_ FROM THE DESK OF:

President & CEO American Income Life

Step Up and State Your Name!

‘The other night I watched the movie Miracle. It is one of those feel good movies about determination and winning. Ге tells the story of the 1980 115. Olympic Hockey Team and the coach, Heth Brooks, who brought his team to a triumphant victory, marking one of the greatest moments in sports history.

‘As many of you know I'm not realy a sports buff, but this movie has several scenes which keep running through my mind,

‘The main scene which stands out is where the team plays an exhibition game against the Norwegians in preparation for the Olympics. The team, as a whole, is unfocused and, as a result, is defeated, After the Norwegian team leaves the ice, the coach tells the US team to remain. He explains if they are not going to work during the game, they are going to work after the game,

Herb Brooks asks his assistant coach to get a whistle because they are going to do drills. The assistant coach blows his whistle and the team skates, at full speed, from one end of the rink to the other. “Again,” says the coach, and the assistant coach blows the whistle and the team skates. “Again,” he says, and the whistle blows, “Again! Again! Again! Again!” ‘The whistle keeps blowing and the team keeps skating. Finally, фе lights in the arena go out and still the whistle blows. After many repetitions, the assistant coach says, “Не, it's too much.” Ней, however, ignores the plea and repeats, “Again.”

By this time, the players are puking, the team's doctor is demanding for the exercise to stop, and then, one of the players says, gasping, “My name is Mike Eruzione, Ет from Massachusetts, and I play for the USA."

‘This was a very pivotal point in the movie, For those of you who have not seen it, up until that moment whenever the players introduced themselves, they would say where they were from and for what college they played. But at that moment, there was a breakthrough. ‘This one player finally understood they were all playing for one team = the USA. Аг that point, they stopped working as individuals and started working аз а team.

‘The story ends as the USA is driving to bring home the gold in a stunning upset over a Russian team that had been unstoppable. ‘They are victorious, the coach tells them to hit the showers and, as they say, the rest is history,

2 Феја jane 2008

‘This scene should stand as a reminder we are all playing for the same great team = American Income and National Income. However, I do believe we all could learn a lesson from the hockey players who started out as individuals and ended up as a formitable group of players.

1 don't believe we have weathered the last four years with blood and sweat to turn this Company around, to make it one of the тодет age miracles in the insurance industry today, to stand and announce individual success, I believe we made it a success because of our consistent “all for one and one for all” attitude.

Т remind you of this because it will be our solidarity, as а team, as а formitable group of professionals, which will get us through the challenges facing us in the last six months of the yea.

AAs you face these challenges, I want you to think of me as your coach, I'm going to be blowing that whistle, the only difference is instead of me saying “again!” T'm going to be sayin, “Quantity!” “Quality!” *Focus and stay the course!” I will be saying these things over, and over, and over again until it becomes second nature,

Т want you to know, as your coach, we are going to win this game. With your continued focus on working as a unit in mastering recruiting, quantity of business, and quality of business, we are зите to succeed. But itis important to remember not to lose focus and keep our skates оп the ice, во to speak. It might not be саку, but if we pull together, it will all come together.

Let's not confuse ourselves though. ‘This Company wants growth алі wants each and every one of you го succeed. We want you to hit minimum standards, we want you о recruit new agents, and ‘we want you to work on business quality. We want you to be financially independent. We want you to be with this Company ‘your entire career, and we are sure your level of commitment is equal to that of the 1980 U.S. Olympic Hockey Team.

Again, 1 want this team to keep winning and for you to Бе a part of that winning team — the whistle is blowing!

Му пате is Roger Smith, I'm from Waco, Texas, and I play for

American Income Life.

News Page

Monday, June 28, 2004 АШ business and PR credits must be in the

Home Office to count for June production.

пи 5,2004 ‘The Home Office will be closed for the Independence Day holiday, Wednesday, July 28, 2004 All business and PR credits must be in the Home Office to count for July production,

‘This month АП, and NILICO paid a total of $655,864.96 in bonuses. For more information on the monthly bonuses, turn to Page 15.

Effcetive Jan. 1, 2004, to be eligible for bonuses and featured in Sporlighr, top Producers must meet the required Retention rate or the minimum Net to Gross. Net to Gross is used only during the Producer's first

ight months, Retention: 67.0%

Net to Gross: 78%

Howard Wilson, an SA with the Steve Friedlander Agency, achieved $100,000 of 13- month in-force premium.

Rob Hay, formerly an MGA with the Rick Alltig Agency, has been promoted to an SGA in Virginia.

Paul Rumbue, formerly an MGA with the Durhon Oldham Agency, has been promoted to an SGA in Michigan.

Rusty Jewell has been promoted го ап SGA partnership, the Jewell-Nitkowski Agency in South Carolina.

Bill Taylor, formerly an MGA with the Dan Phillips Agency, has been promoted to an SGA in Oklahoma.

