THE YEAR OF

REC R U I TING

JANUARY 2017

SUMMIT MAGAZINE

COPYWRITERLauren Suarez

CREATIVE LEADJohn Begg

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)

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.

WHY CHOOSE A MEDICARE SUPPLEMENT INSURANCE PLAN IN 2017?The 2017 calendar year deductible for Medicare Supplement insurance Plan HDF/F+ will be $2,200, an increase of $20 from the 2016 deductible of $2,180.

This deductible is updated annually based on a formula found in federal law. Since Plan HDF/F+ was introduced, the average yearly increase has been approximately $39*. See chart below for details.

Medicare HDF/F+ Annual

Deductible

Year◆Annual

Deductible

2017 $2,200

2015 –16 $2,180

2014 $2,140

2013 $2,110

2012 $2,070

2009 –11 $2,000

2008 $1,900

◆ HDF/F+ became available to sell starting in 2005

2007 $1,860

2006 $1,790

2005 $1,730

Contrast these amounts with Medicare Advantage (MA) plans, which in 2016 have a maximum out-of-pocket limit of $6,700. The average MA plan’s limit is currently $5,332**.

Medicare Supplement insurance Plan HDF/F+ may be a suitable option for your customer’s needs***. United American offers 10 of the 11 standardized Medicare Supplement insurance plans nationwide. Always review your prospect’s individual coverage needs, including the values, benefits, and costs of the coverage, to determine which plans may be appropriate****.

*Past performance not indicative of future results.**Source: Kaiser Family Foundation, December 2016**Source: Kaiser Family Foundation, December 2016***Some additional out-of-pocket costs may still be incurred.****Plan availability varies by state. Check your state compliance sheets to verify available plan options.

TRY A TRAINING WEBINAR“I’ve taken several of your offered training modules through the webinar system and they’re all very good. I’m planning to login to the “Turning 65 Lead List” for a second time today. Always count on me to say something good about your crew. Rick, Dave, and Vinny are all personable and do a great job. I’ve received phone calls from them too as a follow up to my various training with United American. It has made me feel really plugged in to the Company. Thanks so much!”

~Raymond Landis, Agent

Take advantage of the free training we make available to you. Log on to unitedamerican.com/logon to register. Here's a sample of the courses available to you:

SELLING UA & GLOBE LIFE OF NEW YORK PROCARE MEDICARE SUPPLEMENTS

During this training webinar you will learn Medicare basics, how Medicare Supplements work, and understand the differences between Medicare Supplement insurance policies and Medicare Advantage policies.

LEARN HOW TO SELL FINAL EXPENSE TODAY

This webinar explains the features and benefits of our new whole life product, so you can sell this today. Get tips on completing applications, basic underwriting guidelines, and how to use our convenient rate calculators all in 30 minutes or less.

FIVE STEPS OF MARKETING FOR LIFE AND MED-SUPP AGENTS

We will cover the 5 proven marketing steps to successful insurance sales. Let us give you a helping hand with marketing!

AGENT FLASHBUY SALE!Shop for official Company branded merchandise such as shirts, caps, drinkware, with more items to come. It’s easy to order, and perfect for meeting customers when representing United American or Globe Life of New York.

Visit UA General Agency Office and click on the link you see below. If you’re a Globe Life of New York Agent, visit office.globelifeofnewyork.com to get your gear.

WHAT IS A FLASHBUY? Similar to Groupon, a FlashBuy looks for special offers for unique merchandise and requires a group purchase. We are able to sell this merchandise to Agents at a discounted rate since the Company purchased a large enough order quantity, but items are limited. You don’t want to wait too long, or everything you want might be gone!

Contact Halo Branded Solutions at 479-922-4256 with any questions you may have.

2 JANUARY 2017 THE YEAR OF RECRUITING

Charles MankamyerPresident of General Agents

I get so excited every January about all the potential I see around me. Everywhere I look I see talented people making exciting things happen … whether it’s Agents in the field or members of your hard-working Home Office team. Good things are happening at United American and Globe Life Insurance Company of New York, and they’re getting better all the time!

I realize it’s only January. But it’s never too early in the year to have your goals set and be working toward them. The sooner you know where you want to go, the more likely you are to get there. From now until February 14, you should be focused on the Medicare Advantage Annual Disenrollment Period. What you do during the first six weeks of this new year can have a profound impact on your overall success for 2017.

OPTIMIZE YOUR MADPThe MADP is an outstanding opportunity to start educating and building trusting relationships with individuals who may have no prior experience with Medicare Supplement insurance. Many individuals leaving their Medicare Advantage plans may not have the foggiest idea how a Medicare Supplement insurance works in conjunction with Original Medicare. You may need to spend more time with these folks, but it’s a breeze with a larger team of Agents under you. Your customer will have the satisfaction of knowing he or she is purchasing a quality product from a Company that has had its finger on the pulse of the Senior market for more than forty years. You can assure these customers United American and Globe Life Insurance Company of New York will be there when they need us. We have a track record of strength and stability that will not let them down!

