Roger Smith

Chief Executive Officer AIL & NILICO

How Big Is Your Tank?

If you always put limits on everything you do, physical or anything else, it will spread into your work and into your life. There are no limits. There are only plateaus, and you must not stay there, you must go beyond them. — Bruce Lee

I walked into an office for an appointment a few weeks back, went to the window and gave my information to the receptionist. When I turned to take a seat in the waiting room, my attention was drawn to a massive aquarium that took up most of the wall in front of me.

I walked over to it and was lulled by the bubbling water, hum of the filter, soft lighting and the gently swaying plants. But no fish. The receptionist

slid the glass window open to ask me a question, so I asked her if there were fish in the tank. She said yes, but didn't finish what she started to say because she had to answer the phone.

I turned back to look for the alleged residents of the tank and found myself staring into a pair of enormous black eyes. I'm glad I was the only person in the office because that fish scared the daylights out of me. It was so

huge that the fin on its back came out of the water when it was lying on the bottom. I don't remember exactly what came out of my mouth, but (I

hope) it was something mild like “holy crap!”

Just then, the receptionist slid the window open again.

“Oh, I see you found Oscar. He likes to play hide and seek.”

“Oscar about gave me a heart attack! Is that a piranha?”

“No, that's Oscar the oscar. We've had him since he was about 2” long. If you care for them properly, they grow according to the size tank they live

in. Honestly, we never thought hed get THIS big, but as you can see, he's

outgrown this tank. We tell him he’s an overachiever.”

02 Spotlight October 2012 Il Leap of Faith

I was called in for my appointment, and Oscar must have gone back into hiding because I didnt see him when I left.

Throughout that day, I found myself thinking a lot about overachieving Oscar hanging out the top of his outgrown tank. Maybe in his mind, he’s Shamu or Moby Dick. But he’s at the mercy of people who decide how big his tank is. How big would he grow if he got to decide how big his tank was,

or if he lived unconfined in the sea?

Happily, we're not fish. Here at AIL/NILICO, there is nothing to box us in — no tank, other than those we construct in our own minds. It is often difficult for people to grasp fully that when we say Opportunity Unlimited, we really mean it. You can grow as big as you want. Folks are so accustomed to operating within the confines of a traditional work environment that when they come to AIL, they instinctively build themselves a perimeter within which to operate. In other words, they box themselves in either out of fear or

limited thinking.

Over time, it’s also easy to get comfortable with a routine that allows us to achieve a certain level of success with a predictable amount of effort and we are lulled into complacency. It’s ironic that we sometimes fear success as much as we fear failure.

How big is your tank? How much room have you given yourself to grow? Have you limited yourself by your own thinking? And the big question: have

you outgrown your tank?

It is now the fourth quarter of the year; 2012 is winding down. I encourage you — no, I challenge you — to take a good look at where you are and where you want to be. Think back to the goals you set for yourself at the beginning of the year. Have you achieved them? Was it easy? Was it too easy? Did you play it too safe? Are you settling for less than you are capable of achieving?

This is the absolute perfect time to kick things up a notch. Focus on beefing up your end-of-year earnings, take advantage of the new Personal Recruiting Bonus, and increase your momentum in Q4 to help end the year strong, and, more importantly, rocket into 2013!

Actor/director Jamie Paolinetti said, “Limitations live only in our minds. But if we use our imaginations, our possibilities become limitless.”

It’s time to blow the tank, head for the open ocean and swim with the big fish.

: spotlight

Published monthly by American

Income Life Insurance

Company for the dissemination of information to its Producers. Prior permission must be

obtained from American

Income for reproduction or other use of material herein.

Managing Editor Sam Yarbrough syarbrough@ailife.com

Writer & Copy Editor Leah Fry Icfry G ailife.com

Lead Designer Annalee MacFie amacfie @ ailife.com

Graphic Designer Jonathan McGinnis jpmcginnis@ailife.com

Multimedia Designer Curtis Kenney cekenney @ailife.com

Contributors Becky Brown Karen Curtis Paula Clements Barbara DuPree Carrie Eckles Lana Giebe

Angel Henderson Mary Lampert Lisa LaValley Mufieca Moody- Yanez Pat Nevarez

Teri Porter

Amy Rivera Robyn Talley LaTonja Wilkerson Rhonda York

Home Office 254-761-6400

Web Sites www.ailife.com www.nilife.com aillaptopondemand.com www.ailacademy.com www.mylifeatail.com www.mylifeatnilico.com www.ailnews.com

Social Media

Recruiting Support

www.ailife.com/recruiting

Life Insurance Company

li direct code training bonus

sga career track New Markets Opening & Expanding

There is a growing need for ambitious leaders.

AIL/NILICO is looking for MGAs and GAs wanting to pursue the SGA Career Track. If you are interested, speak to your SGA, then send an email to: futuresga@ailife.com.

g ра. 04

new location for 2013 convention

pg. 08

leadership academy

total bonuses paid out This month AIL and NILICO paid a total of $2,632,614 in bonuses. For more information on the monthly bonuses, turn to Page 32-37.

Total: $2,632,614

pg. 16

closer to

required retention rate the heart

Effective Jan. 1, 2012, to be eligible for bonuses and be featured in Spotlight, Producers must meet the required Retention or the minimum Net to Gross. Net to Gross varies based on bonus guidelines and is used only during the Producer's first eight months. The rates listed below are for Spotlight recognition only.

Retention: 69.096 Net to Gross: 7896

pg. 19

personal recruit production bonus

pg. 20

dates to remember

eApp business and paper applications subject to the 7 day hold

should be uploaded or sent to Home Office by Wednesday 11/21 before 2:00 P.M. CST. Paper apps for areas excluded from the 7 day hold and PR credits must be at HO by Wednesday 11/28 to

count for November production.

LOOK FOR ME!

*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 2013 Awards Presentation, are: the top SGA from each category based on YTD First Six Month Objective Percentage plus YTD Net ALP growth percentage, the top two RGAs, the top five MGAs, the top five GAs, the top SA, and the top ten Individual Producers, the top two PR Representatives from each category, and the top three PR Managers. You can view the 2013 Convention Qualifications online at www.ailife.com or www.nilife.com. Check your production! If there is an asterisk by your position, you could be on your way to stay at the wonderful Hilton Riverside located in New Orleans, Louisiana! The convention will be held June 2-5, 2013.

ШЕШІ

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Папе з90/0991

54,626 Surace-Smith

ALBERT SERUR

$3,740 Simon Arias

Field Training Bon Income each Month!

GONTEST EXTENDED!

ШІНШІ

53-587 Surace-Smith

BRODIE FISCHER

$2,784 Imran Satti

ASHLEY WENNING

52,713 Surace-Smith

SEPTEMBER BONUS LEADERS

Name

Marc Salvaggi Albert Serur Andre McCallum Brodie Fischer Ashley Wenning Vatapuia Vavau Shelly Cullen Brian Allt

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14 Pamela Altman

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04 Spotlight October 2012 Il Leap of Faith

Bonus

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SGA Surace-Smith Simon Arias Surace-Smith Imran Satti

Surace-Smith

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Surace-Smith Surace-Smith Matthew Hogan Theodore Pappas Surace-Smith Surace-Smith Brandon Cooley Surace-Smith Simon Arias Brandon Cooley Josh Chalom Oldham-Bianchi Brandon Cooley Simon Arias Simon Arias

Desi Dimitrova

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Gian-Paolo Diberardo

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Bonus $1,827 1,804 1,788 1,753 1,750 1,733 1,710 1,701 1,689 1,591 1,549 1,541 1,536 1/532 1,531 15527 1,525 1,505 1,503 1,498 1,497 1,496 1,492 1,475

1,458

September Bonus Payout $336,979

September Bonus Qualifiers 683

SGA

Surace-Smith

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Fred Hadayia David Hausman Surace-Smith Imran Satti Surace-Smith Richard Correa Brandon Cooley Imran Satti David Hausman Simon Arias Joseph Diecedue Eric Neal Surace-Smith Desi Dimitrova

Imran Satti

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Surace-Smith Cindy Furer Williams-Zophin Matt Henderson Theodore* Pappas Altig-Orlovic » ө %

Please Note: All qualifiers listed achieved at least $500 in bonus totals.

Contest ends

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Ileana Rosas Tyler Stewart Jeremy Hernandez David Schanuel Kevin Grenoble Cameron Moore Hector Carrillo Joshua Franco Michael Brunello Ho Tran

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Bonus

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December 31st, 2012. For full bonus details, visit www.ailife.com/arc/spotlight.aspx

SGA

Steve Greer Fred Hadayia Brian Traboulay Williams-Zophin Cohen-Cohen Simon Arias

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Tim McAdams Steve Friedlander Matt Henderson Imran Satti Oldham-Bianchi Steve Friedlander Giglione-Ackerman Surace-Smith ltig-Orlovic ldham-Bianchi ldham-Bianchi ldham-Bianchi illiams-Zophin ltig-Orlovic Chad Deley Surace-Smith Williams-Zophin Altig-Orlovic-Hay Steve Friedlander Imran Satti Joseph Diecedue

DzOOoO»Pm

Name Bonus Mark Harhager $876 James Summers 864 Ronald Kutruff 856 Dustin Brooks 855 Sean Velasquez 854 Jaman Testerman 854 Kascey Williamson 849 Shaun McDonald 846 Brendyn Muise 843 Anthony Theriault 838 David Rigney 836 Shahab Mahdavinejad 833 Austin Wallace 831 Brady Braaten 821 Zaid Jian 820 Michelle Malinov 819 Valerie Cormier 808 Elaine Kulawiak 801 Karolina Debek 800 Ashley Delevieleuse 799 Starlet Luczon 794 Bruce Viaje 790 Anita Ferris 790 Gary Slocum 790 Jesse Spencer 788 Jason Green 787 Bobby Beatty 782 Preeti Sahgal 781 Darrell Asbell 175 Paul DeRenzo 769 Brandi Hershey 749 Alan Pazmoran 742 Mark Gorman 741 Jasmine Milton 739 Videl Seymour 738 Jason Engelman 137 Bryan Blust 736 Joseph Walaan 135 Jamie Perse 734 Raymond Balestra 734 Kyle Taylor 734 Dustin Edgell 125 Juan Cardona 722 Alisha Armand 717 Christine Barbour 715 Peter McEnaney 712 Ryan Hernandez 704 Delilah Abuosba 702 Rafael Verde 692 Megan Herickhoff 684 Tyler McKnight 684 Branislava Nikoltchovska 678 Manuel Chavez 668 John Leggio 655 Carlos Otero-Villalba 654 Ryan Leong 651 Donald Dowbor 645 Ross Budweg 633 Jordan Freeman 631 Andrew Cavicchi 630 Marian Sertler 624 Samuel Nudelman 618 Shawn Donnelly 617 Devin Dingey 616 Stephen Darrington 616 Jennifer Kinder 613 Matthew Davidson 604 John Galindo 602 Matthew Gabler 59

Carol Ornellas 589 Angela Pronti 586 Andy Jaikaran 58

Patrick Cotton 578 Jeremy Engrav 576 Tatjana Tikhonov 573 Yolanda Richardson 57

Jason Wilk 57

Jamie Gardner 552 Nicole Rex 55

Kristopher Washington 550 Michael Gerstein 550 Paavo Cymanow 546 Robert Burdi 543

SGA

Matt Henderson Theodore Pappas Simon Arias Jeffery Thiel Cohen-Cohen Cindy Furer Chris Hernandez Altig-Orlovic Altig-Orlovic Surace-Smith Scott Rehberg Theodore Pappas Simon Arias Alt-Orl-Venekamp Alex Roland Giglione-Ackerman Steve Greer Oldham-Bianchi Sabrina Lloyd Philip Prata Altig-Orlovic Altig-Orlovic Steve Friedlander Desi Dimitrova Oldham-Bianchi Paul Rumbuc Jeremy Welch Josh Chalom Altig-Orlovic Simon Arias Brandon Cooley Josh Chalom Simon Arias

Bob Olson

Chris Hernandez Jatoft-Foti Joseph Diecedue Simon Arias Surace-Smith Simon Arias Travis Moody Paul Rumbuc

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Bob Wingate Theodore Pappas Matt Henderson Jatoft-Foti Mark Hancock Tiffany Roland Steve Greer Scott Davis Sabrina Lloyd Surace-Smith Laura Fisher Surace-Smith Surace-Smith Dorian Oldham Matt Henderson David Hausman Cohen-Cohen Altig-Orlovic Surace-Smith Matt Henderson Chad Deley Chris Hernandez Jatoft-Foti Slav Bitman, Simon Arias е Brandon Cooley Steve Friedlander Scott Sonnenberg? Giglione-Ackerman Philip Pfata ө Sabrina Lloyd

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Steven Huenergardt

Ben Carpenter

Matthew Cartwright

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Bonus $541

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Leap of Faith ТІ Spotlight October 2012 07

Е.)

The 2013 Convention has been rerouted їо ^O EXCITING NEW OFLEAN

- Ea s

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2013 CONVENTION DATES & DESTINATION CHANGED

New Dates: June 2-5, 2013 New Destination: Hilton Riverside, New Orleans, Louisiana Join us in the city famous for fantastic food, music and a party atmosphere!

For details regarding the change of venue for our Convention, visit the Agency Resource Center. www.ailife.com/arc/spotlight.aspx

Susan Fuldauer

Vice President of Public Relations Field Operations

Public Relations: Blazing the Trail

Trailblazer: by definition, one that blazes a trail, an innovative leader in a field, a pioneer. This could very well be the definition of our Public Relations team. While we connect with and service our niche markets, our representatives are on a constant search for new ways to make new connections with working families. As the pioneers of old kept pushing into new frontiers, so our PR team goes, blazing new

trails in search of additional opportunities to generate quality leads for

our agency partners.

