Edition iii - United American Insurance Company

Edition III - 2010
www.libnat.com
The News and Ideas Magazine for the Agents of Liberty National and United American
FOCUS ON
SUITABILITY!
› Pages 6 & 7
Going The Extra Mile …
Liberty Agents Who Care
› PAGE 8
SECOND SIX-MONTH DIVISIONAL CONTEST
COSTA RICA HERE WE COME!
› PAGE 9
SENIOR SEMINARS
TIPS FOR SUCCESS WITH SENIORS
› PAGE 11
EDITOR’s NOTES
LIBERTY NATIONAL
Since 1900, we’ve grown into
one of the nation’s leading
insurers with more than
200 locations and thousands
of representatives in locations
nationwide. We believe
in personal, one-on-one
hometown service for
insurance. And that’s the
way it ought to be.
www.libnat.com
UNITED AMERICAN
Since 1947, United American
Insurance Company has been
meeting the public’s life and
health insurance needs.
We are a leader in individual
life and supplemental health
protection. We are totally
committed to meeting
customer needs through
personal,one-on-one
Agent service and complete
Home Office customer
support. You can count on UA
to do what it says it will do.
www.unitedamerican.com
TORCH STAFF
Editor
Roberta Boyd King
[email protected]
Staff Writer
Christie Gibson
[email protected]
Staff Writer
Jaime Jones
[email protected]
Graphic Designer
Cal Slayton
[email protected]
Published by Liberty National Life Insurance Company
for the dissemination of information to its Agents.
Prior permission must be obtained from Liberty National
and United American Insurance Companies
for reproduction or other use of material herein.
UA RATE APPROVALS
United American has received approval for a
3.00 percent premium rate increase for new
business and renewals for Freedom Signature
Series (GSP3) and Independence Signature
Series (GSP3A) in the following states:
Freedom Signature Series (GSP3): Arizona,
Colorado, Delaware, District of Columbia, Iowa,
Illinois, Louisiana, Michigan, Mississippi, Missouri,
Nebraska, Oklahoma, South Carolina, Tennessee,
Texas, West Virginia, Wisconsin, and Wyoming.
Independence Signature Series (GSP3A):
Arizona, Colorado, Delaware, District of
Columbia, Iowa, Louisiana, Michigan,
Mississippi, Missouri, Nebraska, Oklahoma,
Texas, Wisconsin, and Wyoming.
The new business effective date was
July 1, 2010.
REMINDER: GSP3 and GSP3A are only available
for sale prior to Sept. 1, 2010.
ATTN: UA KENTUCKY AGENTS
United American has received new rate approvals
for the Common Sense Plan (CS1) in Kentucky.
Go to www.unitedamerican.com/logon at
UAOnline to access and download the new
rate card.
The new business effective date was
August 1, 2010.
Reminder: CS1 is only available for sale prior to
Sept. 1, 2010.
NEW BUSINESS TRANSMITTAL FORM
Effective immediately for converted Liberty and
UA Branches, Agents selling Platinum PLUS™
Medicare Supplements must submit the Liberty
National New Business Transmittal Form (L1080)
with new Platinum PLUS Medicare Supplement
applications. This new form is required for data
processing and accounting purposes, as well
as to keep Liberty and United American new
business separate. All Platinum PLUS Medicare
Supplement applications must be sent to the
McKinney Home Office.
When submitting other UA health business,
continue to use the Branch Office New Business
Submission (BO-NBCL), which can be downloaded
at UAOnline at www.unitedamerican.com/logon.
GUIDE TO GROWTH
The Guides to Growth and Informational
Booklets for Agents, Unit Managers, and Branch
Managers have been updated and are available at
www.libnat.com, ‘Agent Services’.
The updates address recent changes in
compensation. These include the addition of
health premium to the bonus calculation, new
blended DCN and QOB tables, and the change in
the Unit Manager’s production bonus, reflecting
the move to an eight-week rolling average.
ATTN: LIBERTY BRANCH MANAGERS
A new recruiting management tool is available to
help you track and manage your Branch’s recruiting
efforts at a glance. The Branch Pipeline Form
allows you to track recruits’ progress from the date
of first contact through eligibility for employee
status, and important milestones in between.
To access and download the Excel spreadsheet,
go to www.libnat.com, ‘Agent Services’. In the left
column under ‘Recruiting’, click ‘Recruit Tracker’.
WORKSITE SALES
Our products are exempt from compliance with
certain requirements mandated by the Employee
Retirement Income Security Act (ERISA) because
they fall under ERISA ‘safe harbor’. However, in
order to maintain that exemption, we must comply
with the safe harbor rules, one of which is that
the employer cannot purchase or pay for the
employees’ coverage.
Remember, employers cannot pay premiums
through bank draft or payroll deduction.
ATTN: LNL FLORIDA AGENTS
Platinum Savers™, Liberty’s optional, noninsurance
discount medical plan has been approved for
sale in Florida. This plan is available to Medicare
Supplement policyholders for a separate monthly
fee of $6.95 and affords the primary plan member
access to “Automatic” Claims Filing® PLUS
(ACF PLUS). Go to www.libnat.com, ‘Agent Services’,
‘Medicare Supplement’, ‘Other Related Products’ to
access the Platinum Savers Marketplace Bulletin
and other related material.
Agents can download an Excel version of the
Liberty National New Business Transmittal Form
(L1080) by going to www.libnat.com, ‘Agent
Services’, and clicking on ‘Medicare Supplement’.
Contact [email protected] with
any questions.