Medicare Supplement insurance sales are the main focus in the coming weeks for United American Agents, but don’t forget about our Introductory Offers too. The $3,000 Accidental Death Policy*, MedFacts Kit, and Memorial Guide are all terrific door-openers. They can naturally and easily lead to additional sales of Fundamental Life, Cash Benefit Cancer, Cancer Expense, HealthGuard, and Foundation Signature Series. Helping your customers protect their financial future goes hand in hand with helping them find the right insurance coverage. It’s easier to meet with more people if you have more Agents. The more people you have on your team, the more people you can help protect.

2017 RESOLUTIONThis month’s center spread talks about the one very important resolution you should make for 2017 – to RECRUIT! Adding new blood to your Agency will put you in a better position to handle the uninsured and underinsured population. More uninsured means more leads, more prospects, and ultimately more sales. See the article on pages 8 and 9 about how easy recruiting can be with United American.

Why recruit Agents to sell United American? Aside from having one of the best commission structures in the industry, outstanding Home Office support, excellent training and marketing materials, we have the United American iGO e-App® with screen-sharing capabilities. This makes selling our products that much easier. With the e-App you can sell insurance from a different location, and submit their application automatically which streamlines the app process for your customers.

PACK YOUR BAGSAre you as excited about the 2018 Convention site as I am? Quebec is an amazing city … unlike any other on the planet. With the recently renovated Fairmont Le Château Frontenac, our destination hotel, there is no doubt that the luxury you want and deserve will be evident around every corner. You’ll be blown away by the history, culture, landscape, and architecture this picturesque town boasts. See page 6 for more details about Convention 2018. I want to see everyone in Quebec!

The New Year holds a lot of promise. I have faith each of you has the capability to fulfill that promise and find the success you desire. Keep your eye on the prize for great selling during the MADP and recruiting more Agents in 2017!

*The $3,000 Accidental Death Policy (form UAINADP) is not available in the states of MA, MN, NJ, and VT.

3 JANUARY 2017 THE YEAR OF RECRUITING THE YEAR OF RECRUITING JANUARY 2017 3

WELCOME TOUNITED AMERICANABATI, CYNTHIAABERMAN, HOWARDADAMS, JERRYADAMS-TORRES, JONIADEOYE, WOLEAGRELLA, ALANAIST, GEORGANNEALDEN, CHRISTOPHERALDEN, GARYALEXANDER, PHOEBEALOISI, STEPHANIEANDERSON, MARYANDERSON, RUSSELLANDES, RANDYANTOINE, MARIE-MADELEINEAPOSTOLO, ENERSTOARMSTRONG, DAVIDASHLEY-HERNANDEZ,

SHERILLASSURED CONCEPTS

GROUP LTDAULT, CHARLESAYERS, DIANEBAILEY, CHERYLBALTIMORE, DEREKBARRIENTOS, RAYMONDBASKER, KURTBASTIAN, TERRYBAYLESS, RONALDBELIKOV, TONIBELLOWS-NICHOLS

AGENCY, INC.BERRY, PHILLIPBERRY, RONSONBLACK, TYRONEBONDS, STEPHANIEBONNETT, BOYDBOOTH, DAVIDBORCHERT, THOMASBORROWDALE, ROBERTBOTELHO JR., ROGERBRADY, RAYBRAUN, RONALDBREITENFELDT, PAULBRETT, KELVINBROOKS, OZEABROWN, CHERYLBROWN, ELOISEBROWN, JOHNBROWN, LEEBROWN, WILLIAMCALDWELL, HERBERTCALDWELL, RODERICKCAMPBELL, OCTAVISCAMPBELL, WILLIAMCARTER, BECKYCARTER, SHAWNCASE, WILLIAMCATLIN, BARBARACHALMERS, LARRYCHAMBERLIN TAX ADVISORY

GROUPCHASEN, DAVIDCHEUNG, KIMCHILDRESS, CALEBCLARK, CLYDECLARK, PRINCECLARK, TYSONCOCHARO, CRAIGCOLE, LOUISECOLLINS, JOSEPHCONTINENTAL CREST

INSURANCE SVCS PCCOPELAND, CHESTERCORBIN, CALVINCORNERSTONE FINANCIAL

PARTNERS LTD

CORRALES, ALBERTOCOVERT, MARKCOX, LISACOYNE, STEPHENCREATIVE BENEFIT PLANSCRIM-DUBOIS, MERLECROSBY, CASSANDRADAHLMEIER INSURANCE

