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What Does Leadership Mean to You?

FROM THE DESK OF: Roger Smith President & Chief Marketing Officer of American Income Life

When the right leader and the right timing come together incredible things happer

John Maxwell

1 have met thousands upon thousands of people over the course of my career with American Income, and it is always interesting to see what motivates these individuals. For one person, it is all about providing for their family. For another, it is about offering a benefit to the working families this Company serv more personal time to do other things besides work

« Still, for someone else, it is about having

However, no matter what the motivation, there remains one

common denominator — American Income Life and National

Income Life.

At AIL and NILICO, motivating and cultivating o пу s leaders are important components to suecee We believe we have a tremendous resource in the people who choose to be a part of our organization. We also believe it would be a waste if we did not develop that resource. For this reason, we offer our Leadership Development Seminars

now offered three times a year because of its overwhelming success. to provide information and tools to Managers who want to build their Agencies, and expand their leadership roles and abilities.

When we take on leadership roles, we are each responsible for what that task brings — doing the research, making the decisions and implementing changes. Leaders are the batteries on which others survive, thrive and succeed. Not only that, but John Maxwell says, When the right leader and the right timing come together incredible things happen. This is why it is important for leaders to develop the skills they need to be effective in their purpose.

To do this, I think itis important to ask yourself some questions before committing to taking on the duties of being a leader:

1. What does leadership mean to me? 2. How do I want to lead?

3. How do I want to manage:

4. How do I want to be perceived by others?

The word leader is actually a word which was devel the 14th century and, I belie us to higher levels. Leaders are those who refocus our minds and set attitudes.

ped i it was given to our lang

to help guid

Actually, leadership is the act of being a leader, or rather the act or instance of leading. Given this, the components ro leadership: the . Fora

leader to be successful, you cannot have the act without the

individual. The reverse holds true as well — you can have the individual, bur if they do not take action, then t leadership will not materialize.

t and the individu

Where the individual and th Therefore, for true leadership to materia for you to act by creating a culture in your Agencies, being an active participant in your labor communities and getting leadership exposure. Allowing yourself to be exposed to as many things as possible only makes for a more well-rounded salesperson and leader. Wihelm Von Humboldt has be

meet, action occurs.

it is important

quoted as sa important than what his fate is. What that m more important to try than to leave tl Leading is one of those things you should not chance. Take advantage of any, and all, training. This only helps build confidence and retention. Re: important to lead by example. This is how I lead you, and this is what you should give back to your Agencies.

ing, How a person masters his fate is more ans is it is

ings to chance.

Iber too, it is

We have great leaders in this Company who are leading us in the right direction — just take a look at any Spotlight to see who these leaders are. These are the ре at and follow their example. Don tbe afraid to utilize their knowledge in this area. They may have mastered some of the very things you struggle with today

ple you need to look

At American Income and National Income, we want our leaders to refocus our minds, set our attitudes and get excited. According to John Maxwell, everything in an Agency rises and falls based on the leadership within that Agency. So whatever the motivation, remember it is leadership that will. effectually take this Company to the next level.

] SPOTLIGHT SEPTEMBER 2003 = WWWAILIFECOM

Dates to Remember

Wednesday, Oct. 29, 2003 AII business and PR credits must be received. in Waco to count for October production. Monday, Nov. 24, 2003

All business and PR credits must be received in Waco to count for November production. Monday, Dec. 29, 2003

АН business and PR cre in Waco to count for December production.

must be received (Note: Date may change due to holiday.)

This month American Income paid out a of $615,459.27 in bo inforn

For more

jon on American Income’s monthly bonuses tum to Page 15.

New 2004 Convention Date

The dates for the 2004 convention at The

Atlantis Resort in The Bahamas have been changed from June 3-6, 2004 to July 8-11, 2004, Please take note of this change and mark your calendars. We are planning a fun and exciting trip. We are looking forward to seeing everyone there.

EDITOR’S PAC

Congratulations are in Order!

Allan Gilbert, а Supervising Agent with the Scott Smith

Agency, has achieved $100,000 of in force premium over

the last 13 months.

Rusty Jewell, a Master General Agent with the Nick

Nitkowski Agency, has achieved $100,000 of in force

premium over the last 13 months.

Curt Snow, a General Agent with the Jatoft-Foti Agency, red $100,000 of in force premium over the last

Eric Tuttobene, a General Agent with the Durhon Oldham. Agency, has achieved $100,000 of in force premium over the last 13 months.

Look for the Asterisk

‘The asterisks, shown throughout the magazine, indicate that place will be a year-to-date award winner, The Producers, who will be recognized at the Atlantis Awards Presentation, are as follows: the top SGA from each category, the top two PR Managers and the top three PR Representatives from each category, the top five МОЛ, the top SA, the top five GAS, and the top ten Individual Producers. Cheek your production! If there is an asterisk by your position, you could be on your way to The Bahamas! The convention will be held July 8-11, 2004,

Required Retention Rate Effective Jan. 1, 2003, to be eligible for bonuses and featured in Spotlight, top Producers must meet the required Retention rate, or the minimum Net to Gross. Net to Gross is only used during the Producer's first eight months.

Around and About AIL

Pictured to the right are (left to right) Rod R. Blagojevich, Governor of Ilinois, Bernard Rapoport, Founder of AIL, and Roger Smith, AIL President, at а recent lunch and AFL-CIO Advisory Board meeting in Chicago.

Pictured to the left are (left to right) CWA President, Morton Bahr, Norman Hill, President of the A. Philip Randolph Institute, and Jules Pagano, Vice President of AIL, in front of the Verizon Wireless office building in Washington D.C. during CWA/IBEW's negotiations.