TORCH Edition III - 2010 2
EDITOR’s NOTES
Published by Liberty National Life Insurance Company
for the dissemination of information to its Agents.
Prior permission must be obtained from Liberty National
and United American Insurance Companies
for reproduction or other use of material herein.
ADVERTISING GUIDELINES
Although an individual has the best intentions,
anything he or she places on the World Wide Web
can be viewed on the Internet in ALL states, which
could violate laws in states with which you may
not be familiar. Such an action would result in a
liability risk for our Companies, which might lead to
substantial fines or other legal action.
Our Companies prohibit the use of individual
Agent and/or Branch websites. If you or any
Agent have a personal website (including a page
on MySpace, Facebook, etc.,) for your Branch,
you must discontinue using it – IMMEDIATELY.
Use of any personal Internet sites could result in
a liability risk for our Companies and be grounds
for immediate termination.
As a Liberty National or UA Agent, you must
get Company approval before using any
advertisements, letters, postcards, brochures,
etc., not already approved and provided by the
Company. Company approved TV, newspaper,
radio ads, and preapproach letters are available for
immediate use at www.libnat.com, under ‘Agent
Services’ and at UAOnline.
Before submission to the Home Office for review
and approval:
• Submit a clear copy of the ad with a
completed Advertising Submission Form
(F5985) to your Branch Manager for review.
If the ad adheres to Company Advertising
Guidelines, the Branch Manager signs the
Advertising Submission Form and faxes the
material to the Compliance Department at
972-569-3728. The Submission Form, which
can be downloaded under ‘Agent Services’
and at UAOnline can also be scanned and
e-mailed with the material to Compliance at
[email protected]. If the ad
does not adhere to Advertising Guidelines,
the Branch Manager returns it to the Agent
for revision before he/she submits it to the
Home Office.
• All ad submissions must include the approved
Liberty or UA Logo. It is available for download
at www.libnat.com under ‘Agent Services’ and
at UAOnline.
• The full Company name, – Liberty National
Life Insurance Company or United American
Insurance Company – must be included in the
ad, preferably near the top.
• Medicare Supplement advertisements
must include the Medicare disclaimer in no
smaller than 10-point type: Liberty National
Life Insurance Company is not connected with
or endorsed by the U.S. government, federal
Medicare program. Social Security, or any other
government agency.
• All ads must include the standard solicitation
statement: This is a solicitation for insurance.
You may be contacted by an Agent representing
Liberty National Life Insurance Company or
United American Insurance Company.
• Charts or lists of product rates are prohibited.
If you include specific references to rates, you
must include the product, state, age, gender,
and payment mode to which the rate applies.
• Ads must not include or infer comparisons of
Liberty National or United American to other
companies, competitors’ products, ratings,
benefits, services, etc.
• Clearly identify products you mention and
include policy type and policy form number.
• Avoid industry terms and acronyms the
average person doesn’t know. Avoid vague
or misleading terms like ‘the best’, ‘the only’,
and ‘comprehensive’, which is often used in
reference to major medical coverage.
• Statistics must be no more than two years old
and must be referenced at the bottom of the
ad or within the body of the copy.
• Use the most current ratings. Find them
at www.libnat.com, under ‘Agent Services’,
‘Advertising Guidelines’ and at UAOnline.
• Optional, noninsurance discount medical
plans, like Savers Plus® and UA Partners®,
are offered for a separate fee. These discount
medical plans are not insurance and are not a
part of any insurance policy. If you mention
them within your ad copy, always put them
last, refer to them as optional noninsurance
discount medical plans, and make it clear they
are not part of any insurance policy.
• Advertising review is every Wednesday at
the Home Office; an ad must be received by
Monday at noon to be reviewed that same
week. Please allow two to three weeks for
review and decision.
• All communication concerning ad submission
and approval is between the Home Office and
the Branch Manager.
• If state approval is required, ad approval can
take up to 90 days.
• WHY WAIT? USE ALREADY APPROVED
MATERIALS!!
TORCH Edition III - 2010 3
Perspective
Andrew W. King
President and
Chief Marketing Officer
Change Creates
Opportunity!
Reform means change. The new Medical Loss Ratio (MLR)
requirement of 80 percent for the individual and small
business market and 85 percent for big business coverage
put in place by healthcare reform will have increasingly
far-flung implications for many insurers. Because of this
requirement, United American can no longer profitably offer
several of its under age 65 supplemental health products.
As previously announced, UA’s Common Sense Plan (CS1),
Good Sense Plan (GSP1), FLEXguard Plus (GSP2), Freedom
Signature Series (GSP3), Independence Signature Series (GSP3A),
HSXC, MMXC, MSXC, SHXC, SMXC, and SSXC will not be available
for sale as of Sept. 1, 2010.
What does our portfolio change mean to Medicare
Supplement sales?
Medicare Supplement sales have traditionally played a
prominent role for United American. With UA’s portfolio
change, the recent introduction of Platinum PLUS for Liberty
National, and the steadily growing Senior population,
Medicare Supplement sales will have great significance for
Company growth and profitability.
Approximately 47 million people in the United States are
enrolled in Medicare, and about 25 percent of those are
enrolled in Medicare Advantage plans. MA plans were hit
hard by healthcare reform. Beginning in 2011, the federal
government will substantially cut funding for MA plans
to try to bring expenses in line with traditional Medicare.
