www.l ibnat.com

TORCHMagazine

T h e N e w s a n d I d e a s M a g a z i n e f o r t h e A g e n t s o f L i b e r t y N a t i o n a l L i f e I n s u r a n c e C o m p a n y

OCTOBER 2007

•• HANDLINGHANDLING OBJECTIONS OBJECTIONS IT’S THE NEXT STEP IT’S THE NEXT STEP IN THE SALES PROCESS. IN THE SALES PROCESS. PAGE 4 PAGE 4

•• LOOKING FOR LEADS? LOOKING FOR LEADS? WE’VE GOT ‘EM!WE’VE GOT ‘EM! PAGE 5PAGE 5

•• DO NOT CALL (DNC) DO NOT CALL (DNC) ARE YOU UP TO DATE ON ARE YOU UP TO DATE ON THIS IMPORTANT ISSUE? THIS IMPORTANT ISSUE? PAGE 8 PAGE 8

Read Torch Magazine Online - www.libnat.com/torch

E-APPE-APP - YOUR ROAD

- YOUR ROAD

TO SUCCESS!PAGES 6 & 7

PAGES 6 & 7

DENTAL PLAN ENROLLMENTThe Dental Plan enrollment period is underway. Contact your Branch Manager or Branch secretary for information regarding benefi ts and for required forms. Two plans – High Option Benefi ts and Low Option Benefi ts – are offered for 2008. December deductions will pay your January premiums. The enrollment period ends Friday, Nov. 23, 2007.

You must complete an Enrollment/Change form if you wish to:

Enroll in the Dental Plan

Drop Coverage

Change Plans

Add/Delete Dependents

All Branches have access to the ‘Human Resources/Employee Benefi ts/Payroll’ page via the Company intranet (BHMNET). Anyone with a valid sign-in through libnat.com can access the following dental enrollment material by clicking the ‘Employee Benefi ts’ link listed under ‘Online Information.’

Field 2008 Delta Dental Choices

2008 Dental Plan Outline

Benefi t Highlights

Enrollment/Change Form

Premiums for the Dental Plan are paid with pre-tax dollars. If you elect coverage for 2008, you may not drop or change the coverage unless an applicable family status change occurs. No action is necessary if you are not making any changes. We will mail paper enrollment forms to you for the Medical Plan and future enrollments.

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E-APP CONFIRMATIONLiberty sends an e-mail confi rmation to both the submitting Agent (to TMKWEB e-mail address) and Branch Manager when an e-App is received in the Home Offi ce. Agents also may fi nd a list of submitted e-Apps at Agent Services at libnat.com.

DELIVERY CHARGEBACKReport AL277001 records ALL policies written in your Branch that are subject to delivery chargeback or that have already been charged. Policies remain on the report until the signed policy delivery form has been returned to the Home Offi ce, and the charge has been reversed. Keep close tabs on your policy deliveries each week, so that your Branch will not be subject to any commission chargebacks.

AGENT REINSTATEMENTSThe following changes became effective on Oct. 29. Please read these guidelines carefully and communicate them to your Branch team. If you have any questions, please e-mail Dave Wells at dwells@libnat.com.

An Agent must return to the Company within 60 days of the termination date and be approved by Agent Licensing in order to be reinstated as an employee.

Any Agent, who is approved to return to Liberty National after this 60 day period, will begin as an independent contractor. He or she will receive a new Agent number and must meet all requirements to become a Liberty National employee.

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LIBERTY NATIONAL Since 1900, we’ve grown into

one of the nation’s leading insurers with more than 100 locations and thousands of representatives in locations

nationwide. We believe in personal, one-on-one

hometown service for insurance. And that’s the

way it ought to be.www.libnat.com

Home Offi ce 205-325-2722

TORCH MAGAZINEPublished by Liberty National

Life Insurance Company for the dissemination of

information to its Agents. Prior

permission must be obtained from

Liberty National for reproduction or other use

of material herein.

TORCH STAFFSenior Vice President

Hubert Morrisonhmorrison@libnat.com

Managing EditorLuke Gilliam

lgilliam@torchmarkcorp.com

EditorRoberta Boyd King

rking@torchmarkcorp.com

Staff WriterChristie Gibson

cgibson@torchmarkcorp.com

Publications AdvisorBrenda Martin

bmartin@libnat.com

Graphic Designer Cal Slayton

cslayton@torchmarkcorp.com

E D I T O R ’ S N O T E S

2 T O R C H O C T O B E R 2 0 0 7

DO NOT CALLIt is important that everyone at Liberty National is in compliance with all Do Not Call regulations established by the Federal Communications Commission (FCC). Please review the Q & A on page 8 to make sure you are up to date on procedures. Noncompliance can result in fi nes of up to $11,000 per incident.