SPOTLIGHT SEPTEMBER 2003 а WWWAILIFE.COM

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LABOR DAY

Labor Day — A History Lesson

ar, on the first Monday in September, many us plan our Labor Day festivities. School is about to start, if it hasn't already, and summer is coming 9 о close, making Labor Day somewhat of a last fling before the fll season.

^_^ For many of us in the labor movement, Labor Day is much more than just ` alast summer fling. For us, Labor Day is a time to honor those who make | this country what it is, and to honor the hard work which has gotten us to where we are today. According to the Department of Labor, “Labor ` Day is the creation of the labor movement and is dedicated to the “social and economic achievements of American workers.” Knowing ` this though, we may still be a bit hazy as to the history surrounding this important holiday.

Я Hill, get ready, sae are about to have a history lesson?

` Recent research indicates that the labor movements first . manifestation of this day of recognition occurred in 1882. On ‘Tuesday, Sept. 5, 1882, in New York City, the first Labor Day holiday was celebrated. "The Central Labor Union planned to have a picnic and demonstrate at the proposal of then secretary, Matthew Maguire. Maguire is noted as saying, “this will exhibit to the public the strength and esprit de corps of trade and labor organizations in our community.” From that point on, this celebration grew.

In 1892, the same union members took an unpaid day off and marched around Union Square in support of a labor day holiday. However, it wasn't until 1894 that President Grover Cleveland signed the legislation making Labor Day an offical national holiday. Not to mention, President Cleveland only signed this holiday ` into effect as an election-year compromise due to the hostile circumstances surrounding the Pullman strike — that’s another history lesson altogether.

‘oday, the labor movement still struggles for workers’ hts and fair legislation concerning the workers of this untry. Labor Day is a time to recognize this struggle, ating it with the reverence it deserves. Samuel head of the American Federation of Labor, in called it, “the day for which the toilers in past centuries forward, when their rights and their wrongs would be issed. . that the workers of our day may not only lay down of labor for a holiday, but upon which they may touch

lers in marching phalanx and feel the stronger for it."

PROMOTIONS

Crystal Valentine ‘Seve Hama

Joseph Zmitrovich ‘Mat Numer Мий

Rolollo Solis Tic Nel

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SPOTLIGHT SEPTEMBER 2003 ж WWWAILIFE.COM

INDIVIDUAL PRODUCERS INDIVIDUAL PRODUCERS

All Time rd to Beat

Month: $51,235 Net ALP Майот Underwood

‘Auckland, NZ

David Wang

Woodridge, IL.

Jacksonville, FL

Matthew Rochester, NY

Navarro Simmon:

Kansas City, MO

8 Woodridge, IL 9 Woodridge, IL 2 Woodridge, IL

8 Rochester, NY

SPOTLIGHT SEPTEMBER 2003 = WWWAILIFE.COM.

. Navarro Simmons

. Anthony Mele

. Michael Nowak Rusty Jewell

. Jean-Marc Louis

|. Matthew Ho

. Terry Sullivan.

. Arold lacoviello Nanda Duraisami

. Daniel DeGagne

. Katherine Bachmann Daniel Potilechio

. Marlon Underwood . Curl Snow James Dattilo Matthew Wolfa Mary Ann Gaelic Michael Nowak . Russell Morris Abdulrazzag Ahmed . Jinzhou Zhao | Robert Ulreich . Nanda Duraisami Jennifer Baron. . Stefan Reynolds . Scott Remmey . Gaurang Pandya 19. Yvonne Hernandez. 20. Samuel Christmas.

Lawrence Hauck

Steven Jakubczak

David Wang

Steven Jakubczak

James Dattilo

Marlon Underwood aul Rumbuc

Gloria Sanchez

Brian Quinn

Jim Bianchi

Rusty Jewell

Theodore Pappas

Roger Fung

Terry Sullivan

Israel Репа

Bill Hayer

Chris Brent

Lee Conti

David Wang

Steve Friedlander Scott Smith

Scott Smith

Mare Zipper Scott Smith Durhon Oldham Jatoft-Foti Geneser-Geneser Durhon Oldham Durhon Oldham Nick Nitkowski Eric Giglione

Rick Altig Geneser-Genesor Tom Williams Rick Altig

Rick Altig

Eric Giglione

All Time Record to Beat

YTD: $277,779 Net ALP Marlon Underwood

Rusty Jewell David Wang Steven Jakubczak Marlon Underwood Gloria Sanchez James Dattilo Paul Rumbuc Lawrence Hauck Jim Bianchi

Zulfikar Bhukera Rob Hay

Roger Johnson Bill Hayer

William Cook Lawrence Hauck Jeffrey Dinocento Margaret Harrison David Iriye

Kevin Khadivian

SPOTLIGHT SEPTEMBER 2003 = WWWAILIFE.COM

Nick Nitkowski Scott Smith Scott Smith Scott Smith Joloft-Foli

Marc Zipper. Durhon Oldham Steve Friedlander Durhon Oldham Marc Zipper Scott Smith

Rick Altig Jatoft-Foti

Rick Altig

Tom Wiliams Steve Friedlander Eric Giglione Joshua Chalom David Cohen Scott Smith

= Percentage of Netto Gross

CONTRIBUTIONS

MONETARY DONATIONS

Vlad Basov Agency Chris La Fond Agency * Contributed $200 to the National Association of Letter * Gave $500 in door prizes to the Pennsylvania AFL-CIO Carriers Local 4240 for their golf tournament (see the COPE golf tournament. picture below). Shashi Parekh Agency * Donated $100 to the Alta Miller scholarship fund, e Contributed $100 to the Savannah Labor Day picnic, We ше off to Маш, Hawaii for our Sie Month * Gave $50 to UAW 218 for the United Way. * Gave $175 to the Labor Management Conference. and a tropical surprise (pu îwa) awaits. Accomod * Donated $100 to the PPF 389 scholarship fund, * Donated $250 to the South Carolina AFL-CIO. ‹ Ка Lani Resort nestled between nea Tyrone Conard Agency * Donated $250 to the AFL-CIO scholarship fund. ‘Wailea Golf Club on the southwest side of the * Gave $1,500 to the NCABA. Once you set foot in this tropical paradise you Mike Jones Agency ' heaven on earth, This all-suite luxury re . 0 lo spo a d Rosie to sponsor a United Way and labor Total $5,225.00 square feet of water features — and

* Contributed $500 for door prizes to the United Way and labor golf outing.

