April 2015 - United American Insurance Company

April 2015
The news and ideas magazine for the Independent Agents of United American and First United American Life Insurance Companies
DIRECTOR OF MARKETING
Christie Gibson
CONTENT SUPERVISOR
Kaley Lockaby
EDITORS
Roberta Boyd King
Gay Falkowski
GRAPHIC DESIGNER
John Begg
EMAIL
[email protected]
to update information for Summit or
to submit news for the Editor’s page.
HOME OFFICE
972-529-5085
FIRST UA
315-451-2544
AGENT SERVICE CENTER
800-925-7355 or email
[email protected]
WEBSITES
unitedamerican.com
unitedamerican.com/logon
firstunitedamerican.com
firstunitedamerican.com/office
ATTN: ALL FIRST UA AGENTS
Great News! First United American’s
N E W!
Supply Order Form is now automated.
The online form enables you to submit
orders electronically on UAOnline. This
automated process replaces email, fax, and call-in
orders. Once registered with UAOnline, just click on
the ‘Automated Supply Order Form’ link and place
your order.
Please contact the Home Office at
315-451-2544 with questions.
CODE OF BUSINESS CONDUCT
& ETHICS
Torchmark and its affiliates are committed to
maintaining a business atmosphere and working
environment based on honesty, fair dealing, and
sound business ethics. Please review The Torchmark
Corporation Code of Business Conduct and Ethics
by logging into the UA/First UA Agent websites
and clicking the ‘Code of Business Conduct and
Ethics’ link on the right side of the page. This Code
of Conduct expresses the standards of integrity
and business conduct that all Company directors,
officers, employees, and independent contractors
must uphold and follow. The Code is provided to
help you understand what the Company expects of
you and should be read carefully.
ATTN: ALL UA AGENTS
As previously communicated, UA is pleased to
announce the addition of our UA Partners Optional
Noninsurance Discount Medical Program to
the iGO e-App®. For UA Medicare Supplement
policyholders, UA Partners includes “Automatic”
Claims Filing® (ACF). With ACF we receive Medicare
claims filing paperwork electronically and are able
to process the benefit check for the healthcare
provider, often before the policyholder receives the
Medicare Summary Notice.
Published regularly by
United American and First
United American Life Insurance
Companies for the dissemination
of information to their Agents.
Prior permission must be
obtained from the Home Office
for reproduction or other
use of material herein.
2
Agents using the e-App will now see the ‘Optional
Products/Service’ page for the UA Partners Optional
Noninsurance Discount Medical Program when
entering their cases (in states where available).
It only takes one click of the mouse to add UA
Partners to your customer’s case.
As always, Agency Service is available
for any questions, but should you have
additional questions or comments contact
e-App Director Dave Oliver at 352-212-7223.
or [email protected].
April 2O15  FULL THROTTLE
ATTN: CA, IL, IN, KS, LA, MD, MN,
OR, TN, TX, AND VT AGENTS
As recently communicated, we are pleased to
announce the approval of UA’s Juvenile Whole
Life product in California, Illinois, Indiana,
Kansas, Louisiana, Maryland, Minnesota, Oregon,
Tennessee, Texas, and Vermont.
This product enables you to offer added protection
to your customers age 0 to 18. Benefits range
from $1,000 to $25,000, and the Terminal Illness
Accelerated Death Benefit is added at no additional
premium, where state approved.
Log on to the Agent website to download the
Marketplace Bulletin for training; check the Life
Approval Chart for ABR1 availability; and go to the
Compliance Sheet to download sales materials,
rates, and required forms.
ATTN: VIRGINIA AGENTS
As communicated earlier, we are pleased to
announce the approval of UA’s Final Expense Whole
Life product in Virginia.
This product enables you to offer added protection
to your customers age 50 and above, though age
limits vary by plan. Benefits range from $1,000
to $25,000, and the Terminal Illness Accelerated
Death Benefit (ABR1) is added at no additional
premium to standard plan codes (FER/FES), where
state approved.
Log on to the Agent website to download the
Marketplace Bulletin for training; check the Life
Approval Chart for ABR1 availability; and go to the
Compliance Sheet to download sales materials,
rates, and required forms.
AND THE
WINNER IS …
Congratulations to
Agent Scott Schwartz,
the February winner of
the $250 gas card!
INTEREST RATES SET
The Lifestyle Annuity rate for April 2015, is
3.00 percent. Rates are reviewed and adjusted
accordingly. The Deposit Fund Rider new business
interest rate for 2015 is 3.00 percent.
Charles Mankamyer
Senior Vice President / General Agents
THE
POWER IS IN YOU!
From 1980 to 2001, ‘Be all that you can be’,
was the recruiting slogan for the United
States Army. Now I’m not suggesting you
join the Army or any other branch of the
military, but I am suggesting that you
adopt that same ‘give it all you’ve got’,
‘push it to the max’, ‘take it to the limit’
attitude in reference to your Agency
and/or personal production.