P E R S P E C T I V E

T O R C H O C T O B E R 2 0 0 7 3

All Systems Are Go!A

s we head into the final months of 2007, let’s review structures we

have in place to help you be successful. Helping you become the best and most successful Agent, Unit Manager, or Branch Manager you can be is a big part of our game plan. The rest is to bring to our prospects and customers the most affordable

insurance protection available. Liberty has bonus and commission structures, sales techniques, training programs, electronic procedures, and new mindsets in place that make selling easier and more rewarding than ever before.

Bonus Structure: With our new production bonus structure in place, we are poised to take the rest of the year by storm. Remember, first year Agents on the new submitted production bonus may also receive bonus payments from the old production bonus if the weeks prior to October 5th generated a bonus. After October 5th, all new production submitted applies only to the new bonus, where each week will stand alone. People are excited about the new bonus program, and it shows!

Paradigms: Earlier this year, we talked about the value of shifting paradigms and looking at our Company and our business practices in a new light. Thinking outside the box accommodates a new way of looking at changing circumstances, which can require more innovative solutions. By the time Jack Welch, CEO of General Electric, retired, he had changed the face of his company. During his tenure, GE became one of the most respected companies on the planet. How did Welch achieve that? He developed company values based on respect for the individual as the driving force to generate change. And not just the individual in the big corner office. In his book, Winning, Welch wrote, “The individual is the fountainhead of creativity and innovation. Only by releasing the energy and fire of our employees can we achieve the decisive, continuous productivity advantages that will give us the freedom to compete and win in any business anywhere on the globe.” Liberty National is becoming a more creative and productive

Company as a result of using these concepts. As a matter of fact, from October’s productivity, 4th quarter production for 2007 is already projecting to be 15 to 20 percent higher than production seen in the 4th quarter of 2006.

Leads: Agents don’t sell without leads, and Liberty has tools in place to help you make the most of your leads (see page 5). We are immediately instituting a new lead order confirmation procedure to ensure Branch lead orders are properly executed.

When the Lead Department receives an order from a vendor, the department e-mails the Branch Manager with the details of the order to make sure the order is valid.The Branch Manager sends a return e-mail confirmation the same day to the Home Office Lead Department. If the Branch Manager is unavailable, an authorized substitute must be in place to confirm the order is valid.The Lead Department informs the vendor that the order has been approved if there are adequate funds in the lead account to accommodate the order.

Sales Genie’s computerized database of every household in America will continue to be an important tool. This source is especially useful for our Daily Call Clinics and helps us to reach our minimum weekly goals of 840 leads, 240 contacts, 24 appointments or drop-offs, 15 inked app interviews, and five sales. The Lead Management System (LMS) is there to assist you. Log on every day!

DOME: Are you using DOME principles to help accomplish Liberty objectives and your Branch objectives? This organized, systemic approach applies equally well to solving problems and achieving goals.

Diagnose – Determine present circumstances through records, observation, and conversation.Objectives – Determine where you want to be based on the diagnosis.Methods – Determine the methods you will use (LMS, Daily Call Clinics, FranklinCovey techniques, etc.) to achieve your objectives.Evaluation – Complete a periodic review of your progress toward achieving your objectives.

E-Sales: Worksite and individual e-Apps (see FAQ on pages 6 and 7) are only accessible with a laptop. If you haven’t purchased a laptop and signature pad yet, you are leaving money on the table. Liberty has developed a new laptop presentation, which will be available in November. It will make our sales process more uniform, and keep us all on the same page in terms of what we stress to our prospects.

Great things are happening at Liberty National! Life is good!

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Andrew W. KingPresident and Chief Marketing Offi cer

4 T O R C H O C T O B E R 2 0 0 7

S A L E S

Seven Steps to SuccessSEVEN STEPS TO SELLING SUCCESS:

A. Generating Leads

B. Qualifying Prospects

C. Preparing the Presentation

D. Delivering the Presentation

E. HANDLING OBJECTIONSF. Closing the Sale

G. Account Maintenance

STEP E: HANDLING OBJECTIONS No. Not interested. I’m not ready to make a decision today. I want to see what else is out there.

