November 2012 Vol. 45 No. 11 - American Income Life

spotlightNovember 2012 Vol. 45 No. 11A monthly publication spotlighting top producers of American Income Life and National Income Life

InsightNews PageIt’s TimeRoger SmithChief Executive OfficerAIL & NILICOEach year at the Fall SGA Meeting, I announce the theme for the comingyear. I usually open with a story that helps to segue into the theme and why Ifeel it’s important to allow those words to direct us for the next 12 months.This year I knew I had to cut to the chase. My perspective of time ischanging; it’s possible that my 60th birthday, which we celebrated while wewere in Las Vegas, has made time seem more finite.Our theme for 2013 is “It’s Time.”Here’s the thing about It’s Time: when it’s spoken, something dramatic isgoing to happen. When Arnold Schwarzenegger says it, something is goingto blow up. When Superman says it, he’s about to save the world. SomethingHUGE is about to happen… imminently. Not next month — not next week— not the day after tomorrow. It’s Time now!To paraphrase the playwright Arthur Miller, saying “It’s Time” is likethrowing a ticking time bomb through a window.Let me give you a more personal example that most of us can relate to.Obviously, I’m talking from the perspective of a guy and a dad, so for thewomen (especially moms) reading this, feel free to add a fist pump or an amen!Here’s the thing: when your pregnant wife says, “Honey, it’s time,” YOU GONOW! Under no circumstances do you say, “Let me just finish lunch” or“Can’t it wait ‘til the game is over?”When she says, “It’s Time,” you better be on your feet, suitcase in handor you’re going to be playing doctor! Something life changing is about tohappen and things will never be the same again. Ready or not.That is where we are today.02 Spotlight November 2012 It’s TimeI’m not saying that we are about to birth a baby. That’s what Mr. Rapoportdid when he founded American Income. I am saying that it’s time our baby— the one we call American Income, National Income, Union Heritage —grows up to be the man or woman that it was meant to be!At this time last year, I asked you to join me in taking a Leap of Faith. Youresponded by delivering a string of unprecedented record-breaking months.And you crushed it in October by making it the second largest month of theyear and the best October in the history of our great company!So far this year, you generated more than 3 times the number of referralsthan we did in the entire year of 2011. Of course, the increased referralsproduced more sales, more profit for you, more revenue for the Companyand even more leads.It all sounds pretty good, doesn’t it? And it is, if you are looking at theaccomplishments alone. But if you look at it with the idea of what “can be” inmind, then you start to understand the urgency.And most importantly, we must operate from a position of strength toaccomplish these ambitious goals.The stronger we are, the greater the opportunity for all of us and the betterwe are positioned to empower even more people so they can create betterlives for their families.I am always surprised that when a company announces they are creating2,000 or 3,000 jobs, it’s exciting news and people take note. It’s time thatAmerican Income causes an effect on the economy. Instead of creating 2,000or 3,000 jobs, how about if we create 20,000 or 30,000 jobs? Opportunitystands strong at American Income and I think It’s Time that we let the worldknow it.The more people we empower, the more we can do to help protect workingfamilies from financial hardship. It’s Time we made it our mission to protectthe 36 million people in our demographic that studies say do not haveenough life insurance to protect themselves and their families.It’s Time that we help ensure the children of working families have a real chanceto receive the higher education every child deserves and every parent wants.The stronger we are, the more we can stand up to the injustices in this worldand give a voice to those who have little or none.The motivator Jim Rohn said, “Without a sense of urgency, desire loses it value.”It’s Time to be driven by that sense of urgency. We can’t be content to wait and seewhat will happen. It’s Time for us to make the right things happen.It’s Time to push the limits of what we think we can do, how far we think wecan go.It’s Time to recognize just how important this great company is.It’s Time to step up and create our destiny.spotlightPublished monthly by AmericanIncome Life InsuranceCompany for the disseminationof information to its Producers.Prior permission must beobtained from AmericanIncome for reproduction orother use of material herein.Managing EditorSam Yarbroughsyarbrough@ailife.comWriter & Copy EditorLeah Frylcfry@ailife.comLead DesignerAnnalee MacFieamacfie@ailife.comGraphic DesignerJonathan McGinnisjpmcginnis@ailife.comMultimedia DesignerCurtis Kenneycekenney@ailife.comContributorsDaniel ActonBecky BrownKaren CurtisPaula ClementsBarbara DuPreeCarrie EcklesLana GiebeAngel HendersonMary LampertLisa LaValleyMuñeca Moody-YanezPat NevarezTeri PorterAmy RiveraRobyn TalleyLaTonja WilkersonRhonda YorkHome Office254-761-6400Web Siteswww.ailife.comwww.nilife.comaillaptopondemand.comwww.ailacademy.comwww.mylifeatail.comwww.mylifeatnilico.comwww.ailnews.comSocial Mediawww.twitter.com/AIL_NILICOwww.facebook.com/AIL.NILICOwww.youtube.com/AILifeTVRecruiting Supportwww.ailife.com/recruiting© 2012 by American IncomeLife Insurance CompanyFPOsga career trackNew Markets Opening& ExpandingThere is a growing need for ambitious leaders.AIL/NILICO is looking for MGAs and GAs wanting to pursue theSGA Career Track. If you are interested, speak to your SGA, thensend an email to: futuresga@ailife.com.total bonuses paid outThis month AIL and NILICO paid a total of $3,402,970 in bonuses.For more information on the monthly bonuses, turn to Page 32-37.Total: $3,402,970required retention rateEffective Jan. 1, 2012, to be eligible for bonuses and befeatured in Spotlight, Producers must meet the required Retentionor the minimum Net to Gross. Net to Gross varies based on bonusguidelines and is used only during the Producer’s first eight months.The rates listed below are for Spotlight recognition only.Retention: 69.0%Net to Gross: 78%dates to remembereApp business and paper applications subject to the 7 day holdshould be uploaded or sent to Home Office by Friday 12/21 before2:00 P.M. CST. Paper apps for areas excluded from the 7 day holdand PR credits must be at HO by Thursday 12/27 to count forDecember production.notes of ImportanceTo encourage self-employed PR Reps and PR Managers to savefor retirement, AIL/NILICO offers an opportunity to receive matchingbonus contribution funds into a qualified retirement accountbased on years of service as a self-employed PR person. Reviewappropriate regulations for contributions in the UFCW 1518, OPEIU277 and CEP 247 union agreements, since rules differ for U.S.and Canada contributions. For more information, contact WendyCopeland at wmcopeland@ailife.com.record breaker for OctoberMark NeilsonPersonal Producer$95,151 Net ALP*Read more on page 15direct codetraining bonuspg. 04Q3contributionspg. 13leadershipacademypg. 16closer tothe heartpg. 19SGAmeetingpg. 20lookfor me!* look for the asteriskThe asterisks, shown throughout the magazine, indicate that place will be a year-to-date award winner. The Producers,who will be recognized at the 2013 Awards Presentation, are: the top SGA from each category based on YTD First SixMonth Objective Percentage plus YTD Net ALP growth percentage, the top two RGAs, the top five MGAs, the top five GAs,the top SA, and the top ten Individual Producers, the top two PR Representatives from each category, and the top threePR Managers. You can view the 2013 Convention Qualifications online at www.ailife.com or www.nilife.com. Check yourproduction! If there is an asterisk by your position, you could be on your way to stay at the wonderful Hilton Riverside locatedin New Orleans, Louisiana! The convention will be held June 2-5, 2013.

Top OCTOBER Bonus Leaders1Ashley Wenning$6,134Surace-Smith204 Spotlight November 2012 It’s TimeAdam Huck$4,610Surace-SmithContest Extended!The SA/GADirect Code FieldTraining Bonus hasbeen so successful,it has been extended toDecember 31, 2012!Since this Bonus was introduced, the number of weeklybonuses and the number of qualifying SAs and GAs have bothcontinued to increase. The purpose of the Bonus is to giveSAs and GAs a vested interest in getting and keeping theirAgents hitting bonus each week, which leads to betterAgent retention and team and Agency growth. Talkto your manager about how the Direct CodeField Training Bonus can add to yourincome each month!OCTOBER Bonus Leaders October Bonus Qualifiers 7113Name Bonus SGA Name Bonus SGA1 Ashley Wenning $6,134 Surace-Smith26 Unique Hunnicutt $2,444 Alex Roland2 Adam Huck 4,610 Surace-Smith27 Lawerence Smith 2,437 Steve Greer3 Albert Serur 4,431 Simon Arias28 Brodie Fischer 2,430 Imran Satti4 Robert Richman 4,098 Surace-Smith29 John Galindo 2,401 David Hausman5 David Guzman 3,933 Surace-Smith30 Samuel Nudelman 2,399 Surace-Smith6 Rajendra Narine 3,707 Giglione-Ackerman 31 Karolina Debek 2,381 Sabrina Lloyd7 Kyle Wrobel 3,603 Cunningham-Weatherspoon 32 Eric Peyton 2,333 Surace-Smith8 Pamela Altman 3,535 Surace-Smith33 Anthony Batista 2,308 Theodore Pappas9 Ryan Fickert 3,393 Surace-Smith34 Wendy Pierre 2,295 Williams-Zophin10 Andre McCallum 3,331 Surace-Smith35 Jennifer Kinder 2,262 Dorian Oldham11 Michelle Crowe 3,210 Simon Arias36 Paul DeRenzo 2,220 Simon Arias12 Aaron McLean 3,104 Imran Satti37 Kyle Taylor 2,211 Travis Moody13 Richard Whyte 3,044 Brian Traboulay 38 Erin Allen 2,202 Richard Correa14 Andria Standifer 2,966 Brandon Cooley 39 William Brookshire 2,167 Richard Correa15 Nicholas Moore 2,767 Oldham-Bianchi 40 Antonio Bond 2,150 Surace-Smith16 Matthew Conrad 2,757 Surace-Smith41 Catherine Gennaro 2,142 Theodore Pappas17 Delilah Abuosba 2,710 Bob Olson42 Shawn Donnelly 2,130 Laura Fisher18 Robert Burdi 2,703 Sabrina Lloyd43 Valerie Cormier 2,118 Steve Greer19 Nicholas Powell 2,692 Altig-Orlovic44 Christopher Vasu 2,116 Surace-Smith20 Derron Alexander 2,670 Theodore Pappas 45 Sokol Fazliu 2,104 Simon Arias21 Darrell Asbell 2,669 Altig-Orlovic46 Michael Shaba 2,081 Brian Traboulay22 Joshua Cosentino 2,577 Simon Arias47 Dustin Brooks 2,065 Jeffery Thiel23 Konnor Wyly 2,544 Joseph Diecedue 48 Denise Hewison 2,042 Surace-Smith24 Andrew Paogofie 2,493 Steve Friedlander 49 Michael Stuver 2,035 Surace-Smith25 Brooke Spain 2,481 Brandon Cooley 50 Christopher Chovanec 2,001 Steve Greer4Albert Serur Robert Richman David Guzman$4,431$4,098$3,933Simon AriasSurace-SmithSurace-SmithOctober Bonus Payout $435,0895Please Note: All qualifiers listed achieved at least $500 in bonus totals.Contest ends December 31st, 2012. For full bonus details, visit www.ailife.com/arc/spotlight.aspxName Bonus SGA Name Bonus SGA Name Bonus SGAZachary Frentsos $1,992 Surace-Smith Ho Tran$1,074 Altig-Orlovic Steven Sparkes$649 Altig-OrlovicDavid Schanuel 1,972 Dorian Oldham Kristopher Washington 1,070 Scott Sonnenberg Ronald To643 Brian TraboulayReuben Rios-Cruz 1,914 Matt Henderson Bernadette Casciato 1,067 Simon Arias Rachel Arenas638 Chad DeleyVatapuia Vavau 1,871 Steve Friedlander Eluerecia Guzman 1,066 Maria Greene Musediq Abdul635 Josh ChalomMichele Kirk1,851 Oldham-Bianchi Lora Beronja1,061 Chris Hernandez Joseph Schneider 634 Cohen-CohenPhilip Roffi1,844 Cindy Furer Antonio Reyes1,021 Simon Arias Nathan Gay630 Simon AriasRichard Nypower 1,841 Altig-Orlovic Michael Turney 1,005 Sabrina Lloyd Tony Geer624 Surace-SmithTara Weisz1,786 Josh Chalom Brendyn Muise993 Altig-Orlovic Christopher Earle 621 Williams-ZophinScott Wheeler1,781 Imran Satti Tiare Hubbard987 Altig-Orlovic Tammy King620 James BaileyJoseph Duran1,773 Dan RubioSteven Stensrud980 Altig-Orlovic Zbigniew Stankiewicz 619 Fred HadayiaChristopher Kennedy 1,766 Surace-Smith Jason Engelman975 Jatoft-Foti Robert Gibson617 Joseph DiecedueErin Moore1,750 Imran Satti Christopher Akins 972 Laura Fisher Hakan Ozalpasan616 Cohen-CohenGretchen Spain 1,738 Brandon Cooley William Cline970 Mark Hancock Sara Gilley615 Altig-Orlovic-HayBrandon Smith1,733 Bob Wingate Ofa Tavake967 Steve Friedlander Melody Ferguson615 Jeremy WelchBrandi Hershey 1,725 Brandon Cooley Ryan Polz955 Alt-Orl-Venekamp Anthony Ventura611 Oldham-BianchiTimothy Wilson 1,706 Philip Prata Michelle Malinov 952 Giglione-Ackerman Hannah Foster-Blaszyk 610 Surace-SmithYihao Chen1,653 Altig-Orlovic Prentiss Parker952 Cohen-Cohen Larry Finch604 Matthew HoganOscar Portillo 1,646 Steve Greer Mike Bray949 Imran Satti Ruben Santillana 602 Steve FriedlanderAmanda Zophin1,645 Williams-Zophin Christopher Mendes 944 Giglione-Ackerman Antonio Evans593 Chris HernandezStephanie Ellerton 1,616 Richard Correa Arnaecia Alridge 937 Steve Greer Eric Trautloff582 Cindy FurerAmie McCracken 1,603 Richard Correa Ileana Rosas926 Cohen-Cohen Paul Wood582 Alex RolandJean Joseph1,602 Williams-Zophin Angela Pronti923 Surace-Smith Tay Krause579 Javier SandovalDenice Copp1,596 Imran Satti Daniel Doherty923 Jeffery Thiel Matthew Porter570 Altig-OrlovicCory Hobbs1,567 Mark Hancock Michael Roe915 Bob Wingate Mark Hileman568 Desi DimitrovaMir Khan1,563 Theodore Pappas Jorge Guerra908 Giglione-Ackerman Shorne Brown568 Fred HadayiaMaria Ramirez1,562 Bob OlsonDuane Shaw905 Sabrina Lloyd Austin Wallace565 Simon AriasJohn Napiza1,561 Jatoft-Foti Theresa Perea904 Desi Dimitrova Peter Mello559 Cisco PerezFuaifale Mauu1,550 Steve Friedlander Jaman Testerman903 Cindy Furer Jodi Bohdal558 Fred HadayiaShelly Cullen1,510 Steve Friedlander Spencer Rowland902 Altig-Orlovic Caleb Longley558 Oldham-BianchiAndy Jaikaran1,507 Matt Henderson Wendy Sotelo894 Desi Dimitrova Carl Carlberg557 Cohen-CohenMichael Polakowski 1,481 Simon Arias Richard Bell888 Imran Satti Aldina DaRosa554 Josh ChalomTaina Lameko1,481 Steve Friedlander Ronnie Patea876 Steve Friedlander Hugh Thompson554 Williams-ZophinBrian Allt1,470 Imran Satti Ronald Kutruff874 Simon Arias Lynn Wojtowicz553 Dorian OldhamJason Wilk1,450 Simon Arias James Summers874 Theodore Pappas Philip Russo549 Simon AriasAshley Gregg1,432 Cunningham-Weatherspoon Nicole Sanders871 Surace-Smith Melody Short535 Travis MoodyMaren Conway1,430 Fred Hadayia Robert Martin870 Dorian Oldham Ryan Leong535 Jatoft-FotiLawrence Reardon 1,424 Simon Arias Caio Rosa868 Williams-Zophin Steve Marker534 Altig-Orlovic-HayKyle Lewicki1,417 Surace-Smith Alofi Suasua862 Steve Friedlander Michael Gittleman 529 Philip PrataCynthia Schneiderman 1,414 Sabrina Lloyd Joshua Davidson860 Surace-Smith Alex Grakhov529 Surace-SmithMelissa Quintal 1,413 Joseph Diecedue James Kelly856 Steve Friedlander Polina Philbin528 Fred HadayiaLeah Stoltz1,413 Fred Hadayia Joy Nardone847 Chris LaFond Michael Ludgate526 Eric NealDavid Frederick 1,407 Mark Hancock Adrienne MacKay842 Joseph Diecedue Starlet Luczon524 Altig-OrlovicGregory McDuffie 1,405 Matthew Hogan Mark Gorman841 Simon Arias Seth Reising524 Tiffany RolandTevita Tupouniua 1,405 Steve Friedlander Randy Ocampo838 Altig-Orlovic Tilly Roebeck523 Steve FriedlanderBrian Jerome1,403 Williams-Zophin Tamara Hughes827 Kevin Davis Orin Dutra522 Altig-OrlovicChristopher Buonanni 1,403 Matt Henderson Sione Maumau826 Steve Friedlander Kenneth Jefferson 521 Bob OlsonJasmine Milton 1,401 Bob OlsonCharles Fischer819 Simon Arias Marland Lout517 Joseph DiecedueJesse Spencer1,400 Oldham-Bianchi Shaun Johnson818 Chad Deley Leah Warner514 Steve GreerJohn Leggio1,393 Theodore Pappas Minh Phung797 Scott Rehberg Corey Bryant514 Tim McAdamsJuan Cardona1,381 Bob Wingate Andrew McCarthy797 Altig-Orlovic-Hay Alisha Armand507 Theodore PappasRobert Biser1,380 Surace-Smith Stephen Darrington 793 Surace-Smith Daniel Walton507 Surace-SmithAlexander Dorey 1,376 Imran Satti Leslie Austin791 Bob Wingate Kimball Sprague506 Jeremy HarbinLarry Giddens1,361 Steve Greer Erin Moyer789 Giglione-Ackerman Matthew Crossman 506 Philip PrataRonald Esmon1,346 Joseph Diecedue Ikani Fifita786 Steve Friedlander Thaddeus Stansberry 501 Joseph DiecedueKate Daye1,319 Simon Arias John Sikora780 David Hausman Michael Stewart500 Altig-OrlovicJordan Freeman 1,311 Steve Greer Michael Gerstein 776 Giglione-AckermanJustin Tyburski 1,286 Simon Arias Peter Van Der Westhuizen 775 Richard CorreaRussell Trujillo 1,266 Richard Correa Robin Delahoussaye 766 Cohen-CohenJenna Grula1,250 Simon Arias Albert Kauderer754 Simon AriasTamoy Redwood1,250 Matt Henderson Charley Forshee746 Jeremy WelchKardel Brooks1,249 Matthew Hogan Kelly Pilling744 Slav BitmanMarc Salvaggi1,243 Surace-Smith Lamin Jallow744 Cisco PerezZakaria Elasri 1,235 Laura Fisher Maurice Doucette 742 Chris LaFondIsaac Hernandez 1,233 Desi Dimitrova Phyo Phyo738 David HausmanRyan Hernandez 1,216 Bob Wingate Kristan McConnell 737 Matthew HoganSara Vaz1,211 Altig-Orlovic Kevin Grenoble707 Simon AriasDevin Dingey1,207 Surace-Smith Jonathan Zyznar701 Surace-SmithCynthia Sittig 1,199 Simon Arias Joshua Hill700 Sabrina LloydAmelia Ropetikilifi 1,194 Steve Friedlander Scott Davison699 Steve GreerNadezhda Vitchev 1,183 Cindy Furer Eric Hidy694 Dorian OldhamCalvin Irving1,156 Theodore Pappas Thomas Tiller686 Jeffery ThielRobert Drake1,153 Surace-Smith Michael Brunello 686 Surace-SmithGretchen Crady 1,152 Chris Hernandez Tyler Stewart681 Simon AriasRonald Baldwin 1,151 Simon Arias Vicky Ducharme680 Javier SandovalKevin Huber1,149 Eric NealJithin Thomas677 Giglione-AckermanNewman Hoverd1,141 Steve Friedlander London Burnett676 Surace-SmithBilly Jones1,139 Scott Sonnenberg Ian Noble672 Slav BitmanJohn Stankoski 1,129 Simon Arias Donna Trotta672 Theodore PappasMarcus Moody1,125 Matthew Hogan William Myatt668 Brandon CooleyKaitlyn Good1,121 Oldham-Bianchi Frank Cousins657 Altig-OrlovicHector Carrillo 1,118 Brandon Cooley Zachary Santino652 Oldham-BianchiPriscilla Nelissen 1,075 Desi Dimitrova Matthew Davidson 652 Matt HendersonAshley Delevieleuse 1,074 Philip Prata Trauja Purifoy652 Mark HancockIt’s Time Spotlight November 2012 05