GROWTH
THROUGH RECRUITING
You must recruit to grow your Agency.
But don’t think of recruiting as a ‘sometime’
activity; think of recruiting as an ‘all-thetime’ activity. Recruiting doesn’t have to
take a formal approach like a webinar or
live seminar, in which you highlight the
value of becoming appointed with UA
and/or First UA. Recruiting can take place
anywhere at any time. You can recruit
when you aren’t even aware of it, because
whether you realize it or not, you recruit
by the example you set. You recruit by
the way you dress, by the kind of car you
drive, by the organizations to which you
belong, by the places you go for leisure
activities, by the way you relate to others,
etc. Everything you are and everything
you do can be considered recruiting. (See
this month’s center spread to learn how
recruiting can make a difference for you.)
goes a successful man or woman. I want
to have that same success.”? If you’re not
attracting the quality of people you want
to attract, consider why not.
TAKE A LESSON
FROM EARL
Earl Nightingale was an American self-help
speaker and author, known as the ‘Dean of
Personal Development’. This motivational
pioneer wrote several books, one of which
was ‘The Strangest Secret’. The concept of
the book was simple … you become what
you think about. He uses an example of
sowing seeds in a field. The field doesn’t
care what you plant in it. Plant poison
seeds, you get poison plants; plant healthy
seeds, you get healthy plants. Our minds
work the same way. They don’t care what
you think about. If you think negative
thoughts, you get negative results.
If you think positive thoughts, you get
positive results. It couldn’t be any simpler,
could it? You literally can alter your life
by altering the way you think. And by
altering the way you think about yourself
and your goals, you alter the way others
perceive you.
The power to be successful is within each
of you; you only need to believe it. When
you radiate success to others, more and
more success will come into your life …
whether it’s superstar recruits or off-thecharts personal production. Kick your
production into overdrive and go FULL
THROTTLE. And don’t ever forget …
THE POWER IS IN YOU!
SUCCESS
BREEDS SUCCESS
It’s a well-known fact people are attracted
to success … both to successful people
and successful situations. Do you exhibit
success? Do you attract the kind of
potential recruits you want to attract?
Do people look at you and say, “There
Source: https://www.google.com/?gws_rd=ssl#
safe=active&q=Earl+Nightingale
FULL THROTTLE  April 2O15
 3
WELCOME TO THE UA/FIRST UA SALES TEAM.
WE’VE GOT THE FUEL TO POWER UP YOUR CAREER!
UNITED
AMERICAN
Abeyta, Angelina
Agharabi, Alireza
Akinyele, Stanley
Aldana, Daniel
Alekman, Paul M.
Aller, Vickie
Aloian, Alina
Alvarez, Leopoldo
Arvizu, Rosie
Astin, Carroll R.
Bailey, Charles J.
Ball, Gregg
Balogh, Ernest M.
Barber, Betty
Beattie, Beverly
Bell, Kandice C.
Bennett, Susan W.
Bentley, Albert L.
Beville, John H.
Bibbee, Richard L.
Bishop, Dwight K.
Bishop, John R.
Blakely, Benjamin B.
Bodden, Karen L.
Booker, Derrick L.
Bosnyak, Paul S.
Bowman, Arthur T.
Bracewell, James
Bragg, Bonnie
Brandenburger, Mark
Brantley, Jaris K.
Brass, Ernest H. III
Braswell, Michael A.
Briggs, Mark
Briscoe, Manie E.
Britnell, John
Brown, Marian
Browning, Mildred M.
Brubaker, Ronald M.
Bryant, Glenn
Buno, Cynthia D.
Burge, Richard L.
Burkhead, Linda A.
Butler, Mary Anne P.
Campbell, Cynthia J.
Campbell, Stephen D.
Campbell, William H.
Capetillo, Margarito
Capron, Joabel
Carter, Alafair
Carter, Dennis
Cazares, Louie D.
Cebulak, Richard J.
Cephas, Eunice
Cetina, Michael J.
Chamorro, Claudia
Chapman, Debra
Chapman, Eugene
Charles, Jocelyn
Charlton, Steve
Chipi, Maria C.
Ciolfi, Edward F.
Claasen, Matthew J.
Clark, Cheryl
Clifford, James L.
Coleman-Portell, Bi Bi
Collins, Delbert G.
Cook, Steve
4
Cordova, Ray
Corriere, Alexander J.
Cox, Mary K.
Craig, Elaine
Cross, Stephen A. Sr.
Culpepper, Theresa
Cyriacks, Gilbert
Daniel, Rolando Sr.
Dardanell, Dennis
Davis, Joseph W.
Davis, Clement Jr.
Davis, Shane A.
Day, David F.
De Moraes, Aurelio R.
Deaton, Edward V.
Dee, William
Dega, Brigett L.