AGENCY, INC.DAVIDMAN, LARRYDAVIS, JAMESDAVIS, LAURIEDAVIS, MARYDAVIS, MICHAELDAVIS, TWOINDE LA GARZA, RICHARDDEASE, RITADELGADO, MARIADELGADO, SAMUELDEMETRIUS, NICOLEDENGEL, EDWARDDERR, MICHAELDIFEDE, LINDADILLEHAY, RANDYDINGESS, JOHNNYDOEBLER, RICHARDDOTTRINA, JAMESDRAGON, ROBERTDRAR, ABATEDRIZ, CLARK-KYLEDRUMM, RENEEDUFFIE, SEANDUNCAN, GARNERDUONG, KEVINDURANT, VANESSADURHAM, WILLIAMDURST, MARTHAEGGERING, FRANKEHRLICH, VICTORELLIS, ROBERTELLIS, THOMASELTZEROTH, SALLYEMERY, BARCLAYENVICK, ANGELAEPPS JR., TOMMYERVEN JR., ROBERTESPARZA, JANICEESPINOSA, VALENTINFARRIS, MARYFARRIS, TERRYFEARN, JENNIFERFENDERSON, DAVIDFENN, SETHFERGUSON, MYRAFERGUSON &

ASSOCIATES LLCFERNANDEZ, MARISOLFITZ-GIBBON III, PAULFOX, KIONNAFRANCIS, LEONFRASER, DANIELFRAUSTO, JOSEPHFREY, ERINFUGIETT, RODNEYFYFE, JOHNGADSDEN, LISAGAMER, ROBERTGARCIA, ABEGARCIA, OLGAGARCIA, RUSDAELGARDNER, MARTINGARLAND, ANTHONYGARZA, CINDYGARZA, YVETTEGARZA-MARTINEZ, VERONICAGHOLSON, CAROLGILL, DELORESGOMEZ, CYNTHIA

GONZALEZ, CARLOSGONZALEZ, NENCYGONZALEZ, RAULGOURLEY, MICHAELGRAHAM, TARRAGREEN, ANDREGREGORY, JEROMEGREGORYS INSURANCE, INC.GRUND, JOHNGWILLIAM, BETTYHAIRE, PHILLIPHALBIG, DAVIDHALL, BRIANHAMMER, GREGORYHANSEN, TROYHARBOYAN, VICHARDAWAY, LEWISHARRIS, MARYHARTFORD, KERRYHARVEY INSURANCE

AGENCY CORPHAYWOOD, FREDERICKHEALY, DANIELHEARD, WILLIAMHELLER, TRACYHELTON, PHILLIPHENDERSON, BRIANHEPPE, ROBERTHERNANDEZ, CHRISTINAHERNANDEZ, JONATHANHERRERA, BILENAHILL, DOUGLASHILTON, GARYHILTON, JEFFREYHITE, SCOTTIEHOLDER, DIAHANNHOLMAN, LINDAHOLMES, JOHNHOPKINS, EDWARDHORSMAN, FRANKHOUGH, CHARLESHOWARD, EARNESTINEHOWELL, ROBERTHRUBY, DENNISHUAMAN, JUANHUGHES, BILLYHYSTEN, TYJACKSON, BARBARAJANZEN, VIRGILJARMON ROAF, BARBARAJASTREMSKI, DAVIDJENKINS, COLINJOHNSON, GARYJOHNSON, JANJOHNSON, JUNEJOHNSON, LARRYJOHNSON, MARTEZJOHNSON, MORRISJONES, MARYJONES, MCKELLJONES, WAYNEJORGENSEN, RICKIEJOYNER, SPENCIAKAPUR, MANJUKAPUR, SUNILKAVANAGH, GLENKAVANAGHT, ALLENKHAALID, SHAWQUKHOURY, EUNICEKIDD, DORISKILLIAN, PAMELAKINNEY, JOHNKIRSCH, MARLINKIVUMBI, JAMESKLADIS, STEPHANIEKLINE, BENNYKORELIN, CATHERINEKOVARIK, DELLROSE

KWON, KILAGUERRE, JONELLALEHPOUR, KATRINLAMAN, BILLYLANMAN, MICHAELLARSON, PAMELALASPINA, PHILIPLAWRENCE, THOMASLAYTON, JOHNLAZERNIK, KYLELEACH, JEROMELEADER, DENNISLEAS, DAVIDLEBRON JR., ANGELLEE, ANNIELEE, ROBERTLEHMAN, TIFFANYLINDSLEY, CURTISLINEBARGER, JERRYLONG, BRYNITALONTINE-KEARSON,

KIMBERLYLOSADA, RUTHLOWE, KEVINLOZANO, GUSTAVOLUCHESI, CHUCKLUEBBERT, DENNISLUQUE, MARIOLYSINGER, WILLIAMMAGADA, PETERMAGEE, JOHNMAHIDA, NARENDRAMAJOR SR., THOMASMAK, PENGMANSOUR, RHONDAMARSIANO, DAVIDMARTIN, KEVINMARTINI, ROBERTMASIS, PABLOMASON, GREGMATHEWS, YVONNEMATTHEWS, JOANMATURE MARKET INSURANCE

GROUP, LLCMCALISTER, DONALDMCALISTER, JEFFREYMCCOOL, JOHNMCCORMICK, KEVINMCDANNALD, LOYDMCDONALD, JENNIFERMCGAIL, STEPHENMCKOY, CHERYLMCWILLIAMS, JOHNMEJORADO, LUCYMELTON, DOYLEMENCHACA, SAMMERRITT, RICHARDMILLER, MICHELEMILLER, STEPHENMITCHELL, JAMESMONGIAT, LISAMOORE, AUBREYMORAN-BARRAGAN,