One of our goals as we move into 2013 is to find those new connections, to find yet another pathway where working families are connected. We know that what we do through activism, advocacy, financial support and benefits makes a difference in our workers’ lives. Through our benefits, we protect and support our working families. What we do is important and our PR team understands the value that our lead provides not just to our agency force, but to our families, as well. That’s driven home each time a claim check is delivered.

Team PR will never exist as its own entity. It takes a solid partnership with our agency sales force that protects our current group relationships through a mutual respect for the membership we have the privilege to serve. With that partnership, we also

have a shared goal of identifying new opportunities for lead generation that will create future growth. Additionally, we have weekly peer to peer communications within Team PR to glean information on new opportunities within our current markets. Our Washington, DC office keeps us connected politically, providing new relationships to be developed and current relationships to

be strengthened through our unyielding support for the working family agenda. We are relentless in creating and maintaining those critical relationships needed to not only build but also maintain our lead inventory. We understand the value that the lead has

for the growth of the company. It is the seed that provides the opportunity for our partner agents. The lead grows the referral tree and ultimately the POS branches.

i “We are relentless in creating and maintaining those critical relationships needed to not only build but also maintain our lead inventory. ??

[UM

As we close out 2012, we are already looking to 2013, to solidifying our current relationships and to uncovering new connections we can make to further develop our current markets and reach out into untouched groups.

We are trailblazers. We are sharpening our tools and planting those all important seeds that will provide future growth for us all.

Leap of Faith Bl Spotlight October 2012 09

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NAME # SGA NAME # SGA NAME # SGA NAME # SGA NAME # SGA NAME # SGA NAME # SGA Victoria Wippich 5 Chris Hernandez Sara Alvarez 2 Eric Cochran David Frederick 2 Mark Hancock Cody Walker 2 Раш Rumbuc Nadezhda Vitchev 2 Cindy Furer Karolina Debek 2 Sabrina Lloyd Ayman Elsalhy 2 Williams-Zophin Rajendra Narine 4 Géiglione-Ackerman Jennifer Leonard 2 Егіс Cochran William Volk 2 Mark Hancock Tay Krause 2 Javier Sandoval Michael Gerstein 2 Giglione-Ackerman Brandon Baker 2 Travis Moody Brian Jerome 2 Williams-Zophin Benjamin Gilbert 3 Steve Friedlander Robin Delahoussaye2 Соһеп-Соһеп Delvin King 2 Jeremy Harbin Chantal Landry 2 Imran Satti Mark Danner 2 Steve Greer Kyle Taylor 2 Travis Moody Madai Price 2 Williams-Zophin Katie Cetina 3 Jatoft-Foti Gretchen Spain 2 Brandon Cooley Joshua Williams 2 Jeremy Harbin Scott Wheeler 2 Imran Satti Jordan Freeman 2 Steve Greer Jarred Sykes 2 Eric Neal Amanda Zophin 2 Williams-Zophin Rainiel Germosen 3 Cisco Perez William Brookshire 2 Richard Correa John Galindo 2 David Hausman Billy Jones 2 Scott Sonnenberg Tim Schroeder 2 Steve Greer Brian Hutchings 2 Oldham-Bianchi Juan Cardona 2 Bob Wingate Mark Diebolt 3 Paul Rumbuc Amie McCracken 2 Richard Correa Tamoy Redwood 2 Matt Henderson William Warren 2 Scott Sonnenberg Thomas Soloweyko 2 Steve Greer Jesse Spencer 2 Oldham-Bianchi Jeremy Hernandez 2 Bob Wingate Lisa Smith 3 Scott Sonnenberg Christian Adkins 2 CunnirghamWexhespon: Victor Rosario 2 Matt Henderson Pamela Altman 2 Surace-Smith Edward Davidson 2 Mark Hancock Alisha Armand 2 Theodore Pappas Michael Roe 2 Bob Wingate Denise Hewison 3 Surace-Smith Steven Chen 2 ConinghamWethasom Corey Moore 2 Chris Hernandez Robert Drake 2 Surace-Smith Cory Hobbs 2 Mark Hancock David Rigney 2 Scott Rehberg Eric Peyton 3 Surace-Smith Joshua Fitzgibbon 2 CunnrehamWexhespon Brittany Knight 2 Sabrina Lloyd Adam Huck 2 Surace-Smith Carlos Otero-Villalba2 Matt Henderson Darrell Nelsen 2 Tiffany Roland Jonathan Tomko 3 Surace-Smith Ashley Gregg 2 CunnmphamWexhespa Michael Turney 2 Sabrina Lloyd Kyle Lewicki 2 Surace-Smith Reuben Rios-Cruz 2 Matt Henderson Patrick O’Brien 2 Paul Rumbuc Dustin Brooks 3 Jeffery Thiel Tia Willoughby 2 CunminghamWexheom Melody Short 2 Travis Moody Jessimi Lewis 2 Surace-Smith Larry Finch 2 Matthew Hogan Brian Allt 2 Imran Satti George Angulo 2 Altig-Orlovic Ronald Esmon 2 Joseph Diecedue Robert Martin 2 Dorian Oldham Samuel Nudelman 2 Surace-Smith Kristan McConnell 2 Matthew Hogan Keith Coscia 2 Surace-Smith Yihao Chen 2 Altig-Orlovic Christopher Akins 2 Laura Fisher Daniel Bernard 2 Oldham-Bianchi Robert Richman 2 Surace-Smith Charles Mickens 2 Matthew Hogan Matthew Cosic 2 Surace-Smith Virginia Lee 2 Altig-Orlovic Joseph Tierno 2 Laura Fisher Michele Kirk 2 Oldham-Bianchi Ashley Wenning 2 Surace-Smith Milena Arceo 2 Jatoft-Foti Tony Geer 2 Surace-Smith Starlet Luczon 2 Altig-Orlovic Richard Troop 2 Laura Fisher David Kirst 2 Oldham-Bianchi Wendy Pierre 2 Williams-Zophin Harold Durana 2 Jatoft-Foti Kevin Holtz 2 Surace-Smith O Brendyn Muise 2 Altig-Orlovic Andrew Paogofie 2 Steve Friedlander Nicholas Moore 2 Oldham-Bianchi Leslie Austin 2 Bob Wingate Joshua Franco 2 Chris LaFond Christopher Newman 2 Surace-Smith Randy Ocampo 2 Altig-Orlovic Ronnie Patea 2 Steve Friedlander Anthony Ventura 2 Oldham-Bianchi Lisset Melendez 2 Matt Wolfanger Christine Jesoraldo 2 Chris LaFond Anthony Theriault 2 Surace-Smith Brian Sampley 2 Altig-Orlovic Altaf Drew 2 Giglione-Ackerman Anthony Batista 2 ‘Theodore Pappas Darwin Roman 2 Gevorg Yanukyan Dennis Urbanowski 2 Chris LaFond Daniel Doherty 2 Jeffery Thiel Michelle Crowe 2 Simon Arias Valerie Cormier 2 Steve Greer Christian Ortiz 2 Philip Prata Kasie Greenwalt 2 Michael LiBassi Justin Wise 2 Jeremy Welch Carlos Myers 2 Slav Bitman Viona Lestage 2 Steve Greer Treston Teague 2 Alex Roland Q NAME # SGA NAME # SGA NAME # SGA NAME # SGA NAME # SGA NAME # SGA NAME # SGA NAME # “56А Jacqueline Kosalek 7 Oldham-Bianchi London Burnett 5 Surace-Smith William Flournoy 3 Steve Greer Levi Stearns 2 Altig-Orlovic Doreen Ryan-Foti 14 Jatoft-Foti Sebastian Kazek 5 Matt Henderson Travis Picklesimer 4 Surace-Smith Bobby Szwaja 3 Theodore Pappas Peter Van Der Westhuizen 6 Richard Correa David Guzman 5 Surace-Smith Joseph Hagerman 3 Jeremy Harbin Steven Stensrud 2 Altig-Orlovic Brett Gryska 12 Oldham-Bianchi Rebecca Klebsch 5 Chris Hernandez Nicholas Zangardi 4 Surace-Smith Ala Awad 3 Alex Roland Tevita Tapouniua 6 Steve Friedlander Steve Marker 4 Altig-Orlovic-Hay Vernin Vigier-Reynoso З Matt Henderson Sara Vaz 2 Altig-Orlovic Mathew Hart 11 Surace-Smith Robert Janev 5 Sabrina Lloyd ChristopherMcMenomy 4 Jeffery Thiel Matt Pflueger 3 "Tiffany Roland John Napiza 6 Jatoft-Foti Prentiss Parker 4 Соһеп-Соһеп Antonio Evans 3 Chris Hernandez Paul DeRenzo 2 Simon Arias Zachary Hart 11 Surace-Smith William Parmeter 5 Oldham-Bianchi Aaron Ralston 4 Jeremy Welch Michael Lipetri 3 Javier Sandoval Ashley Delevieleuse 6 Philip Prata Darren Danico 4 Laura Fisher Joy Nardone 3 Chris LaFond Ronald Kutruff 2 Simon Arias Angel Sanchez 10 Scott Sonnenberg Richard Henry 5 Alex Roland Noel Rose 4 Williams-Zophin Jonathan Beaird 3 Scott Sonnenberg Daniel Rapp 6 Jeffery Thiel Tere Diamond 4 Steve Friedlander Michael Romeo 3 Oldham-Bianchi Raphael Musto 2 Simon Arias Ofa Tupouniua 8 Steve Friedlander Steven King 5 Paul Rumbuc Dwelyn Smith 4 Bob Wingate Christopher Osborn3 Scott Sonnenberg Kyle Wrobel 5 i Cynthia Schneiderman4 Sabrina Lloyd Delilah Abuosba 3 Bob Olson Lawrence Reardon 2 Simon Arias Michael Laramie 8 Steve Greer Nigel Crowe 5 Williams-Zophin Hunter Houvener 3 Altig-Orlovic Ryan Bisanz 3 Brian Traboulay Vatapuia Vavau 5 Steve Friedlander Jennifer Kinder 4 Dorian Oldham Maria Ramirez 3 Bob Olson Antonio Reyes 2 Simon Arias Timothy Kieran 8 Chris LaFond Kyle Johnson 5 Williams-Zophin David Iriye 3 Altig-Orlovic Christine Judge 3 Jeremy Welch Tamecka Dixon 5 Giglione-Ackerman Jasmine Milton 4 Bob Olson David Rockway 3 Bob Olson "Tyler Stewart 2 Simon Arias Ransey Vazquez 8 Bob Olson Кеуіп Appasamy 4 Altig-Orlovic John McGrath 3 Altig-Orlovic Kasali Kotun 3 Williams-Zophin Eluerecia Guzman 5 Maria Greene Bruce Kaminski 4 Alex Roland Danielle Arena 3 Cisco Perez Tammy King 2 James Bailey Elias Hazen 8 Surace-Smith Blake Higuchi 4 Altig-Orlovic Peer Shmelzer 3 Altig-Orlovic Fritznel Octave 3 Williams-Zophin Donald Dowbor 5 Mark Hancock DeAnthony Hartman4 Paul Rumbuc Timothy Wilson 3 Philip Prata Drew Frazier 2 Slav Bitman Mack Doby 7 Joseph Diecedue Christopher Hintz 4 Altig-Orlovic Ryan Stenglein 3 Altig-Orlovic Denise Berrios 3 Bob Wingate Alexander Dorey 5 Imran Satti Daniel Walton 4 Surace-Smith Minh Phung 3 Scott Rehberg Yolanda Richardson 2 Slav Bitman Ryan Hall 7 Таша Fisher Nicholas Lorence 4 Altig-Orlovic Matthew Willrodt 3 Alt-Orl-Venekamp Joel Moran 3 Matt Wolfanger Kristopher Washington 5 Scott Sonnenberg Josh Wheeler 4 Surace-Smith Jason Green 3 Раш Rumbuc Aldina DaRosa 2 Josh Chalom Stephen Hill 7 Steve Friedlander Jonathan Maust 4 Altig-Orlovic-Hay | Michael Clemente 3 Simon Arias Rachel Wade 3 Eric Cochran Nicole Sanders 3 Surace-Smith Preeti Sahgal 2 josh Chalom Magda Figueiredo 7 Giglione-Ackerman Matthew Diulus 4 Simon Arias Brian Welsh 3 Simon Arias Craig Winkelman 3 Соһеп-Соһеп Jonathan Phillips 3 Jeremy Welch Tara Weisz 2 Josh Chalom Matthew Girard 7 Maria Greene Michael Woods 4 Slav Bitman Patrick Knouse 3 James Bailey Gian-Paolo Diberardo 3 Brandon Cooley Christopher Earle 3 — Williams-Zophin Ahmad Abdollahzadeh-Parsa2 Cohen-Cohen Zach Otto 7 Sabrina Lloyd Byron Paz 4 Josh Chalom Christine Weatherspoon3 Mark Beckford Brooke Spain 3 Brandon Cooley Ryan Hernandez 3 Bob Wingate Brandi Hershey 2 Brandon Cooley Raymond Risucci 7 Dorian Oldham Stacey Davis 4 Samantha Chui Kellen Cuttance 3 Slav Bitman Todd Glazer 3 Joseph Diecedue Tiare Hubbard 2 Altig-Orlovic Erin Allen 2 Richard Correa Stephen Jubrey 7 Oldham-Bianchi Kiet Truong 4 Соһеп-Соһеп Jordan Chalom 3 Josh Chalom O Thaddeus Stansberry 3 Joseph Diecedue Cameron Kline 2 Altig-Orlovic Russell Trujillo 2 Richard Correa Robert Shafer 7 Scott Rehberg Jesse Remby 4 Scott Davis Herman Fennell 3 Samantha Chui Lorenzo Lameko 3 Steve Friedlander Jahara Lewis 2 Altig-Orlovic Preston Turner 2 Richard Correa Caleb Douce 7 Jeffery Thiel Ricardo Grandt 4 Laura Fisher Astrid Cartagena 3 Егіс Cochran Scott Davison 3 Steve Greer Nicholas Powell 2 Altig-Orlovic Rachel Arenas 2 Chad Deley Henry Ingraham 7 Williams-Zophin Andre Hawthorne 4 Laura Fisher Kody Kramme 3 Eric Cochran Scott Patterson 2 Joseph Diecedue Andrew McQuade 6 Richard Correa Simon Rolland 4 Steve Friedlander Tiffany Madsen 3 Eric Cochran Kevin Talbot 2 Joseph Diecedue Joshua Jackson 6 Joseph Diecedue Craig Strompf 4 Cindy Furer Marko Jankovic 3 Cohen-Cohen Mark Hileman 2 Desi Dimitrova Carl Nazaire 6 Giglione-Ackerman Mark Corkrean 4 Steve Greer Jared Cleckner 3 Brandon Cooley Shawn Donnelly 2 Laura Fisher Moswen Taylor 6 Mark Hancock Cara DeFiore 4 Chris Hernandez Krista Thieme 3 Brandon Cooley Jonathan Santiago 2 Laura Fisher Richard Nicholson 6 Jeremy Harbin Brandon Teter 4 Matthew Hogan Kyle Klipp 3 Richard Correa Daniel Fifita 2 Steve Friedlander Marian Sertler 6 Sabrina Lloyd Jake Yagjian 4 Chris LaFond Eric LaBossiere 3 Chad Deley Philip Roffi 2 Cindy Furer Brent Arbour 6 Cisco Perez Mark Kukielski 4 Eric Neal Randall Cook 3 Joseph Diecedue Eric Trautloff 2 Cindy Furer George Noujaim 6 Philip Prata Bryan Peters 4 Eric Neal Sharif Grays 3 Cindy Furer Robert Kanaan 6 Imran баса Cherie Adams 4 Bob Olson Kenneth Greer 3 Steve Greer Emmanuel Villasenor 6 Bob Wingate Melne Lewis 4 Bob Olson Samuel Cohen 3 Fred Hadayia Troy Plummer 5 Altig-Orlovic-Hay Levar Morgan 4 ‘Theodore Pappas Mitch Duplantis 3 David Hausman Stephen Jeung 5 Cohen-Cohen Ryan Wilson 4 Philip Prata Jessica Wilhite 3 Matthew Hogan Jimmy Tchen 5 Brandon Cooley Darcy Schrieber 4 Paul Rumbuc Sarai Castanon 3 Jatoft-Foti Lucky Faaitiiti 5 Steve Friedlander Rodney Ward 4 Раш Rumbuc Brookalyn Stillwagon 3 Christopher Jordan Evan Holzhauer 5 Géiglione-Ackerman Robert Dunn 4 Surace-Smith Carlo Bonifazi 3 BobOlson Richard Barbour 5 Steve Greer Darron Hacker 4 Surace-Smith Natalie Linker 3 Bob Olson Q John Hancock 5 Mark Hancock Matthew Parks 4 Surace-Smith Jason Bratin 3 Theodore Pappas

