PERSPECTIVE

Catch the Wave

Towards the end of April, 1 kept thinking would it not be a monumental achievement to have back-to-back $7 million months? Well, so much for thinking!

Not only did you achieve back-to-back $7 million months, but you collectively broke the record set in March by writing over $7.5 million in production, As ifthe record-breaking production month was not enough, we also passed the 1,800 mark in our field force count. Officially, we now have 1,850 Producers, which is the highest count in American Income’s 51, year history

‘As we look back over the last yearand-a-half, it is hard not to notice that we have broken Company records left and right. However, none have been as significant as these last two months, Back-to-back $7 million months — it is amazing!

lifestyles. 1 mean, what more could anyone want out of life — the ocean, the sun, the surf, the sand, the fun and the гап! But. When you actually watch a surfer at work, that first impression dies a slow death.

In truth, surfing is anything but laid-back, Surfers have to analyze the weather, chart ocean patterns and examine w heights. Then they have to pick the right time, the right day and the right wave, And still, after all that, their work has only just begun.

When the right wave comes along, they have to use their athletic prowess to jump the run, slide the pipeline, feel the conditions and rip the foam to the shore, Once on shore, the hard work seems well worth it to see how far they traveled and what they have accomplished.

This amazing achievement can be attributed to each individual who is à part of American. Income and National Income. Each of you have not only seen your personal goals realized, but you have seen just how far your individual efforts can take an

organization like ours. We are well on our way to making our $75 million goal а reality, and if

we continue at the pace we have set we may even blow $75 million right out of the water So, now as we set ош to finish

FROM THE DESK OF;

Marketing Officer of ‘American Income Life

"To strive, to seek, to find, and not to yield.”

At American In. Income, we

growth for rhe yea

Right now is the right time and the right wave is

Roger Smith President & Chief

upon us. Now, as waveriders, it is up to us to take all that we leamed to generate our energy

ic us to $75

which is going to t million and beyond

Our Producers at AIL continue to

— Lond Alfred Tennyson | lam and grow with each passing year. Each of you has expanded

the last two quarters, it seems we can ride the wave of our success right to a second record-breaking year.

To most of you riding the wave seems simple enough. Really how hard ean it be? Since January, we have gathered all of our momentum in building our wave, now the only thing we have to do is just wait for gravity to take affect and pull us right into the home stretch, For the wave, scientifically, this is correct. But for us, the waveriders, it is a bit more challenging.

Have you ever been surfing, or perhaps watched someone else surf! Basically, surfing is the same as waveriding. The wave (and surfboard) is the vehicle which transports you to your destination, but it is you who has to do the work to get there.

From a distance surfing seems to be the ultimate relaxation sport, and in turn surfers seem to have the ultimate laid-back

SPOTLIGHT MAY 2002

your visions, broadened your limits and committed yourselves to working as а team. Coming together in search of a common goal is what truly defines the spirit of American Income and National Income. Everyday you wake up, head out the door and go for it — it is just that simple You have put your inhibitions aside, you have braved the gauntlet, all to let the world know that nothing can stand i your way of reaching your goals.

As we face the last two quarters of 2002, and as we get ready to to ride our wave of success, it is important to remember that it will take all of our skill and sales prowess to get on top of the

:. Once there our work will have only just begun. But as you work your board and sight the shore in the think about how good it is going to feel to look back to s how far you have come. Let's Ride!

= WWWAILIFECOM

EDITOR'S PAGE

Dates to Remember. Wednesday, May 29, 2002 All business and PR. credis must be received in Waco to count for May produ Thursday, June 20 through Sunday, June 23, 2002

Convention at Caesars Palace in Las Vegas, Nevada,

Wednesday, June 26, 2002 All business and PR. credits must be received in Waco to c duction.

Required Retention Rate

Beginning Jan. 1, 2002, to be eligible for bonuses and featured in Spotlight, top Producers must meet the required Retention imum Net to Gross ratio

for

rate, or the

Net to Gross: 77 percent Retention: 64 percent

* Net to Gross is only used during the Producers fist eight months,

Milestones $100,000 In Force The following Agents have $100,000 of in-force premium:

DeMario Cooper Leslie Taylor Joey Kennedy Bill Wade k Mi

Look For The Asterisk

The asterisks, shown throughout the magazine, indi that place will be a Year-to-Date award winner. The Producers which will be recognized at the 2003 Disney” Awards Presentation are as follows: The top SGA from cach category, the top two PR. Managers and the top. three Representatives from each category, the top five MGAs, the top SA, the top five GAs and the top ten Individual Producers. Check your production, if tigre is ап asterisk by your position, you could be an award winner.

State General Agent Promotions

David Brister has been promoted to State Gener in Massachusetts, David was formerly a Ma General Agent out of Edison, New Jersey under SGA Eric Oiglione. David has been with AIL since March 1997,

Nicholas Nitkowski tate General Agent in Louisiana, Nicholas was formerly a Master General Agent out of Ft. Lauderdale, Florida under SGA Tom Williams. Nicholas has been with AIL since March 1999.

has been promoted to

The Seniors Prevailed Spotlight

Recently, the Gary Bleier Agency in Wisconsin held a Freshmen vs. Seniors contest. Freshmen are

Agents in their first yea

The winners ate steaks. The losers ate burgers, and had to serve the winners during the meal And, the winners were — the Se

Freshmen Jeremy Schlosser and Chris Bender are serving Seniors Mark Bieier (foreground) and Mike Sacotte (background)

of producing, and Seniors have over one year of experience.

Published monthly by American Income

Life Insurance

eniors! Company for the dissemination of information to its

Agents. Permission must be obtained

prior to reproduction.

or other use of

material herein,

The Gary Bieler Agency

MARKETING

m Bren Metsellonchmarkcorp com

КА lec Gai уйй стай сот

wwwallleaom

12002 by American Income Life Insurance Campa.