Anniversaries34 Years of ServiceDonald Spohn, PR30 Years of ServiceJosh Chalom, SGAJames Surace, SGA29 Years of ServiceDon Foti, SGACindy Furer, SGA26 Years of ServiceMark Bleier, AGTIrene Rurycz, PR25 Years of ServiceBilly Sauers, PR24 Years of ServiceErik Graham, MGA21 Years of ServiceRona Pileggi Spano, PR19 Years of ServiceRobin Andrade, PRChris LaFond, SGA18 Years of ServiceLaurie Gruber, PRLaurie Onasch, PR14 Years of ServicePaul Rumbuc, SGAScott Sonnenberg, SGA13 Years of ServiceMark Gagliardi, PRAl-Karim Walji, AGT12 Years of ServiceJanice Dixon, AGTSharone Manone, MGAArthur Westergren, AGT11 Years of ServiceHarold Canter, AGTJohn Farley, AGTJ T Tasker, PRCynthia Wilhelmi, AGT10 Years of ServicePhilip Currie, AGTRobert Dunn, MGARonald Friedlander, AGTSaeideh Nessar Ali, AGT9 Years of ServiceWillie Hayden, AGTEric LaBossiere, MGAMaijargal Sukhbaatar, AGT8 Years of ServiceRobert Appel, GADawn LeBlanc, AGTBrandon Teter, RGA7 Years of ServiceSteven Edgell, AGTSabrina Lloyd, SGADennis Titcombe, AGT6 Years of ServiceNoel Ables, MGAKaty Hogge, PRLorenzo Lameko, MGARobert Webb, AGT5 Years of ServiceJennifer Holliday, AGTKevin Holtz, GAKaren Sessing, GAAmy Shui, AGTEric Trautloff, GA4 Years of ServiceAndrew Aaron, RGAJustin Adams, RGARajeev Arora, AGTFrank Cousins, SADiane Crawford, AGTLori Dacyk, MGADee Hettinger, PRLacy Martin, PRLleison Martinez, AGTJohn Passi, SAYadollah Pourjalali, GARob Speers, AGTClinton Talbert, AGTBruce Viaje, GA3 Years of ServiceAdeyemi Akinade, MGADerron Alexander, GAScott Davis, SGAScott Davison, GAMack Doby, RGALee Fivenson, PRMark Glazer, GAAndrew Helgeson, MGANic Iagulli, AGTRobert Nolan, MGAAlicia Olson, AGTSheree Risley-Aragon, AGTJose Rubio, AGTPatrena Smith, PROfa Tupouniua, MGAEllen Weinstein, SACherri Xie, MGA2 Years of ServiceMichele Angelini, AGTChristine Curran, MGADevin Dingey, SALynn Doolittle, AGTAlexander Dorey, MGABrian Giffin, SABrian Jerome, GAArmound Khodaverdi, AGTSean Kiersztyn, GAKody Kramme, MGALamar Livingston, AGTChin Long, SAOlukushe Mason, AGTJulia Misluk, GAAntonio Monica, MGARaphael Musto, GAKelly Ryan, AGTMarc Salvaggi, SAMarium Sherzai, AGTAnthony Simkovich, PRCarl Smith, AGTJaime Starcheski, PRSenelinah Talamaivao, AGTLisa Verlander, PRMarkena Ward, AGTBobbi Wiatr, AGTEmily Youngpeter, SAAmanda Zophin, GA1 Year of ServiceJonathon Anderson, GARonald Baldwin, SAChristine Barbour, GACasey Cash, GAThomas Crutcher, SATanner Daves, GAStacey Davis, MGAGuillermo DeLaVega, SAAja DeVore, GARyan Dreier, AGTOrin Dutra, SAValen Eberhard, SALydia Ertle, SABrodie Fischer, GAJustin Fisher, SAKenneth Fredieu, AGTAngela Garnett, AGTPamela Garrett, SAMichael Gerstein, GAAmandeep Kaur Gill, SAGodfrey Goodrich, SALupelima Gray-Patea, AGTJoseph Hagerman, GAMark Harhager, GACharne Hart, SAIsaac Hernandez, GADenise Hewison, SACharles Hood, SANectaria Horos, AGTAdrian Johnson, SADarryl Johnson, SAJason Johnson, SAEmlen Kahoano, SAJohn Kaster, AGTJonathan Laaker, MGAMinnie Lee, SAGwendolyn Macool, AGTAndrew Mar, GASusan Marchese, SAClaudine Fatima Martin, SAAndrew McCarthy, SAMichael McPherson, SAAndrew Melanson, SAWilliam Myatt, GACarlos Myers, SAPriscilla Nelissen, GALysa Nguyen, SAStephen Norman, AGTHakan Ozalpasan, SAAndrew Paogofie, SAKershawn Payne, GAAlan Pazmoran, GAJeffrey Pearce, SACynthia Peterman, AGTOscar Portillo, SALynne Porturas, AGTRobert Ringelsten, AGTHelena Ronci, SAHector Sartori, AGTJoseph Schneider, GANir Sharon, AGTWilliam Shockley, SALeroy Simpson, SAJoseph Smith, SALisa Smith, AGTWendy Sotelo, SAMarcus Street, GAJanko Todorov, SAJoseph Walaan, GANoah Waldman, SAAlexandra Wolter, SANEWSGAChristopher LussierOctober 29TennesseeChris was recruited into the DiChiaro/Correa Agencyin Denver in 2010 after responding to a Craig’s List ad.“Burned out on the cubicle environment,” Chris alsohad a desire to own his own business and to lead andgrow his own team. He says he has a never-say-dieattitude, a strong belief in Opportunity Unlimited and inhimself. Chris and wife Jennifer live in Memphis withtheir children Soleil, Phoebe, Matthew, Genevieve,Cecilia and Timothy.PromotionsState General AgentChristine JudgeChris LussierRegional General AgentSyed QuadriSamer SaatiSamantha SligerKrista ThiemeBrian WilsonMaster General AgentAhmad Abdollahzadeh-ParsaBenjamin AinscoughBobby BeattyNicholas ClarkGian-Paolo DiberardoAlexander DoreyAaron GarciaNicki GriffithsLaLitha JanardhananCameron KlineAlisha KluttzLorenzo LamekoJason LassicAmie McCrackenJoy NardoneDaniel RappMichael RomeoRachel Wade60% General AgentJonathon AndersonWilliam BrookshireDustin BrooksDevon ChapmanRobert GibsonJames HarrisonDavid HigaSteven HuenergardtTay KrauseMary ReedKeven SilviaAndria StandiferJames Speek57.5% General AgentLisa BaloghMelissa BeauchampTawana BoydLewis ClackEnero CooperAlexandra CurtinAja DevoreMark DieboltNicole EpsteinJamie GardnerJenna GrulaDaniel JarachJeffrey LaytonChristopher MadsenJoannabelle MagnesonChad McLaughlinRoberto NievesAlan PazmoranWendy PierreKelly PillingMarveliz PolancoMatthew PorterTamoy RedwoodSean VelasquezAlireza Yaesubi55% Supervising AgentChristopher AldersonDavid A AlvarezDominic BellamypamaCarolyn BishopShawny BlankingshipMarsha BoldenMaleah BourdaGregory BrevelleRobert BurroughsVeronica CarrionHoward ChoElizabeth ConleyFadi FarhaScott GardnerRussell HolzerRyan JacobsKenneth JeffersonDavid KoonsMinnie LeeMynor LemusKeith LiddellDaniel MaslankaNaven MasonJustin McDonaldDevon MillerGlenn MillerValeree MillerPaul NadelmanShawna Paramo-LavioletteRobert ParkCarol PeelTanya PotterJoe RamirezRobert RowellSheryl RoyShannon RuffinDustin SmithMichael SudzinaErica TerneusJosh TompkinGabriel TuckerAutumn TurnerAlfred ValenciaPaul VillarBettie Wallace-MooreWilliam Whaley52.5% Supervising AgentJordan AlbrightTiqua AndersonCarlos ArballoLiliana AvilaAndjela AvramDaren BakerBlake BerryChristie BlairKatherine BogganKieshia BrankerMalki BrownTerence BrownJane CalliesKatherine CampbellMartin CarboVincent CarllJacqueline CastroGavin ChungOluwaseun ColeWilliam ColeRyan ColemanMichael CoulthardFrancisco CuadraDonald DevoiseMichael DibonaPatrick DreelanMarcos DupreyiraolaJeffrey EdwardsLoretta EkeromaTroy ElliottJoshua EngelRichard FallerBrian FleuridorDonald FrostLarry GattRyan E GreeneGenesis-Jane HallJohn HannahShauna HannemannBlanche HarrisMichael HerbertDavid HernandezAlexandra HilarioAren JacksonJason JohnsonShawn JohnsonClarence JonesDevin JumpJuan JustinianoBheskar KallicharanJocelyn KehrScott KelleySharlene KeyThomas KingRonald KnightJennifer KopitskiCharmaine LamRaymond LauAngela LawIsha LewisJoey LinDarryl LockettZepher LoeschMichael LomasNejala MackeyAnshul MalhotraDarrick MallettJohn MalloyKristopher MealDaniel MelendezDale MeyerDavid P MillerNadia MillionJimmy MooreJonathan NgBrittney NunnJeanette OrtizPhilip ParrottVictoria PereaTram PhamChayna PhillipsMichael PrestridgeAlberto PuigDavid RiddleKenneth RienthKevin RigneyRaymond RossBrian RuskGian ShawLeroy SimpsonBrien StandiferKayla StewartChristopher StraccialiniCharlton StricklandSusan StubbsTodd TaylorKevin ThomasKurt ThomasLeonard TransifguracionChristy VadalaAndrew VankleeckClarence WallerSean WatkinsGjaison WhiteTerry WoodsNEWSGANigel CroweNovember 1St. Louis, MONigel came to AIL via the Williams-Zophin Agency amere 11 months ago, but he is a 10-year veteran ofthe insurance industry. Nigel claims he had his sightsset on the SGA position from Day One. He says thatAmerican Income is one of the best kept secretsthere is in terms of the value of the opportunity, andhe looks forward to making that opportunity availableto more people. Nigel and wife Karen are the parentsof Ayden and Leslie.06 Spotlight November 2012 It’s Time It’s Time Spotlight November 2012 07

