OCTOBER 2017

CONTENT SUPERVISORLauren Suarez

CREATIVE LEADJohn Begg

GRAPHIC DESIGNERKate Timofeeva

EMAILeditor@torchmarkcorp.com

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

HOME OFFICE972-529-5085

GLOBE LIFE OF NEW YORK315-451-7975

(Agent use only) glnyagency@torchmarkcorp.com

AGENT SERVICE CENTER 800-925-7355 or email

agencyservice@torchmarkcorp.com

IGO E-APP® SUPPORT 214-740-2662

WEBSITES unitedamerican.com/logon (for Agents)

unitedamerican.com

office.globelifeofnewyork.com (for Agents) globelifeofnewyork.com

Published regularly by United American Insurance Company and

Globe Life Insurance Company of New York 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.

NEW APPROVED LEAD VENDORSThrough United American's and Globe Life Insurance Company of New York's approved lead vendors, General Agents have access to some great leads. Save your Agency time and money by contacting a UA/GLNY approved vendor today. Leads are a terrific way to build momentum now to carry you into a successful Medicare Annual Election Period this fall!

Download an approved vendor list from www.unitedamerican.com/logon. Many approved vendors offer discounts for UA/GLNY appointed agents, like this one from Inside Response!

Inside Response specializes in Internet lead development, and is excited to offer a special discount for UA/ GLNY General Agents! Regular price for exclusive internet leads is $34 each; UA/GLNY General Agents' price: $25 each!

Minimum order is $250 to receive the discount price. Contact Scott Shedeck today for more information!Cell: 405-306-1310 • Office: 816-875-9607 Email: scott.shedeck@insideresponse.com

If you have further questions about your lead account balance, you may send an email to Barbara Pennington at bpennington@torchmarkcorp.com.

NEW PLAN HDF DEDUCTIBLE LIMITProCare Plan HDF policyholders with a policy effective date of Oct. 1 – Dec. 31, 2017 must meet the new deductible limit of $800 during the remainder of 2017 before any eligible policy benefits are payable by United American.

Reminder: The calendar year deductible is set by the federal government each year and will most likely increase. The full amount of the 2018 deductible will be required beginning January 1, 2018, before eligible policy benefits are payable.

SUBMITTING NEW BUSINESSThere are multiple ways to submit applications to the underwriters in New Business including, fax and mail. Be sure to only submit through one channel, as it could prolong the underwriting process when submitting the same application through more than one channel.

FLORIDA PROCARE RATE DECREASEUnited American has received a new rate approval.

FLORIDA has approved a 7.6% rate decrease on retired (not disabled) UA ProCare Plans F, HDF, G, and N, effective 11/15/2017. There is no rate change on Plans A, B, C, and D, or on any disability plans.

Our standard procedure protects applicants from rate increases that happen between their application signed date and the effective date of their policy. For the first four policy months they pay the rate in effect on the date the application is signed. However, we will implement this rate decrease on the next premium due date following November 15, 2017. However, we will implement this rate decrease on renewal rates without waiting four policy months.

NEW BUSINESS:For applications with a 1/1/2018 effective date:

Applications signed before 11/15/2017 – The premium in effect on the application signed date must be submitted with the application for the first policy month. The reduced premium will be charged beginning with the first renewal month after November 15, 2017.

Applications signed 11/15/2017 and later – Submit the reduced premium with the application. Applicants with applications signed and submitted on or after 11/15/2017 will pay the reduced premium.

Please note, e-App will show the current premium until 11/15/2017, regardless of the policy effective date.

ATTEND A TRAINING WEBINARNew and experienced Agents are invited to brush-up on selling techniques by attending an upcoming training webinar. Log on to UA General Agency Office and click the green 'Webinars/Workshops' button for full schedule of all upcoming training webinars and seminars.

You did a great job on the AEP webinar yesterday. I'll have my first UA sale of UA's HDF plan tomorrow to one of my clients aging in December 1. I plan to pivot to the Cash Cancer Plan, then to the Final Expense.

~ Tim Strand, Agent

2 PB Oct 2017 Sep 2017

*UA Company records per Dave Oliver, Senior Director of Agent Systems and Development.**Product availability varies by state. Check your state's compliance sheet for specific coverage and premium rates.

The Medicare Annual Enrollment Period (AEP) has arrived! Are you hitting home runs for enrollment? Did you huddle in

the dugout to make the game plan for your most successful AEP to date? Did you sign up for the webinars our Directors and Trainers are facilitating for you during the coming months? Are you reviewing Medicare Supplement insurance materials on the Agent website to get some practice ? Are you e-App certified?

