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

November 2O14

DIRECTOR OF MARKETINGChristie Gibson

EDITORRoberta Boyd King

SOCIAL MEDIA & SEO SUPERVISOR

Gina Circelli

GRAPHIC DESIGNERJohn Begg

EMAILeditor@torchmarkcorp.com

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

HOME OFFICE972-529-5085

FIRST UA315-451-2544

AGENT SERVICE CENTER 800-925-7355 or email

agencyservice@torchmarkcorp.com

SUPPLY ORDER FAX469-525-4290 attn: agency supply

SUPPLY ORDER EMAILagentsupply@torchmarkcorp.com

WEBSITES unitedamerican.com

unitedamerican.com/logon firstunitedamerican.com

firstunitedamerican.com/office www.torchmarkconvention.com

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.

ATTN: ALL UA AND FIRST UA AGENTS: Medicare Announces Premiums and Deductibles for 2015

The Centers for Medicare & Medicaid Services (CMS) recently announced 2015 premiums, deductibles, and copayments for Medicare Part A, Medicare Part B, and Medicare Supplements:

y Monthly Medicare Part B premium - $104.90 for most people (same as 2014)

y Annual Medicare Part B deductible - $147 (same as 2014)

y Medicare Part A hospital deductible - $1,260 (increase of $44 over 2014)

y Part A copayment (hospital days 61-90) - $315 (increase of $11 over 2014)

y Part A copayment (hospital days 91-150) - $630 (increase of $22 over 2014)

y Part A copayment (Skilled Nursing Facility care days 21-100) - $157.50 (increase of $5.50 over 2014)

y Plan HDF (Plan F+ in NY) Annual Deductible - $2,180 (increase of $40 over 2014)

y Plan K annual out-of-pocket expense limit - $4,940 (same as 2014)

y Plan L annual out-of-pocket expense limit - $2,470 (same as 2014)

ATTN: ALL UA AGENTSAs previously communicated, effective Nov. 10, 2014, United American suspended sales of Indemnity Plans HIXC, HMXC, and SE2. No applications could be taken after Nov. 10, 2014, and coverage must be effective no later than Dec. 1, 2014.

Please contact Agency Service at 1-800-925-7355 or email agencyservice@torchmarkcorp.com with questions.

ATTN: CONNECTICUT AGENTSAs previously communicated, Connecticut has adopted the new National Association of Insurance Commissioners (NAIC) Model Replacement regulation. Effective immediately, Life and Annuity Replacement Form REPNOT/00 must be used in the state of Connecticut with all life and annuity applications where the applicant has existing Life or Annuity insurance in force. This document must be signed by the applicant and the Agent, if there is one, and a copy left with the applicant. Applications received after November 12, 2014, without a signed REPNOT/00 form cannot be accepted.

Please contact Agency Service at 1-800-925-7355 or email agencyservice@torchmarkcorp.com with questions.

DO WE HAVE YOUR CURRENT MAILING ADDRESS?If you have changed your mailing address within the last six months, please check with the Home Office to make sure your current mailing address is on file.

REMINDER FOR ALL UA AND FIRST UA AGENTSPlease take a few minutes to read the ‘Code of Business Conduct and Ethics’ located on the home page of the United American and First United American Agent websites.

CONGRATULATIONS! Agent Jackson Edwards IV of The Ahlbum Group is the September winner of the Garmin GPS. Way to go, Jackson!

INTEREST RATES SET The Lifestyle Annuity rate for Nov. 2014 is 3.00 percent. Rates are reviewed and adjusted accordingly. The Deposit Fund Rider new business interest rate for 2014 is 3.00 percent.

HAPPY HOLIDAYS!UA and First UA wish you and your family a wonderful holiday season.

The Home Office will be closed Thurs., Nov. 27, and Fri., Nov. 28, in recognition of the Thanksgiving holiday and Thurs., Dec. 25, and Fri., Dec. 26, in recognition of the Christmas holiday.

WORDS OF WISDOM

“Be thankful that you don’t already have everything you desire. If you did, what would there be to look forward to?”

~ Author Unknown

Source: http://homepages.rootsweb.ancestry.com/~homespun/tpoems2.html

NEW!

2 y November 2O14 y BE A SUPERHERO

“So many of our dreams at first seem impossible, then they seem improbable, and then, when we summon the will, they soon become inevitable.”

~Christopher Reeve, 1952-2004

I read this quote the other day by the late actor Christopher Reeve. Most of you probably remember him in his movie role as Superman. But it was after an equestrian accident in 1995 leaving him a quadriplegic that he demonstrated to the world what a real Superman he was.

Fortunately, most of you will never have to deal with a devastating accident like Christopher Reeve. But I believe all of you can take a lesson from him. He never gave up. Until the end of his life, he never gave up hope that someday he might walk again, and he fought for years to raise public awareness and federal funding for spinal cord injuries.

ATTITUDE MATTERS!It’s that same spirit of never giving up that will make you a top producer. We are still in the Medicare Annual Enrollment Period (AEP). This is the time to become a Super Hero for

yourself and your customers. Don’t let anyone or anything stand in your way. You have the potential for greatness; you just have to believe it and follow through on that belief.

