MAY 2018

JR. DIGITAL CONTENT CREATORMadilyn Alexander

CREATIVE LEADJohn Begg

GRAPHIC DESIGNERKate Timofeeva

EMAILeditor@torchmarkcorp.com

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

HOME OFFICE972-529-5085

GLOBE LIFE OF NEW YORK315-451-7975

(Agent use only) glnyagency@torchmarkcorp.com

AGENT SERVICE CENTER 800-925-7355 or email

agencyservice@torchmarkcorp.com

IGO E-APP® SUPPORT 214-740-2662

WEBSITES unitedamerican.com/logon (for Agents)

unitedamerican.com

office.globelifeofnewyork.com (for Agents) globelifeofnewyork.com

Published regularly by United American Insurance Company and

Globe Life Insurance Company of New York 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.

Agents mentioned in Summit will receive a print copy. All other copies are available on the General Agency sites.

NEW LIVE FLORIDA TRAINING SEMINARS!We’re excited to announce cities and dates for our first round of live training seminars in 2018!  Stay tuned for future communications with details on the locations and how to register. In the meantime, check your calendars and mark down “Free UA Training” – don’t miss out! Dates and cities are below; all sessions are free to attend and run 9 am – noon.

TRAINING IN ACTIONUA Regional Director, Joseph Stark holds a training seminar for 92 attendees at Dave & Buster’s in Tampa, Florida on May 14, 2018.

Save the DateFOR A WEEKEND AT THE CAPE!

The annual Eagles Club meeting is August 27– 30, 2018 at the Chatham Bars Inn in Chatham, Cape Cod!

JUNE – NORTH FLORIDA

Monday 6/4/18 Orlando

Tuesday 6/5/18 Ocala

Wednesday 6/6/18 Jacksonville

Thursday 6/7/18 Tallahassee

Friday 6/8/18 Pensacola

2 PB May 2018 May 2018

Spring is here. The grass is turning green, and the trees are blooming, so it seems like the appropriate time to

talk about growth … sustainable growth for you, your Agency, and your production.

One way to grow all three is to open your book to the generations aging into Medicare. Helping protect a couple or family from financial disaster if the unspeakable happens is tremendously rewarding for you as an Agent and for United American as an insurer, and it helps them prepare for retirement. Get to know your clients at a younger age, and stay with them to help with every stage of life they encounter.

Dig deep enough to uncover your customer’s true needs, because that will determine how you focus and direct the sale. You don’t want to undersell, but you also don’t want to oversell. As adults, critical illness, accidental death, and cancer coverages may be needs they aren’t necessarily even aware of yet. Not only that, if they have children, they may want a Child Safe Kit to have handy, or Juvenile Whole Life insurance to cover the cost of a funeral in the tragic event of their child’s death. Nothing is more adverse than losing a loved one, and unfortunately you don’t have to be a Senior to lose someone.

Meeting the needs of your clients before they reach 65 gives you ample opportunity to build a rapport with your clients before educating them on Medicare. When the time comes to talk about coverage options, your relationship with them is already strong, putting you a step ahead of other Agents relying on a ‘Turning 65’ lead list. It also allows for your customer to have a seamless transition of insurance policies when they become Medicare-eligible.

You want to provide the best benefit amount to handle your customers’ needs, but in a way they can afford. Take into account all the other policies they may want to have in addition to a potential Medicare Supplement policy. Our Whole Life Final Expense product is a versatile life policy. By providing lower benefit amounts than some life policies on the market, it’s flexible enough to meet almost any need and to meet it at an affordable price. Remember that old saying, ‘The policy that pays is the policy that stays.’

Now is the perfect time to focus on growing your book of business. Help younger generations find the supplemental health and life insurance they need. Grow with them as they get married, have a family, buy a home, and age into Medicare. And

educate them through every stage. This is the year to provide a diverse product portfolio to other groups besides Seniors, and reap the benefits of your labor at next year’s Convention.