IT'S A GAME CHANGER

We introduced the e-App for Medicare Supplement insurance sales back in 2013. Its use has positively impacted production for many Agents over the years, which led us to release the Final Expense Whole Life product to the e-App in 2015*. But there are still some who either aren't certified, or just aren't using it two years later. I realize for some of you the e-App puts you outside your comfort zone. But isn't getting outside your comfort zone what potentially takes you to the next level of success? If you don't practice your pitches, you won't knock it out of the park. It's like that familiar definition of insanity – doing the same thing over and over again and expecting a different result. If you want to boost your production and increase your chances for exploring historic Quebec next year, do something different — like increase your use of the e-App for Medicare Supplement insurance sales and Final Expense Whole Life sales.

The majority of the business that comes into the Home Office is on the iGo e-App®. According to our Company records, we have been well up 50 percent since last year*. That's an outstanding achievement. My special thanks go to Senior Director of Agent Systems and Development Dave Oliver, who has been crucial in the implementation, promotion, and training of the e-App and to all team members who have encouraged its use with Agents. This Medicare Annual Election Period is the perfect opportunity to get familiar with and use the e-App to submit policies to underwriting quickly and efficiently. If you're not yet certified on the e-App, sign up today for an e-App certification webinar with Dave. Using the e-App, you can sell anywhere you're licensed and appointed; there are no boundaries or limitations on where or how much you can grow your business. You submit the policy to underwriting while you're still with your customer, which helps get their policy in force sooner. Think of all the gas you save too!

TREAT EVERY GAME LIKE GAME SEVENWhen you offer our quality ProCare® Medicare Supplement insurance plans, make sure prospects and your existing customers are aware that our Whole Life Insurance for Final Expense is an outstanding product for Seniors issue ages 50 to 80**.

We're down to the last quarter of 2017, so take a swing at qualifying for Convention 2018 in Quebec, Canada. Think of this as the ninth inning and the bases are loaded. Hit the grand slam home run and you'll be one of those walking across the stage at next year's Convention!

Charles MankamyerPresident of General Agents

PLAYYYY BAAALLLL

PB 3 Sep 2017 Oct 2017

WELCOME TOUNITED AMERICANABRAHAM, PATERNIQUEAGNEW, HEATHERALEXANDER, IVANALMEIDA, PETEANDERSON, KENNETHANDREWS, JULIEAPPLEGATE, DALEARNBURG, SCOTTARNOLD, KARENASSIST BUSINESS &

INSURANCE SRVCS, INC.AYES, JAMESBAKER, ANGELABAKER, MATTHIUSBALDWIN, DIANEBALOGH, GYONGVERBARAKAT, ABDULNASSERBARATTIERO, PRISCILLABARDEN, JESSEBARNES, JEFFERYBARONE, MICHAELBARRETT, CLIFTONBARRETT, TIMOTHYBARRITT, LACRAICABASDEO, GUITREEBEISLER SR., PAULBENNETT, SHIELABERECK, MICHAELBERKENPAS, MARVINBERNAL, MARIABERUBE, INNABEZAR, WILLIAMBIEBER, DAVIDBIELAMOWICZ, MATTHEWBIRD, JOHNBISHOP, RICHARDBLUMENTHAL, RICHBONENFANT, MARKBORDE, CORRIEBOROSAK, BERNADETTEBOYTE, BRAXTONBRACHFELD, JEFFREYBRADY, MICHAELBRANDL, JOHNBRANDON, JOEBRIGHT, LAWRENCEBRINSON, BENNIEBROUSSARD, EMMANUELBROWN, ALLENBROWN, RACHELBRUGESS, GEORGEBURCAW, KENNETHBUSBY, JUNECABELL, DOUGLASCADWALADER, DALECALEY, MICHAELCAMPBELL, HEATHERCAMPBELL, MARIECAMPBELL, RONALDCARDENAS, MICHAELCARPETTO, LILICARPIO JR., VINCENTCARTER, WILLIAMCASH, DONALDCERVANTES, MARVINCHASE, KRISTYCHELDIN, DANIELCHENG, DONGCJT ASSOCIATES, INC.CLARK, DEBICLAYTON, VERNETTA

COLE, FRANKLINCOLEMAN, DONCOLLINGWOOD, GREGORYCOLLINS, MARTHACONCANNON, JENNIFERCONSOLIDATED

ASSURANCE, LLCCOPES, PAULCORLEY, RONALDCORRALES, LILIANACOSHOW, WALTERCOWAN, JONICREAMER, GARLANDCURTIS, WILLIAMDALRYMPLE, TARADANIELS, SCHOLONDADANILKOVICH, TANYADANN, DAVIDDAVIDSON, DENNISDAVIS, ANITADE LA TORRE, OSVALDODE LEEUW, TAMMYDEAN, KEITHDEEMER, MICHAELDELAY, SAVANNAHDENSON, LEADENT, GREGDIALANI, RAJENDERDIXON, RANDALLDOBENS TAMEZ, DOROTHYDREW, ROSEDUFF, ROYDUNBAR, JONDURU, CHIDIDYKES, SHIRILYNELMER, MARGARETENGELMAN, JESSICAEVANS, DENNISFALDMO, SANDRAFARIS, KEITHFAVORS, CHARLESFELD, TIMOTHYFELDMAN, CLIFFORDFERGUSON, CAROLYNFERKINHOFF SENIOR

