November 2O14 - United American Insurance Company

November 2O14
The news and ideas magazine for the Independent Agents of United American and First United American Life Insurance Companies
DIRECTOR OF MARKETING
Christie Gibson
EDITOR
Roberta Boyd King
SOCIAL MEDIA &
SEO SUPERVISOR
ATTN: ALL UA AND FIRST
UA AGENTS:
GRAPHIC DESIGNER
Medicare Announces Premiums and
Deductibles for 2015
Gina Circelli
John Begg
EMAIL
editor@torchmarkcorp.com
to update information for Summit or
to submit news for the Editor’s page.
HOME OFFICE
972-529-5085
FIRST UA
315-451-2544
AGENT SERVICE CENTER
N E W!
The Centers for Medicare & Medicaid Services
(CMS) recently announced 2015 premiums,
deductibles, and copayments for Medicare Part A,
Medicare Part B, and Medicare Supplements:
yy Monthly Medicare Part B premium $104.90 for most people (same as 2014)
yy Annual Medicare Part B deductible $147 (same as 2014)
yy Medicare Part A hospital deductible $1,260 (increase of $44 over 2014)
800-925-7355 or email
agencyservice@torchmarkcorp.com
yy Part A copayment (hospital days 61-90) $315 (increase of $11 over 2014)
SUPPLY ORDER FAX
yy Part A copayment (hospital days 91-150) $630 (increase of $22 over 2014)
SUPPLY ORDER EMAIL
yy Part A copayment (Skilled Nursing Facility
care days 21-100) - $157.50 (increase of
$5.50 over 2014)
469-525-4290 attn: agency supply
agentsupply@torchmarkcorp.com
WEBSITES
unitedamerican.com
unitedamerican.com/logon
firstunitedamerican.com
firstunitedamerican.com/office
www.torchmarkconvention.com
yy Plan HDF (Plan F+ in NY) Annual Deductible $2,180 (increase of $40 over 2014)
If you have changed your mailing address within
the last six months, please check with the Home
Office to make sure your current mailing address
is on file.
REMINDER FOR ALL UA AND
FIRST UA AGENTS
Please take a few minutes to read the ‘Code of
Business Conduct and Ethics’ located on the home
page of the United American and First United
American Agent websites.
CONGRATULATIONS!
yy Plan K annual out-of-pocket expense limit $4,940 (same as 2014)
yy Plan L annual out-of-pocket expense limit $2,470 (same as 2014)
INTEREST RATES SET
As previously communicated, effective Nov.
10, 2014, United American suspended sales of
Indemnity Plans HIXC, HMXC, and SE2.
No applications could be taken after Nov. 10,
2014, and coverage must be effective no later
than Dec. 1, 2014.
Please contact Agency Service at 1-800-925-7355
or email agencyservice@torchmarkcorp.com
with questions.
ATTN: CONNECTICUT AGENTS
2
DO WE HAVE YOUR CURRENT
MAILING ADDRESS?
Agent Jackson Edwards IV of The
Ahlbum Group is the September
winner of the Garmin GPS. Way to
go, Jackson!
ATTN: ALL UA AGENTS
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.
Please contact Agency Service at 1-800-925-7355
or email agencyservice@torchmarkcorp.com
with questions.
As previously communicated, Connecticut
has adopted the new National Association
of Insurance Commissioners (NAIC) Model
Replacement regulation. Effective immediately,
Life and Annuity Replacement Form REPNOT/00
must be used in the state of Connecticut with all
life and annuity applications where the applicant
has existing Life or Annuity insurance in force.
This document must be signed by the applicant
and the Agent, if there is one, and a copy left
with the applicant. Applications received after
November 12, 2014, without a signed REPNOT/00
form cannot be accepted.
November 2O14  BE A SUPERHERO
The Lifestyle Annuity rate for Nov. 2014 is 3.00
percent. Rates are reviewed and adjusted
accordingly. The Deposit Fund Rider new business
interest rate for 2014 is 3.00 percent.
HAPPY HOLIDAYS!
UA and First UA wish you and your family a
wonderful holiday season.
The Home Office will be closed Thurs.,
Nov. 27, and Fri., Nov. 28, in recognition
of the Thanksgiving holiday and Thurs.,
Dec. 25, and Fri., Dec. 26, in recognition
of the Christmas holiday.
WORDS OF WISDOM
“Be thankful that you don’t already have
everything you desire. If you did, what would there
be to look forward to?”
~ Author Unknown
Source: http://homepages.rootsweb.ancestry.com/~homespun/tpoems2.html
Charles Mankamyer
Senior Vice President / General Agents
yourself and your customers. Don’t
let anyone or anything stand in your
way. You have the potential for
greatness; you just have to believe it
and follow through on that belief.
“So many of our dreams at first seem
impossible, then they seem improbable,
and then, when we summon the will,
they soon become inevitable.”
~Christopher Reeve, 1952-2004
I read this quote the other day by the
late actor Christopher Reeve. Most
of you probably remember him in his
movie role as Superman. But it was
after an equestrian accident in 1995
leaving him a quadriplegic that he
demonstrated to the world what a
real Superman he was.
Fortunately, most of you will never
have to deal with a devastating
accident like Christopher Reeve. But
I believe all of you can take a lesson
from him. He never gave up. Until the
end of his life, he never gave up hope
that someday he might walk again,
and he fought for years to raise public
awareness and federal funding for
spinal cord injuries.
ATTITUDE MATTERS!