There’s no avoiding it. Attitude is, and always will be, the most important factor in creating success. Thinking positively about yourself, your capabilities, and your career translates into competence to your customers. And that competence then develops into a mutually trusting relationship between the two of you ... a relationship that can last a lifetime.

GET MOTIVATED!Motivation is tremendously important to creating the right kind of attitude. As the late Zig Ziglar said, “People often say that motivation doesn't last. Well, neither does bathing, that's why we recommend it daily.” One of the best ways to stay motivated is to periodically attend our weekly training webinars. Our Trainers, Directors, and Recruiters will help you stay motivated by providing you with the most up-to-date information on products, prospecting, selling tips, handling objections, etc. If you feel your selling skills aren’t as top-notch as you want them to be, they can help you improve them. If you want to become more knowledgeable about particular products, they can

provide that information. If you want to improve your prospecting skills or how you handle objections, they can help there too. As I’ve said before and will probably say again, the Home Office team is here to help you become the best you can be for yourself and your customers.

BECOME A TOP PRODUCERThousands of new Agents have joined the UA and First UA family this year. They understand the tremendous potential that exists for them to become successful, especially in the area of selling Medicare Supplements. Many of them are already well on their way to becoming top producers. As I review our weekly Leader Board and our monthly top producers in Summit magazine, I see many new names each week and each month. That is exciting for all of us!

Make your attitude for success work for you and your customers during these final days of the Medicare Annual Enrollment Period. Share the value of UA and First UA products to anyone who will listen. The result will be happy customers, more commission in your pocket, and the opportunity to get one step closer to 2015 Convention qualification. I want to see YOU and your guest in Boca Raton in 2015.

Source: http://www.brainyquote.com/quotes/authors/c/christopher_reeve.html

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Charles Mankamyer Senior Vice President / General Agents

UNITED AMERICAN1800Medigap Agency, Inc.Abdi, DitartAbrams, JayAckley, Margaret F.Adkins, Tommy D.Adornato, Joseph J.Akabude, JoyAlbano, Jerry R.Alford, RoyAltman, Jason D.Alvarado, Richard Z.Always, VictoriaAmaefule, KelechiAmrom, MicheleAnderson, James E.Andreko, MargaretAngell, Rayon D.Archie, RobertAtala, AntonioAugustin, LadieAustin, EricBaldwin, Michael L.Balentine, Zella A.Ballachey, John M.Balogh, Christian J.Baras, Dennis A.Barrow, Doris M.Bates, Allen B.Beall, Harry M.Bearss, ChrisBeck, Michael J.Belulovich, JamesBelvedere, MalkaBender, BernardBendfeldt, Inc.Bergman, Kristina M.Bernola, Karen M.Biele, MichaelBilardello, JosephBillings, Robert L.Bishop, DeniseBlackwell, CarolynBlanchard, Thomas E.Bloom, WilliamBodell, WilliamBoianelli, VincentBoldon, Celah J. IIIBonavia, Gregory J.Bontrager, Elmer D.Borrego, Omar A.Braun, Michael E.Breggs, Barbara L.Brentari, RobertBretches, Kenneth E.Broderick, KennethBrown, Adassa C.Browne, Rosemary V.Bryant, MichaelBuell, Francesca M.Bueno, Sheryl Lynn P.Bulley, RashidaBurgin, JamesBurtraw, Dee R.Cabrera, Edgar A.Cabrera, Victor C.Cain, Andy G.Campbell, ChrisCantrell, Jerry D.Caraballo, MarielsaCarawan, KirkCarey, Michael L.Carlson, William R.Carney, William M.Carothers, Becky L.Casey, Matthew J.Cash, DonaldCervantes, Enrique I.Chambers, Alando G.Charboneau, Renee A.Chary, Govind K.Cheek, Carolyn A.Chen, Justina

Chong-Ma, Bomei A.Cicciarelli, JanetCiesielczyk, MelindaCilento, LouisClarke, PhillipClingan, Peggy J.Clouse, Mark A.Cockey, Christopher W.Cohen, Mitchell J.Combs, CraigConcannon, JenniferCondon, DanielConnolly, Timothy J.Cooper, Eugene P.Copeland, Christopher L.Costello, David V.Cox, LisaCrayton, Darlene G.Crespo, RubenCrist, Dalton H.Crosby, Trophine C.Cruickshank, AllanCunningham, HanselCunningham, Laurie A.D’Ambrosio, ChrisD’Andrade, VinetteDambrie, Fred J.Daniels, MaryellenDavidson, JerryDayan, OraDel Piano, Anthony P.Derr, Dennis E.Detz, BarbaraDonnelly, ToddDoshi, Neal A.Dubeck, DavidDucote, LaneDuong, TannyDycus, Fred M.Elenz, Timothy J.Elkins, TimothyElliott, James N.Elshoubaki, Osama M.Emmett, Leslee S.Esquivel, Margie C.Etienne, Pierre H.Evans, NoelFaas, RudyFaucett, IrisFaulcon, GregoryFillinger, StephenFisher, CharlesFitch, DarrelFlaaen, ThomasFlemings, Edwin C.Fortunato, Patrick J.Fowers, BelindaFranklin, KennethFriedel, Linda M.Frish, NormanFritch, Frederick R.Frontiero Robert F. Jr. Fuller, WayneGaines, Beverly A.Garcia, George S.Garland, AnthonyGarland, Brandon V.Gates, Nancy P.Geiger, Dan R.Geldin, George J.George, NevilleGerecs, Lilnda M.Gibson, JaniceGilbert, TomeraGill, Reginald E.Goldstein, DanGonzalez Rendon, NelsonGrabner, Stephen S.Graham, Lenore G.Graham, NicoleGrana, LoriGrant, Robert G.Greco, Richard J.Green, Dawn S.Gregg, Denise R.