INSURANCE SRVCS, INC.FIASCHETTI, MICHAELFINNEGAN, WILLIAMFISH, GARYFLUEGGE, DONLOYFORREST, SHERYLFOWLER, DAMEONFRASCA, CHRISTOPHERFRATOVICH, FERNANDOFRAZIER, MARKFREKER, THOMASFROMSON, JAYFRY, SUSANFRYE, RANDALLFUHRMAN, HAROLDFULLER, LONGGALLUP, JOHNGARCIA, CHIRHOGARRETT, JOHNGIBSON, SANDRAGILL, REBECCAGLOVER, KATHRYNGOH, YONGGONZALEZ, MAYNORGONZALEZ, MONSERRATEGOODEN, SEANGREEN, JOHNGREGORY, SIUSLA

GRIMAUDO, NICHOLASGRIMES, STEPHENGROSS, JERRYGUERRERO, GERALDGUTIERREZ, CANDIDOGUTIERREZ, JUANGUZMAN, JOSEPHHACKBARTH, WILLIAMHAMAMOTO, MICHAELHAMPTON, RONALDHART, JUSTINHARTHUN, JASONHATTERMAN, RUTHHEALTHCARE MATTERS INS

& FINC SRVCS, INC.HECK, JOHNHEDLUND, MARYHEDTKE, MARIAHENEGAR, JAMESHENLEY, TOMHILDEBRAND, DAVIDHO, DORRENHO, SHERMANHOLLOWELL, DAVIDHOLLOWELL, KARENHOLMES, YOLANDAHONSTEAD, GRACEHOPPE, SUNNYHOROWITZ, PHILIPHOUSTON, MICHAELHUERTA, AYDEINKROTT, ROGERIZAGUIRRE, LOURDESJACOBS, ROYJAMES, PATRICKJEFFREYS, KRISTOPHERJENKINS, JUANITAJESTER, FRANKLINJOHANSEN, DARRENJOHNSON, ANNJOHNSON, CASSANDRAJOHNSON, RONALDJOHNSON, SANDRAJONES, CHRISTOPHERJONES, RICHARDJORDAN, JACKKACZMAREK, THELMAKANIZO, NISSIMKEAL, RICHARDKEEVEN, MICHAELKEITH, LORIKELLY, JOSEPHKENNEDY, TANESHIAKEOUGH, BRIANKLEIN, WARRENKOCIAN, JOHNKOKKONEN, MATTKORBER, MICHAELKURKIEWICZ, ANDRELADMIRAULT-

SULLIVAN, MARYLAMB, MARKLANE, RANDYLAWRENCE, MYRLLAWSON, ROBERTLEBOVITZ, ERICLEMPERT, RENEELETT, SUSANLEVINE, BENLONG, BERNARDLONGWELL, LISALOPEZ, CONSTANCELOPEZ, SOFIA

LOTUS FINANCIAL GROUPLYONS, MARYLINMALACHOWSKI, LAURANNMALLON, THOMASMANIAR, ALPAMARKUN, ALISSAMARTINEZ, CECILIAMARTINEZ, LUISMARTINEZ, MARYMARZOUK, ANNAMASSENGALE, LAWRENCEMASSEY JR., BILLYMATTHEWS, GEORGEMAYEDA, KARAMCCORMICK & SONSMCDONALD, DONALDMCDONOUGH, PAULMCKAY, ANNETTEMCLAUGHLIN, WENDYMCNEILUS, LINDAMEALS, GARYMEDER, CHERIEMEDINA, CRYSTALMENIAS, ESMATMEYER, MICHAELMICKELSON, SUSANMILLARD, VINCENTMILLENNIUM MARKETING

GROUP, LTD.MILLER, CHRISTOPHERMILLER, PAULMILLER, THEODOREMILLS, RUBYMINICHINO, KATHYMITHILAN, MITMODRECK, ANTHONYMONTAGUE III, JOEMORILLO, OMARMORKEN, SCOTTMORRIS, JESSEMOSHER, ALICEMOSHER, MICHAELMOSSA, JOHNMUBARAKA, SARITAMURRAY, AUDREYNEEDHAM, MARKNEKOORAD, HOMAYOUNNESTOR, JOHNNEUMEIER, MICHAELNEWBERRY, DAVIDNEWBURY, JAMESNIEMAN, GARYNOEL, TIMOTHYNUNEZ, CHADOGLE, KIRBYORTIZ, DAVIDPARKER, JAMESPARKS, ROSALIEPAYNE, DANIELPERRICONE, MARIOPERRY, JOHNPETERS, WILLIAMPETRARCA, SYLVIAPEYTON, DOUGLASPHAM, DUNCANPHILLIPS, JEFFREYPHILLIPS, MARKPHILLIPS, WILLIAMPHIROZ, NAZPIER, PATRICIAPINO, GERALDPIRES, KEVIN