It’s that same spirit of never giving
up that will make you a top producer.
We are still in the Medicare Annual
Enrollment Period (AEP). This is the
time to become a Super Hero for
There’s no avoiding it. Attitude
is, and always will be, the most
important factor in creating success.
Thinking positively about yourself,
your capabilities, and your career
translates into competence to your
customers. And that competence
then develops into a mutually
trusting relationship between the
two of you ... a relationship that can
last a lifetime.
GET MOTIVATED!
Motivation is tremendously
important to creating the right kind
of attitude. As the late Zig Ziglar
said, “People often say that motivation
doesn't last. Well, neither does bathing,
that's why we recommend it daily.” One
of the best ways to stay motivated
is to periodically attend our weekly
training webinars. Our Trainers,
Directors, and Recruiters will help you
stay motivated by providing you with
the most up-to-date information on
products, prospecting, selling tips,
handling objections, etc. If you feel
your selling skills aren’t as top-notch
as you want them to be, they can
help you improve them. If you want
to become more knowledgeable
about particular products, they can
provide that information. If you
want to improve your prospecting
skills or how you handle objections,
they can help there too. As I’ve said
before and will probably say again,
the Home Office team is here to help
you become the best you can be for
yourself and your customers.
BECOME A
TOP PRODUCER
Thousands of new Agents have
joined the UA and First UA family
this year. They understand the
tremendous potential that exists
for them to become successful,
especially in the area of selling
Medicare Supplements. Many of
them are already well on their way to
becoming top producers. As I review
our weekly Leader Board and our
monthly top producers in Summit
magazine, I see many new names
each week and each month. That is
exciting for all of us!
Make your attitude for success work
for you and your customers during
these final days of the Medicare
Annual Enrollment Period. Share the
value of UA and First UA products
to anyone who will listen. The result
will be happy customers, more
commission in your pocket, and the
opportunity to get one step closer to
2015 Convention qualification. I want
to see YOU and your guest in Boca
Raton in 2015.
Source: http://www.brainyquote.com/quotes/
authors/c/christopher_reeve.html
BE A SUPERHERO  November 2O14
 3
UNITED
AMERICAN
Chong-Ma, Bomei A.
Cicciarelli, Janet
Ciesielczyk, Melinda
1800Medigap Agency, Inc. Cilento, Louis
Abdi, Ditart
Clarke, Phillip
Abrams, Jay
Clingan, Peggy J.
Ackley, Margaret F.
Clouse, Mark A.
Adkins, Tommy D.
Cockey, Christopher W.
Adornato, Joseph J.
Cohen, Mitchell J.
Akabude, Joy
Combs, Craig
Albano, Jerry R.
Concannon, Jennifer
Alford, Roy
Condon, Daniel
Altman, Jason D.
Connolly, Timothy J.
Alvarado, Richard Z.
Cooper, Eugene P.
Always, Victoria
Copeland, Christopher L.
Amaefule, Kelechi
Costello, David V.
Amrom, Michele
Cox, Lisa
Anderson, James E.
Crayton, Darlene G.
Andreko, Margaret
Crespo, Ruben
Angell, Rayon D.
Crist, Dalton H.
Archie, Robert
Crosby, Trophine C.
Atala, Antonio
Cruickshank, Allan
Augustin, Ladie
Cunningham, Hansel
Austin, Eric
Cunningham, Laurie A.
Baldwin, Michael L.
D’Ambrosio, Chris
Balentine, Zella A.
D’Andrade, Vinette
Ballachey, John M.
Dambrie, Fred J.
Balogh, Christian J.
Daniels, Maryellen
Baras, Dennis A.
Davidson, Jerry
Barrow, Doris M.
Dayan, Ora
Bates, Allen B.
Del Piano, Anthony P.
Beall, Harry M.
Derr, Dennis E.
Bearss, Chris
Detz, Barbara
Beck, Michael J.
Donnelly, Todd
Belulovich, James
Doshi, Neal A.
Belvedere, Malka
Dubeck, David
Bender, Bernard
Ducote, Lane
Bendfeldt, Inc.
Duong, Tanny
Bergman, Kristina M.
Dycus, Fred M.
Bernola, Karen M.
Elenz, Timothy J.
Biele, Michael
Elkins, Timothy
Bilardello, Joseph
Elliott, James N.
Billings, Robert L.
Elshoubaki, Osama M.
Bishop, Denise
Emmett, Leslee S.
Blackwell, Carolyn
Esquivel, Margie C.
Blanchard, Thomas E.
Etienne, Pierre H.
Bloom, William
Evans, Noel
Bodell, William
Faas, Rudy
Boianelli, Vincent
Faucett, Iris
Boldon, Celah J. III
Faulcon, Gregory
Bonavia, Gregory J.
Fillinger, Stephen
Bontrager, Elmer D.
Fisher, Charles
Borrego, Omar A.
Fitch, Darrel
Braun, Michael E.
Flaaen, Thomas
Breggs, Barbara L.
Flemings, Edwin C.
Brentari, Robert
Fortunato, Patrick J.
Bretches, Kenneth E.
Fowers, Belinda
Broderick, Kenneth
Franklin, Kenneth
Brown, Adassa C.
Friedel, Linda M.
Browne, Rosemary V.
Frish, Norman
Bryant, Michael
Fritch, Frederick R.
Buell, Francesca M.
Frontiero Robert F. Jr.
Bueno, Sheryl Lynn P.
Fuller, Wayne
Bulley, Rashida
Gaines, Beverly A.