‘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 Cancun Awards Presentation, are as follows: the top SGA from each category, the top two PR Managers and the top two PR Representatives from each category, the top five МСА», the top five GAs, the top ЗА, and the top ten Individual Producers. Check your production! Lf there is an asterisk фу your ‘position, you could be on your ходу to The Fiesta Americana in Cancun! The convention will be eld June 26-29, 2005,

Last month's number five MGA was published incorrectly, ‘The number five MGA should have been Joshua Goodman with the Bill Jennings Agency. We are sorry for any confusion

this may have caused,

па

Itis now possible for an Agent to qualify for convention based on consecutive bonus qualifications. Career Agents, SAs, and GAs, ean quilify for convention provided they сат a Retention Bonus, or a New Agent Bonus for five of the last seven months of the year, MGAs сап ‘qualify for convention provided they earn a Leadership Bonus for five of the last seven months of the year.

‘The qualifier must have a 67 percent Retention as of Dec, 31, 2004 in order to be eligible — they cannot lock-in early. The months that will be used in the evaluation are June through December production bonuses.

‘These new qualification guidelines are in addition to the guidelines which were published at the beginning of the year.

The protection of our applicants’ and policyholders’ personal health and financial information is an important topic to make every Producer in your Ageney aware of, As a

Producer for American Income and National Income, you are in contact with this protected

information 50 it is very important to be familiar with the Company's Privacy Policy, Our Privacy Policy is posted at www.ailife.com and wior.nilife.com, It is important to review this policy because you come in contact daily with protected information, and you must be

vigilant not to disclose this information in a way which violates privacy laws.

plight une 200¢ WA Come Together 3

More News Promotions

“The concept of insurable interest is that the Fae those of you who have the Senior 10 ре ‘owner and beneficiary of a policy must кс 97 19% 919 уо have the пекене an interest in the continuance of the life ор. Уоч, you will be receiving а new version of the application the

the proposed insured at the time of next time you order these apps. The application has revised

application, "he law recognizes that an НЫ , individual has an unlimited insurable pi: тиви agape

interest in his or her own life and їз application and version approved to sell in your state, log onto

Stephen Adams Base William Lankiews Devin Philips “Tracy Tenholer generally able to name who they want as а ће Agency Resource Center. Information regarding the ik Ми Rick Mansfield Eric Gighone Furer-Whittinghill, Wie Hancock beneficiary. Parents and grandparents have ооо б обата Maine ни California Kentucky рена аена Е] application is linked to the product description, Martin Alvarez ‘Chad Cannella Peter Luckhurst Richard Plummer Michael Todd insurable interest in their children and сап Ене Nes Бас Gighone Бан Zophin о Dav Biter therefore own their his insurance policy ЕЕ Tess New Jeney (Сесія Miss! Mi and spouses have an insurable interest in Е им Ма е ЕЗ ВРА ie Шо: опе another and can own each other's | | Соннтойед business are applications written on а Producer, New Meso New Jeney о Rio ИГИ АЯ

я і и Conley Мадкот бода Rich itn policy so long as the proposed insured has their immediate family, or where the Producer is the payor on мрена Со man о а ‘Pat Зіни Rick Altig applied for coverage. Generally, no Kentucky iin Louisiane Анте Опат гаїв interest exists between an aunt, "Ае Ройсу. We do not advance Producers оп controled сна Bernard Kari Conder Paul Mahoney кабан

А 5 ў са 5 ick ем Ene Nel "Vie Hancotk Ани Orlov uncle, niece, nephew, cousin, or relative by business sales. No production credit is given either. Here is a Louisiana Така Жені ме marriage unless а dependent relationship imple definition of who is considered controlled business: Кн е ном Ши сап be established. АП applications are е : рен New Jeney ewe Kentucky Florida Considered for reasonableness and are gets mother, father, brother, sister, spouse, child, Caterina Mae Da Baie зеде пц Mia et evaluated on the fact that the face amount grandparent, aunt, uncle, cousin, от апу application where the —_— Ponte Rie Ми ој Маси ЕЕ оп the relationship and producer isthe payor on the policy. For the vast majority of life applications, Yo ae responsible for marking controlled business so that it И ee на Is easily distinguished, А the top of every controlled business oe Но = "Mie oer "Sor Go nn 3 2 ication, rk “controlled business,” ition, е А яр щи детету ой the same person and they пате Фк please тать ‘controlled business” In одат, the ЫД го Зад ee ran ‘dependent as the beneficiary. However, transmittal bas been updated по add a blank for the listing of New York Massachusets Mitsu occasionally there are applications where & controled business. Please mark this blank as well. Diane Са May Frechete Rall Leis Godley Varghese person who has no insurable interest in the ed Hoses Берин Nowe” proposed insured, is listed as the payor, and ВОО азат Report Jes Eo меми Сос зок Maks Miche often times, the owner, ‘The fact no ee Белма КА

premiums are being paid by someone It is important you remember the lapse portion of the weekly other than the proposed insured does not advance report details all first year lapses and marks fest create an insurable interest in the life of едрочше lapses with an Ө sign appearing tothe left ofthe

