The news and ideas magazine for the Independent Agents of United American and First United American Life Insurance Companies

December 2O15

EDITORGay Falkowski

CREATIVE LEADJohn Begg

EMAILeditor@torchmarkcorp.com

to update information for Summit or to submit news for the Editor’s page.

HOME OFFICE972-529-5085

FIRST UA315-451-7975

(Agent use only)

AGENT SERVICE CENTER 800-925-7355 or email

agencyservice@torchmarkcorp.com

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.

OUT-OF-POCKET LIMITS ON THE RISE FOR MEDICARE ADVANTAGE Enrollment in Medicare Advantage continues to climb steadily as spending reductions enacted in the Affordable Care Act reduce historical overpayments to the private plans, yet other results from a recent analysis by the Kaiser Family Foundation showed that limits on out-of-pocket spending for Medicare-covered services are rising.

Premium growth in Medicare Advantage has been modest, averaging $38 per month in 2015, up $3 per month from 2014. Out-of-pocket spending limits, however, have increased in recent years, rising from an average of $4,317 in 2013 to $5,041 in 2015. Between 2013 and 2015, the share of enrollees in plans with out-of-pocket limits above $5,000 nearly doubled to 46 percent.Source: http://kff.org/medicare/issue-brief/medicare-advantage-2015-spotlight-enrollment-market-update/

A NOTE OF THANKS “I just read {Assistant Director} Mike Surrano’s outstanding article in the November 2015 issue of California Broker magazine. It was factual, right to the point, and made great sense. Mike’s explanation comparing Plan F and Plan HDF gives me great ideas and talking points as I work with prospects and clients. The questions he suggests we ask each Senior are very helpful in understanding what their goals and objectives are or will be when turning age 65.”

Walter Schimmel, Jr., LUTCF, CLTC, ChFEBC Latitude Financial Services Campbell, CA

Editor’s Note: See pages seven and eight of this issue for more info on the topic from Mike Surrano.

THE NEXT GENERATION SHOW OF SUPPORTIt’s never too soon in life to show brand allegiance. Talayia Sykes, daughter of Jerusha and Ryan Sykes, National Director of Sales and Recruiting, is sweetly representin’ in her ‘Everyone Loves A UA Girl’ outfit.

DON’T TAKE OUR WORD FOR IT“You know I let you know what is going on the field; I never hold anything back. I have to say, the time to get a policy issued is so awesomely super-fast as compared to any year that I can remember of my 25 years with UA. Thank you.”

Christopher Graham, CLU Graham Financial Group, Inc.

MEDICARE ADVANTAGE BENEFICIARIES IN INDIANA LOSING COVERAGEAn Indiana-based, provider-owned health plan is discontinuing its Medicare Advantage business after 2015, leaving approximately 22,000 beneficiaries to decide whether to return to original Medicare or enroll in another Medicare Advantage plan, according to the Indiana Department of Insurance.*

As of January 1, 2016, ADVANTAGE Health Solutions, Inc. (ADVANTAGE) will no longer offer coverage of Medicare Advantage benefits to its Medicare members in the following counties: Adams, Allen, Boone, Carroll, Cass, Clinton, Decatur, Delaware, Elkhart, Fayette, Fountain, Fulton, Hamilton, Hancock, Hendricks, Henry, Howard, Huntington, Jennings, Johnson, Lagrange, Lake, La Porte, Madison, Marion, Marshall, Montgomery, Morgan, Pulaski, Putnam, Randolph, Rush, Saint Joseph, Shelby, Steuben, Tippecanoe, Tipton, Union, Wabash, Warren, Wells, White, and Whitley. In making the announcement, officials at ADVANTAGE cited growing financial pressures facing provider-owned health plans.

This is a great opportunity for Agents in Indiana to ‘light the way’ to a UA ProCare Medicare Supplement Insurance policy for Seniors who may choose to return to original Medicare for their healthcare needs. As a reminder, a copy of the termination letter from Advantage Health Solutions is required along with the application. Remind prospects not to discard notification letters regarding termination. A letter of intent is not accepted for involuntary terminations.*Source: Tue, 12/01/2015 – 16:27 Journalpress1

REQUIREMENT FOR REPLACEMENT OF LIFE INSURANCE AND ANNUITIES IN ALASKA Alaska has adopted the 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 Alaska 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 20, 2015, without a signed REPNOT/00 form will not be accepted.