Burgin, James
Garcia, George S.
Burtraw, Dee R.
Garland, Anthony
Cabrera, Edgar A.
Garland, Brandon V.
Cabrera, Victor C.
Gates, Nancy P.
Cain, Andy G.
Geiger, Dan R.
Campbell, Chris
Geldin, George J.
Cantrell, Jerry D.
George, Neville
Caraballo, Marielsa
Gerecs, Lilnda M.
Carawan, Kirk
Gibson, Janice
Carey, Michael L.
Gilbert, Tomera
Carlson, William R.
Gill, Reginald E.
Carney, William M.
Goldstein, Dan
Carothers, Becky L.
Gonzalez Rendon, Nelson
Casey, Matthew J.
Grabner, Stephen S.
Cash, Donald
Graham, Lenore G.
Cervantes, Enrique I.
Graham, Nicole
Chambers, Alando G.
Grana, Lori
Charboneau, Renee A.
Grant, Robert G.
Chary, Govind K.
Greco, Richard J.
Cheek, Carolyn A.
Green, Dawn S.
Chen, Justina
Gregg, Denise R.
4
Griffin, Karen
Griffin, Milton W.
Guilfoil, John M.
Gutknecht, April
Guzman, Edgar
Hahn, Tyran J.
Hale, Barbara J.
Hanna, Roy H.
Haque, MD R.
Hargis Lorne T. Jr.
Hartline, Karen L.
Heikkila, Dwight A.
Henderson, Wayne W.
Henry, Dennis J.
Hernandez, Eloy J.
Hernandez, Jorge
Hernandez, Ramon R.
Hicks, Philip D.
Hill, Eugene G.
Hloben, Carla M.
Hoben, Susan
Hochschwender, Viktoria
Hohn, James
Holden, Billy G.
Holten, Jennifer D.
Honeycutt, Harris
Honeysucker, James L.
Hong, Kung
Horton, Faye T.
Hoy, Norman S. III
Hsu, James K.
Hughes, Michael
Humble, Harry L.
Hunter, Howard C.
Ingalls, Dennis J.
Isidor, Steve
Ivory, Margaret
Jackson, Depreme
Jahanmiry, Seyed Hassan
Jeffries, Angela
Jimeno, Roberto C.
Johannsen, John H.
Johnson, Carol L.
Johnson, Devon L.
Johnson, Gary W.
Johnson, Mary D.
Johnson, Robert A.
Johnston, Ryan A.
Jones, Alvin
Jones, Kyle E.
Jones, Raymond D.
Jones, Taurean I.
Jones, Tyrone A.
Joshi, Vandana
Jovan, Candice
Kalantarzadeh, Sarkis K.
Kaminsky, Jay
Karsana, Elisabeth L.
Kaserman, Bruce G.
Kay, Ronald J.
Keegan, Robert
Keith, Courtney M.
Kelly, James E.
Kelly, William P.
Kent, Gail
Kia, Jafar T.
Kimm, Randy R.
King, Shelton Jr.
King, Eric B.
King, Jennifer
Kingery, Chad A.
Kinstetter, David
Kirchem, Beverly J.
Klein, Russell
Knight, Janet M.
Knutson, Richard J.
Korth, Diane
Kreczmer, Judith A.
Kubik, Randyl W.
Kupferman, Stanley
Lachapelle, Laleen D.
Lacy, Hal S.
Lake, Sandy D.
Lassen, Christopher
Latham, Landra
November 2O14  BE A SUPERHERO
Lauder, April
Lauder, Kenneth C.
Laughlin, Thomas P.
Lawrie, Eileen
Lawrie, Mark
Lawson, Candice M.
Ledwick, Donna M.
Lewis, Beau R.
Lewis, Regina
Liang, Isabelle T.
Libernini, Theodore
Linder, Linder
Lindstrom, Betty
Linke, Sandra M.
Littlejohn, Randy L.
Loebig, George J.
Logan, Heather
Lower, Douglas J.
Lubenow, Douglas F.
Lubotsky, Howard E.
Luckerson, Tajouna Y.
Lynn, Cecelia L.
Magnuson, Carl D.
Malone, Fatimah
Manske, William T.
Manzur, Mohammed A.
Marcon, Carol J.
Mariano-Murphy, Marcella
Markham, Lynn E.
Marone, George P.
Marshall, Robert
Marston, Donna E.
Martin, Deborah S.
Martin, James H.
Masri, Haissam
Massinburg, Brandon
Mast, Michelle
Masterson, Michael
Mato, Joseph, Jr.
Mazza, James M.
Mbah, Godlove
McAlister, Michael R.
McCarthy, Jeri
McCormick, Don
McCormick, Monique
McCrea, David
McDannald, Loyd
McDonnell, Kevin
McGee, Thomas M.
McGill, Edward
Mehta, Haren
Mejia, Octavio
Melko, George P.
Meredith, Joyce M.
Meyer, Joseph D.
Miller Ronald L. Jr.
Miller, Clifford W.
Miller, David R.
Mitich, Carl C.
Molina, Simon C.
Moore, Ron E.
Morah, Anthony O.
Morong, Chester C.
Moss, David E.
Moultrie, Theresa
Murray, Jason S.
Nagel, Carl E.
Nail, Contessa
Natter, Carl J.
Neal, Shirley A.
Needelman, Gary S.
Newman, Olga
Ngodock, Hans
Nguyen, Thanh M.