Whatever your inter OTHER DONATIONS NS

Tue FAIRMONT ] Kea АИЖК STANDINGS

Ма4 Вазоу Agency * Donated 600 Ibs. of food to the UMWA Unemployed + Donated ice-cold refreshments and strike support to Miners fund. Listed below are the standings for the Six- Months Contest through August 2003. TWU Local 556. * Sponsored a reception and provided gifts for the PR Reps. in Category A: 1. Leo VanDenBussche ~ 10,380 cards, 2. Joseph Galusha ~ 8,787 cards. Tyrone Conard Agency Pennsylvania Building Trades Show. PR Reps. in Category B: 1. Laurie Onasch — 5,787 cards. 2, Malka Arony - 4,869 cards. * Donated food to the Washington, D.C. Metropolitan Joseph Manone Agency PR Reps. in Category C: 1. Jenny Williams = 22 groups. 2. Richard Case = 20 groups. Labor Council Community Services food bank. * Donated golf tee sets, coolers and beach mats for the Individual Producers: © Offered rally support to UFCW Local 400. IAMAW's 38th golf outing. 1. Timothy Cruise 844,244 in Net ALP 11. Navarro Simmons — $3057 in Net ALP Mike Jones Agenc Shashi Parekh Agency 2. David Wang $42,356 in er ALE 12. Karen McQuoid 5830066 in Net ALP — * Gave 700 ls. of ood to the Toledo Labor food bank. * Made a food donation to the Operating Engineers 3. MaryAnn Gelle 94026915 Ne ALP 13. Gennip Leon $29,563 ш Not ATE. == : Local 470. 3 Rusty Jewell $38,137 in Net ALP 14. — Robert Ulreich $29,699 in Net ALP (S ia Chris La Fond Agency Е S n James Dattilo $37,722 in Net ALP 15. Dimitri Gailit $28,611 in Net ALP inte? * Contributed 640 Ibs. of food to the Greater Washington David Zophin Agency А 6. Marlon Underwood $35,204 in Net ALP 16. Gaurang Pandya 828,499 in Net ALP ЗЕЕ County food bank • Donated to the Teamster golf outing. 7. Curt Snow $34,785 in Net ALP 17. Nanda Duraisami $28,028 in Net ALP 2.5.5 8. Matthew Wolfanger $34,414 in Net ALP 18. Michael Nowak $27,883in Net ALP зеб 9. Terry Sullivan $32,428in Net ALP 19. Scott Remmey $27,624 in Net ALP Era 10. Jean Mare Louis — $31491in Ner ALP 20. Anthony Mele $27,198 in Net ALP 5292 NALC Local 4240 Golf Outing SAs: 1. Mary Ann Gaelic - $109,787 in Net ALP. 2. Michael Hardy — $55,278 in Net ALP Sods The Мад Basov Agency participated in the Genta Asie ая National Association of Letter Carriers Local. 1. Robert Morrison $113,787 in Net ALP ` 4. Stefan Reynolds $79,683 in Net ALP ана 4240 2003 Golf Tournament supporting the 2. Elaina Bosco $91,192 in Ner ALP 5. Dorian Oldham $79,094 in Net ALP ан el Zeen 3. ChrisHemandez 885,258 Wer ALP 6. Robert Dunn. $78,631 in Net ALP of se ition. Bod Bg Pen VanWoesik, [om Master General Agents: , Es А EAR Stallings and Tung A. 1. Erik Graham $250,551 in Net ALP 4. Jim Bianchi $218,748 in Net ALP 3 [4 e ui | Truong played for the 2. Lawrence Hauck $237,284 in Net ALP 5. Steve Foti $198,027 in Net ALP ВЕБЕ Basov Agency: They. 3. Steven Greer $221020in Net ALP 6. Brian Quinn $188,794 in Net ALP $ WER Ai won first place and RGAs: 1. Roger Fung — $584,380 in Net ALP. 2. Rob Hay - $551,694 in Net ALP. Së E 8 DEE ES, SGA Category l: 1. Durhon Oldham — 53% increase. 2. Rick Altig = 20% increase. SR SGA Category Il: 1. Eric Giglione and David Brister — 38% increase. Зла зада |. David Zophin — 200% increase. 2. Joseph Manone — 31% increase. ВУ Bee Eric Neal — 321% increase. 2. Jim Surace — 138% increase. 5 S 8 5

[1 SPOTLIGHT SEPTEMBER 2003 в WWWAILIFE.COM SPOTLIGHT SEPTEMBER 2003 ш WWWAILIFE.COM.