Griffin, KarenGriffin, Milton W.Guilfoil, John M.Gutknecht, AprilGuzman, EdgarHahn, Tyran J.Hale, Barbara J.Hanna, Roy H.Haque, MD R.Hargis Lorne T. Jr.Hartline, Karen L.Heikkila, Dwight A.Henderson, Wayne W.Henry, Dennis J.Hernandez, Eloy J.Hernandez, JorgeHernandez, Ramon R.Hicks, Philip D.Hill, Eugene G.Hloben, Carla M.Hoben, SusanHochschwender, ViktoriaHohn, JamesHolden, Billy G.Holten, Jennifer D.Honeycutt, HarrisHoneysucker, James L.Hong, KungHorton, Faye T.Hoy, Norman S. III Hsu, James K.Hughes, MichaelHumble, Harry L.Hunter, Howard C.Ingalls, Dennis J.Isidor, SteveIvory, MargaretJackson, DepremeJahanmiry, Seyed HassanJeffries, AngelaJimeno, Roberto C.Johannsen, John H.Johnson, Carol L.Johnson, Devon L.Johnson, Gary W.Johnson, Mary D.Johnson, Robert A.Johnston, Ryan A.Jones, AlvinJones, Kyle E.Jones, Raymond D.Jones, Taurean I.Jones, Tyrone A.Joshi, VandanaJovan, CandiceKalantarzadeh, Sarkis K.Kaminsky, JayKarsana, Elisabeth L.Kaserman, Bruce G.Kay, Ronald J.Keegan, RobertKeith, Courtney M.Kelly, James E.Kelly, William P.Kent, GailKia, Jafar T.Kimm, Randy R.King, Shelton Jr.King, Eric B.King, JenniferKingery, Chad A.Kinstetter, DavidKirchem, Beverly J.Klein, RussellKnight, Janet M.Knutson, Richard J.Korth, DianeKreczmer, Judith A.Kubik, Randyl W.Kupferman, StanleyLachapelle, Laleen D.Lacy, Hal S.Lake, Sandy D.Lassen, ChristopherLatham, Landra

Lauder, AprilLauder, Kenneth C.Laughlin, Thomas P.Lawrie, EileenLawrie, MarkLawson, Candice M.Ledwick, Donna M.Lewis, Beau R.Lewis, ReginaLiang, Isabelle T.Libernini, TheodoreLinder, LinderLindstrom, BettyLinke, Sandra M.Littlejohn, Randy L.Loebig, George J.Logan, HeatherLower, Douglas J.Lubenow, Douglas F.Lubotsky, Howard E.Luckerson, Tajouna Y.Lynn, Cecelia L.Magnuson, Carl D.Malone, FatimahManske, William T.Manzur, Mohammed A.Marcon, Carol J.Mariano-Murphy, MarcellaMarkham, Lynn E.Marone, George P.Marshall, RobertMarston, Donna E.Martin, Deborah S.Martin, James H.Masri, HaissamMassinburg, BrandonMast, MichelleMasterson, MichaelMato, Joseph, Jr.Mazza, James M.Mbah, GodloveMcAlister, Michael R.McCarthy, JeriMcCormick, DonMcCormick, MoniqueMcCrea, DavidMcDannald, LoydMcDonnell, KevinMcGee, Thomas M.McGill, EdwardMehta, HarenMejia, OctavioMelko, George P.Meredith, Joyce M.Meyer, Joseph D.Miller Ronald L. Jr.Miller, Clifford W.Miller, David R.Mitich, Carl C.Molina, Simon C.Moore, Ron E.Morah, Anthony O.Morong, Chester C.Moss, David E.Moultrie, TheresaMurray, Jason S.Nagel, Carl E.Nail, ContessaNatter, Carl J.Neal, Shirley A.Needelman, Gary S.Newman, OlgaNgodock, HansNguyen, Thanh M.Nieves, BrandonNighthorse, CamilleO’Shaughnessy, JohnOchoa, Eddie E.Olson, Kim L.Onuoha, Angela K.Ortiz, FernandoOstrander, James D.Pagano, EvelynParker, JamieParsons, Pamela A.