Do any of these sound familiar? If so, you are not alone! Every sales professional has heard or will hear one of these objections at some point in their career. What matters most is how you handle the objection.

KEEP IT IN PERSPECTIVEDon’t let an objection be the pin in your balloon. It’s not the end of the world, and it doesn’t mean you have lost the sale. Look at your prospect’s objection as a new challenge or opportunity. Stay motivated, be positive, and show that smile. Think of how much more this particular sale will mean if you have to work even harder to close the deal!

EXPECT THE UNEXPECTEDVoicing an objection is really just a negative way of asking a question. If you suspect your prospects are stuck on a particular point, it is best to address their question before it turns into a fl at-out objection. If you avoid addressing your prospects’ concerns, you are shortchanging them and may be hand delivering the sale to your competition.

PUT YOURSELF IN THEIR SHOESBy addressing potential objections before the prospects have a chance to ask, they will feel you are listening to their needs. After all, purchasing a product – any product – is all about how it makes you feel. People buy things they feel they need. If they do not feel like you know what they need, they will not buy from you. Remember, be empathetic. Show them you truly care about what’s most important to them.

WATCH FOR SIGNSIf your prospects look like any of these folks, ask if they have a question, need more details, or would like for you to repeat the information.

NEVER LET ‘EM SEE YOU SWEATSmile and thank the prospects for their questions. Questions indicate interest, which means they have been listening to your presentation. But, if you don’t address their concerns, they could stop listening. Some customers may be leery of all sales professionals. If they think you are just there to close a sale, your chances of achieving that goal are slim. Show them you are different. You are there because you have their best interests in mind. Depending on what product you sell, sometimes customer service is the only thing that distinguishes you from the competition. (Stay tuned for a future article in which we address specifi c ways to overcome objections.)

5 TIPS FOR HANDLING THE OBJECTION1. KNOW YOUR PROSPECTS’ PERSONALITIES AND WHAT’S MOST IMPORTANT TO THEM.

2. KNOW YOUR PRODUCTS INSIDE AND OUT.

3. KEEP YOUR EYES AND EARS OPEN. WATCH FOR THE SIGNS SO YOU CAN AVOID THE OBJECTION BEFORE IT EVEN HAPPENS.

4. DON’T GET MAD — GET THE SALE! WELCOME THE PROSPECTS’ OBJECTIONS WITH OPEN ARMS.

5. KEEP THE FAITH AND PERSEVERE.

T O R C H O C T O B E R 2 0 0 7 5

L E A D S

Have questions or need information on the lead program? Call David Kubes at 469-525-4280 or e-mail him at dkubes@torchmarkcorp.com. David and Liberty’s dedicated Leads Department are here to help you make the most of your lead dollars.

Leads ... the best tool on the market! LET THE LEAD MANAGEMENT SYSTEMWORK FOR YOU!Liberty understands that every sale starts with a lead, and the Company has invested more than $10 million since May 2006 in direct response leads. Are you taking advantage of the 950,000 leads available through the Lead Management System (LMS)? Branch Managers should log on to the LMS every morning to determine if you have new leads. You may also fi nd old leads that can be reworked. Any Agent might want extra leads! (Just because one Agent did not sell to a particular lead, doesn’t mean another Agent can’t.) Leads should be recycled every few months and recontacted frequently. Even if the lead has already purchased life insurance from another insurer, you may be able to interest him or her in another Liberty product. Remember, every living lead can be a viable lead. The LMS also allows Branch Managers to record any action they take on a lead:

Opening the lead to printAssigning the lead to a Unit Manager/AgentNoting follow-through and changing the disposition of the lead

Make your LMS logon as routine as your morning coffee!

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TOOLS TO USE:You’ve got leads, and the tools to work them! Go to www.libnat.com and log on to ‘Agent Services’:

Agent Training: Click on ‘Agent Introductions’ for preapproved scripts for use in-home, or on the phone. Get help with closing objections and fi nd scripts that focus on Liberty’s free or low-cost marketing tools like Childsafe Kits, MedFacts Kits, $3,000 Accident Policy, and Savers Plus. You also will fi nd an extensive list of approved telephone scripts to use with specifi c types of leads – mortgage protection, Seniors, Globe lapses, small businesses, and Judy Diamond Section 125.

Lead Information: Find a long list of suggested lead vendors to make your prospecting easier.