SPOTLIGHT MAY 2002 8 WWWAILIFECOM

7AruUZzmr>n NOON

Tuesday, June 25 Wednesday, June 26 Thursday, June 27 Friday, June 28

Thursday, July 4 Friday, July 26 Monday, July 29 Tuesday, July 30 Wednesday, July 31

Tuesday, Aug. 27 Wednesday, Aug. 28 Thursday, Aug. 29 Friday, Aug. 30

Monday, Sept. 2 Wednesday, Sept. 25 Thursday, Sept. 26 Friday, Sept. 27 Monday, Sept. 30

xt. 25 and Monday, Oct. 28 Tuesday, Oct. 29 Wednesday, Oct. 30 Thursday, Oct. 31

Friday, Nov. 22 and Monday, Nov. 25 Tuesday, Nov. 26

Wednesday, Nov. 27

‘Thursday, Nov. 28 and Friday, Nov. 29

Friday, Dec. 20 and Monday, Dec. 23 Tuesday, Dec. 24 and Wednesday, Dec. 25 Thursday, Dec. 26

Friday, Dec. 27

Monday, Deo. 30

Tuesday, Dec. 31

IMPORTANT DATES

June

All business must be mailed to the Home Office.

All business must be AT the Home Office to be guaranteed for June. Business received this day is NOT guaranteed for June. End of Month — business received this day is NOT guaranteed for June.

July

Home Office holiday.

АП business must be mailed to the Home Office

All business must be AT the Home Office to be guaranteed for July. Business received this day is NOT guaranteed for July

End of Month — business received this day is NOT guaranteed for July.

August All business must be mailed to the Home Office.

All business must be AT the Home Office to be guaranteed for August. Business received this ust

End of Month

September Home Office holiday. All business must be mail All business must be AT the Home Office to be guaranteed for September. Business received this day is NOT gi End of Month — business received thi

October

All business must be mailed to the Home Office. All business must be AT the Home Office to be guaranteed for October. Business received this day is NOT guaranteed for October.

End of Month — business received this day is NOT guar:

November II business must be mailed to the Home Office. АЙ business must be AT the Home Office to be guaranteed for November. d of Month — business received this day is NOT guaranteed for November. Home Office holiday.

December

All business must be mailed to the Home Office.

Home Office holiday

All business must be mailed to the Home Office.

All business must be AT the Home Office to be guaranteed for December. Business received this day is NOT guaranteed for December.

End of Month — business received this day is NOT guaranteed for December.

weed for August.

SPOTLIGHT MAY 2002 w WWWAILIFECOM

iced for October.

Stephen W. Bright Larry Geneser

Missouri Roger L. Cox James Dunsworth Allan Jennings James Surace Utah nie Jeffrey Ferrara Derek Frey Eric Одот Bil Jennings New Jersey Colorado Damian Gundick Steven Hamm Scot Sith Eric Gigione е New Jersey Lee Hoffman Gregory Jeffers Rick anig Eric Giglone. Washington New Jersey Elio Mingione Raomel Morrison Eri Gglone. Eric Giglone Мен Jersey Pennsylvania Jeffrey Prince Robert Rangel Bit Jennings Colorado Roger Rovekan Hancock-Boles омо Christy Robert Tooley Dennis Isler белене Вита. Pennsyvania ps Christy Wernert Alfonso Yeargins Loya Fitzgerald Eric Gigione Texas Pennsylvania

Promoted To General Agent Lany Chick

Scoti Smith Michigan Hong Ing Ontario Richard Mok Jefferson Moyers Bil Jennings Ai Shahrak Colorado North Carolina Moneesha Smith Michael Soosoo Eric Gglone Scott Smith New Jersey Michigan

Promoted

Robert Biddle Carl Boldon Hancock Boles Scot Sith Kentucky Michigan

James Palmes Michael Sacotte Nicholas Nikowski Gary Bier Louisiana Wisconsin Travis Geneser Henry Moran Larry Geneser Robert Paterson Missouri New Mexico

PROMOTIONS

Sharon Galvin Giglone-Brister Massachusetts Nathan Hammond Alan Jennings

Anna Kaherl Daniel Ze Massachusetts

Lucas Nagel

Louis Renaud Fick Ag

beta

Michael Scardigno. Dennis Isler Peonsyvania Andrew Torres

‘Aig arty Ontario

Lany Young Mike Jones Ohio

Denard Cooper Eric Giglone

ew Jersey Timothy Kruse Nichols Мона tile

Ronald Nelson Rick Ati Washington.

Lee Stradley Marc Morton

Ohio

Master General Agent

Kevin Frain Rick Alig Saskatchewan Brian Schaefer Hancock Boles indiana

Brian Quinn Larry Geneser Kansas

Anthony Azzaretto Hancock-Boles

Ohio

Thomas Camarda Eric Giglone.

New Jersey

David Falcone Мыс Zipper. Florida Trina Gons Rick Attig

Harriet Lundy Larry Geneser Kansas

Clay-Nghia Nguyen Vind Basov

Texas

Alan Reyes мепа Nikowski- Louisiana

Jessica Sinclair Erie Giglone

New Jersey Jerome Todos Larry Geneser Missouri

Lazarus Echeta Kevin Pawlowski Toras

Matthew Laind Bil Jennings Colorado

Diana Newman Rick lig

Oregon

Michel Verleysen Eric Gigllone Pennsyvania

Damon Hartley GeneserBitman Minois

Richard Stafford Bily Faulkner Virginia

SPOTLIGHT MAY 2002 а WWWAILIFECOM

John Baloun Fick Alig ‘beta

Samuel Cohen. Eric Gigllone Pennsyvania John Farley

Eric Grier Eric Giglone New Jersey

Zachary Нап

John Martine: Bil Jenn Colorado Lawrence Ohms Geneser-itman iis

Charles Rice Vind Basov

Tess

Graeme Singleton Vind Basov

тев

Jamey Wallace Scoti Smith

Fonda

Michael C. Garcia Eric Giglone

New jersey,

James Lawrence. Eric Gigione

New Jersey Robert Olive Scott Smith

Minois

Antonio Walker Erie Giglione Pennsylvania

Mahmoud Kenarch. Ai Shahrak

North Carolina

Timothy W. Thompson Robert Sith

oklahoma

Kes Barron mex Al pere —— pope peel Bradley Felton Rover mith Onions Loy Анай Tex s Roben Hickman Hck Sls Ono Nick Мурс кс ion Newsy