Nieves, Brandon
Nighthorse, Camille
O’Shaughnessy, John
Ochoa, Eddie E.
Olson, Kim L.
Onuoha, Angela K.
Ortiz, Fernando
Ostrander, James D.
Pagano, Evelyn
Parker, Jamie
Parsons, Pamela A.
Patel, Chirayu A.
Patel, Kamlesh
Pearlson, Howard
Pendergrass, Lewis E.
Perry, Russell
Petrancosta, Louis J.
Petrich, John
Pettis, Sherman W.
Philpott, Daniel
Philson, Exkano
Pierson, Cyndy M.
Pinhas, Norman
Pitman, Robert W.
Pittilla, Jack W.
Plentz, Barbara
Poe, James
Poore, Justin R.
Powell, Monica L.
Powers, David B.
Presser, Sadie R.
Prickett, Jacqueline M.
Prisiajniouk, Joanna
Proctor, Dan E.
Pyndus, David
Quinol, Lyndon A.
Radziewicz, Irene
Raines, Walter J.
Rajah, Christine M.
Ramirez, Fabian
Ramirez, Gloria M.
Randolph, Brenton C.
Raphael, Deborah
Ratcliff John H. Jr.
Redden, Debra A.
Reed, Bertha J.
Reed, Ronald L.
Reeves, Laurie M.
Renk, Douglas
Retirement Income
Solutions
Rhames, Timothy C.
Richland, Bernard
Ringgold, Richard M.
Ringquist, Robert H.
Rittenhouse, Arthur J.
Riviere, Michael
Roberson, Daphne L.
Robinson, David L.
Robinson, Gregory R.
Robinson, Mizerel V.
Robishaw, Jerry
Rockwood, Kabray
Rodriguez, Christina
Rodriguez, David P.
Rogers, John S.
Rogers, Mary A.
Roman, Darwin
Rosen, Jay E.
Rosenstern, Frank A.
Ross, Marilyn
Rubey, David
Rudolph, Marlene
Rust, Maria C.
Rynott, Patrick T.
Salabes, Kenneth F.
Sales, Ray
Sandoval, Luis
Santos, Claribel
Sarro, Wade T.
Savadjian, John
Savoy Donald C. Jr.
Schlake, Dennis L.
Schott, Brett M.
Schuler, Jeanette R.
Schumacher, Karl W.
Schuman, Kenneth L.
Scott, James R.
Sestito, Carlo
Shane, Jo Ann
Shau, Rosaline
Shigemura, Jonathan Y.
Signoretti, Toni
Sikov, Barry A.
Simington, Mark W.
Simon, Shirley
Sipala, Paul V.
Sizeland, Leslie L.
Sochor, Albert H.
Sogn, Douglas A.
Solomon, Lisa
Soto, Humberto
Spears, Bruce D.
Speer, Carey H.
Springer, Tempie
St. Germain, Rose
Stahl, Larry G.
Stalker, Alfred J. Sr.
Stalls, Joe
Stern, Mindy S.
Stevenson, Dawn
Stiefel, Mark
Stiggers, Karen M.
Stout, Michael C.
Sweeney, Michelle I.
Swindal, Lorraine A.
Sylvestro, Nicholas P.
Taitt, Kelvin
Tasillo, Gary P.
Tate, Ada
Tate, Jessica
Terry, Charles C.
Testman, Deborah
Teycer, Lenesia
Thomas, Douglas E.
Todd, Phillip
Toprani, Samir K.
Tran, Binh T.
Trifiletti, James R.
Trimble, Thomas J.
Tyler, Marvin G.
Umeh, Andra
Uribe, Maricela
Vail, Cynthia D.
Valentine, Vicky
Vargas, Frank I.
Varner, John
Vaughan, Donald E.
Vela, Martin B.
Vodovoz, Jeffrey D.
Vu, Tuan A.
Wagner, Robert A.
Walker, Victor A.
Wallace, Franz
Wallace, James W.
Walters, Sonta
Wang, Sandy
Ward, Dexter
Wardlaw, Kemberly
Wasmund, Adam H.
Watson, Ernie L.
Weber, Wayne A.
Wegner, Steven L.
Weiner, Bruce E.
Weinstein, James M.
Weiss, Linda L.
Weitzel, Danny
Wells, Shannon D.
West, Jeffrey B.
West, Randy O.
Whaley, Marvin E. Jr.
Whaley, Wanda M.
White, Keith G.
White, Kenneth A.
Whitlow, Stanley M.
Wicker, Martin C.
Wicki David P. Jr.
Wisdom, Garth A.
Wittke, James
Wolfe, Samuel
Wozniak, Thomas F.
Wuellner, Curtis C.
Yager, Jon C.
Yeh, Timothy I.
Ynacay, Robert
Yount, Jack D.
FIRST UNITED
AMERICAN
Abbondante, Joseph
Agudelo, Joel
Ahmed, Nur N.
Ali, Mohammad S.
Allen-Artis, Sondra
Alvarez, Julio A.
Antoniello, Margaret
Austin, Eugene
Azzolino, Santo M.
Baker, Vera
Basso, Frederick F.
Birbiglia, Stephen J.
Boorum, Wallace
Brown, Vincent
Cakirlar, Na’Ima
Capuano, James
Carter, Stacy
Cerverizzo, Anthony
Champagne, Berangere
Marie
Chong-Ma, Bomei A.
Crossway, Monalisa
Denezzo, Ron
Di Nenno, Luisa
Difrancesco, Dante J.
