11
The news and ideas magazine for the Independent Agents of United American and First United American Life Insurance Companies May 2O15
The news and ideas magazine for the Independent Agents of United American and First United American Life Insurance Companies
May 2O15
ATTN: ALL UA AND FIRST UA AGENTSAs an Agent of UA or First UA it’s important you’re aware of and adhere to federal Do Not Call (DNC) regulations, state Do Not Call regulations, and Company Do Not Call procedures. A memo is distributed regularly that spells out an Agent’s responsibilities as they relate to Do Not Call. The memos are available on the UA and First UA Agent websites under ‘Memos’ and should be reviewed periodically. UA Agents may access this information via UAOnline and do a ‘Do Not Call Search’ under ‘Leads’ on the UA Agent website. First UA Agents may do a ‘Do Not Call Search’ by clicking on the left side of the home page. Download First UA Do Not Call Guidelines at the bottom of the page.
ATTN: FLORIDA AGENTSAs indicated earlier, UA’s Comparative Information Form (CIF) for Florida is no longer required when selling a life policy in Florida.
ATTN: INDIANA AND WYOMING AGENTSAs recently communicated, Life and Annuity Replacement Notices for Indiana and Wyoming have been revised.
X REP-IN replaces REP-AR in Indiana
X REP-IN includes language regarding applicant’s ’20-day Right to Return’
X REP-WY replaces REP-UT in Wyoming
All producers (Agents) are now required to complete additional information regarding potential sales charges and surrender periods/charges on replaced policies. The regulation change also requires policies to provide the applicant with a right to an unconditional refund of all premiums paid, which may be exercised within a thirty (30) day period of delivery of the policy or contract.
The Home Office will not process Life applications requiring a Replacement Notice submitted with the old form on or after May 1, 2015. Download replacement forms from the Compliance Sheets.
ATTN: KENTUCKY AGENTSAs communicated recently, Premium Tax Reporting Form (KYLGPTF) is required in Kentucky for all life insurance applications. Applications received in the Home Office after April 24, 2015, without this form attached will be returned. Download Form KYLGPTF from the Kentucky Compliance Sheet.
ATTN: MAINE AGENTSAs recently announced, UA’s Final Expense Whole Life Application UL14(18) in Maine has been updated to include Graded Death questions. A new number UL14(18)R has been assigned to the updated form. Discard version UL14(18) and begin using UL14(18)R. After April 14, 2015, applications submitted on the old version UL14(18) will be returned.
ATTN: MAINE AND NORTH CAROLINA AGENTSAs previously announced, UA’s Juvenile Whole Life product was approved in Maine and North Carolina on April 16, 2015. Log on to the Agent website to download the Marketplace Bulletin for training; check the Life Approval Chart for ABR1 availability; and go to the Compliance Sheet to download sales materials, rates, and required forms.
ATTN: MASSACHUSETTS AGENTSAs recently communicated, UA’s Final Expense Whole Life and Juvenile Whole Life products were approved for sale in Massachusetts on April 16, 2015. Log on to the Agent website to download the Marketplace Bulletin for training; check the Life Approval Chart for ABR1 availability; and go to the Compliance Sheet to download sales materials, rates, and required forms.
ATTN: PENNSYLVANIA AND WASHINGTON AGENTSAs announced earlier, Pennsylvania and Washington have approved 2015 rates for UA ProCare Medicare Supplement Plans available in these states. The new business and renewal effective date is June 1, 2015.
ATTN: TEXAS AGENTSAs previously communicated, UA’s Final Expense Whole Life Application UL14(42) has been updated to correct ‘Non-Standard’ language. A new number UL14(42)R has been assigned to the updated form. Effective immediately, please discard version UL14(42) and begin using UL14(42)R. After April 14th, any application submitted on the old version UL14(42) will be returned.
ATTN: WISCONSIN AGENTSAs a reminder, Wisconsin’s Office of the Commissioner of Insurance Regulation Chapter 3.39 (25)(d) states: An Agent may not take and an issuer may not accept an application from an insured more than THREE months prior to the insured becoming eligible (for Medicare). Please be sure Medicare Supplement applications are not taken more than three months prior to the applicant’s eligibility
United American’s Wisconsin Compliance Sheet has been updated to include this regulation.
Please contact Agency Service at 1-800-925-7355 or email [email protected] with questions on any of these notifications.
CONGRATULATIONS AARON GORDON MARCH WINNER OF THE $250 GAS CARD
INTEREST RATES SETThe Lifestyle Annuity rate for May 2015, is 3.00 percent. Rates are reviewed and adjusted accordingly. The Deposit Fund Rider new business interest rate for 2015, is 3.00 percent.
CONTENT SUPERVISORKaley Lockaby
EDITORSRoberta Boyd King
Gay Falkowski
GRAPHIC DESIGNERJohn Begg
to update information for Summit or to submit news for the Editor’s page.
HOME OFFICE972-529-5085
FIRST UA315-451-2544
AGENT SERVICE CENTER 800-925-7355 or email
WEBSITES unitedamerican.com
unitedamerican.com/logon firstunitedamerican.com
firstunitedamerican.com/office
Published regularly by United American and First
United American Life Insurance Companies for the dissemination of information to their Agents.