According to a recent government survey of Medicare
Advantage insurers by the Energy and Commerce Committee,
two-thirds of MA plans fall short of the newly required 85
percent loss ratio, which means more than 15 percent of
their premium dollars went to profit, marketing, and other
corporate and administrative expenses – not to medical
expenses. In contrast, 98 percent of traditional Medicare’s
money is spent directly on medical care. According to
committee chairman, Henry Waxman, “This report shows
Medicare Advantage insurers are squandering billions of dollars
on overhead costs – in fact, they spend ten times the amount
per beneficiary as traditional Medicare.”
Another problem for MA insurers is the 5-Star Rating
System. A few years ago, the federal government began
rating Medicare Advantage plans using a scale of one to five,
with five being the best. The system was created to help
Seniors make more informed choices. Under healthcare
reform, the rating system will be used to award bonuses to
the best plans, and MA companies will have an incentive
to shed areas with low satisfaction and high complaint
ratios, spurring even more disenrollments. But the rating
system means little, if anything, to most Seniors, who choose
their Medicare Advantage plan based on cost and access,
not ratings. The vast majority of MA members are not in
highly rated plans because the plans are not available in
their areas, so bonuses make little sense and do not benefit
Seniors. They only add to the cost of MA plans. MA plans’
gross overspending and inability to meet the 85 percent
MLR means many more Medicare Advantage insurers will
continue leaving the marketplace as several have already.
That means millions of Seniors may be turning back to
Original Medicare and looking for a traditional Medicare
Supplement.
Our Platinum PLUS High Deductible Plan F (HDF) may be
the right fit for many former MA plan members who are
healthy and want to maintain a highly affordable premium.
It is also particularly attractive to Seniors turning 65 who are
coming off major medical plans with high deductibles. If they
spend money on a Plan F and have few claims, they have,
nonetheless, still paid a higher premium. With an HDF lower
premium, they have an opportunity to keep the difference in
premium and contribute some part of these savings to our
optional Reserve Fund Annuity at a three percent interest rate,
which exceeds the return on most bank accounts and CDs.
When you sell an HDF plan (instead of a Plan F) with an
optional Reserve Fund Annuity, it allows the customer to
fund their annual deductible amount through a Company
vehicle, while earning a very competitive three percent
interest rate on their deposits. The RFA allows the Company
to pay the policyholder’s medical expenses before their
policy benefits take affect, using customer funds from the
RFA. Even with the $50 minimum monthly allocation to
the RFA, the customer spends less overall than if they had
purchased a plan F by itself. That frees up money for them
to purchase additional coverage they may need. And that
can result in additional commission for you, not to mention a
well-cared-for customer! Be sure to see the article on pages
6 and 7 that elaborates on the value of HDF and the RFA.
What’s ahead for Liberty’s Worksite sales?
The U.S. economy still may be struggling, but employers’
interest in voluntary benefits isn’t. According to Eastbridge
Consulting Group, leading consultants in the worksite
marketplace, “As employers’ budgets have been squeezed
and health insurance costs have continued to rise, the role of
continued ...
TORCH Edition III - 2010 4
Perspective
Andrew W. King
Change Creates
Opportunity!
voluntary benefits has grown. We have heard from employers
who believe in the importance of voluntary benefits, and these
employers expect 2010 to be a good year.”
In a survey of more than 500 benefit managers in businesses
ranging from 10 employees to thousands of employees,
Eastbridge found the percentage of employers offering at
least one voluntary benefit increased during the last three
years. Today, 66 percent of all employers offer at least one
voluntary benefit, and employers with 10 to 100 employees
(Liberty’s target audience) have seen the most growth in
recent years. The Eastbridge survey showed the average
number of products offered by an employer is three to four,
but some employers surveyed offered as many as 12.
President and
Chief Marketing Officer
Get your foot in the door with the $3,000 Accidental Death
Policy, and our Group Term Life will practically sell itself.
We offer many products on a pretax basis … Cancer, Hospital
Income, Hospital Intensive Care, Accident Protector Plus
… the list goes on. Purchasing benefits pretax creates tax
savings for both employers and employees. And selling
voluntary benefits creates financial rewards for Agents. But,
all our sales, both individual and worksite can have an added
dimension. Please read the article on page 8 that reflects the
selflessness of our Agents and the value of our Company to
the community.
Source: http://www.kaiserhealthnews.org/Stories/2010/June/15/Rating-SystemFor-Medicare-Advantage-Plans-Slated-For-Upgrade.aspx
For many companies, employer-sponsored benefits are
hanging by a thread. Year after year, employers of all sizes
have watched their employer-sponsored benefit costs
skyrocket. Although cost increases have lessened the past few
years, the cost and anxiety level is still high. With uncertainties
generated by healthcare reform, many employers remain
skeptical about their future benefit programs. How will
healthcare reform affect them? Will they be fined if they don’t
provide benefits? How much will they be fined? Do their
current benefit offerings meet federal requirements? What are
their obligations under the new law?
Most of the government healthcare reform regulations for
primary health plans apply to companies with 50 employees
or more. Many of the employers with whom we work
don’t fall into that category. Yet, concern is high among all
employers regarding employer-sponsored benefits. As a
result, due to potential tax savings, more employers than
ever are drawn to voluntary benefits’ variety of plans that
enhance employees’ coverage at no cost to the employer.
A voluntary benefit offering can give their employees some
degree of benefit stability, regardless of what happens in
the future. In the Eastbridge year-end 2009 Confidence
Index Survey, 84 percent of those who responded thought
voluntary benefit sales would increase in 2010. And, as
fantastic news for all of us at Liberty, according to a recent
survey by a New York-based human resources consultant, life
insurance is still the most popular voluntary benefit offered
– and all of us agree that our Group Term Life product is
unique in its structure as compared to competitors’ products.