Dzhurayev, Albert
Elliott, James N.
Fazio, Ernest M.
Garcia-Lora, Taina
Gary, Agnes F.
Gifter, Bemjamin B.
Gordon, Ella
Gottlieb, Steven
Hall, Tarmaine
Hargis Lorne T. Jr.
Harry, Aileen
Hudelmaier, William
Iancu, Asher
Im, Wan S.
Johnson, Adolphus B.
Kaufman, William
Khramtsova, Yuliya
Kiss, Adam
Koegel, Joy C.
Lieber, Herbert J.
Liu, Daniel
Mantey, Offeibea
Mast, Michelle
Mihrzad, Nariman
Mollin, Karl
Morse, Wendy
Musa, MD A.
Ostrovsky, Igor
Patel, Pervez P.
Pauli, Richard P.
Perry, Tonya
Petsche, Thomas
Philipose, Samuel
Prasad, Satchi
Ricciardi, Tony
Rice, Jocelyn
Riley, Kevin J.
Rivera, David
Rosell, Michael E.
Sahani, Arish K.
Schrader, John
Slesinski, Peter
Smith, Oral E.
Soran, Marvin
Spence, Mark
St. Bernard, Jude
Tantillo, Fred J.
Tashybekov, Emirbek
Taylor, Mark
Thompson, Dorene E.
Tuckett, Earl
Tyler, Emery
Weibrecht, Thomas
Wiedemuth, Michelle
Zingaro, Frank
Are YOU a
Newcomer?
Are you new to the insurance industry or newly
contracted with UA or First UA? Do you want to
see your name and picture in Summit magazine
as a top producer and Convention qualifier?
Here’s how:
Embrace your role as a
salesperson with gusto.
Your objective is to help people. You want to become
a trusted advisor, a person who educates prospects
and customers about why health insurance and life
insurance is important — and then provide choices
available to them. What’s the best approach? You don’t
need to reinvent the wheel. Find out what successful
Agents do and do the same thing. Subscribe to industry
publications and/or look for online articles to hone your
craft. Definitely attend UA/First UA training webinars and
live seminars.
Make it your
business.
To stay in business, you
must make a profit. You
have three basic functions:
prospect, close, and service
your customers during
prime calling time. Save
nonessential sales tasks
for after hours or early in
the morning. Consult your
Director or Recruiter about
how to make the most of your
time. They’re experienced
sales people and can help.
Work hard.
There are no short cuts to any place
worth going. If you want success, work
for it. As Zig Ziglar once said, “The
harder you are on yourself, the easier
life will be on you.” Put in the time
needed to create and sustain your plan
for success. Become known as the
hardest working person in your office.
Remember, the Home Office team is here
to guide you when you need it!
R
E
M
O
C
NEW
Follow a plan
every day.
Decide how many calls and
presentations you need to get
the sales you want. Script what
you need to say in as few words
as possible. Practice until the
words become second nature
and flow naturally. The Ad
Catalog on the UA Agent website
has preapproved phone scripts
and Medicare presentation scripts
to reference.
Take responsibility.
If your sales aren’t what you want,
make changes to your activity level and
approach. You are definitely the driving
force creating your success, but you are
never alone in its creation. UA and First
UA have training resources available
24/7. Your Recruiter, Director, Agency
Service, New Business … the Home Office
team can help get you on the road to
success and keep you there.
Source: http://www.lifehealthpro.com/2013/04/19/5key-ideas-for-new-insurance-agents
BE A SUPERHERO  November 2O14
 5
1
hink in terms of
T
building a business,
not just making a
sale. Let customers
know you want to create
a long-term relationship
with them. That
creates the foundation
for your business.
3
L isten more than
you speak. Put
your customer at ease
with small talk. Then
ask open-ended
questions. Let your
customer do most of the
talking; it helps you to
understand his needs.
12
2
uild business one
B
customer at a time.
Provide your customer with
a great sales experience,
so they’re excited to tell
others about you. Take
advantage of ‘word of
mouth’ and always ask
for referrals, whether
you make a sale or not.
4
!
s
e
l
a
of S
eliver more
D
than you
promise!
Promise a lot,
but make sure
the customer
gets even more.
6
8
10
6
November 2O14  BE A SUPERHERO
Fortunately, to be a successful insurance Agent you don’t have
to zoom around like Superman saving the planet every day from
evildoers. You just have to reach the thousands of individuals in this
country waiting for what you can provide. Become their champion!
Be a Super Hero for your customers — and yourself — by being a
great salesperson every day. Here are a few tips to guide you:
5
Invest time in
people and
situations that
positively affect
your life and your
income. Avoid
‘negative’ people
and situations that
don’t enhance your
life or business.
Invest in
relationship
building via
networking
and community
involvement.
It’s time spent that
can pay off.
Source: https://www.americanexpress.com/us/small-business/
openforum/articles/the-20-traits-of-great-salespeople/
on’t give up on
13 Dunsold
prospects.
Someday those
Surround
yourself with
overachievers.
Give little time to
those who don’t
create opportunities
or can’t seem to
accomplish anything.
16
Be time
conscious.
Great salespeople
constantly look for
ways to improve
their sales and
do it in a shorter
time frame.
7
9
e fanatical!
B
Great salespeople
are obsessed with
their customers
and growing
their business …
but in a way that
benefits both.