DirectionAnother champion, another milestone! Each champion will receive a bonus of $5,000 and theMillion Dollar Club Award. Congratulations on your achievements.Domenico BertiniVice President ofField Operations$2 Milllion ClubRuben SoberanesJatoft-Foti AgencyContract Date 12/1/1998Qualified October of 2012$2,004,837 of Net ALPKaren McQuoidFriedlander AgencyContract Date 12/18/02Qualified October of 2012$1,011,490 of Net ALPTime Waits for No One!It’s time... our time is now. Life will not wait, and neither willsuccess. Let’s not waste this short time we have trying to livesomeone else’s life or achieve someone else’s goals. Do not wait forJanuary to start setting your 2013 goals — you need to start now.The only way you can beat time at its game is by anticipating it.By January, it will be too late. After the holidays, the weight ofordinary life will return on January 1st, and it will hold you backfrom setting goals. You cannot wait for that to happen.How clear do you see the road ahead of you in 2013? Are you lettingyour imagination drive your vision and therefore your goals for2013? Albert Einstein once said that imagination is more importantthan knowledge because it tells us what can be and not what is. Andwhat can be is what we need to guide our company into success inthe years to come. Our future success hinges on what we believe wecan achieve. $250 million was only the beginning of our “what canbe;” it’s time to move that up to $500 million!With laptop trainers Amanda Beyersdorff and Renee JeffriesOctober 2012 Qualifiers — Outstanding Producers & PR Representatives:Ronald RiveraCohen-Cohen4th Qualification$78,264 Net ALP83.1 RetMark NeilsonAltig-Orlovic1st Qualification$137,036 Net ALP81.6 Ret“Do not wait for Januaryto start setting your 2013goals — you need to startnow. The only way youcan beat time at its gameis by anticipating it.”Roghie Hassan Loo thought it possible to break $300,000 ofNet ALP in one year. Then came Ofa Tupouniua, who thoughtit possible breaking Roghie’s record, and she did just that. ToneMunro moved the competition to the stratosphere by breaking the$400,000 mark, and this year rumor has it that someone will makea new mark on Mars with over $500,000 of Net ALP.See? The goal we set for 2014 was just the beginning of what canbe. It’s time, dear friends and associates, to take this company tothe stratosphere and then Mars. Together we will accomplish allwe want and desire — the time is now!08 Spotlight November 2012 It’s TimeIt’s Time Spotlight November 2012 09

SANAME # SGA NAME # SGA NAME # SGA NAME # SGACaio Rosa 5 Williams-Zophin Patrick Seawright 2 Altig-Orlovic Christopher Mendes 2 Giglione-Ackerman Tay Krause 2 Javier SandovalAlfred Huggins 4 Mark Beckford Manuel Marte 2 Altig-Orlovic-Hay Jason Levasseur 2 Maria Greene Mike Bray 2 Imran SattiDarwin Roman 4 Gevorg Yanukyan Andrew McCarthy 2 Altig-Orlovic-Hay Valerie Cormier 2 Steve Greer Michelle Anderson 2 Surace-SmithJustin Tyburski 3 Simon Arias Evan Kendall 2 Simon Arias Ibrahim Bah 2 Fred Hadayia Edward Atkinson 2 Surace-SmithBarbara Seyoum 3 Samantha Chui Austin Wallace 2 Simon Arias Terrence Williams 2 Fred Hadayia Robert Biser 2 Surace-SmithChristian Adkins 3 Cunningham-Weatherspoon Donald Wilds 2 Simon Arias Kimball Sprague 2 Jeremy Harbin Devin Dingey 2 Surace-SmithAshley Gregg 3 Cunningham-Weatherspoon Thomas Hanford 2 Mark Beckford Andjela Avram 2 Matt Henderson Zachary Frentsos 2 Surace-SmithShaun Johnson 3 Chad Deley Teaunna Lester 2 Samantha Chui Gretchen Crady 2 Chris Hernandez Adam Huck 2 Surace-SmithMarva Lumar 3 Joseph Diecedue William Brookshire 2 Richard Correa Corey Moore 2 Chris Hernandez Daniel Johnson 2 Surace-SmithWendy Sotelo 3 Desi Dimitrova Amie McCracken 2 Richard Correa Victoria Wippich 2 Chris Hernandez Kyle Lewicki 2 Surace-SmithDaniel Alvarado 3 Steve Greer Benjamin Rexroth 2 Cunningham-Weatherspoon Danae Manwill 2 Jatoft-FotiRobert Richman 2 Surace-SmithAndrzej Sertler 3 Sabrina Lloyd Tia Willoughby 2 Cunningham-Weatherspoon Devon Chapman 2 Michael LiBassi Michael Stuver 2 Surace-SmithDavid Schanuel 3 Dorian Oldham Xander Davis 2 Chad Deley Joshua Hill 2 Sabrina Lloyd James Thompson 2 Surace-SmithJames Summers 3 Theodore Pappas Megan Herickhoff 2 Chad Deley Duane Shaw 2 Sabrina Lloyd Christopher Vasu 2 Surace-SmithChristian Ortiz 3 Philip Prata Maleah Bourda 2 Joseph Diecedue Corey Bryant 2 Tim McAdams Jacob Raine 2 Jeremy WelchPaul Wood 3 Alex Roland Erin Triche 2 Joseph Diecedue Eric Hidy 2 Dorian Oldham Donald Snyder 2 Jeremy WelchPamela Altman 3 Surace-Smith Christopher Akins 2 Laura Fisher Jeffrey MacBain 2 Oldham-Bianchi Lewis Clack 2 Williams-ZophinThomas Tiller 3 Jeffery Thiel Tilly Roebeck 2 Steve Friedlander Nicholas Triantafyllidis 2 Philip Prata Xavier MacLarty 2 Williams-ZophinRichard Whyte 3 Brian Traboulay Alofi Suasua 2 Steve FriedlanderHugh Thompson 2 Williams-ZophinKatelyn Bailey 2 Altig-OrlovicScott Schwartzkopf 2 Altig-OrlovicAltaf Drew 2 Giglione-AckermanMichael McPherson 2 Giglione-AckermanSteve James 2 Tiffany RolandKeith Allen 2 Paul RumbucAaron Dupras 2 Paul RumbucGA continuedNAME # SGA NAME # SGA NAME # SGAIan Noble 2 Slav Bitman Zbigniew Stankiewicz 2 Fred Hadayia Alon Fischer 2 Theodore PappasTimothy Watson 2 Slav Bitman Donald Dowbor 2 Mark Hancock Ashley Delevieleuse 2 Philip PrataAlan Pazmoran 2 Josh Chalom Cory Hobbs 2 Mark Hancock Timothy Wilson 2 Philip PrataIleana Rosas 2 Cohen-Cohen Andrew Mar 2 David Hausman Minh Phung 2 Scott RehbergGian-Paolo Diberardo 2 Brandon Cooley Amr Shater 2 David Hausman Unique Hunnicutt 2 Alex RolandGilbert Martinez 2 Brandon Cooley Kierra Goodwin 2 Greg Henderson Fred Goetz 2 Dan RubioBrooke Spain 2 Brandon Cooley Chad McLaughlin 2 Matt Henderson Prabesh Shakya 2 Dan RubioKatharine Myers 2 Richard Correa Chad Potts 2 Chris Hernandez DeAnthony Hartman 2 Paul RumbucRussell Trujillo 2 Richard Correa Milena Arceo 2 Jatoft-FotiDenice Copp 2 Imran SattiKayla McIver 2 Chad Deley Mario Chavez 2 Jatoft-FotiBrodie Fischer 2 Imran SattiRobert Gibson 2 Joseph Diecedue Harold Durana 2 Jatoft-FotiAaron McLean 2 Imran SattiMark Hileman 2 Desi Dimitrova Ryan Leong 2 Jatoft-FotiT J Rowell 2 Scott SonnenbergPriscilla Nelissen 2 Desi Dimitrova Tatjana Tikhonov 2 Jatoft-FotiLondon Burnett 2 Surace-SmithJack Wang 2 Desi Dimitrova Joshua Franco 2 Chris LaFond Keith Coscia 2 Surace-SmithJose Carvajal 2 Laura Fisher Kasie Greenwalt 2 Michael LiBassi Andre McCallum 2 Surace-SmithShawn Donnelly 2 Laura Fisher Robert Martin 2 Dorian Oldham Daniel Doherty 2 Jeffery ThielTere Diamond 2 Steve Friedlander Jesse Spencer 2 Oldham-Bianchi Christopher Chunn 2 Jeremy WelchJaman Testerman 2 Cindy Furer Carissa Van Wagenen 2 Oldham-Bianchi Christopher Earle 2 Williams-ZophinAshlee Hutchins 2 Giglione-Ackerman Samotta McKeever 2 Bob OlsonWendy Pierre 2 Williams-ZophinScott Davison 2 Steve Greer Richard Pazak 2 Bob OlsonMelanie Hail 2 Bob WingateRolando Vega 2 Steve Greer Derron Alexander 2 Theodore Pappas Jeremy Hernandez 2 Bob WingateGANAME # SGA NAME # SGA NAME # SGA NAME # SGATevita Tupouniua 8 Steve Friedlander Kevin Holtz 5 Surace-Smith Ashley Wenning 4 Surace-Smith Carlos Otero-Villalba 3 Matt HendersonAnita Ferris 7 Steve Friedlander Josh Wheeler 5 Surace-Smith Dustin Brooks 4 Jeffery Thiel Reuben Rios-Cruz 3 Matt HendersonJean Joseph 6 Williams-Zophin Paul DeRenzo 4 Simon Arias Melissa Beauchamp 3 Altig-Orlovic John Napiza 3 Jatoft-FotiDarrell Asbell 5 Altig-Orlovic Antonio Reyes 4 Simon Arias Nicholas Powell 3 Altig-Orlovic Kyle Taylor 3 Travis MoodyJoseph Shanks 5 Altig-Orlovic Albert Serur 4 Simon Arias Tyler Stewart 3 Simon Arias Kevin Huber 3 Eric NealAaron Dunlap 5 Simon Arias Tammy King 4 James Bailey Kelly Pilling 3 Slav Bitman Kaitlyn Good 3 Oldham-BianchiAaron Haynes 5 Simon Arias William Myatt 4 Brandon Cooley Preeti Sahgal 3 Josh Chalom Michael Hicks 3 Oldham-BianchiDrew Frazier 5 Slav BitmanPeter Van Der Westhuizen 4 Richard Correa Tara Weisz 3 Josh Chalom Brian Hutchings 3 Oldham-BianchiBrandi Hershey 5 Brandon Cooley Todd Glazer 4 Joseph Diecedue Hector Carrillo 3 Brandon Cooley George Baumberger 3 Theodore PappasJoseph Hagerman 5 Jeremy Harbin Thaddeus Stansberry 4 Joseph Diecedue Preston Turner 3 Richard Correa Danielle Arena 3 Cisco PerezJennifer Kinder 5 Dorian Oldham Jorge Guerra 4 Giglione-Ackerman Kyle Wrobel 3 Cunningham-Weatherspoon David Rigney 3 Scott RehbergMark Glazer 5 Theodore Pappas Eluerecia Guzman 4 Maria Greene Lindsay Gjerde 3 Chad Deley Patrick O’Brien 3 Paul RumbucZaid Jian 5 Alex Roland Mark Danner 4 Steve Greer Konnor Wyly 3 Joseph Diecedue Ronald Kent 3 Scott SonnenbergRyan Fickert 5 Surace-Smith Karolina Debek 4 Sabrina Lloyd Isaac Hernandez 3 Desi Dimitrova Kristopher Washington 3 Scott SonnenbergDavid Guzman 5 Surace-Smith Thomas Kijanowski 4 Sabrina Lloyd Darren Danico 3 Laura Fisher Matthew Conrad 3 Surace-SmithCynthia Schneiderman 4 Sabrina LloydJacqueline Kosalek 4 Oldham-BianchiElaine Kulawiak 4 Oldham-BianchiReynolds Akuamoa 4 Theodore PappasChristopher Newman 4 Surace-SmithNicole Sanders 4 Surace-SmithJonathan Santiago 3 Laura FisherRuben Santillana 3 Steve FriedlanderMichael Gerstein 3 Giglione-AckermanErin Moyer 3 Giglione-AckermanRoosevelt Wilson 3 Giglione-AckermanNicole Conrad 3 Fred HadayiaAntonio Davidson 3 Mark HancockShawn Wildman 3 Jeremy HarbinChristopher Buonanni 3 Matt HendersonAnthony Theriault 3 Surace-SmithDaniel Walton 3 Surace-SmithRyan Hernandez 3 Bob WingateBrandon Smith 3 Bob WingateCasey Cash 2 Altig-OrlovicAja DeVore 2 Altig-OrlovicShaun McDonald 2 Altig-OrlovicKendra Orng 2 Altig-OrlovicLevi Stearns 2 Altig-OrlovicBrandon Summerton 2 Altig-OrlovicHo Tran 2 Altig-OrlovicArthur McDonald 2 Altig-Orlovic-HayKaren Cheng 2 Simon AriasCharles Diulus 2 Simon AriasMark Gorman 2 Simon AriasMichael Lindsey 2 Simon AriasRaphael Musto 2 Simon AriasMelvin Arritt 6 Altig-Orlovic Michael Clemente 4 Simon AriasCODESNicholas Lorence 6 Altig-Orlovic Phillip Jenkins 4 Slav BitmanRGANAME # SGA NAME # SGA NAME # SGAThe minimums for recognition are:SA & GA – at least two codes during the monthMGA – at least three codes during the monthRGA – top three RGAs during the month This list recognizes SAs, GAs, MGAs and RGAsfor the number of new agents who were codedBo Gentile 34 Williams-Zophin Patrick Bendure 33 Surace-Smith Michael Vasu 27 Surace-Smith10 Spotlight November 2012 It’s Time under their hierarchy for the month.It’s Time Spotlight November 2012 11MGANAME # SGA NAME # SGA NAME # SGA NAME # SGABrett Gryska 15 Oldham-Bianchi Patrick Rieger 6 Altig-Orlovic Chad Panzer 4 Brandon Cooley Phillip Rigoli 3 Laura FisherJason Bratin 13 Theodore Pappas David Thornton 6 Altig-Orlovic I-Perfection Harris 4 Cunningham-Weatherspoon Sara Welch 3 Steve FriedlanderDoreen Ryan-Foti 12 Jatoft-FotiCameron Cimino 6 Simon Arias Jonathan Laaker 4 Cunningham-Weatherspoon Craig Strompf 3 Cindy FurerRaymond Risucci 12 Dorian Oldham Brian Sundberg 6 Chad Deley Sean O’Reilly 4 Cunningham-Weatherspoon Alexandra Graham 3 Fred HadayiaMatthew Diulus 11 Simon Arias Jack Keiderling 6 Giglione-Ackerman Andrew Pratt 4 Cunningham-Weatherspoon Marisa Willgruber 3 Fred HadayiaZachary Hart 11 Surace-Smith Richard Barbour 6 Steve Greer Jesse Remby 4 Scott Davis Kody Karhliker 3 Jeremy HarbinJustin Adams 10 Simon Arias Samuel Cohen 6 Fred Hadayia Eric LaBossiere 4 Chad Deley Sharon Brenner 3 David HausmanMack Doby 10 Joseph Diecedue Brent Arbour 6 Cisco Perez Joshua Jackson 4 Joseph Diecedue Antonio Monica 3 David HausmanStephen Jubrey 10 Oldham-Bianchi Elias Hazen 6 Surace-Smith Stephen Hill 4 Steve Friedlander Cara DeFiore 3 Chris HernandezSteven D Cox 9 Steve Friedlander Caleb Douce 6 Jeffery Thiel Paul Kelly 4 Steve Friedlander Rebecca Klebsch 3 Chris HernandezRobert Janev 9 Sabrina Lloyd Adeyemi Akinade 6 Williams-Zophin Magda Figueiredo 4 Giglione-Ackerman Richard Johnson 3 Matthew HoganAla Awad 9 Alex Roland Patrick Knouse 5 James BaileySarai Castanon 3 Jatoft-FotiJoshua Olin 8 Altig-Orlovic Cole Murphy 5 James BaileyTimothy Kieran 3 Chris LaFondRyan Hall 8 Laura Fisher Christine Weatherspoon 5 Mark BeckfordJake Yagjian 3 Chris LaFondOfa Tupouniua 8 Steve Friedlander Kellen Cuttance 5 Slav BitmanBrian Wilson 3 Michael LiBassiMatthew Girard 8 Maria Greene Dmitriy Kagan 5 Slav BitmanCherie Adams 3 Bob OlsonKenneth Greer 8 Steve Greer Herman Fennell 5 Samantha ChuiGeorge Rosicky 3 Bob OlsonMelne Lewis 8 Bob OlsonAndrew McQuade 5 Richard CorreaDavid Wang 3 Bob OlsonMathew Hart 8 Surace-Smith John Ophals 5 Cunningham-WeatherspoonSyed Quadri 3 Theodore PappasNigel Crowe 8 Williams-Zophin Brian Schreiter 5 Joseph DiecedueBobby Szwaja 3 Theodore PappasJonathan Maust 7 Altig-Orlovic-Hay Juan De la Cruz 5 Desi DimitrovaJoshua Bloomquist 3 Tiffany RolandThomas Vena 7 Simon Arias Evan Holzhauer 5 Giglione-AckermanKingsley Tazinya 3 Dan RubioJordan Chalom 7 Josh Chalom Mark Corkrean 5 Steve GreerSteven King 3 Paul RumbucByron Paz 7 Josh Chalom Moswen Taylor 5 Mark HancockRodney Ward 3 Paul RumbucJared Cleckner 7 Brandon Cooley Dorian Brown 5 Matt HendersonMichael Lipetri 3 Javier SandovalAlfred Taren 7 Desi Dimitrova Humberto Quintero 5 Matt HendersonRobert Kanaan 3 Imran SattiMavrick Fredericks 7 Giglione-AckermanHaoyu Xu 3 Imran SattiRichard Nicholson 7 Jeremy HarbinZach Otto 7 Sabrina LloydMarian Sertler 7 Sabrina LloydMark Kukielski 7 Eric NealDaniel Hartwig 7 Surace-SmithMatthew Parks 7 Surace-SmithNoel Rose 7 Williams-ZophinEmmanuel Villasenor 7Bob WingateRobert Shafer 5 Scott RehbergDarcy Schrieber 5 Paul RumbucDustin Dunlap 5 Surace-SmithRobert Dunn 5 Surace-SmithDarron Hacker 5 Surace-SmithNicholas Zangardi 5 Surace-SmithDaniel Rapp 5 Jeffery ThielRyan Bisanz 5 Brian TraboulayAndrew Aaron 4 Altig-OrlovicCarl Nazaire 4 Giglione-AckermanMichael Laramie 4 Steve GreerSouleymane Bah 4 Fred HadayiaVance Rountree 4 Matt HendersonJames Allen 4 Travis MoodyBryan Peters 4 Eric NealLevar Morgan 4 Theodore PappasRyan O’Malley 4 Imran SattiAaron Ralston 4 Jeremy WelchJohn Reeves 4 Jeremy WelchHenry Ingraham 4 Williams-ZophinKyle Johnson 4 Williams-ZophinLuay Ghawi 3 Altig-OrlovicNatalie Wagner 3 Altig-OrlovicDaniel Bauer 3 Simon AriasAaron Parks 3 Simon AriasRandy Teyssier 3 Simon AriasRachel Stanhope 3 Eric CochranMarko Jankovic 3 Cohen-CohenCorey Neff 3 Brandon CooleyJimmy Tchen 3 Brandon CooleyKrista Thieme 3 Brandon CooleyKyle Klipp 3 Richard CorreaRichard Lyddon 3 Richard CorreaPatrick Cotton 3 Chad DeleyRicardo Grandt 3 Laura FisherAngel Sanchez 3 Scott SonnenbergChristopher McMenomy 3 Jeffery ThielFritznel Octave 3 Williams-ZophinDenise Berrios 3 Bob WingateManuel Chavez 3 Bob WingateDustin Rushin 3 Bob Wingate