TORCH Edition III - 2010 5
High Deductible Plan F
Focus on SUITABILITY!
The most important question to ask when selling a Medicare Supplement is, “Is this product the
most suitable for the needs, lifestyle, and financial situation of my prospect?” Do they travel
frequently? Do they anticipate frequent hospitalizations? What out-of-pocket medical expenses
have they had in the recent past? Do they see specialists frequently for chronic health issues? What
is their current financial situation?
The answers you receive from your prospect to these and other questions will determine which
Medicare Supplement best suits their needs. Because suitability for the prospect is the most
important factor in the sale, take time to determine which policy best fits their lifestyle and
pocketbook. When the customer purchases the right policy for their needs, they keep it.
As a result, your persistency climbs and that residual income keeps rolling in year after year.
Suitability and persistency go hand in hand.
What’s the best fit for your customer?
High Deductible Plan F (HDF) is an excellent supplement
for prospects who:
• Are relatively healthy
• Do not anticipate high-dollar claims
• Have financial resources to cover the annual
deductible
• The Reserve Fund Annuity can be a financial growth
vehicle if customers have no medical expenses or only
a few small ones.
• Few, if any, other insurers offer a Reserve Fund Annuity
that can be used with a high deductible plan to pay
medical expenses before plan benefits take effect.
It’s one more way to enhance the Company’s value to
your customers.
Why does an HDF policy make great sense for
your healthy customers?
• After they pay the annual deductible ($2,000 in 2010),
they receive the quality benefits of a standard Plan F,
but at a substantially reduced premium.
Why does a Reserve Fund Annuity (RFA) make
great sense for your healthy customers who
purchase an HDF policy?
• Money deposited into an RFA can simplify medical
expense payments for customers before they meet
their annual deductible.
• If they open and fund an optional RFA with a
guaranteed three percent interest rate – superior to
most certificates of deposit – the Company will use
these funds to pay medical expenses before their
policy benefits take effect.
TORCH Edition III - 2010 6
High Deductible Plan F
Purchasing an HDF policy and funding an RFA can be a
great fit for the right customer, but what about the
Agent? It’s important to consider the big picture.
When you sell an HDF plan instead of a Plan F, the
customer saves premium dollars. That money can be
reallocated to buy additional coverage, and that means
additional commission for you. Depending on what
additional coverage you sell the customer, you can end
up making more commission dollars selling the HDF
and allocating saved premium dollars to other valuable
products your customer needs. For example, when you
add a whole life policy to the HDF sale, you potentially
could earn up to 50 percent more in total commission.
What can she do with that money?
She can keep it, or she can put additional money into
her Reserve Fund Annuity to fund her $2,000 annual
deductible more quickly, or she could purchase additional
coverage, such as a whole life policy to help pay her final
expenses, and potentially still have money left.
Purchasing an HDF policy and opening an optional
Reserve Fund Annuity to fund and pay medical expenses
makes great sense for customers for whom the policy is a
suitable fit. Consider the following example:
What can she do with that money?
She can keep the remaining $35 each month for an
additional $420 of spendable annual income!
A healthy, female nonsmoker in Texas turning 65 purchases
a Plan F for a $183 monthly premium (area 2, attained-age
pricing). If the same female instead purchases a Plan HDF
for a $57 monthly premium, she saves $126 a month in
premium.
When it’s a good fit, selling a Plan HDF rather than a
Plan F is a no-brainer:
$76 remaining savings
- $41 monthly premium for Liberty
$5,000 Whole Life policy *
$35 remaining savings
• Once the deductible is paid, the customer has the quality
benefits of a Plan F at a substantially reduced premium.
• She has the added value and convenience of the
$183 Plan F premium
- $57 Plan HDF premium
$126 monthly premium savings
What can she do with that money?
She can keep it, or she can open and fund a Reserve Fund
Annuity to help pay her medical expenses before her HDF
policy benefits take effect! After she makes the minimum
monthly deposit of $50 to the RFA, she still has money left.
optional Reserve Fund Annuity to help pay her medical
expenses before benefits kick in.
• She can choose to purchase additional insurance if she
needs it.
• She even has a little left over each month.
• And you have one very satisfied customer!
When an HDF Plan is not appropriate for the customer, offer
other quality Platinum PLUS Medicare Supplements that may
be more suitable to your prospect’s needs.
$126 monthly premium savings
- $50 minimum monthly deposit in RFA
$76 remaining savings
* Rounded to nearest dollar
TORCH Edition III - 2010 7
GOING
THE EXTRA
MILE …
Recognition
At Liberty National, we know the support and sense of family we get from being part of such a
great Company. But compassion and caring extends beyond our Branches. Whether it’s our favorite
policyholder or the stranger at the grocery store, we strive to help. It’s part of the job description at Liberty
National, and we wouldn’t have it any other way. We want to recognize a few members of our Liberty
family for their acts of kindness and concern. Let their stories be reminders of why we do what we do.
Branch 49 Agents Corey Hulsey and Yoly Dale worked with
hundreds of employees at Koch Foods in Gadsen, Alabama.
But one face sticks in their minds … Jonathon Soto, a bright and
energetic 26-year-old, who, despite the language barrier, always
made a point to stop and say hello to them. After a few months
of bright smiles and short conversations, Corey and Yoly learned
that Jonathon had been diagnosed with terminal brain cancer.