ALBERTOMORRIS, ROBERTMOSEY, ROBERTMOTT & ASSOCIATESMURANO, LISAMURPHY, MARGARETMYERS, KENNETHNABER, VERLNAGIRNYAK, VIKTORNEELY, MARTINANGUYEN, MINHNICKEL, ROGERNIEDERMAIER, HEINZNOYES, DONALDNYSTROM, PAUL

OFILI, ELIZABETHOLIBRICE, JEANOLOFSSON, DANIELORMONT, GARYORTEGA, TOMOTUDOR, ABENAPALMER, BENNIEPAN, HONGPARKS, RUBYPARSLEY, CRYSTALPEDERSEN, DIANAPEREZ, LETICIAPESI, RAFAELPFALZGRAF, CURTPIERCE, RUBYPITTMON, JERRYPITTS, GERALDPOLITES, GEORGEPONDROM, RONALDPOSPICHAL, JOSEPHPREFERRED PLANNING

ASSOCIATES, INC.PRESTON, KARENPRESTON, TIMOTHYPREYER, LATORIAPROVCHY, JASONPRUDHOMME, ALBERTPULS, MIKERADCLIFFE SR., LAWRENCERADER, JOHNRAIFF, CHRISTOPHERRALPH, MEAGANRAMIREZ, ELIZABETHREED, REBEKAHREESE, TSHAKAREIBER, BONITAREID, MECHELLREYNA, ABELRICHMOND, DELORESRITTER, MEGANROBINSON, DORISROBINSON, MARLONROBINSON, SHANERODRIGUEZ, CLAUDIARODRIGUEZ, ROBERTROTH JR., ROBERTRUDOLF, BRADRUPPEN, FRANKSACKS, RHONASALEH, UMARUSAMUELSON, DONNASANCHEZ, GAILSANGSTON, JOSEPHSAWYERS, JUSTINESCHAAT, CLAYSCHAEMAN, ARLENESCHEUCHL, CHRISTOPHERSCHOEN, JOHNSCHUBERT, PAULSCOTT, JOSEPHSELVAGGIO, MARIALENASENA, JAMESSHEEHAN, TERRYSHEEHY, JAMESSHELTON, RONALDSHIRLEY, JAMESSINCLAIR III, DOHRMANSINGLETON, DANIELSIWYAN INSURANCE GROUPSLIGHT EDGE MARKETING

SERVICES, INC.SMITH, BRENTSMITH, DAPHNESMITH, LUTHERSMITH, UNDREASMITH JR., BERNARDSOLOMON, HAROLDSOSA, SERGIO

SPAULDING, GARYSPENGLER, RHONDASPILLERS, LARRYSQUIRES JR., EARLSTAERK, ROBERTSTEIN, CRAIGSTEVENS, ALBERTSTEVENSON, MARYSTONE, DALESTRAWBRIDGE, JANESTRUSS, COLLEENSUSSMAN, VALERIETAYLOR, BOBBYTHE LEIST GROUP, LLCTILLMAN, SHUANATITUS, DANIELTODD, JESSICATODD, REGINALDTORRES, HEIDITORRES, MICHAELTOSCANO, JOSETRAN, THANHTREZISE, MARKTROTTER, NICOLETRUMBOWER, DOUGLASTULLOCH, FRANCINETURNER, CHARLESTURNER, JAMESULMER, CHARLESURIBE, OSCARVALLE, LUISVANDERHEYDEN, KEVINVANWEELDEN GROUP, LLCVEGA, MARIOVES SELLS, JANETVIATOR, JOHNVILLARREYNA, LUISVU, JIMMYWAAGE, DONALDWALL, JOHNWALTON, ALLYSONWALTON, DONNAWATSON JR., ANDREWWATTS, RONALDWAYLAND, WILLIAMWEAVER, MICHAELWEBB, ALANWEHRLI, JENELLWELSH, MICHAELWENDEROTH, SUSANWHITE, DONALDWIEDER, RICHARDWILDER, MARTHAWILLIAMS, DARRELLWILLIAMS, KELVINWILLIAMS, LESLIEWILLIAMS, RUSSIAWILLIS JR., OSCARWILSON, BRENDAWILSON, CHRISTINEWILSON, RIAWILTJER, RONALDWION, ALLENWISH, VICKIEWOLF, RALPHWOLIN, GREGORYWOOD GUTMANN & BOGART

INSURANCE BROKERSWOOD II, DARRELLWOOLERY, TELEAHWRIGHT, DAVIDWRIGHT, EVANGELINEXU, LINGYATES TIMMONS, CLAUDIAYOUNG, TYLERZARATE, LETICIA