Delich, Daniel
Demers, Ronald M.
Denisi, Anthony P.
Denorch, Christopher
Dent, Todd R.
Deweese, Daniel S.
Dickerson, Vicki
Dickson, Steven C.
Dillon, Stephanie L.
Dixon, Jimmy L.
Dodd, Julianna
Dodds, Trent A.
Donahue, Donald C.
Dorsett, Henry A.
Douglas, Andrew J.
Drinkard, Daniel M.
Drinkard, Patricia
Duffy, Carmen
Dunnom, Rawanda
Earnest, William
Edmond, Timothy J.
Edwards, Bryan J.
Eller, Patricia J.
Ellis, Donald A.
Engledow, Zachary D.
Enriquez, Pedro
Evans, Wornique J.
Farran, Michael
Fasano, Diana
Fedorchak, Edward J.
Fernandez, Gregory F.
Ferrell, Charlotte A.
Fiedor, Jesse M.
Flynn, Joseph
Frazier, Shelton M.
Fredericks, Donna M.
Fritz, Bradley E.
Furlow, Anthony
Gallegos, Roy
Gamble, James
Garcia, Gilberto
Garcia, Jose
Gardner, Lewis
Gary, Gilbert
Gaujot, Claude E.
Gervasini, Michael A.
Gibson, Kimberly
Giguere, Deahna
Giller, Sandra
Gilman, Justin
Gilman, Robert
Glenn, John A.
Goldsmith, Sherri L.
Gomez, Dee
Gonzales, Joe
Graham, Christopher C.
Granstrand, Cecilia S.
Granstrand, John J.
Graves, Gary T.
Green, William C.
Greenwald, Robert L.
Griffin, Christine F.
Griffin, Roy
Grosz, Lucille B.
Guerrier, Marc
Gunderson, Kathryn
Guyse, Richard
Hagevig, Alfred
Hahn, Courtnee
Hardy, Lloyd R.
Harrell, Cheryl
Harrelson-Warren, Wendy G.
Harrison, Douglas S.
Hartley, Camille
Hartley, Jonathan
Haught, Philip G.
Heatherly, Thomas L.
Heini, Daniel K.
Helfenbein, Alvin
Hellier, Edward G.
Hendley, Donald T.
Hernandez, Ronald
Herrera, Juan
Hicks, Randall F.
Hill, Cheryl
Hopper, Jennifer
Horowitz, Burt
Howell, Lee B.
Huff, George R.
Hunt, Alfred L.
Hyden, Felicia
Insure With Us Agency,
Inc.
Jacobs, Latoya Q.
Jacobson, Jeffrey R.
Japa, John
Jarnagin, James E.
Jaslow, Lane A.
Juderjahn, Gerhard
Kanars, Bonnie
Katauskas, Ingrid
Keeler, Susan
Khaikin, Alexander
Kleppe, Blake C.
Ladner, Wayne A.
Lage, Gary
Lambert, Josh
Lang, William E. Jr.
Layson, Karen
Lea, Patricia A.
Leal, Luz M.
Lee, Edward
Lee, Robyn
Lee, William A.
Lema, German E.
Leong, Pilar L.
Lewis, Artis C.
Lewis, Dawn M.
Lieberman, Astrid
Linsky, Thomas W.
Little, Adelbert
Locklear, Steve W.
Loli, Simon
Lor, Chonkav C.
Lovett, John
April 2O15  FULL THROTTLE
Lowe, Jay T.
Lucarelli, Shari
Lukoski, Scott
Lumley, William A.
Lunyou, Wayne B.
Lutz, Monty
Lynch, Desiree
MacFerrin, Suzanne T.
Magnon, Sandra H.
Maisano, Jerome A.
Mann, Gurcharan S.
Marendt, Gary L.
Margolis, Tara
Markuson, Jerald L.
Marrow, Elizabeth
Martinez, Ricardo Jr.
Martinez-Agullo, Jose
Masteller, Malcolm
Matheson, Kenneth J.
Mathews, Donald W.
Mathison, Krishna
Matoff, Richard
McClish, Dianne B.
McCurry, Thomas A.
McDaniel, Linda
McDermott, James M.
McGillvray, Terrence
McIntyre, Randall
McLain, Daryl G.
McLain, Gordon E.
McLaughlin, Angela L.
McMackin, Kyle
McPherson, Alfred
McRoy, Melvin W.
McWhite, Clinton
Mealman, A. Raymond
Medina, Jose A.
Meldrum, John
Merritt, Robert
Miles, Troy W.
Miller, David
Miller, Lloyd S.
Miller, Ruben
Minor, Holly D.
Mohr, John
Moon, David
Moore, Pamela A.
Morrison, Tara L.
Mortellaro, Louie R.
Moss, Nina R.
Mossucco, Anthony
Moye, Evermont
Mozley, Everett
Mull, Eric
Murphy, Robert E.