The disease quickly took a toll on both Jonathon and Jose,
Jonathon’s uncle and caretaker. Financial problems piled up, and
Jose was in over his head. One day in March, Corey and Yoly were
at the plant when they learned the employees at Koch Foods
had collected donations for Jonathon and his family. When
Jonathon’s boss came in with the brown envelope of donations,
Corey knew why he was at the plant that day. Corey quickly
contributed, not hesitating for a minute. “I’m a firm believer that
everything happens for a reason,” Corey says. “I know if I were in
that situation, I would greatly appreciate the help.”
Later that night, Corey and Yoly visited Jonathon’s house and
saw the hardship first-hand. Jose had quit his job to care for his
nephew, but the day-to-day tasks of caring for Jonathon had
worn him down and left him both sad and exhausted. Noticing
empty kitchen cabinets and a bare refrigerator, Corey and Yoly
went to the store and bought food for Jonathon and his uncle.
“That was the least we could do,” Corey says humbly. Confirming
Corey’s belief that everything happens for a reason, Yoly luckily
was there that night to translate for the hospice workers. Fluent
in Spanish, she was able to tell Jonathon’s uncle what hospice
had been trying to communicate to him for days. Sadly,
Jonathon passed away the next morning. But Corey and Yoly will
Yoly Dale Corey Hulsey
Mildred Jackson
always remember Jonathon’s valiant fight against this insidious
disease. “I tell people all the time how hard it is to deal with a
loved one who is sick, but I was in awe seeing it first-hand,”
Corey says.
Corey and Yoly’s simple acts of kindness surprised Jonathon’s
family and employees at Koch Foods. But, for Corey and Yoly, it
was simply the right thing to do. “If we insure someone, we are
going to take care of them,” Corey says. “That’s the kind of people
and Company we are.”
Branch 24 Agent Mildred Jackson received notice in 2001 that
her longtime policyholder, Mr. Daniel, was planning to cancel his
cancer policy. After losing his wife, Mr. Daniel was grief stricken
and forced to reevaluate his finances. In his eyes, the policy
that his wife had purchased for them was no longer necessary.
Mildred quickly penned a letter to Mr. Daniel, telling him the
importance of his policy and how it could benefit him. “I tried
to make him understand that if something happens to him, he
won’t have his wife to fall back on,” Mildred says. After several
phone calls, Mildred convinced Mr. Daniel to keep his coverage.
This was a blessing in disguise because a few years later, Mr.
Daniel received some devastating news. On December 23, 2006,
Mr. Daniel and his family learned that he had stage-three lung
cancer. He fought the disease for three years before passing
away December 22, 2009.
Mildred’s determination allowed Mr. Daniel’s family to focus on
him and not worry so much about finances during their difficult
time. Mr. Daniel’s daughter, Karen Snider, credits Mildred for
convincing her father to keep the cancer policy at a time when
he needed it most. Mildred says one-on-one customer service
has always been important to her. “That’s the way I came into this
Company, and that’s the way I will go out,” Mildred says.
Through these Agents’ selflessness and determination, they were
able to help their policyholders in a way few Agents have the
chance to experience. In a world where ‘talk is cheap’, these acts
of kindness and concern meant so much to those who received
them. Agents like Corey, Yoly, and Mildred make us all proud to
be part of Liberty National.
TORCH Edition III - 2010 8
Paradisus
Playa Conchal
Second Six-Month contest
“Where Enchanting Moments Await You”
Imagine clear, blue skies that go on forever; lush, tropical foliage mixed with vibrant shades of pink and orange blossoms;
warm white sands and shimmering, crystalline water. Sound like Paradise?
It’s Costa Rica, possibly the closet thing to Paradise here on earth and destination for the winners of the Second
Six-Month Divisional Contest. Whether or not you are accustomed to world-class standards of service and luxury,
you’ll feel right at home at Paradisus Playa Conchal. The staff is superbly trained and multilingual, providing a level of service
that is unsurpassed.
The beach at Paradisus Playa Conchal is a unique stretch of seashells and volcanic sand and is a magnet for sun worshippers.
It stretches in wide areas along the bay, also providing easy access to kayaks, wave runners, diving, and sport fishing.
For pool lovers, the Resort features one of the largest free-form pools in Central America. Lined with lounge chairs, the
spectacular lagoon-shaped swimming area with center Jacuzzi meanders among lush foliage and swaying palms.
At the end of the day, relax completely. Enjoy a superb dinner in one of the Resort’s fabulous restaurants, sip a glass of wine
with your special someone, and be entertained by professional performers with live music in a variety of different shows.
Production dates for Liberty National Branches are July 2 - Dec. 31, 2010, and for current and converted United American
Branches July 5 - Jan. 3, 2011. Get started, ‘cause time is going by! We want you to join us for this luxurious escape to the
lush rain forests of Costa Rica.
Get ready … Paradise is waiting!
March 31 - April 3, 2011
www.paradisus-playa-conchal.com
TORCH Edition III - 2010 9
Agent Profile
IS THERE LIFE AFTER FOOTBALL? YOU BET!!
For many NFL players, life
after football is about rest
and relaxation. However,
this is not the case for
Corey Hulsey, an Agent in
Liberty National’s Branch
49 and former NFL guard.
Corey was born in Lula,
Georgia July 26, 1977.
Growing up in the
country as one of five
children, there was always
something for Corey to do.
Corey says that in between
sports, hunting, camping,
and fishing, he would do anything to make a little extra
money. He learned the value of hard work at a young age
when he helped out on his uncle’s farm.
Sports played a big role in Corey’s life from the beginning,
but it wasn’t until high school that football caught his
attention. Active in both wrestling and track and field,
Corey credits the balance he learned in both sports to his
success on the football field. Recruitment letters to play
college football began filling his mailbox his sophomore
year, but Corey says he was too young for that reality to set
in. “It was funny, until my senior year, it never dawned on
me to go to college,” Corey says.
client, you don’t get a paycheck.” Corey now has traded
early morning practices for early morning meetings at his
Branch, and his ‘get the job done’ attitude on the football
field easily transferred to his career at Liberty National.
