SEPTEMBER 2017

CONTENT SUPERVISORLauren Suarez

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.

HAPPY 70TH ANNIVERSARY, UA!This year marks United American's 70th anniversary since its founding in 1947. We're excited to celebrate this accomplishment with the Agents representing United American. Without Agents in the field offering our product to clients, we would not be where we are today. It was just published this July that now, for more than 40 consecutive years, UA has earned the A+ (Superior) Financial Strength Rating from A.M. Best Company.

We've come a long way in 70 years. Here's to the next 70!

ATTEND A LIVE SEMINARNew and experienced Agents are invited to attend live seminars to meet our training directors in person. Log on to UA General Agency Office and click the green 'Webinars/Workshops' button for full schedule of all upcoming training webinars and seminars.

Dear Henry, thank you so much for the AMAZING class. It was full of energy and very insightful. I can use your great materials for my future visits with clients (see how I didn't use appointment). GREAT class. Thank you for the materials in this email. I look forward in the future with more classes from you.

~ Kim Trinh, General Agent

REMINDER: REVIEW OF MEDICARE SUPPLEMENT PLANS VS MEDICARE ADVANTAGE PLANSThe Annual Election Period (AEP) is right around the corner. Be sure to brush up on the main differences between Medicare Supplement insurance and Medicare Advantage insurance. Visit the UA General Agency site, go to the 'Products/Rates' page, and click 'Medicare Supplement' under the heading. You'll find a plethora of documents to help you brush up on Medicare Supplement insurance. One piece in particular that could help is the document titled, 'Comparison – Medicare Advantage vs Medicare Supplements'.

GET YOUR MERCHANDISE!Shop for official, Company-branded merchandise such as shirts, caps, and drinkware. It's easy to order and perfect for representing United American when meeting with customers.

Go to the UA General Agency Office website and click on the 'Online Store Shop Now' button. Globe Life of New York Agents go to http://office.globelifeofnewyork.com/ and click on the 'Online Store Shop Now' button.

2 PB Sep 2017 Sep 2017

B elieve it or not, it’s almost the fourth quarter. Where has the time gone? This has been a busy year — multiple

live seminars, daily training webinars, e-App certification webinars, incentive programs, Convention, etc.

HELP SENIORS LOVE LIFE TOO! We are thrilled to have United American’s Whole Life for Final Expenses product approved in most states. Since its issue age starts at 50, it’s a tremendous product to offer your Senior and soon-to-be Senior clients. This is the optimal time to introduce this product, since September is Life Insurance Awareness Month. We also offer term life products with UA’s Fundamental Life Series. Help your clients decide what works best for them, their needs, and their financial situation. Don’t let them be part of the uninsured statistics in this country.

THE AEP IS COMING! Of course, October 15 is when you really turn up the volume on Medicare Supplement insurance production. The Medicare Annual Enrollment Period (AEP) that runs until Dec. 7 is traditionally a busy time of year. During this period, all people with Medicare can change their Medicare health plan and their prescription drug coverage. What’s that mean for you? Offer a quality UA or Globe Life of

New York Medicare Supplement insurance policy to Seniors who:

�Need to be educated on the features of both Medicare Supplements and Medicare Advantage plans so they can make the best choice for them.

�Turn 65 and need a plan to supplement Medicare for the first time.

�Have a Medicare Advantage plan, but are considering switching back to Original Medicare and a Medicare Supplement plan. Or, definitely want to purchase something other than a Medicare Advantage plan.

All Seniors or soon-to-be Seniors could potentially be your next prospect or customer, whether or not they currently have a Medicare Advantage plan. When Jan. 1, 2018, rolls around, you have another opportunity to promote the value and quality of UA and Globe Life of New York to those disenrolling from a Medicare Advantage plan. But, I’ll talk more about that in Nov. and Dec. Summit!

Something I’m really excited about this year is the tremendous feedback the Directors, Recruiters, and I are receiving from Agents who have attended seminars and webinars. I want to share this one with you from a seminar held in Dallas, Texas by Director of Medicare Supplements, Henry Vazquez.

“Hi Henry, I just want to say that I thoroughly enjoyed your presentation. It was the first one as an insurance Agent that didn’t bore me. You were very interactive and full of energy. The sales tips you gave were great and out of the box. Thanks again for a great seminar.”

