February 2009 - American Income Life

spotlightFebruary 2009 Vol. 42 No. 2R O G H I E H A S S A N L O Oi n d i v i d u a l p r o d u c e ro f t h e y e a r2 0 0 8A monthly publication spotlighting top producers of American Income Life and National Income Life

Bonus4 Spotlight February 2009 Will 2 WinPUBLIC RELATIONS BONUSAl Wall Josh Chalom $3,022.05Mark Gagliardi Jatoft-Foti 1,316.50Nadine Boudreault SK 913.50Fran Christie BC 885.00Jacqueline Lowe AB 808.50Robin Andrade MA 726.08Amanda Mlinaz Matt Henderson 543.00Marilyn Gonzalez Horace Johnson 465.30Bill Verbeten Joe Manone 423.00Heidi Diecedue Joseph Diecedue 406.50LEADERSHIP BONUSBen Halali Jatoft-Foti $15,495.86Stephen Hill Steve Friedlander 13,722.44Wayne Fader Marc Rosen 11,526.89Lorenzo Lameko Steve Friedlander 10,473.59Daniel Phares Scott Keeney 8,508.39Samuel Cohen Fred Hadayia 7,068.82Earnest Powers Simon Arias 7,044.06Natalie Lloyd Sabrina Lloyd 6,688.85Alberto Alcala Marc Rosen 6,561.80Harjeet Rana Imran Satti 6,351.77REINSTATEMENT BONUSSami Mogannam Jatoft-Foti $3,974.58David Jackson Tom Williams 2,524.48David Wang Bob Olson 1,523.38Nabil Spahi Eric Giglione 1,358.95Lance Martin Surace-Smith 1,320.99John Bulecza Matt Henderson 907.05Arthur Westergren Tom Williams 800.37Benton Tong Cohen-Cohen 697.05Lawrence Turk Theodore Pappas 595.77David Ackerman Eric Giglione 591.00WORLD’S GREATEST BONUSErnesto Magat Jatoft-Foti $7,629.24Roghie Hassanloo Josh Chalom 6,797.34Robert J Dunn Surace-Smith 6,582.37Karen McQuoid Steve Friedlander 6,359.40Brock Lampee Altig-Orlovic 6,319.18Andrew Haskins Altig-Orlovic 5,519.72Lafi Papalii Steve Friedlander 5,446.01Barbara Corigliano Sabrina Lloyd 5,111.23David Ramirez Jatoft-Foti 5,016.45Travis Ammann Simon Arias 4,781.55EARNEST POWERSBonus Count*: 2Bonus: $1,747.19Simon Arias AgencyTASHA TUCKERBonus Count*: 3Bonus: $1,420.19Bob Olson AgencyBonus BunusName Count* AmountAtta Saleh 1 $981.05Michael Vasu 2 968.21Billy Wilder 2 966.03Mark Bleier 2 843.98Brett Gryska 2 832.03Taneshia Solomon 3 809.94Kasali Kotun 2 739.45Cynthia Romero 1 696.10Matthew Lukesh 3 655.01Timothy Matteson 2 599.58Tiffany Roland 2 554.36Patrick Bendure 1 548.35Robert Kanaan 1 546.30James Vatert 2 506.32Calvin Moore 2 469.77Paulo Rosa 1 457.23Jermaine Gunter 2 450.73Jared Mlinarich 2 450.44Philip Prata 2 448.91Dorian Oldham 2 433.56Richard Correa 2 406.16Joseph Kuzmanko 1 393.22George Lahamedjian 1 344.45Daniel Phares 1 335.34Sean LaCroix 1 330.51Natalie Linker 1 299.68Brian Wolchok 1 299.54Steven King 1 291.34Matthew Melhorn 1 290.88John Hughes 1 283.43Dustin Dunlap 1 283.18Michael LiBassi 1 281.52I-Perfection Harris 1 275.55Shawn James 1 274.18Yvonne Zarathustra 1 274.08Daniel Orr 1 273.15Curt Snow 1 268.70Stephen Hill 1 267.60Byron Paz 1 258.30Christopher Stephens 2 252.24Roghie Hassanloo 1 251.20Samantha Jacobsen 1 228.62Augustine Facundo 2 225.23Alberto Alcala 1 224.64Haoyu Xu 1 220.26DAVID HAUSMANBonus Count*: 3Bonus: $1,364.19Eric Giglione AgencyLORENZO LAMEKOBonus Count*: 2Bonus: $1,321.30Steve Friedlander AgencyHARJEET RANABonus Count*: 2Bonus: $1,081.35Imran Satti AgencyBonus BunusName Count* AmountStephen Jubrey 1 $214.01David Iriye 1 212.20Dennis Titcombe 1 210.29Laura Fisher 1 207.68Michael Sheets 1 201.83Scott Hanna 1 193.44Chris Johnson 1 193.05Tracy Haden 1 187.03Kyriacos Davis 1 185.36Cassaundra Gordon 1 181.80Rishaun English 1 179.17Kurt Walters 1 179.17Ben Halali 1 170.10Ryan Neel 1 169.75Scott Latta 1 168.54Evan Holzhauer 1 167.11Francisco Perez 1 158.88Fritznel Octave 1 155.34Robert Biser 1 153.59Daniel Walton 1 153.59Tim Schroeder 1 152.16Zeve Katz 