SUPERVISING AGENTS

Auckland, NZ

Crystal, MN

August Production Month: $43,409 1st Yr, Gina Tori Month: $50,606 Net ALP Chad Roehrs

. Mary Ann Gaelic | $39,962 $68,050 Lawrence Hauck Michael Hardy 26,331 33,976 Nickolay Gusev . Dustin Venekamp 20,116 21,850 Gregory Krier Rick Altig . Ronald Browning 19,675 25911 William Соок Tom Williams . Alfred DelGado 17,669 20,435 Erik Graham David Cohen

Production YTD: $142,726 tst Yr. Vladimir Opra YTD: ES 992 Net ALP Vladimir Opra

Mary Ann Gaelic | $134,784 | $244,827 Sara Kambouris 50,396 52,852 Dustin Venekamp 49,181 79,380 Todd Kubes 47,221 97.867 | 77 Allan Gilbert. 46,265 133,247 | 81

Lawrence Hauck | Steve Friedlander Paul Hall Rick Altig Gregory Krier Rick Altig Sara Beckley Rick Altig Denise Gilbert | Scott Smith

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

10 SPOTLIGHT SEPTEMBER 2003 = WWWAILIFE.COM

GENERAL AGENTS

Kanata, ON Auckland, NZ

Ft. Lauderdale, FL Rochester, NY

1. Robert Morrison $46,259 2 | Timothy Simpson

2. Stefan Reynolds 45,708 98 7 | Lawrence Hauck

3. Elaina Bosco 41015 749 8 | William Cook

4. Dorian Oldham. 36,740 714 4 | Steven Greer.

5. Chris Hernandez 34,620 68.5 5 James Beck

6. Kobie Samuels 28,956 90 2 Steven Jakubczak

7. Barry Garelick 28,648 89 6 | John Baldo

8. Robert Dunn. 27,197 91 8 | Keith Zabrocki

9. Kevin Leonard 26,019 85 4 | Marlon Underwood 10. Brandon Ito. 25,629 87 5 | David me

Month: $111,262 Net ALP Eric Neal

Woodridge, IL

Rick Altig Steve Friedlander Tom Williams. Durhon Oldham Scott Smith Scott Smith

Eric Giglione Marc Morton. Scott Smith David Cohen.

YTD Production YTD: $489,120 tst Yr. Eric Neal YTD: $864,620 Net ALP

* 1. Robert Morrison $228,757 | $228,757 | 87 12 Timothy Simpson. *2.ShannonRichardson | 188,048 | 236,568 774 | 5 | Joshua Robinson * 3. Lori Boynton 186,341 | 186341 683 | 5 | Sara Beckley * 4. Mark Reddington 180738| 224513 710 | 4 | Paul Rumbuc * 5. Elaina Bosco 180,175 | 248,086 749 | 8 | William Cook 6. Chris Hernandez 174,025 | 218817 685 | 5 | James Beck 7. Kevin Leonard. 171787| 263,045 | 85 4 | Marlon Underwood 8. Benjamin Gibbs. 171,490 | 221,079 | 79 2 | Roland Fletcher. 9. Jay Mullins 160,585 | 183,706 749 | 2 | Kevin Sures 10. Eric Tuttobene. 160,097 | 228,154 748 | 4 | Paul Rumbuc

Rick Altig Geneser-Bitman Rick Altig Durhon Oldham Tom Williams Scott Smith Scott Smith Geneser-Bitman David Zophin Durhon Oldham

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

SPOTLIGHT SEPTEMBER 2003 = WWWAILIFECOM

LDS

f ]

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CY‏ اا ر

“This was my first attendance at American Income's Leadership Development School and I was blown away at the tremendous resource offered to our Company's leaders. What an incredible opportunity to fine-tune your leadership skills! This was such an engaging learning experience thar I can't sec how anyone can walk away nor being pumped-up to succeed!”

— Brenda Frizzell, AIL's Creative Director of Marketing

Discover Your Leadership Potential

American Incomes Leadership Development Seminar is a dynamic, interactive learning experience that no leader should mist.

"The Leadership Development Seminar provides information and tools to Managers who want to build their business, and expand their leadership role and abilities. Many of our top SGAs, Managers, Producers and Home Office staff, who have a proven history of success, engage school participants in areas of leadership to provide insight and guidance,

Such topics as Recruiting for Success, Fundamentals of Field Training, Building Your Business, Making the Most of Your Leadership Potential, The Importance of Writing and Maintaining Quality Business, Coaching Your Team to Success, Knowing Your Market, The Importance of Understanding Lead Sources and Maximizing Your Agents’ Potential are just a few of the areas covered in the seminars.

LDS also gives Managers a chance to get refocused on growing their Agencies. It allows them to solidify their strengths as leaders and, more importantly, gives them the tools they need to make the most of their potential.

We encourage those who want to take their business to the next level to inform their SGA of their interest in attending a future seminar, Discover your leadership potential and watch your business soar!