GA continued

o 9,

Leap of Faith Й Spotlight October 2012 11

ub. ( Bo; e й BANS

ш Mike Sheets

Director of Needs Based Sales

The Money Cycle

In the field, there's one thing that makes the biggest impact on whether an agent writes business that day more than anything else.

'The biggest factor is simple: Presentations.

Nothing happens until you give a presentation. Preparation is important. Drop bys, phone calls, appointment booking from the field, smart scheduling, and more go into setting up a great day in the field, but the biggest win comes when you give a presentation.

You can't win if you're not in the game, and the only position to win in the field is when you are giving a presentation.

If you want to help more families and make more sales, you have to give more presentations. And if you want to give more presentations, you have to have more appointments booked. You also have to have more of the right appointments booked, and without a doubt, the best appointment is a referral appointment.

Don' get me wrong, any lead truly is a good lead. It's simply a reason to speak with someone, and a reason to help a family. But when it comes to referrals, the same amount of work goes farther. Over the past few months, referrals have had a closing ratio 3596 higher than any other lead: 35% of your “nos” turned into “yeses!” just because they were referrals.

It's the money cycle: More Referrals - More Presentations - More Sales. And with the laptop presentation, getting referrals has never been

easier. All you have to do after each No-Cost video is simply ask, “Who do you want to sponsor first?” Then say, "Who's next?"

12 Spotlight October 2012 Il Leap of Faith

Cose 9 Ч

That’s it. Those two sentences will dramatically increase your referral collection, which will increase your presentations, and we all know where that leads! When you log your referrals into the laptop, you also get more.

С you want їо help тоге families and make more sales, you have to give

more presentations.?? Se

Don’t forget to use the Laptop on Demand website to also see referral collection in action. You can see referrals collected from all the No-Cost videos, and also see how to give a referral presentation

(see page 14). Whatever your goals are for the 4th quarter, the more presentations you give, the bigger impact you will have. And the more referrals you

have to work, the more presentations you will give!

www.aillaptopondemand.com

MOST COMMON OBJECTIONS:

1. "I ALREADY HAVE INSURANCE.” Remind them that the Needs Survey has clearly established the need. You used their input to identify gaps in their existing coverage and presented solutions to those needs.

2. "| WANT TO THINK ABOUT IT.” Procrastination isn't really an objection; it's masking another concern. Ask questions to get to the іше reason.

3. TM NOT INTERESTED.”

This also isn't really an objection; it is pointing to another concern. Listen to

what the prospect has to say, then ask questions to get to the true reason.

—

naperfect world, every presentation

ends in a sale. It doesnt always work

that way in real life. An objection is your prospect telling you why he/she isn't ready to commit to the needed protection for their family.

In almost every case, the previous objections are masking the real concern:

4. "| CAN'T AFFORD IT." This is a legitimate objection, but the Needs-Based Presentation can help you handle it. Reduce the coverage face amounts, one item at a tive, for the proposed insured and the spouse (if applicable). Recalculate and see if that makes the customer more comfortable. The key point is to leave the full needs picture in place and reduce the cost. Do not take away any of the products.

To see an entire role-played presentation, including the expanded and revised Objections/Down Closing segment, visit www.alllaptopondemand.com

ap of Faith Й Spotlight October 2012 |

WHEN: Whenever you want it, online 24/7

Supplemental multi-media training on the AIL Needs-Based Sales Presentation is available at

WWW, AILLAPTOPONDEMAND.COM

WHO: Field Agents

Email = sales@ailife.com PW = LaptopNow Agency instructors, talk to your manager or Needs-Based Trainer for log-in credentials.

WHERE: On your laptop and the most popular Internet-enabled smart phones, tablets and PDAs

WHY: Being comfortable and confident with the Needs-Based Presentation raises your credibility and professionalism!

VS WTA

Domenico Bertini

Vice President of Field Operations

Action Exercises for 2013

Know the true value of time; snatch, seize, and enjoy every moment of it. No idleness, no laziness, no procrastination: never put off till tomorrow what you can do today. — Lord Chesterfield

As we approach the end of 2012, we are also approaching the season of New Year’s resolutions, all those decisions we make for change as of the 1st of the year, and almost none of them get implemented. Been there yourself?

If you have, I propose a new way of making good changes:

1. First things first: you need to identify the primary cause for where you are today, so you can do different things to get better results in the future. Normally, this is done going backwards. For instance, if you are not making enough sales, you just look at the number of appointments and presentations you are making weekly and then decide you need to see more people through getting more referrals. Easy, no?

2. Take control of your life. Stop thinking that you are working for American Income/National Income or your SGA. You are working for yourself. You are the President and CEO of your own company and you have a commitment to grow your

company and your people. Start acting like a CEO.

3. Think about what you think most of the time. If it has nothing to do with your business, how to improve your life and the lives of the people around you — family, friends, neighbors, etc. — you need to change your thinking immediately. Identify the values, qualities of other people that you most admire, and take actions to incorporate those attributes into your value system. Think about those times

when you really felt good about yourself. What did you do then, what did you say, how can you create more of the

experiences that give you your greatest feelings of self-esteem?

£615 not too early to start thinking and planning. ?? SS SS

4. As the end of the year approaches and 2013 is at the door, what were your greatest fears in 2012? How would you have behaved in those moments, if you had no fear at all? What would you do going forward, if you had no fear at all? I would ask anyone I meet to buy life insurance. It’s only a matter of time until everyone’s going to need it, and since it is a matter of time, the only way you can beat time at its game is to anticipate it. Buy now, not later.

5. Start doing the things that feed your mind with more of the thoughts, words, people and pictures that are more consistent with the very best person you could and want to be.

What goals do you want to achieve in 2013? It’s not too early to start thinking and planning.

Leap of Faith Bl Spotlight October 2012 15

Capacity Crowd Attends Final Leadership 101 in 2012

The Conference Center at Torchmark's McKinney campus hosted 140 SAs and GAs for the final 2012 Leadership 101 session September 18-20. In addition to members of the AIL/NILICO management team, attendees heard presentations from Regional Sales Directors Steve Kafkis, Martin Groves and Needs-Based Director Mike Sheets.

SGA Steve Greer addressed the group about various aspects of recruiting on Day 1. On Day 2, SGA and Executive Council member Bob Olson shared his insights on the role the

15% Bonus plays in the development of new Agents. Matt Henderson, SGA and Executive Council member, talked about team development on Day 3.

The 2013 Leadership Academy calendar is still in development.

Regional Sales Director Steve Kafkis, CEO Roger Smith, 101 attendee Dean Jensen (Greer Agency) and SGA Steve Greer chat during the morning break on Day 1

"Leaders don't wait. They shape their own frontiers." — Anonymous

16 Spotlight October 2012 Ш Leap of Faith

For further inspiration, visit www.ailacademy.com.

Rob Falvo

Executive Vice President AIL & NILICO

Managing ABOVE the Expectation

"Pride is a personal commitment. It is an attitude which separates

excellence from mediocrity."

In my experience, being a member of any team requires a sense of pride — pride in yourself, the other members of your team, and in the day-to-day activities executed together with

the team.

It's amazing what we as a team/company have accomplished and what we will accomplish when there is a shared sense of pride in everything we do, both together and apart.

Take a moment to consider this.

I'm sure it won't be hard to identify a time where your own pride contributed to the success of your team or a team you played on or group you were a part of.

Pride is an infectious motivator. It helps to lift up when there might otherwise be a reason to be down. It causes an entire team to focus on quality execution. It may even be the single

difference between your team's success and failure at times.

Despite, or maybe as a consequence of this, the team owns

the results of their efforts.

Team pride is the natural consequence of individual pride. * Confront ourselves and people with reality * Focus on ACTUAL performance

*Insist on meeting tough standards

* Transfer ownership of performance to the performer * Have productive conversations * Support and coach * Ask the following questions: 1. Is this the best we can do? 2. Where do we go from here? 3. What does great results/performance look like? Ibegan with a quote by William Blake because it encapsulated

the essence of the fundamental way of ‘me’ thinking that produces ‘we’ thinking. "Pride is a personal commitment."

Leap of Faith Bl Spotlight October 2012 17

da club?

By Jordan Ecarma Photos by Thomas Kelsey

Local homeless center Casa Esperanza received a donation of more than $20,000 from a Texas-based insurance corporation when some of its employees recently visited Santa Barbara for a company retreat.

"| expected a couple hundred,” said John “JB” Bowlin, a Casa Esperanza volunteer coordinator. "My jaw dropped in a great way when they said how much they were giving."

[ f P

„е М : А ; con : E». 7 . : American Income Life, an insurance company that's part of Torchmark "d 1 “. al ч Согр., sends its employees оп company retreats four or five times a year. 9 4 c М2 “ө Calling themselves "Closer to the Heart," the members of this particular gar Te group find ways to give back to each community they visit. For the Santa Barbara trip, 11 volunteers from Closer to the Heart donated time as well as money, serving lunch to the homeless in Casa Esperanza's community

kitchen on Tuesday.

On an average day, about 200 people are served at the lunch, Mr. Bowlin said.

"This is more than | thought it would be. They were so gracious with giving their time," Мг. Bowlin said of the Closer to the Heart group. "I think it's wonderful that they're really digging in and doing great work."

While planning the company retreats, the group specifically looks for ways to volunteer during the visit. "We search for local grassroots organizations where we can pitch in to help those in need,” American Income Life representative Heidi Diecedue said. "We like to make the communities better than they were when we came.” Ms. Diecedue, who contacted Casa Esperanza around two months ago to schedule the lunch, called volunteering at the center a "team-building experience."

la SS d О О r TM E 2 2, є Since the American Income Life representatives are from all around the « 3 af country, volunteering brought them together and helped them to build an inside look at jobs & companies , = 4 5 z 7 = friendships, she said.

Besides providing funding and serving lunch, the group donated professional clothing to Casa Esperanza, which is both an emergency center and a place that helps individuals connect locally and find a permanent place to live.

areer seekers use the Internet to 3 research and investigate our Company. $ "What a great day," noted Imelda Loza, associate executive director That's why we're encouraging your hap Е at Casa Esperanza. “With the lack of support all nonprofits face, having fi Michael Foley, Ex tive Direct f E , hol heck f 20, Я 4 : ) : to keep All's and NILICO's Internet reputation КИСАЕ И а donation ke ns was very needed, We're very grateful to American

positive. One new way you can do that is by Income Life for their generosity.”

posting a positive review about our Company on Glassdoor.com.