Charles MankamyerPresident of General Agents

PB 3 May 2018 May 2018

UNITED AMERICANA&P AND ASSOCIATESALBRIGHT, JACKALCALA, BENJAMINAMENDOLA, SHIRLEYANDERSON, GARYANDERSON, STERLINGANDERSTROM, LESLIEANNAN, JOHNARAUJO, CATHERINEARMENDARIZ, GILAVNAIM, PETERBAILEY, CLYDEBAILEY, DONBAKAKOS, SIREEBAKER, RONALDBANCROFT, SHARYLBANJO, RACHAELBARKLEY, VICKIEBARNABAS, DAVIDBENNETT, J.C.BENNETT &

ASSOCIATES, INC.BERENGUER, JUANBERMUDEZ, CARMENBERRY, ANTHONYBEZERRA, EDSONBIAGINI, DAVIDBISSELL, JOHNBJOSTAD, THERESABLACKMON, MELINDABLACKMORE, TYLERBLANTON, RICKYBLUMENFIELD, DAVIDBOLL, MARKBRAGG, SONYABRAITHWAITE,

ANNETTEBRAZELL, JOHNBRICKLEY, MICHAELBROWN, CHELSEABROWN, PATRICKBROWN, WILBURBRYSON, CHARLESBUCCHERI, JAMESBURGARD, JOSEPHBUTLER, ANDRECALDERON, ELIZABETHCALDWELL, JERRYCAMBETAS, RUICAMPBELL, WILLIAMCANAPARO, CARLCARRILLO, KRISTICASANO, CHARLESCASTRO, RAYMONDCHAPMAN, WANDACHUNG, SALLYCLARKE, KELLEYCOHEN, JAYCOLON INSURANCE

AGENCY, LLCCOLUMBIA RIVER

BENEFITS GROUP, INC.

CONLEY, LISACOOK JR., TENNISCOOPER, TONYACORBY, ROBERTCORONADO, VERONICACOWDIN, LISACRAWFORD, CYNTHIACRUMM, WOODROW

CRUZ, NORBERTCULLEN, JOSEPHCURRY, WALTERCYRUS, VERONICADALTON, THOMASDALY, THOMASDARER, JOHNDAVIS, JAMESDE PREZ, RICHARDDE ROSALES,

BENJAMINDEFILIPPO, GREGORYDENTON, BILLYDIAZ MAINZA,

GRACIELADIXON, JIMMYDOOLEY, DEANNADUNLAP, RODNEYDUNLAP TR

ENTERPRISES CORPE2E BENEFIT

SERVICES, INC.EDENFIELD, DOYEDMONDS, WILMAEDWARDS, SHARODEGBUE, RITAEILERS FINANCIAL

SERVICES, INC.EISENBERG, THOMASENNIS, DANIELLEERNEST, CYNTHIAESPINAL, LUISESTIME, CAROLINEESTY, MICHELLEFARR, ROBERTFARRAN, MICHAELFASANI, GLENNFAST, TIMOTHYFATU-VAN DYKE,

CORRENFISHER, TROYFLANAGAN, LINDAFLEMING, BARKLEYFLEMING JR., JAMESFONDON, JANETFOOTE, ALBERTFORBES, CHENESEFRANCIS, ESTHERFREEMAN, JOFRIAL JR., LEVINEFRISBY, TIMOTHYFULGENCIO, JACKELYNGARCIA, MANUELGARDNER, RANDALGERUSKY, DEBORAHGILBERT, JAMESGILBERT SR., RONALDGODWIN, JEFFREYGOLSTON, MARIEGOMEZ, FERNANDOGONZALEZ, GRICELDAGOODNIGHT, CLYDEGRAHAM, LENOREGRAVES, CHRISTINAGRAY, THEOGREEN, JACOBIEGRIFFIN, NICOLEGROWE, IVENGUIDRY, AUSTINGUMOBAO-

BELLIDO, MARYGUNDERSON, JEROLD

HAGANS, PHYLLISHANTON, YOLANDAHARDEN, CYNTHIAHARL, CONNIEHARRIS, MICAHHARRIS, REVERLEHARROLD, RICHARDHART, JOSEPHHARVEY, GRACEHAYS, TEDDYHENDERSON,

ARLEATHAHENDERSON,

CHADRICKHILL, ALANHILL, WENDYHILL, WILLIAMHILL JR., RUDOLPHHINSON, RICHARDHOFFMAN, DANHOGUE, ELIZABETHHOLMES, CHARLESHOLMES, STEPHENHONEYCUTT, JERRYHOPPES, TIMOTHYHOWARD, SHIRLEYHUBBARD, CALEBHUDSON, JOEHUGGINS, RUFUSHUGHES, GARRETTHUNTERS INS & FINC

SERVICES, LLCHURLBERT, GORDONINIGUEZ, SAMUELINSURANCE &

CONSULTING SERVICES, LLC

ISRAEL, RICHARDJACKSON, DEPREMEJACKSON, MARTYEJACOBS, BENJAMINJAMES, ERICJAMESON, TOMJEAN GILLES,

LIEHVENTZJIMENEZ, YOLANDAJODY COOK

INSURANCE AGENCY, INC.