Corey says this mindset has always been second nature
to him, and his love of helping others is in his genes.
Corey’s grandfather was a preacher and visited members
of his church when they were sick. “I guess I got that from
him,” Corey says. “I’m not a preacher, but I’m walking in
my grandpa’s shoes. It makes me feel good, and my clients
like to see me. That’s why I love it.” Corey’s love for people
is evident from the self-proclaimed guy who can “talk to a
stop sign all day.” Says Corey, “My favorite part of the job
is reaching that comfort level when you sit down with the
customer. I want to get to know the family and learn how I
can help.”
Because Corey has made the transition from protecting
the quarterback in the NFL to protecting and preparing
families for the unexpected, his future shines bright!
Corey works hard to provide for his family and says they are
his motivation to succeed.
Corey signed with Clemson University and was a Fighting
Tiger for three years until he was drafted to the NFL.
Corey headed north and entered the professional arena as
a Buffalo Bill. Three years later, Corey moved to the golden
state and was an Oakland Raider for four years. “Before I
was in the NFL, I thought everybody liked everyone,” Corey
says. “But there is always a guy right behind you who’s
pushing for your spot.” Corey says it’s the work ethic he
learned in football that has helped him reach the success
he enjoys today. “Insurance and football are very similar,”
Corey says, “except it doesn’t hurt anymore when I wake
up.”
While Corey can see the similarities now, he wasn’t sure he
was the right fit for the insurance industry. “Man, you’ve
lost your mind if you think I can sell insurance,” Corey said
to his neighbor when the neighbor tried to get Corey to
break into the business. But, his neighbor was right.
Corey joined Liberty in February 2009, and in his first year
with the Company shattered records by earning almost
twice the amount of normal earnings for a first-year Agent.
“In football, you couldn’t say no … you did what you had
to do to get the job done,” Corey says. “It’s the same with
insurance. If you don’t get out of bed and find your next
TORCH Edition III - 2010 10
Senior Seminars
R
O
I
N
E
S
S
R
A
N
I
SEM
!
K
R
O
W
Senior seminars are a great opportunity to reach many prospects at one time. But the
conclusion of the seminar is when selling really begins. That’s the time to create your
one-on-one contacts and set up appointments for home visits. Here are a few ‘Do’s to
make your seminar more successful and improve your chances of taking the next step
toward making the sale:
Practice: If you are new to the seminar circuit, practice at
home or in front of colleagues first. The bathroom mirror
is an excellent audience for an untried seminar leader!
Don’t read anything verbatim: Know your material well
enough that you can talk directly to your audience most
of the time.
Look professional: You can never look too professional
when speaking in front of a group of Seniors. Even if
their background is not professional, they will give your
presentation more credence if you look like you are.
Don’t make distracting gestures: Fidgeting with a
pointer, rocking back and forth, scratching your
forehead, or flipping imaginary lint off your sport coat
can be distracting.
Prepare: Make sure your equipment and materials are
organized and in working order, whether you’re using
the Laptop Presentation, a PowerPoint presentation, or
simple handouts. And always have a backup plan in case
something goes wrong. Keep slides and presentation
materials simple and easy to read. Forget slides
with complicated numbers, large tables, or complex
graphs. KISS is the formula for the day (Keep It Simple,
Salesperson!).
Make eye contact: If you speak directly to an individual,
it will help to create a feeling of trust and intimacy.
But, be sure to visually target many different individuals
throughout the course of the seminar.
State objectives and goals: Make it clear that you are
there to help attendees gain a better understanding of
the new 2010 Medicare plans, to answer questions they
have, and to set up individual meetings to give them more
detail and personal one-on-one attention.
Speak clearly at a comfortable pace: When you start
speaking, always ask if the people in the back of the room
can hear you clearly. Remember, some Seniors have
hearing issues, and you don’t want to lose someone’s
attention because they can’t hear you.
Use humor sparingly: Humor has a place in almost every
situation, but you want participants to remember the
information you presented, not the jokes you told.
Relax: Whether you’re a novice or a veteran speaker,
try to stay calm and relaxed during the presentation.
If it helps, use the buddy system. Ask a fellow Agent to
work with you. If you’re male, ask a female, and vice versa.
Presenting both a male and a female perspective may
make your audience more receptive to what you offer.
Use only preapproved materials: Presenting material
to Seniors is considered advertising, and, in most states,
requires approval from the Company and the state’s
Department of Insurance. If the material you are planning
to use has not been preapproved, submit it early to the
Compliance Department so it can be approved before use.
Source: http://home.sandiego.edu/~kaufmann/envi_mars495/envi_mars495_handout.html
TORCH Edition III - 2010 11
Top Producers
Liberty Leaders - Top Performers in Total AP
The following producers represent the Top 20 Branch Managers, Unit Managers, and Agents
in year-to-date total annual premium production through June 2010.