CONGRATULATIONS OCTOBER WINNERCongratulations to October winner Michael Horne! His prize is the Deluxe Tailgating Package.

LIFESTYLE ANNUITY RATEThe lifestyle annuity rate for December 2015 is 3.00%. We are not approved to sell the SPDA product in CO or NY.

NEW!

TAILGATINGDELUXE

PACKAGE

2 December 2O15 LIGHT THE WAY IN MADP

LIGHT THE WAY As an avid boater and fisherman, I’ve spent many hours at sea, and like any good captain, rely on navigational technology (like a GPS) to guide me through open water. But, if you've ever been boating on a foggy night you know that trying to navigate into port with only a GPS position and compass bearing is extremely difficult. When all you can see is the light black sky blending into the dark black water, you can begin to question your interpretation of the charts, bearing, and GPS position.

In this situation, the bright beam from a lighthouse is a welcome sight. It’s incredibly useful and a great relief to be able to look at a point of light on the horizon and know you’re in the right place.

NAVIGATING THROUGH MADP (JANUARY 1 - FEBRUARY 14)As we approach the Medicare Advantage Disenrollment Period (MADP), you have a great opportunity to be like a lighthouse to the thousands of Seniors who are adrift because they’ve been cast off from an MA plan or they’ve chosen to cut ties. Those who are heading back to Original Medicare and Medicare Supplement can be stalled in a fog of indecision as they weigh options and try to find a policy that fills their needs.

Light the way. Share your knowledge and understanding of Medicare and Medicare Supplement Insurance in a way that illuminates the possibilities and guides them to a choice that’s right for them. Of course, a large part of this journey is getting to know your prospective clients. As the article on pages eight and nine of this issue explains, this begins with asking questions and actively listening

to their concerns. Where it ends depends on many factors, including how much they trust you. Taking time to explain and simplify their options goes a long way to reassure them you have their interests at heart.

EVERYTHING’S GOING TO BE ALL RIGHTSeniors who’ve been released from an MA plan may be understandably shaken and feeling lost at sea. Reminding them of all the great benefits of a Medicare Supplement policy may help steady the course.

Ê Medicare Supplement policies are accepted by any medical provider that accepts Medicare.

Ê They’re guaranteed renewable and the benefits will never change.

Ê There’s no requirement to stay within a certain plan network.

And finally, don’t forget to shine a light on all the other UA policies such as Final Expense or our new Juvenile Whole Life that can add protection in other important areas. Restrictions on marketing other products with Medicare Supplement apply, so be sure to follow requirements for in-home life insurance sales in your state.

As always, your UA Home Office staff is here to assist you with whatever you need during MADP and beyond, helping light the way to the goals you want to achieve. We want you look at us as a point of light on the horizon … and know you’re in the right place.

3 December 2O15 LIGHT THE WAY IN MADP LIGHT THE WAY IN MADP December 2O15 3

Charles Mankamyer Senior Vice President / General Agents

WELCOME TOUNITED AMERICANAbbott, Cortlandt Jr.Adetutu, AbidemiAdler, RheaAllred, KevinAlston, SharaelAnderson, BrentAnderson, GaryArthur, KathyAvelar, GabrielaAzen, CharlesBailey, BillyBallard, AnitaBanta, RobertBarnes, CalebBarnett, GarrettBean, JeffreyBecker, KennethBejarano, LuisaBerman, LarryBetsill, JamesBishop, CarltonBleicher, CynthiaBowerman, JackBowes, CarolBrabble, FloydBranch, DouglasBrander, SusanBrekel, NathanBrookins, IrisBrown, CherylBrown, RohanBrynenn, GaryButts, GeraldCafaro, SherriCanitano, EvaCarleton, JonathanCarr, KathrynCarter, OscarChamberlain, LoganChang, VirginiaChojnowski, CurtChurchwell, Robert Jr.Clang, JamesClark, EdwardClark, JohnConcannon, JenniferCrawford, JamesCuyler, WillieDaniel, IsaacDarang, BenjaminDavis, RobertDawson, JimmyDazil, IvanDeal, ArchieDeal, GaryDent, GregDilatush, TheresaDion, Gerald Jr.Dixon, HaroldDomme, MichaelDonovan, PaulDouglas, Andrew