~ Monica Thorpe, General Agent

If you haven’t attended a webinar or live seminar lately, what are you waiting for? Check the dates and locations on the Agent website and sign up today. Get ready, my friends! The fourth quarter is going to be a great one. I’m already looking forward to seeing you in Quebec in 2018!.

Charles MankamyerPresident of General Agents

IT’S ALL ABOUT SENIORS

PB 3 Sep 2017 Sep 2017

WELCOME TOUNITED AMERICAN

ABOLAFIA, ALBERTADAMSON, JENNIFERADAO, VIVIENAGENTS ALLIANCE OF

AMERICA, LLCALCENA, CELIFINALHINDI, MOTAZALLEN, CRAIGALLEN, JAMESALLEN, LEONARDALMEIDA, LEONELALTMAN-FELSHER,

HELENAMADOR NATER,

WANDAAMERICA’S FIRST

CHOICE INSURANCEANDERSON, KEVINANIAGU, STANLEYANTHONY, GLENNARCHER, KARENARELLANO, MARIAASHWORTH, THOMASASTRONOMO, ROMEOATCHISON, LEONARDAUSTIN, WILLIAMAYALA-VALLADARES,

ZULEMABABBITT, JUDITHBADMUS, RASHEEDBAKER, ALISABALL, ROGERBANKS, TOMMYBARDALES, CRISTIANBARRERA, EDGARBATES, TAHISHABATTLES &

ASSOCIATES INSURANCE

BAXTER, JERRYBELL, CHARLESBELLO, PETERBELTRAN, DINOBENAVESTBENNETT, RACINEBERNARD, DERICKBERNHARDT, DARRYLBINEGAR, TIMBLACKMAN, JAMESBOGANS, LYDIABOONE SR., DAVIDBORCHARDT, PATRICIABOWMAN, JOHNBRENNAN, KELLYBROWN-MENEFEE,

BRIDGETTEBRUNO, TODDBRYANT, STEPHENBUDD, ROSAMARIABUHL, CAROLEBUIE, RICHARD

BURRELL JR., CLARENCE

BUTCHER, JOHNBYAM, CHRISTOPHERCABALLARO, KEVINCAHILL, BRADLYCANNADY, GLORIACAPETILLO, DOMINGOCARPENTER, RICHARDCARSON, JAMESCARTER III, NORMANCASTLEBERRY, JOHNCHAMPION, DAVIDCHAMPION, DENNISCHANCE, PATRICKCLARK NICHOLS,

JENNIFERCLARK, BONNIECLARK, BRENDACLUNIE, DAWNCOLEMAN, JOSEPHCOLYER, JOHNCONNOR, KATHYCOTHRON, JAMESCOURY, ROBERTCOX, NORMANCRAIGHEAD, DARRELLCROWELL, DARRYLCRUZ-ADAMS, DIANACUCCHIARA, MATTEOCUMMINS, PATRICKCURRY, TYRUMDANIELS, HENRYDAVE, DHAVALDAVIS, CHARLESDAVIS, ERICDAVIS, JOHNNIEDELUCA, RALPHDERIS, KAZEMDIAZ, ALEXANDERDJ INSURANCE

SERVICES, LLCDOHNER, DANIELDORSETT, STANTONDRAIN, SYLVESTERDRYWATER, JUANITADUNN & ASSOC. BENEFIT

ADMINISTRATORS, INC.EDMOND, DERONEDMONDS, LILLIEERIC

BUCKINGHAM, INC.ERICSON, ROBERTETIENNE, PIERREEVANS, JONFAHRBACH, LOUISFERNANDEZ, THERESAFLINT, ARLINEFLOYD, MICHAELFOLEY, SANDRAFORD, CURTISFORD, LISAFORSTER, DOUGASFORT, WILLIAM

FOSTER, DOUGLASFOTEH, MAHERFOX, JOHNFRANCO, FERNANDOFRICKE, WILLIAMFRIEND, SAMGARCIA, MARIAGAUTIER JR., ERNSTGBANGBALASA,