Advertising: Find more preapproach letters here that address every type of lead or customer situation – payroll deduction, Social Security, fi nal expense, cancer, birthday, policy review, new parents, and accident coverage to name just a few.

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E - A P P F A Q

Q. How is the primary Agent name, address, and phone number used?A. Some states require this information for state replacement forms.

Q. Are the name and address fi elds on the information screen case sensitive?A. No, but don’t type any punctuation marks (periods, dashes, commas, etc.) in the name or address fi elds.

Q. How do I move from fi eld to fi eld?A. Use the Tab key.

Q. How is the Company going to use e-mail addresses submitted with the application?A. We are not using e-mail addresses at this time, but are considering several possibilities, including announcing new product offering to generate leads for you.

Q. Can I submit an e-App for the ALX plan?A. No, the ALX plan is currently not available on the e-App. Submit a paper application.

Q. Does the e-App change any rules for effective dates or bank drafts?A. No.

Q. Can Liberty draft savings accounts for new business?A. No, Liberty does not accept savings account drafts – on either e-Apps or paper applications.

Q. When do I have to leave the Fair Credit/MIB notice with the customer?A. Anytime you submit an electronic A-250 app.

Q. When do I leave the state replacement form?A. Leave the ‘Signature on File Copy’ of the state-required form anytime the replacement regulations in your state require completion of a replacement form. NAIC model regulation states must leave a copy of the form if the customer has existing coverage.

Q. Agent John Smith completes an electronic application on his father. Who can witness his father’s signature? A. Any other licensed Liberty National Agent, who sees the application being signed.

Q. How do I record the information on the e-App if an oral swab is required for underwriting?A. Type the oral swab bar code number in the ‘User Notes’ section.

Q. Can I select the applications that I want to upload to the Home Offi ce today and submit the remaining applications on another day if I have several signed applications on my laptop?A. No, all signed applications must be submitted at one time.

Q. Can changes be made to a signed application?A. No, changes cannot be made. Delete the incorrect application and complete again.

Q. If the wrong person signs in a signature block, how do I delete that signature and have the correct person sign?A. When the next signature block appears, click ‘Cancel’. This will stop the signature process. Go back and click ‘File’, then click ‘Sign Applications’ to start the signature process again.

E-App FAQThe worksite and individual e-App has made the sales process faster and more effi cient for Agents and customers. It has also presented some expected growing pains. Here’s a list of the most frequently asked questions and answers that will help turn that next e-App roadblock into an easy drive down the road to success!

T O R C H O C T O B E R 2 0 0 7 7

E - A P P F A Q

Q. Can I attach a cover letter after the application has been signed?A. Yes. Click ‘Attach Notes to Document’ on the Upload/Download screen.

Q. I submitted several e-Apps today. When will these applications be entered at the Home Offi ce?A. If submitted by 3 p.m. (Central time zone), applications are entered the same day.

Q. Whom do I contact if I have problems with my e-App software?A. Contact the e-App Help Desk at 205-325-2795.

Q. I tried to upload applications to the Home Offi ce, but my Agent Services password would not work.A. Make sure that you are using your Agent Services password, NOT your TMKWEB mail password. If your password is longer than eight characters, you can use only the fi rst eight characters of the password. If this doesn’t work, change your password or call the e-App Help Desk at 205-325-2795.

Q. How can I make sure the application is a ‘Test’ application?A. Prior to completing an application, Click ‘Mode’, then click ‘Test’. Prior to signing an application, click the box next to ‘Set as Test Application’.

Q. After signing the application, how can I determine if the application is in ‘Test’ or ‘Production’?A. The test application will have a yellow background. The production application will have a white background.

Q. When should the signature pad be plugged into the laptop?A. Before you click ‘Sign Applications’.

Q. How can I get notifi cation when my applications have been received in the Home Offi ce?A. By text message, by TMKWEB e-mail, or by clicking the ‘List of Submitted e-Apps’ link on the Agent Services home page.

Q. How does my Branch Manager receive notifi cation when my e-Apps are submitted to the Home Offi ce? A. An e-mail is sent every time an Agent in his/her Branch submits an e-App.

Q. Can I rate an A-250 application for someone who is over the height and weight limit?A. Not at this time. Submit a paper app for policies that will be rated.

Q. Will the cancer app default to the oldest proposed insured?A. Yes.

ADDITIONAL TIPS:Use the up/down arrow keys to move from month to month or day to day in the ‘DOB’ and ‘Employment Date’ fi elds.