Drescher, JosephDuncan, LoisDurell, DavidDurkee, JohnEarl, DwightEblen, MaryEdwards, DebraEdwards, DianeEkren, DenizElieff, JonathanEmmanuel, JeanEricson, PaulEvans, KatherynEvans, KitFarley, RaychelleFatur, RichardFerry, AlFino, MarkFisher, CarolFoster, PhyllisFrancis, CarmenFridman, NathanielFryman, HowardFulgencio, JackelynGalaise, JeffreyGall, SusanGarcia, EnriqueGarcia, JulioGardner, JosephGellermann, MarkGeorge, LindaGermann, BonnieGeske, SherianGillette, JovanGilmore, GregoryGolden, VirginiaGoodell, RonaldGraham, StevenGrant, AlisaGraves, NeciaGreene, EvelynGremillion, JamesGresham, RonaldGrigsby, MichaelGruss, BrianGysin, LawrenceHalbert, MarciaHale, Elton Jr.Hamilton, SheilaHansen Jr., RobertHarvey, JaniceHaugan, AnthonyHenderson, ValenciaHenderson, WilliamHenning, StevenHerskovits, ThomasHess, JordanHildreth, CharlesHill, BrentHills, NorwertHlad, KennethHobson, RussellHodge, NormanHoffman, David

Honaker, DwightHornsby, LorettaHornsby, RobertHouse, CherylHouston, GaronHughes, Ned Jr.Hurth, RichardHutchinson, PhillipIns Special, Inc.Jackson, RonaldJacobson Agency Of Groton, Inc.James, ElaineJaurequi, DanielJett, JamesJohnson, JosephJones, GeorgeJustin, PatrickKania, MichaelKantor, JefferyKatzmayr, DavidKent, ChristopherKhaalid, ShawquKhallouf, NagibKile, AngelaKim, ChloetteKing, MarkenyaKobitz, SusanKolinski, ArdithKorin, MichaelKornbluh, GaryKraatz, LarryKressaty, LouisKroner, PatriciaKrull Agency Of Minden, Inc.Lanza, WilliamLardie, AllisonLeach, IvyLee, GailLilly, SandyLofton, AnitaLoughry, FrankLuchey, GregoryLuckerson, TajounaMacDonald, ConstanceMahloch, RyanMalatek, GlennaManoukian, EdgarMartin, BrettMartin, WilliamMason, JepthiaMathis, JeffreyMayordo, RosemaryMba, SylvesterMcBride, WilliamMcCorkle, RichardMcGee, ThomasMelvin, GeraldMendoza, MariaMeri, DemekeMerlino, AnthonyMichael, RobertMok, JerryMolina, ArturoMoore, Donald

Morrison, KristinMovsisian, NinaMueller Of Old Cheyenne, Inc.Munds, NickMurphy, RandyMurphy, ShaunMurray, AmyMyrick, PorterNelson, ChadNelson, MichaelNelson, TamaraNess, JuanitaNewman, MatthewNorman, GregoryO’Malley, RobertO’Neal, SheilaOdell, NicholasOdendahl, GaryOlgin, ArthurOneil, KevinOverton, TanikaOwens, Charles Jr.Parham, MarionPatel, NitinPatton, JanePerez, SoniaPerot, MichaelPeters, LaurencePeters, WendolynPeyton, MarjannaPick, WilliamPinkham, DonnaPlummer, LindaPoe, ChristyPopal, ArefPulis, AnnetteQuigley, ElizabethRamirez, Maria-AlinaRapier, PamelaRausch, JonathanRestrepo, FabioRichard, JamesRiddle, CliftonRiley, SteveRobledo, Alberto Jr.Roebuck, CareyRoizner, MoisesRoman, JamesRouzeau, DinoRuiz, CarlosRutledge, TammieSager, MarvinSailor, JohnSalomon, MarthaSanders Lehnertz, BruceSattazahn, WilliamSavage, HarryScheid, PeterSharma, KrishanShimokusu, MarieSmart, LindaSmith, DavidSmith, MattieSmith, Robert