Нај ровно е аси billing тобе, his sign indicates ай біо forthe Deu ааа Pe en “ine the premium, toon pomentors. lapse with only the initial premium Hee ees Исус піна: Since the owner of a policy has complete eins paid. дао ної 2 Wes ge control over the policy once it is issued, Under ће lapse heading, the report sums these events Astrid Ayala-Diar арок Gael Е уга they must satisfy the insurable interest separately in the “totals® column for your weekly lapses. You | Кон Batch Columbia Нанай е

requirement at ће time of application, 0 оди ‘Owners have the right to change the a (oa но сова ріці oan ef Me

beneficiary, take out а loan, or cash total of all Japses for the week.

ieee Lae Ле important for tbe роу shouldbe given to the почетен ofthese frst охопег and beneficiary to have ins

т о ертен cured ай адас ЕК рез Ај the time of the application, or it will be {high warner званне оз your обої Парени could well Бах 9 2004 by Aeron кит Life determined there is no apparent reason for indication of “weak sales” and should be addressed in a review дата оны the coverage and the app will be declined. of your training procedure, =>.

4 poise 2008 Ш Come Together ‘ ада june 2004 Ш Come Tgether 5

АН Time Record to Beat

| Month: $51,235 Net ALP Marlon Underwood

Harrisburg, PA

2 Las Vegas, NV А Edison, NJ

ПУТ WA сонот

У Kansas City, МО ail Kansas City, MO

й Auckland, NZ

1. Carla Miller

2. Jack Conley

3. Phillip LaCross . Brian Yelton . Andrew Johnson

. Timothy Cruise . Arkadi Nulman |. Mary Ann Gaelic . DeSheila Hargrove . Lawrence Tenamore . Anthony Mele . Brian Tedaldi . Michael Хот . Raymond Law . Kathleen Loughran > David Laggan . Robert Harris | JoAnne Marks . Marvin Horne 20, Concelor Davis

- Carla Miller . Marlon Underwood . ‘Timothy Cruise |. Michael Czopek . Matthew Hogan . Ruben Soberanes . Arkadi Nulman . Nadia King . Max Quasem

10. Daniel Potilechio |. Alex Bluhm . Rudi Camenzind . Allan Gilbert . Yvonne Hernandez . Mary Ann Gaelic . Anthony Mele . Bret Fels

Scott Remmey

. Eric LaBossiere . Pablo Pirela

817,315 16,779 16,637 16,592 16,453 15,977 15,779 15,726 15,400 15,361 15,197 15,093 14,914 14,745 14,637 14,629 14,599 14,302 14,258 14,250

$95,593 81,863 78459 66,560 65,773 64,897 64240 64085 63,976 61,724 58,390 57,687 57,403 57,105 56,273 55,672 55,086 54905 54,145 53977

Carla Miller Michael Beck Dustin Venekamp ‘Terry Sullivan Fredrick Hadayia Steven Jakubezak Kathy Mann Lawrence Hauck David Hausman Steven Jakubezak Jim Bianchi

Jason Schlomann Dustin Raum Roger Fung

Jason Schlomann, Ross Boles Michael Pope Carla Miller Vincent Gore Steven Jakubezak

John Akers Gen-Gen-Bitman Altig-Orlovie Gen-Gen-Bitman Durhon Oldham, Robert Olson David Cohen Steve Friedlander Erie Giglione Robert Olson Durhon Oldham Eric Giglione Rick Altig

Rick АН

Eric Giglione Williams-Zipper James Surace John Akers

Nick Nitkowski Robert Olson

7 Percentage of Netto Gross

All Time {to Beat

YTD: $277,779 Net ALP Marlon Underwood

Carla Miller Marlon Underwood Steven Jakubezak David Hausman Frederick Hadayia Doreen Ryan-Foti Kathy Mann

Nadia King

Erik Graham David Wang

Roger Johnson

Erik Graham Denise Gilbert David ус Lawrence Hauck Jim Bianchi

Jeff Dinocento Chad Deley Denise Gilbert

зайці ne 2004 Ш сенатори

John Akers Robert Olson: Robert Olson Eric Giglione Durhon Oldham Jatofe-Fott David Cohen Altig-Orlovie

David Cohen

Robert Olson

David Cohen

Steve Friedlander Durhon Oldham Erie Neal

Eric Giglione

Rick Altig

Robert Olson

те Percentage of Netto Gross

23 Years of Service Bertram Feldman

22 Years of Service Мак Blumert

18 Years of Service

George Farenthold Randall Grice

14 Years of Service John McCreary

13 Years of Service Herman Libman

12 Years of Service Richard Case

11 Years of Service Joseph Nosse

Patrice Wise

10 Ye 18

Donald Shuck Brian Traboulay

9 Years of Service

Cheryl Cook John Hancock

Years of Service

Vaughn Darrow Robert Hughes Sandra Johnson Patrick Parisi

Company Antiversaries

Happy Anniversary! Thanks for all you do. Congratulations!