GLOBE LIFE OF NEW YORKBENHAMOU, PHILIPPEBOUCHER, BILLIEBROWER, JOHNCARBONARA, JOHNCOULTER, THOMASCREATIVE WEALTH PLANNING, LLCFOX, AGNESFRANKLIN JR., WILLIAMGAUL, MATTHEWGELBWAKS EXECUTIVE MARKETING CORPHOURIGAN, EDWARDKIRSCHNER, SARAHLYONS, FELIXMICHAELS, THOMASMULLEN, TAMMY-LYNNMURPHY, DAVIDPARKER, RHONDAQUINONES, SAIRAQUINTERO, RUBENRAIA, CATHERINEROGERS, SYDNEYSIDDIQUE, NAYEEMTREGLIA, GIOVANNIUPSTATE SPECIAL RISK SERVICES, INC.WILLIAMSON, MARK

4 JANUARY 2017 THE YEAR OF RECRUITING

WE’LL HELP YOU RECRUIT! Recruiting is an integral part to growing any business, and with the new year comes a new focus. Maybe your goal is to increase the number in your downline by a certain number. Maybe your resolution is to dedicate more time to recruiting Agents. When you focus on building and growing your business, you indirectly focus on increasing your own income potential.

We have several updated opportunities for you to choose from if you’re willing to invest in generating recruiting leads. Consider hosting a recruiting webinar and/or a recruiting seminar with our help and earn a reimbursement for your efforts.

Our Directors have decades of experience in the industry in all areas of sales, team

management, and recruiting. We would love to share our wealth of

knowledge and countless tips on generating new recruiting leads — at no cost to you. Our team is a great recruiting lead resource if you have never held a recruiting webinar and/or

recruiting seminar on your own.

Regardless of which opportunity seems more appealing, the

same qualifications apply in determining whether an Agent is

able to contract with us.

In order to contract an Agent, they:

f Must have an active Health and/or Life insurance license

f Cannot already be appointed with UA or Globe Life of New York in the last 30 days

The only exception is if you have appointed them under you with UA or Globe Life of New York in the last 30 days and they were not appointed with the Company 30 days prior to their new appointment.

HOSTING A RECRUITING WEBINARA webinar is a convenient method to recruit Agents; at the same time, it provides recruiting leads the flexibility to attend wherever they can access a computer. This is a great recruiting option when you’re expanding your geographic reach.

It may seem intimidating to host a webinar if you’ve never done so before. So, one of our Company Directors will attend the webinar and present the UA or Globe Life of New York information for a minimum of 30 minutes, giving your audience the ability to hear information directly from the source and ask questions when necessary.

Here is a checklist of things you need to do if you choose to host a webinar:

f Receive written approval for the webinar

f If you do not use our webinar service, then you must supply us with an attendees list from the event

f Send attendees a contract before or during the webinar — we can help with this

f Follow up with the attendees after the webinar to retrieve the contract and additional feedback

In order to use a hook, you must pay for the hook up front and we reimburse you accordingly. We will reimburse you for the full hook, up to $50 each, if:

f The contractible Agents attend and appoint within seven days — no maximum on the number of payouts.

f You appoint 10+ contractible Agents within seven days from the webinar

We will reimburse you for 50 percent of the hook, up to $25 each, if:

f The contractible Agents attend and do not appoint within seven days — $1,000 max pay out for the ones who do not appoint within seven days

f You get less than 10 appointed within seven days. Always be sure to keep your receipts because we need receipts to reimburse you

HOSTING A RECRUITING SEMINARA seminar is a more formal, interpersonal technique to recruiting. If you enjoy talking with people face-to-face and excel at forming connections with people, you may want to look at hosting a recruiting seminar. It’s a great way to meet your potential new Agents and get a read on where they flourish.

Similar to the webinar, a Company Director will attend the seminar and present UA or Globe Life of New York for a minimum of one hour. They will also work with you on the material you plan to present and the material they plan to present. You do need to receive written approval prior to the seminar if you would like to qualify for a reimbursement up to $2,000 per event, depending on how many contractible Agents attend.

Here is a checklist of things you need to do if you choose to host a seminar:

f Submit a copy of the approved sign-in form with all your attendees listed to the Company

f Collect all contracts coded to you that will be passed out during the seminar

f Follow up with the attendees who did not contract after the webinar to retrieve the contract — we can help with this

You must cover the expenses for the seminar up front and we could reimburse you up to $2,000. Be sure to keep your receipts, or we will be unable to reimburse your efforts.

You could be reimbursed for:

f Cost of a meeting room (fees and taxes)

f Food and beverage (fees and taxes)

f Preapproved hooks to get them to attend and contract at your seminar

f Additional special request needs which are preapproved in writing

We determine the maximum reimbursement allowance for a seminar based on the number of Contractible Agents attending.

Contractible Agents Attended

Reimbursement Allowance

10 $300

15 $500

20 $750

25 $1,000

30 $1,250

35 $1,500

40 $1,750

50 $2,000

2017 is the year of recruiting, and what better way to recruit than hosting a webinar and/or seminar for contractible Agents. Let’s work together this year to make it even greater than last year.