Smith, ThomasSmoke, MelvinSmyczynski, AndrewSouthwick, SuannSpriggs, RichardSteedley, JamesStirling, RobertStratman, AaronSullivan, FrankSullivan, JohnSun, GinTaylor, DianaTaylor, JamesTerry, Raymond Jr.Thabuteau, ReginaldThacker, RoyceThayer, JamesThe Rosenthal Agency, Inc.Toole, GilesTuosto, LouisUrban, KenVallabhapurapu,

DurgaprasadVeal, JenniferWade, BeverlyWalker, OswaidaWallace, BroderickWallace, PaulaWard, MarvinWaren, JohnWarner, DavidWehe, GeoffreyWentz, MargueriteWheatley, JoyceWhitehead, AndreWilliams Mevelyn, EstelleWilliams, ThomasWilliams, ToiannetteWilson, KassandraWolfe, WilsonWoodyard, EmoryWorthington, PeterWright, RicardoZamor, JosetteZappia, Joseph IIIZusstone, Natalya

FIRST UNITED AMERICANAlsheimer, MicheleArnett, MicheleBarbuto, AgnesChisholm, FitzroyCovington, CharlineDavies, SueDoyle, PaulFthenakis, ZachariasGorelick, JeremyGraham, NancyGreen, JeffreyHahn, AndrewKatz, LeonardMarotta, JosephMartinez, JoseMcKenna, SusanMcLean, ReginaMontalbano, JosephNicholas Devito Agency, Inc.Nuzzi, DomenicoParmar, SurajPoitevien, DaniellaPresworsky, YonahRandolph, ConradRoy H. Reeve Agency, Inc.Rich, KristenRomano, CristianScala, DominickScott-Staine, GloriaVessio, TommasoWahba, DanWeiler, MorganZabatta, James

4 December 2O15 LIGHT THE WAY IN MADP

'Twas the Month Before MADP'Twas the month before MADP, when all through UA

Not a moment was wasted, not even a day.

The presentations were practiced by Agents with care,

in hopes that leads, soon would be there.

Some Seniors were nestled all snug by the fire,

Thinking of Med-Supps before they retire.

Pappa did his research, while Mamma learned Med-Gap,

They had to be sure getting insurance was a snap.

When out on the porch there arose such a clatter,

They sprang from the couch to see what was the matter.

An Agent stood there with a smile on his face,

So they opened the door and welcomed him to their place.

He walked to the kitchen table to build his rapport.

Asking probing questions, Until there were no more.

He determined their need And budget were right They gave him a check –

Oh what a sight!

Once he closed and that was done, It was time to talk about other plans for fun:

"Now Cancer! Now Juvenile! Now, Term Life and Whole! On, ADP! On, Final Expense!

On, Critical Illness and Annuities! To the top of the records! To the top of the charts! Now sell away! Sell away!

Sell, sell all!"

As the presentation came to an end, He asked if they would refer a friend.

This created natural leads, To help more Seniors with their Medicare needs.

Walking to the door, he thanked them for their time,

And knew deep inside his sales would surely climb.

On the way to his car, he heard them say,

“Have a great MADP, and a Happy Holiday!"

5 December 2O15 LIGHT THE WAY IN MADP LIGHT THE WAY IN MADP December 2O15 5

Our UA ‘Wall of Honor’ at the Home Office in McKinney, Texas, is like a beacon of inspiration to all who pass by. We appreciate all the hard work and dedication that goes into achieving membership in the Eagle’s Club and the President’s Club, and thank all of these outstanding Agents for representing the ‘best of the best’ at UA.

2 night trip to Dallas, Texas, 2 tickets to a Dallas Cowboys

football game, and dinner hosted by Chuck Mankamyer

Randy White Autographed

Football Helmet

Randy White Autographed

Football

Randy White Autographed

Football

1ST PLACE

2ND PLACE

3RD PLACE

ROOKIE OF THE YEAR

Thomas Payant Tim Ahlbum Paul Sheldon Nicholas Mangini

Shine On!