Pent pon

E Ohio

Sherri Richardson Eric Gigllone

New Jersey

Clifton Spears Larry Goneser Missouri

Alan Waters

ick Aig

Alberta

Zenotha Gardner Genesee-itman. Minois

Todd McGinnis Rick Attig Wisconsin

Eugene Shiplett Robert Patterson New Mexico Wesley Yarborough Mike Jones

Ohio

Earnest Loveless David Cohen

Callomia

Nannette Troutman Rick Allg

Oregon

INDIVIDUAL PRODUCERS

All Time Record to Beat

Е Net ALP Carla Miller

Edison, NJ

Fairview Heights, IL

1. Thomas Camarda Jeffrey Dinocento Eric Giglione 2. Yanic Santos Geneser-Bitman 3. Costa Kyriazis Brian Traboulay Rick Alig 4. Jefferson Moyers Elchin Bagirov Ali Shahrak 5. James Dattilo James Dattilo Marc Zipper 8. Al-Karim Walji Melinda-Rae Lyse Rick Altig 7. Gregory Jeffers John Baldo Erie Giglione 8. David Tubbin Wendell Bangs Rick Altig 9. John Rice Doreen Ryan-Foti Jatott-Foti

10. James Holloway Damon Hartley Geneser-Bitman Burnaby, BC 11. Robert Moorhead Dennis Muth Rick Altig

12. Bily Vinyard Patrick Shehan Larry Geneser

13. Timothy Cruise Eric Nichols Scott Smith

14. Kelly McDonald Jatoft-Fotí

15. Andrew Rossberg Theodore Pappas Richard Rutt

16. lon Stant Rory Lee Rick Altig

17. Kim Sprenger Gary Bleier

18. Steve Fujitani Dennis Muth Rick Alli

18. Erik Martinez Eric Neal Geneser-Bitman

20. Richard Morello Jeffrey Dinocento Eric Giglione

21. Lance Brown Darren Miller Cohen-Hartman

aovi та 22. Lawrence E. Ohms Damon Hartley Geneser-Bitman Teens Bb Glas Ap 23. Joseph Ricci Jeffrey Dinocento Eric Giglione 24, Robert Stubblefield Lawrence Hauck Stove Friedlander 25. Arthur Westergren Tom Wiliams 26, Scott Georger Paul Rumbuc Durhon Oldham 27. Michael Czopek David Hausman Eric Giglione 28, Odessa Omoroghomwan Doreen Ryan-Foti Jatott-Foti 29. Gene Noury Daniel Zeoli 30. Nannette Troutman Nannette Troutman Rick Ati 31, Harold Cowden Brian Schaefer Hancock-Boles r= бу | 8. David Tubbin 32. Christy Wernert Lloyd Fitzgerald 33. Jennifer Baron Wiliam Cook Tom Willams ison, NJ Duluth, MN 34. Jim Bianchi Paul Rumbuc Durhon Oldham 35. Joshua Robinson Leslie Taylor Geneser-Bitman 36. Wiliam Richard Michael O'Rourke Larry Geneser 37. Bret R. Fels Eric Neal Geneser-Bitman 38. John Barr Wittenbach-Ostrovsky 39, Dean Beaucage Patrick Shehan Larry Geneser 40. John Claxton lames Logan Hughes-Parekh 41. Jacquelyn Reid DeMario Cooper Geneser-8itman

42. DeMario Cooper DeMario Cooper Geneser-Bitman

43. Donald Spence Ramin Кошай!

44. James Boucher William Cook Tom Williams: Concord, CA Swansea, IL 45. Jessica Bergren Wendell Bangs Rick Altig

46. Kendra Roberts Robert Delesky Eric Giglione

Steve Friedlander Joshua Chalom Rick Alig Rick Altig ^ Percentage of Net to Gross.

SPOTLIGHT MAY 2002 m WWWAILIFECOM SPOTLIGHT MAY 2002 ш WWWAILIFECOM 1

47, Steven Самег 48. Preeti Sahgal

. Errol Doerr

. Russell Chang

Wendell Bangs Russell Chang

All Time Record to Beat

Timolhy Cruise

. Marlon Underwood

. James Dattilo

` Jefferson Moyers

Jim Bianchi

. Timothy Cruise

j. David Wang

'. DeMario Cooper

. John Reinbott

|. Harold MeSweeny

. Kelly McDonald

` Маго Rosen

, Erik Martinez

. doshua Robinson

. Jennifer Baron

. Ab Karim Walji

. Duane Roth Joseph Ricci

. Јову Kennedy

. Mitchell Clem

. Ramin Maghsoud Matthew Wolfanger

, David Tubbin Leslie Taylor John Rice

. Steve Fujitani

. Steven Greer Ruben Soberanes Julie Wells

. Keith Zabrocki

. Mark Bleier Eric Grier Charles Otero Kendra Roberts

. Roland Parker Lance Brown Emmanuelle Fantoli

` Joseph Schofield

. Charles Todd

. Joseph Moore David Ballard

. Carl Boldon

. Derek Sandilands Moneesha Smith Stephen Bright

. Dallas Dixon

. Douglas Bauknecht

. Allen Green Steven Calver Andrew Rossberg

. Norbert Lopez

INDIVIDUAL PRODUCERS

Net ALP Year $242,696 2000

Marlon Underwood James Dattilo Elchin Bagirov Paul Rumbuc

Eric Nichols

David Wang DeMario Cooper Leanne Hughes

Jeffrey Dinocento Eric Neal

Leslie Taylor William Cook Melinda-Rae Lyse Eric Neal

Jeffrey Dinocento Gary Williams Nickolay Gusev

Paul Rumbuc Wendell Bangs Fletcher- Taylor Doreen Ryan-Foti Dennis Muth Paul Rumbuc

Nickolay Gusev Bruce Hennick

Leanne Hughes Jonathan Saluk Robert Delesky

Darren Miller David Iriye

Kevin Bukatman Charles Todd John McCreary Doreen Ryan-Foti Robert К. Olson. Melinda-Rae Lyse John Huber Brian Quinn

Eric Neal

Gary Wiliams Theodore Pappas

Theodore Pappas Danny Mayorga

SPOTLIGHT MAY 2002 WWWAILIFECOM

YTD Qualifiers

‘Scott Smith Mare Zipper

Mi Shahrak Durhon Oldham Scott Smith Scott Smith Geneser-Bitman Eric Giglione Robert Patterson Jatoft-Foti

Eric Giglione Geneser-Bitman Geneser-Bitman Tom Wiliams Rick Altig Geneser-Bitman Eric Giglione Rick Altig

Vlad Basov

Vlad Basov Durhon Oldham Rick Alti Geneser-Bitman atoft-Foti

Rick Altig Durhon Oldham. -Jatoft-Fotí

Vlad Basov Marc Morton Gary Bleier

Eric Giglione Richard Rutt Eric Giglione Tom Williams Cohen-Hartman David Cohen Eric Giglione Scott Smith Furer-Whittinghill Jatoft-Foti

Scott Smith Rick Altig

Eric Giglione Larry Geneser Geneser-Bitman Rick Altig Richard Rutt Steve Friedlander Richard Rutt Tom Wiliams.