‘The next seminar will be held Jan. 15-17, 2004,

LDS

12 SPOTLIGHT SEPTEMBER 2003 = WWWAILIFE.COM.

SPOTLIGHT SEPTEMBER 2003 WWWAILIFE.COM

MASTER GENERAL AGENTS

H Auckland, NZ D Rochester, NY

Qualifier SGA Bonus Amount Mary Ann Gaelic Steve Friedlander $4,775.11 J, Brian Quinn David Wang Scott Smith $4,253.99 Kansas City, MO Rochester, NY Los Angeles, CA Тан А е NAT ENS James Dattilo Marc Zipper $3374.83 Marion Underwood Scott Smith $3,048.13 Arnold lacoviello Tom Willams $2,881.70 Nanda Duraisami Rick Alig $2,857.73 Robert Ulreich Jatot-Fot $2,820.11 Curt Snow Jatoft-Foti $2,706.20 August Production Month: $190,653 1st Yr. Slav Bilman Month: $236,811 Net ALP Ed Orell Total Retention Bonus Paid Out: $441,763.20 411 Producers Qualified * Leadership Bonus Qualifier SGA Bonus Amount e аа Kascht аа Jim Bianchi Durhon Oldham $10,496.80 н x Ton ORA Lawrence Hauck Steve Friedlander $10,137.46 3, Brian Quinn 89388 | 95702 | 85 Geneser-Geneser p o Y Steven Greer Durhon Oldham $8,299.93 4. Paul Rumbuc 79836 | 170558 Durhon Oldham Eeer che teg, 112437 5. Erik Graham 68,794 | 131687 David Cohen Sieve Jake Scott Smith $5 88387 6. David 1пуе 68582 | 84584 David Cohen David Ie David Cohen $5,531.18 7. Wiliam Cook 62,988 | 86793 Tom Wiliams Roger Fung Rick Alig $5331 53 8. Steven Greer 62415 | 106654 Durhon Oldham Bill Cook Tom Williams $4,715.72 9. Roger Fung 60384 | 89,977 Rick Alig Paul Витус Durhon Oldham $4,168.12 10. Nickolay Gusev 57,865 | 66146 Vlad Basov Melanie Cohen Giglione-Brister $4,092.69 Total Leadership Bonus Paid Out: $144,335.20 77 Managers Qualified * YTD Production ҮП» $1,705,178 ttt Slav Bilman YTD: $2,127,959 Net Paul nic PR Bonus Qualifier SGA Bonus Amount Rona Pileggi Spano Scott Smith $2,840.58 Joseph Galusha Durhon Oldham $2,495.32 * 1. Paul Rumbue $828,695 | $1,396,617 142 16 | Durhon Oldham Leo VanDenBussche Rick Altig $2,148.12 ` 2. Steven Greer 646778 | 775242 763 в | Durhon Oldham Laurie Onasch Joseph Manone 51978.13 ` 3. Lawrence Hauck 624/64 | 718393 72 17 | Steve Friedlander Robin Andrade. Giglione-Brister. $1,542.60 l4. David уе 536,609 | 615218 699 21 | David Cohen Brenda DiSomma Eric Giglione 3137797 * 5. Jim Bianchi 462819 | 559216 783 13 | Durhon Oldham Susan Fuldauer Mark Hancock $1,255.00 6. John Baldo 460956 | 547524 730 11 | Giplione-Brster Parminder Sihota Rick Altig $1,195.68 7. Steve Foti 402,967 711544 677 12 Jatoft-Foti David Blaisdell Rick Alig $961.45 8. Kevin Khadivian 342,021 560,881 678 16 Scott Smith George Farenthold Durhon Oldham $956.44 9. Bill Hayer 341315 369,938 714 10 Rick Altig Total PR Bonus Paid Out: $29,717.16 39 PR Reps Qualified 10. Erik Graham 336,948 | 725430 794 21 David Cohen

BONUS PAGE

$Show Ме the Money$

Retention Bonus*

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. * Only the top ten qualifiers in each bonus category are shown. A full list of bonus qualifiers is provided on the

inserts accompanying this magazine.

14 SPOTLIGHT SEPTEMBER 2003 = WWWAILIFE.COM SPOTLIGHT SEPTEMBER 2003 = WWWAILIFE.COM 15

PRODUCER INTERVIEWS

Company Leaders Producers One on One

Many people and experts can offer advice on leadership, but no advice is as valuable as that which comes from your peers. Your peers are an excellent source of information. They have been there, done that, so to speak, and will often times ler you know what works and what doesn't. Let's take a look at what these two outstanding MGAs had to say

about leadership and being leaders in their Agencies.

P | Marc Rosen

Master General Agent

Eric Giglione Agency

ne & V у 2003 LDS Attendee

“At 18, I realized school wasnt for me. Therefore, 1 did what all my friends were doing. 1 became а stock broker, 1 was on top of the world, However, I was working long hours and working weekends every other weekend.

Looking for a change, 1 found myself pursuing a career in the restaurant business = big mistake, In making this life-changing mistake, Î realized 1 had not only given up something I was really good at, but 1 also lost everything I had gained.

Not wanting to go back to long brokerage hours and just. coming out of a low point in my life, 1 found AIL.

1 started out as an Individual Producer, but 1 wanted more — 1 wanted an opportunity to rebound and shine, However, 1 found the step-up from Producer to Manager а hard transition. to make. 1 knew it would take a lot of time, dedication, reading and guidance to blaze this Management path.

The guidance came in the form of my SGA, the dedication came from me and the opportunity materialized ас the Leadership Development Seminar.

LDS nor only gave me the confidence to be a successful Manager, but it gave me the know how. 1 learned about recruiting, developing Managers, keeping my Producers ‘motivated and how to bridge these components to ensure my success

American Income has always provided the tools every Producer needs to be successful in this Company, starting with teaching us the importance of recruiting and showing us how to think outside the box. Eric Giglione, my SGA and mentor, has also shown me what it takes co raise the bar. All these things are essential to becoming a leader, and helpful when you are in a position to help others succeed as well.”

Rusty Jewell Master General Agent

Nick Nitkowski Agency August 2003 LDS Attendee

“I have dabbled in insurance for about 12 years now, My

background is actually the eemetary/funeral home business. 1 was looking to get back into regular insurance and I came to know about American Income by way of an insurance class when 1 first moved to Louisiana. After that, I met with Nick. "There was an instant vibe. He explained there were no limits as to how big I could grow my business. Thar is what I was looking for, and chat is what 1 needed.

1 believe desire, leadership and setting personal goals have allowed me to get where I am with American Income, However, attending the Leadership Development Seminar really helped to hone my skills as a Manager,

LDS offers a wealth of information which allows for a better understanding of the task at hand — becoming a leader and developing leaders. The school provides you with an understanding of the systems that will ultimately make the difference when it comes to succeeding in this arca.