AEP INCENTIVE CONTEST WINNERS

Agent NameTotal

PremiumMaisto, Stephen $441,858Keil, Russell $310,277Bowes, Richard $251,550Harasym, Kenneth J. $198,401Mayer, Bruce P. $182,776Payant, Thomas A. $169,513Ahlbum, Tim $167,741Sheldon, Paul, CLU, ChFC $164,699Kralstein, David L. $159,929Kirby, Joseph S. $140,767Rodriguez, Andrea $118,657Schwartz, Scott J. $95,480Short, James P. $89,914Rosati, Lisa $89,869Sachs, Kerry $88,862Gratzon, Peter $80,914Gordon, Barry N. $79,675Stevens, Jason $79,408Edwards, Jackson IV $75,933Graham, Christopher N., CLU $75,015Mangini, Nicholas L. $74,971Hatton, Catherine E. $74,933

Agent NameTotal

PremiumWashwick, Karl $72,963Peltz, Arnold $68,407Stevens, Ray $67,228Montreuil, James $67,067Mahr, William M. $63,382Bowes, Barbara N. $63,097Holzman, Robert $62,245Sandler, Steven A. $61,171Ahlbum, Jon $60,885Barta, Devin M. $59,976Gilbert, Brian $57,553Chard, Dani L. $56,315Vickers, Jordan $55,604Kehoe, Thomas F. $55,141Rosen, Paul J. $54,775Esposito, Vincent P. $53,667Ripoll, Glenn A. $53,619Kempler, Gary S. $52,365Fertig, Robert G. $52,327Semryck, Steven I. $51,590Gordon, Aaron $51,136Stevens, Sandra K. $51,120

Agent NameTotal

PremiumLawrence, Kevin $49,177Malooley, Michele A. $48,494Wright, Keith A. $47,636Caravousanos, George J. Jr. $47,591Holdren, Charles E. $47,480Saylor, Dexter R. $47,309Ferrara, Lynda $47,168Lembcke, Julia G. $46,815Ottovegio, Xiomara $46,807Kosefsky, Linda S. $46,431Kingsley, Beverly J. $45,361Jaffe, Joseph A. $44,338Dibisceglie, Darrin J. $43,612Ranney, Eugene $41,675Arlein, David $41,098Dega, Brigett L. $39,291Rush, Francine $38,823Heller, Mark $38,272Reardon, John J. $37,666Brown, Matthew $37,636Horan-Luce, Gracemarie $36,850Aboul-Hosn, Haitham M. $36,455

Agent NameTotal

PremiumHaft, Gary S. $35,121Gagen, Mark T. $34,639Guiseppone, Melissa B. $34,639Jennings, Mark $33,879Grekin, Clifford A. $33,634Bahlkow, Valerie J. $33,264Lauer, Deborah $33,127Jerry, Stephen $32,428Catron, Edward A. $32,122Scott, James R. $31,085Lucas, Richard $30,816Borosak, William J. Jr. $30,508Gaska, Nancy $30,217Aarons, Neill $30,018Barganier, Brian K. $29,804Ehrlich, Carl F. $28,790Clark, Thomas A. $28,697Friedman, Michael D. $28,373Sakharoff, Richard D. $28,080Lewallen, David B. $28,029Semryck, Patricia A. $28,006Hoover, William C. $28,006Omid, Robert $27,501Hatton, John W. $27,470Laughlin, James A. $27,042Branch, Beth $26,746Mavretich, Robert $26,611Regnier, Thomas K. $26,532

Agent NameTotal

PremiumBadessa, Joseph J. $26,338Mosteiro, Ramon E. $25,795Palmer, Casey V. $25,402Deross, William P. $25,363Towson, Carole A. $25,121Laskin, Muriel $25,058Mangini, Rosemary $24,523Moore, Daniel $24,430Muccioli, Carolyn $24,413Graham, William C. $24,328Abbatiello, Vincent $24,295McGregor, Iyan L. $24,253Lobdell, Deborah H. $24,209Berkowitz, Barnett $23,963Burke, April L. $23,785Pekala, David $23,730Holmquist, James A. $23,677Mosca, Anthony F. $23,584Calvacca, Anthony Jr. $23,584Mairano, Alexander $23,490Siemer, Gail $22,847Ward-Abdo, Julie $22,110Dezego, James $22,110Costanzo, Nicholas P. $21,939Goldenberg, Karen S. $21,844Alexander, Kim $21,789McKnight, Robert J. $21,766Weiland, David $21,606