1 149.94Erez Shabtay 1 149.94Christopher Keller 1 145.67Corey Carbon 1 145.52TOTAL $38,049.19Managers are off and running! The first month of this contest resulted in 139managers hitting the bonus. AIL/NILICO looks forward to recognizing all ofour managers who have the WILL 2 WIN and lead their teams to success.Based onFirst Time 15%Bonus EarnersBonus BunusName Count* AmountAmanda Beyersdorff 1 $144.98James Cunningham 1 144.98Cory Friedman 1 144.57Charles Bradley 1 142.71Ronald Rivera 1 139.83Perry Taylor 1 139.83Brad Thomas 1 139.80Daniel Hartwig 1 139.04Jewmekia Morton 1 138.97Mitch Duplantis 1 137.50Stacie Jones 1 137.50Jesus Gonzalez 1 137.04Paul Samra 1 135.03Richard Barbour 1 132.91David Mellies 1 131.49Jay Meyer 1 130.09Alba Wandurraga 1 129.15Abolfazl Mohammadi 1 125.60Dawn McElwain 1 120.04London Burnett 1 119.20Thomas Craig 1 117.43Jason LaFayette 1 115.20David Ackerman 1 110.58Roger Melton 1 110.52Adrena McCreary 1 110.41James Hill 1 108.93Aldonta Garrett 1 108.13Nasser Alvarado 1 107.47Alan Weissen 1 106.64Eli Pierce 1 106.10Desi Dimitrova 1 102.13Bernardo Lopez 1 102.13Joseph Narcisi 1 101.56Jason Taylor 1 101.56Shane Powell 1 101.15Norbert Medina 1 100.92Bonus Count*:the total number of Agents under theindicated Manager who have reached the15% Bonus level for the first time.Will 2 Win Spotlight February 2009 5

President’s & Founder’s ClubsProducersName Times Qual SGABrenda Anderson 1 Altig-OrlovicTheresa Bellajaro 3 Altig-OrlovicRichard Carter 1 Altig-OrlovicMario Chavez 1 Jatoft-FotiSamantha Chui 2 Matthew HoganBobby Gujral 1 Altig-OrlovicBen Halali 1 Jatoft-FotiScott Hanna 1 Tom WilliamsKevin Ishikane 1 Altig-OrlovicBrock Lampee 1 Altig-OrlovicKelly McDonald 1 Altig-OrlovicKaren McQuoid 4 Steve FriedlanderTimothy Nolan 1 Oldham-BianchiElvis O’Banor 1 Eric GiglioneEd Olfert 4 Altig-OrlovicWilliam Parmeter 1 Oldham-BianchiHerivelto Pereira 2 Jatoft-FotiDaniel Potilechio 5 Bob OlsonMax Quasem 5 Cohen-CohenJoaquin Santos 1 Jatoft-FotiAmir Sedaghat 4 Altig-OrlovicKaren Sessing 1 Marc RosenRandolph Souliers 1 Altig-OrlovicHelen Taylor 3 Altig-OrlovicLily Tchen 3 Cohen-CohenRobert Ulreich 6 Jatoft-FotiJamison Weatherspoon 1 Surace-SmithFreida Yakubov 1 Tom WilliamsPRNamePresident’sClubTimes Qual SGA/DirectorKenneth Altizer 3 West VirginaRobin Andrade 2 MassachusettsAl Wall 3 Josh ChalomProducersName Times Qual SGASamson Adelufosi 1 Eric GiglioneTheresa Bellajaro 1 Altig-OrlovicRichard Carter 1 Altig-OrlovicTimothy Cruise 1 Altig-OrlovicRobert J Dunn 1 Eric GiglioneCassaundra Gordon 1 Fred HadayiaBobby Gujral 1 Rick AltigBen Halali 1 Jatoft-FotiRoghie Hassanloo 2 Josh ChalomEugene Kashkin 1 David OrricoJoey Kennedy 1 Altig-OrlovicBrock Lampee 1 Altig-OrlovicKaren McQuoid 1 Steve FriedlanderElvis O’Banor 1 Eric GiglioneDaniel Potilechio 1 Bob OlsonMax Quasem 3 Cohen-CohenKaren Sessing 1 Marc RosenHelen Taylor 1 Altig-OrlovicLily Tchen 3 Cohen-CohenRobert Ulreich 2 Jatoft-FotiHaoyu Xu 1 Imran SattiFreida Yakubov 2 Tom WilliamsBianca Zaragoza 1 Steve HartmanPRName Times Qual SGAKenneth Altizer 1 West VirginaRobin Andrade 2 MassachusettsVivian Dwyer 1 VA/L. OnaschRona Pileggi Spano 1 Chicago/L. OnaschAl Wall 1 Josh ChalomFounder’sClubOutlookLarry StrongVice President ofAgency Leadership DevelopmentMission, Purpose, PassionHer name was Erma Lex and she had a white picket fence in front of herhouse. She was my first sale 25 years ago. Why I can remember her name (orthe white picket fence) is something of a mystery to me. If I’m lucky, I mightbe able to remember where I parked my car at the airport after a four day trip.But I remember