7 Уеагз of Service

Vlad Basov Arthur Carter Baldev Dabhia Ауаппа Prendergast

6 Years of Service

Andrew Fike

Preeti Sahgal

5 Years of Service Leandrew Alexander Julie Aprahamian Rick Choptuik Gregory Engrav James Schneider

4 Years of Service

Lorena Barriere Lisa Hinton Elizabeth Hodgson David Jackson Francisco Ponce

3 Years of Service Susan Bergh

Jim Bianchi

John Bulecza

Keith Cornwell Lynn Deno Volodymyr Derevyanyy Cynthia Furer Roger Geering Tracy Haden

Chris Hernandez Frank Lindal Meneluo Perakis Mark Reddington Casandra Robinson Hugo Rust

3 Years of Service Cont.

Imran Satti Jeremy Welch

Robert Whittinghill Matthew Wolfanger

2 Years of Service

Alex Bluhm Elaina Bosco Robert Boyer Nicholas Bromhal Chad Deley

Allan Gilbert

John Hard

Yvonne Hernandez Jason Lausar Monique Love Barclay MacDonald Daniel Potilechio Chris Rose

Kobie Samuels ‘Anthony Scavera

1 Year of Service

Samson Adelufosi Michael Bedard Upinder Bhinder ‘Micah Cohen Derrick Cook Richard Correa Taiwo Daisi Steven Dichiaro Міма Dicola Joseph Fern Dimitri Gailit Michael Goddard

peti se 2004 Штета

1 Year of Service Cont.

Dyan Gonzales William Gordon Vincent Gore

Lee Anne Hanson Marie Hightower Janice Howard Bedis Kilani

Evan Kishpaugh Kimmoy Lewis Jean-Mare Louis Stephen MacDonald Laura Macki John Martin Anthony Mele Matthew Modise Thomas Motanya Paul Ratliff Michael Rome Jahan Saffari

Jose Serrano

Ryan Sinkfield Rodney Sparks Alan Tahmazian Selena Thammasen

Raymond Topp Crystal Valentine Karla Vitalone Ivory Walker Donald Walters Joshua Wise Michael Wood Rosalie Zwicker

Labor Advisory Board

Welcome to the Board

INTRODUCING: Joe Hansen

Joe Hansen, International President of the United Food and ‘Commercial Workers International Union (UFCW), has been unanimously elected to American Income and National

Tncome’s Labor Advisory Board. Mr. Hansen brings nearly 44 ‘years experience to this premier advisory board,

‘The UFCW із an international labor union representing, nearly 1.4 million members standing together to improve the lives and livelihood of workers, families, and communities.

Mr. Hansen, а Milwaukee meat cutter, has spent more than 11 years working at his trade while serving as а volunteer ‘organizer for his local union, In 1962, Hansen entered а union apprenticeship program and became a meat cutter at National Food in Milwaukee.

After his apprenticeship, local union leaders tapped Mr. Hansen as a volunteer organizer to talk to workers at unorganized shops. His activism helped keep Milwaukee а union town.

International President UFCW

‘Soon after assisting with the organizing efforts in the Milwaulkee area, Hansen was elected to the local union's executive board as the retail representative, He was one of the youngest members to ever be elected to the position, However, his youth did not stand in the way of his leadership, ‘The founding of the UFCW in 1979 gave Hansen a new and expanded opportunity to organize workers in the retail and food processing industries, On March 2, 2004, the UFCW International Executive Board unanimously elected Mr. Hansen as international president succeeding retiring International President, Doug Dority. We welcome Mr, Hansen to the Labor Advisory Board, and ме are looking forward to a long and prosperous partnership for many years to come,

Congratulations!

LABOR ADVISORY BOARD MEMBERS

Paull Almeida, President James Grogan, Је Gen. Press DPE АМО ‘Stuart Appelbaum, President Don Hahs, Int'l President RWDSUJURCW BLE Baxter Atkinson, President ‘Sonny Hall, President АВА А Ronald Лай, President Joa Hanne Posten Metal Trades я моста James Hoffa, General President Dave Barrett, Former Premice 10, Province of British Columbin Јонері Hunt, General President ‘Theodore Bikel, President BSORIW ‘AAAA Frank Hurt, Int'l President William Burrus, Present BCTGM APWU Gloria Johnson, President Sam Cabral President ем ee ‘Newton Jones, Int'l President John Connolly, President НА ХА Gregory Junemann, Intl Pres. о tt Gerald Feder, LAB Secretary So о Feder and Aswociates MLA. "Mac" Fleming, President Thomas В Lee, President BMWE АРМ Patricia Friend, President William Lucy, Sec-Treasurer АЕЗСМЕ Leon Lynch, Усе President usw