OutlookQ3 ContributionsContributions listed are from July through September consisting of contributions of $600 or more.American Income & National IncomeSusan FuldauerVice President ofPublic Relations Field Operations$25,000 — L.A. County Federation of Labor - Prop 32 membercommunication25,000 — Unity Convention 2012 - For the Super-O-Rama10,000 — American Sustainable Business Council - Sponsor of theSummit for a Sustainable Economy and Legacy Reception10,000 — BCTD - Sponsorship of the BCTD 2012 PLA/CWAConference10,000 — CMRAVE - In support of Helmet to Hardhats5,000 — American Labor Museum - In support of the BottoHouse National Landmark5,000 — Beaver Area Heritage Foundation - In support of theBeaver Station Multi-Use Cultural and Event Center5,000 — Campaign for Migrant Workers Justice - Forsupporting migrant farm workers in the Deep South$5,000 — Children’s National Medical Center/Dr. Bear’sCloset - For providing items to patients and stockingplayrooms5,000 — Texas AFL-CIO Scholarship Fund3,000 — The Newspaper Guild Freedom Award Fund - Patronsupporter at the event2,800 — Int’l Brotherhood of Teamsters - Teamsters Women’sConference2,500 — DC Employment Justice Center - Friend level sponsorat the Labor Day Breakfast 20122,400 — Guide Dogs of America - 32nd Annual Charity Banquetand golf tournament900 — Americans For Democratic Action - Two tickets and ahalf page ad for the 65th Annual Awards BanquetIt’s Time…Top Contributions of Centralized PRAs the end of 2012 nears, we are finishing up what should be a yearof positive lead growth for Team PR.Getting here took a Leap of Faith and a commitment from the fieldand executive management team to provide the tools and incentivesto move PR from good to better along the road to greatness. Nowit is time to reflect on the year that is behind us in order to preparefor the year ahead.The demand for leads is ever-increasing. Our agency partnersshow no sign of slowing down and 2013 should be anotherrecord-breaking year. It is imperative that Team PR step up to thechallenges that 2013 will bring. Now is the time to create the planfor the work to be done that will result in solidifying our currentrelationships and prospecting for new relationships. It’s much likethe old Girl Scout song some of you may remember: “Make newfriends, but keep the old. One is silver and the other gold.”2012 was a year of renewed PR Leadership Development, conteststhat challenged us to leave our comfort zones, and a look intoprofitability of our groups. Our expectations rose, inspectionsbecame the norm and activity increased. Empowering individuals isthe new culture.PR will continue to Rise and find new connections to our workingfamilies. It’s Time we touched more and more families. It’s Time weprepare to move a little more outside of our comfort zones. It’s Timewe take advantage of our opportunity and meet the needs of ourpartners. Setting our goals, activity and plan in motion now willdetermine our success as we enter 2013. The work that is beingdone now will determine the tone and push for the new year.With Debbie Enstedt and Diana CrosbyIt’s Time that we move to the next level of quality lead generation.Team PR 2013 is developing a strategy to do just that. It will take theentire team’s resolve to be focused and relentless in our pursuit of newmarkets and sustaining our current relationships. It’s Time to makethe move. You decide if you are on the Rise with Team PR or simplygoing to be status quo, which, by the way, is unacceptable!$5,000 — UFCW Golden State 8 - Diamond Sponsor for GolfTournament3,500 — Senders Communications Group - Ad2,664 — IBT 42 - Vote ‘No’ on Prop 32 Buttons2,600 — Teamsters Joint Council 7 - Gold Sponsor for GolfTournament2,500 — Contra Costa County AFL-CIO, Central LaborCouncil - Dinner and Ad2,500 — New Jersey Credit Union League - Convention2,500 — Sacramento Central Labor Council, AFL-CIO - LaborAwards Dinner2,000 — IBT 294 - Golf Tournament2,000 — IUOE 3 - Golf Tournament2,000 — Michigan Snowmobile Association - Scholarship1,850 — LIUNA 300 - Dinner and Ad1,778 — Teamsters Joint Council 25 - Raffle Prizes forCharitable Trust’s All-Charity Event1,725 — Arizona Building Trades - Golf Tournament and Ad1,700 — Nova Scotia Federation of Labor - Alex “Sugarcamp”MacDonald Golf Tournament1,500 — Maryland State & Washington DC Building andConstruction Trades Council - Silver Sponsor forConference1,500 — Ohio AFL-CIO - Ad & Convention1,500 — UFCW 135 - Golf Tournament1,500 — UFCW 175 & 633 - Golf Tournament and Donation forStewardship Event1,500 — UFCW 23 - Scholarship1,500 — Washington State Labor Council, AFL-CIO - SilverSponsor for Golf Tournament and Poker Run1,100 — IAM District Lodge 190 - Tee Sponsor for Golf Tournament1,023 — ILWU 142 - Door Prizes for State Convention and LaborDay Events1,000 — Hall of Fame Central Labor Council, AFL-CIO -Scholarships1,000 — Illinois AFL-CIO - Donation for Labor and Politics Event1,000 — Maricopa Area Labor Federation - Operation FreedomBird Golf Tournament1,000 — New England States Pipetrades Association - Convention1,000 — New Hampshire Snowmobile Association - NewHampshire Grass Drags Event Sponsorship$1,000 — New Mexico Federation of Labor AFL-CIO -Convention & Labor Day Picnic Sponsorship1,000 — Ohio State Building and Construction TradesCouncil - Convention1,000 — Teamsters Joint Council 32 - Convention1,000 — Union Sportsmen Alliance - Dallas Area ConservationDinner850 — Laborers District Council - Raffle Prizes for GolfOuting850 — LIUNA Ontario Provincial District Council - GolfTournament800 — Alberta Building Trades - Brunch Sponsor forConference800 — UFCW 1546 - Golf Tournament785 — San Diego and Imperial Counties Labor Council,AFL-CIO - Breakfast and Ad780 — Houston Chapter of Credit Unions - Vendor Night750 — Alaska AFL-CIO - Prize Sponsor for Sporting ClayShoot750 — Credit Union Executive Society, Michigan -Conference750 — Minnesota United Snowmobilers Assoc - Scholarship700 — Cosmetology Association of Nova Scotia - PrizeSponsor for General Meeting658 — National Fraternal Order of Police - Fall BoardMeeting and President’s Conference650 — Utah AFL-CIO - Conference630 — Teamsters Hispanic Caucus Florida Chapter - Ad600 — CJA 45 - Pin Flag Sponsor and Dinner Ticket for GolfTournatment600 — IBT CA State Cannery Council - Conference600 — Missouri AFL-CIO - Convention600 — Northeastern Illinois Federation of Labor - Ad600 — SEIU 73 - Picnic Sponsorhsip600 — St. Joseph College Seminary - Dinner and Ad600 — Tavern League of Wisconsin - Convention600 — UFCW 1995 - Gold Sponsor for Golf Tournament600 — United Farm Workers of America - Sponsor for 50thAnniversary Concert Series600 — United Steelworkers of America Distict 1 - Poker RunSponsorship benefiting strike fund and laid off members12 Spotlight November 2012 It’s TimeIt’s Time Spotlight November 2012 13

&NewImproved!ALL-TIMERECORD BREAKER$95,151 Net ALP October 2012Congratulations to Mark Neilson of the Altig-OrlovicAgencies for breaking the all-time single month recordfor individual net ALP by writing $95,151 in October 2012.Mark’s achievement was accomplished by careful executionof a plan he had been developing for months. He startedwith leads and then, after building a large referral base,relied solely on referrals. Mark hired a booker to ensure hehad 10 appointments each day. He conducted more than100 presentations and had a whopping 70% closing ratio.Increased activity and working referral leads effectivelywere the keys to Mark’s record-breaking month.PERSONAL RECRUIT— PRODUCTION BONUS —MARK NEILSONMark humbly says, “I really just wanted to see what Iam capable of doing.” He credits extensive planning andhis reliance on referrals for this success. He says callingon referrals he collected in a timely manner made hisachievement much easier.Mark, we salute your accomplishment!OctoberBonus Payout:$4,900October BonusQualifiers: 18NAME TOTAL NAME TOTAL NAME TOTAL NAME TOTALTevita Tupouniua $1,000Donald Snyder 500Kirsten Anderson 200Bobby Beatty 200Cliff Bonny 200Devon Chapman $200Derek Combs 200Aaron Dunlap 200Blake Handrick 200Roghie Hassan Loo 200Aaron Haynes $200Andy Jaikaran 200Christopher Kennedy 200Cameron Moore 200Jesse Remby 200David Rigney $200Ruben Santillana 200Richard Scofield 200Rami Tannenbaum 200Sales Director of the MonthLeaders growing leaders!Chris SelejanChris had 86.8% growth over October of 2011.We salute your achievement, Chris!— What are you waiting for? —With the holidays right around the corner, who couldn’t use an extra $5,000? Work fast to “hire”3 personal recruits who achieve the production objectives by December 31st. Your recruits haveuntil March 31, 2013 to reach the production objectives, make it your goal to collect the bonus intime to be a holiday hero!Remember, a personal recruit can be a personal acquaintance, friend, family, neighbor, bartender,waitress, mall worker, the guy behind you at the convenience store, or recruits from unique orspecial recruiting efforts and referrals from in-home recruiting on the laptop.PR Director of the MonthLeaders growing leaders!Patti MorganPR Directors earn points based on overallgrowth of their territory and percentage oftheir team earning a monthly bonus.Patti Morgan is the Top Director for October2012. She had a total of 10 pts.Congratulations on your success, Patti!14 Spotlight November 2012 It’s Time