Murray, Gregg A.
Myers, Kimberly S.
Naraine, Aubrey S.
Nayak, Arjyendu A.
Newton, Hugh P.
Novak, Kenneth P.
Ortiz, Gustavo
Ortiz, Jonathan
Ortiz, Rebecca M.
Owens, Wendell E.
Pankey, Howard
Parrett, Mitchell F.
Patania, Giovannino
Pearce, David W.
Pena, Christina
Persons, James C.
Pesqueira, Richard
Petersen, Kenneth J.
Pettway, Crystal T.
Phillips, Allan
Phillips, Robert A.
Pino, Mercedes
Purple, John J.
Quartucci, Brian A.
R. Palmer Insurance
Consultant, Inc.
Ramirez, Debra L.
Rasul, Karim A.
Ray, Michael A.
Redd, Rosita
Reidle, Julie
Reiff, Deborah
Reiff, Robert
Rentz, Kenneth
Repovz, Jerome J.
Reynolds, James
Richards, Catherine
Richards, Mark W.
Riedel, Susan B.
Rivaldo, Fred A.
Robateau, Bruce E.
Robinson, Cathy
Robinson, Keri
Robinson, Sedrick
Rodgers, Judiette
Rogers, Danielle
Romero, Jan F.
Romero, Maria C.
Rominger, Rickey W.
Rosen, Alan M.
Rosengarden, Jay
Rosko, Dean J.
Ross, Alan J.
Sachleben, Thomas G.
Santelman, Mark L.
Santiago, Nelson
Scalesse, Eileen M.
Schafer, William C.
Schepens, Phil
Schulz, Dave T.
Schwartz, Richard
Scott, Michael A.
Searing, Rachel
Sebra, Paul V.
Sedlak, Guy S.
Serra, Mark C.
Sexton, Matthew W.
Sharda, Deepika
Shatto, Caroline
Shea, Stephen
Shiffer, Joel A.
Shin, Jin H.
Simmons, Vern
Simovich, Diane E.
Smith, Donna R.
Smith, Jonathan A.
Smith, Kevin M.
Smith, Steve R.
Smith, Wilbert
Smith, William
Smythe, Ryan
Snyder, Mark J.
Solodkin, Jason M.
Spasojevic, Igor
Squier, Gary
Stanton, Gary O.
Stauffer, Lauren J.
Steenson, Benny E.
Steiner, Mark
Steinman, Neil
Stieben, Lee
Stitt, David M.
Tambolini, Martha
Taylor, Daniel
Taylor, David M.
Taylor, Matthew
Taylor, Shawn R.
Tedder, Robert
Teniente, Maria A.
Terstegge, Willis H.
Theal, Samuel
Tibbetts, Ernest
Tolbert, Diane
Tomaka, Carolyn
Trammell, Johnathan
Treadwell, John R.
Trice, John R.
Trimble, Ken A.
Tubbs, Ronald J.
Tully, Lorraine
Turner, Henry
Urquhart, Mark
Van Metre, Steven
Vanscoyk, Gary G.
Vidal, Orlando J.
Vine, Janet I.
Vining, Bob
Vohra, Alka
Walker, Deborah C.
Walther, Tom
Watson, Glenn E.
Wear, Robert
Wears, Rhonda K.
Weaver, Greg
Webb, Andre L.
Wells, Josh
West, Douglas M.
White, Limor
White, Richard A.
White, Susan R.
Wiedersum, Bryan F.
Wiggins, Leitha J. Jr.
Williams, Bernice
Williams, Carla D.
Williamson, Wendy
Wilson, Stanley G.
Woods, Jessica Z.
Wright, Autumn
Wright, Eugene C.
Wynkoop, Julie
Yeager, Leonard
Zawicki, Leon
Zellner, Michael E.
Zinis, Michael S.
FIRST UNITED
AMERICAN
Dendler, Morgan W.
Dessel, William
Dicesare, Patrick
Gohel, Devendra C.
Iaconangelo-Serradas,
Maddalena
Levett, Michael
Mendelson, Susan
Murtha, Eugene
North Shore Life & Health
Agency, Inc.
Prescott, Alan R.
Rasul, Karim A.
Thompson, Nicole
Weinmann, John A.
JfuorsRtefeArrasls!k
Want to see how far you can go and
how fast you can get there?
Start with referrals! Asking for referrals is one of the easiest, least costly, and best ways
to speed up your production. So why do some Agents hesitate?
According to an online article in Senior Market Sales, it stems from fear of rejection …
the same reason some Agents hesitate to ask for the sale in the first place. To eliminate
the fear, assure yourself you’ve done all you can to make yourself worthy of referrals.