PITTAS, GEORGEPITTMAN, PAMELAPRENG, KERIQUARANTIELLO,

SHANIQUEARACKLEY, MISTYRAIMONDI, PIETRORAPP, WILLIAMREEVES III, JARVISRENTCHLER, DIANNAREYES, SEGUNDINARHODEN-PORCENAT,

NYALARICHARDSON, CHARLOTTERIGGS, CATHERINERINGLER, ELDONRIOS, ALESSANDRAROCKY MOUNTAIN LIFE

PLUS INS SRVCS, LLCRODRIGUEZ, ROSERODRIGUEZ, SERGEROSS, ALICEROSS, JOCELYNROUSE IV, JOHNRUIZ, EDWARDSADDLER, ALICESANTIAGO, EDWARDSAUTER, FRANKSCHLABAUGH, CARLSCHLOSSER, SHANESCHMIDT, FREDERICKSCHOLL, CAROLSCHUMAN, KENNETHSCHUNEMAN, MERRITTSEABROOK, NATHANIELSEARCY, JANSHOWERS, SCOTTSIDDIQUE, MOSHARRAFSIEGEL, ELLENSILVA JR., DAVIDSILVER LINK BENEFITS

GROUPSIMEON, ELIZABETHSIMON-DOEBLAH, CHARLIESKINNER, DARLENESKLAR, GLORIASMITH, ERINSMITH, JUSTINSMITH, KATHLEENSMITH, REGINALDSMITH, WALTERSMITH, WARRENSMITH, YVETTESOBEL, MICHELESOMMERS, KRISTYSOTO, MARIOSTEVENS, JOSHUASTILES, JOSEPHSTORMER, SETHSTRATTON, WILLIAMSUBRAMANIAN,

RAMAMOORTHYSZAKOS, MONICATAM, SUETHE EMPLOYER SERVICES

GROUP, LLCTHOELE, JOSEPHTHOMAS, LYNDONTHOMPSON, KITTYTIDWELL, ALLANTOMS, CHARLESTORRES, MARIANNETTETOUCHSTONE, TANNER

TRAN, HAITREUDT, TERRENCETRIMBLE, EMMATRINH, CHRISTINETUCKER, EVELYNUR, BARBARAVACIANNA, LOISVALDOVINOS, JUANVANDALL, CLINTONVARGAS, WALTERVELASQUEZ, PATRICKVESSIO, KATHRYNVIDAL, MANUELVIRAMONTES, VIRGINIAWALDO, PATRICIAWASHINGTON, GREGORYWATSON, JANICEWATT JR., GERALDWEIGNER, RHYSWEINER, MARGARETWEISBART, HARRYWENG, LUCRETIAWHITED, CLIFTONWHITELEY, MURRAYWHITNEY, DAVIDWILHELM, RONALDWILKINS, EDWARDWILLIAMS, ROSEMARYWILLINGHAM, TAYLORWILSON, DIANEWILSON, ROBERTWOLFENBARGER, SHELVAWOLFF, ROBINWOMBLE, CAROLWOOD, JANICEWOOTEN SR., BILLYWRIGHT, EVERETTYEATMAN, JOHNYGLESIAS, PHOEBEZAMORA, MARIAZIA, YASIR

GLOBE LIFE OF NEW YORKAHMED, SYEDBRILLING JR., ROBERTBUTLER, ARTHURCABA, ALFREDOCASTERLINE, DEANCERVONE, PHILIPCHEN, PAULCHRISTIANSEN,

SHERRYCURTISS, SABRINADALY, SUSANNEDAVIS, NANCYESPOSITO, CATHLEENFIGUEROA, MICHAELHUTCHINSON,

MALCOLMKAPLAN, HAROLDKERN WEALTH

MANAGEMENT, INC.KING, KELLEYKYRIAKOS, PETERLOBAUGH, DEIDREMACAS, PIEDADMALFA, PHILIPMARTINDALE, ERNESTMEHL, STUARTMILLER, ARTHURMOSSA, ANTHONYMULLINGS, GILLIANMURPHY, PATRICIANOWAK, MARYPETROV, DEBORAPOLANCO, KARENPUGH, SCOTTPULLANO, FRANCESRADDER, JAMESRAPP, GILBERTRECINOS-GOMEZ,