JOHNSON, KENYONKALOOSTIAN, RONALDKATZ, ROBERTKAZEK, SEBASTIANKEATING, PATRICKKELLEY

INSURANCE, LLCKHALIL, ROLAKINT, TIMOTHYKLIOKIS, JULIANKOGEN, AVRAMKOPACZ, EDWARDKRUEGER, GERILACHAPELL, MARITALAMER, PAMELALANDRY, ERICLARMORE, DIANALATTA, JAMESLAZAUSKAS, PETERLIGHT, CAROLLINDSEY, MICHAELLINTON, CECILIALOFASO, ALEJANDRO

LONG, RONALDLORES PARRA,

NORVENLOWE, JAMESLYONS, GABRIELLAMAGGI, ROBERTMALIA, SIOBHANMALONEY, NOELLEMARTIN, ROBERTMARTIN, SAMUELMARTIN, SANDRAMARTIN, TIFFANYMARTINEZ, ROANNEMASON, MALACHIMASSEMINI, SUSANMATHERS, RICHARDMATLOWSKI, NANCYMCCABE, WAYNEMCCAFFREY, MICHAELMCCLURE, FREDMCCULLOM, THOMASMCDANIEL, HARVEYMCDOWELL, CARLTONMCELHINEY, STEVENMCELWAIN, ROBERTMCGOVERN-WANDREI,

MELISSAMCGRATH, ROBERTMCLAREN INSURANCE

AGENCY, LLCMCWHORTER, CLIFTONMED-CARE SENIOR INS

SOLUTIONS, LLCMENO, DAVIDMERCIER, JOSEPHMERIDA, CARLOSMERRITT JR., CHARLESMILLER, DIANEMILLER, JOHNMILLER, JOSEPHMILLSAP, LISSAMIMS, LOYEMONEY PLANNERS OF

BRANDON, INC.MOORE, BILLEYMOORE, BRIANMULLINGER, LISAMURRAY, WILLIAMMYERS, SAMMYERS, WILLIAMMYERS JR., DONALDNATIONAL BENEFIT

CONSULTANTS, INC.NAVA, ISMAELNEDER, GAILNEECE, AMBERNEVOLA, LIZNKPANAM, NDIYONOVA, FERNANDONOVACK, SHELDONODDO, SHAYNAOKYN, AMANDAOLIVERIO, JOHNONGOTO, ROGERORTEGA, MARCOSORTIZ, LISSETTEOTTLEY, DAVIDOZROVITZ INSURANCE

SERVICES, INC.PACE, PHILIPPACK, JOHNPAPPAS, CHRISTOPHER

PARKER, BERNICEPARKER, MICHELLEPARKS, JOHNPATRICK, DEIRDRLPATRICK, RANDALLPELLETIER, JOSEPHPENA, IGNACIOPERRY, JOSEPHPERSAUD, DEVENPHILLIPS, JACKPIATT, HOMERPINCHONG, SUSANPOBOR, JENNIFERPOKU, ISAACPOOLE, CHARLESPORATH, CURTISPOURPARVIZ, SHIRINPRESTON, CHARLESPRESTWOOD,

KATHLEENPRICE, AISHAPRICE, THOMASPRINCE, JOYQ3M INSURANCE

SOLUTIONRADCLIFFE SR.,

LAWRENCERAMSEY, MEREDITHREED, ROBERTREED, STEPHENREIN, HOWARDREMOZA, INC.REYNOLDS INSURANCE

SERVICES, INC.RHOADS, WENDIRICHLAND, BERNARDRIVERA, ALEXANDERROBBINS, FREYAROBERSON, KENNETHROBERTS, JULIAROBERTSON, MARCROBINSON, ANTHONYRODERICK, BARRYROMERO, MARCELINOROMERO, TIMOTHYROSE, ANNEROSENTHAL, ERICROSENTHAL, LOISROUSH, DARRENRUSSOMANO, PHILIPSACCENTE, ELAINESAFE RETIREMENT

ADVICE, INC.SANADI, JOSELINSCHAEFER, BRIANSCHARFF, DENNISSCHMIDT, DAVIDSCOTT, LINDASHILLING, JIMMYSHINN, JACKSIMPSON, ANGELSISON, AMORSISTRUNK, CALVINSLADE, SUSANSMITH, GARYSMITH-PRESHA,