LeadershipLEADERSHIP ACADEMYLeadership Academy Dates Announced for Q1 2013The Home Office has released Leadership Academy dates forthe First Quarter of 2013:Larry StrongVice President ofAgency Leadership DevelopmentLeadership 101 — January 21-25Leadership 201 — February 26-March 1Plenty of Time?Last year saw capacity crowds at several LeadershipAcademy sessions, so if you are interested in attending, talkto your SGA now to ensure you get a place in the session ofyour choice.Leadership Academy is the first step on the path tomanagement at American Income and National Income.Not only will you be trained by proven leaders, but you willdevelop friendships that will last a lifetime.“I believe the real difference betweensuccess and failure in a corporationcan be very often traced to thequestion of how well the organizationbrings out the great energies andtalents of its people.”— Thomas J. Watson, Jr.Here’s what previous attendees say about their experience:“Leadership Academy has changed my life. My mission isto recruit talented people to AIL so that I can continue thelegacy and give others a chance to be an agency builderthemselves. Thank you for giving me this opportunity.”“Extremely thankful for the opportunity to attend. It is a greatprogram that shed light on a bigger picture and created afocus and drive to aspire towards.”“Leadership Academy was one of the best experiences I haveever had, and I am honored to be one of the few selected toattend. It was awesome to hear strategies from some of thebest that AIL has ever seen.”“Leadership Academy is the best thing for anyone inmanagement to attend. I learned so much in a short time.”Ticking away the momentsThat make up a dull dayFritter and waste the hoursIn an off-hand wayKicking around on a piece of groundIn your home townWaiting for someone or somethingTo show you the wayTired of lying in the sunshineStaying home to watch the rainYou are young and life is longAnd there is time to kill todayAnd then the one day you findTen years have got behind youNo one told you when to runYou missed the starting gun— “Time” by Roger Waters, David Gilmour, Nick Mason, and RichardWright (Pink Floyd) from the 1973 album “Dark Side of the Moon”The average American lives 78.3 years. That is about 29,000 days,684,000 hours and 42,000,000 minutes, give or take… and counting…The one thing we are afforded in life that we can never get back once itis gone is time.So, IT’S TIME to make sure I don’t waste any more time.IT’S TIME to make sure I have a pretty decent understanding of mypurpose for living.IT’S TIME to make sure I tell whomever I am supposed to tell todaythat they are important and valuable to me.IT’S TIME to take a personal inventory of whom I may have hurt orharmed in some way and make appropriate amends as much as possible.IT’S TIME to be grateful.IT’S TIME to do what people recommend — stop and smell the roses.IT’S TIME to remember to think before I act or speak.IT’S TIME to understand there is a difference between what is reallyimportant and all the stuff that just seems important.IT’S TIME to remind myself that it isn’t about me.IT’S TIME to remember how fragile this life is.IT’S TIME to realize that when the time comes, people will bethinking about whether what the person giving our eulogy is sayingabout us actually lines up with the person we were and what we did.IT’S TIME to realize that REAL POWER is leaving something onthe table just because I can.IT’S TIME TO COME UP WITH A LIST OF WHATREALLY MATTERS.Last, IT’S TIME to ask ourselves if we are taking full and completeadvantage of Opportunity Unlimited. We are constantly working onbecoming a better company, but, the last time I looked, we are still acompany where someone can choose to become an Agent, Manager orPR Rep and have a positive, life-changing experience while building alasting career and legacy with us.That’s time well spent.Stay Strong! Lead on!16 Spotlight November 2012 It’s TimeFor further inspiration, visit www.ailacademy.com.It’s Time Spotlight November 2012 17

Things just got Pinteresting at AIL!UpdateAttention Ladies!We’re excited to announce that American IncomeLife Insurance Company is now on Pinterest!The AIL Ladies Pinterest page is a fun way forthe women of AIL to network together and INSPIRE eachother by sharing tips, tricks, and creative ideas. Togetherwe can brainstorm how to meet our personal andprofessional goals and represent our Company proudly.Fashion trends for the field? Check. Recipes for girlson the go? We’ve got’em. Inspirational quotes, traveltips, and fitness routines? Look no further! The AILLadies Pinterest page is a fun, fresh, feminine outletfor the Agents, GAs, SAs, MGAs, RGAs, SGAs, wives,sisters, mothers, and daughters of American Income LifeInsurance Company.Ladies, the men may outnumber us in the field, butwe’ve got two things they don’t — Pinterest and GIRLPOWER!!! Spread the word to any AIL ladies who wantto join in on the fun.www.pinterest.com/AILLadiesSmileAIL photos are now on Flickr!Did the paparazzi snap a photo of you atConvention or Leadership Academy? Don’tworry, before US Weekly or Star magazinewere able to publish an AIL Exposé, we wereable to upload the photos to the OFFICIALAmerican Income Life Insurance CompanyFlickr page for you to enjoy.Flickr is a popular photo hosting website thatdoes not require you to create an accountto view and download photos. Use thesephotos for Facebook or LinkedIn, or simplyto relive your experience in the spotlight.Don’t forget to share your photos withfriends, family, and recruits — it’s all aboutselling AIL’s Opportunity Unlimited!www.flickr.com/photos/americanincomelifeSGAs Clean the World!AIL/NILICO SGAs, members of our PR and Home Officemanagement teams, and their guests participated in a volunteerproject at Clean the World Las Vegas Recycling OperationsCenter on Wednesday, November 14.Ever wonder what happens to the literally TONS of those partially usedlittle bars of soap and bottles of shampoo, conditioner, body washand lotions from hotels around the world? Clean the World partnerswith hotels to collect, purify and recycle them, and distribute them tohomeless shelters and areas where hygiene has been compromisedby poverty or natural disasters. Soap saves millions of lives a year– especially children under the age of five – from death due tocompletely preventable hygiene related illnesses such as pneumoniaand diarrheal disease.Our group was divided into two shifts, during which participants sortedthe items into huge bins under the direction of volunteer coordinatorShae Hagen. The products are then shipped to Clean the World’sheadquarters and processing center in Orlando, Florida. According tothe center’s director, Kevin Williams, they are trying to raise enoughmoney to purchase $80,000 worth of recycling equipment for the LasVegas location, which will save approximately $40,000 in shipping coststo Orlando each month.Roger Smith presented Clean the World with checks from the SGAs which,when added to partial matching funds from Torchmark, will total morethan $13,800 (so far!) toward the purchase of the needed equipment.If you wish to donate to this innovative and worthy cause, pleasesend your check payable to “Clean the World” to the Home Office,attention Ginny Crow.Soap4,255 pounds total22,693 soap bars sortedhelping 4,539 individualsBottles1,980 pounds total21,120 bottles sortedhelping 1,408 individualsIt’s Time Spotlight November 2012 19

IT’STIME2012 NOVEMBERSGA MEETINGThe Fall 2012 SGA meeting was held November 11-14 at the Venetian/Palazzo inLas Vegas. As is our tradition, CEO Roger Smith kicked off the meeting Mondaymorning by announcing our theme for 2013: It’s Time. Roger explained that whenyou say the words “It’s Time,” you know something important and life changingis going to happen imminently, and that is where we, as a Company, stand today.President Scott Smith announced the winners of the Bernie Mac contest, whoreceived custom-inscribed baseball bats. Also announced were the winners ofthe Turf Wars production contest. Each competing Agency received a mementoplaque/frame that featured a photo of each pairing. Trash talk and competitivebanter were exchanged, but it was all in good fun.High-energy breakout sessions focused on how to use laptop metrics effectively,the proper way to collect and run referrals, and methods to increase activity.Retired SGAs Joe Manone and Marc Zipper were guest speakers who talkedabout “Living the Dream,” and how much more valuable Opportunity Unlimitedis now than in the past.A party and roast was held on Tuesday evening in honor of Roger’s 60th birthday.OPEIU President Mike Goodwin, in town on union business, stopped by to conveybirthday wishes. He also thanked the SGA body for their ongoing support of Labor.On Wednesday, SGAs, PR management and Home Office staff and their guestsrolled up their sleeves for a Closer to the Heart volunteer activity at Clean theWorld’s Las Vegas Operation Center (see page 19).Don’t forget, you can download It’s Time 2013 wallpaper for your desktopor mobile device from the Agency Resource Center:www.ailife.com/arc/marketing.aspx20 Spotlight November 2012 It’s Time

Supervising AgentsRankOctober ProductionName1st Six Mo AgtNet ALPNet to GrossRetentionMGASGARankYTD ProductionName1st Six Mo AgtNet ALPNet to GrossRetentionMGASGA1. Michelle Crowe $44,406 $44,570 79.8 Justin Adams Simon Arias*1. Denise Hewison $264,202 $313,232 78.9 Zachary Hart Surace-Smith2. Robert Richman 43,157 43,857 80 Matthew Parks Surace-Smith2. Nicholas Moore 216,784 408,357 75.1 Michael Romeo Oldham-Bianchi3. Denise Hewison 39,828 47,808 78.9 Zachary Hart Surace-Smith3. Adam Huck 198,671 237,231 77.5 Zachary Hart Surace-Smith4. Christopher Vasu 37,182 39,097 87 Nicholas Zangardi Surace-Smith4. Edward Atkinson 193,336 241,787 82.4 Elias Hazen Surace-Smith5. Adam Huck 36,713 51,387 77.5 Zachary Hart Surace-Smith5. Ronnie Patea 184,497 219,566 70.3 Stephen Hill Steve Friedlander6. Rajendra Narine 35,418 34,814 87 Carl Nazaire Giglione-Ackerman6. Michelle Crowe 172,239 205,813 79.8 Justin Adams Simon Arias1. MichelleCrowePittsburgh, PA2. RobertRichmanCleveland, OH3. DeniseHewisonColumbus, OH4. ChristopherVasuCleveland, OH5. AdamHuckColumbus, OH7. Nicholas Moore 33,435 45,217 75.1 Michael Romeo Oldham-Bianchi8. Pamela Altman 32,418 37,559 76.4 Elias Hazen Surace-Smith9. Michael Stuver 32,126 31,502 88 Zachary Hart Surace-Smith10. Devin Dingey 31,691 37,967 96 Dustin Dunlap Surace-Smith7. Zachary Frentsos 171,832 190,869 75.2 Robert Dunn Surace-Smith8. Marc Salvaggi 155,700 189,038 73.9 Matthew Parks Surace-Smith9. Pamela Altman 154,762 213,484 76.4 Elias Hazen Surace-Smith10. Lawrence Reardon 146,493 188,017 80.1 Thomas Vena Simon AriasALL TIME RECORD: $286,210 1st Six Mo AgtALL TIME RECORD: $286,210 Net ALPALL TIME RECORD: $653,097 1st Six Mo AgtALL TIME RECORD: $959,675 Net ALPGeneral AgentsRankOctober ProductionName1st Six Mo AgtNet ALPNet to GrossRetentionMGASGARankYTD ProductionName1st Six Mo AgtNet ALPNet to GrossRetentionMGASGA1. David Guzman $128,187 $163,103 84 Zachary Hart Surace-Smith*1. David Guzman $704,343 $875,339 84 Zachary Hart Surace-Smith2. Josh Wheeler 91,523 110,642 77.8 Robert Dunn Surace-Smith*2. Matthew Conrad 599,542 859,261 80.1 Matthew Parks Surace-Smith3. Nicole Sanders 78,938 117,100 72.5 Matthew Parks Surace-Smith*3. Nicole Sanders 528,815 826,482 72.5 Matthew Parks Surace-Smith4. Ashley Wenning 72,437 82,608 81.0 Daniel Hartwig Surace-Smith*4. Anthony Theriault 394,509 550,006 79.9 Zachary Hart Surace-Smith5. Tevita Tupouniua 65,172 82,787 76.8 Ofa Tupouniua Steve Friedlander*5. London Burnett 394,499 589,937 69.5 Mathew Hart Surace-Smith6. Ryan Fickert 65,024 73,993 81 Dustin Dunlap Surace-Smith6. Tevita Tupouniua 382,793 668,500 76.8 Ofa Tupouniua Steve Friedlander1. DavidGuzmanColumbus, OH2. JoshWheelerColumbus, OH3. NicoleSandersCleveland, OH4. AshleyWenningToledo, OH5. TevitaTupouniuaAuckland, NZ7. Jennifer Kinder 63,569 75,064 71.6 Raymond Risucci Dorian Oldham8. Matthew Conrad 60,146 95,998 80.1 Matthew Parks Surace-Smith9. London Burnett 59,637 97,878 69.5 Mathew Hart Surace-Smith10. Andre McCallum 55,269 94,820 77.8 Daniel Hartwig Surace-Smith7. Louis Giogaia 380,589 534,833 88 Levar Morgan Theodore Pappas8. Josh Wheeler 365,034 399,865 77.8 Robert Dunn Surace-Smith9. Elaine Kulawiak 346,133 507,264 75.7 Brett Gryska Oldham-Bianchi10. Vatapuia Vavau 345,772 404,983 81.6 Lucky Faaitiiti Steve Friedlander11. Anthony Theriault 50,249 69,887 79.9 Zachary Hart Surace-Smith11. Kevin Holtz 342,937 477,723 70.3 Nicholas Zangardi Surace-Smith12. Mark Glazer 49,219 65,334 73.1 Jason Bratin Theodore Pappas12. Zachary Santino 336,041 476,643 74.7 Stephen Jubrey Oldham-Bianchi13. Tyler Stewart 48,320 79,370 80.7 Aaron Parks Simon Arias13. Tyler Stewart 334,952 478,826 80.7 Aaron Parks Simon Arias14. Timothy Wilson 45,467 48,377 73.5 Ryan Wilson Philip Prata14. Ryan Fickert 331,783 425,277 81 Dustin Dunlap Surace-Smith15. Jacqueline Kosalek 45,261 50,970 77.3 Brett Gryska Oldham-Bianchi15. Timothy Wilson 314,181 336,447 73.5 Ryan Wilson Philip Prata16. Daniel Walton 44,919 73,178 78.0 Zachary Hart Surace-Smith16. Daniel Walton 313,592 473,466 78.0 Zachary Hart Surace-Smith17. Vatapuia Vavau 43,782 52,656 81.6 Lucky Faaitiiti Steve Friedlander17. Jennifer Kinder 302,527 377,403 71.6 Raymond Risucci Dorian Oldham6. RyanFickertColumbus, OH7. JenniferKinderOverland Park, KS8. MatthewConradCleveland, OH9. LondonBurnettCleveland, OH10. AndreMcCallumToledo, OH18. Sokol Fazliu 42,982 56,961 79.6 James Keefer Simon Arias19. Keith Coscia 42,847 43,528 86 Darron Hacker Surace-Smith20. Aldina DaRosa 42,725 47,424 84.2 Byron Paz Josh Chalom18. William Myatt 296,825 382,073 76.2 Chad Panzer Brandon Cooley19. Anita Ferris 295,016 411,295 82.8 Steven Cox Steve Friedlander20. Mark Glazer 280,175 408,240 73.1 Jason Bratin Theodore PappasALL TIME RECORD: $441,104 1st Six Mo AgtALL TIME RECORD: $1,468,394 1st Six Mo AgtALL TIME RECORD: $624,474 Net ALPALL TIME RECORD: $2,262,883 Net ALP24 Spotlight November 2012 It’s Time It’s Time Spotlight November 2012 25