Prior permission must be obtained from the Home Office
for reproduction or other use of material herein.
2 May 2O15 Closing Strong
CLOSE STRONG TO FINISH STRONG“ DO YOU WANT
FRIES WITH THAT?”If you’ve ever been to McDonald’s, you’ve likely been asked that question. McDonald’s has mastered the art of cross-selling using that one simple statement. As a result, they have both started and finished strong in the fast food burger industry for years. I read an online article recently that said as far back as 2006, Amazon reported 35 percent of the year's sales came as the result of cross-sells. Their introduction of 'Customers who bought this item also bought' and 'frequently bought together' is cross-selling at its best.
WHAT EXACTLY IS CROSS-SELLING?In addition to the product the customer has already chosen, you offer something else. But cross-selling isn’t manipulating customers to buy something they don’t need just to make a sale. It’s actually the opposite. You offer something the customer is likely interested in, something that is an extension of their original purchase or a natural progression from it. For example, if you provide a Medicare Supplement insurance policy to a customer, you’re protecting their health insurance needs. A natural progression would be to offer to cover their life insurance* needs as well. Most customers, especially those with whom you have a trusting relationship, appreciate you bringing products to their attention that may make their life easier and increase their financial security.
It’s no secret selling to existing customers is far easier than finding and selling to new customers. In fact, research shows it costs six times more to sell to a new customer than to an existing one. Cross-selling is the easiest and fastest way your Agency or your personal production can profitably grow. See page 9 for tips to help you cross-sell Whole Life Final Expense more effectively.
EVERYONE NEEDS LIFE INSURANCEOf course, cross-selling life insurance isn’t limited to those in the 50-80 age group. Life insurance is also important for children and young adults. According to the Centers for Disease Control and Prevention (CDC), accidental injuries are the leading cause of death among children in the United States. No one likes to think of a child or young person dying, but it happens all too frequently, whether it’s from illness or an accident. There is nothing more devastating to a family than the loss of a child, but that loss becomes even more intensified if the family doesn’t have financial resources to cover final expenses. UA’s Juvenile Whole Life policy for issue ages 0-18 can help alleviate the financial concern.
TRAIN FOR LIFE TO PROMOTE LIFESelling life insurance is one important way you can 'finish strong'. No matter where you are now, promoting life insurance can increase your cross-selling capabilities dramatically and boost your bottom line. Five hundred Agents from the Company’s Medicare Supplement
Agent data base attended a recent ‘ABC’s of Selling Final Expense Life' (part 1 of 2) training webinar. If you haven’t done it already, register for this two-part series. Check the Agent website for upcoming dates and times for this webinar and the other webinars and live workshops offered by UA and First UA. As in horseracing, the right training is an important component for keeping you a front runner, and we strive to provide you the best training presented by the best trainers! Cross-selling can have a major impact on your personal and Agency production. Close strong to finish strong, and you can qualify for Convention 2016. Los Cabos is waiting!
*In California, cross-selling of other products with Medicare Supplement policies at the same time is not permitted; a second visit is required. In Ohio, cross-selling of health products is permitted with Medicare Supplement policies, but not life products.
Sources: http://www.smarta.com/advice/sales-and-marketing/sales/cross-selling-10-ways-to-sell-more-to-your-customer/; http://www.qsrmagazine.com/reports/top-50-sorted-rank; Centers for Disease Control and Prevention, NCHS Data Brief, March 2013.
3 May 2O15 Closing Strong Closing Strong May 2O15 3
Charles Mankamyer Senior Vice President / General Agents
WELCOME TO THE UA/FIRST UA SALES TEAM. WE’RE HERE TO HELP YOU TAKE THE LEAD.
UNITED AMERICANAdkins, Lawrence Jr.Akers, Henry B.Alimisis, Mark L.Alkire, Glenn K.Allen, Stephen D.Ames, Samantha L.Anantua, Jean-RobertAquino, Robert J. Jr.Arora, Om P.Atilano, Yvonne F.Atkins, Willaim J.Atkinson, Robert D.Balch, AlanBalisky, BerthaBarta, FrankBass, Mary E.Bass, Sam W.Beatty, CharleneBellman, JonBen-David, Sharon A.Berk, Charles L.Berkoff, YimaBerry, Marshall B.Betsch, Elizabeth C.Bidne, KeithBlount, Ralph F.Boice, JayBoling, Ronald L.Bradfield, Jonathan R.Bradshaw, Charles H.Bradshaw, Robert M.Brady, Emmett H.Broeker, Janice C.Broohm-Jolly, RitaBrooks, Robert D.Brown, ConstanceBrown, Marlene R.Bujnoch, Timothy H.Bunting, Paul H.Burk, MurrieBurke, Carol A.Campanola, JohnCandelario, JayCardona, Virginia L.Carpenter, Michael W.Carrillo, RudolphCarroll, Thomas A.Carter, Robert C.Cashner, RobertCastle, Robert C.Chen, MindyCieslik, Halina T.Cohen, Jeremy B.Cole, Brian A.Conners, Steven C.Coppola, GladysCowan, James A.Cox, Jessie L.Cox, Alden L. Jr. Crooks, Jason D.Crowetz, Irving H.Davis, Hearl B. IIIDavison, CynthiaDawson, La Toya C.Day, HypatiaDebole, Ronald P.Demarco, Adolfo D.Denton, Raymond L.Derecat, Cathleen M.