BAMIKOLEGILBERT, JOHNNYGILHEANY, PETERGIN, RICHARDGINGER, JOSEPHGITTENS-BENTON,

PATRICIAGOETZ, KIMBERLYGOMEZ, JUANGONZALES, KENNETHGOOD, WANDAGORDON, WILLIAMGREENWOOD, JOHNHALL, LATRICIAHALL, ROBERTAHAMM, ANTHONYHANSON, BARBARAHARDAWAY, LEWISHARGRAVE, RONALDHARLING, ROBERTHARRELL, LESLIEHATTER, LARRYHAVENS, JOHNHAYDON, SUSANHAZLETT, JANEHEMMING, MAUREENHERNANDEZ,

MARCELLAHERRING JR.,

FRANKLINHERTER, THOMASHOFFMAN, DAVIDHOOLEY II, DONALDHUARD, KENNETHHUMPHRIES II, LEROYHUNT, CRAIGIFASI, ANTHONYIZGUERRA, PATRICIAJ. JOHNSTON

INSURANCE SERVICES, INC.

JACKSON, MARCUSJACKSON, RONALDJACKSON, STANLEYJEFFRIES, ANGILAJEFFRIES, CAROLYNJESSIE, GARYJOHNSON, GERALDJOHNSON, JESSEJOHNSON, STEVENJONES JR., GLENNJUSTICE, KENNETHKARP, GREGORYKEEGAN II, WARRENKELLY, JAMES

KIMBROUGH, LAURIEKING, DEBORAHKINNEY, VANASSAKIRBY, MARSHAKISER, LARRYKITAS, THOMASKONTZ, MARKKOPPELMAN, FREDKUHN, CURTISKULCAK, MICHAELKUTSCHINSKI,

RUSSELLLAMANTIA, KENNETHLANE, MARYLATTIMORE, KENNETHLAUDANNO, BRIANLAWSON, RANDALLLE, ANGELINALEE, CYNTHIALEVY, KAYLALEWINTER, PAULLEWIS, GEFFREYLIBSTORFF, DANIELLIVERNOIS, PHILLIPLOOMIS, PAULLOWERY, DAVIDLUCERO JR., GILBERTLUK, SUNNYMACHADO, INGRIDMAGUS, MARCIAMAHMUD, HASANMARSHALL, SOFIAMARTINE, TERRYMATHEWS, JOHNMATSUMOTO, HARRYMAY, DENNISMAY, TANAMCCLAIN, NAOMIMCHUGH, WILLIAMMCINTOSH, DOUGLASMCNEES, JAMIMCNEIL, MARIANMEDINA, URSULAMENDEZ, JOEMERCY, JONATHANMILLER, FREDERICKMILLER, MARKMILTON, MARIAMINER, ROBERTMINGO, TIMOTHYMOERLIE,

SAKOENTELAMONDRY, MARLIMONTANEZ, JAVIERMONTES DE OCA,

WINSTONMORGAN, LENNARDMOUNT, JOHNMOZAR, JEMIMAMULLINS, JONATHANMURRAY, WINMYRICK, DOUGLASNASLUND, ELIDA

NEHR, PETERNELSON, RITCHIENESTINGEN, JEFFREYNICHOLS, ROYOBERLEY, JERRYOHL-MARSTERS,

ANGELAOLSON, TIMOTHYPARADISE, JESSICAPATTEN, AMYPATTERSON,

RODERICKPAUL, WALLACEPAXSON, KAYPAYNE, ANDREPEARSON, ALFREDAPEEBLES, DAVIDPERDUE, KIRTPERSAUD, DEONAUTHPETERSEN, BRADLEYPHILLIPS, JAMESPLATA, PEDROPLUNK, CHRISTYPOTTER II, WILLIAMPOTTER, ZACKPREVE, KENNETHPUCCINI, ROYPULLEN, LESLIERAITT, NICHOLASRAMBEAU, LINDEERAMSEY, MARKRASMUSSEN, CURTISRAYMER, BRIANRECHENBERG, TERESAREED, ROYREEDER JR., CARLREESE-WILKINS, JANEREMINGTON, JOHNREN, JUNRICE, ANGELITARICE, KASSIARIGETTA, DAMONRINARD, KARENRIVAS, BLANCARIZZO, KEVINROBBINS, JULIEROBERTS INSURANCE