Use the left/right arrow keys to move between slashes of those fi elds.

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8 T O R C H O C T O B E R 2 0 0 7

D O N O T C A L L U P D A T E

WHAT IS THE DO NOT CALL (DNC) LAW?The National Do Not Call Registry was established for U.S. consumers who wish to limit the number of telemarketing calls they receive on their home and cell phones. On Oct. 1, 2003, the DNC Registry went into effect, prohibiting solicitors from calling residential telephone numbers listed on the DNC Registry. The federal government does not maintain a separate Do Not Call list for cell phone numbers.

HOW DO I FIND OUT IF A CUSTOMER’S NAME/NUMBER IS ON DNC LISTS?Agent Services at www.libnat.com can be used to search the Do Not Call lists if one or two telephone numbers need to be checked. All other telephone numbers (e.g., lead lists) will be uploaded by the Branch Manager to the Home Offi ce using the RMS website and scrubbed against the National and the Company’s Internal Do Not Call lists. These telephone numbers will be processed and returned within seven business days. Any telephone number found on either Do Not Call list will be removed prior to being returned. Lists that have been scrubbed will be returned with an expiration date, after which time the list must be resubmitted to the Company to be scrubbed again.

Note: Agent Services will not display telephone numbers on lapsed or inactive policies if the number is included on the National or the Company internal Do Not Call lists. A notation will be added next to the telephone number of active policies if the number is on the National or the Company Do Not Call list.

WHAT IF I CALL A NUMBER THAT’S ON THE REGISTRY WITHOUT CHECKING THE REGISTRY FIRST?It is against the law to call any number on the registry unless the seller has an established business relationship (EBR) with the consumer whose number is being called, or the consumer has given written permission to be called. If you call a number that is on the registry, the Company could receive a potential fi ne of up to $11,000 per violation.

HOW OFTEN SHOULD PHONE LISTS BE SCRUBBED AGAINST THE DNC LIST?Per the federal government, phone lists should be scrubbed every 31 days. Once a list has been scrubbed against Liberty’s internal DNC list, you can use the information for 31 days. After 31 days, the list has expired and needs to be re-submitted to the Home Offi ce and scrubbed again.

DO THE RULES APPLY TO CALLS TO SET APPOINTMENTS OR STRICTLY TO SALES CALLS?All DNC regulations apply, whether you are calling to set an appointment or to make a sale.

WHAT IF THERE IS AN EBR WITH A CUSTOMER?A telemarketer or seller may call a consumer with whom it has an EBR for up to 18 months after the consumer’s last purchase, delivery, or payment — even if the consumer’s number is on the National DNC Registry. In addition, the Company may call a consumer for up to three months after the consumer makes an inquiry or submits an application to the Company. However, if a consumer asks the Company not to call, the Company may not call.

WHAT IF A NEW CUSTOMER WANTS TO BE CALLED BY THE COMPANY BUT THEIR NUMBER IS ON THE NATIONAL DNC REGISTRY?A consumer, who has placed his/her telephone number on the National DNC Registry, may give express written permission to particular companies that he/she wants to hear from. Such permission must evidence the person’s authorization that calls made by or on behalf of a specifi c party may be placed to them and should include the applicable telephone number as well as the consumer’s signature (can be electronic).

WHAT IF A CUSTOMER TELLS AN AGENT SHE DOES NOT WISH TO BE CONTACTED BY OUR COMPANY IN THE FUTURE?Agents should write down the date of the request, the requestor’s name, and his/her phone number, then give it to the Branch Manager, who will e-mail the information immediately to the Home Offi ce Customer Service Department.

IF I PURCHASE A LIST OF NAMES, IS THE SELLER RESPONSIBLE FOR COMPLYING WITH THE DNC LIST OR AM I?The Branch Manager must upload the purchased list to the Home Offi ce to be scrubbed against our internal list even if the seller claims that the list was scrubbed against the National DNC Registry.

WHAT IF A CONSUMER USES THEIR PERSONAL TELEPHONE NUMBER FOR THEIR SMALL BUSINESS LINE?The National DNC Registry was not intended to address business-to-business calls. However, the telephone numbers of individuals with home-based businesses occasionally appear on the DNC Registry, which prohibits calls from telemarketers or sellers. Small business phone lists should also be scrubbed against the Company’s list to avoid violation of the DNC Law.