Hutchinson, Peggy Smith, Barbie Coleman, Heidi Diecedue, Doreen Foti, Brenda Hadayia, Lisa Olson and Brittany Henderson. Volunteers not pictured: Natalie Plescia and Kevin Smith.

Casa Esperanza, founded in 1999, is located at 816 Cacique St. For more information, go to www.casa-esperanza.org.

Glassdoor.com provides a free inside look at | jobs and companies, all posted anonymously by employees/agents and job seekers. In the first

two quarters of 2012, American Income Life’s 5 2: inm —тё On behalf of Casa Esperanza Homeless Center І would like to thank Glassdoor profile received 84,220 page views, n > . a ^ everyone from Torchmark's (American Income Life Insurance Co.) indicating job seekers use it as a top resource 4 1 volunteer team "Closer to the Heart", for the time volunteering for information about our Company. y 4 S А | and donations, both monetary and of professional clothing. | was н : os a I " able to have lovely conversations with your team and share with

EM | zm | : A ) x them the services that we provide at the Center. Many members

from Torchmark-AIL talked with guests of the Center, shared stories and personally saw how we are able to care for the homeless in

Posting a review is simple and fast: ~ f 3 P our community. | believe that along with being a team building

1. бо to http://www.glassdoor.com/Reviews/American-Income-Life-Reviews-E107579.htm | experience for the Closer to the Heart volunteers, a seed was planted 2. Click on ‘Post a Review т to continue this great volunteerism across the country. We deeply 3. Type in your information in the designated fields, then click ‘Submit Review’. NN appreciate the support at the Center. The clothing that was donated 4 has already touched peoples' lives, giving them а huge boost in their

self-esteem for interviewing.

Keeping our Internet reputation positive — — John “JB” Bowlin

Volunteer Coordinator

helps you with recruiting and retention! Casa Esperanza Homeless Center

qÝ

Spotlight October 2012

Leap of Faith

RIL-NILICO agent the chance to offer “Opportunity Unlimited” to a personal

recruit, plus earn a bonus.. yet not necessarily have to enter into а management contract and train or Oversee the recruit! Though we're sure by now your SGA has outlined this exciting bonus, here is how it works and how YOU can get the most out of it!

ГЕ NEW Personal Recruiting Bonus is underway! This bonus allows every single

ШІ coded agents, both personally producing and those in management, are eligible for this bonus. To be eligible, all personally recruited agents: must be recruited and “hired” (see definitions next page) before December Яя, 2012. There is an on-line confirmation form that you, the recruit and your SGA are required to file with tome Office for each recruit. This bonus kicks in as your recruit(s) achieve the production objectives by March 3131, 2013.

8 j=)

$200 $300

$500 $1000

5200 $300

$500 $1000

$2000 Total Bonus To Date

5500 $1000 $1500

$3000 Total Bonus Code Three $5000 Total Bonus To Date

“ее? j-5

j Recruits =

FIRST. CODE:

When recruit hits $1500 NET ALP Career level

When recruit hits $5,000 MET ALP Career level

When recruit hits $10.000

NET Career level Say you get the full $5,000 and you code more personal recruits.

The bonus starts over with another opportunity to earn $1000 per recruit or another $5,000 for three! Or how about recruit 6 personal recruits for $1OK. Envision 12 personal recruits for 5200 Think of what this extra income could mean to you and your family. The bonus earned on three personal recruits could take care of your entire holiday gift list! Or pay off that credit card, pay for a sweet vacation, etc.

Total Bonus Code One

SECOND CODE:

When recruit hits $1500 NET ALP Career level

When recruit hits $5,000 NET ALP Career level

Personal acquaintances, friends, family. neighbors, bartenders, waitresses, маі workers, the guy behind you at the convenience store, unique or special recruiting efforts AND referrals obtained from in-home recruiting on the laptop!

When recruit hits $10.000 MET Career level

Total Bonus Code Two

THIRD CODE:

When recruit hits $1500 NET ALP Career level

RMS, newspaper, career fairs, Internet postings, colleges - in other words current, traditional recruiting methods.

When recruit hits $5,000 MET ALP Career level

When recruit hits $1O.OOO MET Career level

Ya gotta love it when you can make 3 = 5! And remember, all personal recruits have until March Jl. 2013 to meet the production objectives! Talk to your SGA if you have questions on how the bonus eligibility works.

Leap of Faith Ё Spotlight October 2012

$501

IceBreaker

Lemus Woodridge, IL $15,022 Net ALP Ransey Vazquez MGA Bob Olson SGA

IceBreaker

IceBreaker -

Cheryl

Memory Rochester, NY $14,244 Net ALP Stephen Jubrey MGA Oldham-Bianchi SGA

Ellen

Schultz Rochester, NY $13,903 Net ALP Brett Gryska MGA Oldham-Bianchi SGA

An IceBreaker is a Producer who made his/her first sale in the last 2 calendar months. We will recognize all IceBreakers in the Top 20 Individual Producers list for the month, as well as the next Top 3 in

this category.

September Production

Ф Е G z

Rank

Tevita Tupouniua Katie Massart Joshua Dishong Ryan Kendl Wendy Pierre Rolando Mararac Anthony Stephens Brian Gilmore

Christopher Williams

aE С Ср T) da

Dennis Munro

-. -.

Michaela Sertler

- ІМ

Scott Hanna

E өз

Robert Simmen

E A

Roghie Hassan Loo Sean Grant Benton Tong Michael Sudzina Todd Homer Sione Maumau Jeremiah Wiskeman Ronald Rivera Carmela Pellen Faleuseni Maumau Matthew Fought Kevin Ishikane Nicholas Moore Mynor Lemus Arie Davis Yolette Mompoint Erez Shabtay Roosevelt Jeanty Lily Tchen

Cheryl Memory Trevor Mayer Ellen Schultz Tone Munro

John Salvaggi Kenneth Rienth Ryan Coleman Yvette Nelson James Thompson Jeremy Parks Andrew Sunkin Austin Soboleski Max Quasem Devin Jump Melissa Quintal Daniel Maslanka Tibor Simon Corey Moore

$36,737 27,239 24,981 24,762 24,671 23,604 23,133 21,915 21,633 20,589 19,227 19,175 18,220 17,450 17,381 16,856 16,761 16,746 16,738 16,628 16,363 16,220 16,076 15,352 15,209 15,184 15,022 14,778 14,733 14,596 14,551 14,512 14,244 14,202 13,903 13,860 13,588 13,521 13,490 13,419 13,337 13,302 13,259 13,226 13,090 13,022 12,964 12,951 12,777 12,703

Net to Gross

94 92

100 84 94 97

94 95

98 89 94

100

91 95 100 86 94 100

92 84 94

о N 2 о о Retention a о

70.0 78.6

80.7

82.9

90.5 100.0

75.9 85.0 79.9 85.1 85.3

84.8 88.6

77.6 75.5

84.9

80.2

77.1

88.9

82.0

83.9 74.3 89.6

84.6

< 9) =

Ofa Tupouniua John McGrath Zachary Hart Nicholas Lorence Nigel Crowe Volodymyr Derevyanyy Justin Germany James Keefer Christopher Williams

Robert Janev

David Wang Byron Paz Melne Lewis

Stephen Jubrey Ofa Tupouniua Justin Adams

Ofa Tupouniua Matthew Diulus Daven Hermosura Stephen Jubrey Ransey Vazquez Kyle Johnson Noel Rose

Cherri Xie

Henry Ingraham

Stephen Jubrey Nicholas Lorence Brett Gryska

Matthew Parks Thomas Vena Thomas Vena Justin Adams Dustin Dunlap Bryan Peters Ariana Jones James Keefer

Ryan Mcintosh Mack Doby Andrew Pratt James Raymond Kathryn Chaisson

ALL TIME RECORD: ALAN SEDAGHAT $93,626 Net ALP

< (9) o

Steve Friedlander Altig-Orlovic Surace-Smith Altig-Orlovic Williams-Zophin Altig-Orlovic

Dan Rubio

Simon Arias Simon Arias Steve Friedlander Sabrina Lloyd Williams-Zophin Bob Olson

Josh Chalom Bob Olson Cohen-Cohen Cunningham Wealherspoon Oldham-Bianchi Steve Friedlander Simon Arias Cohen-Cohen Dorian Oldham Steve Friedlander Simon Arias Altig-Orlovic Oldham-Bianchi Bob Olson Williams-Zophin Williams-Zophin Altig-Orlovic Williams-Zophin Cohen-Cohen Oldham-Bianchi Altig-Orlovic Oldham-Bianchi Steve Friedlander Surace-Smith Simon Arias

Simon Arias

Simon Arias Surace-Smith

Eric Neal Theodore Pappas Simon Arias Cohen-Cohen Altig-Orlovic Joseph Diecedue Cunningham-Weatherspoon Altig-Orlovic Christopher Hemandez

50.

YTD Production

Alan Sedaghat Joshua Dishong Daniel Toshner Katie Massart Tevita Tupouniua Jesusdieu Portilus Lily Tchen

Max Quasem Ryan Kendl Roghie Hassan Loo Roosevelt Jeanty Richard Luzaich Erez Shabtay Tone Munro Ronald Rivera Bruce Tan

Amy Shui

Michael Burningham Maijargal Sukhbaatar Samvel Tigranyan Mark Neilson

Joey Kennedy Timothy Cruise Justin Germany Bradley Weigand Samson Adelufosi Andrew Sunkin Brian Gilmore Dominic Okonta Casey Sperzel Brock Lampee Mark Bleier

Alex Gonzales Ross Ewen

Ruben Soberanes Robert Ulreich Eugene Kashkin Faleuseni Maumau Michael Stuver Kelly Roschbach Jeffrey Pearce Nicholas Moore Mark Lomonaco Jean Joseph Gabriel Feldmann Michael Schumacher Jamie Perse

Maria Diringer Laura Thornton

Sione Maumau

$381,620 207,485 193,685 190,617 189,423 181,397 178,771 168,632 163,566 148,618 142,404 140,214 135,345 134,949 132,967 129,490 129,436 127,216 124,599 116,274 112,174 109,220 106,664 105,047 103,418 103,184 102,631 102,191 102,001 99,493 99,448 98,036 96,692 95,520 94,963 94,691 94,561 92,283 92,251 91,940 90,561 90,504 90,284 90,189 89,576 88,090 87,974 87,702 87,434 87,318

Net to Gross

94 86

а 5 Ен NS etention

84.3 92.5 70.5 77.2 77.1 89.6 78.6 79.9 80.2 95.9 84.9 82.0 84.8 88.1 86.4 90.5 94.4 82.8 80.7 76.7 76.0 77.6 86.3 85.9 83.9 82.9 73.1 71.3 84.0 81.3 70.9 73.9 77.1 97.3 90.6

70.4 84.3 75.5

83.7 81.3 86.2 77.4 80.6 81.5

< 9) =

Bobby Gujral Zachary Hart Joshua Olin John McGrath Ofa Tupouniua Fritznel Octave

Nicholas Lorence Byron Paz Henry Ingraham

Cherri Xie

Christopher Clark

Richard Mansfield

Erik Graham Nicholas Lorence Ashlynn Orng

Justin Germany Bradley Weigand

Ariana Jones James Keefer Syed Quadri James Allen

Rebecca Klebsch Doreen Ryan-Foti

Doreen Ryan-Foti

Bobby Gujral

Ofa Tupouniua Zachary Hart Samuel Cohen

Sara Welch Stephen Jubrey Michael Burningham Adeyemi Akinade

Thomas Vena Matthew Parks David Wang

Matthew Parks Ofa Tupouniua

ALL TIME RECORD: TONE MUNRO $477,360 Net ALP

< (9) o

Altig-Orlovic Surace-Smith Altig-Orlovic Altig-Orlovic Steve Friedlander Williams-Zophin Cohen-Cohen Cohen-Cohen Altig-Orlovic Josh Chalom Williams-Zophin Altig-Orlovic Altig-Orlovic Steve Friedlander Cohen-Cohen Altig-Orlovic Giglione-Ackerman Altig-Orlovic Samuel Lasala Cohen-Cohen Altig-Orlovic Altig-Orlovic Altig-Orlovic

Dan Rubio Surace-Smith Giglione-Ackerman Theodore Pappas Simon Arias Theodore Pappas Travis Moody Tiffany Roland Chris Hernandez Jatoft-Foti

Scott Rehberg Jatoft-Foti Jatoft-Foti Altig-Orlovic Steve Friedlander Surace-Smith Fred Hadayia Steve Friedlander Oldham-Bianchi Altig-Orlovic Williams-Zophin Brandon Cooley Simon Arias Surace-Smith Bob Olson Surace-Smith

Steve Friedlander

September Production YTD Production

1st Six Mo Agt Net to Gross 1st Six Mo Agt Net to Gross

Retention Retention

$41,770 $42,291 80.4 Matthew Parks — Surace-Smith $224,374 $265,424 Zachary Hart Surace-Smith 32,861 34,935 92 Justin Adams Simon Arias 2. Edward Atkinson 188,942 229,389 84.7 Elias Hazen Surace-Smith 32,018 31,112 87 Zachary Hart Surace-Smith 3. Nicholas Moore 183,349 363,139 75.6 Stephen Jubrey Оіаһат-Віапсһі 29,115 35,814 96 Stephen Hill Steve Friedlander 4. Ronnie Patea 169,743 195,559 96 Stephen Hill Steve Friedlander 28,710 35,763 76.0 James Keefer Simon Arias 5. Adam Huck 161,958 185,844 81.5 Zachary Hart Surace-Smith 6. Nicholas Moore 26,761 50,623 75.6 Stephen Jubrey Oldham-Bianchi 6. Miguel Cotrina 160,030 181,977 69.4 Sara Welch Steve Friedlander 7. Michael Stuver 26,488 26,180 94 Zachary Hart Surace-Smith 7. Robert Biser 157,565 264,589 80 Zachary Hart Surace-Smith 8. Kevin Grenoble 26,383 26,750 97 James Keefer Simon Arias 8. Daniel Bernard 146,791 222,327 79.9 William Parmeter Oldham-Bianchi 9. Robert Biser 22,572 50,993 80 Zachary Hart Surace-Smith 9. Zachary Frentsos 145,587 159,060 86 Robert Dunn Surace-Smith 10. Jonathan Anderson 20,270 22,423 89 Andrew Pratt Cunningham-Weatherspoon 10. Jenna Grula 144,713 169,741 76.0 James Keefer Simon Arias