Erma like it was yesterday.I was reminded of Erma during the Leadership Development School heldin McKinney, Texas on February 10th through the 12th. The gathering ofmanagers was 100 strong, and it was three days that I will never forget. Ithoroughly enjoy watching people express themselves—especially when itcomes to their relationship with American Income Life and National IncomeLife. What struck me the most was the underlying theme that evolved.Woven between each topic presented and the comments expressed were threekey points that kept coming up: Mission, Purpose, and Passion.Mission. “A strong inner impulse toward a specific course of action, especiallywhen accompanied by conviction of divine influence.”Your mission defines who you are and what you are all about. It determinesyour actions, your thoughts, your words, and your choices. Your mission is yourlighthouse – it serves as your guiding light in times of doubt or uncertainty.As long as you follow this light, you know you are traveling in the rightdirection. Without it, you’ll go in whatever direction seems right at the time.Like the saying goes, “If you don’t know where you’re going, any road willget you there.”What is your mission? Is there a strong “inner impulse” and conviction thatdrives your reason for being a part of the AIL/NILICO family? Are you “oncourse” with the right kind of actions that will consistently put you in positionto win?Purpose. “The anticipated and intended outcome that guides yourplanned actions.”Purpose is the why behind the what that you do. Many times when youdefine your purpose, you define it in a way that benefits you and that isrelated to making money for self-gain. It is only when you pursue a farreachingpurpose, greater than you and worldly possessions, that you will betruly fulfilled.New SGA: Sam LaSala, MississippiI remember the words my Pop, CarlLaSala, told me before he passed9 years ago. “You can accomplishanything you put your mind to, Son,just don’t quit. These words haveinspired me to always push forwardand not lose sight of my dreams.I am also inspired by my secondSGA, Mr. James Bailey. He bringssuch a passion to the agency andis committed to excellence, not onlyin his life but in the lives of those hesurrounds himself with.My advice to all those who are associated with American Incomeis to be the best person you can be to help others achieve theirdreams; in return, you will be a better leader for doing so. I amso excited to be the newest state director with the number oneinsurance company in the world, and I am committed to being apart of the force behind getting American Income Life to the nextgoal of $250 Million ALP.of countless individuals carrying out different purposes. When you live apurposeful life, others who also share in the pursuit of a noble purpose willnaturally gravitate to you. You then have a group of individuals servingvarious purposes for a great and noble cause, and the impact is deeper andmore far-reaching than you could ever imagine. Even if you don’t see theend product, you will revel in the fulfillment that comes with knowing youserved your purpose and led a life that inspired others to do the same.Why do you work for AIL/NILICO? To recruit? To sell insurance? Don’tconfuse your job description with your purpose. To make money? You workfor a paycheck – but you live for a purpose. What do you live for?Passion. “An intense, driving, or overmastering feeling of conviction.”Passion is committed energy channeled from your inner-most being.Passion is the difference between enduring and excelling; it is your WILL2 