* Percentage of Net to Gross.

COMMUNITY INVOLVEMENT

MONETARY DONATIONS

Rick Altig Agency.

. .

ontributed $400 to the Quebec Conseil Regional ЕТО. we $500 to the Nurses Un Donated $129 to the IWA 1-85 golf tourn 41 $50 ro the SEIU/NCFO conference,

4 $500 to the Ontario IBT for the "Drive for Education” program.

Donated $500 to the Oahu Philippine Community Council. re $300 to the Ontario OPSEU strike fund.

ed $340 to the Tennessee Fire Fighters Association. ‘Contributed $50 to the AFL-CIO Autism Society.

wwe $300 to the Tennessee State Council of Machinists Donated $300 to the IBT Local 480 scholarship fund. Donated $330 to the IBT 515 Lit uted $1,000 to the IBEW 126 COPE golf toum

Angels golf oumas

we $500 to the Edmonton May Week Festival. ributed $500 to the UFCW 81 golf tournament. $150 to the Leal Donated $: Contributed $350 to the Schofield FCU for door prizes. ontributed $46 to the CJA 1388 for door pri ave a $100 gift certificate to the Oregon IBT 324,

Donated a $100 gift certificate to the Oregon CJA 247.

Contributed $500 to the Dan Gardner Labor С mpaign fund.

FCU for door pri

to the Kauai Teachers FCU for door prizes.

*........

Lisa D'Amico Agency ® Contributed $250 to the UMWA District 2 Unemployed Miners golf outing © Donated $75 for the HERE 57 newsletter, gerald Agency tributed $78 worth of gift certif for Kids annual meeting. © Donated $50 to sponsor the Credit Union for Kids miniature golf tournament Hughes-Parekh Agency © Gave $100 to the Charlotte Fire Fighters Association 660 for an ad in their annual ad book. © Donated $50 to the North C. Investigators for an ad in thei © Donated $50 with the Bob С golf tournament toft Agency $680 to the Merced-Maripoa CLC 13th Annual “Union Yes" dinner. © Donated $150 to the ILWUFS casino night © Contributed $250 to the UAW Local 1797 Dia del Nino Huh Annual Celebration Honoring Youth, © Contributed $300 to the California School Employees. Association for their Sth Annual Disaster Relief golf tournament, © Donated $150 to the SEIU Local 790 COPE for their 17th Annual COPE dinner Mike Jones Agency © Gave $2,000 to sponsor the Toledo United Labor Committee Annual golf tournament © Donated $400 to the monthly Toledo Port Council meeting.

Total $18,147

es to the Credit Üions.

olina Association of Pr mbership book

wer Agency to the Fire Fighters

А) East Bay chapter meeting for

OTHER DONATIONS

Rick Altig Agency

‘© Donated to the USWA 667 strike fond. © Contributed to the CUPE 500 Scholarship program,

Cohen-Hartman Agency

Lloyd Fitzgerald Agency

® Donated а golf bag and trophy to the Texas League of Credit Unions.

ө Gave a sports cooler to the Credit Union for Kids annual meeting.

SPOTLIGHT MAY 2002

Hughes-Parekh Agency ® Donated a boom box to the TAM 108 as a door prize. © Contributed two country hams to the GT&R Federal Credit Union annual meeting. * Gave a TV to the South Carolina & Augusta Building Trades. Scott Smith Agency © Donated 1,400 Ibs. of food to the Woodridge/Downer’s Grove Letter Carriers Annual Mother's Day food drive.

= WWWAILIFECOM

‘QUALIFIER Tronas Camarin ЕБЕ vane ante Asin a rsa E entre istenen es po таану Criso prd КК) prs p er боюу Feber ans tire Brown Billy Vinyard Siren ave Kelly McDonald mt C Andrew Rosberg pM

mur We Кт Sprenger pure Richard Morello frat oa favens Ohms БУУ) ON Sais rete Torn Ricmel Gp Odessa Omoroghomwan биген Wir fs ane

Салаам Ону Wort Sener Baron an Underwood Main Westar Joshua Robinson Rama agen Wiliam Richard бин Sho Wats Stn Bar Saey Wr Soin Baten depen fa as Comper Janes Bouter Michael боовоо entr : Kanra Robes evt org Lesley Hunt Sie ee hon Spears Larry Bures Sharon Giu deme Tue see os

КО Shannon Richardson. Ugo Мати Јаву Pranger Roger Geering

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London Burt Рано Duray Charles Otero

Kyle Rogers

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пао Cohen Herman

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Fick Alig

Rehard Rut

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Pick Aig, ‘Geneser Biman Ete Gigone Dennis iter Steve Friedlander Scot Smith James Surace Pick Aig Richard Rutt David Cohen