Here are three factors to consider:
Likeability
Added Value
The customer likes you enough to buy
from you, but do they like you enough
to give you referrals? Maybe your
customer needs a stronger connection
before he’s willing to open up. If he
isn’t receptive to referrals at the pointof-sale, work further to develop your
overall relationship. Call him every
so often — not to talk business — but
just to make him feel good. Send him
a birthday card. Let him know about
local events in which he might be
interested. Work at creating a
strong bond.
Your customer must realize how you
add value to his life before he can
trust you to add value to the lives
of his family members, friends, or
acquaintances. Did you help him make
the best possible decision when he
bought his policy? Did you make him
aware of the new life policies we offer?
Did you emphasize the Company's
one-on-one Agent service and its
superior financial stability ratings?
Did you explain the e-Service Center?
Make sure he recognizes the value of
doing business with you.
Trust
Trust is critical to forming and
maintaining a strong connection with
your customer, which allows you to
better understand his needs and better
meet those needs. To trust you, your
customer must feel confident you’ll do
the right thing for him and for anyone
he might refer to you.
With some customers these three factors are solidified almost immediately; with others
you have to work at it. But when likeability, trust, and added value combine, ASK FOR
REFERRALS!! They can take you as far as you want to go.
Source: https://www.seniormarketsales.com/go/sms/blogs/sales-tips-fromsuccessful-people/sales-tip-29-3-factors-that-make-you-referral-worthy/
FULL THROTTLE  April 2O15
 5
edia
Social M
s?
to succes
k
c
a
r
t
t
s
n?
the fa
productio
r
to get on
u
y
o
d
y
a
d
e
n
r
pa
ou
e? Are y our Agency and ex ing you access to
l
t
t
o
r
h
t
l
l
y
iv
y to go fu edal to the metal in ster and easier by g ia Social Media,
d
a
e
r
u
o
ing v
ing fa
Are y
your p
rs,
Network
e recruit
y to put
d
.
d
s
a
a
it
e
ewspape
m
u
r
n
r
s
l
u
c
a
o
a
e
h
r
c
y
y
e
lo
e
g
r
iv
d
A
s an
spect
chnolo
ys to find
y bulletin
ruit! Te
es of pro
a
c
it
m
e
w
n
r
u
u
s
s
n
u
e
m
e
o
r
r
h
m
f
T
ume
in co
ber o
ou with n
ited num
print ads
y
,
e
m
s
li
r
id
n
a
v
u
o
in
r
n
a
tc., p
rs/sem
emails, e
, webina
line.
n
g
to
I
d
in
e
d
k
n
e
in
L
r bottom
ts/s
t as well
u
s
s
o
li
u
y
j
t
t
n
k
s
e
r
o
g
o
o
gA
elp b
s
can w
purchasin
men to h
er Agent
al touch
o
h
n
t
o
w
o
s
t
d
r
e
e
n
e
p
a
e
s. M
men
l
etimes th
producer
talented
p
o
t
t
h as loca
But som
x
c
e
u
s
n
,
r
y
u
ay
it
o
n
find y
iduals m
commu
iv
r
d
u
o
in
y
e
help you
s
in
e
ith
h
. Th
events w
ogethers
er. Reac
f
-t
f
t
o
e
g
n
a
e
at social
c
c
r
me
st
y you
r of Com
you or ju
pportunit
o
o
t
g
t
x
in
e
Chambe
it
n
c
ex
ding
g for the
y be stan
a
m
r
a
t
be lookin
s
per
r next su
y.
out. You
lick' awa
'c
d
r
a
o
b
a key
s
ts/Email
s
i
L
g
n
i
s
Purcha
LinkedIn
mith
Jane S
Agent
et
rst Stre
111 Fi , NY 10000
rk
New Yo
5555
555
555.com
4-4444
erican
555-44 @unitedam
ith
jane.sm
senting
Repre
an.com
americ
irstunited
www.f
com
erican.
nitedam
es
www.u
mpani
iliate Co
ion Aff
rporat
ark Co
Torchm
rs
s/Semina
r
a
n
i
b
e
W
t
ith you a
w
s
d
r
a
c
ed them!
business
e
f
n
o
o
h
t
s
a
g
t
goin
pas
en you’re
re to kee
h
w
w
o
n
Make su
ver k
. You ne
s
e
im
t
ll
a
ulletins
B
y
t
i
n
u
Comm
ing
Network
s
Print Ad
ds
Digital A
6
April 2O15  FULL THROTTLE
FULL THROTTLE  April 2O15
 7
Are you and your prospects reading the same signs?
LIMRA partnered with a consulting firm to dig into why so
many people — an estimated 18.7 million —say they value
life insurance but wind up not purchasing any. Ineffective
communication popped up as the primary suspect.
According to LIMRA, sales people often use language
that is confusing, too technical, or too ‘jargony’. Because
potential customers are put off by the language
disconnect, they postpone or completely abandon the
purchasing process.