Martin Maddaloni, Сеп, Pres. Harold Schaitberyer, President

UA IAFF

Hon. Ray Marshall ‘Thomas Short, Int'l President Former U.S. Secretary of Labor IATSE

Warren Mart, Gen, See.Treas. Корег Smith, President & CEO. ТАМ ‘American Income Life

‘Terry O'Sullivan, President Ed Sullivan, President LIUNA BCTD

Oscar Owens, Sce-Treasurer Michael Sullivan, Gen, Pres. ATU SMWA

John Sweeney, President AFL-CIO ‘Tedeschi, President

Jes Pagano, Exes, Director Labor Advisory Board

W. "Dan" Pickett, President б BRS

Bernard Rapoport, Founder ‘American Income Life AFL-CIO

Със Rivers, Asoc, President Gene Upshaw, President SEA FPA

Се Roberts, President ‘Hugh Walsh, Asst. Exec. Dit.

Richard Тешка, See-Treas,

UMWA AL Labor Advisory Board

Arturo 5, Rodrigues, President Donald Wightman, President 57 UWUA

Milton Rosado, President James Williams, Gen. President ЦАА IUPAT.

Michael Sacco, President Boyd Young, President MTD/SIUNA. PACE

Robert Seardellett, Int'l Pres. Hon. Jim Wright TCU Honorary Member of LAB

Феја јато он Ш Come Together

_ Seepervising Agents —

2 Rochester, NY

Winnipeg, MB All T R і Seat May Production Month: $102,403 1st Ус Erie Neal Month: $111,262 Net ALP Eric Nel

Моп: $43,409 Ist Ys. Gino Tanzif

Моп: $68,050 Net ALP Mary Ann Gaelic

May Production 1. Michael Nowak 6 | JimBianchi адот Oldham 2. David Fagoaga 6 | Joshua Goodman Bill Jennings 3. Rodney Husmann 5 Erik Graham David Cohen 4. Richard Refano 6 Barry Dillah Erie Giglione 5. Kobie Samuels 4 Steven Jakubezak Robert Olson 6. Colin Pierre 5 David Ragland ‘Tyrone Conard 831,122 Maurice Davies ‘Steve Friedlander 7. Jose Sanchez 5 David Wang Robert Olson 29,682 David Шуе David Cohen 8. Diane Carrion 3 David Hausman Eric Giglione 28,297 Kevin Appasamy | Rick Altig 9. John Hard Carey Thompson Vic Hancock 4, Daniel Pavek 26,480 Dustin Raum Rick Altig 10. James Worf 6 | Joshua Goodman Bill Jennings 5, Joseph Baughn: 21,632 Carey Thompson | Міс Hancock YTD Production Ist Yt Eric Neal $864,620 Net ALP

YTD: $266,978 18 Yr. Mary Ann Gaelic

YTD Production

YTD: $443,893 Net ALP Mary Ann Gaelic

| 1. Gregory Siard $131,586 | $169,855 Й 4 | Jim Bianchi Durhon Oldham | 2. Rodney Husmann | 118,498 | 146470 заз | 5 | Erik Graham David Cohen | 3. Кое Samuels 113874 | 152126 | 89 4 | Steven Jakubezak | Robert Olson в AR + 4. John Hard 110,958 | 153,172 673 | 5 | CareyThompson | Vic Hancock Ритер. А 210568. 2 | Виши || ВЕКАЊЕ + 5. Allan Gilbert 105,433 | 162862 | 84 9 | Denise Gilbert Robert Olson 2. Angelika Vassilieva 48,929 101,776 1 Shamshinder Sidhu) Rick Altig 6. Michael Nowak 101,780 | 134,101 751 6 | Jim Bianchi Durhon Oldham 3. Sarah Kocinski 44,148 75317 | 55 2 Scott Sonnenberg | Gen-Gen-Bitman 7. Scott Jordan 99,166 | 129,956 | 83 4 Gleb Ostrovsky 4. Shelly Russell 40503 75,999 | 83 3 | John McCreary | Furer-Whittinghill 8. Alison King 95,575 | 141,716 | 85 6 | John McCreary Furer-Whittinghill 5. Adam Herman 39918 65,295 847 3 Imran бані Joshua Chalom 9. Jose Sanchez 94,373 | 112,484 | 86 5 | David Wang Robert Olson 10. David Fagoaga 93,229 | 117,759 6 | Joshua Goodman | Bill Jennings

Supervising Agent selection guidelines for recognition inthe варе areas follows: Mast ае ame First Year Agent coded ad re all production repuirements

го peti 2004 Ш соколе

General Agent selection guidelines бе recognition inthe реи еде are збо Mut ае ао Fist Var Agents ивы and mee all production requirements

petit une 2004 WH Come Tagether

Steps to Improving Your Quality of Business.