Master General AgentsRankOctober ProductionName1st Six Mo AgtNet ALPNet to GrossRetentionSGARankYTD ProductionName1st Six Mo AgtNet ALPNet to GrossRetentionSGA1. Zachary Hart $226,139 $328,571 77.6 Surace-Smith*1. Zachary Hart $1,709,346 $2,460,355 77.6 Surace-Smith2. Matthew Parks 139,084 213,091 75.4 Surace-Smith*2. Matthew Parks 1,190,655 1,833,295 75.4 Surace-Smith3. Daniel Hartwig 126,223 222,468 76.3 Surace-Smith*3. Justin Adams 1,132,321 1,518,958 69.8 Simon Arias4. Jason Bratin 114,234 143,529 69.0 Theodore Pappas*4. Jason Bratin 952,977 1,437,314 69.0 Theodore Pappas5. Stephen Hill 113,282 208,504 69.5 Steve Friedlander*5. Mathew Hart 950,481 1,378,551 70.2 Surace-Smith6. Mathew Hart 104,407 151,754 70.2 Surace-Smith6. Stephen Jubrey 918,631 1,758,792 77.9 Oldham-Bianchi1. ZacharyHartColumbus, OH2. MatthewParksCleveland, OH3. DanielHartwigToledo, OH4. JasonBratinFlushing, NY5. StephenHillAuckland, NZ7. Brett Gryska 103,627 191,739 73.7 Oldham-Bianchi8. Raymond Risucci 101,173 126,786 76.3 Dorian Oldham9. Ofa Tupouniua 86,107 111,042 72.2 Steve Friedlander10. Stephen Jubrey 85,492 168,743 77.9 Oldham-Bianchi7. Matthew Diulus 898,306 1,370,360 69.6 Simon Arias8. Ofa Tupouniua 829,611 1,223,330 72.2 Steve Friedlander9. Stephen Hill 788,445 1,439,388 69.5 Steve Friedlander10. Brett Gryska 718,483 1,319,378 73.7 Oldham-Bianchi11. Justin Adams 82,234 137,082 69.8 Simon Arias11. Samuel Cohen 674,937 1,266,628 72.8 Fred Hadayia12. Thomas Vena 80,634 119,140 76.1 Simon Arias12. Robert Kanaan 633,063 933,051 72.6 Imran Satti13. Robert Dunn 80,203 128,827 77.1 Surace-Smith13. Doreen Ryan-Foti 618,742 2,005,606 72.5 Jatoft-Foti14. Elias Hazen 77,059 114,452 77.6 Surace-Smith14. Daniel Hartwig 613,566 1,084,876 76.3 Surace-Smith15. Robert Kanaan 76,108 127,979 72.6 Imran Satti15. Raymond Risucci 602,270 832,594 76.3 Dorian Oldham16. Mack Doby 74,936 76,175 77.6 Joseph Diecedue16. Elias Hazen 599,965 909,720 77.6 Surace-Smith17. Ryan Bisanz 73,114 121,122 73.5 Brian Traboulay17. Robert Dunn 584,552 828,053 77.1 Surace-Smith6. MathewHartCleveland, OH7. BrettGryskaRochester, NY8. RaymondRisucciOverland Park, KS9. OfaTupouniuaAuckland, NZ10. StephenJubreyRochester, NY18. Byron Paz 71,398 125,604 78.7 Josh Chalom19. George Noujaim 66,148 80,814 84.0 Philip Prata20. Dustin Dunlap 65,904 77,900 75.5 Surace-Smith18. Thomas Vena 553,085 813,604 76.1 Simon Arias19. Michael Romeo 533,360 1,012,712 77.6 Oldham-Bianchi20. Randy Teyssier 525,268 765,383 75.7 Simon AriasALL TIME RECORD: $438,277 1st Six Mo AgtALL TIME RECORD: STEPHEN HILL $2,476,896 1st Six Mo AgtALL TIME RECORD: $723,872 Net ALPALL TIME RECORD: $4,468,285 Net ALPRegional General AgentsRankOctober ProductionName1st Six Mo AgtNet ALPNet to GrossRetentionSGARankYTD ProductionName1st Six Mo AgtNet ALPNet to GrossRetentionSGA1. Patrick Bendure $532,667 $792,160 75.4 Surace-Smith*1. Patrick Bendure $3,842,207 $5,679,979 75.4 Surace-Smith2. Michael Vasu 420,286 656,422 73.5 Surace-Smith*2. Michael Vasu 3,459,944 5,321,680 73.5 Surace-Smith3. Thomas Vena 303,714 503,950 73.5 Simon Arias3. Thomas Vena 3,372,054 5,020,372 73.5 Simon Arias4. Bo Gentile 235,049 380,365 71.4 Williams-Zophin4. Justin Adams 2,498,230 3,557,548 70.6 Simon Arias5. Justin Adams 230,230 378,694 70.6 Simon Arias5. Bo Gentile 2,485,595 3,958,714 71.4 Williams-Zophin6. Brett Gryska 182,118 352,426 75.8 Oldham-Bianchi6. Brett Gryska 2,095,176 3,775,839 75.8 Oldham-Bianchi1. PatrickBendureColumbus, OH2. MichaelVasuCleveland, OH3. ThomasVenaPittsburgh, PA4. BoGentilePlantation, FL5. JustinAdamsPittsburgh, PA7. Robert Janev 169,562 226,800 69.6 Sabrina Lloyd8. Paul Kelly 147,382 233,967 80.8 Steve Friedlander9. Stephen Hill 141,619 242,828 72.9 Steve Friedlander10. Stephen Jubrey 140,081 259,811 77.9 Oldham-BianchiALL TIME RECORD: $980,159 1st Six Mo AgtALL TIME RECORD: $1,435,508 Net ALP7. Stephen Hill 1,836,571 2,749,378 72.9 Steve Friedlander8. Samuel Cohen 1,397,401 2,414,857 73.3 Fred Hadayia9. Robert Janev 1,275,747 1,574,013 69.6 Sabrina Lloyd10. Stephen Jubrey 1,271,583 2,457,914 77.9 Oldham-BianchiALL TIME RECORD: TAINA LAMEKO $5,230,627 1st Six Mo AgtALL TIME RECORD: $8,242,209 Net ALP26 Spotlight November 2012 It’s Time It’s Time Spotlight November 2012 27

State General AgentsSpotlight recognizes State General Agents in Categories I-VIII with minimum 10% growth and 80% ofFirst Six Month Net ALP Objective; SGAs with less than 12 months tenure in CAT I-VIII will be rankedwith 100% of objective or above and are not eligible for YTD awards; and the top Net ALP Producerin both the Start-Up and Rookie Categories. YTD Winners for Categories I-VIII will be recognized atConvention by adding both their YTD Growth % and their YTD F6 Net ALP Obj and the YTD Spotlightnumber may not necessarily reflect that computation. SGAs

Public RelationsOctober ProductionCategoryRankNameProductionin CardsManagerYTD ProductionCategoryRankNameProductionin CardsManagerI 1 Chuck Hill 5,419 Nor CA & Reno / Larry StrongI *1 Mark Gagliardi 22,168 Nor CA & Reno / Chuck Hill2 Mark Gagliardi 3,620 Nor CA & Reno / Chuck Hill*2 Malka Arony 20,943 AZ / Tim Farr3 Al Wall 2,956 Toronto / Debbie Enstedt3 Chuck Hill 19,513 Nor CA / Larry Strong4 Susan Gilbert 2,319 Chicago / Dawn Trudden4 Rona Pileggi Spano 19,346 Chicago / Dawn Trudden5 Larry Lozano 2,180 Nor CA & Reno / Chuck Hill5 Brenda Di Somma 18,775 NJ / Brian RyanII 1 Maureen Roberts 2,455 NY State / T J TaskerII *1 Robin Andrade 20,704 Mass & RI / Susan Kelleher1. ChuckHillCATEGORY ILodi, CA2. MarkGagliardiCATEGORY IOakley, CA1. MaureenRobertsCATEGORY IIRochester, NY2. RobinAndradeCATEGORY IIMalden, MA2 Robin Andrade 2,177 Mass & RI / Susan Kelleher3 Marlene Alen 1,329 Southern FL / Steve Sanchez4 Holland Harriss 1,134 Southern FL / Steve Sanchez5 Shelly Korb 1,044 GA / John Keliher*2 Erica Dalager 8,784 MN / Laurie Onasch3 J T Tasker 8,583 NY State / Billy Sauers4 Maureen Roberts 8,475 NY State / J T Tasker5 David Scalisi 8,447 NY State / J T TaskerIII 1 David Blaisdell 4,594 TN & SW NC / Beth FarmIII *1 Katherine Kidder 12,826 PA / Denise Gilbert2 Cheryl Cook 2,355 PA / Katherine Kidder*2 Julia DiBartolomeo 11,509 AZ / Malka Arony3 Patrena Smith 1,823 CT & W MA / Susan Kelleher3 Tamara Williams 11,439 IN / Michelle Baxter4 Jodi Oleson 1,582 WI / Laurie Onasch4 Mario Soljan 11,332 NZ / Steve Friedlander5 Robin Denham 1,536 KS & NW MO / Cindy Cleary5 David Blaisdell 7,905 TN & SW NC / Beth FarmIV 1 Paul Winslow 5,630 St Louis / Cindy ClearyIV *1 Paul Winslow 17,864 St Louis / Cindy Cleary2 Darrell Dorey 2,313 Maritimes / Debbie Enstedt*2 Ken Altizer 17,185 WV / Michelle Baxter3 Elizabeth Reyer-Corley 1,922 MS / Cindy Cleary3 Darrell Dorey 10,902 Maritimes / Debbie Enstedt4 Ken Altizer 1,609 WV / Michelle Baxter4 Shane Knowles 10,021 ME & NH / Susan Kelleher5 Dion Dizon 1,384 HI / Daryl Barnett5 Anna Guido-Rohrer 9,945 Southern OH / Michelle Baxter1. DavidBlaisdellCATEGORY IIIGoodlettsville, TN2. CherylCookCATEGORY IIIPittsburgh, PA1. PaulWinslowCATEGORY IVSt. Louis, MO2. DarrellDoreyCATEGORY IVMahone Bay, NSRookie 1 Elizabeth Reyer-Corley 1,922 MS / Cindy ClearyIceBreaker 1 Dion Dizon 1,384 HI / Daryl BarnettALL TIME PR CARD PRODUCTION RECORD: 18,960 CardsALL TIME PR CARD PRODUCTION RECORD: DENISE BOWYER: 61,879 CardsRookie1. ElizabethReyer-CorleyLumberton, MSPublic Relations categories are as follows:Category Population1 over 8,500,0002 6,500,000 to 8,499,9993 4,000,000 to 6,499,9994 Under 4,000,000ROOKIE:IceBreaker1. DionDizonKapolei, HIReps with 2011 Hire DateICEBREAKER: Reps with 2012 Hire DateTop Manager1. CindyClearyKansas City, MOPR MANAGER: Points earned based on overall growth for respective territories and percentage ofManager’s team earning a monthly PR Bonus. If there is a tie for points earned,Top Manager determined by who has highest growth percentage.PR ManagersRankRankOctober ResultsNamePointsEarned1. Cindy Cleary 10 Patti Morgan2. Jason Beckman 10 Patti Morgan3. Beth Farm 10 Patti Morgan4. Susan Kelleher 10 Laurie Onasch5. Katherine Kidder 10 Denise GilbertYTD ResultsNamePointsEarned*1. Susan Kelleher 84 Laurie Onasch*2. Jacqueline deVooght 81 Debbie Enstedt*3. Cindy Cleary 76 Patti Morgan4. Dawn Trudden 73 Denise Gilbert5. JT Tasker 67 Billy SauersDirectorDirectorCongratulations to our October Bonus Earners!Sue AkersMarlene AlenKen AltizerRobin AndradeWilliam BellGabriela BerloniDavid BlaisdellManon BrulotteLou Nell BusbyFran ChristieCheryl CookChrista DavisRobin DenhamBrenda Di SommaJulia DiBartolomeoDion DizonDarrell DoreyVivian DwyerLee FivensonMark GagliardiSusan GilbertLaurie GruberAnna Guido-RohrerHolland HarrissJenny HearnsShad HendersonKrissa HensleyDee HettingerCharles HillBrett HulmeSandra KnappMarilyn KohlhaseMichelle KorbTimothy LearyTracy LittleJacqueline LoweLarry LozanoLacy MartinCarol MatthaiErin McKeeMary McPhersonThomas MeadowsAmanda MlinazPater NielsenTim O’ConnorJodi OlesonSteve OrchertonKathleen PappasNicole PateElizabeth Reyer-CorleyMaureen RobertsCas RobinsonChas RobinsonIrene RuryczNicole SchneiderCrystal SenourWilliam SlocumPatrena SmithJohn SmythMario SoljanRona SpanoJennifer SproutChristina StablefordJaime StarcheskiSarah Thompson-DufrechouJessica TreybickLeo VanDenBusscheBill VerbetenJohn WagnerJace WainwrightAl WallBernard WeaverPaul Winslow30 Spotlight November 2012 It’s TimeIt’s Time Spotlight November 2012 31