In this industry, it is important to relate with the families to whom you are selling, always looking at each situation from both sides and preparing families for the worst case scenario, 1 am a family oriented individual who is excited about what Тат doing each and every day, and I always try to exude these qualities at all times.

LDS not only talks abour this very attitude but they give you. the tools to help you develop the right attitude as well as. provide you with the knowledge to create the right culture within your Agencies.

‘The Leadership Development Seminar allowed me to re-affirm my opportunity with American Income, and has motivated me to be the best at what I am doing,”

16 SPOTLIGHT SEPTEMBER 2003 а WWWAILIFE.COM

PRODUCER TIPS,

Common Issues Regarding Reopens and Reinstatements

А reopen means there was never premium applied to an application, This usually happens because the application was withdrawn (WTH), incompleted (INC) or not taken (NTO) before the policy was issued, Another possibility is the policy was issued then cancelled and all premiums refunded or the new business check was returned unpai Check CAS and, if the issue-date and the paid-to-date are the same, it isa reopen.

Reopens are handled by Policy Issue (PI), and checks or money orders for reopens must be sent directly to this department, Reopens are given the same priority as new business applications since advance and production rules apply to both.

Advances are charged back on these cases, but, when reopened, they are eligible for another advance.

It is important to remember a reopen is not a reinstatement and should not be included on a reinstatement transmittal. If you include a reopen on a reinstatement transmittal, it will be routed to Policy Owner Services (POS) which will cause a delay in getting the request to the proper department — Policy Issue.

A Reinstatement means premiums were paid, but, for some reason, the payments were stopped and the policy lapsed. When looking on CAS, the paid-to-date and the issue-date will be different. Reinstatements must be on a reinstatement transmittal and must be sent to POS,

Advances are not paid on reinstatements.

If you have a problem remembering which department handles a reopen or a reinstatement, check CAS. If the issue-date is the same as the paid- to-date, the request should go to PI. If the issue-date and the paid-to- date are different, the request should go to POS.

Remember, if a request is sent to the wrong department, there will be delays.

SPOTLIGHT SEPTEMBER 2003 а WWW.AILIFE.COM

* New business applications als go to Policy Issue.

< Recodes of pending policies go to PI. All other recodes should be routed to POS.

Please help us speed ир the request process by sending them to the correct department.

STATE GENERAL AGENTS

Larry Geneser & Brandon белезег

AUGUST PRODUCTION YEAR TO DATE PRODUCTION

% Of T y т ч 1st Yr % Of T 203

Geneser-Geneser $250475 — $123,600 $296,707 79 ‘$1,976,726 $988,800 200 $2,485,459 Durhon Oldham 308,651 164400 188 482505 749 1,979,874 832800 238 2805925 Rick АМО 1,061097 896400 178 1,561,850 686 720305 4771200 151 11497736 Vlad Basov 156364 — 123600 127 202.655 679 1,041,130 988800 105 1,458,755 David Cohen. 293667 192000 122 367,970 720 1512542 1,536000 2,479,629 Scott Smith 30720 276000 111 553178 680 2452790 2208000 111 469781

ne & David Brister

YEAR TO DATE PRODUCTION

1st Yr % 0! " Agen | Standard] Sigrg | Net AL

741 $1,363,020 $768,000 177 $1,493,587 689 682988 672.000 102 — 1,446789

Category 11

AUGUST PRODUCTION Arent | Standard | О | Net ALP

Giglione-Brister $185,775 $96,000 194 $215,938 Тот Wiliams 17013 8400 139 93173

Category Il AUGUST PRODUCTION YEAR TO DATE PRODUCTION BAM [Standard | #0 Standard] ge 01 David Zophin $104,915 $08400 $120,013 Юл em $547,200 $738,703 Joseph Manone 77913 68400 177529 731 5109 87200 1.232962 Marc Morton 72331 — 68400 12131 704 708065 57200 129 1101.650

18 SPOTLIGHT SEPTEMBER 2003 = WWWAILIFE.COM

STATE GENERAL AGENTS

YEAR TO DATE PRODUCTION

ist Yr o Of Гм мо [о RETE $210,013 ‘71.7 $950,522 $451,200 211 230,98 118,826 690 746212 451,200 165 — 1011358

96,019 672 409371 451,200 535,000 97687 98 105468 112,800 111 161,154

Net ALP

Category VI YEAR TO DATE PRODUCTION

ist Yr Agent

$12,000 — 206 $33932 97 $34,350

Standard | 5901 | Net ALP $12,000 206 533902

SPOTLIGHT SEPTEMBER 2003 = WWWAILIFE.COM

LABOR ADVISORY BOARD

Welcome to the Board | ы. :

Ц | Hugh Walsh began his career with the Ohio Bell Telephone ‘ompany in 1965. He became a steward that same year, and, later, served as chief steward, vice president and three terms as president of Communications Workers Local 4301. In 1983, Hugh was appointed the administrator of labor relations for Ohio by Governor Celeste and given the responsibility to oversee the development of the Ohio State Collective Resources, AFL-CIO Bargaining Bill for Public Workers, The bill was passed and coordination, convention coordinator, CWA s charities, Union. became law on April 1, 1984 bringing collective bargaining and ` Privilege and, also, became executive director of the CWA Joe organizing rights to Ohio public employees. Beirne Scholarship Fund. On April 1, 2000, he took on the Hugh was appointed as full-time staff with CWA on Feb. 1, position of politica 1984 and worked in rhis capacity in both Ohio and Wisconsin. o, jap, 2, 2003, Hugh retired fre

In 1994, Hugh was assigned to Washington, D.C. by CWA

During this time, Hugh wrote CWA s first training manual for teaching union chief negotiators how to bargain first contracts. Оп July 1, 1999, he was promoted ro assistant to the president and assumed responsibility for Hu

director.