Invest in your
career, your
business, and your
customers. These
investments help your
career to grow, like
water helps your lawn
to grow. Take care of
your career, business,
and customers, and the
money will be there.
on’t accept
D
‘good’ as good
enough. Work
to turn ‘good’
into ‘great’. Top
performers are
never satisfied with
the status quo.
old yourself
H
accountable.
Be in charge of
your career. Take
responsibility, for
whatever happens
depends on you
and no one else.
Be constantly
in ‘think, plan,
and prepare’
mode. This
mindset will help
you build your
customer base
and keep your
pipeline full.
15
ee problems as
S
opportunities.
Problems encourage
you to be more
creative and provide
your prospect
with additional
information. When
you have problems,
you have value.
17
18
on’t measure
D
your potential for
success by the state
of the economy. Rely
on your actions. Great
salespeople are great
even during economic
slowdowns, because
they create their own
economy. You can make
‘it’ happen, despite what
goes on around you.
19
11
14
prospects may be
ready to buy. Keep
in contact because
a failed sale now
is an opportunity
for the future.
20
iew failed
V
sales attempts
as investments
in the process,
not failures. You
don’t hit a home run
every time, but a
strikeout can still be a
learning experience.
Invest in
continuing
education,
development,
and personal
motivation.
Continue to invest
in your career, like
a professional ball
player invests in his
by always practicing.
old yourself to
H
higher performance
standards than
your management
team does. Only you
know your true potential,
so hold yourself to higher
standards than others
think you’re worth.
Don’t just
manage your
time. Create it
and handle it
the way it will
work for you.
BE A SUPERHERO  November 2O14
 7
“TRUST IS A FRAGILE
THING - DIFFICULT TO
BUILD, EASY TO BREAK.”
What’s the most important quality a Senior
looks for in an insurance Agent? IT’S SOMEONE
WHO IS TRUSTWORTHY, according to a 2012
Senior Survey by JLS Marketing Concepts, Ltd.
Here’s the breakdown in three important areas:
~Peter Lerangis, author
59.4%
TRUST
APPEARANCE
PRODUCTS
OFFERED
25.2%
EXPERIENCE
Trust is the most important factor with almost
60 percent of Seniors surveyed. What are key elements
to create and build trust with Seniors?
First impressions, including the
initial image you create over
the phone, matter. The tone of
your voice, how you’re dressed,
how well groomed you are, the
strength of your handshake, the
warmth of your smile, and your
manners in general all matter to
a potential Senior customer. In
addition, your business card,
website, and Social Media
presence create an impression
that can foster trust or arouse
suspicion. Present yourself as
a professional every day and in
every way.
COMPETENCE
Demonstrate competence by
asking the right questions to
uncover your prospect’s needs.
Be knowledgeable about the
insurance industry, know your
competitors, and provide product
solutions to fill your prospect’s
needs. Answer questions and
address concerns openly and
honestly. If you don’t know
something, don’t be afraid to
admit it. But assure your prospect
you’ll find the answer.
DEPENDABILITY
Be on time for appointments.
Make sure customers know they
can depend on you to do what you
say you will do when you say you
will do it. Always be accountable
for your actions.
8
3.5%
VARIETY OF
November 2O14  BE A SUPERHERO
CONNECTIVITY
Show interest and concern for
others using active listening
and communication skills. Be
interested in your prospects and
customers beyond their potential
insurance needs. Ask open-ended
questions about their life and
interests and actively listen to
their responses. Be involved!
BELIEVABILITY
Be completely honest and fair
at all times when dealing with
customers. Act in a consistent,
value-driven manner to reassure
prospects and customers they can
always rely on you.
PRESENCE
Being in the moment is important
with all people, but especially
important to build trust with
Seniors. When you’re with them,
be with them 100 percent. More
than just active listening, this
includes active observation.
Be observant to make sure
your customer is comfortable
throughout the sales process.
Good insurance Agents are able to
make potentially complex matters
simple. But proceed at a pace that
does not frustrate or confuse your
Senior customer.
https://www.jlsmarketingconceptsltd.com/(S(2mtmdvy1hzyugavb0ezbwk55))/
PDFs/MISC/Seniors_Want_a_Trusted_Advisor.pdf
A Dozen
Reasons ...
How you recruit and grow your Agency during the next
few weeks and months can determine your success in 2015.
United American has created a new recruiting brochure to help
you entice the next superstars to join your team. Go to UAOnline
to order AD-358 via the Automated Supply Order Form.
ralagency.com
www.uagene
A Dozen
Reasons
11
In business
sin
Medicare Su ce 1947 – selling
pp
since Medic lement plans
are began in
1966
3
3
ed American
To Make Unit
Preferred
Your Clients’
plement
Medicare Sup
rrier
Insurance Ca
22
One of the
larg
Medicare Su est nationwide
pp
of individual lement carriers
insurance (N
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are Suppleme
Insurance
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Experience Rep
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Ratios, 2012
Medicare Sup
June 2013.
plement
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35 consecu g for more than
tive years fr
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A.M. Best C
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of 6/13)
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AD-358
rights reserved.
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American Insuran
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electronic
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fo
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rease in HD
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de
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purposes, and NO mercial product or service.
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indicative of
statistics (UA
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(from 2008
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***Un
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Rate Ch
(UA only) sta
tistics and is ange History (as of 05/
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not indicative
of future per . Rate based on Company
formance.