Agent NameTotal

PremiumOrtez, Philip B. Jr. $21,586Ruffner, Michael $21,373Frey, Randolph W. Jr. $20,969Malpigli, Frank W. $20,873Omarra, Thomas C. $20,794McCandless, Joseph $20,636Clout, Erica $20,636Colon, Ronald $20,636Davidoff, Kenneth $20,636Greer, Michael $20,629Skinner, Joy $20,509Klinck, Philip W. $20,155Keating, Gizella $20,117Rapini, Duane M. $19,906O'Malley, Jane C. $19,899Smith, Constance A. $19,727Primack, Neil E. $19,716Waxman, Andrew B. $19,425Balogh, Christian J. $19,289Esch, Jagger W. $19,036Woodard, Michael A. $19,002Pucci, Katya $18,842Selinger, William S. $18,728Brown, Christopher $18,708Reinstein, Philip $18,499Mirocco, Mark $18,425Gorden, Renee $18,343Westfall, Edward B. $18,270

Congratulations to all of you who had extraordinary production during AEP. The following UA and First UA Agents were the top 150 in UA's AEP Incentive Contest. Now let’s keep it going during MADP and the rest of 2016!

*Top Incentive Producer Richard Bowes was unable to accept the First Place Grand Prize due to a scheduling conflict. **Due to state regulations, business written for First United American did not count toward Incentive Contest eligibility.

6 December 2O15 LIGHT THE WAY IN MADP LIGHT THE WAY IN MADP December 2O15 7

LIGHT THE WAY IN MADPLIGHT THE WAY IN MADP

Hundreds of thousands of Seniors will soon be searching for guidance as they make their way back to Original Medicare during the Medicare Advantage Disenrollment Period (MADP) from

JANUARY 1 TO FEBRUARY 14, 2016. Perhaps they’ve been dropped from an MA policy, or disenrolled because of rising out-of-pocket expenses. They’re ready for change but confusion about Medicare hangs like a fog, clouding their ability to make a confident choice.

Light the way. With your help, they can find the UA Medicare Supplement Insurance policy that best fulfills their needs. UA Assistant Director Mike Surrano helps shine the light with some practical advice on guiding your clients during MADP, along with a closer look at the HDF Plan option.

Seniors want value, not just the cheapest plan. Knowing which type of plan offers the most value may depend on what questions you’re asking and how well you are listening.

WHEN YOU TALK WITH YOUR CLIENTS ARE YOU ASKING:

? What they like or dislike about their current coverage?

? Probing questions to develop needs and gauge interest?

? Whether your customers are comfortable with cost-sharing?

? If they want to stay with their current doctor?

?If there are any chronic conditions that would affect their health in 5, 10, or 15 years?

As shown in this graph, Plan F has been the popular choice in 2015; however, another option your clients may want to consider is the high deductible Plan F (HDF). After the deductible, it covers the same expenses as the traditional Plan F, but at a reduced rate.

THE HDF PLAN OFFERS THESE ADVANTAGES:

It addresses Senior’s concerns over higher premiums (which may appeal to Seniors on a fixed income)

It’s a great choice for Seniors who are relatively healthy and can afford to pay out-of-pocket expenses

It offers the same great coverage as a Plan F, after the deductible

Customers can use the premium savings for other needs

You may be asked how often the deductible is raised. HDF was introduced in 1999 with a $1,500 deductible; in 2015 the deductible was $2,180 (and will remain unchanged in 2016), which is an average increase of $42.50 for 16 years.*

For some Seniors, showing the cost breakdown of the plan in a hypothetical case may better illuminate the options. It may also help to compare Plans F and HDF by showing a premium savings example:

PREMIUM SAVINGS EXAMPLEFor illustrative purposes only; calendar year high deductible may affect premium savings. Based on average nationwide rates for a male, non-smoker; use rates for your area.