MARGARETSMITHSON INSURANCE

SERVICES, INC.SOLOMON, TESSASOULIER, ALBERTOSTEWART SR., LOUIS

STRAKER, CORASTYLES, KARENSUAZO, MARTINSUSAN RITTER

INSURANCE, LLCSWANSON, PERRYTATUM, ANGELATAYLOR, DONTAYLOR, GERALDTHERIOT, KEVINTHOMPSON, EULATHOMPSON SR.,

DENNISTHORNTON, VANTODD, JAMESTOTTEN, JEREMYTRENUM, BONNIETRIPP, BARRYTRIPPE, SHARONTRUVILLION, DEANNATUMMINELLO,

KIMBERLEYTURKALY, MICHAELUPCHURCH, WILLIAMVALLADARES, SUSANVAUGHN, TYLERVELEZ, EDWINWADE, TERIWALKER, WILLIAMWALL, DONALDWALLEY, RICKEYWALTERS, NINAWASHINGTON, IDAWASINSKI, MICHAELWEGMANN, PETERWEINHOEFT, DONALDWHITNEY, THOMASWIELOCH, PHILIPWIGGAM,

CHRISTOPHERWILLIAMS, JAMESWILLIAMS, MICHELEWILLIAMS, MICHELLEWILLIAMS SR., ROYWILSON, MICHAELWINDLEY, SCOTTWOLFE, JUSTINWOODS, MARCUSWORMAN, LISAWRIGHT, GWENDOLYNWRIGHT, KARENYODER, DOUGLASZION, CHRISZOGHBY, DOLORES

GLOBE LIFE OF NEW YORK

ADDY, LINDAAKPOVO, FRANCOISBREITMAIER, JOSHUABRENNAN, KATHLEENCAMPBELL, HUGHCARMEL, DANIELCATECHIS, STELLACHAMPINE, WILLIAMCOCHRANE, TIMOTHYCOLE, MARTINCRUZ, MAURICIODAPOLITO, VINCENTDESSIS AGENCY, INC.FRIED, NUCHEMHAYES, ROBERTHOFFMAN, EILEENMITCHELL, PATRICIAMYERS, DIANNANICHOLS, STUARTPERSAUD, NEVILLEPETRILLO, LARRYSHARP, RICHARDSHEPPARD,

CHRISTOPHERSHIPP, SCOTTTIMPONE, NICOLASTINAGERO, KEVINUK, STANLEYWALSH, JOHNWEISSMAN, MICHAELWILLIAMS, CAROLWILLIAMS-REGNIER,

KIMBERLYWILSON, GARNET

WELCOME TO

4 PB May 2018 May 2018

lifeSUCCEED IN lifeSucceed in life by selling life! When selling to your clients, it’s important you help them understand why people purchase life insurance. Reasons can be many and varied, depending on the lifestyle and financial situation of the purchaser. Here are five basic reasons you and your customers can appreciate the value of our products. Selling life may be one more secret to your success!

1.This is the primary reason people purchase life insurance and the one which first comes to mind. The National Underwriter's 2013 Life Insurance Study confirmed it. Seventy-five percent of survey respondents said clients want life insurance for this very traditional reason.

INCOME FOR FAMILY WHEN THE PRIMARY WAGE EARNER DIES

2.Young prospects ask Agents, "I'm single with no dependents; why would I need coverage?" The answer, cited by 40 percent of the survey’s respondents, was simple: life insurance protects your loved ones from paying off your debts.

PAYING OFF DEBT

3.Whatever its benefit amount, life insurance is a final expense product designed to protect loved ones from having to pay the costs of a funeral. Many customers purchase life insurance for this reason alone. Thirty-eight percent of survey respondents listed this as number three on the list of five reasons.

PAYING FUNERAL EXPENSES

4.Thirty-five percent of survey respondents said passing wealth to heirs was a top goal of their customers. Approaching a life insurance sale as part of the overall financial planning process, rather than as a ‘product’ to buy, may make some prospects more receptive to it.

PASSING WEALTH TO HEIRS

5.Twenty-five percent of those surveyed cited covering education expenses as a primary goal for their clients and a primary selling point for life insurance. Once prospects see the relevance of life insurance as it relates to day-to-day living for survivors, it becomes a source of protection for their loved ones and their loved ones’ future.

PAYING FOR A LOVED ONE'S EDUCATION WHEN THE WAGE EARNER DIES

PB 5 May 2018 May 2018

GENERATION X (also known as Gen X, Xers, The Doer, Post Boomers, or the 13th Generation) age from 43 to 52 give or take three to five years. Gen X, or the “lost” generation, grew up in a time when the youth was not valued as much as they are today, exposing them to divorced parents and daycare. Because of this, they had to learn (more than others) how to take care of themselves, and naturally obtain high levels of skepticism such as a ‘what’s in it for me’ attitude.