ERIKAREID, CHRISTOPHERRHABURN, MARILYNRIVERA, ROBERTRIZZO, ROMANROZOV, MICHAELSCHELLER, SAMUELSCHURSKY, MELVINSCOTT, LOUISESOLT, TRICIASTEELE, MATHIEUTEREK, JOSEPHTHOMPSON, RUPERTTOBIN, WILLIAMTORNINCASO, ROBERTURRUTIA, RICARDOVAZIRANI, PRAKASHVILLA, LETICIAWEISS, IRAWILCZEWSKI, DONNA

4 PB Oct 2017 Oct 2017

From the

DIRECTOR’SCORNER

Henry VazquezDirector of Medicare Supplements

SELLING DURING THE ANNUAL ELECTION PERIOD (AEP)Every year during the Annual Election Period (AEP), October 15 through December 7, thousands of Agents who focus on the Senior market will go out to help Seniors make decisions on their coverage. There is no doubt Seniors who have original Medicare, only Parts A and B, are at high risk of paying more toward their medical expenses, so they need to choose additional coverage options, which will help cover their expenses. Seniors who choose a Medicare Advantage (MA) plan are locked in for the entire year until the next AEP season begins. At this time they can decided to switch back to Original Medicare and get a Medicare Supplement insurance plan (Medigap plan).

Most MA plans can be more restrictive in that plan members must use in-network doctors and hospitals and will typically have high maximum out-of-pocket costs. Doctors and hospitals may opt out of participating in the plan. Since MA plans are one-year contracts between the MA carrier and the federal government, they are not guaranteed renewable meaning the carrier can cancel the Senior's coverage. This could leave them unprotected when really their coverage should offer security, stability, and freedom.

Medicare Supplement insurance plans are actual insurance policies allowing clients to go to any doctor or hospital across the nation as long as the provider takes original Medicare. In addition, Medigap plans are guaranteed renewable, so as long as the client pays their monthly premium, they can keep their coverage. Some Medigap plans even have a foreign travel emergency benefit, so the Senior has coverage while traveling outside of the United States.

Let’s review some specifics that will help you transition clients with other coverage to a Medicare Supplement insurance plan.

Clients can purchase or switch to a Medigap plan without answering health questions (guaranteed issue) in the following situations:

Finally, it’s important to note clients outside any of these situations will need to answer the health questions to purchase or make the switch to a Medigap plan (may vary by state). For MA clients, the Medigap effective date will be January 1 during the AEP.

Let’s take advantage of the AEP by conducting a full review, going over the clients’ rights, options, and what they are entitled to. Let’s go out there and help our Seniors who have given so much to our society over the course of so much of their lives.

1

5

2

6

3

7

4

8

The MA client receives a termination letter from the MA

carrier who is no longer providing coverage in the service area.

Clients in California can switch to a Medigap plan if their current MA plan does any of the following: increases the premium

by 15 percent or more; increases physician, hospital, or drug copayments by 15 percent or more; reduces any benefits under the plan, or discontinues its relationship or contract under the plan with a provider who is currently furnishing services to the

individual, for any reason other than good cause relating to quality of care. This GI opportunity is only available if the current MA carrier does not have a Medigap policy to offer its enrollees.

The MA client moves to an area not served by their

existing MA plan.

Clients who have Medicare along with an employer group health

plan that pays after Medicare pays and are retiring or losing their

group coverage (may vary by state).

The MA client has enrolled in an MA plan for the first time when they

were first eligible for Medicare and within the first 12 months they want

to switch to Original Medicare and get a Medigap plan.

Clients new to Medicare (Parts A and B) who are 65+ years old and have just enrolled in Medicare fall under a Medigap Open enrollment, which lasts six months from the time they enrolled in Medicare Part B for the first time – this is actually the best

time to buy a Medigap policy.

Clients in New York enrolled in the Elderly Pharmaceutical Insurance Coverage

Program (EPIC) with a MADP plan have a one-time plan change per calendar year

and can switch from their MA plan to Original Medicare and get a Medigap plan.

While the states of New York and Connecticut are

guaranteed issue states, MA enrollees can only return to Original Medicare and get a

Medigap plan during the AEP and enrollment periods set by the Centers for Medicare and

Medicaid Services (CMS).

Note: Guaranteed issue situations may vary by state, and some states may offer additional guaranteed issue situations.

PB 5 Oct 2017 Oct 2017

SEVEN STEPS TO SUCCESSSEVEN STEPS TO SELLING SUCCESS:

1. Generating Leads

2. Qualifying Leads

3. Preparing your Presentation

4. Delivering your Presentation

5. Handling Objections

6. Closing the Sale

7. Account Maintenance

STEP 7: ACCOUNT MAINTENANCECongratulations! You closed the sale. The customer likes you and what you have to offer. Now, all you need to do is make sure they like you for a really, really long time.