The study, ‘Get Real Already — Authenticating Industry
Language’, concluded a dramatic shift in language
may be required to take advantage of these lost sales
opportunities. The study focused on the millions of ‘stuck
shoppers’ for life insurance, asking them how and where
they got stuck in the sales process. All these shoppers
believe in the value of coverage and say they want it, but
failed to convert from prospect to buyer. The group was
not limited to young, single, unmarried individuals. Many
were married, had families, and moderate income levels.
The major hurdle was what researchers termed a lack of authentic communication.
Authentic communication is more than just using everyday language and laymen's terms.
It also includes relatable visuals and attainable goals. They uncovered six critical elements:
Easy to
understand
Positive
Credible
Language that we
use everyday
Messages that
are warm and
comforting
Down to earth
Relevant
Memorable
Images that feel
realistic
Communication that
says the company
understands them,
and who they are.
Sources of
information that
are trustworthy
Communication that
is interesting
When customers and prospects are able to see a company’s products as being relatable to
their own lives, they’re much more likely to take an interest in them and make a purchase.
Source: http://www.benefitspro.com/2015/02/06/is-industry-jargon-killing-sales
8
April 2O15  FULL THROTTLE
Viva Los Cabos!
#UAConvention2016
The amazing Hyatt Ziva Los Cabos is full of energy and excitement,
but there’s even more to experience a short distance away:
San Jose’s Estuary
and Bird Sanctuary
Baja Outback Tours
Five minutes from downtown San Jose is a peaceful
area filled with 200 species of exotic birds such as
egrets, herons, and brown pelicans. Rent a kayak to
experience this estuary, home to many native and
migratory birds. Sunrise and sunset are the most
scenic times to visit and admission is free.
Experienced guides show you a secret side of Baja
beyond your imagination. They take you places you
would not discover on your own, point out things
an untrained eye could miss, or simply coach you to
do something you have never done before.
Cabo Real Golf Club
Cabo Dolphins – Zona
Hotelera San Jose del Cabo
There are few experiences in life that compare to
swimming with dolphins, so make sure to place
a visit to Cabo Dolphins at the top of your ‘to-do’
list. Conveniently located dolphin centers in
San Jose del Cabo and Cabo San Lucas help you
experience the magic you only feel by swimming
with dolphins.
Home to two PGA Senior Slams and a host of
other prestigious golf tournaments, the 7,037 yard
course was designed by Robert Trent Jones II. Its
three, spectacular, ocean-front holes put Cabo Real
on the golf world map in 1996 when whales put
on a spectacular show yards offshore during the
Senior Slam golf tournament. Long considered
the favorite of many pros, the Cabo Real course is
a must during your visit and is only a short drive
from the resort.
Sources: http://www.gogobot.com/hyatt-ziva-los-cabossan-jose-del-cabo-hotel--nearby--attractions; http://www.
mytravelguide.com/attractions/profile-79728505-Mexico_San_
Jose_Del_Cabo_San_Joses_Estuary_and_Bird_Sanctuary.html;
http://www.caboreal.com/Cabo_Real/Golf.html; http://www.
loscabosguide.com/bajaoutback/; http://www.cabo-adventures.
com/tours/dolphins?gclid=CPyG0d7TpcQCFahZ7AodhS4AuQ;
http://www.chupacabrasportfishing.com/page2/index.html
Marina Puerto Los
Cabos Sportfishing
The marina at Puerto Los Cabos is the gateway
to the Sea of Cortez and the world’s finest
sportfishing grounds. It will provide you with the
most memorable big-game fishing experiences of
your lifetime.
FULL THROTTLE  April 2O15
 9
Through March 2015, these top producing Agencies and Agents have the highest net combined annualized premium.
They qualify to attend the annual Convention based on Company production and retention requirements.
1
#
JON AHLBUM
The Ahlbum Group
2
#
MIKE LEMAR
Sunshine State Agency
6. SCOTT E. MEDNICK
SHACKELFORD
The Assurance Group, Inc.
8. PAUL T. SHELDON
Paul Sheldon Insurance
& Benefits Planning
9. TIM AHLBUM
10. RON CONCKLIN
Secure Retirement
Solutions, Inc.
1
6. FRED M. ULAYYET
7. RAY STEVENS
8. EDWARD A. CATRON
9. JON AHLBUM
10. JASON STEVENS
11. BRIAN GILBERT
24. SENIOR SERVICES OF
29. TROY C. WHITT
19. DONNA M. AHLBUM
20. AMERICAN EAGLE
25. RICHARD S. SCHWARTZ 30. KENNETH L. LEPAGE JR.
2
PAUL T. SHELDON
GENERAL AGENTS
10 
INSURANCE &
FINANCIAL SVCS.