Similar to Millennials, Gen X is arguably one of the best educated generations. With their level of education and their household experiences, Gen Xers formed families with a higher level of caution and pragmatism than their parents demonstrated. However, this generation is shifting. Their children are out of the house and they are beginning to plan for the next big phase in their life – retirement.

Baby Boomers aren’t afraid to roll up their sleeves and get the job done. They value a strong work ethic, and for some, their self-worth comes directly from it. They’re prone to following the rules of society, but they also value self-assurance; therefore they’re not afraid to question the status-quo. The generation as a whole embodies a competitive spirit, and is very goal-centric.

• Likes discussions, question and answers, freedom to challenge concepts

• Needs short-form, fast-paced learning to avoid distraction

• Likes quirkiness, content with a sense of humor, irony, and pop-culture references

• Asks specific questions and expects detailed answers

• Highly interprets body language when being spoken to

• Likes options and flexibility

• First Diagnosis Cash Benefit Cancer (CANLS-2)

• HealthGuard (CILS)

• Foundation Signature Series (MMGAP)

• Accident Compensation Plan (UA-250)

• Term and Whole Life Insurance

• Medicare Supplement Plans ( A, B, C, D, F, HDF, G, K, L, and N)

• Accident Compensation Plan (UA-250) *up to age 63

• Accidental Death Benefit (ADP) *up to Age 68

• First Diagnosis Cash Benefit Cancer (CANLS-2)

• Term and Whole Life Insurance

As the world progresses, our industry and innovations must progress with it. Even though consumers ranging from age 18 and up have purchasing power, to operate efficiently in today’s industry, it can help to know what generation to target. The generation identities play a major role in how, and what, you communicate to your client. Understanding who each generation is, what they value, and how to connect with them may

be the difference between writing a policy and getting declined. This also builds rapport with your client, which in turn will help you be present through every transition of their life.

Check out the difference between Generation X and the Baby Boomers. Learning from this research and improving your sales communication may help you build better rapport, and offer relevant products to your clients.

The BABY BOOMERS generation (also known as the “me” Generation, Moral Authority generation, or Flower Children) age from 54 to 72. Some call them the most influential generation in history because they’re known for their pivotal roles in the civil rights movement, Woodstock, and the Vietnam War. The term “Baby Boomers” was given after a dramatic increase in birth following soldiers’ homecoming after World War II. This generation grew up writing letters and communicating in-person, which explains their profound interpersonal skills.

OVERVIEW VALUE COMMUNICATION STYLE POLICIES*

BORN: 1966 – 1975

BORN: 1946 – 1966

Sources: https://impactbp.com/the-shifting-needs-of-generation-x | http://socialmarketing.org/archives/generations-xy-z-and-the-others/ | *Plans and benefits vary by state.6 7 May 2018 May 2018

WE’VE REVAMPED OUR ONLINE STORE!United American and Globe Life of New York take pride in knowing we help protect the communities in which we live and serve. Because of that pride, we’ve enhanced our online store to feature better products so you can represent and advocate our services.

You can visit the store at www.unitedamerican.shop to check out t-shirts, tumblers, backpacks, pens, and other items the store offers. After you’ve decided what merchandise you want, simply add it to your cart and follow the instructions to check out.

Although this isn’t new to our Company, we understand you may have some questions. We’ve listed a few answers to common questions you may have below.

You can visit the store directly by URL: www.unitedamerican.shop, or you can find the link on the UA or Globe Life of New York General Agency sites by clicking the ‘Online Store Shop Now’ button.

How can I visit the online store?

All shipments will be shipped via Ground Service and generally from a USA origination point, unless otherwise noted. Any international orders will be shipped via the best method for the specified destination.

How are items shipped?

The store accepts any of the four major credit cards including VISA, MasterCard, AMEX, and Discover.

What forms of payment are accepted?

No, you have the ability to create an account or check out as a guest; however, you will be asked the pertinent information such as your name, shipping address, billing address, etc.

Do I have to create an account to place an order?

A customer service phone number and email address is listed in the top, left-hand corner of the website.

If I have any questions or issues while placing an order online, who can I contact?

8 PB May 2018 May 2018

BELIEVE IN THE COMPANY: Believing in the Company is such a vital aspect of your career. When you start working for something you truly believe in, it increases production and workplace satisfaction. You shouldn’t have to drag yourself to work every day. Believing in the Company and reason will help motivate you to get out of bed every morning.