Digiuseppe, Raymond B.Dirocco, Alfonse J.Dorzuk, Paula J.Dressin, Janice L.Dunaway, John A.Durr, Jonathan N.Ebrahimoun, Mike F.Eckelberg, WendiEckroth, Richard A.Edewards, Jonathan R.Emerson, John G.Engengro, MarianneEnsign, Roberta K.Esquenazi, LizetteEsters, William M.Evans, James C.Fairley, AnthonyFarmer, TithkangnaFarris, John C.Fearnow, KennethFerguson, PatriciaFernandez, SamuelFessler, Cheryl E.Fisher, Linda S.Frazier, EvelynFrazier, NathanFrederick, Nancy L.Gall, John H. Jr.Gavin, Arthur D.Gemma, John M.George, AlanGerman, MylesGhazarian, RaffiGibbs, Kenneth R.Gibson, AliceGibson, SandraGiordano, Greg P.Glass, Lola L.Goheen, Michael W.Goodin, AndrewGoodwin, Christopher T.Gordon, George V.Gordon, RichardGreen, Jacqueline D.Grenier, Robert J.Griffin, John L.Griley, Sara P.Grisdale, SharonGroeger, Pamela D.Gross, ChristineGross, Rochelle R.Grossman, BrettGrubb, Christie L.Hall, YolandaHamrick, TheodoreHarden, John R.Harvey, Dennis D.Haymon, William C.Heinen, Paul J.Hernandez, Audra S.Hessel, John D.Hinz, Nancy L.Hoag, GilbertHopkins, Cloyce L.Houston, Sabrina F.Hover, David W.Huber, TerriHudkins, Michael W.Hudson, Joseph N.Huerta, Olga L.Hull, Robert B.Huynh, Tom
Ingram, Ted S.Jackson, Christopher P.Jeanneret, Loarn F.Jeffrey Nieman, Inc.Jenkins, Julie M.Jennings, MarkJohnson, Larry R.Johnson, ReginaldJohnson, Terry M.Jones, Alisa K.Jones, Candie L.Jones, Marilyn A.Jordan, Joe S.Jowers, Philip M.Kahle, Leslie A.Katz, Janet L.Kavanagh, Jake G.Kendall, Thomas W.Kervel, Lawrence C.Kestler, HollyKlauenberg, Jeff H.Kopacz, Edward A.Kopystynsky, LeanneKoslow, Mark B.Kozlowski, RichardKramer, StevenKrautlarger, Vonda L.Kuehn, Dixie L.Lacy, Fred A.Laliberte, Peter J.Leibler, SheldonLeslie, Xiumara V.Lester, Sara E.Levine, Jerry L.Light, Carol S.Little, Steven A.Lovenduski, Larry L.Lowden, WilliamLund, Elizabeth A.Lundry, Kay L.Luong, Philip Q.Mabry, ThomasMangrum, Michael F.Marquez, Domingo C.Martin, Michelle A.Martinez, Laura V.Martino, Daryl S.Maxwell, John S.McElligott, Michael P.McGavran, Earl W.McKenzie, Deedra M.McLean, NicholeMcNeal, SimmieMedin, Selwyn A.Mendiola, Mayjoy F.Middlestead, Jeffrey E.Middleton, Gary L.Midland, JackMiles, Michael C.Miller, Gisele L.Miller, Latasha S.Miller, Matthew R.Mitchell, Tyron S.Mizenko, ScottMoment, Le Van M.Monson, Thomas N.Montegna, SamMooyman, Armand R.Mora, Pablo M.Morse, Gary T.Muccioli, CarolynMurphy, Michael K.
Nacovsky, Carol M.Nazaire, FelixNestler, Eric G.Nevils, William R.Newman, Tawandalaia M.Ngo, Hung V.Nilsen, PeterNixon, ValerieNorris, Ronald S.North, MarkNowel, David J.Nye, Richard R.Ocaneda, GiovanniOffield, PamOhsner, Aida L.Olivella, EduardoO’Neal, Marilyn T.Orenstein, Kenneth B.Oresusi, Duro O.Pack, Garland M.Padgett, James G.Pandeiroth, ImanuelPaone, Albert S.Parsons, ChuckPavlik, David L.Perez, Jose L.Perez, Patrick C.Perez, Ray H.Perloe, Ross A.Petrosyan, GarikPioro, Michael W.Piscitello, RobPost, JoshuaPough, James M.Powers, Todd J.Prabaker, PvPreng, KeriPrentiss, James P.Quan, Benjamin H.Rademacher, John C.Ragsdale, Kenneth H.Ramsaywack, PaulRector, Travis H.Reece, Daniel D.Reinhardt, PauletteReinitz, LouisRettig, Dave L. Sr.Reynolds, Gerry J.Rieger, Kathi A.Robertson, David L.Robinson, LanceRobinson, Robert H.Rocha, Enrique Jr.Rodriguez, JesseRodriguez, LazaroRoewert, Timothy R.Romano, MarkRuiz, RamiroRural Insurance Services ,Inc.Saltzburg, Frank S.Samaroo, Mahendra R.Samuel, RubinaSandel, Cheryl S.Sanders, Barbara L.Sanders, Richard E.Santos, Luiz A.Sarratt, Anita L.Satyaketu, KumarSchanna, Jasper C.Schmuckle, TylerScoloveno, LawrenceScott, Harry Jr.