RETENTION BONUS

id &

388

ae 384 E E

1334334333

S82858F58883

3 3 3 £: 3 E £, 9 2 2 2

Mark Beer Gay Beer Зат James Wierda Ostosty Сата Garere Dav Coren” emer Saman Mare Morton Douglas Блю Piek Aig überBegen Picard Aut Seve Friedlander Mace Lloyd Fitzgerald Seot Smi Sec Sih p Cohan an Conen Hariman Stove Fedander Хапай Tom Wilans Ton Wiliams Eric Giglone. San oan Nat Bonet коз! Genese imn Lany Geresr Dava Сает Вт ‘David Cohen. ‘$1,605 Bien йз len эз SUN Eric Giglone. HE EE domes Sneder Seon Sih REN Dione Rah GereserBiman 51509 tary Aman Mia Jones ВЕД Larus Enea Kevin Pavowski 51563 Матен Каен t Узата dur Ronald Robe Seon Buin Capes upon thapan Een Dany Jonas bet DiMarco Gr Ri Dara Pe Dale Се an veda боту бошо Ando Hock Som Anes ied Rodenn Stephen Momberg ‘ken ‘Scott Remmey Georg van Kees Адра Mare Rosen Молина Sth Doran Olaram Малка Daves Joseph Habeeb Reber Hams Vanesa Christan Usa Waher

SPOTLIGHT MAY 2002 ж WWW.AILIFECOM

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RETENTION BONUS

Stama Vasque! on Wians P тапана Ex mne E Atu Gama E fern Glo Dumon Oem m теа Робот 8 Logee Jatot-Foti $823 Оюк ааа 2 Sin temen Ere Giane £ kem caer — $87 Wangen В EM ЧЕЧ Exe ES enia d ойык — EM om Can Donde RIS Саа. атата E КУШ эп r Ойы anes Sc Samonios А " Caran Sg К ЕН - патат BÀN E: ГИ беду Д он Ката Ен gone E: E И. ‘Steven Probst Rick АШ). $799 Bran Mooy Aa E Kralan Wade Mere ҮЧ Maran нуно Coat ҮЧ m Coates” Болата УЮ [^ EE or УЮ тео — Ge uie 00 Gary Graves Ed Orel 5792 Derek Dandy Ali Shabrak $792 Везе Dok hia Zopar йи Ware Рас ди Ый Bradley Vann Ali Shahrak $790 Aid [o ра [rs [^ Ec] Shawn Ebben Gary Bieler $786 ‘Mindy Guisewite Matt Blumert 5787 бшйк Нот Ecl вата Бардин УМ БЕЯ Sarsma im E аб te Eire Е отш алана от Jesse Espinoza. ‘David Cohen $783 буун RA fet биир жюз М Doma Conoy” Dava Cenan Eo] Sore inar сее S шею бешш УМ Мерит Бе ўт Michael McDonald Jatofi- sm Joy fma Wane ШЧ шуш [= ЕН Хаты ба ўн Bava Bunn mee — Vn foede: Be m БАУ БЕ m доты шешт Ул Robert Pomerleau Rick Mansfeld $755 Er 4 E ‘Santord Pass. Eric Giglone. ўи саан. se Mone UE euge таи о EE Kencom Maior e Aon ies пами E Sen rans та EM ба ама E: eme metal Lenin E бийине йити) E Sasson Socar Earp E ишек беютш ИЮ feret бершш МЮ КАШ ИШ: паа табат E Fran ayer eine Siea Oe шшш МП SPOTLIGHT MAY2002 w WWWAILIFECOM

Michael Smith Camy Smit Edward McWiliams

tani avs Тюйшв Moss Ashoka Pradhan

Ban Andres Levi Hochstoler

Gary Сала Joseph Deep Мада Grabs Thomas Schol Dave ts o п Cartos Ascencio Dave Man Милн lak Lego ov Hanes one Wer Leon Prom Drew Pirson por > Lany Dandy Aia вла! George Soler Reber Ruso Rodney Thompson Philp Spectr Eva James

Si Caer ‘Scott Shearer ang sre Er Pra iat is Lr de Ut tas

i Yang prid Ee Saran шато Gir She Spon erat Fret би Кт

Total

AGENCY Bob Glover EU Fick A

yn EE 2 == 8 ri ER. E == 1 Eurer TC LM E Bob Glover. КАШ]

Ere Giplone. Ed Orel

Ete Gglone ы Dav Cohen Pek Nig Davi Cohen Joseph Manone Вот Kou Ra Ag Sean Sih Ra Ng Lany Goose Fiet ang By Faulkner Ene Gino ПАА КҮП Матоо Ово нду Ed Oret Tm Schroeder Lisa D'Amico ҮН data Fob Loya Реті КА Vad Bn

any Genser ere Gione ster ek Alb пал Seat Sih ‘a Fob Dave Cohen Dav Coen dose Manone пао Marc Zoper Мис Heron К ames биме тусте Conard Dave Cohen

Bonus Paid Out $585,543

SUPERVISING AGENTS

fe) Swansea, IL

2. Samuel James

Ridgeland, MS

Month: $43,409 1st Yr. Gino Тап

. Zenotha Gardner $42,597 $50,418. . Samuel James 32,370 43,813 ‚ Camy Smith 21,290 28,305

Denard Cooper 19,240 27,023

Eric Neal

Danny Mayorga Michael Grim 20,021 28014 T Rory Lee Jeffrey Dinocento

Ft. Lauderdale, FL

Month: $50,606 Net ALP Chad Roehrs

Geneser-Bitman Wittenbach-Ostrovsky| Tom Wiliams

Rick Altig

Eric Giglione

YTD: $142,726 tst Yr. Vladimir Opra

YID Production

YTD: $237,992 Net ALP Vladimir Opra

+ Zenotha Gardner $82,402 | $120,757 . Samuel James 80,503 119,141

Michael Grim 41,944 67612 Rory Lee Darren Miller Wendell Bangs

. Clifford Carroll 33,149 49,019 Jessica Bergren 30,673 65,505

Eric Neal

Geneser-Bitman Wittenbach-Ostrovsky Rick Altig Cohen-Hartman Rick Altig

‘Supervising Agent selection guidelines for recognition in the Spotight are as follows: Must have one First Year Agent coded and meet ай production requirements.

12 SPOTLIGHT MAY 2002 m WWWAILIFE COM

GENERAL AGENTS

1 Edison, NJ 3 Duluth, MN

9! R. Lauderdale, FL © Dallas, TX

Month: $102,403 tst Vr.