AGENCY, INC.ROBERTSON, JAMESROBINSON JR.,

WALTERROBINSON, TAKEISHAROCKER, WILLIAMRODRIGUEZ, HECTORROGERS, RODERICKROLAND, RENETAROLIN, THOMASROTOLE, THOMASROUSE JR., ROBERTROWELL, JOHNRULE, JUDYRUSSELL, DAVIDSAGEGUARD WEALTH

MANAGEMENT

SALCIDO, CONNIESAMPSON, LINDASANCHEZ, JUANSANDERS, GREGORYSANDOR, RITASAPP, SHARMAINESAUNDERS, ROBERTSCALA, DANIELSCARNATI, JOHNSCHIAVONE, THOMASSCHMIT, NANCYSCHNEIDER, JAMESSCHNEIDER, NANCYSCOTT, RICHARDSELLERS, TINASENAT, WESTMANSENIOR MEDIGAP

SAVINGS, LLCSENIOR RETIREMENT

SOLUTIONS, INC.SERRANO, JESSESHEPHERD, NORMANSHI, WANYUNSHILLING, JIMMYSHOEMAKER, THOMASSHOFFNER, DENNISSHORT, RANDALLSIENER, DARLASINCLAIR JR., CECILSIRMANS, JAMESSLADE, DEWITTSMELCER, DAVIDSMITH, BENJAMINSMITH, JAMESSMITH, SANDRASMITH-BYRON,

ALEXISSNYDER, ROAXANNESOMMERS, JACOBSOULE, LINCOLNSPITZER, TISHASPOTLIGHT,

INSURANCESTANLEY, MAURICESTEARNS, CANDIUSSTEENHOEK,

JEREMIAHSTELLE, ROBINSTEPHENS, COLLEENSTEPHENS, DENNISSTEVENS, ZACHARYSTOLZOFF, BARBARASTONES, LARRYSTOOTS, GREGORYSTRATEGIC PARTNERS

INSURANCESWATLING, GARYSWEENEY,

MARGUERITESZULCZEWSKI,

JEFFREYTARRIS, GREGORYTHE HALL GROUP OF

THE OZARKS, LLCTHIGPEN, NED

THOMAS, KIMBERLYTHORPE, DAVIDTINCHER, HAROLDTOFTOY, STEPHENTOLIVER, DEONTETOPPING, SALLYTORGERSON, JAMESTORRES, NORATOVAR, CLARATRAWICK, JAMESTRIMBLE, KENNETHTROXEL, GLENNURBANO, JOSEPHVELEZ, MICHAELVENOKUR, ADAMVOGEL, MARGARETWADE, LINDAWALDON, GREGORYWALKER, ARICWARD, JAMESWASSERMAN,

BRADLEYWATKINS, MILTONWEAKS, TERRENCEWEBER, DONALDWELLMAN, EDWARDWEST, RONNIEWHITE, EVONNEWHITTLE, LUCYWHITTLE, MELVINWIGGANS, CYRUSWILCOX, JUDITHWILCOX, ROGERWILLIAMS, CAROLYNWILLIAMS, GREGORYWILLIAMS, JANETWILLIAMS, KRISSWILLIAMS, PAMELAWILLIAMS, SHONCYWILLIS, BRENDAWILSON, RICHARDWILSON, TIMOTHYYACOPETTI, MARJORIEYOCUM, DELAINEYOUNGER, LAVERNE

GLOBE LIFE OF NEW YORK

ABDULSAMED, OMERBENCKWIT, FREDBLAKE, LATANYABORLAUG, JODIECAROLAN, CHRISTINACHOWDHURY, SUFIANCOHEN, ALLANCONNORS, MICHAELCORDON, MARCIALCORTAZAR, VINCENTDONG, NANCYDUSSINGER, BRIANEPSTEIN, JACKETHERSON, JAMESGONZALEZ, LORENAGRAY-CAMPBELL,

DIANAGREENSTEIN, MARKHAMPTON, DOUGLASHAND, CHRISTINAHANLEY, DANIELHARNANAN, DENNISHARTLOFF, APRILHENRY, LENFORDISAAC, JOHNJEAN-FRANCOIS,