$ 212 Plan F age 65 average rate

- 37 Plan HDF age 65 average rate

$ 175 Monthly Premium Savings

x 12 Months

$ 2,100 Annual Premium Saved

What could your customer do with premium savings from an HDF Plan? Depending on their insurance needs, he or she may want to consider a modest life insurance plan or cancer coverage. (Restrictions on marketing other products with Medicare Supplement apply, so be sure to follow requirements for in-house life insurance sales.)

Your role as an Agent is to give Seniors information so they can make informed decisions about which insurance plan provides the best value to suit their needs and budget. Ask questions, listen for the answers, and may this MADP be a successful one for you.

Source: This article contains excerpts from an article by Mike Surrano in the November 2015 issue of California Broker magazine.

*Past performance not indicative of future deductible increases.

66%

12% 9% 6% 4% 1% 1% 1%

Plan

F

Plan

NPl

ans D

& G

Gran

dfat

here

d St

ates

Plan

CPl

ans A

& B

Plan

s K, L

, & M

Plan

HDF

MEDICARE SUPPLEMENT SALES% BY PLAN IN 2015

Source: CSG Actuarial, LLC. 2015

as of 2/15

8 December 2O15 LIGHT THE WAY IN MADP LIGHT THE WAY IN MADP December 2O15 9

2015 EAGLES

PRESIDENT'S CLUB TOP 30 LIFE GENERAL AGENTS

PACESETTERS CLUB TOP 30 LIFE WRITING AGENTS

AGENT NAME AGENCYYTD PRODUCTION

1 Mark Graham AmeriLife - Career $949,834

2 Stephen Maisto Senior Health Solutions $810,440

3 Paul Sheldon, CLU, ChFC Paul Sheldon Insurance & Benefits Planning $710,194

4 Kerry Sachs Secure Retirement Solutions, Inc. $663,564

5 Robert Wroblewski SOS Insurance Group $584,573

6 Donna Ahlbum Ahlbum Insurance Agency $582,531

7 John Clark Senior Solutions Insurance Agency $570,484

8 Christopher Graham, CLU Graham Financial Group, Inc. $480,270

9 Lisa Rosati Rosati Insurance Agency $429,094

10 Edward Catron Catron Insurance Agency $363,477

11 Joseph Maisonet Maisonet Insurance Agency $336,434

12 Scott Schwartz Insurance Protection Services $336,372

13 American Eagle Consultants, Inc. $335,571

14 Long Island Health Plans, Inc. $313,997

15 Pierre Abadjian Abadjian Insurance Group $305,386

16 Shawn Schroeder Jack Schroeder & Associates, Inc. $286,433

17 Senior Services of North America, Inc. $279,490

18 Brian Gilbert Gilbert Insurance Agency $269,826

19 Timothy Rush Rush Insurance Agency $254,392

20 Centerstone Insurance & Financial Svcs. $245,683

21 Richard Bowes Bowes Insurance Agency $241,188

22 Barabra Bowes Bowes Insurance Agency $237,828

23 Vincent Abbatiello Mainstay Retirement Solutions $234,443

24 Futurity First Insurance Group, Inc. $218,518

25 Nur Ahmed Ahmed Insurance Agency $214,802

26 Fred Ulayyet Ulayyet Insurance Agency $207,072

27 Jackson Edwards Edwards Insurance Agency $204,903

28 Paul Sweeney Quality First Insurance Agency, Inc. $195,851

29 Marc Zum Tobel Consolidated Insurance Group, Inc. $189,017

30 Kenneth Lepage Lepage Insurance Agency $182,996

AGENT NAME AGENCY

1 Sheldon Reid Reid Insurance Agency

2 Ensurity Group, Inc.

3 Mark Graham AmeriLife - Career

4 Owen Metts Metts Insurance Agency

5 Glen Doernberg Doernberg Insurance Agency

6 Rose Marie Rey Rey Insurance Agency

7 Mike Reddy, CLU, LUTCF The Reddy Senior Insurance Group

8 Loren Olguin Olguin Insurance Agency

9 John Barberan Barberan Insurance Agency

10 Henry Vazquez Vazquez Insurance Agency

11 Randall Schnack Schnack Insurance Agency

12 Benefit Plans of America, Inc.

