponsors of this contest.

FOOTBALL LEGEND RANDY WHITE WANTS TO MEET YOU AT THE STAR

SEE RANKINGS ON PAGE 2

CONTEST PERIOD: JULY 25 – OCTOBER 7, 2016

6 SEPTEMBER 2016 DURING AEP

EAGLES LANDin Sonoma Valley for Annual Meeting

Our Eagles flew to the heart of wine country and the world famous region of Sonoma Valley, California for their annual meeting in early August. As an added bonus, their stay coincided with ‘peak week’ in the region. Peak week is an especially exciting time at the wineries as the first grapes of the season arrive. The Eagles stayed at the luxurious Fairmont Sonoma Mission Inn & Spa.

Each year, UA and First UA Agents who have qualified for the Eagle Club also become part of an Agent Advisory Board that meets with Company leaders at a destination location. As you can see, the gathering also includes plenty of opportunity for fun and adventure ….

The Eagles and their guests gather for a wine country tour, from L to R:

Eagle Stephen Maisto, Susan Maisto, Eagle Ray Stevens, Sandra Stevens,

Eagle William Borosak, Bernadette Borosak, Michele Mankamyer, Charles Mankamyer, Eagle Catherine Hatton, Diane Whittaker,

Eagle Mark Graham, Alissa Ahlbum, Eagle Devin Barta, Angelic Carrasquillo,

Eagle Tim Ahlbum.

Michele and Charles Mankamyer welcome the Eagles and their

guests to Napa Valley.

Bernadette and William Borosak toast to continued success.

Eagle Catherine Hatton and her sister, Diane Whittaker are

happy to be here.

All aboard! Destination Napa Valley vineyards.

The valley views are especially good during peak week.

7 SEPTEMBER 2016 DURING AEP DURING AEP SEPTEMBER 2016 7

A SUCCESSFUL ANNUAL ELECTION PERIOD CAN HELP YOU CLIMB TO THE NEXT AWARD LEVELFor the Agent who sells Medicare Supplement insurance, AEP offers the greatest opportunity to boost your production to new heights. You may even soar to Eagle status – the highest award level at UA and First UA. While you should aim for the stars, a good AEP season might also earn your way into the President’s or Pacesetters Club, award levels that also bring recognition to stellar achievement.

As many of you know, AEP is the time Medicare Advantage enrollees can return to Original Medicare. It’s also the time you can move these people into a Medicare Supplement insurance policy that is guaranteed renewable, and offers them the freedom to choose any hospital, any doctor, and any specialist nationwide that accepts Medicare. UA has been an A+ rated carrier for 40 consecutive years and First UA has been an A+ rated carrier for more than 25 consecutive years, an added bonus to build trust and confidence with your prospects*.

There are many different avenues you can take to generate business, but first ask yourself, “What do you like to do?”

*According to A.M. Best as of 06/16

HERE ARE SEVERAL IDEAS FROM UA AND FIRST UA TRAINING DIRECTOR RICK ANDRIOLA:

BRAND YOURSELF

Go online and browse through our preapproved marketing material.

• Contact your doctor’s office and ask about leaving branded Medicare Supplement insurance information and marketing material in the waiting room.

• Ask your doctor for referrals to other doctors and make the same request with them.

• Place the information on community information boards at grocery stores, local convenience stores, and Senior housing complexes.

• Run small ads in the local paper. If you do it on a consistent basis leading up to AEP, it will also help you build your brand.

• Include your information in a coupon bundling service, such as Valpak.

RUN INFORMATION SEMINARS

• Reserve in advance a time and space at libraries, Senior housing centers, or even at a local hotel.

• Use our PowerPoint located in our AdCatalog for a powerful and professional presentation.

• To help fill the venue, offer our no-cost Accidental Death Policy as an incentive to attend.

• When offering our Accidental Death Policy, we suggest having the policy mailed to you for delivery; this will give you a second opportunity to speak with your prospects.

DO A DIRECT LEAD MAILER

Consider using the following criteria for this mailing:

• 64 ½ -69 year olds

• Income to fit your market: example $40,000 income or higher

• No P.O. Boxes

• Females in household, or couples

• Start early to reserve your preferred ZIP codes

• If you are new to Medicare, take the time to review the material, because when you know – and you know you know – confidence replaces fear.

These are just a few ideas to get started. Be creative. Start planning now so you won’t be left behind during this

most wonderful time of the year. If you have questions please contact Agency Service at 1-800-925-7355 or email them at

agencyservice@torchmarkcorp.com.

At UA and First UA we are committed to helping you reach even greater heights, and not only recognize your achievements but also directly reward your performance. For more information on clubs and awards, visit UA Agency Online. But here’s a brief look at what it takes to …

MAKE IT INTO THE CLUB

EAGLE CLUBThe top 10 General Agents can earn membership

in the elite Eagle Club. Company-direct contracted Agents (any level) who produce $750,000 or more in NAIP and 70 percent

persistency may qualify for the Eagle Club.

PRESIDENT’S CLUBAll General Agents and Agencies can earn

membership in this prestigious club by achieving $350,000 in NAIP for 2016.