World’s Greatest BonusBONUS$1,607,482Britton Costa $4,121Amy Shui 4,104Samson Adelufosi 4,085Angel Arista 4,064Christopher Williams 4,008Ruben Soberanes 3,969Lily Tchen 3,931Erez Shabtay 3,801Joshua Dishong 3,754Adam Kahn 3,721Bruce Tan 3,713George Lahamedjian 3,600Bradley Weigand 3,527Jennifer Holliday 3,485Nicole Randazzio 3,298Carmela Pellen 3,259Richard Luzaich 3,203Tom Weller 3,161Lamar Livingston 3,151Angel Patryluk 2,884Corey LaVigne 2,829Lawrence Hauck 2,796Benjamin Ainscough 2,750Kelly Roschbach 2,727Melinda Kinsey 2,692Jeffrey Pearce 2,690Mark Lomonaco 2,625Lora Beronja 2,610David Broughton 2,566Roosevelt Jeanty 2,564Scott Hanna 2,555Erin Allen 2,547Jesusdieu Portilus 2,538Mark Bleier 2,534Steven Stensrud 2,529Jesse Wise 2,529Michael van Delft 2,517Tone Munro 2,517Maijargal Sukhbaatar 2,469Liliana Avila 2,449Yvette Nelson 2,438Casey Sperzel 2,403Darwin Roman 2,396Laurie Taylor 2,395Mary Maida Fujii 2,391Lafi Papalii 2,38832 Spotlight November 2012 It’s TimeMichael Burningham $2,375Kelly McDonald 2,349Michelle Anderson 2,339Helen Taylor 2,337Todd Homer 2,276Levi Wright 2,227Samy Jacques 2,214Benjamin Jobe 2,205Nicholas Triantafyllidis 2,173Matthew Vowell 2,172Peter Hudousek 2,170Joseph Podrasky 2,167Danielle Jankowski 2,159Mynor Lemus 2,138Michael Poaps 2,134Christene MacAloney 2,130Peter Noel 2,116Ryan Leong 2,112Juana Robinson 2,111James Rappold 2,101Bernadette Casciato 2,092Sally Wilson 2,078Justin Fisher 2,077Connie Reichard 2,057Tina Phongsavath 2,055Zepher Loesch 2,051Corey Smith 2,045Kasali Kotun 2,044Richard Carter 2,043Faamanu Vau 2,026Christine Augustus 2,018Teo Underhill 2,012Nigel Hales 1,997Thomas King 1,996Mario Chavez 1,996Daniel Armstrong 1,986Mercedes Ayala 1,980Maren Conway 1,977Christopher Cannon 1,962Janelle Price 1,955Elaine Kulawiak 1,955Anthony Sava 1,952Miranda Mortensen 1,950Jamie Perse 1,947Michael Stover 1,945Ala Awad 1,942TOP10Anthony Stephens $1,935Omar Hashimi 1,926Karen McQuoid 1,905Andrew Sunkin 1,895Stephanie Novel 1,894Dean Jensen 1,883Charles Liscomb 1,881Dunia Carrion-Lachy 1,879Prokopios Verros 1,869Al-Karim Walji 1,850Muhammed Ashraf 1,846Peter Kaplanis 1,845Lacee Port 1,840Bruce Kaminski 1,837Kirsten Anderson 1,825Kyle Larimore 1,823Tracy Long 1,820Dawn Selden 1,807Benton Tong 1,803Tom Morrell 1,803Kelly Hassert 1,802Kurt Kohles 1,800Zbigniew Stankiewicz 1,797Trevor Mayer 1,793Alex Gonzales 1,789Jeremiah Wiskeman 1,789Jane Callies 1,786Joshua Lenix 1,780Katina Scarbro 1,778Christopher Weglarz 1,777Denis Snyder 1,771Rennie Slone 1,771Bernard Oliphant 1,771Melissa Losk 1,765Dustin Klingebiel 1,763Lleison Martinez 1,756Stephen Darrington 1,753Jamie Winters 1,750Denville Loney 1,732Patrick Rieger 1,730Theresa Bellajaro 1,730David Norman 1,729Andrew Melanson 1,727Nichet Mayo 1,727Dawn LeBlanc 1,722Brandon Marshall 1,721Bernardo Lopez $1,719Kyle Vangenne 1,714Rory Larkin 1,713Tibor Simon 1,709Samvel Tigranyan 1,708Thomas VanOsdol 1,706Zachary Bailiff 1,706Massoud Vaziri 1,701Sean Hansen 1,701Travis Kajiwara 1,695Odilia Goulart 1,692Joey Kennedy 1,688Seth Reising 1,685Alex Merveus 1,675Larry Gatt 1,663Amy Pierson 1,660Epenesa Frost 1,659Cheryl Memory 1,658Raymon Reynolds 1,637Musediq Abdul 1,633Eugene Borcan 1,632Stevan Savic 1,632Meakie Grice 1,626Jason Levasseur 1,617Melody McCrea 1,611Amandeep Gill 1,605Fritznel Octave 1,597Susan daCruz 1,593Bilal Farsakh 1,589Jeffrey Shoemaker 1,577Lynn Doolittle 1,574Samuel Vasquez 1,573Edward Hardy 1,570Visesio Setefano 1,560Jodi Bohdal 1,559Ronald Knight 1,558Gary Gooden 1,557Derrick Wright 1,556Ellen Schultz 1,556Kevin Ishikane 1,556Kaitlyn Good 1,556John Salvaggi 1,553Brock Taylor 1,548Thomas Crutcher 1,547Eric Thompson 1,526Victor Restrepo 1,523TOTALQualifier Amount SGA Qualifier Amount SGAMark Neilson $16,474 Altig-OrlovicAlan Sedaghat 12,913 Altig-OrlovicBrian Gilmore 8,670 Simon AriasRoghie Hassan Loo 6,072 Josh ChalomKatie Massart 5,630 Altig-OrlovicRonald Rivera $5,025 Cohen-CohenDaniel Toshner 4,632 Altig-OrlovicMax Quasem 4,295 Cohen-CohenChad Davis 4,274 Imran SattiRyan Kendl 4,165 Altig-OrlovicQualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier BonusRichard Scofield $1,520Maria Santiago 1,520Sonia Tyner 1,519Ross Ewen 1,518Jason South 1,511Caleb Longley 1,506Jemima Mozard 1,502Jeffrey Kosek 1,501Jinzhou Zhao 1,501Donte Grant 1,499Robert Park 1,498Paul Kelly 1,496Chris Chase 1,487Maria Alcon 1,483Dustin Dunbar 1,482Samneang Prom 1,471Orett Nelson 1,470Jaison Gallagher 1,470Alberto Puig 1,469John Nasti 1,465Jerry Johnston 1,463Steven Sparkes 1,463Milton Alexander 1,462Violetta Goldman 1,461Leslie Morro 1,461Joseph Sarasin 1,448Natasha Waltenbaugh 1,440Damon McCall 1,435James Aalders 1,432Allison Hanson 1,424Yadollah Pourjalali 1,423Jeff Rouse 1,420Cody Self 1,419Minnie Lee 1,415Marko Brkovic 1,413Beth Snow 1,404Amelia Ropetikilifi 1,401Ronald Rowe 1,397Roberto Nieves 1,395Logan Morris 1,395Joseph Cost 1,394Betty Hewlett 1,393Gregory Wolfe 1,389Michael Johansen 1,385Jogina Green 1,383Jeremy Broumpton 1,382Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier BonusNicholas Moore $1,377Sharon Nigota 1,376Levi Stearns 1,375Jacqueline McHugh 1,374Afuiva Vaai 1,370Muhammad Zulfiqar 1,369Stephen Staats 1,367Yuridia Stoffa 1,360Dominic Okonta 1,359Benjamin Miller 1,359Pedro Claro 1,357Louis Anderson 1,356Gary Golay 1,352Jeffrey Hoffman 1,344Ryan Ward 1,342Kevin Haines 1,341David Ramirez 1,339Oluwaseun Cole 1,338Charles Shafor 1,329Sean Grant 1,327Janson Bennett 1,326Charles Moore 1,326Nicholas Walsh 1,320Mohammed Moalawi 1,319Matthew Horgan 1,319Kyle Glott 1,312Donavan Smith 1,312Sheryl Roy 1,310Brittany Long 1,305Marc Montecalvo 1,304Michael Rodriguez 1,301Ryan Coleman 1,301Blanche Harris 1,297Daniel Crichton 1,293Tram Pham 1,289David Darienzo 1,289David C Jackson 1,288Kimberly Yarbrough 1,287Marian Aboud 1,286Derick Kerr 1,281Edward Defurio 1,279Jonathan Hobbs 1,278David Blystone 1,276Dakota Little 1,272Benjamin Gilbert 1,269Les Swain 1,268Justin Germany 1,268Jahara Lewis 1,265Lewis Clack 1,265Ernest Jones 1,263Blake Berry 1,263Robert Ulreich 1,261Justin Tyburski 1,254Alex Rozotto 1,252Michelle McCampbell 1,252Marino Baca 1,252Michael Erhardt 1,251John Sparby 1,251Codey Kinemond 1,247Bradley Kampmeier 1,246Gregory Roller 1,245Carly Ferraro 1,242Shorne Brown 1,240Elizabeth Staley 1,239Pamela Wollenberg 1,238Joy Horcajo $1,236Jeanette Ortiz 1,231LaTonya Tucker 1,230Corey Hallam 1,230Lawrence Broussard 1,230Michael Brunello 1,228John Rowe 1,222Daniel Maslanka 1,220Darlene Downey 1,219Teresa Daveiga 1,216Casey Cash 1,213Daniel Collett 1,213Jennifer Hardey 1,212Sebastian Horruitiner 1,211Joshua Galdston 1,210Brandon Summerton 1,209Marcus Street 1,202Dorothy Niederer 1,202Phillip Wallace 1,202Kim Scott 1,201Atatui Tavake 1,200Tilly Roebeck 1,200Josh Tompkin 1,198James MacMillan 1,195Lindsey Swanke 1,193Whitney Williams 1,193Timothy Frederick 1,190John Leggio 1,188Helen Davidson 1,187Lineti Makaafi 1,184Timothy E Smith 1,180Ashley Clement 1,176Dameian Dowell 1,175Israel Joseph 1,173Cynthia Mohler 1,170Jarieu Bayoh 1,168Jordan Albright 1,167Gretchen Spain 1,167Glaister Parke 1,165Krystal Gordon 1,160Brittany Sykes 1,159Bryan Czajkowski 1,158Brian Tamburlin 1,157David O’Neil 1,155Michelle Castaneda 1,154Agatha Safford 1,153Paramjit Sangha 1,153Dennis Munro 1,152Ijjieh Mantolino 1,152Justin McDonald 1,150Andrew Fiander 1,150Beau Springer 1,147Elexene Mattingly 1,147Kevin Thomas 1,147Cassandra Brooks 1,143Andrew Angleton 1,139Alleyson Murray 1,135Donald Devoise 1,134Sherry Schick 1,133Camilo Jimenez-Lozano 1,131Clarence Waller 1,130Yolette Mompoint 1,126Michael Schumacher 1,126Raquel Hall 1,124Timothy Cruise 1,123Kenneth D Johnson $1,121Jennifer Wehrle 1,121Katherine Campbell 1,120Luz Torres 1,116Cherie Mohn 1,115Brooke Beeman 1,115Lesina Ah Sue 1,112Tasha Tucker 1,112Charles Ferrari 1,111Lockert Johnson 1,110Dawn Bonnell 1,110Gregory Reinbold 1,108Todd Harding 1,103Raymond Ross 1,102Christopher Thomas 1,100Faaumatausaga Lealaiauloto 1,100Taina Lameko 1,097Paul Basek 1,095Elliott Johnson 1,094Oscar Flores-Najarro 1,093Cindy Rodriguez 1,092Eric Caldwell 1,092Anaya Clark-Hart 1,089Maxx Schumann 1,087Chena Blair 1,086Brian Dunphy 1,086Erin Moyer 1,086Donald Swartwood 1,082Ryan Jacobs 1,078Cole Baker 1,077Michael Coulthard 1,076David Grovu 1,074Floyd Musgrave 1,072Tyler Milliken 1,068Gilana Smith 1,068Brian Rusk 1,066Carrie Burgess 1,066Melvin Arritt 1,065Tony Geer 1,060Shannon Neville 1,059Lalofau Faaitiiti 1,059Thomas Abalos 1,057Benjamin Mancillas 1,056Joseph Hedborn 1,054Chandra Estus 1,053Thomas Tulowiecki 1,051DeAnthony Hartman 1,047Evelyn Gutierrez 1,047Ryan Boomer 1,044Ashley Vickers 1,044Vakhtang Nazaryan 1,043Fetongi Finau 1,041Angela Willis 1,041Pamela Hacker 1,039Otis Ambrose 1,039Lawrence Reardon 1,035Willie Hayden 1,024Ryan Ballard 1,022Jasphur Montgomery 1,021Ricardo Garavito 1,017Sanel Hadzisakovic 1,016Jonathan Kitzmiller 1,013Martin Carbo 1,013Alfredo Hung-Lam 1,011Shakadria Harold 1,011Bryan Bustos $1,006Dwayne Hargrove 1,006Evergreen Am 1,005Jason Faflik 1,004Dennis Perry 1,004Victor Rodos 1,004Anita Ferris 1,003Howard Dotson 1,003Jaman Testerman 1,003Nicole Brown 1,002Joshua Bugbee 1,002William Charnow 1,001Terrence Williams 1,000Humberto Contreras-Suarez 1,000Hinemoa Munro 1,000Crystal Reeves 999Preeti Sahgal 999Tenisha Seay 998Luke Edwin 995Jennifer Kopitski 994Ritia Tokahere 989Mohammed Haroon 989Matthew Caternolo 984Sharlene Key 983Maria Diringer 983Kaitlin Connolly 982Debra Guay 982Caitlin Herlihy 981Alexandra Hilario 980Anthony Ventura 979Maryam Alajoom 978Tara Kraus 977Matt Flores 976Ryan Landmark 974Aren Jackson 971Roberto Navarro 971Lisa Kahan 971Kenneth Rienth 971Linda Byas 968Arie Davis 967Fariba Darvishzadeh 965Debbie Hardy 961Shenelle Abraham 961Gregory Johnson 960Rita Charles 960James Dockrill 958Kennethia Walker 956Gregory McDuffie 955Jose Carvajal 954Michelle Burkhardt 953Liliya Hrabar 952Anshul Malhotra 952Adam Field 952Scott Remmey 950Raymond Angeles 950Michael Sudzina 949Janice Moseychuck 946William Brookshire 944Melissa Russell 944Jeffrey Cook 944Joseph Vasquez 943Kayla Pecora 942Robert Simmen 941Noel Blair 941Sonia Ramirez 938Nathen Causman $937John Del Bianco 934Natalia Tahana 933Vanessa Arnett 932Kascey Williamson 931Joseph Chighizola 928Lee Jeffers 927Leandro Silva 924Amr Shater 923Mariama Kandeh 922Sheree Norman 918Richard Humphrey 917Thomas Reddoch 916Kelly Ekker 916Regina Duval 915Adan Jimenez 914Paul Villar 914Michelle Savage-Cooke 912Randolph Souliers 911Marcus Shorts 911Jason Johnson 911John Holstein 910Mark Streeter 909Dylan Suagee 908Mark Diebolt 906Bryan Blust 906Hakan Ozalpasan 904Sean Riley 903Maria Magallon 903Michaela Williamson 902Frank Colletti 902William Cassity 902Terry Rosebrock 901Virginia Lee 899Kory Allenbaugh 898Joshua P Cook 897Ian Panter 897Majid Shiraz 896Cristi Huffman 896Steven Rotherforth 894Janel Wilder 894Ryan Polz 894Cindi Walker 893Carmenlita Green-Harris 893Martha Miller 892Christopher Velazquez 891Dennis Titcombe 890Carlee Richards 886Freida Yakubov 882Theresalee Aupouri 881Faleuseni Maumau 878William Aden 877Alma Castillo 875Christopher Straccialini 874Ronald Washington 874David Miller 873Katharine Myers 873Alieu Drammeh 873Melody Short 873Nina Dolman 872Robert Recker 872James Gallo 871James C Smith 871Aaron Garcia 870Natalie Soboleva 869It’s Time Spotlight November 2012 33