13 Joseph Iannelli Iannelli Insurance Agency

14 Rita Livingston Livingston Insurance Agency

15 John Clark Senior Solutions Insurance Agency

16 Nur Ahmed Ahmed Insurance Agency

17 Kayleigh Meshil Meshil Insurance Agency

18 Taiwana Hixon Hixon Insurance Agency

19 James Craig Craig Insurance Agency

20 Lee Jernigan Jernigan Insurance Agency

21 Tim Doyle Doyle Insurance Agency

22 Patricia Campbell Campbell Insurance Agency

23 Andrew Whelan Whelan Insurance Agency

24 Shamseldin Omar Omer Insurance Agency

25 Michael Stevens Farm & Ranch Healthcare, Inc.

26 Dennis Murphy Murphy Insurance Agency

27 Deborah Walker Walker Insurance Agency

28 Armand Mooyman Mooyman Insurance Agency

29 American Eagle Consultants, Inc.

30 John Priester Priester Insurance Agency

AGENT NAMEYTD PRODUCTION

1 Paul Sheldon, CLU, ChFC $710,194

2 Tim Ahlbum $510,378

3 Stephen Maisto $445,861

4 Kerry Sachs $355,156

5 Scott Schwartz $336,372

6 Ray Stevens $269,437

7 Jason Stevens $269,281

8 Lisa Rosati $267,309

9 Christopher Graham, CLU $265,318

10 Devin Barta $265,145

11 Brian Gilbert $263,082

12 Russell Keil $250,728

13 Richard Bowes $241,188

14 Timothy Rush $235,603

15 Edward Catron $235,432

16 Jon Ahlbum $215,442

17 Eugene Ranney $213,662

18 Thomas Payant $211,511

19 Fred Ulayyet $207,072

20 Joseph Jaffe $206,832

21 Dexter Saylor $204,904

22 Catherine Hatton $200,508

23 Beverly Kingsley $196,264

24 Peter Gratzon $194,715

25 Jackson Edwards IV $175,395

26 Darrin Dibisceglie $171,027

27 Aaron Gordon $169,205

28 Dani Chard $160,481

29 Julia Lembcke $159,490

30 Robert Holzman $156,241

AGENT NAME

1 Bryan McGhee

2 Owen Metts

3 Glen Doernberg

4 Grace Evans

5 Rose Marie Rey

6 Arline Loux

7 Mike Reddy, CLU, LUTCF

8 John Barberan

9 David Miller

10 Edward Brownlee

11 Bertha Reed

12 Frederick Menslage

13 Larry Brooks

14 Victor Cabrera

15 Rita Livingston

16 Fito Menard

17 Taiwana Hixon

18 Jennifer Jelks

19 Vincent Abbatiello

20 James Craig

21 Lee Jernigan

22 Tim Doyle

23 Patricia Campbell

24 Andrew Whelan

25 Shamseldin Omar

26 Dennis Murphy

27 Deborah Walker

28 Bettyann Woodside

29 Armand Mooyman

30 Glenn Fuller

1

2

3

5

4

1

2

3

5

4

Jon Ahlbum The Ahlbum Insurance

Group, Inc. $4,174,309

Catherine Hatton Long Island Insurance

Solutions $1,902,489

Mike Lemar Sunshine State Agency

$1,763,648

William Borosak Jr. Secure Financial

Group, LLC $1,664,179

Tim Ahlbum Health Coverage

Solutions $1,358,163

Edward Shackelford The Assurance Group, Inc.

$1,150,350

Ray Stevens Stevens & Associates

Insurance Agency, Inc. $1,142,691

Devin Barta Barta Insurance Agency

$868,888

Ron Concklin Rosenberg-Concklin, Inc.

$760,549

Scott Mednick Professional Insurance

Systems of Florida $750,531

Eagles Club is an elite group of Agency leaders representing the best of United American and First United American.

Through November 2015, these top producing General Agents and Agencies have the highest net combined annualized premium.

Through November 2015, these top producing General Agents and Agencies have the highest net life annualized premium.

Through November 2015, these top producing Writing Agents have the highest net life annualized premium.

Through November 2015, these top producing Writing Agents have the highest net combined annualized premium.

LIFE

10 December 2O15 LIGHT THE WAY IN MADP LIGHT THE WAY IN MADP December 2O15 11

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.