Patel, Chirayu A.Patel, KamleshPearlson, HowardPendergrass, Lewis E.Perry, RussellPetrancosta, Louis J.Petrich, JohnPettis, Sherman W.Philpott, DanielPhilson, ExkanoPierson, Cyndy M.Pinhas, NormanPitman, Robert W.Pittilla, Jack W.Plentz, BarbaraPoe, JamesPoore, Justin R.Powell, Monica L.Powers, David B.Presser, Sadie R.Prickett, Jacqueline M.Prisiajniouk, JoannaProctor, Dan E.Pyndus, DavidQuinol, Lyndon A.Radziewicz, IreneRaines, Walter J.Rajah, Christine M.Ramirez, FabianRamirez, Gloria M.Randolph, Brenton C.Raphael, DeborahRatcliff John H. Jr.Redden, Debra A.Reed, Bertha J.Reed, Ronald L.Reeves, Laurie M.Renk, DouglasRetirement Income SolutionsRhames, Timothy C.Richland, BernardRinggold, Richard M.Ringquist, Robert H.Rittenhouse, Arthur J.Riviere, MichaelRoberson, Daphne L.Robinson, David L.Robinson, Gregory R.Robinson, Mizerel V.Robishaw, JerryRockwood, KabrayRodriguez, ChristinaRodriguez, David P.Rogers, John S.Rogers, Mary A.Roman, DarwinRosen, Jay E.Rosenstern, Frank A.Ross, MarilynRubey, DavidRudolph, MarleneRust, Maria C.Rynott, Patrick T.Salabes, Kenneth F.Sales, RaySandoval, LuisSantos, ClaribelSarro, Wade T.Savadjian, JohnSavoy Donald C. Jr.Schlake, Dennis L.Schott, Brett M.Schuler, Jeanette R.Schumacher, Karl W.Schuman, Kenneth L.Scott, James R.Sestito, CarloShane, Jo AnnShau, RosalineShigemura, Jonathan Y.Signoretti, ToniSikov, Barry A.Simington, Mark W.Simon, Shirley

Sipala, Paul V.Sizeland, Leslie L.Sochor, Albert H.Sogn, Douglas A.Solomon, LisaSoto, HumbertoSpears, Bruce D.Speer, Carey H.Springer, TempieSt. Germain, RoseStahl, Larry G.Stalker, Alfred J. Sr. Stalls, JoeStern, Mindy S.Stevenson, DawnStiefel, MarkStiggers, Karen M.Stout, Michael C.Sweeney, Michelle I.Swindal, Lorraine A.Sylvestro, Nicholas P.Taitt, KelvinTasillo, Gary P.Tate, AdaTate, JessicaTerry, Charles C.Testman, DeborahTeycer, LenesiaThomas, Douglas E.Todd, PhillipToprani, Samir K.Tran, Binh T.Trifiletti, James R.Trimble, Thomas J.Tyler, Marvin G.Umeh, AndraUribe, MaricelaVail, Cynthia D.Valentine, VickyVargas, Frank I.Varner, JohnVaughan, Donald E.Vela, Martin B.Vodovoz, Jeffrey D.Vu, Tuan A.Wagner, Robert A.Walker, Victor A.Wallace, FranzWallace, James W.Walters, SontaWang, SandyWard, DexterWardlaw, KemberlyWasmund, Adam H.Watson, Ernie L.Weber, Wayne A.Wegner, Steven L.Weiner, Bruce E.Weinstein, James M.Weiss, Linda L.Weitzel, DannyWells, Shannon D.West, Jeffrey B.West, Randy O.Whaley, Marvin E. Jr. Whaley, Wanda M.White, Keith G.White, Kenneth A.Whitlow, Stanley M.Wicker, Martin C.Wicki David P. Jr.Wisdom, Garth A.Wittke, JamesWolfe, SamuelWozniak, Thomas F.Wuellner, Curtis C.Yager, Jon C.Yeh, Timothy I.Ynacay, RobertYount, Jack D.

FIRST UNITED AMERICANAbbondante, JosephAgudelo, JoelAhmed, Nur N.Ali, Mohammad S.Allen-Artis, SondraAlvarez, Julio A.Antoniello, MargaretAustin, EugeneAzzolino, Santo M.Baker, VeraBasso, Frederick F.Birbiglia, Stephen J.Boorum, WallaceBrown, VincentCakirlar, Na’ImaCapuano, JamesCarter, StacyCerverizzo, AnthonyChampagne, Berangere MarieChong-Ma, Bomei A.Crossway, MonalisaDenezzo, RonDi Nenno, LuisaDifrancesco, Dante J.Dzhurayev, AlbertElliott, James N.Fazio, Ernest M.Garcia-Lora, TainaGary, Agnes F.Gifter, Bemjamin B.Gordon, EllaGottlieb, StevenHall, TarmaineHargis Lorne T. Jr.Harry, AileenHudelmaier, WilliamIancu, AsherIm, Wan S.Johnson, Adolphus B.Kaufman, WilliamKhramtsova, YuliyaKiss, AdamKoegel, Joy C.Lieber, Herbert J.Liu, DanielMantey, OffeibeaMast, MichelleMihrzad, NarimanMollin, KarlMorse, WendyMusa, MD A.Ostrovsky, IgorPatel, Pervez P.Pauli, Richard P.Perry, TonyaPetsche, ThomasPhilipose, SamuelPrasad, SatchiRicciardi, TonyRice, JocelynRiley, Kevin J.Rivera, DavidRosell, Michael E.Sahani, Arish K.Schrader, JohnSlesinski, PeterSmith, Oral E.Soran, MarvinSpence, MarkSt. Bernard, JudeTantillo, Fred J.Tashybekov, EmirbekTaylor, MarkThompson, Dorene E.Tuckett, EarlTyler, EmeryWeibrecht, ThomasWiedemuth, MichelleZingaro, Frank

4 y November 2O14 y BE A SUPERHERO

NEWCOMER

Are YOU a Newcomer?