CAN I SEND A FAX SOLICITATION TO A FAX NUMBER THAT IS ON THE NATIONAL DNC REGISTRY?Federal law prohibits the transmission of unsolicited fax advertisements. There is no exemption for advertisements sent to business faxes.

WHERE CAN LIBERTY AGENTS GET INFORMATION ON DO NOT CALL PROCEDURES?It is the responsibility of the Branch Managers and Unit Managers to train Agents regarding leads that are scrubbed on the Lead Management System (LMS) and on how to key in a phone number on the Agent Inquiry Screen on Agent Services. Representatives from Liberty’s Legal Department also instruct Agents at training seminars concerning Do Not Call regulations.

What Agents Need to Know... DO NOT CALL (DNC) LAWS

Sources: www.fcc.gov/cgb/consumerfacts/truthaboutcellphones.html www.fcc.gov/cgb/consumerfacts/unwantedfaxes.html www.donotcall.gov/FAQ/FAQBusiness.aspx www.the-dma.org/government/donotcalllists.html

T O R C H O C T O B E R 2 0 0 7 9

B O N U S P R O D U C T I O N

COMBINED RECRUITING AND PRODUCTION BONUSES - Annualized Added Income Potential

TIM ADERHOLT $16,900 $22,118 $39,018 $468,216

ANGELA HANSON $7,100 $22,827 $29,927 $359,124

SEAN SAVAGE $18,700 $10,890 $29,590 $355,080

CARL PEEVY $13,000 $9,803 $22,803 $273,636

DIANE MILLS $8,700 $11,028 $19,728 $236,736

DEAN JEWETT $9,850 $9,370 $19,220 $230,640

KEVIN KIMBERLY $8,350 $8,619 $16,969 $203,628

CHRIS POLLOCK $6,700 $8,799 $15,499 $185,988

MIKE ISOM $4,900 $6,934 $11,834 $142,008

KEVIN FERGUSON $3,900 $7,782 $11,682 $140,184

RAY JACO $7,900 $2,487 $10,387 $124,644

KEITH MITCHELL $1,200 $8,222 $9,422 $113,064

WESLEY TRUITT $8,350 $992 $9,342 $112,104

RICK KEMP $3,150 $6,169 $9,319 $111,828

HOWARD RALSTON $9,300 N/A $9,300 $111,600

JASON NEAL $250 $8,746 $8,996 $107,952

BERNARD BLASSINGAME $2,400 $6,460 $8,860 $106,320

LOUIS NORRELL $4,350 $3,797 $8,147 $97,764

RICKY BEARD $1,000 $6,282 $7,282 $87,384

OWEN WILSON $2,200 $4,334 $6,534 $78,408

MICHAEL JELINEK $1,000 $5,469 $6,469 $77,628

CEDRIC HIGGINS $4,200 $1,952 $6,152 $73,824

MATTHEW FILZEN $3,900 $1,991 $5,891 $70,692

ROBERT ELLIS $250 $5,547 $5,797 $69,564

BRIAN CANNINGTON $50 $5,697 $5,747 $68,964

JOHN THOMAS $1,300 $4,384 $5,684 $68,208

JUDY ELKINS $1,050 $4,404 $5,454 $65,448

SHANNON BROWN $3,200 $1,949 $5,149 $61,788

JACK WILSON $2,100 $2,942 $5,042 $60,504

JOHN BROOKS $50- $4,917 $4,867 $58,404

PHEME EVANS $200 $4,542 $4,742 $56,904

JASON PERRY $550- $4,997 $4,447 $53,364

PAMELA ENDSLEY $50- $4,458 $4,408 $52,896

VICKI CARWILE $1,050 $3,328 $4,378 $52,536

September 2007

RECRUITING BONUS + PRODUCTION BONUS = TOTAL X 12 =ANNUALIZED ADDED INCOME POTENTIAL

Qualifi ers and/or Torch Club honorees must meet applicable Company Minimum Standards and Qualifi cations for Production, QOB, and Recruiting to attend and/or be recognized in our Company magazine.