ALFREDKAPLAN, PHILIPKUHNLE, MARIANNELEBEL, MICHELLELOMANDO, PATRICKMISIR, CHAITRAMMONTREVIL, MARTINAMORAN, WILLIAMNAPPO, VICTORIAPABLO, RHYSRAUBER, THEODORERIVARD, SCOTTROSH, HERMANSAUNDERS, HANNASCHAEFER, ROGERSIKORA, STEWARTSILVERMAN, HOWELLSMITH JR., TIMSTEWART, GREGORYSTORER, JESSICASTRONG, TERESASZYMENDERA, JUDITHWRAY, RUPERTZIMOSKI, RONALD

4 PB Sep 2017 Sep 2017

SELLING THE WHOLE PACKAGEOne of the biggest errors Agents make in the field is selling insurance based on price alone. Many insurance Agents get caught up on quoting the lowest price, based on the prospective client's premium, in an attempt to gain their business. During this year's Annual Election Period (AEP), keep in mind the many variables that go into helping clients find the best policy for them.

From the

DIRECTOR’SCORNERAgents who sell on price alone are not addressing their client's overall needs, and are in danger of having a low persistency rate. Many carriers design their marketing efforts around the lowest pricing, only to neglect the bigger picture of why the client should want the coverage.

Price is a consideration, but it is not the only consideration. Clients also should consider the financial strength ratings of the Company, its experience, the accuracy and speed of their claims processing, the stability of the Company, and their historical rate increases. Clients should consider how the carrier sets up their pricing in the marketplace. But it's up to you, the Agent, to make them aware of these additional factors!

Here are a few of the disadvantages you'll face if you're selling on price:

In other words, if a client buys on price alone, they may leave you because of price alone.

Clients are looking for a subject matter expert (SME) and want to work with a competent insurance professional who will make the effort to fully address their needs. Again, while rates are one consideration, they're not the only consideration. The responsibility is yours as the insurance Agent to communicate all the other benefits the policy will provide, and to show them the value of you as an insurance professional by making it clear you've understood their needs and are offering the coverage that best fits their needs.

Agents who automatically assume the client wants to buy the policy with the lowest price are making a huge mistake in their business. Agents should always conduct a complete needs analysis with their prospect, and then thoroughly present all of the benefits that the policy offers to meet those needs.

You never know why a client wants to buy or switch to another policy. It could be that they were sold the incorrect policy for their needs, or worse yet, the previous Agent did not explain some significant coverage benefits.

If you are consistently selling on price alone, you are doing a huge disservice to your clients, your prospects, yourself, and to our industry. Zig Ziglar taught all of us to sell on value and not based on price. It's time to start building our book of business on this solid ground. Doing so will ensure our security in the marketplace and our livelihood, and now's the perfect time to implement this technique as we shift our focus to the AEP.

There's a huge opportunity for Agents to organically grow their book of business during the AEP by offering the best 'value-add' policy for their clients. Last year, there were 17.6 million Seniors enrolled in Medicare Advantage plans and 13.1 million enrolled in Medicare Supplement insurance plans*. Take the time to educate your clients and ensure they understand the coverage options you suggest best fit their needs.

When you focus on selling the whole product, without solely highlighting the low rates, you increase your chance of building a long-term relationship with your clientele, which is what you ultimately want.

* Kaiser Family Foundation, 'Medicare Advantage fact sheet', May 2016.

Henry VazquezDirector of Medicare Supplements

You communicate to the client that price is the only value to the policy, and nothing else matters in their consideration or decision making.

You communicate to the client that pricing is the only value you can provide. It's easy for clients to get quotes online without ever speaking with an Agent. You must provide additional value!

You put your book of business at risk. If your focus is on selling the lowest-priced policy available on the market, you may quickly lose clients in the event of significant rate increases. You could also lose your client if another Agent offers them a lower price, because you failed to outline the many benefits that the policy provides, or worse, to prove the value of the service you provide.

1

23

PB 5 Sep 2017 Sep 2017

"We’re excited to celebrate with you again next year!"

6 PB Sep 2017 Sep 2017

This August our Eagles enjoyed a wonderful meeting at the JW Marriott Guanacaste Resort & Spa in beautiful Costa Rica!

They enjoyed fishing and celebrating with other top producers at UA.

A MEETING OF EAGLES

LOOK AT THE SIZE OF THAT MARLIN!