ALL TIME RECORD: $286,210 1st Six Mo Agt ALL TIME RECORD: $653,097 1st Six Mo Agt ALL TIME RECORD: $286,210 Net ALP ALL TIME RECORD: $959,675 Net ALP

September Production | YTD Production

1st Six Mo Agt Net to Gross 1st Six Mo Agt Net to Gross

Retention Retention

$100,443 $126,535 Zachary Hart Surace-Smith $576,156 $712,235 Zachary Hart Surace-Smith 87,034 105,743 80.8 Matthew Parks Surace-Smith 539,396 763,262 80.8 Matthew Parks Surace-Smith 71,965 75,313 717 Robert Kanaan Imran Satti 477,856 927,918 77.3 Stephen Jubrey Oldham-Bianchi 61,158 108,500 77.3 Stephen Jubrey Oldham-Bianchi 465,174 542,339 71.7 Robert Kanaan Imran Satti 56,705 61,542 777 Robert Dunn Surace-Smith 449,877 709,381 73.2 Matthew Parks Surace-Smith 55,720 130,433 72.5 OfaTupouniua Steve Friedlander 6. Louis Giogaia 381,162 538,289 77.7 Syed Quadri Theodore Pappas 52,719 58,693 78.8 Brett Gryska Oldham-Bianchi 7. Anthony Theriault 344,260 480,119 78.9 Zachary Hart Surace-Smith 51,283 57,798 80.7 Lucky Faaitiiti — Steve Friedlander 8. London Burnett 334,863 492,059 71.3 Mathew Hart Surace-Smith 47,776 67,795 83.1 James Keefer Simon Arias 9. Elaine Kulawiak 329,614 476,747 76.6 Brett Gryska Oldham-Bianchi 46,683 48,444 86 Thomas Vena Simon Arias 10. Zachary Santino 325,387 449,058 76.4 Stephen Jubrey Oldham-Bianchi 11. Christopher Earle 43,768 48,105 94 Kyle Johnson Williams-Zophin 11. Tevita Tupouniua 317,620 585,713 72.5 Ofa Tupouniua Steve Friedlander 12. Ryan Fickert 43,704 45,344 78.2 Dustin Dunlap Surace-Smith 12. Vatapuia Vavau 301,990 352,328 80.7 Lucky Faaitiiti Steve Friedlander 18. Gian-Paolo Diberardo 42,401 41,956 87 Krista Thieme Brandon Cooley 13. Kevin Holtz 300,716 431,010 70.6 Nicholas Zangardi Surace-Smith i 14. Tyler Stewart 40,178 64,989 78.8 Aaron Parks Simon Arias 14. Tyler Stewart 286,632 399,456 78.8 Aaron Parks Simon Arias 4 | 15. London Burnett 38,038 60,202 71.3 Mathew Hart Surace-Smith 15. William Myatt 283,279 338,923 70.4 Chad Panzer Brandon Cooley қ U m. | 16. Jennifer Kinder 37,755 44,703 70.9 Raymond Risucci Dorian Oldham 16. Josh Wheeler 273,512 289,224 85 Robert Dunn Surace-Smith | - ШІ b 17. Lawrence Reardon 36,859 37,387 92 Thomas Vena Simon Arias 17. Timothy Wilson 268,715 288,071 73.5 Ryan Wilson Philip Prata 18. Nicole Sanders 35,872 68,466 73.2 Matthew Parks — Surace-Smith 18. Daniel Walton 268,673 400,288 80.1 Zachary Hart Surace-Smith 19. Shelly Cullen 35,615 40,261 78.9 Stephen Hill Steve Friedlander 19. Ryan Fickert 266,760 351,285 78.2 Dustin Dunlap Surace-Smith Timothy Wilson 35,497 42,300 Ryan Wilson Philip Prata 20. Anita Ferris 255,135 335,838 81.4 Steven Cox Steve Friedlander

ALL TIME RECORD: $441,104 1st Six Mo Agt ALL TIME RECORD: $1,468,394 1st Six Mo Agt

ALL TIME RECORD: $624,474 Net ALP ALL TIME RECORD: $2,262,883 Net ALP

Rank

September Production

o Е G

D < о = E: [72] v -

Net to Gross

< [9] N

YTD Production

o Е G

1st Six Mo Agt

Net to Gross

< [9] N

1. Zachary Hart $162,128 $256,438 76.7 Surace-Smith Zachary Hart $1,483,207 $2,131,784 76.7 Surace-Smith 2. Brett Gryska 155,250 240,041 73.0 Oldham-Bianchi Matthew Parks 1,051,571 1,620,203 76.3 Surace-Smith 3. Stephen Jubrey 128,132 248,315 78.8 Oldham-Bianchi Justin Adams 1,050,087 1,381,876 72.2 Simon Arias 4. Matthew Parks 120,814 171,023 76.3 Surace-Smith Mathew Hart 846,074 1,226,797 72.6 Surace-Smith 5. Matthew Diulus 100,544 180,782 72.0 Simon Arias Matthew Diulus 834,294 1,241,655 72.0 Simon Arias 6. Justin Adams 96,518 152,437 72.2 Simon Arias Stephen Jubrey 833,138 1,590,050 78.8 Oldham-Bianchi 7. Doreen Ryan-Foti 85,301 252,270 71.9 Jatoft-Foti Samuel Cohen 619,398 1,148,214 73.3 Fred Hadayia 8. Thomas Vena 81,726 90,324 74.9 Simon Arias Brett Gryska 614,856 1,127,639 79.0 Oldham-Bianchi 9. Raymond Risucci 75,425 94,296 76.6 Dorian Oldham Robert Kanaan 557,887 806,004 73.1 Imran Satti

10. James Keefer 73,137 123,529 75.4 Simon Arias 10. Doreen Ryan-Foti 556,248 1,761,709 71.9 Jatoft-Foti

11. Robert Kanaan 66,613 114,996 73.1 Imran Satti 11. Elias Hazen 522,906 795,268 77.7 Surace-Smith

12. Daniel Hartwig 60,873 93,591 78.8 Surace-Smith 12. Robert Dunn 504,350 699,226 78.5 Surace-Smith

13. Mathew Hart 58,724 102,855 72.6 Surace-Smith 13. Raymond Risucci 501,097 705,808 76.6 Dorian Oldham

14. Mack Doby 57,223 59,649 75.6 Joseph Diecedue 14. Daniel Hartwig 487,343 862,408 78.8 Surace-Smith

| 15. Joshua Jackson 55,248 68,276 73.1 Joseph Diecedue 15. Randy Teyssier 480,805 706,053 72.3 Simon Arias

16. Robert Dunn 55,000 78,707 78.5 Surace-Smith 16. Thomas Vena 472,451 694,464 74.9 Simon Arias

17. Michael Laramie 52,977 78,893 73.7 Steve Greer 17. Brian Welsh 462,308 662,066 69.2 Simon Arias

18. Byron Paz 51,979 107,365 78.0 Josh Chalom 18. Syed Quadri 437,849 611,736 74.1 Theodore Pappas

19. Lucky Faaitiiti 51,283 57,798 80.8 Steve Friedlander 19. Ala Awad 437,668 462,308 70.4 Alex Roland

20. Brian Welsh 50,831 78,909 69.2 Simon Arias 20. Matt Turnquist 423,060 605,138 78.3 Richard Correa

ALL TIME RECORD: $438,277 1st Six Mo Agt ALL TIME RECORD: $723,872 Net ALP

ALL TIME RECORD: STEPHEN HILL $2,476,896 1st Six Mo Agt ALL TIME RECORD: $4,468,285 Net ALP

September Production YTD Production

1st Six Mo Agt Net to Gross Retention

1. Patrick Bendure $343,932 $514,358 75.3 Surace-Smith *1. Patrick Bendure $3,309,538 $4,887,994 75.3 Surace-Smith 2. Thomas Vena 330,842 512,110 73.8 Simon Arias *2. Thomas Vena 3,068,340 4,516,422 73.8 Simon Arias 3. BoGentile 302,129 450,699 73.3 Williams-Zophin 3. Michael Vasu 3,039,658 4,665,258 74.7 Surace-Smith 4. Justin Adams 293,581 435,813 71.6 Simon Arias 4. Justin Adams 2,268,000 3,178,854 71.6 Simon Arias 5. Michael Vasu 269,081 412,549 74.7 Surace-Smith 5. Bo Gentile 2,253,539 3,582,953 73.3 Williams-Zophin 6. Brett Gryska 259,262 455,831 75.9 Oldham-Bianchi 6. Brett Gryska 1,913,058 3,423,684 75.9 Oldham-Bianchi 7. Stephen Hill 168,969 249,109 73.2 Steve Friedlander 7. Stephen Hill 1,694,952 2,506,550 73.2 Steve Friedlander 8. Levar Morgan 125,544 193,792 76.4 Theodore Pappas 8. Samuel Cohen 1,288,817 2,175,669 74.0 Fred Hadayia 9. PaulKelly 124,803 257,926 85.3 Steve Friedlander 9. Robert Janev 1,107,185 1,347,213 70.1 Sabrina Lloyd

10. Doreen Ryan-Foti 113,097 370,224 73.1 Jatoft-Foti 10. Levar Morgan 1,087,623 1,626,305 76.4 Theodore Pappas

ALL TIME RECORD: TAINA LAMEKO $5,230,627 1st Six Mo Agt ALL TIME RECORD: $8,242,209 Net ALP

ALL TIME RECORD: $980,159 1st Six Mo Agt ALL TIME RECORD: $1,435,508 Net ALP

Top Rookies

Top Start-Up

— Category

September

VI VII

Vill

Edi Category

IV Slav Bitman 74.8 $1,079,779 $1,017,000 106 7 179

VI Brandon Cooley 76.7 $1,263,803 $1,179,000 107 87 194

Vil ҮШ

м Ф 5 Е Ф g о. Ф ”

Williams-Zophin Simon Arias

Bob Olson

Joseph Diecedue Desi Dimitrova

Sabrina Lloyd

Brandon Cooley

Philip Prata Eric Neal

Jeremy Welch

Simon Arias Williams-Zophin Surace-Smith Oldham-Bianchi

Theodore Pappas Fred Hadayia

Bob Olson Giglione-Ackerman

Steve Greer Matt Henderson Imran Satti

Chris Hernandez

Sabrina Lloyd Joseph Diecedue

Philip Prata

Jeremy Welch

Cunningham-Weatherspoon Alex Roland

Dorian Oldham

Kevin Davis

James Bailey

Javier Sandoval Scott Davis Samantha Chui Jason Adamo Gevorg Yanukyan

Net to Gross

Retention

Net to Gross

Retention

74.4 73.5

76.9

76.4 78.2 69.9

76.7

76.4 80.0

74.0

69.9 76.4

76.4 74.0

$159,408 114,204 112,371 96,424 34,896

$33,776 33,461 32,671 22,549 15,105

1st Six Mo

$302,129 654,885

$159,698

$148,001 110,661 90,354

$153,455

$79,510 67,051

$106,814

1st Six Mo

$5,705,674 2,248,204 6,344,857 2,890,451

$2,085,625 1,552,191 1,550,140 1,436,466

$1,649,352 1,291,784 1,231,076 980,469

$1,110,152 1,023,942

$718,081 $824,900

% of 1st Six Mo Obj Performance Factor

(% Net ALP Growth +

% 1st 6mo Obj}

$225,000 347,000

$182,000 88

І Imran Satti 74.0 $139,665 $147,000 95 8 143 93 2

Iu р 2 4 IV Bob Wingate 72.8 $105,101 $113,000 5 145 4

$104,000 104,000 104,000

$143,000 107

$80,000 99 80,000 84

$70,000 153

96 of 1st Six Performance Factor

(% Net ALP

% 1st 6mo Obj}

Growth +

$3,123,000 2,025,000 4,590,000 2,538,000

$1,953,000 1,422,000 1,638,000 1,665,000

$1,251,000 40 172 1,251,000 51 154 1,323,000 14 107 1,139,000 1 96

0 2 $936,000 119 90 209

936,000 109 29 138

$720,000 100 41 141 $630,000 131 83 214

Net to Gross

Retention

Cunningham-Weatherspoon 74.0 $1,182,474 Alex Roland 72.9 1,081,819 Dorian Oldham 75.9 942,217 Kevin Davis 69.6 748,376 James Bailey 72.4 397,217

Jason Adamo 75.6 $405,031 Samantha Chui 74.5 293,118 Javier Sandoval 231,854 Scott Davis 68,968 Gevorg Yanukyan 30,458

YTD Production

September Production

Category Production Category Production

Chuck Hill NorCal & Reno / Larry Strong Malka Arony 20,732 AZ / Tim Farr

Mark Gagliardi NorCal & Reno / Chuck Hill *2 | Mark Gagliardi 18,547 NorCal & Reno / Chuck Hill Rona Pileggi Spano Chicago / Dawn Trudden 3 Rona Pileggi Spano 17,771 Chicago / Dawn Trudden