Brett Gryska $22,118Robert Kanaan 21,830Samuel Cohen 20,165Nicholas Lorence 19,579Robert Dunn 19,259Mathew Hart 18,776Ryan Bisanz 17,679Raymond Risucci 17,528Elias Hazen 16,777Byron Paz 16,373Jason Bratin 16,242Steven Cox 15,681Ofa Tupouniua 15,654Michael Laramie 15,521Brian Welsh 15,015Aaron Parks 13,827Ala Awad 13,498Bobby Gujral 13,482Michael Romeo 12,506George Noujaim 12,178Joshua Olin 12,010Emmanuel Villasenor 11,961John McGrath 11,830Nicholas Zangardi 11,453Joshua Jackson 11,426Haoyu Xu 11,380Mark Corkrean 11,284Krista Thieme 10,629Syed Quadri 10,588Bobby Szwaja 10,541Henry Ingraham 10,511Kenneth Greer 10,119Dustin Dunlap 9,972Michael Clemente 9,821Mack Doby 9,793Jordan Chalom 9,770Craig Strompf 9,463Ryan Hall 9,352Maria Willgruber 8,968Andrew McQuade 8,865Lucky Faaitiiti 8,660Nigel Crowe 8,122Ryan O’Malley 8,074Cameron Cimino 7,677Matthew Girard 7,598Randy Teyssier 7,562Leadership BonusCarl Nazaire $7,492Ransey Vazquez 7,470Mitch Duplantis 7,433Melne Lewis 7,193Zach Otto 7,188Humberto Quintero 7,055Kasali Kotun 7,005Matthew Turnquist 6,924Levar Morgan 6,881Moswen Taylor 6,803Jake Yagjian 6,730Adeyemi Akinade 6,336Mark Kukielski 6,305Sara Welch 6,299Cara DeFiore 6,235Erik Boyd 6,146Darron Hacker 6,125Marko Jankovic 6,056Noel Rose 6,041Steven King 5,980Nasr Quadri 5,934Corey Neff 5,822Christopher Hintz 5,645Richard Johnson 5,645Richard Barbour 5,528Marian Sertler 5,504Mavrick Fredericks 5,373Sebastian Kazek 5,346Dorian Brown 5,317Robert Shafer 4,885Ryan Wilson 4,766Dan Nebraski 4,735Ashley Wenning 4,664Angel Sanchez 4,630Jack Keiderling 4,600Bryon Welch 4,583Magda Figueiredo 4,436Paul Samra 4,422Atta Saleh 4,410Jared Cleckner 4,404James Allen 4,338Alfred Taren 4,280Roger Fung 4,188Darcy Schrieber 4,184Richard Henry 4,142Brent Arbour 4,125TOP10Caleb Douce $4,121Jessica Wilhite 4,040Brian Schreiter 3,949Scott Kim 3,924Cherri Xie 3,880Kellen Cuttance 3,865Evan Holzhauer 3,810Randall Cook 3,763Blake Higuchi 3,761John Hancock 3,738Fritznel Octave 3,735Kiet Truong 3,656Jessica Santamarina 3,521Chris Lussier 3,401Gregory VanSuch 3,378Christopher Favor 3,360Hunter Houvener 3,329Travis Brock 3,326Stephen Jeung 3,314Souleymane Bah 3,251Andre McCallum 3,247Antonio Monica 3,242Jesse Remby 3,182David Wang 3,171Matt Pflueger 3,125Dustin Dunbar 3,097Cole Murphy 3,089Chad Panzer 3,053Eric LaBossiere 3,048Mercedes Lloyd 3,016Mary-Delores Ayarzagoitia 3,014Rita Haidinger 2,917Brian Wilson 2,874David Guzman 2,864Casey Kunash 2,851Sharif Grays 2,850Kyle Klipp 2,831Charles Diulus 2,816Denise Berrios 2,808Albert Serur 2,803Mark Neilson 2,785Kathryn Chaisson 2,777Adam Huck 2,753William Parmeter 2,753Michelle Crowe 2,727Sokol Fazliu 2,708Brandon Teter $2,662Kyle Johnson 2,648Carlo Bonifazi 2,644Kevin Appasamy 2,621Brian Sundberg 2,597Carl Smith 2,567Ross Budweg 2,559Heather Leitch 2,487Darren Miller 2,475Sonny Gurney 2,440Joshua Bloomquist 2,426John Reeves 2,414Sean O’Reilly 2,401Dustin Rushin 2,401Denise Hewison 2,388I-Perfection Harris 2,371John Napiza 2,340Natalie Wagner 2,315Nicholas Moore 2,295Daniel Rapp 2,285Ryan Fickert 2,259Andrew Pratt 2,245Brodie Fischer 2,227Luay Ghawi 2,220Evan Wicklund 2,176Cherie Adams 2,142Andrew Aaron 2,140Rodney Ward 2,129London Burnett 2,123Alexander Dorey 2,097Josh Wheeler 2,064Aaron Ralston 2,055Brian Allt 2,054Tevita Tupouniua 2,053Vatapuia Vavau 2,049Robert Richman 2,049Matthew Conrad 2,020Joshua Goodman 2,001John Ophals 1,992Herman Fennell 1,986Anita Ferris 1,951Nicole Sanders 1,906Troy Plummer 1,892Christopher McMenomy 1,889Jonathan Maust 1,871Rajendra Narine 1,854BONUS$1,754,964TOTALQualifier Amount SGA Qualifier Amount SGAZachary Hart $50,972 Surace-SmithMatthew Parks 41,646 Surace-SmithDaniel Hartwig 36,091 Surace-SmithJustin Adams 33,084 Simon AriasStephen Jubrey 33,027 Oldham-BianchiDoreen Ryan-Foti $28,343 Jatoft-FotiMatthew Diulus 26,834 Simon AriasStephen Hill 25,818 Steve FriedlanderThomas Vena 23,372 Simon AriasJames Keefer 22,617 Simon AriasQualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier BonusAlexandra Graham $1,838Christopher Vasu 1,830Tina Phongsavath 1,830Kyle Wrobel 1,827Crystal Lynch 1,813Pamela Altman 1,797Christopher Osborn 1,778Richard Whyte 1,752Ryan McIntosh 1,745Tarisa Tooke 1,716Antonio Bond 1,670Andria Standifer 1,663Hal Herman 1,649Shelly Cullen 1,645Scott Wheeler 1,643Konnor Wyly 1,638Ashley Delevieleuse 1,632Thomas Soloweyko 1,612Jodi Bohdal 1,592Kaitlyn Good 1,580Aaron McLean 1,552Ryan Tucker 1,530Unique Hunnicutt 1,526Antonio Reyes 1,517Anthony Batista 1,501James Raymond 1,486Jonathan Emura 1,476Emil Mohareb 1,453Wendy Pierre 1,452Alberto Alcala 1,447Tyler Stewart 1,442Ricardo Grandt 1,436Patrick Knouse 1,432Aldina DaRosa 1,419Catherine Gennaro 1,410Robert Biser 1,409Jesse Spencer 1,398Samantha Sliger 1,397Andre Hawthorne 1,371Robert Burdi 1,370Delilah Abuosba 1,369Reuben Rios-Cruz 1,367Jennifer Kinder 1,366Andrew Paogofie 1,365Amr Shater 1,356Darrell Asbell 1,351Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier Bonus Qualifier BonusSharon Brenner $1,346Ruben Santillana 1,346Nicholas Powell 1,346Hector Carrillo 1,346Richard Nypower 1,344Zbigniew Stankiewicz 1,329Karolina Debek 1,323Raymond Ochoa 1,301Joshua Cosentino 1,289William Brookshire 1,282Kyle Taylor 1,279Mike Hudnall 1,277Stacey Davis 1,262Brooke Spain 1,241Lawerence Smith 1,219David Iriye 1,207Samuel Nudelman 1,199Zachary Frentsos 1,185Bryan Peters 1,178Sommer Daves 1,177Derron Alexander 1,176Eric Peyton 1,166Raymond Angeles 1,161Patrice Amador 1,149Erin Allen 1,145Harold Durana 1,137Shawn Donnelly 1,134Joshua Davidson 1,132Dustin Brooks 1,128Rebecca Klebsch 1,117Paul Kelly 1,100Michael Stuver 1,095Peter Van Der Westhuizen 1,074Valerie Cormier 1,059Lawrence Reardon 1,053David Schanuel 1,040Jean Joseph 1,036Christopher Chovanec 1,034Cameron Moore 1,033Aiman Mousa 1,020Ryan Hernandez 1,014World’s Greatest$1,607,482Lorenzo Lameko $1,011Keith Coscia 1,008Matthew Lukesh 1,005Yolanda Richardson 1,001Gian-Paolo Diberardo 999Maren Conway 995Brandi Hershey 994John Galindo 993Christopher Kennedy 992Patrick Donovan 989Lamine Diakhate 986Steve Svendson 981Michael Lipetri 976Alex Hernandez 974Melinda-Rae Lyse 973Alisha Armand 971Amelia Ropetikilifi 969Caleb Longley 966John Velardo 965Devin Dingey 963Marc Salvaggi 955Daniel Umbertone 947Philip Walters 945Kristan McConnell 945Amie McCracken 944Charles Fischer 929Michele Kirk 925Antonio Evans 916Alvin Hagens 915William Myatt 905Michael Williams 902Larry Giddens 900Jenna Grula 898Timothy Wilson 894Scott Patterson 892Erin Moore 892Kevin Huber 889Justin Tyburski 887Jason Wilk 887Joseph Duran 887Isaac Hernandez 885Maria Ramirez $873Matthew Cosic 872Irvin Johnson 870Gretchen Spain 869Sarai Castanon 868Brandon Smith 866Andre Bent 865Carissa Van Wagenen 864AshLynn Orng 859James Summers 853Jonathan Beaird 851Mathew Mealey 844Yihao Chen 844Philip Roffi 840Christine Judge 835Ronald Kutruff 832Joel Moran 832Tamoy Redwood 825Michael Polakowski 810Debbie Ezernack 809Stephanie Ellerton 808Prentiss Parker 805Cory Hobbs 804Christopher Earle 799Mir Khan 798Denice Copp 798Mohammed Moalawi 790Amanda Zophin 790Thomas Tiller 789Kristopher Washington 786Fuaifale Mauu 775Oscar Portillo 769Ronnie Patea 766Tanner Daves 762Andy Jaikaran 753Charles Ferrari 752Michael Turney 746Taina Lameko 740Joy Nardone 736Tere Diamond 736Dwelyn Smith 730Elaine Kulawiak $728Shorne Brown 726Ho Tran 720Cynthia Schneiderman 716Ashley Gregg 716Jasmine Milton 712Eluerecia Guzman 707Melissa Quintal 707Dmitriy Kagan 706David Frederick 704Derek Franc 702Tamara Hughes 702Alex Grakhov 700John Leggio 697Dennis Urbanowski 695Debra Hunter 692Juan Cardona 691David Thornton 690John Serrano 690Robert Drake 685Mark Glazer 685Christopher Follestad 679Rachel Wade 678Barry Dillah 675Ronald Esmon 673Daniel Bernard 671Jordan Freeman 664Nadezhda Vitchev 664Trevor Mayer 662Kate Daye 659Ikani Fifita 656Russell Trujillo 648Paul DeRenzo 637Billy Northington 634Stephen Darrington 633Kardel Brooks 624Zakaria Elasri 618Edona Hughes 615John Stankoski 611Daniel Bauer 611Zachary Santino 6083BONUS TOTAL$3,402,970Tiare Hubbard $606Sara Vaz 606Ryan Stenglein 600Cynthia Sittig 599Joseph Schneider 599Robert Nolan 598Aaron Haynes 594Eric Trautloff 589Robert Gibson 585Calvin Irving 578Gretchen Crady 576Ronald Baldwin 576Jacqueline Kosalek 574Leah Stoltz 573Mikhail Mishkov 571Newman Hoverd 570Billy Jones 569Bernadette Casciato 565Alon Fischer 565Tony Geer 563Marcus Moody 562Jorge Guerra 559Scott Davison 559Lora Beronja 543Robert Martin 541Priscilla Nelissen 537Minh Phung 523Erik Graham 522Reynolds Akuamoa 519John McCreary 519Mark Gorman 516Chad Potts 515Gregory McDuffie 513Matthew Willrodt 510Steven Stensrud 505Bryan Blust 503Brian Jerome 502ReinstatementLeadership$40,524 $1,754,964All qualifiers listed achieved at least $500 in bonus totals36 Spotlight November 2012 It’s Time It’s Time Spotlight November 2012 37

PerspectiveArias Agencies NamedPittsburgh’s TopWorkplace AmongSmall BusinessesIn a recent Pittsburgh Post-Gazette listingtitled “Top Workplaces 2012,” AriasAgencies was named the #1 workplacein the small business category (50-149employees). Selections for the list werebased solely on feedback by employees.Scott SmithPresident& Chief Marketing OfficerMIND – GUTS – HEART Planning for 2013This is the time of year to talk about your strategy for 2013. Withouta plan, very few people achieve success. Without a plan, very fewpeople make their destination.There are three separate and distinct parts of who you are that play vitalroles in your success. They are your mind, your guts and your heart.Do you know what you want? Here is where your MIND comes in. Youmust use your brains to come up with a realistic and achievable planthat, with proper execution, can be accomplished. Most people reallydon’t know what they want. Until you actually write it down, it’s just adream. Once you write your goals and dreams down, you have to startto put that picture in your mind every day. You’ve written it down,you are visualizing, it then becomes time to take action!With the PresidentAIL/NILICO President Scott Smith threw the gauntlet beforeSGAs James Cunningham and Jamison Weatherspoon, whoresponded with their best production month ever in September2012: $159K. True to his word, Scott and his wife Peggy showedthe SGAs and their top producers — RGA/MGA I-PerfectionHarris, GA Kyle Wrobel, SA Jon Anderson and Agent MichaelSudzina — some Texas hospitality by hosting a cookout at theirhome in McKinney.You must believe anything is possible. If you don’t believe it’s possiblefor you, what are the chances it will happen? At the SGA Meeting,I mentioned that people who call me with ideas are generally thosewith growth, but people who aren’t growing generally call me withexcuses. Stop making excuses and start believing in what’s possiblefor you. The one thing that people who enjoy success have is belief inwhat can be!Don’t be limited by past performance. Every day is a new day to make adifference. We can’t look back to the past and wonder “what if.” Allyou have is the present moment. Make a difference today, and todaywill take care of the week, the week the month, the month the year…and the year the career.Tend to the details. We don’t always see the immediate results ofwhat we just did. You have to execute the little things knowing thatthey will pay dividends in the long run. A small amount of moneyinvested on a regular basis grows to a fortune after a number ofyears. Let the power of the little decisions and choices you makeevery day work for you.With retired SGA Joe Manonedon’t realize until after you take action. Learn from it. It’s okay tomake mistakes. The people who make the most mistakes generallyget the most accomplished. Those who fail a lot are likely to havea lot more success. Why? They are taking more action. They areputting themselves out there. They are willing to take chances. Youmust be willing to fail.Finally, have the HEART to love those you are providing leadershipto; or to love those who are providing leadership to you. When youtruly care about the people with whom you have surrounded yourself,the power of emotion can drive you like nothing else. If you don’t careabout the people around you until knowing their failure will causeYOU pain, then you can never achieve your full potential.The heart drives more plans to fruition than any other factor.“Ya gotta do what ya gotta do.”Have the GUTS to stick to your plan. The toughest step to take is…the next one. Sometimes the next step is the wrong one, but youIt’s Time Spotlight November 2012 39

MeetYouThere!2013 Convention:June 2 - 5Stay at the wonderful HiltonRiverside. Located in NewOrleans, Louisiana! For completeConvention Qualifications, go to:www.ailife.com/arc/spotlight.aspxIt is now safe to use electronicmusic devicesNew Orleans is the Birthplace of Jazz!