WINNER WINNER, MAHI DINNER

PB 7 Sep 2017 Sep 2017

THE AEPBREEZE THROUGH

There are definite advantages to knowing your audience as you gear up for this year’s Annual Election Period (AEP), when Seniors with a Medicare Advantage can return to Original Medicare and choose a Medicare Supplement for their supplemental needs. Plus, each year there are Medicare Advantage members whose plans are terminated or non-renewed and who will need new coverage for 2018. Here are simple tips on selling to Seniors to get you ready for the AEP beginning October 15.

Attend an AEP Specific Webinar – Our training team has developed an AEP specific webinar to help Agents get ready for the selling season. The ‘Making the Sale During the Annual Election Period (AEP)’ webinar runs until October 19 and will cover how Medicare works, how Medicare Supplement insurance and Medicare Advantage plans compare and, how to identify the types of prospects you’ll encounter during the AEP. Our team will provide you with updated information that can help you during the 2017–2018 season. Register Today!

ORDER YOUR SUPPLIES – Start ordering your application packs and more so you’re ready to go before you begin selling. Login to UAOnLine and fill out the Automated Supply Order From.

GET E-APP CERTIFIED – It’s important to get e-App certified if you plan to submit business using the iGo e-App®. You must attend an e-App webinar and complete the certification quiz before you are eligible to use the application.

ADVERTISE – You have access to a variety of advertisements, perfect for any media outlet you plan to use. The ads are preapproved and have places for you to add your personal information, so don’t waste time trying to start from scratch.

DO A LEAD DROP – A lead drop can be very beneficial in generating more leads. It will get your name in front of more people, and can only help your production.

If you are on the UA General Agency Office site you will notice a ‘Leads’ button at the top. The ‘Leads’ webpage provides a list of approved vendors for you to use that we continuously update.

KEEP IT PRESSURE-FREEPeople don’t like to be pushed into doing

anything, and that includes Seniors. Maintain a

pressure-free atmosphere when selling to Seniors.

Emphasize it’s important they make a decision, but

that the decision is entirely theirs to make.

HOLD AN ANNUAL REVIEWYou’ve heard it a million times, but we

can’t overemphasize the importance of an annual

review. Whether there are significant changes in the

lives of your customer or not, the annual review is a

great way to let customers know you continue to care

long after you make the sale. It’s also an outstanding

opportunity to get referrals. For instance, your Senior

customer may have moved during the past year to a

retirement community. When you visit, you may end up

with more referrals than you ever dreamed possible, and

you may decide their new residence is a fantastic place

to hold a Senior seminar. In addition, invite the children

of your Senior customers to sit in on the annual review.

The kids may be aware of additional needs the parents

have, and may provide you with additional referrals.

Annual reviews create all kinds of opportunities!

BE A VOLUNTEERMore than anything, Seniors want to

maintain their independence and continue to feel

active and vital. Volunteer your time to help them do just

that. Senior centers, health clubs, religious organizations,

Senior sports teams, travel clubs, etc., are always

looking for volunteers to assist with Senior programs

and classes. What a great way to get acquainted

with potential prospects and do something positive

for your community.

MARKET IN MANY FORMATSMake use of all the possibilities around

you - direct mail, customer referrals, Senior seminars,

print ads in newspapers and community or church

bulletins, health fairs, sponsorship of kids’ sports

teams, congratulatory ads in high school and college

yearbooks. And don’t forget people in line with you at

the bank or the grocery store. Tell everyone what you

do and how well you do it! All these can keep your

name in front of the public and make you the go-to

man or woman for Medicare Supplement sales. Make

sure any advertising material you use or distribute is

approved by the Home Office.

HOST COFFEE TALK A good way to get acquainted is over

a cup of coffee! Run an ad in your local newspaper or

community bulletin to host a ‘Second Cup of Coffee’

for Seniors at a local restaurant. Indicate you want

to bring them useful information about Medicare and

answer questions they may have about Senior health

insurance. Host it midmorning when business is slow for

most restaurants. Owners will appreciate the additional

sales on donuts, apple fritters, and bear claws!

SAY THANKSWe often stress the importance of

acknowledging special occasions in the lives of your

customers such as birthdays, anniversaries, etc. But is

there any time more appropriate to thank them for their

business than at Thanksgiving? When you send a card

at Thanksgiving, it gets noticed, and you stand out from

the crowd instead of being lost in the holiday shuffle.