Al Wall Toronto / Debbie Enstedt 4 Brenda Di Somma 17,343 NJ / Brian Ryan

Jessica Treybick New York City / Billy Sauers 5 Gabriela Berloni 15,002 Toronto / Debbie Enstedt Robin Andrade E Mass & RI/ Susan Kelleher ll *1 Robin Andrade 18,527 E Mass & RI/ Susan Kelleher Marlene Alen Southern FL / Steve Sanchez *2 Erica Dalager 8,345 MN / Laurie Onasch Christa Davis Houston / Jay Bentley 3 David Scalisi 7,845 NY State / JT Tasker Timothy Leary NY State / JT Tasker 4 JT Tasker 7,763 NY State / Billy Sauers Nicole Pate Dallas / Jason Beckman 5 Timothy Leary 7,288 NY State / JT Tasker Thomas Meadows Toronto / Debbie Enstedt Ш *1 Katherine Kidder 11,750 PA/ Denise Gilbert Patrena Smith CT & W Mass / Susan Kelleher *2 Julia DiBartolomeo 11,131 AZ / Malka Arony

Dee Hettinger KS & NW Missouri / Cynthia Cleary Tamara Williams 10,864 IN / Michelle Baxter

Julia DiBartolomeo AZ / Malka Arony Mario Soljan 10,744 NZ / Steve Friedlander Amanda Cross 6,681 KY / Michelle Baxter Ken Altizer 15,576 WV / Michelle Baxter *2 | Paul Winslow 12,234 St Louis / Cynthia Cleary

3 Shane Knowles 9,583 ME & МН / Susan Kelleher 8,863 Southern OH / Michelle Baxter Jacqueline Lowe 8,799 AB / Jacqueline deVooght

ALL TIME PR CARD PRODUCTION RECORD: DENISE BOWYER: 61,879 Cards

Leo Van Den Bussche MB / Jacqueline deVooght Anna Guido-Rohrer Southern OH / Michelle Baxter Christina Stableford NC / Elizabeth Farm

Ken Altizer WV / Michelle Baxter

Tim O'Connor OK / Jason Beckman

Anna Guido-Rohrer

Laurie Gruber WI / Laurie Onasch

Rookie Thomas Meadows Toronto / Debbie Enstedt

IceBreaker Shad Henderson IN / Michelle Baxter ALL TIME PR CARD PRODUCTION RECORD: 18,960 Cards

September Results

Sue Akers Jenny Hearns Chas Robinson Marlene Alen Shad Henderson Irene Rurycz Ken Altizer Krissa Hensley Nicole Schneider [^ S Robin Andrade Dee Hettinger Crystal Senour 5 9 William Bell Chuck Hill Patrena Smith н 4 | а. а Gabriela Berloni Brett Hulme John Smyth | 0 z C J Briggle Sandra Knapp Mario Soljan | Rookie | aum mecnm : Dono Lou Nell Busby Marilyn Kohlhase Rona Spano l— — . Michelle Baxter 1 Denise Gilbert Fran Christie Timothy Leary Jennifer Sprout : А Cheryl Cook Jacqueline Lowe Christina Stableford Spey Seay d Pani Morgan Amanda Cross Larry Lozano Jaime Starcheski Jason Beckman 6 Patti Morgan Brenda Di Somma Carol Matthai Sarah Thompson-Dufrechou : Julia DiBartolomeo Edward Matwawana Jessica Treybick Mete ies 9 Тт Бел Dion Dizon Erin McKee Leo VanDenBussche p—— Vivian Dwyer Mary McPherson Bill Verbeten YTD Results George Farenthold Thomas Meadows John Wagner Viki Farr Pater Nielsen Jace Wainwright Mark Gagliardi Steve Orcherton AI Wall Susan Gilbert Kathleen Pappas Tamara Williams 5 Laurie Gruber Elizabeth Reyer-Corley Paul Winslow E Anna Guido-Rohrer Maureen Roberts a Holland Harriss Cas Robinson

Jacqueline deVooght Debbie Enstedt Susan Kelleher Laurie Onasch Dawn Trudden Denise Gilbert Cindy Cleary Patti Morgan

JT Tasker Billy Sauers

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Qualifier Amount SGA Qualifier Amount Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier Bonus Tevita Tupouniua $5,591 Steve Friedlander Scott Hanna $3,611 Williams-Zophin Katie Massart 4,574 Altig-Orlovic Wendy Pierre 3,608 Williams-Zophin Zulfikar Bhukera $1,090 Paramjit Sangha $989 Hai Le $918 Lisset Melendez $861 Bradley Hookfin $799 5 E 5 : Kim Vance 1,088 Betty Hewlett 988 Ronald Rowe 918 Michael Sobel 858 Corey Hallam 799 Joshua Dishong 4,412 Surace-Smith Ryan Kendl 5,528 Altig-Orlovic Lona Naufahu 1,087 Lisa Kahan 984 Frank Sanchez 917 Tosefo Ahsoonfolasaitu 855 David Goldsmith 793 Anthony Stephens y f Dan Rubio Dennis Munro 3,407 Steve Friedlander Til y Roebeck 1,086 Mary Reed 982 Alan Sedaghat 916 Roxanne Scott 855 Les Swain 793 (CINE eire Willi Si Ari Dobert Si Bob Ol Michael Whitmore 1,085 Corey Smith 982 Nicholas Triantafyllidis 914 Brooke Spain 852 Bo Li 790 ristopner ШЕШЕ; 3,713 Ітоп Arias obert ттеп 5,550 о son Mohammed Moalawi 1,084 Amaretch Tademe 979 Israel Wizenfeld 913 Shannon Neville 852 Andrzej Sertler 790 Shorne Brown 1,082 Andjela Avram 978 Nina Dolman 910 Jasphur Montgomery 851 Jeffrey Hoffman 789 v VES e" ane es Stephanie Giordano 1,079 Richard Scofield 976 Ortlanique Bodie 910 Krystal Clemmons 850 Heather Kunst 789 Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier Bonus Melissa Losk 1,079 Terry Woods 975 Richard Spicer 910 cle Cuff 847 Rosina Okusi 786 Regina Duval 1,078 Hector Sartori 975 Bruce Mainprice 908 Stacy Deurlein 847 Joel Aery 786 Roghie Hassan Loo $3,141 Mark Neilson $1,915 Bob Feao $1,485 Dunia Carrion-Lachy — $1,322 Samson Adelufosi $1,183 Wil liam ‘Thompson 1,077 Garrett Payne 972 Maria Ramirez 905 Russell Holzer 845 Michael Lomas 785 Ronald Rivera 3,123 Timothy Cruise 1,913 Mark Bleier 1,484 Dean Jensen 1,322 Rolando Mararac 1,180 Lewis Clack 1,076 Lamin Jallow 971 Sione Maumau 905 Richard Tremblay 844 Devon Miller 784 Max Quasem 3,080 Cheryl Memory 1,912 Eric Caldwell 1,481 Yvette Nelson 1,313 Carly Ferraro 1,176 Ryan Leong : 1,072 Dianne Iverglynne 971 William Gordon 901 Lorena Soto 842 Stephen Almon 784 Benton Tong 3,068 Jeffrey Pearce 1,898 William Charnow 1,476 Floyd Musgrave 1,312 Gina Flores 1,176 Anthony Wright 1,072 Juliane Rinas 970 John Riggs 900 Brandon Marshall 841 Samuel McLean 784 Bruce Tan 2,958 Austin Soboleski 1,866 James Rappold 1,473 "ILomas. Crutcher 1,311 Casey Sperzel 1,173 Carissa Van Wagenen 1,070 Donald Devoise 969 Andrew Mendoza 900 Keith Liddell 841 John Reynolds 782 Trevor Mayer 2,879 Theresa Bellajaro 1,852 Yuridia Stoffa 1471 Ronald Knight 1,299 Michael Lee 1,173 Alana Connolly 1,069 Timothy E Smith 966 Clayton Callihan 899 Robert Sobczakslomczew 841 Scott Watkins 781 Carmela Pellen 2,869 George Babish 1,844 Thomas Tiller 1,458 David Alvarez 1,297 Daniel Labbato 1471 Melody Short 1,066 Robert Martin 966 Lalofau Faaitiiti 898 William Collett 838 Sherry Schick 780 Michaela Sertler 2,859 Michelle Anderson 1,836 Dexter Phillip 1,458 Jesse Spencer 1,295 Elesteria Sakotic 1,170 Lodean Glenn 1,064 Courtney Coleman 966 Lisa Richardson 897 Anthony Stewart 838 Brian] MM 780 Faleuseni Maumau 2,691 Michael Sudzina 1,820 Maria Alcon 1,454 Kaitlin Connolly 1,287 Kenneth Rienth 1,170 Natalia Tahana 1,064 Maria Magallon 965 Gabriel Feldmann 897 Frank Gastelum 837 Larry Smither 778 Lily Tchen 2,688 Daniel Posner 1,806 Paul Basek 1,453 Karen McQuoid 1,287 Bernard Oliphant 1,165 Sonia Tyner 1,061 Justin Hamel 964 Hugh ‘Thompson 896 Dawn Selden 837 Alejandro Torruella 777 Tone Munro 2,629 Fuaifale Mauu 1,801 Claudine Fatima Martin 1,442 Jeanette Ortiz 1,283 Jason Levasseur 1,164 Crystal Reeves 1,059 Steven Sparkes 964 Christy Vadala 896 Kehinda Pryor 835 Robert Shondel 776 Sean Grant 2,607 Andrew Sunkin 1,776 James Aalders 1,436 Michael Erhardt 1,282 Loushon Frazier-Barrett 1,163 Fiavaai Pereira 1,058 Connie Reichard 963 Bryan Czajkowski 896 Ruben Santillana 835 Brock Lampee 775 Ruben Soberanes 2,598 Madai Price 1,775 Timothy Nolan 1,436 Eluerecia Guzman 1,279 Liliana Avila 1,160 Kyle Connolly 1,055 Fito Jean-Louis 962 ‘Theresalee Aupouri 896 Joseph Bickel 833 Shaun Oaks 774 Al-Karim Walji 2,588 Richard Carter 1,766 Richard Faller 1,434 Ryan Boomer 1,278 George Weller 1,159 Joshua Hager 1,054 Justin Germany І 961 Rafael Solorzano 893 Cindy McDonald 833 Maria Santiago 774 Nicholas Moore 2,573 Joseph Sarasin 1,764 Mary Maida Fujii 1,432 Shawna Paramolaviolette 1,272 Jennifer Holliday 1,158 Philip Parrott 1,052 Osama Shoubaki 960 Iuliia Shastko 892 William Vilardo 832 Daniel Coll ctt 773 Tibor Simon 2,534 Matt Flores 1,745 Jun Ma 1,431 Natasha Waltenbaugh 1,272 Pemehine Muliaga 1,157 Brian Hutchings 1,050 Yujay Sun 957 Jenny Alvarez 890 Ricky Jenkins 830 Richard Smith 771 Brian Gilmore 2,416 Nicholas Walsh 1,728 Joseph Podrasky 1,426 Cherie Mohn 1,266 Benjamin Martin 1,155 Jinz nou Zhao 1,045 Adam Kahn 955 James MacMillan р 890 Gina Lopez-Velasquez 828 Jaison Gallagher 770 Jodi Bohdal 2,366 Victor. Rodos 1,726 Jesusdieu Portilus 1,422 Leon Lloyd 1,262 Gary Gooden 1,154 Andria Standifer 1,044 Peter Noel 950 Michael Polakowski 889 Oluwaseun Cole 827 Carlos Arballo 769 Maijargal Sukhbaatar 2,361 Peter Hudousek 1,695 Jeff Rouse 1,414 Amy Shui 1,250 Matthew Marchitto 1,153 Ross Ewen 1,044 Marc Montecalvo 950 Michael Roe 887 Ijich Mantolino 826 Tamara Gilbert 769 David Jackson 2,262 Laaina Havea 1,695 Jessica Siet 1,413 Aldina DaRosa 1,248 Ellen Schultz 1,147 Luther Saylor 1,042 Mark Brown 949 Sally Wilson 887 David Darienzo 825 William Gilmore 768 Yolette Mompoint 2,210 Andrew Angleton 1,661 David Blystone 1,409 Ryan Coleman 1,246 Michelle McCampbell — 1,142 Shakadria Harold 1,040 Alex Gonzales 949 Pamela Barrett 887 Barbara Stillwell 824 Maxwell Nudelman 767 Scott Florin 2,192 Kasah Kotun 1,657 Kyle Vangenne 1,408 Andrea Насер 1241 Daten Wooten 1,140 Twalya Alexander 1,036 Christene MacAloney 949 Brandon Summerton 886 Brian Sampley 824 John Leggio 766 Bradley Weigand 2,186 Joey Kennedy 1,657 Anthony Sava 1,408 Cynthia Schneiderman 1,235 Gretchen Spain 1,139 Alofi Suasua 1,030 Calvin Irving 948 Michael Burningham 883 Phyo Phyo 824 Cecil Johnson 765 Roosevelt Jeanty 2,151 Lindsey Swanke 1,638 Randolph Souliers 1,407 Helen Taylor 1,234 Lockert Johnson 1,138 Horace Johnson 1,030 Eric Birckhead 946 Kevin Haines 883 Todd Harding 823 Niurka de Armas-Duran 764 Jeremiah Wiskeman 2,141 Dominic Okonta 1,636 Brittney Glasgow 1,404 Danielle Cardello 1,229 Lacee Port 1,197 Kayla Pecora 1,030 Sabrina Mitton 946 Tan Panter 881 Mike Hudnall 822 Sean Watkins 763 James Thompson 2,112 Daniel Maslanka 1,635 Melissa Quintal 1,402 John Eby 1,227 Aaron Garcia 1,137 James Hines 1,027 Devin Dingey 945 Erik Mountford 879 Meakie Grice 821 ‘Tram Pham 762 Mario Chavez 2,103 Grissel Morales 1,635 Jeffrey MacBain 1,402 Victor Restrepo 1,226 Teo Underhill 1,135 Maren Conway 1,026 Lafi Papalii 944 Virginia Lee 879 Glaister Parke 819 Matthew Porter 762 Jessica Ilacqua 2,089 Linda Jackson 1,634 Daniel Toshner 1,395 Nichet Mayo 1,226 Angela Pronti 1,131 Ritia Tokahere 1,021 Lacreshea Prude 944 Oneil Roberts 878 Kaitlyn Good 819 Simone Amos 761 Mynor Lemus 2,088 Alfred Valencia 1,625 Massoud Vaziri 1,395 Daniel Melendez 1,224 Jonathan Kitzmiller 1,127 Christine Augustus 1,020 Serafi Tagaloa . 943 Matthew Plauny 874 Mark Anderson 819 Hector Rosa 760 'Todd Homer 2,061 Yihao Chen 1,620 Anita Ferris 1,388 John Salvaggi 1,223 Andrea Barenholtz 1,125 Joshua May 1,020 Faaumatausaga Lealaiauloto 943 Mark Lomonaco 873 Julie Frias 818 Joseph Cost 759 Jeremy Parks 2,060 Stephanie Novel 1,605 Rita Charles 1,381 Erna Gasanin 1,220 Erez Shabtay 1,123 Carlton Eto 1,019 Jackie Taylor 942 Ikani Fifita . 873 Samuel Vasquez 818 Joshua Stalnaker 756 Eddie Dhillon 2,057 Melanie Hail 1,601 Ryan Ward 1,380 Kelly Ekker 1,218 Kathleen Fox 1,122 Renada Bogan 1,017 Chad Potts 941 John Franklin 872 Janice Moseychuck 818 Jordan Loftus 754 Matthew Fought 2,056 Janson Bennett 1,588 Janel Wilder 1,379 Andrew Melanson 1,213 Anntoinette Clark 1,117 Gordon Biggums 1,017 James Franklin 941 Nicholas Rogers 872 Ryan Polz 818 John Farley 751 Lawrence Hauck 2,033 Michael van Delft 1,582 Steve Marker 1,376 Michael Ramirez 1,212 Gayla Soyez 1,117 Ryan McIntosh 1,017 Dorothy Niederer 938 Heather Wagner 872 James Gallo 817 William Shockley 749 David Ramirez 2,018 Musediq Abdul 1,580 Anne Strayer 1,375 Marama Repia 1211 Gregory Hayman 1,117 Lynn Wojtowicz 1,015 Jemima Mozard 937 Christine Jesoraldo 871 Arthur McDonald 815 Minnie Lee 748 Richard Luzaich 2,012 Robert Ulreich 1,576 Jacob Utz 1,374 Kirsten Anderson 1,207 Jamie Perse 1,113 Thomas Reddoch 1,011 Stephen Staats 935 Iran Zaranda . 869 Cinderella Tahau 815 Sara Vaz . 748 Edward Hardy 2,002 Jesse Wise 1,553 Jordan Albright 1,370 Milica Zivkovic 1,206 Michael Ayala 1,111 Majid Shiraz 1,010 Susan Stubbs 934 Evelyn Nkwenti 866 Seselo Asitomani 813 Martin Rollins 745 Kevin Chapman 1,988 Omar Hashimi 1,535 Bilal Farsakh 1,365 Blake Berry 1,204 Eric Palmer 1,108 Richard Brock 1,010 Tatjana Tikhonov 934 Jonathan Kready 865 Chad Davis 813 Alex Cerrato 745 Kevin Ishikane 1,955 Violetta Goldman 1,531 Andy Jaikaran 1,365 Susan daCruz 1,203 Baylee Burrowes 1,108 Maria Diringer 999 Joseph Tuley 930 Angela Gomez 865 Mikhail Mishkov 813 Ryan Greene 744 Asie Davis 1,949 Alex Rozotto 1,530 Frank Colletti 1,362 Graham Carter 1,194 Steve James 1,107 Whalenniel Grantbilly 997 Krysta McFarland 926 Howard Dotson 864 Vincent Carll 812 Thomas VanOsdol 741 Debra Hunter 1,944 Samvel Tigranyan 1,527 Eugene Kashkin 1,355 Timothy Frederick 1,194 Jithin Thomas 1,103 Joannabelle Magneson 995 Rachel Balasingam 926 Donald Snyder 864 Steven Rotherforth 811 Janelle Price 740 Herivelto Pereira 1,940 Joey Sales 1,519 Peter Kaplanis 1,352 Matthew Bitler 1,193 Rashaan Elam 1,102 Scott Remmey 995 Jaman Testerman 925 Linda Hammeren 863 Michael Herbert 808 Samneang Prom 740 Corey Moore 1,930 Lesina Ah Sue 1,503 Nicole Randazzio 1,340 Patrick Rieger 1,187 Sione Ika 1,098 Rangi Tata 995 Lydia Lozano 923 Nicole Cox 863 Lawrence Broussard 808 Brien Standifer 739 Gabriel Manzo 1,928 Melinda Kinsey 1,502 Victoria Perea 1,332 Juana Robinson 1,185 Jonathan Ng 1,097 Sharlene Key 994 Sonia Ramirez 921 Andera Long 862 Marcus Shorts 807 Vu Phan 739 Maxx Schumann 1,927 Maria Esposito 1,502 Corey Lavigne 1,329 Matthew Query 1,185 Tammy Bruns 1,094 Douglas Hynds 992 Marci Redmond 921 Nneka Nwani 861 Nectaria Horos 804 Sheena Marcum 734 Daniel Armstrong 1,917 Andrew Fiander 1,489 Dawn LeBlanc 1,326 Kyle Glott 1,184 Gregory McDuffie 1,092 Autumn Turner 991 Jarieu Bayoh 920 Ronald Alexander 861 Ryan Rushworth 803 Anand Jailall 734