CWA,

fter 38 years of

He became the administrative assistant to the vice president of CWA District 4 in 1990, responsibile for Indiana, Illinois and Service, and on Jan. 6, he accepted a position with Ame Wisconsin, representing more than 700 contracts and 24,000 Income Life as assistant vice president, assistant executive

union members, director of AIL s Labor Advisory Board.

President, Morton Bahr, to serve as his administrative assistant.

LABOR ADVISORY BOARD MEMBERS

Paul Almeida, President Larry Gregoire, President ‘Leon Lynch, Vice President Edward C. Sullivan, President Dept. for Prof. Employees Incl CWUC/UFCW. USA. BCT Department

Stuart Appelbaum, President James Grogan, Jr., Gen. Pres. — Martin Maddaloni, Gen. Pres. — Michael Sullivan, Gen. Pres. RWD Union/UFCW. Intl Asoc. of HEIAN О UAJAPPFI SMWA

Morton Bahr, President ‘Don Hahs, Int | President Hon. Ray Marshall. John Sweeney, President CWA BLE Former US Secretary of Labor AFL-CIO

Dave Barrett, Former Premier Sonny Hall, President. Terry O Sullivan, President George Tedeschi, President Province of British Columbia — TWUA ШОМА всю

Theodore Bikel, President James Hoffa, General President Oscar Owens, Sec-Treasurer ` Richard Trumka, Sec-Treas. AAAA Int [Brotherhood of Teamsters Amalgamated Transit Union AFL-CIO

William Burrus, President Joseph Hunt, General President ` Jules Pagano, Exec. Director Tim Tuttle, President

APW Union. Inr Asoc. of BSORIW AIL Labor Advisory Board AFGWU

Sam Cabral, President Frank Hurt, Int | President W. Dan Pickett, President Gene Upshaw, President

Int | Union of Police Assoc. BCTWGMU BRS FPA

Doug Dority, President Gloria Johnson, President Clyde Rivers, Assoc. President ` Hugh Walsh, Asst. Exec. Dir. UFCW CLUW CSEA AIL Labor Advisory Board

John Dougherty, President Charles Jones, Int 1 President — Cecil Roberts, President Don Wharton, Gen. Sec.-Treas. OPCM Int | Association. Int Brotherhood of BISBBEH ОММА IAMAW

Gerald Feder, LAB Secretary ` Gregory Junemann, Int | Pres. — Milton Rosado, President Donald Wightman, President Feder and Associates. Int | Federation of PTE LCLAA, UWUA

Edward Fire, President George Kourpias, President ` Michael Sacco, President James Williams, Gen. President.

Inc] Union of EESMFW/CWA ARA, AFL-CIO E IUPAT

МА. Mac Fleming, President Thomas В, Lee, President Robert Scardelleti, Int'l Pres. — Boyd Young, President Brotherhood of MWE AFM of the US. and Canada TCIU PACE Ine | Union

Patricia Friend, President William Lucy, Sec-Treasurer Harold Schaitherger, President ` Hon. Speaker Jim Weight, AFA AFSCME IAFF Honorary Member of LAB

SPOTLIGHT SEPTEMBER 2003 = WWWAILIFE.COM

PR NEWS

Union-Industries

Show 2003

The AFL-CIO Union-Industries Show highlights the skills and services of union workers throughout American industries. This show combines the public ап “open-house” environment with a "behind-the-scenes" peak into organized labor. It also demonstrates the many ways labor and management work together for their mutual benefit. “Progression through cooperation” is the idea behind this interactive show.

The Union-Industries Show showcases hundreds of exhibits and live demonstrations displaying features of the latest technology and union craftmanship. Exhibitors include the AFL-CIO national and international unions, corporations whose products and services are produced by union workers, government agencies and community service organizations. Skilled union workers man each exhibit offering a learning experience for all visitors.

American Income was included in the 2003 show held May 2-5, 2003 at the Lawrence Convention Center in Pittsburgh, Pennsylvania. More than 200,000 visitors entered this 236,900 square-foot venue to look at the latest union-made innovations.

SPOTLIGHT SEPTEMBER 2003 = WWW.AILIFECOM

project will be via mail and other поп- union media, Links will be provided on both the American Income (ailife.com) and National Income (nilife.com) Web ites as soon as the lists are made available,

PR REPRESENTATIVES

Debbie Enstedt Winnipeg, MB

Brenda DiSomma Edison, NJ

Malka Arony Phoenix, AZ

Richard Case North Royalton, OH

Rona Pileggi Spano Woodridge, IL

Laurie Onasch | Menomonee Falls, WI

Shannon Walker Portland, OR

v Е Ж

SPOTLIGHT SEPTEMBER 2003 а WWWAILIFECOM

PR Manager 1. Debbie Enstedt

PR REPRESENTATIVES

2. George Farenthold

3. Malka Arony

Rick Altig Durhon Oldham Steve Hartman

170,461 *2. George Farenthold 36,463 3. Richard Meshulam 33,140

Rick Altig Durhon Oldham David Cohen

Category A 1. Brenda DiSomma

2. Rona Pileggi Spano

3. Joseph Galusha 4. Shannon Walker. 5. George Farenthold

Category B

1. Malka Arony 2, Laurie Onasch 3. Anne Bowyer

4, Irene Rurycz

5. William Verbaten

1. Richard Case 2. Shannon Walker 2. Jenny Williams 3. Мака Arony

3. Susan Fuldauer

R Card Pre

Month: 18,960 cards Anthony Gentili

Eric Giglione Scott Smith Durhon Oldham Rick Aig Doten Oldham

Steve Hartman Manone & Ад Akers & Altig James Surace Joseph Manone

All Time PR Card Production Record

YTD: 61,879 cards Denise Bowyer

Category A No. Cards

“1, Rona Pileggi Spano | 32,963 72. Brenda DiSomma 25,924 3. Richard Meshulam | 419,994 4. Joseph Galusha 18,940 5. AL Wall 18736