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1 0 T O R C H O C T O B E R 2 0 0 7

BRANCH MANAGERS UNIT MANAGERS AGENTS

1. Tim Aderholt#49

$1,411,461

2. Howard Ralston#86

$1,206,040

3. Angela Hanson#15

$812,108

1. Jim Sellers #15 $372,037

2. Jason Terrell #58 $266,814

3. David Brooks #117 $249,498

1. Jeff Lones#9

$232,868

2. Bill Lacount#49

$130,944

3. Jose Chang#122

$124,994

4. Ray Rikard, #18 ...........................$771,550 5. Ricky Beard, #129 .......................$623,120 6. Rick Kemp, #107 .........................$606,598 7. Diane Mills, #9 ............................$599,957 8. John Brooks, #5 ..........................$573,377 9. Randy Bedwell, #7 .....................$549,503 10. Brian Cannington, #40 ...............$528,205

4. Jonathan Myers, #33 .............$245,964 5. Phil Farris, #117 .......................$244,708 6. Michael Bullock, #49 ...............$243,766 7. Fred Williams, #49 ...................$243,443 8. Dean James, #107 ...................$243,396 9. Marvin Odell, #17 ....................$234,163 10. Randy Reeves, #49 ..................$232,621

4. Kenny Rolin, #7 ........................ $122,829 5. Corrie Hill, #49 ......................... $122,411 6. Terry Robbins, #15 ................... $121,528 7. Lisa McClendon, #15 ............... $119,038 8. Chris Collazo, #69 .................... $117,728 9. Wayne Fisher, #117 ................. $117,006 10. Richard Crabtree, #116 .......... $109,380

BRANCH MANAGERS UNIT MANAGERS AGENTS

11. Julio Garrido, #122 .........................$104,664 12. Serge Clouatre, #49 .......................$100,114 13. Mark McMillan, #42 ..........................$96,742 14. Douglas Lavender, #17 .....................$95,585 15. Jerry Crowell, #18 .............................$87,315 16. Mark Chandler, #86 ...........................$86,408 17. Danny Bice, #41 .................................$84,974 18. Stanley Johnson, #40 .......................$82,437 19. James Armstrong, #117 ...................$82,104 20. Ashton McKelvy, #77 .......................$78,381

LIBERTY LEADERS - TOP PERFORMERS IN TOTAL AP

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The following producers represent the Top 20 Branch Managers, Unit Managers, and Agents in year-to-date total annual premium production through September 2007.

11. Sean Savage, #152 ........................... $502,152 12. Daryl Sumrall, #17 ............................ $501,463 13. Jason Perry, #117.............................. $495,523 14. Keith Mitchell, #58 ............................ $489,260 15. Mike Shaddix, #36 ............................ $477,503 16. Louis Norrell, #10 .............................. $464,182 17. Sherri Young, #77 ............................. $440,904 18. Owen Wilson, #46............................. $437,245 19. Kevin Ferguson, #74 ......................... $437,093 20. Eddie Milner, #2 ................................ $435,493

TOP 3

11. Greg Tsikerdanos, #49 ....................$226,633 12. Royce Mask, #18 .............................$222,365 13. Joe Leavell, #48 ..............................$219,390 14. Floyd Byers, #86 ..............................$217,965 15. Charles Gergeni, #49 ......................$210,724 16. Bradley Gray, #129 .........................$204,643 17. Tommy Clay, #45 ............................$198,565 18. Jane Harwell, #58 ...........................$197,148 19. Jay Davis, #13 .................................$193,192 20. Bryan Smith, #20 ............................$190,850

BRANCH MANAGERS UNIT MANAGERS AGENTS

T O P P R O D U C E R S

Cong

ratu

lati

ons

T O R C H O C T O B E R 2 0 0 7 1 1

A C H I E V E M E N T

Rookie Branch ManagerThe Top Rookie Branch Manager has been a Branch Manager for less than one year and is recognized by Liberty National for the total annual premium produced.

Angela Hanson of Branch 15 is the September Rookie Branch Manager of the Month. Angela’s team produced $109,814 of annual premium in September.Angela, you’re unstoppable! Five consecutive months!! WOW!

Rookie Unit ManagerThe Top Rookie Unit Manager has been a Unit Manager for less than one year and is recognized by Liberty National for the total annual premium produced.

Rebecca Green of Branch 77 is the September Rookie Unit Manager of the Month. Rebecca’s team produced $31,550 of annual premium in September.Way to go, Rebecca! Keep that production coming!