Louisville, KY k

Month: $111,262 Net ALP Eric Neal

1. Byron Watson. $58,251 88 9 2. Errol Doerr 71,662 88 9 3. Israel Pena 47,306 99 8 4, Kevin Surles 56,163 85 9 5. Brian Schaefer 37,774 67.2 5 6. Marc Rosen 43387 | 100 4 7. Peter Voigt. 38,598 90 ri 8, Marcus Smith 33241 96 4 9. Steven Greer. 41,001 93 4 10. Duane Roth 39,391 82 5

Jeffrey Dinocento | Eric Giglione Wendell Bangs | Rick Altio Danny Mayorga | Tom Willams David Zophin Ed Orel

Gregory Partee

Jeffrey Dinocento | Eric Giglione Matt Henderson | Marc Zipper Steve Surace James Surace Paul Rumbuc. Durhon Oldham Eric Neal Geneser-Bitman

Hancock-Boles

YTD: $489,120 1st Yr. Eric Neal

YTD: $864,620 Net ALP

*1. Kevin Surles $159,787 | $189,407 * 2. Errol Doerr 148,176 192,042 * 3. Byron Watson 120,173 148,299 * 4. Earnest Loveless 86,639 114,432 *5. Darren Austin 83,558 98,577 6. Steven Greer 83,248 129,530 7. Peter Voigt 75,679 85,130 8. Carolyn Wittenbach] 66,201 108,332 9. Lisa Donoghue 66,170 97,506 10. Duane Roth 65,392 98538 | 83 5

David Zophin Ed Orell Wendell Bangs Jeffrey Dinocento Erik Graham

Eric Nichols.

Paul Rumbuc. Matt Henderson

Lawrence Hauck Eric Neal Geneser-Bitman

Rick Attig Eric Giglione David Cohen Scott Smith Durhon Oldham Mare Zipper Wittenbach-Ostravsky Steve Friedlander

SPOTLIGHT MAY 2002 = WWWAILIFECOM

General Agent selection guidelines for recognition in the Spotlight are as follows: Must have two First Year Agents coded and meet af production requirements.

MASTER GENERAL AGENTS

| 1. Paul Rumbuc

Edison, М)

4, Wendell Bangs Duluth, MN

Swansea, IL

6. Kevin Bukatman

Kansas City, MO Plymouth Mee

8. Michael O'Rourke St. Louis, MO

Los Angeles, CA

Louisville, KY Ft. Lauderdale, FL.

SPOTLIGHT MAY 2002 ш WWW.AILIFE.COM

Apri Production P=

1. Paul Rumbuc 2. Jeffrey Dinocento 3. Eric Neal

4. Wendell Bangs 5. Brandon Geneser 6.

j. Kevin Bukatman Lee Conti |. Michael O'Rourke . Gregory Partee 10. William Cook 11. Gregory Strausser 12. John McCreary, 13, Stephen Ross 14. Erik Graham 15. Lawrence Hauck 16: Doreen Ryan-Foti 17 Dan Philips 18. Steven Lee 19, Christine Hartman 20. Marcellus Adams

MASTER GENERAL AGENTS

Month: $190,668 1st Yr Slav Bitman Month: $236,811 Net ALP Ed Orell r [ T T $186,779 Durhon Oldham 173,806 68.1 18 Eric Giglione 149514 794 21 Geneser-Bitman 132,517 754 17 Rick Altig 104,639 728 13 Larry Geneser 83031 | 87 18 Eric Giglione. 89,536 735 17 David Cohen 74891 663 8 Larry Geneser 94,160 725 4 Hancock-Boles 71239 658 21 Tom Wiliams 76,462 669 16 Scott Smith 62,399 735 14 Furer-Whittinghill 73753 768 11 Steve Friedlander 130,963 804 12 David Cohen 74,435, 748 9 Steve Friedlander 104,309. 649 15 Jatoft-Foti 58470 | 90 10 Bill Jennings. 75,018 697 17 Rick Altig 102,402 708 11 Cohen-Hartman. 52,729 674 12 Allan Jennings

. Paul Rumbuc Doreen Ryan-Foti |. John Akers

. Leanne Hughes

j. Wiliam Cook

. Steven Lee

. Gregory Partee

. Theodore Pappas |. Michael O'Rourke

Durhon Oldham

548,760 | 684 Eric Giglione 485,617 794 Geneser-Bitman 388,647 754 Rick Altig 271727 698 David Cohen 280,563 768 Steve Friedlander 348,495 70.8 Cohen-Hartman 252,060 735 David Cohen 261,839 728 Larry Geneser 221608 | 87 Eric Giglione 208,646 735 Furer-Whittinghill 193,196 798 Durhon Oldham. 195274 | 346815 649 Jatoft-Foti 194432 | 198846 689 Chris Lafond 191782 | 221.226 657 Eric Giglione 186444 | 196745 658 Tom Williams. 185051 | 249990 697 Rick Altig 182930 | 297817 725 Hancock-Boles 181,167 | 198446 851 Richard Rutt 171,521 | 182357 66.3 Larry Geneser

Master General Agent selection guidelines for recognition in the Spotlight are as follows: Must have four First Year Agents coded and meet all production requirements.

SPOTLIGHT MAY 2002 а WWWAILIFE COM 15

MANAGEMENT BONUS

Monthly Management Bonus 65 Percent and 70 Percent MGA Contracts 57.5 Percent GAs Coded Under MGA

April Bonus Qualifiers

Paul Rumbuc Scott Sonnenberg Eric Nichols Duane Roth $15,584 $4,902 $2,429 $1,109

Jeffrey Dinocento George Vrban Tim Thompson Yumiko Yamashita $12,075 $4,775 $2,246 $1,087

Eric Neal David Hausman Steve Surace Michel Cyr $10,562 $4,606 $2,243 $1,084

Michael O'Rourke Daniel Blair Steven Jakubczak Stephen Liberto $8,722 $4,263, $2,194 $1,060 Brandon Geneser Christine Hartman Paula Cooper Errol Doerr $7,787 $4,257 $2,188 $989

Wendell Bangs Dennis Muth Wayne Hendricks Arkadi Nulman $7,719 $4,189 $2,162 $951

Lawrence Hauck James Logan James Peate John Hancock $7416 $4,152 $1,986 $913

Gregory Partee Steven Lee Jett Churchfield. Steven Greer $6,846 $4,145 $1,925 $800

Bill Cook Gregory Strausser Marc Rosen Richard Mok $6772 $3519 $1,735 $759

Kevin Bukatman Theodore Pappas Byron Watson Marcus Smith $6,616 $3,490 $1510 $748