Top 3
BRANCH MANAGERS
UNIT MANAGERS
AGENTS
1. Tim Aderholt
#49
$1,057,541
1. Craig Wilson
#49
$392,399
1. Corey Hulsey
#49
$212,559
2. Howard Ralston
#86
$939,816
2. David Brooks
#117
$259,985
2. Jeff Lones
#9
$123,591
3. Brian Cannington
#40
$722,032
3. Bradley Gray
#129
$224,538
3. Serge Clouatre
#49
$97,632
4-10
BRANCH MANAGERS
4.Jason Everett, #170................. $660,533
5.Ricky Beard, #129.................... $575,337
6.Angela Hanson, #15................ $538,732
7.Jason Adams, #176................. $468,774
8.Lonell Plyler, #117................... $444,483
9.John Brooks, #5....................... $407,782
10.John Hadder, #140.................. $382,675
UNIT MANAGERS
4.Billy Yeomans, #40.................$224,089
5.Rachel Fenz, #670..................$219,897
6.Melissa Nuckolls, #170..........$219,572
7.Brandon Herndon, #86..........$210,072
8.Chris Camp, #144 . ................$207,485
9.Charlie Rush, #32...................$206,876
10.Justin Ferguson, #74.............$204,703
AGENTS
4. Yoly Dale, #49...............................$96,997
5. Kenny West, #49..........................$89,084
6. William Hammons, Jr., #165.......$87,497
7. Daniel Hunter, #28.......................$80,042
8. Douglas Lavender, #17................$75,212
9. Pam Stanton, #170......................$72,295
10. Alan Goforth, #10........................$69,954
11-20
BRANCH MANAGERS
11.Owen WIlson, #46..................... $355,332
12.Jason Perry, #117...................... $337,743
13.Alan Spafford, #674................... $331,569
14.Tony Carter, #9........................... $328,456
15.Jeffrey Miller, #178.................... $312,946
16.Eddie Milner, #2........................ $310,608
17.Keith Mitchell, #58..................... $300,941
18.Tom Botts, #645 ........................ $288,195
19.Sherri Young, #77 ..................... $285,324
20.Tony Lindsey, #48 ..................... $279,305
UNIT MANAGERS
11.Chad Essary, #129..................... $198,983
12.DeWayne Hilliard, #139............. $195,163
13.Spring Redner, #57.................... $193,032
14.Catherine Meinecke, #176........ $189,720
15.Deborah Sanders, #165............. $189,118
16.Philip Nichols, #10..................... $188,792
17.Mark Russell, #46....................... $183,440
18.Kirk Butler, #18.......................... $181,904
19. Julie Henson, #7......................... $179,303
20. Tonya Woodson, #46................. $172,718
AGENTS
11. Andrew Good, #692..................... $69,385
12. Jerry Crowell, #18........................ $67,853
13. Bill Lacount, #49........................... $67,725
14. John Gardner, #5......................... $67,433
15. Asthon McKelvy, #77................... $66,405
16. Tammy Casteel, #9....................... $61,690
17. Benny Bowman #41..................... $60,624
18. Joe Campus IV, #117................... $60,530
19. Nick Bouzios, #117....................... $59,990
20. John Hamilton, #18...................... $58,571
Qualifiers and/or Torch Club honorees must meet applicable Company Minimum Standards and Qualifications for
Production, QOB/DCN, and Recruiting to attend Torch Club and/or be recognized in our Company magazine.
TORCH Edition III - 2010 12
Achievement
Rookie Branch Manager
The Top Rookie Branch Manager has been a Branch Manager for less than one year and is
recognized by Liberty National for the total annual premium produced.
Nathaniel Fairconnetue of Branch 687 is the Rookie Branch Manager of the Month for June.
Nathaniel’s team produced $60,477 of annual premium in June.
Nathaniel, you’re on a roll. That new Branch Manager training is working!
Rookie Unit Manager
The Top Rookie Unit Manager has been a Unit Manager for less than one year and is
recognized by Liberty National for the total annual premium produced.
Ashley Rabon of Branch 645 is the Rookie Unit Manager of the Month for June.
Ashley’s team produced $46,055 of annual premium in June.
Way to go, Ashley! Make it a great year!
We’re halfway to Las Vegas. Keep pushing to make 2010 an amazing year!
First Year Agent Production
The following represent the Top Five Branch and Unit Managers with the highest year-to-date
First Year Agent Production through June.
TOP 5 - BRANCH MANAGER
TOP 5 - UNIT MANAGER
1.Jason Everett, #170...........$597,292
1.Craig Wilson, #49............... $316,595
2.Tim Aderholt, #49...............$563,854
2.Rachel Fenz, #670............... $219,995
3.Brian Cannington, #40.......$552,797
3.Catherine Meinecke, #176....$181,436
4.Howard Ralston, #86.........$492,790
4.Bradley Gray, #129............. $178,606
5.Ricky Beard, #129...............$407,494
5.Melissa Nuckolls, #170...... $177,310
Congratulations and welcome to our newly appointed Branch Managers:
Donna Powell – Branch 688
Patrick Knowles – Branch 26
Terry Watson – Branch 683
Jamie Phillips – Branch 67
Michael Gibson – Branch 82
Robert Hicks – Branch 152
Joshua McBride – Branch 69201
Paul Mikell – Branch 79
Robb Park – Branch 92
TORCH Edition III - 2010 13
On schedule in JUNE for THE 2011 Convention In Las Vegas
Liberty National recognizes Agents, Unit Managers, and Branch Managers, who are on schedule as of 06.28.10 for the 2011 Convention to be held July 7-10, 2011.