Are you new to the insurance industry or newly contracted with UA or First UA? Do you want to see your name and picture in Summit magazine as a top producer and Convention qualifier?

Here’s how:

Embrace your role as a salesperson with gusto.

Your objective is to help people. You want to become a trusted advisor, a person who educates prospects and customers about why health insurance and life insurance is important — and then provide choices available to them. What’s the best approach? You don’t need to reinvent the wheel. Find out what successful Agents do and do the same thing. Subscribe to industry publications and/or look for online articles to hone your craft. Definitely attend UA/First UA training webinars and live seminars.

Work hard. There are no short cuts to any place worth going. If you want success, work for it. As Zig Ziglar once said, “The harder you are on yourself, the easier life will be on you.” Put in the time needed to create and sustain your plan for success. Become known as the hardest working person in your office. Remember, the Home Office team is here to guide you when you need it!

Make it your business.

To stay in business, you must make a profit. You have three basic functions: prospect, close, and service your customers during prime calling time. Save nonessential sales tasks for after hours or early in the morning. Consult your Director or Recruiter about how to make the most of your time. They’re experienced sales people and can help.

Take responsibility. If your sales aren’t what you want, make changes to your activity level and approach. You are definitely the driving force creating your success, but you are never alone in its creation. UA and First UA have training resources available 24/7. Your Recruiter, Director, Agency Service, New Business … the Home Office team can help get you on the road to success and keep you there.

Source: http://www.lifehealthpro.com/2013/04/19/5-key-ideas-for-new-insurance-agents

Follow a plan every day.

Decide how many calls and presentations you need to get the sales you want. Script what you need to say in as few words as possible. Practice until the words become second nature and flow naturally. The Ad Catalog on the UA Agent website has preapproved phone scripts and Medicare presentation scripts to reference.

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1 Think in terms of building a business, not just making a sale. Let customers know you want to create a long-term relationship with them. That creates the foundation for your business.

12 View failed sales attempts as investments in the process, not failures. You don’t hit a home run every time, but a strikeout can still be a learning experience.

2 Build business one customer at a time. Provide your customer with a great sales experience, so they’re excited to tell others about you. Take advantage of ‘word of mouth’ and always ask for referrals, whether you make a sale or not.

13 Don’t give up on unsold prospects. Someday those prospects may be ready to buy. Keep in contact because a failed sale now is an opportunity for the future.

3 Listen more than you speak. Put your customer at ease with small talk. Then ask open-ended questions. Let your customer do most of the talking; it helps you to understand his needs.

4 Deliver more than you promise! Promise a lot, but make sure the customer gets even more.

14 See problems as opportunities. Problems encourage you to be more creative and provide your prospect with additional information. When you have problems, you have value.

15 Invest in continuing education, development, and personal motivation. Continue to invest in your career, like a professional ball player invests in his by always practicing.

5 Be time conscious. Great salespeople constantly look for ways to improve their sales and do it in a shorter time frame.

16 Invest in your career, your business, and your customers. These investments help your career to grow, like water helps your lawn to grow. Take care of your career, business, and customers, and the money will be there.

6 Invest time in people and situations that positively affect your life and your income. Avoid ‘negative’ people and situations that don’t enhance your life or business.

17 Hold yourself to higher performance standards than your management team does. Only you know your true potential, so hold yourself to higher standards than others think you’re worth.

7 Don’t measure your potential for success by the state of the economy. Rely on your actions. Great salespeople are great even during economic slowdowns, because they create their own economy. You can make ‘it’ happen, despite what goes on around you.

18 Hold yourself accountable. Be in charge of your career. Take responsibility, for whatever happens depends on you and no one else. 8 Invest in

relationship building via networking and community involvement. It’s time spent that can pay off.

9 Be fanatical! Great salespeople are obsessed with their customers and growing their business … but in a way that benefits both.

19 Be constantly in ‘think, plan, and prepare’ mode. This mindset will help you build your customer base and keep your pipeline full.

10 Surround yourself with overachievers. Give little time to those who don’t create opportunities or can’t seem to accomplish anything.

11 Don’t accept ‘good’ as good enough. Work to turn ‘good’ into ‘great’. Top performers are never satisfied with the status quo.