Is Your Quality of Business Where You Would Like it To Be? Most of you would agree there is always room for improvement.

Sometimes just a review of the basics can produce the significant improvement you need. Review the basics below for improving your quality of business.

Five Areas of Business Loss and Suggestions for Improvement

1. Declines Utilize trial applications and make sure you are aware of the conditions that are auto declines. Also, it may be beneficial to move to a healthy family member when the primary applicant discloses health concerns.

2. Withdrawals Always do а “warm down” or “button up” utilizing a sample policy. Don't oversell and follow-up at a later date for cross-selling. It is also important to handle objections early, answer all the applicants’ questions while observing thei body language, Don't forget to call and say, “thank you.”

1 pletes

The basics can help, but goals are important as well. Target a Net to Gross of 83 percent or better, and you will be well on your way to improving your quantity and quality of business.

spotlight jane 2004 Ш Come Together

Quality

Bringing It All Together

Success happens where a well-laid plan and solid goals meet. Russell Lewis is по exception. Russ has been with National Income for about 15 months, but in that time he has come to embody opportunity unlimited, With a clear work ethic and a dedication to achieving his goals, Mr. Lewis goes out everyday and focuses his day on

bringing it all together.

“L have been with National Income since March of last year. Before that, 1 worked for а top employer in the

Syracuse area, Unfortunately, I Jost my

offered some independence. Basically, 1 wanted to have more say in what 1 was doing. National Income offers me that independer

little more than a year ago,a Producer National Income came to my house to sell me some life insurance, 1 had already given some serious thought of entering the financial sector, but it was after a long conversation with that Agent that I decided to take the plunge.

Working for National Income has been an awesome and it has offered me the financial freedom ty that I have craved my entire career.

From my perspective, this business allows you to do your job but on your own terms. My approach is open and honest. 1 don't believe in pressuring prospective clients. 1 believe it is a decision that I can help them make and assist them in matching the products that best fit their needs.

Since quality and quantity is the Company's focus for the year, I have geared my business towards offering the best customer service possible. Т always follow-up with my clients and I always leave my phone number. I figure if they are looking for answers, I am the best person to offer the response.

Itis also my philosophy that an Agent's retention starts at the point of sale, It is all about relationships and if you build that initial relationship with the client, then they will recognize the fact that you are there to serve them for the long ha

My biggest motivator in this business is my family. 1 believe that if ат focu

sd, 1 will be successful, This in

tum allows me to provide for my family which in the

end is the most important thing,

Ir takes а lot to be successful, but the primary factors

contributing to a person's success is their dedication to hard work, a keen eye for detail and orga allowing yourself to be coachable, In today’s business arena, you can't take the attitude that you know everything because there is always something to lea Allowing yourself to learn from those around you Бе a tremendous resource. In other words, why would I

ition, and

want to learn from someone who isn't successfull when 1 can learn so much more from someone who is? very fortunate in this respect because at № Income, I am surrounded by plenty of success stories.

“The advice I would pass on to an Agent just starting out with National Income or American Income is that you have to have a desire, А desire to work hard. A desire to be financially independent, and a desire to listen to those who are successful.”

реша une 2004 WL Come Tagether

Master General Agents

В Rochester, NY re Denver, CO

$Show Me the Money$

Retention Bonus*

Qualifier SGA Bonus Amount Carla Miller Jobn Akers $3,510.80 Anthony Mele Durhon Oldham 5336253 і Steve Friedlander $3,307.01 Rochester, NY Middleton, СТ Kansas City, MO Robert Olson $3195.50 David Cohen $3,155.90 Raymond Lau Rick Altig $2,949.01 | Steven Strong $2,824.19 Alex Bluhm $2,708.31 Lawrence Tenamore $2,611.51 All Time Record to Beat All Time Record to Bea David Laggan $2,516.31

May Production Month: $190,653 15: У Slav Bitman Month: $236,811 Net ALP Ed Orell Total Retention Bonus Paid: $446,484.70 404 Producers Qualified

Leadership Bonus*

Qualifier Bonus Amount 1. Jim Bianchi 3122353 | $176,526 Durhon Oldham Jim Bianchi on Oldh 31175195 2, Joshua Goodman 79.260 | 88,605 Bill Jennings биста Веке“ ОДИ 3673706 3. Dorian Oldham, 75,471 | 130,820 9 Durhon Oldham Dustin Venokart Altig-Orlovie $6541.82 4, Kevin Surles 75,408 | 75352 David Zophin Ареа O'Connor Stew Greet 3630788 5. боон Sonnenberg 69,125 | 77685 676 Gen-Gen-Bitman Kevin Surles David Zophin 36,153.94 6, Dustin Venekamp 69102 | аби | 85 Altig-Orlovie Саат David Cohen $5,568.22 7. Alfred O'Connor 65929 | 71,599 | 91 Steve Greer David liye David Cohen $5,565.85 8. Terry Sullivan 64,199 73,370 69.6. Gen-Gen-Bitman ‘Scott Sonnenberg $4,997.95 9. Jason Molo 62,097 | 62,097 715 David Zophin Terry Sullivan $4,540.36 10, Erik Graham 61,593 130,052 79.5 David Cohen Jason Schlomann $4,473.44

Total Leadership Bonus Paid: $184,215.40 106 Managers Qualified

All Time Record

Master General Agent selection рабів бо recognition in the ролі ar є follows: Mut фо би Б Your gents саа and те reduction requirement.