LEAD BY EXAMPLE: The best advice I’ve ever received is to lead by example. Managing and leading a team is relatively challenging. But if you are doing the right things all the time, set an example and live by it, you shouldn’t have any troubles leading.

NEVER STOP LEARNING: You truly learn something new every day. The industry and world are constantly shifting, so if you’re not shifting with it, you’re falling behind. Test yourself to intentionally learn one thing new every day. This will help you stay on top.

HELP AGENTS: Somewhere down the line, there is an Agent who is going through what you went through when you first started your career. Anytime you can, try to help these Agents whether it is frequent training on products and sales ideas, or just general information.

STRIVE TO BE THE BEST AT WHAT YOU DO: This is a competitive industry, and chances are there a millions of Agents who can do what you can. Figure out what sets you apart from the rest and hone in on it. Use that to your advantage and become the best of the best.

NETWORK WITH OTHER AGENTS: You should naturally always be looking for networking opportunities. But if you find yourself in a dry month, get out there and network with other Agents. Strike up a deal that benefits both parties.

MAIN REASONS FOR SUCCESS

JON AHLBUMPresident/General Agent of Ahlbum Insurance Group, Inc.

‘Profile for Success’ will feature Agents’ advice on what it takes to excel in this industry. We’re asking Agents who would like to share tips and techniques they think other Agents will find helpful to email us. We’d like to feature these Agents and their advice in Summit. Please reach out to us by emailing editor@torchmarkcorp.com and we will work with you to convey your expertise.

1996

2000

2003

2010

2011

April 1996 started with UA

Pacesetter since 1996

Presidents Club in 2000

Eagle in 2003 to present

Top Agency 2010 to present

Recognized in Strathmore’s Who’s Who in 2011

P R O F I L E F O R S U C C E S S

PB 9 May 2018 May 2018

Ivars Zarins Week Start: 3/9/17

Direct Up Line: Mike Lemar

2018 EAGLE'S

CLUBTop 10 GAs or Agencies with $750,000+ NAP

2018 CURRENT STANDINGS (AS OF APRIL 2018)

Total NAIP Increase Y/Y

RANK AGENT NAME AGENCY YTD $ INC % INC

1 Graham, Mark AmeriLife $804,859 272%2 Lemar, Mike Sunshine State Agency 533,661 72%3 Graham, Christopher N., CLU Graham Financial Group, Inc. 241,667 80%4 Gordon, Sylvia Gordon Marketing 187,824 454%5 Savage, Gina Savage Insurance Agency 155,955 112%6 Borosak, William J. Jr. Secure Financial Group, LLC 147,633 28%7 Borde, Corrie Borde & Associates, PA 137,497 -8 Graham, Carter Shoreline Financial 127,214 1361%9 Elite Insurance Partners, LLC 124,503 172%

10 Shackelford, Edward L. The Assurance Group, Inc. 120,325 59%11 Owen Insurance Group 119,991 -12 ERIN Marketing, Inc. 110,778 319%13 Stevens, Ray Stevens & Associates Insurance Agency, Inc. 108,728 30%14 Ahlbum, Jon The Ahlbum Insurance Group, Inc. 106,931 7%15 Warner, Russell G. III Agency of Terry Warner 101,008 -16 Sheldon, Paul, CLU, ChFC Paul Sheldon Insurance & Benefits Planning 96,011 33%17 Hatton, Catherine E. Long Island Insurance Solutions 93,626 22%18 Mangini, Nicholas L. Mangini Insurance Agency 85,241 116%19 Rapini, Duane M. Rapini Insurance Agency 82,077 450%20 Valery, Albert L. Valery Insurance Agency 77,620 113%21 Ahlbum, Donna M. The Ahlbum Insurance Group, Inc. 76,824 17%22 Morgan, Christian Morgan Fidelity Associates, Inc. 76,450 2688%23 Murphy, Stacy Murphy Insurance Agency 68,249 -24 Haitham, Aboul-Hosn Haitham Aboul-Hosn, LLC 66,069 -25 Mednick, Scott E. Professional Insurance Systems of Florida 62,435 27%

Total NAIP from 2018 Only Recruits (Rookie of the Year)