David Iriye Erik Graham Brian Schaefer Robert Olson $6,383 $3,468 $1,376 $717

Dan Phillips John Baldo David Melcher Jeffrey Bell $6,267 $3,007 $1,365 $n5

John McCreary Marcellus Adams. Marlon Underwood Lisa Donoghue $6,153 $2,927 $1,352 $697

Lee Conti Jason Launius Gay Deitch Antonio Walker $5,882 $2,786 $1314 $682

Patrick Shehan James Beck Narinder Dhillon Dorian Oldham $5,561 $2,672 $1,236 $651

Robert Delesky Fletcher-Taylor Timothy Collier Jim Bianchi $5,265 $2,649 $1,166 $645 Melinda-Rae Lyse Steve Foti Tony Sutton Steve Fujitani $5,263 $2,515 $1,142 $643

Stephen Ross David Wang Brian Waller Peter Hamm $5,026 $2493 БЕШ $616

Total $253,059

16 SPOTLIGHT MAY 2002 m WWW.AILIFECOM

Maria Bellajaro $602

Hal Herman $600

Tiffany Hunt $564

Abraham Kim $560

Joshua Robinson $449

Michel Verleysen $449

Barry Deardorff $367

Lorena Barriere. $352

Pamela Drury $342

Darren Austin $341

Allen Green $329

John Bulecza $326

Earnest Loveless $313

Matthew Laird $287

Gary Williams $284

Francisco Perez $280

Derek Sandilands $263

Joel Cole

591

INSIGHT

The Labor Advisory Board — A Company Tradition

Thirty-five people sat around a long table in New Orleans discussing the uneven American economy, and the

g congressional elections. Emotions ran high and nversation was free-flowing.

American Income Life founder Bernard Rapoport CWA International President Morty Bahr co-cl session. Our President, Roger Smith, Chairman and CEO Mark McAndrew, Jules Pagano and I listened in. Two tinguished economists and two current congressional were present as well. The rest were union officials nting a broad cross-section of labor.

leade терге»

This was the February

hear what the other was saying. As I sat listening, I could feel the real heart behind the words,

It brought back a scene from two decades ago. In 1981, having been struck by an attempted assassin’s bulletha recovering Ronald Reagan came to Congress under а mantle of heroism. People everywhere wanted to uphold and encourage him, just as they do now with President George W. Bush following the horrifying events of September 11.

In that emotional atmosphere, Reagan pushed through a package of harsh cuts in the programs that benefit ordinary people, He followed

meeting of the AIL Labor Advisory Board, a long-

ing Company tradition. We talked about how we — and the

ons we serve

ermational — can help one another.

Two distinct points of v quickly surfaced. Labor representatives, reflecting the sentiments of their members, жеге eager for democratic

lever] citizen."

FROM THE DESK OF:

Former Speaker of the

“Political action is the highest responsibility of

these with a deceptive three- year tax cut londed with costly benefits for the biggest corporations. The national debt suddenly tripled! Speaker Tip O'Neill and I, then the majority leader, made every argument we could but to no avail. The tide was running against us.

Jim Wright

House, and AIL Political Consultant.

After two election cycles, winning seats in both the — John Е Kennedy | Senate and the House of

congressional leaders to take тоге forceful stands against administration tax policies ror the super-rich, and imports based on starvation. wes. They cited figures reinforcing the need for action to increase the minimum wage, and their members wanted something done on affordable health care.

U.S. House leaders Martin Frost and Nita Lowey emphasized the difficulties in getting any progressive legislation passed in a House where the slim majority rests, tightly in the hands of archconservatives. They kept stressing the need for unity and help with the elections

to change the numbers and put labor’ friends back in

the majority.

Both sides were right. Each needed that forum to express concerns which plagued them, and each needed equally to

SPOTLIGHT MAY 2002

Representatives, we tumed that tide. As I became speaker, we were calling the shots. In January 1987, | listed ten bills in our agenda. We passed all ten, even overcoming vetoes on three.

This could not have been done without the enthusiastic help and cooperation of labor — America's working men and women.

So it is with American Income Life. We have forged а strong partnership with those we serve. We have never forgotten where we came from, and, as we reach boldly

toward an exciting $75 million year, we are undergirded by опе certainty: every penny of what we have promised to our clients will be there for them when they and their loved ones need it, and that is a good feeling!

= WWWAILIFECOM 17

STATE GENERAL AGENTS

Larry Geneser

Category |

1st Yr 1st Yr ا‎ [oor] wears] | [a 1,468,440.

Larry Geneser $324,222 Eric Giglone 490,012 Scott Smith 365,831 David Cohen 235712 Rick Ali 649226 Hancock Boles 90959

APRIL PRODUCTION

YEAR TO DATE cane

$108,000 $1,254,350

168,000 ө H 204000 T 669 144,000 T 742 456,000 1,064, 686

96,000 687

1,555,423 T Е 1,961,343 о 164 780,124 576000 135 2,428,571 1824000 133 341,556 — 384000 — 69

Category I!

APRIL PRODUCTION

Durhon Oldham $178,549

$72,000 — 248 $186,779 794

YEAR TO DATE PRODUCTION

ist Yr Agent

$603,991 $288,000 210 — $612221

Net ALP

Tom Williams

Category Ill

Tom Williams $158,666 Marc Morton. 91260 Cohen-Hartman 74670 Mark Hancock. 74042.