PACESETTERS CLUBBe a Pacesetter. The top 30 Writing Agents earn

membership in this production club, ranked 1 to 30 based on achieving the highest NAIP in 2016.

Ride the currents of AEP and get ready to soar!

* Non-standard/Disability Medicare Supplement insurance policies are not counted. Check the Agency website for production requirements.

8 SEPTEMBER 2016 DURING AEP DURING AEP SEPTEMBER 2016 9

Eagles Club is an elite group of Agency leaders representing the best of United American and First United American.

Through August 2016, these top producing General Agents and Agencies have the highest net combined annualized premium. Agents/Agencies producing $350,000 or more in NAP will qualify for club membership and receive an award at convention; the top 10 will have their photo on the wall at the Home Office.

Through August 2016, these top producing General Agents and Agencies have the highest net life annualized premium.

Through August 2016, these top producing Writing Agents have the highest net life annualized premium.

Through August 2016, these top producing Writing Agents have the highest net combined annualized premium.

2016 EAGLES

PRESIDENT'S CLUB TOP 30 LIFE GENERAL AGENTS

PACESETTERS CLUB TOP 30 LIFE WRITING AGENTS

#1

#2

#3

#4

#5

#1

#2

#3

#4

#5

Jon Ahlbum The Ahlbum Insurance

Group, Inc. $3,130,354

Mike Lemar Sunshine State Agency

$1,170,833

Catherine Hatton Long Island Insurance

Solutions $1,107,956

William Borosak Jr. Secure Financial

Group, LLC $1,010,315

Tim Ahlbum Health Coverage

Solutions $910,269

Mark Graham AmeriLife $749,943

Edward Shackelford The Assurance

Group, Inc. $675,930

Ray Stevens Stevens & Associates

Insurance Agency, Inc. $622,421

Devin Barta Barta Insurance Agency

$617,513

Stephen Maisto Senior Health Solutions

$284,205

AGENT NAME AGENC YYTD PRODUCTION

1 Donna Ahlbum The Ahlbum Insurance Group, Inc. $849,958

2 Paul Sheldon, CLU, ChFC Paul Sheldon Insurance & Benefits Planning $528,578

3 Ron Concklin Rosenberg-Concklin, Inc. $509,016

4 Christopher Graham, CLU Graham Financial Group, Inc. $407,073

5 Kerry Sachs Secure Retirement Solutions, Inc. $406,534

6 John Clark Senior Solutions Insurance Agency $406,181

7 Scott Mednick Professional Insurance Systems of Florida $379,547

8 Lisa Rosati Rosati Insurance Agency $329,225

9 Robert Wroblewski SOS Insurance Group $299,222

10 Scott Schwartz Insurance Protection Services $258,518

11 Loren Olguin Olguin Insurance Agency $228,075

12 Vincent Abbatiello Mainstay Retirement Solutions $182,708

13 American Eagle Consultants, Inc. $179,314

14 Gina Savage Savage Insurance Agency $173,920

15 Edward Catron Catron Insurance Agency $168,490

16 Shawn Schroeder Jack Schroeder & Associates, Inc. $166,806

17 Richard Schwartz Insurance Center of S. Florida $165,669

18 Centerstone Insurance & Financial Svcs. $163,271

19 Pierre Abadjian Abadjian Insurance Group $158,607

20 Brian Gilbert Gilbert Insurance Agency $157,157

21 Futurity First Insurance Group, Inc. $140,831

22 Joseph Maisonet Maisonet Insurance Agency $137,489

23 Jackson Edwards IV Edwards Insurance Agency $137,470

24 Peter Gelbwaks Gelbwaks Executive Marketing Corp. $137,362

25 Valerie Bahlkow Bahlkow Insurance Agency $130,391

26 Professional Group Plans, Inc. $129,211

27 Bryan Wiedersum Wiedersum Insurance Agency $127,008

28 Cesar Chacon The Insurance Hub $125,899

29 Kenneth Lepage Jr. Lepage Insurance Agency $121,043

30 Joseph Jaffe Jaffe Insurance Agency $120,790

AGENT NAMEYTD PRODUCTION

1 Paul Sheldon, CLU, ChFC $527,506

2 Tim Ahlbum $358,412

3 Scott Schwartz $258,518

4 Kerry Sachs $232,073

5 Ray Stevens $195,324

6 Lisa Rosati $190,333

7 Jason Stevens $183,499

8 Mark Hargis $179,378

9 Christopher Graham, CLU $172,445

10 Glenn Ripoll $162,312

11 Eugene Ranney $160,776

12 Brian Gilbert $160,001

13 Jon Ahlbum $134,439

14 Bryan Wiedersum $127,008

15 Stephen Maisto $124,877