Scott Smith Eric Giglione David Cohen Durhon Oldham Joshua Chalom

Category B No

. Laurie Onasch 18,404 *2. Malka Агопу 15,695 *3, John Wilkinson 14214

4. Irene Rurycz 11,998 5. Brenda Swecker 11314

James Surace Rick Altig Rick Attig Steve Hartman Mark Hancock

Cards

Manone & АНК Steve Hartman Geneser-Bitman, James Surace Chris La Fond

YTD: 514 groups Darrell Dorey

Category C "1. Kenneth Altizer "3 Richard Case "3 Jenny Williams 4, Becky Cutler 5. Donald Spohn

Groups

Marc Morton James Surace Rick Am

Bill Jennings Marc Morton

Category А = SGA categories one and two. Category В = SGA categories three, four, five and six. Category С = Top number of group credis signed from all SGA categories. Public Relations Manager selection guidelines for recognition in the Spotlight аге as follows: Must have two PR Representatives coded and meet all production requirements.

SPOTLIGHT SEPTEMBER 2003 ж WWWAILIFECOM

ДЕ; PARADISE ISLAND, THE BAHAMAS Y JULY 8-11, 2004

Rona Pileggi Spano $2,840.58 Joseph Galusha $2,495.32

Leo VanDenBussche $2,148.12 Laurie Onasch $1,978.13 Robin Andrade $1,542.60 Brenda DiSomma $1,377.97 зап Fuldauer $1,255.00 Parminder Sihota $1,195.68 David Blaisdell $961.45 George Farenthold $956.44 Shannon Walker $884.38 Anne Bowyer $781.00 Becky Culler smt Mario Soljan $695.28 John Wilkinson $692.60 Мика Any $606.16 AUGUST Robin Denham $674.40 Irene Ruryez $651.54 Richard Case $630.60 Jacqueline deVooght $549.77 Francos Christie $523.93 Cheryl Cook $461.01 Jenny Williams $460.24 Erica Dalager $152.41 Jaime Міо $428.06. Mark Gagliardi $374.06 Brenda Swecker $372.60 Vivian Dwyer $353.00 Robert Dailey $266.46 William Verbeten $262.49 Kerri-Ann Tumbarello. $262.08 AI Wall $240.89 John Molina $229.23 Susan Kelleher $206.46 Susan Richards $194.18 Janna Khichoyan $190.35 Gabriella Klett $188.87 James Tasker $186.12

$29,360.87

SPOTLIGHT SEPTEMBER 2003 = WWWAILIFE.COM

Jim Bianchi $10,495.80 Lawrence Hauck. $10,137.46 Steven Greer $8,299.93

Brian Quinn $7,124.37

‘Steve Jakubezak $5,863.87

David Ins $5,531.18

Royer Fung $5,331.53

Bil Cook $4,715.72

Paul Rumbse $4,168.12 Melame Cohen $4,092.69

Bill Hayer $3,998.44 Coristogher Aiphen 5343674

Ена Graham $3,017.17

Josha Goodman $2,827.98

Palrick Stun $2,781.88 Nick Gusev $2,619.27

LEADERSHIP BONUS _

Kent Booze $2,586.09

Jason Motto $2,562.94

Joha Baldo. $2,482.36

Theodore $2,417.65

Vedran $2,986.12

Jason Schiomann $2,108.81

William Heath $2,099.63

Roger Geering $1,964.73

Joseph $1,938.71 Gregory Krier $1,915.68

Mart Rosen. $1,887.10 Junathan Saluk $1,885.42 David Mah $1,847.90 Mam Kiss $1,799.40 Francisco Perez $1,746.25

Rusty Jewett $1,622.56

August Bonus Qualifiers

onan Brian $1,317.54 $718.46 Michael Thomas. Ronald 9122241 $677.49 Tracy Tarus Monroe. $1,168.01 $669.30 коше ‘Michael $1,112.97 $641.82 Greg Paree Dustin Venekamp $1,101.29 $638.56 Stefan Jason. $973.33 $498.71 Steve Foti Michel Gibbs $955.87 $477.20 Michelle Mihelic men $926.10 $455, Altred Elaina Bosco $916.79 $443.31 Brandon По Shaun Forbes $912.49 $378.08 Michael Bromberg

$894.30 $367,09 Einige Kayden

$855.58 $357.72 Mary Ann Gaelic Michael Rondeau $831.03 $351.68 Michael Kolasa Brian Reidy $826.74 $325.76 Tim Simpson Matthew $822.18 $320.76 Keith Zabrocki Scot

$765.98 $315.76

Total $144,335.20

SPOTLIGHT SEPTEMBER 2003 # WWW.AILIFECOM

Jason Richardson $300.14

Eric Hoen $297.06

Flecker $297.03

Lisa $287.45

Yaacov Rosenberg $285.71

Lori. $280.82

Jon-Paul Dow $277.81

Howard Wilson $276.95

‘Maurice Davies $276.84

Joseph Gi $274.07

David Samalin $27050

Viclor Quimson $196.64

Hal Herman. $100.31

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