START OFF ON THE RIGHT FOOTThe moment you lose a dissatisfied customer, you also risk losing as many as 20 future customers. How is that possible? The customer who leaves you could tell at least 10 people they know about their dissatisfaction. Then the domino effect kicks in. Wouldn’t you

rather have 20 positive referrals instead? Of course you would. It isn’t hard work to keep a customer happy — it just takes a little extra time. But, in the end, it’s worth it. After all, which is easier for you — maintaining an existing customer, who renews their policy every year automatically, or prospecting for new customers?

ATTENTION TO DETAILOne of the first things you should do after closing your sale is to send a thank-you note to your new customer. Sure, it’s easy to type out a quick letter and sign your name to it. But, go a step further. Handwrite your note. A personalized letter means so much more

to your customer than a form letter. A handwritten note lets your customers know that they are important enough for you to take time out of your busy day to write something personal. Think of how much junk mail the average American gets every day. Seeing a handwritten note among the coupons, flyers, and advertisements will brighten your customer’s day, and you can be sure your letter will be read first!

FOLLOW THROUGHCustomer service is crucial in any market these days. If customers are unhappy with the service they receive, there are plenty of other options from which they can choose. Do not give your customers a chance to even think of ever leaving you. A simple phone call every now and then will let your customers know you care about them. But, if you don’t call, it gives customers an opportunity to wonder if they’ve made the wrong choice by choosing you and United American or Globe Life of New York.

DIFFERENT STROKES FOR DIFFERENT FOLKSSome customers need more handholding than others. Some customers might expect you to check in with them every month. If so, put them on your calendar and call them on the same day every month. Other clients may say they’ll call you if they need anything. If this is the case, do not call them every month on the same day, but do call them regularly just to check in. Adapt your account maintenance to the needs and personality of each individual customer.

WE’RE ALL HUMANIt is human nature for people to want to talk about themselves. Remember when your customer mentioned that they recently became grandparents? What a great reason for you to call them! Call and ask about that new grandbaby. Then, after you’ve gotten them in a good mood, ask how the new product is working for them. This may also be the perfect time to discuss other products. You never know, they may want or need something and not even realize it.

This concludes our Sales Series. We hope you’ve found the information helpful, because we are only as successful as you are.

6 PB Oct 2017 Sep 2017

DON'T STRIKE OUT!

Don't 'strike out' during AEP because you fail to submit a required document.

Applicants replacing their MA coverage must fully complete and sign the application and replacement form(s), giving particular attention to the sections concerning MA disenrollment or termination/nonrenewal. Applicants must confirm on the application that they intend to replace current MA coverage with the Medicare Supplement insurance policy in order for the application to be accepted.

A copy of the applicant's MA plan termination notice is required if the applicant is being involuntarily terminated from or nonrenewed by an MA plan.

ALWAYS REMEMBERPlease be reminded that applicants must be disenrolled from their MA plan and returned to Original Medicare prior to the effective date of their Medicare Supplement plan. A Medicare Supplement policyholder who still has MA coverage in place on the policy effective date is subject to rescission.

Contact Agency Service at with any questions:1-800-925-7355 or e-mail agencyservice@torchmarkcorp.com

PB 7 Sep 2017 Oct 2017

KNOCK THE AEP OUT OF THE PARK!

THE MEDICARE ANNUAL ELECTION PERIOD (AEP) RUNS OCT. 15 TO DEC. 7, 2017, WITH COVERAGE EFFECTIVE JAN. 1, 2018.

During this season, a Senior enrolled in Medicare may:

y Enroll for the first time in a Medicare Advantage Plan

y Change from one Medicare Advantage Plan to another

y Return to Original Medicare from a Medicare Advantage Plan and purchase a Medicare Supplement insurance plan

What's your game plan? Make Seniors aware of the value of Medicare Supplement insurance plans:

y Standardized plans to suit most budgets and lifestyles

y Guaranteed renewable as long as premiums are paid on time

y Never canceled due to declining health

y Freedom to choose any doctor, hospital, or medical facility that accepts Medicare patients

With United American and Globe Life of New York, you can offer Seniors even more:

y Outstanding one-on-one Agent Service

y Affordable premium rates

y For more than 40 consecutive years, UA has earned the A+ (Superior) Financial Strength Rating from A.M. Best Company (as of 7/17).

y Highly receptive and responsive Customer Service Department

y E-Service Center available 24/7 to access premium payments, review policy details, update mailing address, etc.

y Fast policy issue

y Quick claims processing

According to CSG Actuarial, well-known consulting firm specializing in the individual life and health insurance markets, almost 68 million individuals are projected to be enrolled in Medicare by 2022. CSG research indicates Medicare Supplement insurance sales will continue to grow during the next 10 years and create ever-increasing opportunities for insurers and Agents. Take your swing! Be part of that growth! Start NOW during the Medicare AEP!