‘polish une 2005 WA Come Tether

* Only the top ten qualifiers in each bonus category are shown, А full list of bonus qualifiers is provided оп

the inserts accompanying this magazine.

puch ue 2006 WA Come Tagether

ж YTD Production YTD: $1,705,178 st Ye. Sl Bitman PR Bonus Qualifier SGA Bonus Amount Richard Meshuilam David Cohen 3219474 Мајка Arony Steve Hartman $1,735.29 т. Jim Bianchi $430,178 | $532,928 Durhon Oldham Leo VanDenBussche Rick Altig $1,712.56 | 2. Dorian Oldham 367,461 | 569,499 | 91 Durhon Oldham Susan Kelleher David Zophin $1,519.92 | 3. Jason Motto 327,614 | 327961 715 і ‘Mario Soljan Steve Friedlander $1,128.48 |: 4. ‘Scott Sonnenberg 321,019 | 383903 676 Brenda DiSomma Eric Gi $988.23 | 5. Kevin Surles 288,499 | 334295 та Joseph Ward Gen-Gen-Bitman $872.41 6. Erik Graham 279,745 601,798 795 ‘Susan Fuldauer Mark Hancock $845.31 7. Joshua Goodman 271093 | 313,699 705 Krissa Hensley Mare Morton $796.24 8, Dustin Raaum 250655 | 283,744 | 83 William Sauers ‘Tom Williams $724.95 9. Jeffrey Dinocento 245,788 | 389672 723 Total PR Bonus Paid: $25,164.86 41 PR Reps Qualified 10. Willian Cook 244,588 | 360237 69.2 822 Е

Leadership

FROM THE DESK OF: Jim Wright

Former Speaker of the House of Representatives

Leadership: The Heart of the Matter

Recently in North Texas leadership. Present we

group discussed the qual ssful leaders from

е several st

es of

Here is how that hard and brave, hands-on general, role model to servicemen, ended his speech to a class of new

business, academia, athletic coaching, the political world ~a military officers:

cross-see ‘The current CEOs of two well-known national sales corporations took part: Marvin Girouard of Pier One Imports (1,200 retail outlets) and Len Roberts of Radio Shack ( 7,000 stores).

1 was to identify the qualities most necessary to a ader, Almost all agreed on certain essential

on,

Vision ‘The ability to develop el energies focused on атай term objectives, Ш sonal confidence is important а others’ confidence to assist in th these inspiring goals, Example You must always have willingness to le involvement, to know and show the personally done and is doing what they ask their followers to do. Integrity ‘One must be able to provide word and good faith which can be counted upon absolutely. After we established these characteristics, Len Roberts, commenting on these desirable qualities, said he believed there was one that superceded all the others. He had heard this quality extolled by a leader who had reason to know - General Zais of the 101st Airborne

е goals and keep everyone

4 will inspire Ну of achieving

by personal

ng these medium and long-

“1 will stop providing you with pearls of wisdom and I will elaborate on just one.

The one piece of advice which I believe will contribute more to making you a better leader, will provide you with greater happiness and self-esteem, and at the

ne time advance your career more than any other

advice which I can provide.

And it осет call for a special personality, it doesn't Any one of advice is, you must

call for charisma or a certain chemist

you can do it. And 4

can't make you do this, but you really need to like the soldiers.

You need to be amused by their humor, you need to be tolerant of their behavior, and you have to understand they are as lousy as you allow them to be, and as good as you make them be.

You need to hug your soldiers.

You need to laugh with them, сту with them, share in their pain and joy.

You see, you need to be their champion, and not their commanding boss.

You just have to really being with them.

ike them, and feel good about

And if you truly care, then and only then, will your and literally die for you kc the trait that

people figurative

Division — the proud, tough, first-in and last-out military How does that grab you? Personally, I thi organization that has covered itself with glory, envy and —_hard-as-nails, blood-and-guts commanding general inspirations of 0.5. Armed Services everywhere. described holds true in any human endeavor, Don't you?

те spotlight june 2004 ВВ Come Together

Leadership Development

АИ Leadership Development Seminar

Helping you discove

рохе

ial. Don't бога

seminar Oct

your leadership to sign up for the 9, 2004!