27. MATTHEW B. MORASKI
#
KERRY SACHS
4
TIM AHLBUM
#
5
SCOTT J. SCHWARTZ
12. LISA ROSATI
13. DEVIN M. BARTA
14. CHRISTOPHER
17. DARRIN J. DIBISCEGLIE 22. JACKSON EDWARDS IV 28. AARON GORDON
18. CHRISTOPHER N.
23. GARY S. KEMPLER
29. SUSAN L. CHESTER
GRAHAM, CLU
24. JORDAN VICKERS
30. JULIA G. LEMBCKE
DAENZER
19. DEXTER R. SAYLOR
25. BEVERLY J. KINGSLEY
15. CATHERINE E. HATTON 20. JOSEPH A. JAFFE
26. RACHEL KAHN
16. EUGENE RANNEY
21. ROBERT HOLZMAN
27. TROY C. WHITT
Through the month of March 2015, these top 10 General Agents and
Writing Agents have the highest net combined annualized premium.
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
26. CENTERSTONE
Consolidated Insurance
Group, Inc.
3
Whitt Insurance Agency
Insurance Center
of S. Florida
22. MARC G. ZUM TOBEL
#
Maisonet Insurance
Agency
NORTH AMERICA, INC.
Quality First Insurance
Agency, Inc.
Ulayyet Insurance Agency
#
TIMOTHY T. RUSH
18. MARK B. GRAHAM
21. PAUL SWEENEY
Insurance Protection
Services
11. ROBERT M. WROBLEWSKI 16. FRED M. ULAYYET
#
28. JOSEPH MAISONET
CONSULTANTS, INC.
15. SCOTT J. SCHWARTZ
5
RAY STEVENS
Stevens & Associates
Insurance Agency, Inc.
Secure Benefits Alliance
AmeriLife
14. KERRY SACHS
SOS Insurance Group
#
23. JACOB M. MCGEOY
Jack Schroeder &
Associates, Inc.
Senior Solutions
Insurance Agency
Rosenberg-Concklin, Inc.
4
17. SHAWN SCHROEDER
13. JOHN W. CLARK
7. EDWARD L.
#
WILLIAM J. BOROSAK JR.
CATHERINE E. HATTON
Secure Financial Group, LLC. Long Island Insurance
Solutions
12. DEVIN M. BARTA
Professional Insurance
Systems of Florida
3
JON AHLBUM
MIKE LEMAR
WILLIAM J. BOROSAK JR.
CATHERINE E. HATTON
RAY STEVENS
SCOTT E. MEDNICK
EDWARD L. SHACKELFORD
PAUL T. SHELDON
TIM AHLBUM
RON CONCKLIN
April 2O15  FULL THROTTLE
$1,000,449
$485,527
$392,428
$388,512
$349,328
$347,676
$253,426
$182,016
$181,176
$180,712
STARS OF THE MONTH
WRITING AGENTS
PACESETTERS CLUB PRESIDENT'S CLUB
#
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
TIMOTHY T. RUSH
PAUL T. SHELDON
KERRY SACHS
TIM AHLBUM
SCOTT J. SCHWARTZ
FRED M. ULAYYET
RAY STEVENS
EDWARD A. CATRON
JON AHLBUM
JASON STEVENS
$216,251
$182,016
$114,991
$114,798
$109,542
$108,487
$88,899
$88,682
$83,072
$80,291
GENERAL AGENTS
LIFE
1. SHELDON H. REID
16. GEORGE J. LOEBIG
1. JON AHLBUM
16. FRED M. ULAYYET
2. GLEN A. DOERNBERG
17. DAVID ARLEIN
2. MIKE LEMAR
17. SHAWN SCHROEDER
Doernberg Insurance Agency
3. RAY STEVENS
Stevens & Associates
Insurance Agency, Inc.
4. ENSURITY GROUP, INC.
5. OWEN E. METTS
Metts Insurance Agency
6. KAYLEIGH A. OLIVER
Affiliated Health
Insurances of FL
7. LOREN A. OLGUIN
Olguin Insurance Agency
8. FRED GITTENS
Gittens Insurance Agency
9. LEE V. JERNIGAN
Jernigan Insurance Agency
10. DANIEL W. SHEA
Shea Insurance Agency
11. MICHAEL JOHNSON
Johnson Insurance Agency
12. RONALD C. WOODLIEF
Woodlief insurance Agency
13. BENEFIT PLANS OF
AMERICA, INC.
14. JOHN W. CLARK
Senior Solutions
Insurance Agency
15. PATRICIA P. CAMPBELL
Campbell Insurance Agency
WRITING AGENTS
HEALTH
1. BRYAN C. MCGHEE
2. GLEN A. DOERNBERG
3. ARLINE A. LOUX
4. OWEN E. METTS
5. GRACE J. EVANS
6. FITO MENARD
7. FRED GITTENS
8. VICTOR C. CABRERA
9. LEE V. JERNIGAN
10. DANIEL W. SHEA
11. MICHAEL JOHNSON
12. RONALD C. WOODLIEF
13. VINCENT ABBATIELLO
14. PATRICIA P. CAMPBELL
15. AUDREY SNOW
Arlein Insurance Agency
The Ahlbum Group
Sunshine State Agency
18. TAIWANA HIXON
3. WILLIAM J. BOROSAK JR.
19. SHARON N. LEWIS
4. CATHERINE E. HATTON
Hixon Insurance Agency
Lewis Insurance Agency
20. NEAL STACY
Stacy Insurance Agency
21. CATHERINE E. HATTON
Long Island Insurance
Solutions
22. ROBERT D. COLLINS
23. DAVID K. DANIELS
David K. Daniels & Associates
24. PAUL W. PIERRE
Pierre Insurance Agency
Secure Financial Group, LLC.