Scott, Joseph D.Scott, Stefannie S.Sewell, Eugene P.Shaw, BrendaSheldon, Adam M.Shinkle, Jay D.Slack, Lawrence J.Slayton, Patrick K.Slotsky, Judith F.Smith, Frieda M.Smith, Jason D.Smith, Robert J.Snyder, RichardSoto, OhildaSpall, RichardSperling, MaureenStaight, Richard W.Stanfield, Steven M.Starr, MichaelStaursky, GeorgeSteen, James T.Stevens, Lawrence E.Stokes, Susan G.Story, Melissa D.Strachan, James R.Strand, Timothy A.Sun, EricSundby, Daniel A.Suport Services, Inc.Sutryn, Fariba L.Swiss, Douglas D.Taylor, Charles E.Taylor, Patricia L.Temmer, Mark A.Thomas, DonnaThompson, John F.Thornton, Mary S.Thorpe, James W.Timmons, Gary R.Titlow, Justice C.Tobias, PilarTodd, MichaelTorres, EricTuttle, Donald G.Uribe, NestorVasquez, Noel C.Viola, Alfred C.Waldrop, Shirley F.Walker, Robert J.Warfel, JackWaxelbaum, Cheryl S.Weinberg, Donald A.Weiss, Dorraine G.Weissmueller, Alan E.Wells, Deanna M.West, MarkWhite, Donald E.Whiteside, James D.Will, Mark P.Williams, David H.Williams, Harvey L.Williams, Joseph L.Wilson, Stephen G.Wolfe, MicheleWoolridge, MartyWu, Dawson T.Wyatt, AnnaYoung, Paul M.Young, Shelley M.Ziegler, Fredrick A.
FIRST UNITED AMERICANAltan, Sandra L.Barberan, John M.Blumenthal, Jake V.Braunstein, Richard E.Durojaiye, OlurotimiEsposito, Vincent P.Feierstein, WilliamHernandez, HernanJackman, Giselle M.Parkes, Eunice P.Pirrello, MichaelangeloRobinson, Lester J.Sanchez, Rudolfo G.Sanders, Wanda K.Shekhter, AlbertShriver, Laura M.Smoller, Neal R.Sulsky, BenjaminTaqi, TariqTrichilo, Theresa F.Valdespee, Gamal O.Van Raay, Edward H.
4 May 2O15 Closing Strong
Hit one out of the park this season by winning a chance to enjoy a major league ballgame in Torchmark Corporation’s all-inclusive suite at Globe Life Park in Arlington.
March 30 – May 22, 2015. Qualifying Individual Producing Agents and General Agents must recruit 10 or more direct-report recruits1 to be eligible to receive a Major League VIP trip to Globe Life Park in Arlington2. Qualifying Individual Producing Agents and General Agents who recruit 20 or more direct-report recruits are eligible to bring a guest3.
May 25 – July 31, 2015. Qualifying Individual Producing Agents who produce a $10,000 increase in Life premiums over the same time period last year4 will be eligible to receive a trip to Globe Life Park in Arlington5. Qualifying Individual Producing Agents who produce a $15,000 increase in Life premiums over the same time period last year will be eligible to bring a guest6. Qualifying General Agents must produce a $20,000 increase in Life premiums over the same time period last year4 to be eligible and must produce a $30,000 increase in Life premiums over the same time period last year to bring a guest6.
June 1 – July 24, 2015. Qualifying Individual Producing Agents who produce a $12,500 increase in premiums over the same time period last year7 will be eligible to receive a trip to Globe Life Park in Arlington8. Qualifying Individual Producing Agents who produce a $20,000 increase in premiums over the same time period last year will be eligible to bring a guest9. Qualifying General Agents must produce a $30,000 increase in premiums over the same time period last year7 to be eligible and must produce a $50,000 increase in premiums over the same time period last year to bring a guest9.
June 29 – August 21, 2015. Qualifying Individual Producing Agents and General Agents must recruit 10 or more direct-report recruits1 to be eligible to receive a Major League VIP trip to Globe Life Park in Arlington2. Qualifying Individual Producing Agents and General Agents who recruit 20 or more direct-report recruits are eligible to bring a guest3.