RANK NEW AGENT NAME YTD NAIP WEEK START DIRECT UP LINE

1 Michael Goldman $29,856 01/25/18 Gina Savage2 Eric Rosenberg 24,564 03/01/18 AmeriLife3 Quadtrine Hill 22,572 01/26/18 Gina Savage4 Richard Silhol 20,858 02/12/18 FHK Corporation5 Michael McCrary 15,864 01/05/18 AmeriLife6 Harley Hall 10,356 03/13/18 AmeriLife7 Joan Nitzburg 10,260 02/08/18 Shawn Schroeder8 Jonathan Kravit 10,153 02/14/18 FHK Corporation9 Nicole Johnson 9,504 02/12/18 FHK Corporation

10 James Richardson 9,168 02/14/18 MCC Life Brokerage, Inc.11 Alison Itsines 9,072 02/12/18 FHK Corporation12 Andrew Gaab 8,736 01/26/18 AmeriLife13 Alexander Johnson II 8,465 02/22/18 AmeriLife14 Emily Rolnick 8,280 01/16/18 Christian Morgan15 Stephen DiBartolomeo 8,148 01/16/18 Edward Shackelford16 Candice Swieckowski 7,344 02/14/18 AmeriLife17 John LeClair 6,491 02/08/18 Christian Morgan18 Cynthia Hollinger 6,060 03/02/18 AmeriLife19 Luis Tornes Jr. 5,976 02/12/18 Chacon Financial Group20 Michael Dow 5,976 03/09/18 AmeriLife21 Justin Worth 5,940 01/26/18 AmeriLife22 Julio Gonzalez 5,652 02/14/18 Edward Shackelford23 Paulette Dodd 5,195 01/08/18 Consumer Benefits Group, LLC24 Linda Greer 5,112 01/29/18 Mike Lemar25 Chelsea Trissell 4,944 01/19/18 AmeriLife

Jon Ahlbum The Ahlbum Insurance

Group, Inc.

Mike Lemar Sunshine State

Agency

Bill Borosak Jr. Secure Financial

Group

Tim Ahlbum Health Coverage

Solutions

Catherine Hatton Long Island Insurance

Solutions

#1 #2 #3 #4 #5

Donna Ahlbum The Ahlbum Insurance

Group, Inc.

Mark Graham Amerilife

Ray Stevens Stevens & Associates

Insurance Agency

Devin Barta Barta Insurance

Agency

Christopher Graham, CLU

Graham Financial Group

#6 #7 #8 #9 #10

2018 PACESETTERS CLUBTop 10 Writing Agents in NAIP

2018 ROOKIE OF THE YEAR

Paul Sheldon, CLU, ChFC

Paul Sheldon Insurance & Benefits Planning

Tim Ahlbum Health Coverage

Solutions

Kerry Sachs Secure Retirement

Solutions

Ray Stevens Stevens & Associates

insurance Agency

David Haass

#1 #2 #3 #4 #5

Christopher Graham, CLU

Graham Financial Group

Scott Schwartz Lisa Rosatti Rosati Insurance

Agency

Gary Kempler Jason Stevens Stevens & Associates

Insurance Agency

#6 #7 #8 #9 #10

2018 PRESIDENT'S CLUB

11th–20th placed GAs or Agencies with $350,000+ NAIP Kerry Sachs

Secure Retirement Solutions

Paul Sheldon, CLU, ChFC

Paul Sheldon Insurance & Benefits Planning

John Clark Senior Solutions

Insurance Agency

Scott Mednick Professional Insurance

Systems of Florida

Edward Shackelford The Assurance Group

#1 #2 #3 #4 #5

Ron Concklin Rosenberg-Concklin

Robert Wroblewski Palm Cove Insurance

Solutions

Gina Savage Savage Insurance

Agency

Lisa Rosatti Rosati Insurance

Agency

Shawn Schroeder Jack Schroeder & Associates, Inc.

#6 #7 #8 #9 #10

All Clubs and Awards are earned the previous year and require a 70% persistency. *Medicare Disability and Annuities do NOT count for Clubs and Awards.