Qualifiers and/or Torch Club honorees must meet applicable Company Minimum Standards and Qualifications for Production, QOB/DCN, and Recruiting to attend and/or be recognized
in our Company magazine. (Qualifiers as of 06.28.10)
#1
JOHNNY GOSS
#28
SCOTT JACKSON
#2
MIRANDA HARRIS
LISA MCCLENDON
#29
JAMAL FIELDS
MICHAEL MCEACHERN
#3
ARCHIE TERRY
WAYMON WALLACE
#32
DOUG BARRETT
DOUG MAINES
CHARLIE RUSH
#5
DAVID BASS
JOHN GARDNER
JOEY HOLLEY
#33
JAMES DEBTER
CHARLES SMITH
#7
JULIE HENSON
#38
LORI JEWETT
#8
GARY DOBBS
BRANDY VICKERS
#40
BECKY BATTEN
BRIAN CANNINGTON
STANLEY JOHNSON
MICHAEL MOORE
CHRIS O’BERRY
FRED REESE
MICHAEL SIMMONS
BRAD WYNN
BILLY YEOMANS
#9
TAMMY M CASTEEL
JEFF LONES
#10
ALAN GOFORTH
DANNY MCSPADDEN
PHILIP NICHOLS
#15
KENNY BUCK
TERESA GRUBBS
TERRY ROBBINS
ANDY SHOEMAKER
JEFF STEWART
#16
DAVID MILLER
#17
WALLY BEDWELL
DOUGLAS LAVENDER
MARVIN ODELL
#18
KIRK BUTLER
REGINA BUTLER
JERRY CROWELL
BRAD GRAY
JOHN HAMILTON
TIM RIPPEY
#20
KRISTI TAYLOR
#26
PATRICK KNOWLES
#41
BENNY BOWMAN
#42
TROY DEW
TOMMY SMITH
#45
GARY HIXSON
#46
JULIE PALIUCA
OWEN WILSON
ELENA WILSON
TONYA WOODSON
#48
DEBORAH DAY
#49
DARREN ALEXANDER
TIM BUCKNER
MICHAEL BULLOCK
YOLY DALE
JIM FLANDERS
COREY HULSEY
KENNY WEST
CRAIG WILSON
#50
KAR LYMAN
VANESSA TROTTER
56
JOHAN BLANCO
#57
SPRING REDNER
#58
JANE HARWELL
JASON TERRELL
#63
WILLY SENEQUE
NATALIE WATSON
#69
CHRIS COLLAZO
#70
BUTCH SCHNEIDER
#74
JUSTIN FERGUSON
#76
IKE MUONELO
#77
STEPHANIE CREWS
LISA DONALDSON
ASHTON MCKELVY
#81
KELSEA BRIGHT
REUBEN BYRD
#86
MITCHELL BLAIR
MARK CHANDLER
BRANDON HERNDON
MICHEAL LYNN
WANDA SEAR
DAVID TAYLOR
#87
JOHN LOVE
#88
JOHNNIE LACEY JR
#89
ROBBIE RICHARDS
#99
CORRIE HILL
#108
AARON DAVIS
#111
DEBBIE BUTLER
RONNIE HALL
KRISTIE TATE
#115
VICKIE KETRON
#116
RICHARD CRABTREE
#117
NICK BOUZIOS
DAVID BROOKS
JOE CAMPUS IV
LEO COLLINS
WAYNE FISHER
#129
JAMIE BARNES
RICKY BEARD
MARC CORNELIUS
ROGER DAVIS
CHAD ESSARY
BRADLEY GRAY
DONNY HOWARD
WILLIE MCGEE
JOSEPH STREVEL
#134
LOU ROLLER
#139
DEWAYNE HILLIARD
#140
CHRIS CREEK
ROBBIE DAVIS
JOHN HADDER
HEATH RAY
#141
KAY FORDHAM
STACY JUSTICE
#142
NANCY GALE
#144
BRAD BASS
CHRIS CAMP
CHRIS MILLER
KELLY MILLER
#169
MARK SCHWARTZ
#170
CHRISTIAN CARTER
MALISSA HENDERSON
WILL HOGAN
MELISSA NUCKOLLS
PAM STANTON
#175
CHRIS REESE
RAYMOND SMITH
#176
JASON ADAMS
MICHAEL CHAMBERS
FELICIA GIRDLEY
CATHERINE MEINECKE
KURT SURBER
WENDI THORNTON
ANDREW WALKER
#178
TONY DIFILIPPO
DAVID GRAHAM
JEFFREY MILLER
TOMMY RECTOR
MARK WOFFORD
#636
E KISER II
#645
TOM BOTTS
CHRIS CASTLEBERRY
MITCHELL PHELPS
STEPHEN RABON
#657
DARLA WATERS
#658
LISA CAVINESS
KEITH CLEVELAND
PHILLIP RASPBERRY JR
#670
RACHEL FENZ
ANGELA GLASS
SALLY TAGGART
#147
SAMUEL KNISELEY
#671
KRYSTAL GREEN
MARIAN KEITH
LOWELL MAYO
#165
WILLIAM HAMMONS JR
ANDY HAMMONS
DEBORAH SANDERS
#674
ELIDORA LOVELESS
LIZBETH WHITAKER
ALAN SPAFFORD
#675
DANIEL HUNTER
EDWARD QUINTARD
RON TADLE
#680
SCOTT SMITH
#682
HALEY CONNER
ROBERT GILES
#684
DARIN CHRISTENSEN
#687
JOE ARAIZA
NATHANI FAIRCONNETUE
#688
REGINA GREEN
#69212
MELISSA A BAILEY
KEITH D BEGLY
JAMES GOODWIN
KAREN J ROSS
MISTY WATTS
#69211
KIMBERLY DAWSON
TIMOTHY DIVENS
MARION PARKER SR
#69214
ALICE WESTON-SHERWOOD
#69201
JOSHUA MCBRIDE
#69215
ANDREW GOOD
AUSTIN HESS