Grand Slam Recruiting
Life Premium Run
Powerhouse Premium
Second Grand Slam Recruiting
1. For existing, appointed United American and First United American Agents and Agencies, the Direct-Report recruits must become appointed between 3/30/15 - 5/22/15 or 6/29/15 - 8/21/15 for the recruiting Agent or Agency to qualify. Writing Agents and General Agent Level Agents both count towards the minimum requirements so long as they are directly assigned to the recruiting Agent or Agency. For Agents not appointed with UA, you must become appointed and achieve the minimum levels listed above. Contest not available to Washington State Agents. Recruiting Incentive is open to any contracted Agent (not including True Subs/Writing Agents). 2. UA/First UA will pay for your stay in a hotel for one night (and guest, if you qualify). Hotel chosen by UA. Does not cover meals charged to the hotel and/or hotel incidentals. Dinner will be provided at Globe Life Park and breakfast is included at the hotel. Transportation will be covered to and from the airport to the hotel and ballpark. Flights will be scheduled by 5/26/15 or 8/25/15. 3. You must achieve the minimum incentive qualifications listed above to qualify for one attendee or one attendee and a guest to attend a ballgame. Maximum of 10 winners, including guests. Agents may qualify for more than one Globe Life Park incentive program based on results; there is a maximum of one trip per winner, per year. 4. For existing, appointed United American and First United American Agents and Agencies, the increase in issued Life premium must be the amount listed above over results during the prior year’s period (5/25/14 – 7/31/14) to qualify. For Agents not appointed with UA, to qualify, you must become appointed and achieve the minimum levels listed above. Issued Life premium only counts towards this incentive. Product availability varies by state; consult your state compliance sheet for details. Contest not available to Washington State Agents. 5. UA/First UA will pay for your stay in a hotel for one night (and guest, if you qualify). Hotel chosen by UA. Does not cover meals charged to the hotel and/or hotel incidentals. Dinner will be provided at Globe Life Park and breakfast is included at the hotel. Transportation will be covered to and from the airport to the hotel and ballpark. Flights will be scheduled by 9/15/15. 6. You must achieve the minimum incentive qualifications listed above to qualify for one attendee or one attendee and a guest to attend a ballgame. Maximum of 10 winners, including guests. Agents may qualify for more than one Globe Life Park incentive program based on results; there is a maximum of one trip per winner, per year. 7. For existing, appointed United American and First United American Agents and Agencies, the increase in issued premium must be the amount listed above over results during the prior year’s period (6/1/14 – 7/24/14) to qualify. For Agents not appointed with UA, to qualify, you must become appointed and achieve the minimum levels listed above. In New York, policy replacements, including the replacement of Medicare Supplement and Medicare Advantage plans, do not count towards the increased premium incentive. Contest not available to Washington State Agents. 8. UA/First UA will pay for your stay in a hotel for one night (and guest, if you qualify). Hotel chosen by UA. Does not cover meals charged to the hotel and/or hotel incidentals. Dinner will be provided at Globe Life Park and breakfast is included at the hotel. Transportation will be covered to and from the airport to the hotel and ballpark. Flights will be scheduled by 9/15/15. 9. You must achieve the minimum incentive qualifications listed above to qualify for one attendee or one attendee and a guest to attend a ballgame. Maximum of 10 winners, including guests, for each game shown above. Winners will be able to choose their preferred game date based on incentive period results and availability. Agents may qualify for more than one Globe Life Park incentive program based on results; there is a maximum of one trip per winner, per year.
5 May 2O15 Closing Strong Closing Strong May 2O15 5
PICK UP THE PACE WITH TRAI N I N G S EM I NARS
United American can show you how to win in the Senior Market! UA Assistant Directors, Danielle Kirschner and Michael Surrano, recently
conducted training seminars in Texas and California for local Agents. Over the course of the three-day training events, Agents learned everything
from how to use the Agent website to innovative sales techniques.
Want to attend one of these events? Login to UAOnline and click on the green
‘Register Now’ button to view all UA training events.
UA Agents are showing some love!California packed the house to hear Assistant Director Michael Surrano
give tips to increase sales.
Agents are fired up to learn how they can be more successful with UA.
Assistant Director Danielle Kirschner thinks
#UAWorkshop is where it’s at!
6 May 2O15 Closing Strong Closing Strong May 2O15 7
Administered by:
As an insurance Agent for United American or First United American, you provide financial protection to customers on a daily basis. But, who provides financial protection for you? The Errors and Omissions Insurance Plan, underwritten by CNA Financial Corporation and administered by Gallagher MGA, is designed to protect you against claims that could arise from the sale and servicing of insurance products.
h Basic coverage for newly licensed Agents starts at just $34.17 monthly
h Coverage Flexibility
h Choice of Liability Limit Options
h Choice of Deductibles
h Choice of Payment Options
h Coverage for administrative, clerical, and support staff while acting on your behalf
h Easy, online application on both UA and First UA Agent websites
To prevent an E&O claim before it happens:
9 Understand your customer, anticipate questions, provide marketing materials, and be patient.
9 Document, document, document.
9 Send a written confirmation or leave appropriate material with your customer so he knows what he has purchased. Include a product brochure and highlight key terms and issues.
9 Discuss payment terms and options, so your customer knows exactly when his payment will be processed.
9 Deliver the policy in a timely manner and review it with the customer.
9 Send a personal ‘Thank you’ note or email to tell your customer how much you appreciate his business.
Apply online in minutes! For full policy details, go to www.mga-eo.com/uaicPhone: (877) 524-0265
United American E&O Program
8 May 2O15 Closing Strong
WANT TO
LEAD THE PACK?