Source: www.csgactuarial.com; www.seniormarketsales.com

Have you been practicing by going to a training webinar or live workshop recently? Let's hit some home runs during the Annual Election Period. Knock your Medicare enrollments out of the park! These Agents have!

United American is a leader in the industry. With the addition of the e-App paperless application, U.A. is even better with faster approvals and more options for the Agents.

Agent Tony Woodard

The Medicare Supplement Products have allowed me to service my clients in a much more beneficial way than any other Company provides. The fact that I can offer such a wide range of plans to my clients at

such competitive pricing instills a trust factor that builds a bond between us!

Agent Lisa Rosati

Hi, Rick!

You did a great job on the AEP webinar yesterday. I'll have my first UA sale of UA's HDF plan tomorrow to one of my clients aging in December 1. I plan to

pivot to the Cash Cancer Plan, then to the Final Expense.

Agent Tim Strand

Hello, Henry,

Just want to say you did an absolutely outstanding job in the time you had. My Medicare seminars ran two plus hours. I handed out samples of whatever I was talking about. Now, it's all webinars. I've attended hundreds of webinars, plus some seminars by Tom and Michael in CA before I moved here. Even Chuck.

You've really honed your skills, cut out the fluff, and beat the clock by one minute! Your webinars will be required by all of my Agents.

Agent Bob Brassard

Good Morning, Dave,

I just wanted to let you know after taking and submitting business with our e-App for the last two and half years, which I thought was the best and fastest way to submit business, I did my first screen share presentation and

can't believe how 'easy' it was. Who said you can't teach old dogs new tricks? I've been selling UA policies for 20 years and now by taking Apps by screen sharing is going to make doing business easier and faster. I also want to say 'thanks' Dave for helping me and my team get started with screen sharing.

Agent Loren A. Olguin

8 9 Oct 2017 Oct 2017

Eagles Club is an elite group of Agency leaders representing the best of United American and Globe Life of New York.

Through September 2017, these top producing General Agents and Agencies have the highest net combined annualized premium. Agents/Agencies producing $350,000 or more in NAP will qualify for club membership and receive an award at convention; the top 10 will have their photo on the wall at the Home Office.

Through September 2017, these top producing Writing Agents have the highest net combined annualized premium.