Contact our Recruiting Admin Val Bonito at vybonito@torchmarkcorp.com or 1-214-250-5744 to get in contact with the correct Director for your area and receive more information on how to get reimbursed for your upcoming recruiting efforts.

From the

DIRECTOR’SCORNER

Ryan SykesSenior Director of Recruiting, Marketing & Overall Sales GrowthGeneral Agents

5 JANUARY 2017 THE YEAR OF RECRUITING THE YEAR OF RECRUITING JANUARY 2017 5

CITY

QUARTIER PETIT CHAMPLAIN & PLACE ROYALETake a trip in time to 1608 to see the oldest neighborhood in North America at Place Royale, and do some window-shopping in the nearby Quartier Petit Champlain. As you wander past period buildings along cobblestone streets, enjoy the area's boutiques, art galleries, and restaurants.

MONTMORENCY FALLS PARKTake a gondola ride, hike one of the three Via ferrata circuits, or cross the cove of the falls on the double zip line. The best views of the 83-meters high (30 m higher than Niagara Falls) Montmorency Falls are from Parc de la Chute-Montmorency, where you can feel the full force of the falls for yourself.

WENDAKE Enter the fascinating world of the Huron-Wendat First Nation and embark on a history tour that will take you back to the 17th century. Dance shows and legends will whisk you deep into these people's imagination, while Musée huron-wendat and various craft stores invite you to learn more about the nation's culture and traditional know-how.

ÎLE D'ORLÉANSDrive over the bridge to the beautiful Île d'Orléans filled with historic farms, churches, and heritage homes. Visit the many artisans and farm stalls and enjoy the island's famous strawberries and apples, as well as freshly-baked bread, wines, ice ciders, blackcurrant liqueurs, and other local delicacies.

The Fairmont Le Château Frontenac is a Québec City icon and located in Old Québec. For more than a century, it has perched atop Cape Diamond overlooking Dufferin Terrace and the St. Lawrence River. The recently renovated lobby contains historical artifacts going back 400 years displayed in specially designed cases. Old Québec was designated a World Heritage treasure by UNESCO, so you're sure to love staying at the world's most photographed hotel. The friendly atmosphere and affable locals add to the European charm. You'll find horse-drawn carriages, street entertainers, singers, and artists surrounding the hotel in Old Québec.

PACK YOUR BAGS BECAUSE WE’RE CANADA BOUND!

OUR HOTELTHINGS TO DO:

FORTIFICATIONS OF QUÉBEC About 10 minutes from the hotel, you’ll find the only fortified city in North America north of Mexico. Discover beautiful cityscapes and see how Québec's defenses developed under the French and English regimes.

http://www.quebecregion.com/en/what-to-do/activities-attractions/must-see-attractions/

6 JANUARY 2017 THE YEAR OF RECRUITING

START THE NEW YEAR OFF WITH

SUCCESS!S

tart recruiting to GROW! Just as Baby Boomers are turning 65 at the rate of 10,000* per day, a whole generation of experienced Agents is on the brink of retirement. As the prospect pool continues

to grow, there are fewer Agents to service them. Focus on recruiting people from Generations X and Y to enlarge your Agency NOW. You’ll reach more prospects immediately and reap the benefits for years to come.

Understand your customers. The Seniors in your prospect pool are healthier and more mentally and physically active than any previous Senior generation. Seniors see themselves as energetic, confident,

and strong. Build off their enthusiasm and find out what activities are important to them. Seniors are particular with whom they do business, so it’s important to establish a relationship based on trust.

Concentrate on selling Medicare Supplement insurance policies during the Medicare Advantage Disenrollment Period to really boost your Q1 production and set the pace for a successful year!

This six-week period from Jan. 1 to Feb. 14 gives you the opportunity to turn former MA members into satisfied UA and Globe Life of New York policyholders.

Create a list of goals, both short-term and long-term. What do you want to accomplish this week? This month? This year? How can you not just achieve these goals, but exceed them? Raise the bar and

raise your production.

Emphasize introductory offers. Folks, we can’t stress this enough! United American’s Introductory Offers are a great opportunity to generate leads. UA’s $3,000 Accidental Death Policy (ADP)**, MedFacts Kit, and

Memorial Guide are simple tools to get your foot in the door and turn prospects into policyholders.

Sharpen your sales skills. A successful insurance sales career means continually learning and improving your sales abilities. Read, role-play, and take classes to improve your selling, negotiating, and

closing skills. Practice makes perfect!

Sign up for a FREE recruiting/training webinar or workshop. Webinars get newly appointed Agents or those new to selling Medicare Supplement insurance policies off on the right foot. Topics include

navigating and utilizing the UA and Globe Life of New York websites, product training, and our lead program. Workshops enable you to get personally acquainted with your Director and connect with other UA General Agents to share success stories, express opinions, and ask questions.