BE CUSTOMER-CENTEREDWhile being knowledgeable about our

Company and products is important to creating a good

sales presentation, caring about your prospect is just

as important. Prospects don’t care how much you

know until they know how much you care. Everything

you do and say must be for the good of the customer.

Give them the time they need and the information they

need to make the decision that’s best for them. And

most of all, always be sensitive to their personal and

financial situations.

GET REFERRALSThis is a given with most insurance sales

people, but we want to emphasize how much easier

and more significant this can be when you have the

$3,000 Accidental Death Policy to offer. When your

customer gives you a referral, they’re not just giving you

a referral. They’re giving that referral an opportunity to

receive $3,000 worth of accidental death coverage for

themselves and their spouse and $1,000 for each of

their kids ($2,000 in FL) ... and all for a minimal annual

premium at the end of the first policy year. What a deal!

The ADP gives the term referral a whole new dimension!

1

5

2

6

3 74 8

STEPS TO TAKE NOW BEFORE THE AEP

8 9 Sep 2017 Sep 2017

Eagles Club is an elite group of Agency leaders representing the best of United American and Globe Life of New York.

Through July 2017, 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 July 2017, these top producing Writing Agents have the highest net combined annualized premium.

2017 EAGLES

PRESIDENT'S CLUB PACESETTERS CLUB

#1

#2

#3

#4

#5

#1

#2

#3

#4

#5

Jon Ahlbum The Ahlbum Insurance

Group, Inc. $3,144,751

Mike Lemar Sunshine State Agency

$1,455,221

William Borosak Jr. Secure Financial

Group, LLC $1,022,482

Tim Ahlbum Health Coverage

Solutions $935,977

Donna Ahlbum The Ahlbum Insurance

Agency $875,541

AGENT NAME AGENC YYTD PRODUCTION

1 Kerry Sachs Secure Retirement Solutions, Inc. $606,795

2 Paul Sheldon, CLU, ChFC Paul Sheldon Insurance & Benefits Planning $594,439

3 Christopher Graham, CLU Graham Financial Group, Inc. $539,146

4 Ron Concklin Rosenberg-Concklin, Inc. $468,996

5 John Clark Senior Solutions Insurance Agency $444,283

6 Scott Mednick Professional Insurance Systems of Florida $418,509

7 Robert Wroblewski Palm Cove Insurance Solutions $344,859

8 Gina Savage Savage Insurance Agency $322,847

9 Lisa Rosati Rosati Insurance Agency $311,404

10 Senior Insurance Marketing, Inc. $277,532

11 Shawn Schroeder Jack Schroeder & Associates, Inc. $239,393

12 James M. Gray, Inc. $239,215

13 Scott Schwartz Insurance Protection Services $238,714

14 Vincent Abbatiello Mainstay Retirement Solutions $177,579

15 Mike Stevens Farm & Ranch Healthcare, Inc. $177,337

16 Centerstone Insurance & Financial Svcs. $170,626

17 Elite Insurance Partners, LLC $168,785

18 Jackson Edwards IV Edwards Insurance Agency $159,049

19 Albert Valery Valery Insurance Agency $154,920

20 Joseph Maisonet Maisonet Insurance Agency $152,937

21 Bryan Wiedersum Wiedersum Insurance Agency $150,899

22 Cesar Chacon The Insurance Hub $144,240

23 Nur Ahmed Ahmed Insurance Agency $139,638

24 American Eagle Consultants, Inc. $136,930

25 Maria Cancio Cancio Insurance Agency $136,264

26 Nicholas Mangini Mangini Insurance Agency $135,659

27 Stephen Maisto Senior Health Solutions $132,670

28 Richard Schwartz Insurance Center of S. Florida $132,324

29 Marc Zum Tobel Consolidated Insurance Group, Inc. $127,788

30 Joseph Jaffe Jaffe Insurance Concepts, Inc. $125,172

AGENT NAMEYTD PRODUCTION

1 Paul Sheldon, CLU, ChFC $594,439