CREATE A CROSS-SELLING CULTURE!
A study by Axis Consulting revealed 99 percent of
insurance Agents feel it’s critical or important to
cross-sell effectively.
But only 46 percent consider themselves
successful at it.
Why? Perception can limit their cross-selling success. Some Agents perceive cross-selling as being pushy. But successful Agents and Agencies understand cross-selling is a way to better serve customers. To become a high performing cross-selling Agency, everyone – from the receptionist to
the field force to the managers – must accept their role in creating a cross-selling culture.
KNOW YOUR CUSTOMERS’ NEEDS
You have a tremendous opportunity to increase your bottom line with our new whole life products. No matter what type of coverage your customer currently has … EVERYONE NEEDS LIFE INSURANCE! Review your Medicare Supplement customer data base and set up appointments to do annual, semiannual, or quarterly reviews with selling Whole Life Final Expense* in mind. Many of your Senior customers may have purchased a term life product when they were younger, had growing families, and fewer financial resources. Now they’re in a different stage of life, where a whole life product may be more appropriate. But don’t neglect your pre-Senior customers, starting at age 50. Whole Life Final Expense can be right for them too!
SOLIDIFY RELATIONSHIPS
When you have a trusting, long--term relationship with your Senior customers, they will listen to what you offer. They know you don’t waste their time or money promoting something that doesn’t enhance their well-being. Show them you’re reliable and trustworthy with every transaction, whether it’s a phone call, sales presentation, or policy delivery. Always do what you say you’re going to do, and make outstanding customer service a priority.
*Cross-selling of other products with Medicare Supplement policies at the same time is not permitted in CA. A second visit is required. Source: http://www.smarta.com/advice/sales-and-marketing/sales/cross-selling-10-ways-to-sell-more-to-your-customer/; www.agencymatrix,com
99%46%
9 May 2O15 Closing Strong Closing Strong May 2O15 9
#5
PACE
SETT
ERS
CLU
BPR
ESID
ENT'
S C
LUB
#1 #2 #3 #4 #5
#2 #3 #4#1
STARS OF THE MONTH
6. SCOTT E. MEDNICK Professional Insurance Systems of Florida
7. EDWARD L. SHACKELFORD The Assurance Group, Inc.
8. PAUL T. SHELDON Paul Sheldon Insurance & Benefits Planning
9. RON CONCKLIN Rosenberg-Concklin, Inc.
10. TIM AHLBUM
11. DEVIN M. BARTA
12. BENEFIT PLANS OF AMERICA, INC.
13. MARK B. GRAHAM AmeriLife
14. JOHN W. CLARK Senior Solutions Insurance Agency
15. DONNA M. AHLBUM
16. KERRY SACHS Secure Retirement Solutions, Inc.
17. FRED M. ULAYYET Ulayyet Insurance Agency
18. SCOTT J. SCHWARTZ Insurance Protection Services
19. SHAWN SCHROEDER Jack Schroeder & Associates, Inc.
20. AMERICAN EAGLE CONSULTANTS, INC.
21. PAUL SWEENEY Quality First Insurance Agency, Inc.
22. MARC G. ZUM TOBEL Consolidated Insurance Group, Inc.
23. CENTERSTONE INSURANCE & FINANCIAL SVCS.
24. SENIOR SERVICES OF NORTH AMERICA, INC.
25. RICHARD S. SCHWARTZ Insurance Center of S. Florida
26. JACOB M. MCGEOY Secure Benefits Alliance
27. TROY C. WHITT Whitt Insurance Agency
28. MATTHEW B. MORASKI
29. JOSEPH MAISONET Maisonet Insurance Agency
30. KENNETH L. LEPAGE JR.
Through April 2015, these top producing Agencies and Agents have the highest net combined annualized premium. They qualify to attend the annual Convention based on Company production and retention requirements.
JON AHLBUM The Ahlbum Insurance Group, Inc.
MIKE LEMAR Sunshine State Agency
WILLIAM J. BOROSAK JR. Secure Financial Group, LLC
CATHERINE E. HATTON Long Island Insurance Solutions
RAY STEVENS Stevens & Associates Insurance Agency, Inc.