State General Agents Г State General Agents

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MAY PRODUCTION YEAR TO DATE PRODUCTION CATEGORY М MAY PRODUCTION YEAR TO DATE PRODUCTION

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* Note: The Quality Adjustment is based on a five percent increase of the Percent of Standard for each point an SGA is over the Company's * Note: The Quality Adjustment is based on a five percent increase of the Percent of Standard for each point an SGA is over the Company's average Retention rate given the SGA is also at 100 percent or better for YTD Percent of Standard. In addition, for an SGA to be average Retention rate given the SGA is also at 100 percent or better for YT'D Percent of Standard. In addition, for an SGA to be considered as meeting minimum standard, the SGA must also be at 100 percent of First Year Standard including positive growth in Net considered as meeting minimum standard, the SGA must also be at 100 percent of First Year Standard including positive growth in Net ALP compared to the previous year, ALP compared to the previous year.

в spotlight june 200¢ № Come Together spotlight jane 200¢ WA Come Together в

Contributions

MONETARY DONATIONS

American Income & National Income Vic Hancock Agency

“ Gave $5,000 to the Coalition of Labor Union Women. = Donated $350 to the Kentucky Labor Museum,

# Donated $5,000 to the LCLAA = Gave $1,000 to IBT Local 89 scholarship fund.

м Donated $10,000 to the Economic Policy Institute, е Contributed $100 to the Central Labor Council of

Заке $100 to the GCIU golf scramble. * Gave $650 to the Atlantic Communication Workers Union Chris La Fond Agency

of Nova Scotia, * Donated $350 to the Allegheny County Central Labor м Contributed $650 го CEP Local 506 of New Brunswick. Council memorial banquet. е $650 to CEP Local 401 of Prince Mark Hancock Agency 5 Gave 875 to Johnstown Central Labor Council

ward Island, * Gave $50 to the County Central Labor Council.

«Donated $150 to the Annual Jefferson Jackson Day dinner,

ve $100 to the Riley's Children’s Hospital dance.

+ Contributed $165 to the 416, Total $28,490.00

+ Donated $100 to the Laborers State of Indiana District Council annual golf outing,

fighters Loca

OTHER DONATIONS

Mark Hancock Agency Chris La Fond Agency “ Donated 75 boxes of food to the Sheet Metal Workers © Contributed 980 Ibs. of food to the Greater Washington Local 20 in Veedersburg, Indiana, County Food Bank.

~inch ТУ to the Harvester Federal Credit > Саус 400 Ibs, of food to the Fayette County Community Action Food Bank.

Donated Union's annual meeting.

20 рені june 2004 Ш Come Together

Debbie Enstedt Winnipeg, MB

Category А: Leo VanDenBussche Richard Meshulam Winnipeg, MB Los Angeles, CA Category B: Mario Soljan ‘Laurie Onasch Auckland, NZ. Menomonee Falls, WI 2 Cheryl Cook Krissa Hensley Harrisburg, РА. Nitro, WV

polish ane 2004 Ш Come Тора

ВЕ.

May Production 1. Debbie Enstedt 18,689 Rick Altig 2. Brenda DiSomma 4,729 Eric Giglione

3. Richard Meshulam | 4,476 | David Cohen

YTD Production

Month: 18,960 cards Anthony Gentili

YTD: 61,879 cards Denise Bowyer

1. Leo VanDenBussche Rick Altig 2. Richard Meshulam David Cohen 3. Frances Christie Rick Altig 4. Charles Hill Jatoft-Foti 5. Rona Pileggi Spano Robert Olson

“1, Frances Christie 14,479 | Rick Лід

. Richard Meshulam | 13,098 | David Cohen Brenda DiSomma | 11,628 | Eric Giglione 4, Leo VanDenBussche| 11,464 | Rick Лід,

5. Vivian Dwyer 10,515 | Ali Shahrak

1. Mario Soljan 2. Laurie Onasch

3. Brenda Swecker 4. Lou Nell Busby 5. Sandra Johnson

Month: 55 groups Vivian Dwyer

Steve Friedlander Manone & Altig Chris La Fond Vic Hancock Gary Bleier

YTD: 103 groups Vivian Dwyer

1. Cheryl Cook Durhon Oldham 2. Krissa Hensley Mare Morton

3. Billy Savers ‘Tom Williams

4. Richard Case Jim Surace

4. Darrell Dorey Ramin Kouladji 4. Nicole Maurer David Brister

4. Joseph Westfall Ron VanWoesik

"1. Krissa Hensley Макс Morton “1, William Slocum 33 | Jim Surace

2. Richard Case 32 | Jim Surace

2. Cheryl Cook 32 ‘Durhon Oldham 2. Billy Savers 32__| Tom Williams

Category А = SGA categories one and twa, Category В = SGA categories thre, би ve and st, Category С = Тор number of group credits signed from all SGA categories, Pubic Relations Manage selection guidelines бесов in the Spdigh are a follows: Ма ba лаю PR Representatives ode ad meet al

роб порното

spotlight jane 2008 Ш Come Together 23