20 Don’t just manage your time. Create it and handle it the way it will work for you.

of Sales!Fortunately, to be a successful insurance Agent you don’t have

to zoom around like Superman saving the planet every day from evildoers. You just have to reach the thousands of individuals in this country waiting for what you can provide. Become their champion! Be a Super Hero for your customers — and yourself — by being a

great salesperson every day. Here are a few tips to guide you:

Source: https://www.americanexpress.com/us/small-business/openforum/articles/the-20-traits-of-great-salespeople/

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59.4%TRUST 25.2%

EXPERIENCE

3.5%VARIETY OF PRODUCTS OFFERED

APPEARANCE First impressions, including the initial image you create over the phone, matter. The tone of your voice, how you’re dressed, how well groomed you are, the strength of your handshake, the warmth of your smile, and your manners in general all matter to a potential Senior customer. In addition, your business card, website, and Social Media presence create an impression that can foster trust or arouse suspicion. Present yourself as a professional every day and in every way.

COMPETENCEDemonstrate competence by asking the right questions to uncover your prospect’s needs. Be knowledgeable about the insurance industry, know your competitors, and provide product solutions to fill your prospect’s needs. Answer questions and address concerns openly and honestly. If you don’t know something, don’t be afraid to admit it. But assure your prospect you’ll find the answer.

DEPENDABILITY Be on time for appointments. Make sure customers know they can depend on you to do what you say you will do when you say you will do it. Always be accountable for your actions.

CONNECTIVITYShow interest and concern for others using active listening and communication skills. Be interested in your prospects and customers beyond their potential insurance needs. Ask open-ended questions about their life and interests and actively listen to their responses. Be involved!

BELIEVABILITYBe completely honest and fair at all times when dealing with customers. Act in a consistent, value-driven manner to reassure prospects and customers they can always rely on you.

PRESENCEBeing in the moment is important with all people, but especially important to build trust with Seniors. When you’re with them, be with them 100 percent. More than just active listening, this includes active observation. Be observant to make sure your customer is comfortable throughout the sales process. Good insurance Agents are able to make potentially complex matters simple. But proceed at a pace that does not frustrate or confuse your Senior customer.

“�TRUST�IS�A�FRAGILE�THING�-�DIFFICULT�TO�BUILD,�EASY�TO�BREAK.”

~Peter Lerangis, author

What’s the most important quality a Senior looks for in an insurance Agent? IT’S SOMEONE

WHO IS TRUSTWORTHY, according to a 2012 Senior Survey by JLS Marketing Concepts, Ltd.

Here’s the breakdown in three important areas:

Trust is the most important factor with almost 60 percent of Seniors surveyed. What are key elements

to create and build trust with Seniors?

https://www.jlsmarketingconceptsltd.com/(S(2mtmdvy1hzyugavb0ezbwk55))/PDFs/MISC/Seniors_Want_a_Trusted_Advisor.pdf

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A Dozen ReasonsTo Make United American

Your Clients’ Preferred

Medicare Supplement

Insurance Carrier

AD-358

UAI2836 0514© 2014 United American Insurance Company. All rights reserved.

www.uageneralagency.com

This information is intended for an insurance Agent or prospective

insurance Agent, for Agent recruiting/training or other transactional

purposes, and NOT for the purpose of advertising or promoting a

commercial product or service.

1211

109

87

65

43

211 In business since 1947 – selling Medicare Supplement plans since Medicare began in 1966

One of the largest nationwide Medicare Supplement carriers of individual insurance (NAIC)* 23 A+ (Superior) Financial Strength Rating for more than 35 consecutive years from A.M. Best Company (as of 6/13)

4Online Agent appointment system – get appointed in generally 3-5 business days

544% national decrease in HDF premiums over last four years in most states (most common decrease from 2010-2014)**

6National average rate increase of 3% on Plan F for last 7 years (from 2008-2014)***

78

91011

12

Exclusive Reserve Fund Annuity with guaranteed 3% interest

Med-Supp policies issued in 5.6 calendar days and claims processed in 3.4 calendar days on average in 2013****

iGO e-App© electronic application submission for Med-Supp and Reserve Fund Annuity sales

‘Fast Start’ lead program – never run out of leads again

Free training webinars and live seminars

Speak to a live Agency service representative – no phone automation – no outsourcing to other countries

* NAIC Medicare Supplement Loss Ratios, 2012 Medicare Supplement

Insurance Experience Reports, June 2013.

**Rate based on Company statistics (UA only) and is not indicative of future performance.

****United American Service Performance Record (as of 12/13).

***United American Rate Change History (as of 05/14). Rate based on Company

(UA only) statistics and is not indicative of future performance.

A Dozen Reasons ...How you recruit and grow your Agency during the next few weeks and months can determine your success in 2015. United American has created a new recruiting brochure to help you entice the next superstars to join your team. Go to UAOnline to order AD-358 via the Automated Supply Order Form.

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#2

#2

#3

#3

#4

#4

#5

#5

#1

#1

pacesetters club

president's club

JON AHLBUM The Ahlbum Group

MIKE LEMAR Sunshine State Agency

WILLIAM J. BOROSAK JR. Secure Financial Group

EDWARD L. SHACKELFORD The Assurance Group, Inc.