TOP 5 - BRANCH MANAGER

1. Tim Aderholt, #49 ................ $ 709,602

2. Howard Ralston, #86 ...............648,479

3. Sean Savage, #152 ...................489,656

4. Angela Hanson, #15 .................441,662

5. John Brooks, #5 .......................407,264

TOP 5 - UNIT MANAGER

1. Jason Terrell, #58 .................. $ 219,331

2. Jim Sellers, #15........................ 203,231

3. Michael Bullock, #49 ............... 193,274

4. Tony Carter, #144 ..................... 148,732

5. Deborah Sanders, #165 .......... 147,296

Steve Harris has been appointed Branch Manager of Branch 1. Steve was previously in Branch 9.

Randall Bailey has been appointed Branch Manager of Branch 145. Randall was previously in Branch 145.

Gary Dobbs has been appointed Branch Manager of Branch 8. Gary was previously in Branch 8.

Beth Templeton has been appointed Branch Manager of Branch 16. Beth was previously in Branch 1.

Ray Jaco has been appointed Branch Manager of Branch 160. Ray was previously in Branch 18.

Christopher Southers has been appointed Branch Manager of Branch 82. Christopher was previously in Branch 82.

Jennifer Maski has been appointed Branch Manager of Branch 69. Jennifer was previously in Branch 69.

Ramona Petry has been appointed Branch Manager of Branch 78. Ramona was previously in Branch 78.

Congratulations and welcome to our newly appointed Branch Managers:

Strong leadership generates dynamic production!!

First Year Agent ProductionThe following represent the Top Five Branch and Unit Managers with the highest year-to-date First Year Agent Production through September.

On Schedule for Torch Club 2008P U E R TO R I C O as of 10.01.07

#1

JOHNNY GOSS

#7

BARBARA HASTINGS

JONATHAN JONES

KENNY ROLIN

JUDY SMITH

#9

JERRY HOLMAN

JEFF LONES

DALE WARDELL

#10

ALAN GOFORTH

DANNY MCSPADDEN

#13

KENNY BUCK

#14

NICKIE PETTUS

#15

ANGELA HANSON

LISA MCCLENDON

TERRY ROBBINS

JIM SELLERS

#17

GEORGE HINSON

DOUGLAS LAVENDER

#18

JERRY CROWELL

KAY PERRYMAN

#19

SHERMAN COLLINS JR.

#22

BOB BARKER

#32

LEISA SMITH

#36

JAMIE LANDS

#40

STANLEY JOHNSON

BILLY YEOMANS

#41

DANNY BICE

#42

TROY DEW

MARK MCMILLAN

#45

GARY HIXSON

#46

DONNY HARRISON

GARY RUDD

#48

FRANKIE DANIELL

#49

TIM ADERHOLT

MICHAEL BULLOCK

GENE BURSON JR.

SERGE CLOUATRE

YOLY DALE

CORRIE HILL

DON HOOD

BILL LACOUNT

RANDY REEVES

GREG TSIKERDANOS

FRED WILLIAMS

#53

RUSSELL JUSTICE

#56

MARLAND BRADLEY

#57

ALVIN TAYLOR

#58

B. GRIFFIN

JANE HARWELL

KEITH MITCHELL

#68

DOUG HENTHORN

#69

CHRIS COLLAZO

#77

ASHTON MCKELVY

#86

FLOYD BYERS

MARK CHANDLER

CHARLES ROGERS

#88

EDWARD CAMPBELL

#89

ROBBIE RICHARDS

#94

ODIS SINGLETON

#106

KAY FORDHAM

#107

TAMI VICINANZA

#110

JACK WILSON

#114

HOWARD ALEXANDER

#116

RICHARD CRABTREE

ROSEANNE SILBERMAN

#117

DAVID BROOKS

PHIL FARRIS

WAYNE FISHER

JASON PERRY

#122

JOSE CHANG

JULIO GARRIDO

#126

TERRELL SALLET

#129

RICKY BEARD

BRADLEY GRAY

RONNIE THOMPSON

#135

SHANNON BROWN

#139

DAVID TOMPKINS

#144

TONY CARTER

#152

SEAN SAVAGE

#165

ROBERT ELLIS

ROBERT GODBOLD III

#168

HARLIS REESE

Liberty National recognizes Agents, Unit Managers, and Branch Managers, who are on schedule, as of September, for the 2008 Torch Club to be held July 3-6, 2008. Qualifi ers and/or Torch Club honorees must meet applicable Company Minimum Standards and

Qualifi cations for Production, QOB, and Recruiting to attend and/or be recognized in our Company magazine.

E-APP - YOUR ROAD

TO SUCCESS!