APRIL PRODUCTION

Еи

Er 716 660

YEAR TO DATE PRODUCTION

$560,752 402,127 296,134 250,702

SPOTLIGHT MAY 202 m WWWAILIFE COM

STATE GENERAL AGENTS

YEAR TO DATE PRODUCTION

$483,063 $192,000 392653 192000 as 391,76 19200 204 443968 183312 192000 9 246059 222999 192000 116 ^ 552360

YEAR TO DATE PRODUCTION

1st Yr Amin

$278,677 90 $539,340 6108000 89,986 701 274,904 144000 191 337,106 81206 100 64,023 36000 178 81206 44,863 640 134014 — 144000 — 03 148,393 78561 695 124262 144000 86 264370

Category VI APRIL PRODUCTION YEAR TO DATE PRODUCTION

1st Yr % Of 1st Yr

Aeri [Sensara S| merap | no | min | fot] ЕТШЕ ЕТ Allan Jennings $62,468 536,000 174 $64,880 88 $155,385 $144,000 108 $190,279 Wittenbach-Ostrovsky

72044 48000 150 79955 вв 209664 180,000 116 239373 Hughes-Parekh. 84752 — T2000 118 — 113012 — 85 224792 — 276000 — 81 335,185

SPOTLIGHT MAY 2002 ж WWWAILIFECOM

PR REPRESENTATIVES PR REPRESENTATIVES April Production YTD Production Manage] N PR h PR Manager PR Manager lo. Cards Е SGA Manager No. Cards 2 SGA 1. Debbie Enstedt 22,423 Rick Altig *1. Debbie Enstedt 67,067 | Rick Altig 2. Richard Meshulam 9,700 David Cohen *2. Richard Meshulam 15,527 | David Cohen 3. Malka Arony 5,258 Cohen-Hartman 3. Malka Arony 13,008 | Cohen-Hartman

Month: 18,960 cards Anthony Gentili YTD: 61,879 cards Denise Bowyer

Category A No. Cards SGA Category A No. Cards SGA

Month: 119 groups Darrell Dorey

Category Ç No. Groups SGA Category С No. Groups

YTD: 330 groups Darrell Dorey

Erin McKee IT Columbia, SC

Category А = SGA categories one and two. Category В = SGA categories three, four, ive and six, Category C = Top number of contracts signed from all SGA categories. Public Relations Manager selection guidelines for recognition in the Spotignt are as follows: Must have two PR. Representatives coded and meet all production requirements

20 SPOTLIGHT MAY 2002 ш WWWAILIFECOM SPOTLIGHT MAY 2002 m WWW.AILIFE.COM 2

Qualifiers

Joseph Ward Richard Case Darrell Dorey Vivian Dwyer Richard Meshulam Suzanne Powers Bernard Wendekier Jennifer Opra Susan Kelleher Brenda DiSomma Robin Denham Terrie Hobson Kenneth Altizer David Blaisdell Rona Spano

Anat Cohen

Becky Cutler Jacqueline deVooght Robin Andrade Joseph Westfall Cheryl Cook

Leo VanDenBussche Laurie Onasch William Verbeten Linda Bauknecht-Hicks Catherine Briggle William Gibson. Susan Gilbert Eileen Hanson-Kelly Sandra Johnson. Ayanna Prendergast Susan Cooksey

Erin McKee

John Molina

Jenny Williams Anthony Gentili Lydia Hovanski Roger Johnson Gilbert Sciacqua Irene Ruryoz

$19,951

SPOTLIGHT MAY 2002 ш WWWAILIFECOM

P.R. BONUS

LABOR ADVISORY BOARD

АП Labor Advisory Board Welcomes. . .

Tom Lee was elected International President of the American Federation of Musicians (AFM) by the delegates at the 94th AFM Convention in June 2001

Prior to that, Lee was elected secretary-treasurer in March 1999 by the International Executive Board of the AFM to fill a

d position. The dele then elected Lee, by less than a year, he str AFM, completed a new desi newsletter, designed a new employ than $100,000 annually, implemented cast saving me through a more efficient use of existing office space, and is currently working on a variety of projects which will benefit all AFM members.

ates at the July 1999 convention

-clamation, to a new two-year term. In ed the financial operations of the

n of the union's monthly

ıedical policy saving more

Lee also negotiated for, and offered assistance to, members of the National Symphony, the Kennedy Center Orchestra, and the National Theater Orchestra In 1991, Lee was elected to the International Executive Board (IEB) of the AFM — a position held until his election ф the position of vice president in 1995. Asa member of the IEB, Lec used his background and experience as secretary-treasurer of AFM Local 161-710 to actively promote the union's legislative agenda while serving as chair of the IEB's TEMPO, 2C/Legislative committee, He has represented the interests of AFM members on such issues as Live-PALRA, NEA funding, copyright reform and performance rights, and also chaired the committee dealing with legislative and political contributions,

c represented his members as a delegate to seven AFM

Asa working пи „Тот Lee served 24 years on active military duty as a pianist with The President's oum Marine Band, performing three or more. week at the White House. He served through seven presidential inistrations in this capacity inning with the Johnson inistration and ending mid

'onventions, For many of those s he ber of the nce committee, which reviews

INTRODUCING: AFM finances and evaluates all Thomas ALe recommend

President of the American Federation of Musicians

ions and resolutions concerning ће AFM's fiscal stability. This experience together with his tenure on the Executive Board, provides the background

“Good management is to first define the goal, then | Which qualifies him to serve as the

erm during Bush 41's FM's presiden

bes ag ИЛ allow those around you to use their creative power to AP bi : io administration. After retiring student at the George

from the Marine Band in 1990, build a structure to realize that goal." ‘Washington University School of

he continued to perform in

— Thomas Е Lee} Business in the early 1970s, Lee

hotels and other venues in the ‘Washington, D.C. ar

Lee first became active in union issues in the late 1970s when he lobbied the AFM to admit military musicians into union membership. Before his successful effort, military musicians жеге prohibited from either joining the AFM or maintaining their membership in the union. Lee also played a major role in lobbying to lift a 70-year restriction which kept military

в from performing "off-base" for money — a restriction that did not apply to other military personnel.

Lee was first elected to the AFM Executive Board of Local 161 710 in 1980 local officer, he devoted himself to effectively resolving member problems and updating office procedures for greater efficiency.

ind was elected secretary-treasurer in 1990. Asa

became fully aware of how important an efficient-running financial department is to any organization. Lee brings the skills he learned in college, and the development he received at Local 161-710 together in ‘examining all aspects of AFM operations and reform

Tom Lee was unanimously elected to American Income Life's Labor Advisory Board earlier this year. Mr. Lee brings a care long advocacy of labor and an extensive knowledge of financial matters to this premier advisory board, Lee's dedication to efficiency, and his proficiency in organization will be a welcomed addition to the board, American Income is looking forward to а long and continued partnership with Mr. Lee.

Congratulations!

SPOTLIGHT MAY 2002 ж WWWAILIFECOM 23