‘Fast Start’ le
ad
program –
never run
out of leads
again
Free trainin
gw
and live sem ebinars
inars
Speak to a liv
e
service repre Agency
se
no phone au ntative –
to
no outsourc mation –
ing to other
countries
BE A SUPERHERO  November 2O14
 9
Through October 2014, 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.
president's club
#
1
#
JON AHLBUM
The Ahlbum Group
2
#
3
MIKE LEMAR
Sunshine State Agency
6. RAY STEVENS
Jack Schroeder &
Associates, Inc.
7. RON CONCKLIN
Rosenberg-Concklin, Inc.
Maisonet Insurance Agency
Professional Insurance
Systems of Florida
Insurance Protection Services
9. ROBERT M. WROBLEWSKI
10. PAUL T. SHELDON
27. CENTERSTONE INSURANCE
& FINANCIAL SVCS.
21. JAMES F. SCHULER
28. NAYEEM SIDDIQUE
22. FUTURITY FIRST
29. CESAR CHACON
30. PETER S. GELBWAKS
Siddique Insurance Agency
Gelbwaks Executive
Marketing Corp.
24. JOHN R. SLOWIK
25. MARK HELLER
Quality First Insurance
Agency, Inc.
Robbins Insurance Agency
CATHERINE E. HATTON
Long Island Insurance
Solutions
Secure Retirement
Solutions, Inc.
AMERICA, INC.
18. PAUL SWEENEY
11. PHILIP L. ROBBINS
20. FRED M. ULAYYET
5
26. KERRY SACHS
23. BENEFIT PLANS OF
Senior Solutions
Insurance Agency
Paul Sheldon Insurance
& Benefits Planning
CONSULTANTS, INC.
INSURANCE GROUP, INC.
16. TIM AHLBUM
17. JOHN W. CLARK
SOS Insurance Group
19. AMERICAN EAGLE
Consumer Group Services, Inc.
15. SCOTT J. SCHWARTZ
#
EDWARD L. SHACKELFORD
The Assurance Group, Inc.
Senior Care Insurance
Services, Inc.
14. JOSEPH MAISONET
8. SCOTT E. MEDNICK
4
WILLIAM J. BOROSAK JR.
Secure Financial Group
12. DEVIN M. BARTA
13. SHAWN T. SCHROEDER
Stevens & Associates
Insurance Agency, Inc.
#
Heller Insurance Agency
pacesetters club
#
1
#
TIM AHLBUM
6. PHILIP L. ROBBINS
7. JON AHLBUM
8. EDWARD A. CATRON
9. RAY STEVENS
10. JACKSON EDWARDS IV
11. FRED M. ULAYYET
12. EUGENE RANNEY
10 
2
#
PAUL T. SHELDON
3
4
KERRY SACHS
13. MARK HELLER
14. DEXTER R. SAYLOR
15. AARON GORDON
16. ROBERT HOLZMAN
17. JOSEPH A. JAFFE
18. JASON STEVENS
19. RICHARD D. SAKHAROFF
November 2O14  BE A SUPERHERO
#
DEVIN M. BARTA
20. CHAD A. ROBBINS
21. GARY S. KEMPLER
22. BEVERLY J. KINGSLEY
23. JEFF D. HACKMEIER
24. JAMES A. LAUGHLIN
25. CHRISTOPHER N.
GRAHAM, CLU
#
5
SCOTT J. SCHWARTZ
26. JULIO C. CORTES
27. JORDAN VICKERS
28. JULIA G. LEMBCKE
29. VINCENT ABBATIELLO
30. CATHERINE E. HATTON
LOOK FOR YOUR NAME ON
FACEBOOK AND
TWITTER!
GENERAL AGENTS
LIFEHEALTH
1. MIKE STEVENS
16. MELVIN M. WILLIAMS
1. JON AHLBUM
2. RANDALL F. EATON
17. MARCUS KABORE
2. MIKE LEMAR
3. NEAL STACY
18. LEE V. JERNIGAN
Farm & Ranch Healthcare, Inc.
Eaton Insurance Agency
Stacy Insurance Agency
4. ENSURITY GROUP, INC.
5. DONALD K. SALTIS
Saltis Insurance Agency
6. CHARLES A. LOPER JR.
Loper Insurance Agency
7. RONALD C. WOODLIEF
Woodlief Insurance Agency
8. LOREN A. OLGUIN
Olguin Insurance Agency
9. FRANCES D. SALETT
Salett Insurance Agency
10. JACOB M. MCGEOY
Secure Benefits Alliance
Kabore Insurance Agency
Jernigan Insurance Agency
19. ORAN W. YOUNG
Young Insurance Agency
20. AMERICAN EAGLE
CONSULTANTS, INC.
21. MARIE F. WILLIAMS
Williams Insurance Agency
22. AGENCY SERVICES
ONLINE, INC.
23. MACK M. DANIELS
Daniels Insurance Agency
24. NICHOLAS SALERNO
SR. & ASSOCIATES
25. MICHAEL E. SMITH
Smith Insurance Agency
26. DANIEL W. SHEA
11. ELMER GARCIA
Garcia Insurance Agency
Shea Insurance Agency
12. JON AHLBUM
27. GREGORY A. LOERZEL
13. JOSEPH MAISONET
28. WILLIAM P. SCARCELLA
The Ahlbum Group
Maisonet Insurance Agency
14. JAMES A. HOLMQUIST
Holmquist Insurance Agency
15. BENEFIT PLANS OF
AMERICA, INC.