CATHERINE E. HATTON Long Island Insurance Solutions

TIM AHLBUM PAUL T. SHELDON KERRY SACHS DEVIN M. BARTA SCOTT J. SCHWARTZ

6. PHILIP L. ROBBINS

7. JON AHLBUM

8. EDWARD A. CATRON

9. RAY STEVENS

10. JACKSON EDWARDS IV

11. FRED M. ULAYYET

12. EUGENE RANNEY

13. MARK HELLER

14. DEXTER R. SAYLOR

15. AARON GORDON

16. ROBERT HOLZMAN

17. JOSEPH A. JAFFE

18. JASON STEVENS

19. RICHARD D. SAKHAROFF

20. CHAD A. ROBBINS

21. GARY S. KEMPLER

22. BEVERLY J. KINGSLEY

23. JEFF D. HACKMEIER

24. JAMES A. LAUGHLIN

25. CHRISTOPHER N. GRAHAM, CLU

26. JULIO C. CORTES

27. JORDAN VICKERS

28. JULIA G. LEMBCKE

29. VINCENT ABBATIELLO

30. CATHERINE E. HATTON

Through October 2014, these top producing Agencies and Agents have the highest net combined annualized premium.

They qualify to attend the annual Convention based on Company production and retention requirements.

6. RAY STEVENS Stevens & Associates Insurance Agency, Inc.

7. RON CONCKLIN Rosenberg-Concklin, Inc.

8. SCOTT E. MEDNICK Professional Insurance Systems of Florida

9. ROBERT M. WROBLEWSKI SOS Insurance Group

10. PAUL T. SHELDON Paul Sheldon Insurance & Benefits Planning

11. PHILIP L. ROBBINS Robbins Insurance Agency

12. DEVIN M. BARTA

13. SHAWN T. SCHROEDER Jack Schroeder & Associates, Inc.

14. JOSEPH MAISONET Maisonet Insurance Agency

15. SCOTT J. SCHWARTZ Insurance Protection Services

16. TIM AHLBUM

17. JOHN W. CLARK Senior Solutions Insurance Agency

18. PAUL SWEENEY Quality First Insurance Agency, Inc.

19. AMERICAN EAGLE CONSULTANTS, INC.

20. FRED M. ULAYYET Senior Care Insurance Services, Inc.

21. JAMES F. SCHULER Consumer Group Services, Inc.

22. FUTURITY FIRST INSURANCE GROUP, INC.

23. BENEFIT PLANS OF AMERICA, INC.

24. JOHN R. SLOWIK

25. MARK HELLER Heller Insurance Agency

26. KERRY SACHS Secure Retirement Solutions, Inc.

27. CENTERSTONE INSURANCE & FINANCIAL SVCS.

28. NAYEEM SIDDIQUE Siddique Insurance Agency

29. CESAR CHACON

30. PETER S. GELBWAKS Gelbwaks Executive Marketing Corp.

10 y November 2O14 y BE A SUPERHERO

1. MIKE STEVENS Farm & Ranch Healthcare, Inc.

2. RANDALL F. EATON Eaton Insurance Agency

3. NEAL STACY Stacy Insurance Agency

4. ENSURITY GROUP, INC.

5. DONALD K. SALTIS Saltis Insurance Agency

6. CHARLES A. LOPER JR. Loper Insurance Agency

7. RONALD C. WOODLIEF Woodlief Insurance Agency

8. LOREN A. OLGUIN Olguin Insurance Agency

9. FRANCES D. SALETT Salett Insurance Agency

10. JACOB M. MCGEOY Secure Benefits Alliance

11. ELMER GARCIA Garcia Insurance Agency

12. JON AHLBUM The Ahlbum Group

13. JOSEPH MAISONET Maisonet Insurance Agency

14. JAMES A. HOLMQUIST Holmquist Insurance Agency

15. BENEFIT PLANS OF AMERICA, INC.

16. MELVIN M. WILLIAMS Williams Insurance Agency

17. MARCUS KABORE Kabore Insurance Agency

18. LEE V. JERNIGAN Jernigan Insurance Agency

19. ORAN W. YOUNG Young Insurance Agency

20. AMERICAN EAGLE CONSULTANTS, INC.

21. MARIE F. WILLIAMS Williams Insurance Agency

22. AGENCY SERVICES ONLINE, INC.

23. MACK M. DANIELS Daniels Insurance Agency

24. NICHOLAS SALERNO SR. & ASSOCIATES

25. MICHAEL E. SMITH Smith Insurance Agency

26. DANIEL W. SHEA Shea Insurance Agency

27. GREGORY A. LOERZEL Loerzel Insurance Agency

28. WILLIAM P. SCARCELLA Scarcella Insurance Agency

29. JOHN W. HARRINGTON Harrington Insurance Agency

30. DAVID K. DANIELS David K. Daniels & Associates, Inc.

1. MARK A. SIMPKINS

2. CRAIG S. WALKENBACH

3. EDWARD T. CODY

4. RICHARD L. KRETSCHMAN

5. DORA SOLIS

6. LEE A. MCGRIGGS

7. ROBERT C. LACKEY

8. RONALD C. WOODLIEF