Long Island Insurance
Solutions
5. SCOTT E. MEDNICK
Professional Insurance
Systems of Florida
6. RAY STEVENS
Stevens & Associates
Insurance Agency, Inc.
7. EDWARD L. SHACKELFORD
The Assurance Group, Inc.
8. PAUL T. SHELDON
Paul Sheldon Insurance
& Benefits Planning
25. TYNESHA R. LEWIS
9. TIM AHLBUM
10. RON CONCKLIN
26. WILLIAM P. SCARCELLA
11. ROBERT M. WROBLEWSKI
Lewis Insurance Agency
Scarcella Insurance Agency
27. GREGORY WOHL
Wohl Insurance Agency
28. RANDALL SCHNACK
Schnack Financial Group, Inc.
29. MIKE STEVENS
Farm & Ranch Healthcare, Inc.
Rosenberg-Concklin, Inc.
SOS Insurance Group
12. DEVIN M. BARTA
13. JOHN W. CLARK
Senior Solutions
Insurance Agency
14. KERRY SACHS
Jack Schroeder &
Associates, Inc.
18. MARK B. GRAHAM
AmeriLife
19. DONNA M. AHLBUM
20. AMERICAN EAGLE
CONSULTANTS, INC.
21. PAUL SWEENEY
Quality First Insurance
Agency, Inc.
22. MARC G. ZUM TOBEL
Consolidated Insurance
Group, Inc.
23. JACOB M. MCGEOY
Secure Benefits Alliance
24. SENIOR SERVICES OF
NORTH AMERICA, INC.
25. RICHARD S. SCHWARTZ
Insurance Center of S. Florida
26. CENTERSTONE INSURANCE
& FINANCIAL SVCS.
27. MATTHEW B. MORASKI
28. JOSEPH MAISONET
Maisonet Insurance Agency
Secure Retirement
Solutions, Inc.
30. CHARLOTTE T. KOCIAN
15. SCOTT J. SCHWARTZ
16. DAVID ARLEIN
17. TAIWANA HIXON
18. SHARON N. LEWIS
19. EDWARD T. CODY
20. KEITH G. WHITE
21. SHELDON H. REID
22. BERTHA J. REED
23. LOREN A. OLGUIN
24. DOUGLAS H. MCELROY
25. ROGER A. GRADY JR.
26. PAUL W. PIERRE
27. TYNESHA R. LEWIS
28. DORA SOLIS
29. WILLIAM P. SCARCELLA
30. GREGORY WOHL
1. TIMOTHY T. RUSH
2. PAUL T. SHELDON
3. KERRY SACHS
4. TIM AHLBUM
5. SCOTT J. SCHWARTZ
6. FRED M. ULAYYET
7. RAY STEVENS
8. EDWARD A. CATRON
9. JON AHLBUM
10. JASON STEVENS
11. BRIAN GILBERT
12. LISA ROSATI
13. DEVIN M. BARTA
14. CHRISTOPHER DAENZER
15. CATHERINE E. HATTON
Kocian Insurance Agency
Ulayyet Insurance Agency
Insurance Protection Services
29. TROY C. WHITT
Whitt Insurance Agency
30. KENNETH L. LEPAGE JR.
16. EUGENE RANNEY
17. DARRIN J. DIBISCEGLIE
18. CHRISTOPHER N. GRAHAM, CLU
19. DEXTER R. SAYLOR
20. JOSEPH A. JAFFE
21. ROBERT HOLZMAN
22. JACKSON EDWARDS IV
23. GARY S. KEMPLER
24. JORDAN VICKERS
25. BEVERLY J. KINGSLEY
26. RACHEL KAHN
27. TROY C. WHITT
28. AARON GORDON
29. SUSAN L. CHESTER
30. JULIA G. LEMBCKE
FULL THROTTLE  April 2O15
 11
CONVENTION
FUN IN THE SAND
it’s your JOURNEY
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
MONTH
WHAT YOU NEED TO QUALIFY
IF YOU ARE A WRITING AGENT:
WHAT YOU NEED TO QUALIFY
IF YOU ARE A GENERAL AGENT:
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
#UACONVENTION2016
Hyatt Ziva ✿ Los Cabos, Mexico ✿ juNE 22-25, 2016
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.