*According to Pew Research, an independent, nonpartisan public opinion research organization Source: Life Insurance Selling, ‘The Fight for Independents’, (see Sept. 2012 issue)

**The $3,000 Accidental Death Policy (form UAINADP) is not available in the states of MA, MN, NJ, and VT.

7 JANUARY 2017 THE YEAR OF RECRUITING THE YEAR OF RECRUITING JANUARY 2017 7

THE YEAR OF REC R U I TING

2017

20178 JANUARY 2017 THE YEAR OF RECRUITING THE YEAR OF RECRUITING JANUARY 2017 9

2017: THE YEAR OF RECRUITINGWant to make 2017 your most successful year to date? Of course you do! How can you? Devote more time and energy to the critical area of recruiting.

More Agents mean more prospecting, more leads, and more production. More Agents increase your Agency’s ability to reach more prospects and to provide more individuals and their families with the life and health protection they deserve.

Beefing up your Agency also can beef up your image within the community. Instead of being that ‘little insurance agency round the corner’ you’ll be ‘that talented team of sales professionals who offer a multitude of dynamic life and health products’.

New recruits provide existing Agents with a different perspective. Seeing the business through ‘new eyes’ can encourage veteran Agents to embrace new approaches to selling, which can lead to changes in attitude and an increase in Agent activity. Agents who are relatively new to the business can assist those who are even newer and bolster their own self-confidence and selling skills.

Use Your Existing Young Agents To Attract New Recruits: Don’t be shy about including your existing young agents in the interview process. If a candidate sees someone sitting next to them in an interview who looks as young as they do, it will boost their confidence that “there are others like me here.”

Clearly Define Young Agents’ Advantages And Opportunities: There are advantages to being young and in the insurance industry. Point those out!

• Drive and vitality

• Reaching younger consumers through social media should come easier for them since they’ve grown up communicating that way

• They have a built-in support network of other young agents through local and national Young Agents groups

Give Them The Right Tools To Succeed: Ensure your new producers are set up for success with exceptional levels of support, training, and mentoring. These tools should be in place before the recruiting process begins.

Licensed Agent or Neophyte? While many agencies only hire licensed insurance agents, there may be a need to search outside the insurance industry for candidates that fit your agency’s need. Here are some suggestions for locating candidates:

• Marketing representatives, underwriters, customer service and claim representatives from carriers

• Proven salespeople in other fields or industries

• Financial services brokers

• Graduating college seniors with a marketing degree

Do you have these core components in place? Organizations that have been successful in developing producers, achieving high growth rates, and developing effective recruiting strategies have these components in place:

• Clear and specific candidate profile with a defined interview process

• Sales plan that can be easily explained

• Attractive compensation plan

• Training plan – including producer mentoring and coaching

• Strategy to generate leads for likely candidates

• Sales management – set production goals and inspect regularly

Put increased recruiting at the top of your list of New Year’s resolutions for 2017. You can provide exciting, professional opportunities to a host of talented and energetic Agents and, in the process, take your production to levels you’ve only dreamed of. Hardworking, Dedicated Agents + UA Marketing Tools = Production Growth.

Source: Business Insider, ‘Highest Paying Jobs in America for 2016’, December 2016. http://www.businessinsider.com/highest-paying-jobs-in-america-for-2016-2016-1/#18-pharmacist-3