32 Spotlight October 2012 Bl Leap of Faith

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Daniel Noll

Ryan Sigurdson Fetongi Finau Albert Kauderer Aren Jackson Leroy Simpson Jennifer Bugglin Jeremy Engrav Forrest Parton Sean Flagler

Jamie Winters Gregory Norris Joshua Baker Nicole Brown Danielle Jankowski "Trina Sabatini Charles Liscomb Cody Self Samantha Naidu Shanniecca Gibson Cindy Rodriguez Jordan Barncord Scott Gardner Michael Moore Hannah Foster-Blaszyk Christopher Straccialini Daren Baker Marcus Noll Alfred Huggins Roy Tillett

Edwin Middlebrooks Jacob Kieffer Brian Sittig Joanna Desimone Brandon Baker Scott Smith Joshua Hill

Jessica Mckally James Ringler David Pommer Kevin Q Davis Iman Masboob Donta Jessup Alyssa Crowe Phillip Kogel Anthony Mele Ryan Ballard Anna Ferdyn

Dale Housley Zhenxing Chen David Joh

Yvonne Benincasa Chad McLaughlin Carolyn Bishop Jeffrey Browning Marcos Dupreyiraola

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Qualifier Bonus Jeffery Carter $682 Garrett Brooks 681 Nancy Jarach 681 Frank Gilinger 681 Christopher Sweet 681 Odilia Goulart 680 Brian Pellone 679 Noel Blair 675 Levi Wright 674 Trent Leinenbach 674 Leslie Morro 671 Jacqueline Reim 671 John Sparby 670 Antwayne White 670 Hulda Hicks 669 Bheskar Kallicharan 669 Kelly Roschbach 668 Travis Kajiwara 668 Fane Lapa 668 Jeremy Meerstra 668 John Donovan 665 Christopher T Jones 664 Mason Bartlett 662 Oscar Ortiz 662 Gian Shaw 661 Polina Philbin 659 Leonard Capucilli 659 Randy Schubert 659 Billy Jones 658 Lisa Smith 655 Joseph Mitchell 655 Devin Jump 654 Alon Fischer 654 William Brookshire 654 Beatriz Noriega 652 Esteban Gomez 652 Emily Rodgers 651 Alexandra Hilario 651 Michelle Burkhardt 648 Blanca Chavez-Sandoval 647 Mark Hart 645 Justina Toomata 645 Thomas King 645 John Schutte 642 Andrew Dixon 642 Muhammed Ashraf 641 Tasha Waters 641 Jamie Turner 640 Seth Reising 639 Matthew Horgan 638 Andrew Boyles 637 Jennifer Wehrle 637 David Guns 635 Minnie Nixon 634 Bruce McCormick 633 Charles Moore 632

34 Spotlight October 2012 В Leap of Faith

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Joseph Cruickshank Lleison Martinez Debra Guay

David Norman Scott Bostick

Amy Tucker

Kyle J Taylor Melissa Griswold Peter Tovioleuatogi Mitchell Rothschadl Lamar Livingston Emma Sermos Lineti Makaafi Prabesh Shakya Ryan Landmark Kayla Crosser Gavin Miller Marlia Figueroa James Kelly Joseph Orahoske Britton Costa Marian Aboud Nicole Epstein Justin Holmes Jeremy Lawrence Adan Jimenez Melissa Turner

Andrew Tapp

Julius Mantolino Eduardo Gomez Juan Justiniano

Brian Tamburlin David Frederick

Luke Marshall

Brian Dunphy

Robert E Wilson Patricia Fouvale Joseph Shanks

Jessica Reed

Sharma Jones Zbigniew Stankiewicz Jeffrey Layton Samantha Mannino Benjamin Van Fossen Kenneth D Johnson Anthony Santamarina Andrew Moragne Blanche Harris

Preeti Sahgal Anthony Edwards Terrence Williams Kimberly Alston Freida Yakubov Raimonda Simkoniene Garland Morrow Amir Muhammad

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John Galindo Jogina Green Jonathan Schmidt Samer Saati

Mary Zimmerman Erin Dyer

Joseph Reddock Sidney Spear Alethea Lukehart Robert Sass Angela Almodovar Patrick Alcinor Mevla Hasan

Leia Lynch

Curtis Braddock Matthew Gabler Nicholas Pelham-Clarke Uikilifi Lapuaho Brittany Long Jennifer Cerny Andy Williams Michael Rodriguez Michael Putnam Nigel Hales

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Kellie Garland Stanislav Korzhiletskiy Jacqueline Kabluyen Steven Cummings Gregory Wolfe William Cassity Lizbeth Vega Crystal Ashe Melissa Whitt

Aaron Parsons

Joseph Telesca Jacob Brockmann Michael Sandoval Cori Benedict

Caio Rosa

Marium Sherzai Scott Schwartzkopf Jason Roark Tinaka Knight Michelle Thibaud Martha Zelaya Steven Huenergardt Carol Ornellas Ernest Hatfield Tiffany Wade Kenneth Edwards Raymond Betuzzi Jeanette Gaynor Jacob Sovey Johanna Handa

Stephen Norman

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Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier Bonus Kevin Winborne $516 Derrick Coates $514 Esraa Hamdan $507 Fadi Farha $502 Camille Francis $501 Darren Raab 515 David Lane 513 Newman Hoverd 506 Jeffrey Harrison 502 Erika Cannady 501 Zathia Zarza 515 Marco Espindola 513 Crystal Neallittle 506 Anaya Clark-Hart 502 Nicholas Swanson 500 Patricia G Lee 515 Andrew Wright 512 Jeffrey Gregory 505 Michael Slusark 501 Keny Belamour 514 Felicia Price 510 Jameka Kelly 505 Rory Olson 501 Dameian Dowell 514 Luke Johnson 510 DeAnthony Hartman 504 John Gatti 501 Pedro Claro 514 Jonathan Santiago 509 Tyler Stewart 503 Tracie Locklear 501

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Qualifier Bonus Qualifier Bonus Qualifier Qualifier Bonus Qualifier Bonus Nadezhda Vitchev $601 LaTonya Tucker $544 Carlo Bonifazi $501 Linda Byas $451 Fritznel Octave $435 Frank Kolligian 592 Douglas Buhl 534 Maria Ramirez 483 Dason Phaul 449 Musediq Abdul 433 Mitchell Look 566 Dustin Henderscheid 514 Alfredo Moran 470 Patrice Amador 444 John Bacaron 415