PAUL T. SHELDON TIMOTHY T. RUSH TIM AHLBUM FRED M. ULAYYET KERRY SACHS
6. SCOTT J. SCHWARTZ
7. EDWARD A. CATRON
8. RAY STEVENS
9. JON AHLBUM
10. BRIAN GILBERT
11. JASON STEVENS
12. LISA ROSATI
13. EUGENE RANNEY
14. DEVIN M. BARTA
15. CATHERINE E. HATTON
16. DEXTER R. SAYLOR
17. JOSEPH A. JAFFE
18. CHRISTOPHER DAENZER
19. ROBERT HOLZMAN
20. JACKSON EDWARDS IV
21. DARRIN J. DIBISCEGLIE
22. JORDAN VICKERS
23. CHRISTOPHER N, GRAHAM, CLU
24. AARON GORDON
25. BEVERLY J. KINGSLEY
26. GARY S. KEMPLER
27. JULIA G. LEMBCKE
28. RACHEL KAHN
29. RICHARD D. SAKHAROFF
30. SANDRA K. STEVENS
1. JON AHLBUM $1,324,5722. MIKE LEMAR $602,5863. WILLIAM J. BOROSAK JR. $531,1574. CATHERINE E. HATTON $479,3785. RAY STEVENS $428,2326. SCOTT E. MEDNICK $381,5497. EDWARD L. SHACKELFORD $369,5658. PAUL T. SHELDON $252,1569. RON CONCKLIN $252,155
10. TIM AHLBUM $248,815
1. PAUL T. SHELDON $252,156 2. TIMOTHY T. RUSH $219,010 3. TIM AHLBUM $159,210 4. FRED M. ULAYYET $131,535 5. KERRY SACHS $130,999 6. SCOTT J. SCHWARTZ $121,350 7. EDWARD A. CATRON $108,119 8. RAY STEVENS $106,138 9. JON AHLBUM $104,648
10. BRIAN GILBERT $98,231
Through the month of April 2015, these top 10 General Agents and Writing Agents have the highest net combined annualized premium.