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

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

2016 EAGLES

PRESIDENT'S CLUB PACESETTERS CLUB

#1

#2

#3

#4

#5

#1

#2

#3

#4

#5

Jon Ahlbum The Ahlbum Insurance

Group, Inc. $5,705,964

Mike Lemar Sunshine State Agency

$2,250,787

Catherine Hatton Long Island Insurance

Solutions $2,034,436

William Borosak Jr. Secure Financial

Group, LLC $1,780,923

Tim Ahlbum Health Coverage

Solutions $1,584,218

AGENT NAME AGENC YYTD PRODUCTION

1 Donna Ahlbum The Ahlbum Insurance Group, Inc. $1,448,072

2 Paul Sheldon, CLU, ChFC Paul Sheldon Insurance & Benefits Planning $934,066

3 Kerry Sachs Secure Retirement Solutions, Inc. $856,397

4 Ron Concklin Rosenberg-Concklin, Inc. $819,548

5 Christopher Graham, CLU Graham Financial Group, Inc. $758,175

6 John Clark Senior Solutions Insurance Agency $757,502

7 Scott Mednick Professional Insurance Systems of Florida $737,747

8 Lisa Rosati Rosati Insurance Agency $572,534

9 Robert Wroblewski SOS Insurance Group $508,634

10 Scott Schwartz Insurance Protection Services $434,236

11 Vincent Abbatiello Mainstay Retirement Solutions $355,862

12 Joseph Maisonet Maisonet Insurance Agency $336,790

13 American Eagle Consultants, Inc. $313,601

14 Gina Savage Savage Insurance Agency $307,292

15 Richard Schwartz Insurance Center of S. Florida $291,835

16 Shawn Schroeder Jack Schroeder & Associates, Inc. $289,496

17 Nicholas Mangini Mangini Insurance Agency $277,271

18 Brian Gilbert Gilbert Insurance Agency $274,676

19 Loren Olguin Olguin Insurance Agency $269,470

20 Senior Insurance Marketing, Inc. $269,141

21 Centerstone Insurance & Financial Svcs. $265,398

22 Edward Catron Catron Insurance Agency $265,101

23 Jackson Edwards IV Edwards Insurance Agency $251,636

24 Cesar Chacon The Insurance Hub $246,949

25 Pierre Abadjian Abadjian Insurance Group $242,870

26 Long Island Health Plans, Inc. $224,810

27 ERIN Marketing, Inc. $219,808

28 Peter Gelbwaks Gelbwaks Executive Marketing Corp. $218,555

29 Mike Stevens Farm & Ranch Healthcare, Inc. $216,116

30 Professional Group Plans, Inc. $215,083

AGENT NAMEYTD PRODUCTION

1 Paul Sheldon, CLU, ChFC $931,758

2 Tim Ahlbum $622,990

3 Scott Schwartz $434,236

4 Kerry Sachs $405,912

5 Ray Stevens $368,896

6 Lisa Rosati $344,889

7 Jason Stevens $303,184

8 Christopher Graham, CLU $299,702

9 Brian Gilbert $277,520

10 Glenn Ripoll $275,664

11 Nicholas Mangini $239,807

12 Thomas Payant $235,559

13 Eugene Ranney $226,248

14 Gary Kempler $225,611

15 Vincent Abbatiello $223,875

16 Jon Ahlbum $221,383

17 Devin Barta $200,782

18 Mark Hargis $197,642

19 Neill Aarons $197,292

20 Xiomara Ottovegio $187,703

21 Dexter Saylor $185,486

22 Stephen Maisto $181,313

23 Aaron Gordon $180,263

24 Beverly Kingsley $179,744

25 Catherine Hatton $178,510

26 Joseph Jaffe $177,617

27 Gina Savage $175,920

28 Jackson Edwards IV $166,976

29 Kevin Lawrence $166,975

30 Rosemary Mangini $163,476

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

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

TOP 30 LIFE GENERAL AGENTS

TOP 30 LIFE WRITING AGENTS

Mark Graham AmeriLife

$1,308,227

Devin Barta Barta Insurance Agency

$1,294,043

Ray Stevens Stevens & Associates

Insurance Agency, Inc. $1,186,475

Edward Shackelford The Assurance

Group, Inc. $1,103,843

Stephen Maisto Senior Health Solutions

$454,301

AGENT NAME AGENC Y

1 Mike Stevens Farm & Ranch Healthcare, Inc.

2 Mark Graham AmeriLife

3 Joseph Iannelli Iannelli Insurance Agency

4 Donald Howe Howe Insurance Agency

5 Catherine Hatton Long Island Insurance Solutions

6 Gilbert Williams Williams Insurance Agency

7 Sylvan-James Associates, Inc.

8 John Clark Senior Solutions Insurance Agency

9 Mark Landis Metro Insurance & Financial Services

10 Richard Sakharoff Security Benefits Group, Inc.

11 Sheldon Reid Reid Insurance Agency

12 Hulda Hicks Hicks Insurance Agency

13 Mike Lemar Sunshine State Agency

14 John Barberan Barberan Insurance Agency

15 Scott Mednick Professional Insurance Systems of Florida

16 Dorothy Jones Jones Insurance Agency

17 Everett Forney Forney Insurance Agency

18 D & P Jones Insurance Services, Inc.

19 Alcoen & Associates, LLC

20 Dawn Manor Manor Insurance Agency

21 Shamseldin Omer Omer Insurance Agency

22 Loren Olguin Olguin Insurance Agency

23 William Masterson Masterson Insurance Agency

24 Susan Hirsch Hirsch Insurance Agency

25 Mahari Mctier Mctier Insurance Agency

26 Benefit Plans of America, Inc.

27 Michael Brickley Sr. Brickley Insurance Agency

28 Daniel Dragan Dragan Insurance Agency

29 Raymond White Jr. White Insurance Agency

30 Christian Mollon Mollon Insurance Agency

AGENT NAME

1 Mark Simpkins

2 Stephen Pilotti

3 John Muamba

4 Gilbert Williams

5 Joe Gray

6 Julio Alvarez

7 Richard Sakharoff

8 Randy Merrell

9 Larry Brooks

10 Hulda Hicks

11 Theran Augustine

12 Joseph Butler

13 Michael Robinson

14 William Masterson

15 Benjamin Sulsky

16 Michael Brickley Sr.

17 Regina Sakkal

18 Raymond White Jr.

19 Christian Mollon

20 Shirrlee Bays

21 Peter Gbongay

22 Loren Olguin

23 Dawn Horne

24 Ronald Woodlief

25 Elmer Garcia

26 Douglas McElroy

27 Wilfredo Torres

28 Roy Moreira

29 John Barberan

30 Elliot Ricks

10 JANUARY 2017 THE YEAR OF RECRUITING THE YEAR OF RECRUITING JANUARY 2017 11

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

CITY

WH

AT Y

OU

NEE

D T

O Q

UA

LIFY

IF

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ENER

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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

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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?