WRITING AGENTS
Williams Insurance Agency
1. MARK A. SIMPKINS
2. CRAIG S. WALKENBACH
3. EDWARD T. CODY
4. RICHARD L. KRETSCHMAN
5. DORA SOLIS
6. LEE A. MCGRIGGS
7. ROBERT C. LACKEY
8. RONALD C. WOODLIEF
9. LOREN A. OLGUIN
10. FRANCES D. SALETT
11. MARIA-RICHETTA HARRIS
12. ELMER C. GARCIA
13. WILLIAM E. CRAIGHEAD
14. WAYNE L. JACKSON
15. ANTHONY BINGHAM III
Loerzel Insurance Agency
Scarcella Insurance Agency
29. JOHN W. HARRINGTON
Harrington Insurance Agency
30. DAVID K. DANIELS
David K. Daniels &
Associates, Inc.
16. MARCUS KABORE
17. LEE V. JERNIGAN
18. ORAN W. YOUNG
19. TENITRA M. SMITH
20. JOSEPH MAISONET
21. KEVIN A. HENRY
22. MARIE F. WILLIAMS
23. LETICIA A. CARRANZA-ROBLES
24. MACK M. DANIELS
25. MICHAEL E. SMITH
26. DANIEL W. SHEA
27. ROBERT R. PARKER
28. WILLIAM P. SCARCELLA
29. DANIEL HINES
30. JOHN W. SR. CRAVEN
LOOK FOR YOUR NAME ON
16. TIM AHLBUM
The Ahlbum Group
17. JOHN W. CLARK
Senior Solutions
Insurance Agency
Sunshine State Agency
3. WILLIAM J. BOROSAK JR.
18. PAUL SWEENEY
Secure Financial Group
4. EDWARD L. SHACKELFORD
The Assurance Group, Inc.
19. AMERICAN EAGLE
5. CATHERINE E. HATTON
CONSULTANTS, INC.
Long Island Insurance
Solutions
20. FRED M. ULAYYET
Senior Care Insurance
Services, Inc.
6. RAY STEVENS
Stevens & Associates
Insurance Agency, Inc.
21. JAMES F. SCHULER
Consumer Group Services, Inc.
7. RON CONCKLIN
22. FUTURITY FIRST
Rosenberg-Concklin, Inc.
INSURANCE GROUP, INC.
8. SCOTT E. MEDNICK
23. BENEFIT PLANS OF
Professional Insurance
Systems of Florida
AMERICA, INC.
9. ROBERT M. WROBLEWSKI
24. JOHN R. SLOWIK
SOS Insurance Group
25. MARK HELLER
10. PAUL T. SHELDON
Heller Insurance Agency
Paul Sheldon Insurance
& Benefits Planning
26. KERRY SACHS
Secure Retirement
Solutions, Inc.
11. PHILIP L. ROBBINS
Robbins Insurance Agency
27. CENTERSTONE INSURANCE
12. DEVIN M. BARTA
13. SHAWN T. SCHROEDER
& FINANCIAL SERV.
28. NAYEEM SIDDIQUE
Jack Schroeder &
Associates, Inc.
Siddique Insurance Agency
29. CESAR CHACON
14. JOSEPH MAISONET
Maisonet Insurance Agency
15. SCOTT J. SCHWARTZ
Insurance Protection Services
1. TIM AHLBUM
2. PAUL T. SHELDON
3. KERRY SACHS
4. DEVIN M. BARTA
5. SCOTT J. SCHWARTZ
6. PHILIP L. ROBBINS
7. JON AHLBUM
8. EDWARD A. CATRON
9. RAY STEVENS
10. JACKSON EDWARDS IV
11. FRED M. ULAYYET
12. EUGENE RANNEY
13. MARK HELLER
14. DEXTER R. SAYLOR
15. AARON GORDON
FACEBOOK AND
Quality First Insurance
Agency, Inc.
30. PETER S. GELBWAKS
Gelbwaks Executive
Marketing Corp.
16. ROBERT HOLZMAN
17. JOSEPH A. JAFFE
18. JASON STEVENS
19. RICHARD D. SAKHAROFF
20. CHAD A. ROBBINS
21. GARY S. KEMPLER
22. BEVERLY J. KINGSLEY
23. JEFF D. HACKMEIER
24. JAMES A. LAUGHLIN
25. CHRISTOPHER GRAHAM, CLU
26. JULIO C. CORTES
27. JORDAN VICKERS
28. JULIA G. LEMBCKE
29. VINCENT ABBATIELLO
30. CATHERINE E. HATTON
TWITTER!
BE A SUPERHERO  November 2O14
 11
BOCA
RATON
#UACONVENTION2015
2015 CONVENTION JUNE 18-21, 2015, BOCA RATON RESORT & CLUB
FLORIDA
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
MONTH
WHAT YOU NEED TO QUALIFY
IF YOU ARE A WRITING AGENT:
WHAT YOU NEED TO QUALIFY
IF YOU ARE A GENERAL AGENT:
MONTH
LIFE ONLY
HEALTH ONLY
COMBINED
$100,000 NAP
$150,000 NAP
$150,000 NAP
JAN.
$7,500
$12,500
$12,500
FEB.
15,000
25,000
25,000
MAR.
22,500
37,500
37,500
APR.
30,000
50,000
50,000
MAY
37,500
62,500
62,500
JUNE
45,000
75,000
75,000
JULY
52,500
87,500
87,500
AUG.
60,000
100,000
100,000
SEPT.
67,500
112,500
112,500
OCT.
75,000
125,000
125,000
NOV.
82,500
137,500
137,500
DEC.
100,000
150,000
150,000
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.