16 Xiomara Ottovegio $120,648

17 Joseph Jaffe $118,306

18 Vincent Abbatiello $118,107

19 Devin Barta $118,103

20 Dexter Saylor $116,846

21 Beverly Kingsley $114,014

22 Valerie Bahlkow $108,287

23 Gina Savage $106,712

24 Kevin Lawrence $103,891

25 Nicholas Mangini $101,615

26 Neill Aarons $96,852

27 Gary Kempler $96,731

28 Jackson Edwards IV $94,942

29 Joseph Kirby $93,792

30 Aaron Gordon $85,232

AGENT NAME AGENC Y

1 Mike Stevens Farm & Ranch Healthcare, Inc.

2 Joseph Iannelli Iannelli Insurance Agency

3 Mark Graham AmeriLife

4 Catherine Hatton Long Island Insurance Solutions

5 Gilbert Williams Williams Insurance Agency

6 John Clark Senior Solutions Insurance Agency

7 Hulda Hicks Hicks Insurance Agency

8 Sylvan-James Associates, Inc.

9 John Barberan Barberan Insurance Agency

10 Alcoen & Associates, LLC

11 Scott Mednick Professional Insurance Systems of Florida

12 Shamseldin Omer Omer Insurance Agency

13 Richard Sakharoff Security Benefits Group, Inc.

14 William Masterson Masterson Insurance Agency

15 Susan Hirsch Hirsch Insurance Agency

16 Dorothy Jones Jones Insurance Agency

17 Everett Forney Forney Insurance Agency

18 Sheldon Reid Reid Insurance Agency

19 Daniel Dragan Dragan Insurance Agency

20 Benefit Plans of America, Inc.

21 Julio Alvarez Alvarez Insurance Agency

22 Raymond White Jr. White Insurance Agency

23 Ronald Woodlief Woodlief Insurance Agency

24 Elmer Garcia Garcia Insurance Agency

25 Robert Collins Collins Insurance Agency

26 Nur Ahmed Ahmed Insurance Agency

27 Elliot Ricks Ricks Insurance Agency

28 Mark Landis Metro Insurance & Financial Services

29 Jesse Brown Brown Insurance Agency

30 Eastway Ins Agency, Inc.

AGENT NAME

1 Mark Simpkins

2 Stephen Pilotti

3 Gilbert Williams

4 Julio Alvarez

5 Hulda Hicks

6 Randy Merrell

7 Richard Sakharoff

8 William Masterson

9 Benjamin Sulsky

10 Joe Gray

11 Regina Sakkal

12 Larry Brooks

13 Shirrlee Bays

14 Peter Gbongay

15 Raymond White Jr.

16 Ronald Woodlief

17 Elmer Garcia

18 Douglas McElroy

19 John Barberan

20 Elliot Ricks

21 Diana Ellison

22 Jesse Brown

23 Carl Smith Jr.

24 Mark Russell

25 Nathan Harber

26 Mahari McTier

27 Andrew Tanen

28 Archie Wilberforce

29 Michael Sosso

30 Mike Reddy, CLU, LUTCF

10 SEPTEMBER 2016 DURING AEP DURING AEP SEPTEMBER 2016 11

INTERCONTINENTAL CHICAGO MAGNIFICENT MILE

#UACONVENTION2017 JUNE 24-27, 2O17

WH

AT Y

OU

NEE

D T

O Q

UA

LIFY

IF

YO

U A

RE

A G

ENER

AL

AG

ENT:

MONTH LIFE ONLY HEALTH ONLY COMBINED

$180,000 NAP $350,000 NAP $350,000 NAP

JAN. $15,000 $29,167 $29,167

FEB. 30,000 58,333 58,333

MAR. 45,000 87,500 87,500

APR. 60,000 116,667 116,667

MAY 75,000 145,833 145,833

JUNE 90,000 175,000 175,000

JULY 105,000 204,167 204,167

AUG. 120,000 233,333 233,333

SEPT. 135,000 262,500 262,500

OCT. 150,000 291,667 291,667

NOV. 165,000 320,833 320,833

DEC. 180,000 350,000 350,000

WH

AT Y

OU

NEE

D T

O Q

UA

LIFY

IF

YO

U A

RE

A W

RIT

ING

AG

ENT:

MONTH LIFE ONLY HEALTH ONLY COMBINED

$100,000 NAP $150,000 NAP $150,000 NAP

JAN. $8,333 $12,500 $12,500

FEB. 16,667 25,000 25,000

MAR. 25,000 37,500 37,500

APR. 33,333 50,000 50,000

MAY 41,667 62,500 62,500

JUNE 50,000 75,000 75,000

JULY 58,333 87,500 87,500

AUG. 66,667 100,000 100,000

SEPT. 75,000 112,500 112,500

OCT. 83,333 125,000 125,000

NOV. 91,667 137,500 137,500

DEC. 100,000 150,000 150,000

Agents who contract after Feb. 1, are prorated for Convention qualification. For example, contract in March and the Agent life/health requirement is 10 months or $125,000 of combined NAP. Minimum NAP for an Agent who contracts in June is six months or $75,000 combined NAP. Agents must be contracted and produce at a six-month minimum

production level to be eligible for Convention. Non-standard (Disability) Medicare Supplement production will not count towards qualification for Convention, Awards or Club honors.

ARE YOU ON PACE TO JOIN US?