2 Tim Ahlbum $376,267

3 Kerry Sachs $289,712

4 Scott Schwartz $238,714

5 Ray Stevens $226,506

6 Christopher Graham, CLU $201,740

7 Lisa Rosati $167,580

8 Gary Kempler $165,948

9 David Haass $164,573

10 Jason Stevens $159,012

11 Bryan Wiedersum $150,899

12 Jon Ahlbum $133,022

13 Brian Gilbert $132,098

14 Dextor Saylor $131,402

15 Neill Aarons $129,332

16 Beverly Kingsley $128,405

17 Gina Savage $126,896

18 Vincent Abbatiello $123,303

19 Jackson Edwards IV $116,917

20 Glenn Ripoll $115,835

21 Neil Primack $107,176

22 Dani Chard $104,978

23 Xiomara Ottovegio $103,262

24 Christopher Graham $94,444

25 Thomas Payant $93,216

26 Nayeem Siddique $87,220

27 Robert Holzman $85,830

28 Catherine Hatton $85,536

29 William Borosak Jr. $84,851

30 Devin Barta $83,198

Through July 2017, these top producing General Agents and Agencies have the highest net life annualized premium.

Through July 2017, these top producing Writing Agents have the highest net life annualized premium.

TOP 30 LIFE GENERAL AGENTS

TOP 30 LIFE WRITING AGENTS

Catherine Hatton Long Island Insurance

Solutions $799,424

Ray Stevens Stevens & Associates

Insurance Agency, Inc. $784,042

Devin Barta Barta Insurance Agency

$593,003

Mark Graham AmeriLife $551,600

Edward Shackelford The Assurance

Group, Inc. $421,826

AGENT NAME AGENC Y

1 Mike Stevens Farm & Ranch Healthcare, Inc.

2 Mark Graham AmeriLife

3 Richard Allen Allen Insurance Agency

4 Donald Howe Howe Insurance Agency

5 Paul Balep Balep Insurance Agency

6 Jon Ahlbum The Ahlbum Insurance Group, Inc.

7 Donna Ahlbum Ahlbum Insurance Agency

8 Donald Saltis Saltis Insurance Agency

9 Mark Landis Metro Insurance & Financial Services

10 Benefit Plans of America, Inc.

11 Mack Daniels Daniels Insurance Agency

12 Wayne Jones Jones Insurance Agency

13 Phil Ortez Jr. Phil & Kathy Ortez Insurance Agency, Inc.

14 Catherine Hatton Long Island Insurance Solutions

15 Drew Wilder Wilder Insurance Agency

16 Neal Stacy Stacy Insurance Agency

17 Joseph Iannelli Iannelli Insurance Agency

18 Alvin Smith Smith Insurance Agency

19 Gail Pilotti Pilotti Insurance Agency

20 Scott Mednick Professional Insurance Systems of Florida

21 Actuary Solutions Group

22 Charles Loper Jr. Loper Insurance Agency

23 Mike Lemar Sunshine State Agency

24 Care Value, Inc.

25 Loren Olguin Olguin Insurance Agency

26 Felix Lyons Lyons Insurance Agency

27 Marsh McAfee McAfee Insurance Agency

28 Felicia Chisolm Chisolm Insurance Agency

29 Thomas Irick Irick Insurance Agency

30 Willie Jones Jones Insurance Agency

AGENT NAME

1 Mark Simpkins

2 Paul Balep

3 Richard Allen

4 Donald Saltis

5 John Muamba

6 Lisa Rosati

7 Mack Daniels

8 Wayne Jones

9 Phil Ortez Jr.

10 Rochelle Bryd

11 Shanna Wetzstein

12 Drew Wilder

13 Pedro Vigil

14 Gail Pilotti

15 Alvin Smith

16 Marion Bates Jr.

17 Lee McGriggs

18 Florence Munene

19 Felix Lyons

20 Marsh McAfee

21 Felicia Chisolm

22 Mary Dioguardi

23 Thomas Irick

24 Willie Jones

25 Maurice Washington

26 Daniel Treacy

27 William Esters

28 William Herndon

29 Shawner English

30 Samantha Clay

10 11 Sep 2017 Sep 2017

#UACONVENTION2018 JULY 10-13, 2O18◆ FAIRMONT LE CHÂTEAU FRONTENAC ◆

CITY

WH

AT Y

OU

NEE

D T

O Q

UA

LIFY

IF

YO

U A

RE A

GEN

ERA

L A

GEN

T:

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

WR

ITIN

G A

GEN

T:

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.Globe Life of New York Agents can only qualify for convention based on health production only.

ARE YOU ON PACE TO JOIN US?