Total Business from You and Your Agency*

RANK AGENT NAME AGENCY YTD NAIP

Curr

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on

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2019

EA

GLE

1 Jon Ahlbum The Ahlbum Insurance Group, Inc. $1,716,316 2 Mike Lemar Sunshine State Agency 1,273,392 3 Mark Graham AmeriLife 1,100,505 4 William Borosak Jr. Secure Financial Group, LLC 671,454 5 Christopher Graham, CLU Graham Financial Group, Inc. 543,073 6 Donna Ahlbum The Ahlbum Insurance Group, Inc. 534,522 7 Catherine Hatton Long Island Insurance Solutions 524,611 8 Ray Stevens Stevens & Associates Insurance Agency, Inc. 477,253 9 Tim Ahlbum Health Coverage Solutions 396,617

10 Paul Sheldon, CLU, ChFC Paul Sheldon Insurance & Benefits Planning 383,615

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ently

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n 20

19PR

ESID

ENT'

S CL

UB

11 Edward Shackelford The Assurance Group, Inc. 323,011 12 Devin Barta Barta Insurance Agency 319,443 13 Kerry Sachs Secure Retirement Solutions, Inc. 298,168 14 Scott Mednick Professional Insurance Systems of Florida 296,827 15 Gina Savage Savage Insurance Agency 294,684 16 John Clark Senior Solutions Insurance Agency 267,424 17 Ron Concklin Rosenberg-Concklin, Inc. 230,655 18 Sylvia Gordon Gordon Marketing 229,171 19 Elite Insurance Partners, LLC 196,748 20 Shawn Schroeder Jack Schroeder & Associates, Inc. 194,435

CONT

ENDE

RS

21 Senior Insurance Marketing, Inc. 179,897 22 Robert Wroblewski Palm Cove Insurance Solutions 175,210 23 Nicholas Mangini Mangini Insurance Agency 158,668 24 James M. Gray, Inc. 158,321 25 Albert Valery Valery Insurance Agency 146,272 26 ERIN Marketing, Inc. 145,481 27 Corrie Borde Borde & Associates, PA 137,497 28 Carter Graham Shoreline Financial 136,562 29 Maria Cancio Cancio Insurance Agency 128,430 30 Scott Schwartz Insurance Protection Services 128,124

Total Business from Writing Agent ONLY*

RANK AGENT NAMEYTD

PRODUCTION

Curr

ently

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o be

a 201

9 PA

CESE

TTER

1 Paul Sheldon, CLU, ChFC $383,615 2 Tim Ahlbum 197,822 3 David Haass 177,092 4 Corrie Borde 137,497 5 Scott Schwartz 128,124 6 Kerry Sachs 128,023 7 Gina Savage 125,154 8 Maria Cancio 110,807 9 Ray Stevens 110,575

10 Robert Holzman 93,477

CONT

ENDE

RS

11 Jason Stevens 90,733 12 Gary Kempler 89,964 13 Christopher Graham, CLU 89,815 14 Neill Aarons 88,692 15 Russell Warner III 81,898 16 Vincent Abbatiello 66,696 17 Brian Gauldin 66,592 18 Lisa Rosati 64,363 19 Aaron Gordon 62,330 20 Christian Balogh 61,504 21 Christopher Graham 60,896 22 Nicholas Mangini 60,772 23 Dani Chard 59,864 24 Brian Gilbert 59,355 25 Joseph Jaffe 56,904 26 Beverly Kingsley 54,361 27 Thomas Payant 50,795 28 Francine Rush 47,256 29 Catherine Hatton 47,212 30 Dexter Saylor 44,760

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All Clubs and Awards are earned the previous year (2017) and require a 70% persistency. *Medicare Disability and Annuities do NOT count for Clubs and Awards.

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CONVENTION JUNE 18–21, 2O19ARE YOU ON PACE TO JOIN US?

CAESARS PALACE

LAS VEGAS #UACONVENTION2019

WH

AT

YOU

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 NAPJAN. $15,000 $29,167 $29,167FEB. 30,000 58,333 58,333 MAR. 45,000 87,500 87,500APR. 60,000 116,667 116,667MAY 75,000 145,833 145,833JUNE 90,000 175,000 175,000JULY 105,000 204,167 204,167AUG. 120,000 233,333 233,333SEPT. 135,000 262,500 262,500OCT. 150,000 291,667 291,667NOV. 165,000 320,833 320,833DEC. 180,000 350,000 350,000

WH

AT

YOU

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 NAPJAN. $8,333 $12,500 $12,500FEB. 16,667 25,000 25,000MAR. 25,000 37,500 37,500APR. 33,333 50,000 50,000MAY 41,667 62,500 62,500JUNE 50,000 75,000 75,000JULY 58,333 87,500 87,500AUG. 66,667 100,000 100,000SEPT. 75,000 112,500 112,500OCT. 83,333 125,000 125,000NOV. 91,667 137,500 137,500DEC. 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 July 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.

Globe Life of New York Agents can only qualify for convention based on health production only. You can also qualify by issuing 100 or more

non-disability ProCare® Medicare Supplement insurance plans as personal production during the 2018 convention qualification period.