10 May 2O15 Closing Strong
WR
ITIN
G A
GE
NTS
GE
NE
RA
L A
GE
NTS
1. SHELDON H. REID
2. ENSURITY GROUP, INC.
3. OWEN E. METTS Metts Insurance Agency
4. GLEN A. DOERNBERG Doernberg Insurance Agency
5. RAY STEVENS Stevens & Associates Insurance Agency, Inc.
6. KAYLEIGH A. OLIVER Affiliated Health Insurances of FL
7. LEE V. JERNIGAN Jernigan Insurance Agency
8. LOREN A. OLGUIN Olguin Insurance Agency
9. NEAL STACY Stacy Insurance Agency
10. MIKE LEMAR Sunshine State Agency
11. JOHN W. CLARK Senior Solutions Insurance Agency
12. JUAN C. MENDEZ Mendez Insurance Agency
13. RICHARD D. SAKHAROFF Security Benefits Group, Inc.
14. FRED GITTENS Gittens Insurance Agency
15. DAVID K. DANIELS David K. Daniels & Associates
16. DANIEL W. SHEA Shea Insurance Agency
17. MICHAEL JOHNSON Johnson Insurance Agency
18. RONALD C. WOODLIEF Woodlief insurance Agency
19. BENEFIT PLANS OF AMERICA, INC.
20. TAIWANA HIXON Hixon Insurance Agency
21. PATRICIA P. CAMPBELL Campbell Insurance Agency
22. GEORGE J. LOEBIG
23. DAVID ARLEIN Arlein Insurance Agency
24. SHARON N. LEWIS Lewis Insurance Agency
25. BETTY BURRAGE Burrage Insurance Agency
26. SAMUEL C. COREY III Corey Insurance Agency
27. JUDITH D. SCHOON Schoon Insurance Agency
28. PAUL W. PIERRE Pierre Insurance Agency
29. SUSAN J. HIRSCH
30. ANGELA D. ROACH
1. BRYAN C. MCGHEE
2. OWEN E. METTS
3. GRACE J. EVANS
4. GLEN A. DOERNBERG
5. ARLINE A. LOUX
6. FITO MENARD
7. LEE V. JERNIGAN
8. EDWARD T. CODY
9. DAVID MILLER
10. FABIAN RAMIREZ
11. RICHARD D. SAKHAROFF
12. FRED GITTENS
13. KEITH G. WHITE
14. VICTOR C. CABRERA
15. DANIEL W. SHEA
16. MICHAEL JOHNSON
17. RONALD C. WOODLIEF
18. VINCENT ABBATIELLO
19. TAIWANA HIXON
20. PATRICIA P. CAMPBELL
21. AUDREY SNOW
22. BERTHA J. REED
23. DAVID ARLEIN
24. SHARON N. LEWIS
25. KAILA BLACKBURN
26. SHELDON H. REID
27. BETTY BURRAGE
28. ROGER A. GRADY JR.
29. LOREN A. OLGUIN
30. CHARLES HALL
1. JON AHLBUM The Ahlbum Insurance Group, Inc.
2. MIKE LEMAR Sunshine State Agency
3. WILLIAM J. BOROSAK JR. Secure Financial Group, LLC
4. CATHERINE E. HATTON Long Island Insurance Solutions
5. RAY STEVENS Stevens & Associates Insurance Agency, Inc.
6. SCOTT E. MEDNICK Professional Insurance Systems of Florida
7. EDWARD L. SHACKELFORD The Assurance Group, Inc.
8. PAUL T. SHELDON Paul Sheldon Insurance & Benefits Planning
9. RON CONCKLIN Rosenberg-Concklin, Inc.
10. TIM AHLBUM
11. DEVIN M. BARTA
12. ROBERT M. WROBLEWSKI SOS Insurance Group
13. MARK B. GRAHAM AmeriLife
14. JOHN W. CLARK Senior Solutions Insurance Agency
15. DONNA M. AHLBUM
16. KERRY SACHS Secure Retirement Solutions, Inc.
17. FRED M. ULAYYET Ulayyet Insurance Agency
18. SCOTT J. SCHWARTZ Insurance Protection Services
19. SHAWN SCHROEDER Jack Schroeder & Associates, Inc.
20. AMERICAN EAGLE CONSULTANTS, INC.
21. PAUL SWEENEY Quality First Insurance Agency, Inc.
22. MARC G. ZUM TOBEL Consolidated Insurance Group, Inc.
23. CENTERSTONE INSURANCE & FINANCIAL SVCS.
24. SENIOR SERVICES OF NORTH AMERICA, INC.
25. RICHARD S. SCHWARTZ Insurance Center of S. Florida
26. JACOB M. MCGEOY Secure Benefits Alliance
27. BENEFIT PLANS OF AMERICA, INC.
28. MATTHEW B. MORASKI
29. JOSEPH MAISONET Maisonet Insurance Agency
30. KENNETH L. LEPAGE JR.
1. PAUL T. SHELDON
2. TIMOTHY T. RUSH
3. TIM AHLBUM
4. FRED M. ULAYYET
5. KERRY SACHS
6. SCOTT J. SCHWARTZ
7. EDWARD A. CATRON
8. RAY STEVENS
9. JON AHLBUM
10. BRIAN GILBERT
11. JASON STEVENS
12. LISA ROSATI
13. EUGENE RANNEY
14. DEVIN M. BARTA
15. CATHERINE E. HATTON
16. DEXTER R. SAYLOR
17. JOSEPH A. JAFFE
18. CHRISTOPHER DAENZER
19. ROBERT HOLZMAN
20. JACKSON EDWARDS IV
21. DARRIN J. DIBISCEGLIE
22. JORDAN VICKERS
23. CHRISTOPHER N. GRAHAM, CLU
24. AARON GORDON
25. BEVERLY J. KINGSLEY
26. GARY S. KEMPLER
27. JULIA G. LEMBCKE
28. RACHEL KAHN
29. SANDRA K. STEVENS
30. RICHARD D. SAKHAROFF
1. PAUL T. SHELDON $252,156 2. TIMOTHY T. RUSH $219,010 3. TIM AHLBUM $159,210 4. FRED M. ULAYYET $131,535 5. KERRY SACHS $130,999 6. SCOTT J. SCHWARTZ $121,350 7. EDWARD A. CATRON $108,119 8. RAY STEVENS $106,138 9. JON AHLBUM $104,648
10. BRIAN GILBERT $98,231
10 May 2O15 Closing Strong Closing Strong May 2O15 11
LIFEW
RIT
ING
AG
EN
TSG
EN
ER
AL
AG
EN
TS HEALTH
Agents who contract after Feb. 1, are prorated for Convention qualification. For example, contract in March and the Agent life/health requirement is 10 months or $125,000 of combined NAP. Minimum NAP for an Agent who contracts in June is six months or $75,000
combined NAP. Agents must be contracted and produce at a six-month minimum production level to be eligible for Convention.
CONVENTION
it’s your JOURNEY
FUN IN THE SAND
#UACONVENTION2016
WH
AT Y
OU
NEE
D T
O Q
UA
LIFY
IF
YO
U A
RE A
GEN
ERA
L A
GEN
T:
MONTH LIFE ONLY HEALTH ONLY COMBINED
$180,000 NAP $350,000 NAP $350,000 NAP
JAN. $15,000 $29,167 $29,167
FEB. 30,000 58,333 58,333
MAR. 45,000 87,500 87,500
APR. 60,000 116,667 116,667
MAY 75,000 145,833 145,833
JUNE 90,000 175,000 175,000
JULY 105,000 204,167 204,167
AUG. 120,000 233,333 233,333
SEPT. 135,000 262,500 262,500
OCT. 150,000 291,667 291,667
NOV. 165,000 320,833 320,833
DEC. 180,000 350,000 350,000
WH
AT Y
OU
NEE
D T
O Q
UA
LIFY
IF
YO
U A
RE A
WR
ITIN
G A
GEN
T:
MONTH LIFE ONLY HEALTH ONLY COMBINED
$100,000 NAP $150,000 NAP $150,000 NAP
JAN. $8,333 $12,500 $12,500
FEB. 16,667 25,000 25,000
MAR. 25,000 37,500 37,500
APR. 33,333 50,000 50,000
MAY 41,667 62,500 62,500
JUNE 50,000 75,000 75,000
JULY 58,333 87,500 87,500
AUG. 66,667 100,000 100,000
SEPT. 75,000 112,500 112,500
OCT. 83,333 125,000 125,000
NOV. 91,667 137,500 137,500
DEC. 100,000 150,000 150,000
Hyatt Ziva ✿ Los Cabos, Mexico ✿ juNE 22-25, 2016
Agents who contract after Feb. 1, are prorated for Convention qualification. For example, contract in March and the Agent life/health requirement is 10 months or $125,000 of combined NAP. Minimum NAP for an Agent who contracts in June is six months or $75,000
combined NAP. Agents must be contracted and produce at a six-month minimum production level to be eligible for Convention.