2017 EAGLES

PRESIDENT'S CLUB PACESETTERS CLUB

#1

#2

#3

#4

#5

#1

#2

#3

#4

#5

Jon Ahlbum The Ahlbum Insurance

Group, Inc. $3,392,793

Mike Lemar Sunshine State Agency

$1,581,532

William Borosak Jr. Secure Financial

Group, LLC $1,139,138

Tim Ahlbum Health Coverage

Solutions $1,007,173

Donna Ahlbum The Ahlbum Insurance

Agency $942,728

AGENT NAME AGENC YYTD PRODUCTION

1 Paul Sheldon, CLU, ChFC Paul Sheldon Insurance & Benefits Planning $661,639

2 Kerry Sachs Secure Retirement Solutions, Inc. $642,445

3 Christopher Graham, CLU Graham Financial Group, Inc. $563,961

4 Ron Concklin Rosenberg-Concklin, Inc. $504,971

5 John Clark Senior Solutions Insurance Agency $474,579

6 Scott Mednick Professional Insurance Systems of Florida $450,410

7 Robert Wroblewski Palm Cove Insurance Solutions $371,221

8 Lisa Rosati Rosati Insurance Agency $342,517

9 Gina Savage Savage Insurance Agency $341,122

10 Senior Insurance Marketing, Inc. $294,324

11 Scott Schwartz Insurance Protection Services $255,610

12 Shawn Schroeder Jack Schroeder & Associates, Inc. $254,726

13 James M. Gray, Inc. $249,655

14 Vincent Abbatiello Mainstay Retirement Solutions $207,551

15 Centerstone Insurance & Financial Svcs. $200,048

16 Elite Insurance Partners, LLC $193,156

17 Mike Stevens Farm & Ranch Healthcare, Inc. $187,593

18 Bryan Wiedersum Wiedersum Insurance Agency $175,823

19 Jackson Edwards IV Edwards Insurance Agency $172,281

20 Joseph Maisonet Maisonet Insurance Agency $168,011

21 Albert Valery Valery Insurance Agency $161,856

22 American Eagle Consultants, Inc. $157,708

23 Nicholas Mangini Mangini Insurance Agency $148,822

24 Maria Cancio Cancio Insurance Agency $148,516

25 Stephen Maisto Senior Health Solutions $147,214

26 Cesar Chacon The Insurance Hub $145,488

27 Nur Ahmed Ahmed Insurance Agency $141,918

28 Marc Zum Tobel Consolidated Insurance Group, Inc. $140,615

29 Beverly Kingsley Kingsley Insurance Agency $137,391

30 Richard Schwartz Insurance Center of S. Florida $135,368

AGENT NAMEYTD PRODUCTION

1 Paul Sheldon, CLU, ChFC $661,639

2 Tim Ahlbum $398,023

3 Kerry Sachs $312,367

4 Ray Stevens $263,182

5 Scott Schwartz $255,610

6 Christopher Graham, CLU $208,808

7 David Haass $190,480

8 Lisa Rosati $179,446

9 Bryan Wiedersum $175,823

10 Gary Kempler $174,552

11 Jason Stevens $173,673

12 Brian Gilbert $147,374

13 Dextor Saylor $141,002

14 Jon Ahlbum $140,581

15 Beverly Kingsley $137,381

16 Glenn Ripoll $132,635

17 Neill Aarons $129,332

18 Gina Savage $128,659

19 Jackson Edwards IV $127,797

20 Vincent Abbatiello $123,543

21 Dani Chard $121,774

22 Neil Primack $118,588

23 Xiomara Ottovegio $106,898

24 Thomas Payant $104,412

25 Mark Heller $103,617

26 Devin Barta $99,829

27 Christopher Graham $99,544

28 William Borosak Jr. $99,152

29 Valerie Bahlkow $92,888

30 Ivars Zarins $92,436

Through September 2017, these top producing General Agents and Agencies have the highest net life annualized premium.

Through September 2017, these top producing Writing Agents have the highest net life annualized premium.

TOP 30 LIFE GENERAL AGENTS

TOP 30 LIFE WRITING AGENTS

Ray Stevens Stevens & Associates

Insurance Agency, Inc. $897,922

Catherine Hatton Long Island Insurance

Solutions $897,375

Devin Barta Barta Insurance Agency

$638,898

Mark Graham AmeriLife $602,140

Edward Shackelford The Assurance Group, Inc.

$466,933

AGENT NAME AGENC Y

1 Mike Stevens Farm & Ranch Healthcare, Inc.

2 Mark Graham AmeriLife

3 Benefit Plans of America, Inc.

4 Richard Allen Allen Insurance Agency

5 Donald Howe Howe Insurance Agency

6 Paul Balep Balep Insurance Agency

7 Jon Ahlbum The Ahlbum Insurance Group, Inc.

8 Mark Landis Metro Insurance & Financial Services

9 Donna Ahlbum The Ahlbum Insurance Agency

10 Donald Saltis Saltis Insurance Agency

11 Mack Daniels Daniels Insurance Agency

12 Levy Johnson Johnson Insurance Agency

13 Wayne Jones Jones Insurance Agency

14 Phil Ortez Jr. Phil & Kathy Ortez Insurance Agency, Inc.

15 Catherine Hatton Long Island Insurance Solutions

16 Drew Wilder Wilder Insurance Agency

17 Neal Stacy Stacy Insurance Agency

18 Joseph Iannelli Iannelli Insurance Agency

19 Alvin Smith Smith Insurance Agency

20 Loren Olguin Olguin Insurance Agency

21 Harry Davis Davis Insurance Agency

22 Gail Pilotti Pilotti Insurance Agency

23 Scott Mednick Professional Insurance Systems of Florida

24 Actuary Solutions Group

25 Mike Lemar Sunshine State Agency

26 Charles Loper Jr. Loper Insurance Agency

27 Felix Lyons Lyons Insurance Agency

28 Care Value, Inc.

29 Sylvan-James Associates, Inc.

30 Marsh McAfee McAfee Insurance Agency

AGENT NAME

1 Mark Simpkins

2 Paul Balep

3 Richard Allen

4 Donald Saltis

5 Mack Daniels

6 John Muamba

7 Levy Johnson

8 Lisa Rosati

9 Wayne Jones

10 Phil Ortez Jr.

11 Rochelle Bryd

12 Shanna Wetzstein

13 Drew Wilder

14 Pedro Vigil

15 Gail Pilotti

16 Alvin Smith

17 Marion Bates Jr.

18 Lee McGriggs

19 Felix Lyons

20 Florence Munene

21 Mary Dioguardi

22 Marsh McAfee

23 Shawner English

24 Felicia Chisolm

25 Peter Grunstra

26 Thomas Irick

27 Willie Jones

28 Maurice Washington

29 Daniel Treacy

30 William Esters

10 11 Oct 2017 Oct 2017

#UACONVENTION2018 JULY 10-13, 2O18◆ FAIRMONT LE CHÂTEAU FRONTENAC ◆

CITY

WH

AT Y

OU

NEE

D T

O Q

UA

LIFY

IF

YO

U A

RE

A G

ENER

AL

AG

ENT:

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 W

RIT

ING

AG

ENT:

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

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. Non-standard (Disability) Medicare Supplement production will not count towards qualification for Convention, Awards or Club honors.Globe Life of New York Agents can only qualify for convention based on health production only.

ARE YOU ON PACE TO JOIN US?