Leap of Faith Ё Spotlight October 2012

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Qualifier Bonus Qualifier ifi Qualifier Bonus Qualifier Bonus Antonio Bond $1,102 Kyle Lewicki $878 Scott Wheeler $753 Konnor Wyly $671 Cherri Xie $572 Raymond Ochoa 1,101 Ryan Leong 876 Hoang Cooke 749 Daniel Johnson 669 Tammy King 570 Jenna Grula 1,069 Marveliz Polanco 875 Arie Davis 748 Richard Flores 664 Yolanda Richardson 566 Brooke Spain 1,065 Kevin Huber 875 Ronald Kutruff 746 Michael Brunello 663 Todd Engelson 565 Adam Huck 1,057 Michael Williams 866 Tamoy Redwood 746 Peter Van Der Westhuizen 655 Robert Gibson 565 Phillip Jenkins 1,049 Jodi Bohdal 862 Lorenzo Lameko 744 Bruce Viaje 653 Jacqueline Kosalek 564 Joshua Cosentino 1,031 David Thornton 861 Brandi Hershey 741 Nathaniel Durkin 647 Nicole Sanders 564 s T "m "s TA Andria Standifer 1,016 Brian Schreiter 854 Ho Tran 731 Robert Martin 641 Darren Miller 562 Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier Bonus Eric LaBossiere 1,012 Dmitriy Kagan 852 Lawerence Smith 729 Joseph Geer 630 Paul Kelly 562 Rodney Mori 1,012 William Brookshire 845 Steve Svendson 723 Michael Hicks 628 David Kirst 561 Robert Kanaan $18,168 Craig Strompf $ 5,659 Timothy Kieran $3,504 Melinda-Rae Lyse $2,101 Kevin Appasamy $1,404 poe ed es 224. ES ae 2. M d: 2. ee pes cis d fie um Raymond Risucci 16,785 Kenneth Greer 5,547 Ryan O'Malley 3,423 Ryan Stenglein 2,029 Karolina Debek 1,403 Daniel Toshner 1.004 B. Wis 927 2. Trenisos 717 Milena Arceo 613 Arnold Pac rà 554 Mathew Hart 14,619 Emmanuel Villasenor 5,433 Mitch Duplantis 3,313 Josh Wheeler 1,993 Raymond Angeles 1,400 Lawrence Rendon '995 Carme "Miu 824 Ма Roe 715 Rosa Kendl 612 "char Bradshaw 550 James Keefer 14,406 Steven King 5,351 Cameron Cimino 3,289 Christopher Osborn 1,954 Roger Fung 1,380 Carlo Bonifazi 987 Anthony Theriault 822 Kaitlyn Good 713 oad Nelsen 611 Bocca 549 Robert Dunn 14,164 Dan Nebraski 5,295 Christopher McMenomy 3,281 Hunter Houvener 1,931 Patrick Donovan 1,374 J : H Я 993 Keith cni E 819 Mcd Rosas 708 Louis Anderson 603 4142 ИА 548 Syed Quadri 13,922 Ryan Bisanz 5,197 Jared Cleckner 3,281 Anita Ferris 1,897 John Hancock 1,350 7. Me E 975 Maik G ý 814 David Sch: 1 703 Alisha A d 602 O P ý ill 547 Jason Bratin 13,892 Sharif Grays 5,120 Debbie Ezernack 3,122 Horace Johnson 1,852 "Tyler Stewart 1,341 M FREE ad 975 Я a 809 S a ^ Pss 708 D ^ " licen 600 adel he " 545 Samuel Cohen 13,789 Robert Shafer 5,090 Robert Biser 3,089 Denise Hewison 1,824 John Ophals 1,336 и. h Pu 1 970 R "à $a um 807 en iR 702 S €: ^ UR 597 Na i E " 542 Thomas Vena 13,493 Nicholas Lorence 5,075 Blake Higuchi 2,995 Kiet Truong 1,820 Samantha Sliger 1,334 ELE d n 946 1. v Dolus 796 EB hag E 701 22. B. р 592 e » . Т 2 pue Elias Hazen 12,376 Matt Pflueger 5,041 Erik Boyd 2,983 Vatapuia Vavau 1,819 Jesse Remby 1,333 е Kinder : S Po E ARE S дохи x ee Nigel C 12232 Marian S = 1 5.033 Dorian B 2942 Ryan Hall 1809 А, Ral 1333 Mohammed Moalawi 944 Scott Patterson 779 Cameron Moore 697 Ryan Hernandez 590 Erin Moyer 538 IB We i M Con i онеро ? ane aam ston i Matthew Conrad 942 Rachel Stanhope 777 Jean Joseph 697 Samotta McKeever 590 Robert Nolan 519 Byron Paz 11,919 Ransey Vazquez 5,011 John McGrath 2,942 Melne Lewis 1,795 Ronnie Patea 1,322 Justin Fieber 938 Erin Moore 774 Manuel Chavez 696 Eric Peyton 585 Ande Bent 517 Krista Thieme 11,399 Adeyemi Akinade 4,964 Randall Cook 2,939 Kyle Wrobel 1,795 Carl Nazaire 1,319 "Thomas Sonoita 938 Nicholas Moore 774 Minh Phun: 685 bs 1. 575 Samy Jacques 516 Kyle Johnson 11,301 Jack Keiderling 4,914 Bryan Peters 2,925 Brookalyn Stillwagon 1,783 Zachary Santino 1,311 Тас 2. 930 Kingsley Tanya 772 Stephen ie 682 cuf Landis 574 1. "ae 507 Nicholas Zangardi 10,998 Richard Barbour 4,877 Sarai Castanon 2,916 Cole Murphy 1,769 Christopher Vasu 1,294 Juss Сади 929 Anthony Batista 769 Atana Tones * 682 Е Michael Laramie 10,773 Hal Herman 4,811 Nicholas Engrav 2,865 Andre McCallum 1,767 Dustin Dunbar 1,282 Edward Асабо 920 Cynthia біне 768 ‘Alin Haceris 679 Steven Cox 10,751 Darcy Schrieber 4,773 James Allen 2,864 Zbigniew Stankiewicz 1,756 Matthew Cosic 1,282 Mel Б Arri ue Bs 8 8 с ` Я x . s t elvin Arritt 913 David Guzman 760 Joshua Franco 677 Bobby Szwaja 10,556 Cara DeFiore 4,701 Evan Holzhauer 2,861 Emil Mohareb 1,730 Christopher Earle 1,278 Heather Leitch 907 Peter McEnane 757 Tiare Hubbard 676 Dustin Dunlap 10,480 Corey Neff 4,644 Brandon Teter 2,793 Shelly Cullen 1,710 Joshua Fosnight 1,267 Levar Moron 907 Elaine 402 755 Shahab Mahdavingad 676 Sara Welch 9,506 David Wang 4,558 Erik Graham 2,763 Bryon Welch 1,694 Kyle Klipp 1,265 Felipe 2 894 Patrick O'Brien 754 Amelia Rovetililifi Henry Ingraham 9,355 Jessica Santamarina 4,521 Richard Henry 2,761 Ricky Jenkins 1,682 Christopher Favor 1,258 P y E und Lucky Faaitiiti 8,502 Jessica Wilhite 4,496 Nasr Quadri 2,737 Sokol Fazliu 1,678 Amr Shater 1,256 Bobby Gujral 8,142 George Noujaim 4,441 Gregory VanSuch 2,731 Michael Stuver 1,666 Daniel Bauer 1,252 Marisa Willgruber 8,015 Souleymane Bah 4,416 Humberto Quintero 2,695 Brian Sundberg 1,629 Philip Walters 1,248 Alfred Taren 7,990 Atta Saleh 4,368 Rita Haidinger 2,676 Mary-Delores Ayarzagoiia 1,627 Kristan McConnell 1,241 B Ө № U 5 IOTA | Jake Yagjian 7,946 Denise Berrios 4,359 Moswen Taylor 2,620 Rodney Ward 1,607 Mir Khan 1,224 Noel Rose 7,860 Evan Wicklund 4,329 Mark Neilson 2,599 Michelle Crowe 1,603 Jesse Spencer 1,219 Joshua Jackson 7,742 Marko Jankovic 4,219 Christine Weatherspoon 2,535 Harold Durana 1,594 Unique Hunnicutt 1,208 Haoyu Xu 7,637 Kellen Cuttance 4,092 Herman Fennell 2,522 Ryan Tucker 1,593 Mercedes Lloyd 1,191 Aaron Parks 7,315 Mark Kukielski 4,076 Angel Sanchez 2,522 Gian-Paolo Diberardo 1,587 Sean O'Reilly 1,184 Brian Welsh 7,148 Zach Otto 4,074 Michael Romeo 2,512 William Myatt 1,573 Chris Lussier 1,181 Mark Corkrean 7,104 I-Perfection Harris 4,051 Ryan McIntosh 2,507 Brodie Fischer 1,560 Travis Brock 1,179 Ala Awad 6,851 Sebastian Kazek 4,007 Ryan Fickert 2,493 Jonathan Emura 1,518 Charles Diulus 1,172 Richard Johnson 6,574 James Curtis 3,984 Ashley Wenning 2,476 Natalie Linker 1,511 Trevor Mayer 1,159 9 9 Randy Teyssier 6,438 Ryan Wilson 3,923 Kathryn Chaisson 2,445 Crystal Lynch 1,491 Tina Phongsavath 1,145 Joshua Olin 6,330 Dustin Rushin 3,869 Marc Salvaggi 2,441 London Burnett 1,473 Robert Richman 1,140 Mavrick Fredericks 6,282 Tevita Tupouniua 3,809 Christopher Hintz 2,418 AshLynn Orng 1,456 Jonathan Maust 1,139 Mack Doby 6,229 Paul Samra 3,789 Patrick Knouse 2,407 Brian Allt 1,443 Louis Giogaia 1,139 ; B Chad Panzer 6,094 Brandon Schwed 3,782 Matthew Turnquist 2,398 David Iriye 1,442 Carissa Van Wagenen 1,137 Wo r | d S e re ate st R ein state me nt William Parmeter 6,094 Simon Rolland 3,774 Natalie Wagner 2,342 Richard Lyddon 1,442 Alexander Dorey 1,134 Kasali Kotun 6,061 Alexandra Graham 3,765 Casey Kunash 2,327 Gardy Desrouleaux 1,441 Pamela Altman 1,127 Alex Hernandez 5,867 Andrew Pratt 3,729 James Raymond 2,260 Eric Thompson 1,433 Carl Smith 1,122 $1 ,21 9, 407 %5 6 964 Joshua Bloomquist 5,851 Darron Hacker 3,630 Scott Kim 2,198 Daniel Umbertone 1,430 John Napiza 1,116 Jordan Chalom 5,814 Matthew Girard 3,595 Albert Serur 2,163 Tere Diamond 1,414 Cherie Adams 1,112 Jimmy Tchen 5,771 Michael Clemente 3,568 Caleb Douce 2,157 Ross Budweg 1,411 Hector Carrillo 1,105 Andrew McQuade 5,694 Sharon Brenner 3,547 John Reeves 2,126 Christine Judge 1,405 Paul DeRenzo 1,102

All qualifiers listed achieved at least $500 in bonus totals

Spotlight October 20127 Leap of Faith Leap of Faith Ё Spotlight October 2012

— Outstanding Producers & PR Representatives:

26th Qualification $68,605 Net ALP 89.6 Ret

Cohen-Cohen Cohen-Cohen

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Altig-Orlovic

5th Qualification $118,483 Net ALP 78.6 Ret

77 dd Josh Chalom 6th Qualification $66,872 Net ALP 79.9 Ret

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38 Spotlight October 2012 В Leap of Faith

17th Qualification $72,598 Net ALP . 77.1 Ret /

Altig-Orlovic

7th Qualification

$70,344 Net ALP ,,84.9 Ret

Altig-Orlovic

5th Qualification $86,882 Net ALP 92.5 Ret

Williams-Zophin 1st Qualification $67,312 Net ALP 80.2 Ret

Sales Director of the Month

Leaders growing leaders!

Chris Selejan

Chris had 91.996 growth over September of 2011. Congratulations, Chris!

PR Director of the Month

Leaders growing leaders!

Denise Gilbert

PR Directors earn points based on overall И We «e - growth of their territory and percentage of their team earning a monthly bonus.

Denise Gilbert is the Top Director for = September 2012. She had a total of 10 pts. 7

We applaud your accomplishment!

Scott Smith

President & Chief Marketing Officer

( Ae

The Fourth Quarter...

.. is when the finish line comes into sight.

It's sort of like running around the track that circles your high school football field. It has four turns, just like a calendar year has four quarters. And, like the track, a calendar year has a start point and an end point.

As you read this, you are nearing the end point of 2012. Coming around the fourth turn, you're well into the final quarter of the year. The finish line is in sight. If you watched the Summer Olympics, there is no way you can't notice how when all athletes, no matter what the sport, hit the final 25 percent of their event they seem to push into a higher gear. It's the part of the race

hat separates winners from losers, achievers from non-achievers. At AIL, it can be what gets you to Convention and, for some certainly, what can get you on stage. It can mean the difference between meeting your 2012 goal or not.

Are your goals achievable with a big year-end push, or do you need o reload and set up a November/December goal and tracker?

Sometimes we set the goal but don't seem to quite get to it. That’s often because the goal we set is just a number. See,

in goals setting we are often just up against... a number. My question is: did you set a reward for yourself? What are you going £o do for you? You have to admit, chasing a new car, boat or TV just may be the added incentive to get you out in the field a few extra hours down the homestretch.

'T here is one key way to increasing the chances of your goals achievement as you come down the homestretch. That is

by increasing activity. And don't confuse activity with more

hours (though that certainly wouldn't hurt). You can substitute nonproductive time for productive time. Very rough numbers show it takes 3 referral appointments to make a sale. Set 6 and you get 4 presentations and 2 sales. Referral activity can be the key to meeting your 2013 goals!

'The top 20 percent of producers look forward to the 4th quarter, because they know they are going to reap the benefits of the first part of the year, and they're going to use their skills to finish the year strong. The bottom 80 percent are worried and are wondering how far off of their overall goal they are going to be. If you're fretting rather than getting excited about the homestretch then you have lost the will to win thus the goal will not be achieved. You must stay aggressive against all obstacles and not let any one single obstacle take up too much of your time. It's you vs. the goal and

he goal is in constant motion, therefore you must be also.

Finally, remember and understand that goals are most often influenced by a timeframe. It is the deadline, the moment when the scoreboard says no time left, that we most often look at and analyze the score to determine if we have won or lost.

In reality, the days when time runs out will still have a tomorrow. And if you improved your game, if you got better, you actually did succeed to some extent. You may not have hit yesterday's goals, but you did position yourself to be better when being challenged by tomorrow's goals. Accept that notion because three key components — yesterday's achievements, today's effort and tomorrow's vision — will be the formula for lifetime success.

And it's all really about your lifetime... the long run.

T D

Leap of Faith Bl Spotlight October 2012 39