9. LOREN A. OLGUIN

10. FRANCES D. SALETT

11. MARIA-RICHETTA HARRIS

12. ELMER C. GARCIA

13. WILLIAM E. CRAIGHEAD

14. WAYNE L. JACKSON

15. ANTHONY BINGHAM III

16. MARCUS KABORE

17. LEE V. JERNIGAN

18. ORAN W. YOUNG

19. TENITRA M. SMITH

20. JOSEPH MAISONET

21. KEVIN A. HENRY

22. MARIE F. WILLIAMS

23. LETICIA A. CARRANZA-ROBLES

24. MACK M. DANIELS

25. MICHAEL E. SMITH

26. DANIEL W. SHEA

27. ROBERT R. PARKER

28. WILLIAM P. SCARCELLA

29. DANIEL HINES

30. JOHN W. SR. CRAVEN

1. JON AHLBUM The Ahlbum Group

2. MIKE LEMAR Sunshine State Agency

3. WILLIAM J. BOROSAK JR. Secure Financial Group

4. EDWARD L. SHACKELFORD The Assurance Group, Inc.

5. CATHERINE E. HATTON Long Island Insurance Solutions

6. RAY STEVENS Stevens & Associates Insurance Agency, Inc.

7. RON CONCKLIN Rosenberg-Concklin, Inc.

8. SCOTT E. MEDNICK Professional Insurance Systems of Florida

9. ROBERT M. WROBLEWSKI SOS Insurance Group

10. PAUL T. SHELDON Paul Sheldon Insurance & Benefits Planning

11. PHILIP L. ROBBINS Robbins Insurance Agency

12. DEVIN M. BARTA

13. SHAWN T. SCHROEDER Jack Schroeder & Associates, Inc.

14. JOSEPH MAISONET Maisonet Insurance Agency

15. SCOTT J. SCHWARTZ Insurance Protection Services

16. TIM AHLBUM

17. JOHN W. CLARK Senior Solutions Insurance Agency

18. PAUL SWEENEY Quality First Insurance Agency, Inc.

19. AMERICAN EAGLE CONSULTANTS, INC.

20. FRED M. ULAYYET Senior Care Insurance Services, Inc.

21. JAMES F. SCHULER Consumer Group Services, Inc.

22. FUTURITY FIRST INSURANCE GROUP, INC.

23. BENEFIT PLANS OF AMERICA, INC.

24. JOHN R. SLOWIK

25. MARK HELLER Heller Insurance Agency

26. KERRY SACHS Secure Retirement Solutions, Inc.

27. CENTERSTONE INSURANCE & FINANCIAL SERV.

28. NAYEEM SIDDIQUE Siddique Insurance Agency

29. CESAR CHACON

30. PETER S. GELBWAKS Gelbwaks Executive Marketing Corp.

1. TIM AHLBUM

2. PAUL T. SHELDON

3. KERRY SACHS

4. DEVIN M. BARTA

5. SCOTT J. SCHWARTZ

6. PHILIP L. ROBBINS

7. JON AHLBUM

8. EDWARD A. CATRON

9. RAY STEVENS

10. JACKSON EDWARDS IV

11. FRED M. ULAYYET

12. EUGENE RANNEY

13. MARK HELLER

14. DEXTER R. SAYLOR

15. AARON GORDON

16. ROBERT HOLZMAN

17. JOSEPH A. JAFFE

18. JASON STEVENS

19. RICHARD D. SAKHAROFF

20. CHAD A. ROBBINS

21. GARY S. KEMPLER

22. BEVERLY J. KINGSLEY

23. JEFF D. HACKMEIER

24. JAMES A. LAUGHLIN

25. CHRISTOPHER GRAHAM, CLU

26. JULIO C. CORTES

27. JORDAN VICKERS

28. JULIA G. LEMBCKE

29. VINCENT ABBATIELLO

30. CATHERINE E. HATTON

LOOK FOR YOUR NAME ON FACEBOOK AND TWITTER!

LOOK FOR YOUR NAME ON FACEBOOK AND TWITTER!

10 y November 2O14 y BE A SUPERHERO BE A SUPERHERO y November 2O14 y 11

LIFE HEALTHW

RITING A

GEN

TSGEN

ERAL

AGEN

TS

BOCA

RATON#UACONVENTION2015

FLORIDA

2015 CONVENTION JUNE 18-21, 2015, BOCA RATON RESORT & CLUB

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. $7,500 $12,500 $12,500

FEB. 15,000 25,000 25,000

MAR. 22,500 37,500 37,500

APR. 30,000 50,000 50,000

MAY 37,500 62,500 62,500

JUNE 45,000 75,000 75,000

JULY 52,500 87,500 87,500

AUG. 60,000 100,000 100,000

SEPT. 67,500 112,500 112,500

OCT. 75,000 125,000 125,000

NOV. 82,500 137,500 137,500

DEC. 100,000 150,000 150,000

Agents who contract after Feb. 1, are prorated for Convention qualification. For example, contract in March and the Agent life/health requirement is 10 months or $125,000 of combined NAP. Minimum NAP for an Agent who contracts in June is six months or $75,000

combined NAP. Agents must be contracted and produce at a six-month minimum production level to be eligible for Convention.