WIN. Passion is often underrated because it is an emotion. Many preferreason over passion, especially in the business world. But what is oftenoverlooked is the fact that people make choices based on emotion. You canrattle off numbers and make a reasonable attempt to sell policies or recruit,but if you do not appeal to the heart of a person by projecting your fire forwhat you are doing, then they won’t believe in you or your product.Is there a deep, stirring emotion that permeates every fiber of your beingwhen it comes to your career? Is it obvious to those around you as well asyour prospective clients that you love what you do?You see, Erma didn’t enroll because of my stellar sales presentation,underwriting knowledge, or phenomenal closing skills. What Erma “bought”was my passion for wanting to help her and those she loved. It wasn’t thenumbers and facts she believed in, it was me. My mission was clear, mypurpose unwavering, and I am grateful Erma believed in me.For three days I had the privilege of listening and watching 100 fellowassociates express their Mission, Purpose, and Passion—about life, theirdreams, and their relationships with AIL/ NILICO. Let me encourage youto take some time to assess what your mission and purpose are, as well ashow passionate you are about your current role. As we continue the marchtowards $250 Million ALP, may our mission be well defined, our purposenoble, and our passion like a strong magnet attracting the multitudes toOpportunity Unlimited!In fulfilling your purpose, you may never fully experience the fruits of yourlabor. This should not discourage you; rather, it should inspire you to noends! You are seeking out your purpose not for personal gain but for the Stay Strong! Lead On!gain of something greater than you. This may require lifetime after lifetime8 Spotlight February 2009 Will 2 Win Will 2 Win Spotlight February 2009 9

Master General AgentsRankName1st Six Mo AgtNet ALPNet to GrossRetentionSGAPublic RelationsCategoryRankNameProductionSGA/Director3. EarnestPowersPittsburgh, PA1. StephenHillAuckland, NZ4. PatrickBendureColumbus, OH2. LorenzoLamekoAuckland, NZ5. NatalieLloydNew York, NYRegional General AgentsJanuary ProductionYTD ProductionJanuary ProductionYTD Production1. Stephen Hill $84,176 $107,967 99 Steve Friedlander2. Lorenzo Lameko 63,426 93,305 96 Steve Friedlander3. Earnest Powers 58,852 64,576 69.2 Simon Arias4. Patrick Bendure 43,944 74,047 71.2 Surace-Smith5. Natalie Lloyd 43,040 48,256 83 Sabrina Lloyd6. Jeffery Thiel 41,777 61,534 71.0 Simon Arias7. Yvonne Zarathustra 40,711 57,893 83.8 Cohen-Cohen8. Michael Vasu 40,002 70,349 75.7 Surace-Smith9. Daniel Phares 36,653 40,245 70.7 Scott Keeney10. David Hausman 36,546 57,232 69.9 Eric GiglioneALL TIME RECORD: JEFF RIBMAN $326,483 1st Six Mo AgtALL TIME RECORD: JEFF RIBMAN $364,483 Net ALP*1. Stephen Hill 84,176 107,967 99 Steve Friedlander*2. Lorenzo Lameko 63,426 93,305 96 Steve Friedlander*3. Earnest Powers 58,852 64,576 69.2 Simon Arias*4. Patrick Bendure 43,944 74,047 71.2 Surace-Smith*5. Natalie Lloyd 43,040 48,256 83 Sabrina Lloyd6. Jeffery Thiel 41,777 61,534 71.0 Simon Arias7. Yvonne Zarathustra 40,711 57,893 83.8 Cohen-Cohen8. Michael Vasu 40,002 70,349 75.7 Surace-Smith9. Daniel Phares 36,653 40,245 70.7 Scott Keeney10. David Hausman 36,546 57,232 69.9 Eric GiglioneALL TIME RECORD: JEFF RIBMAN $1,802,351 1st Six Mo AgtALL TIME RECORD: PAUL RUMBUC $2,168,283 Net ALPRankName1st Six Mo AgtNet ALP1. Taina Lameko $173,655 $230,840 96 Steve Friedlander2. Mitch Duplantis 135,150 182,250 68.2 Marc Rosen3. David Hausman 112,165 165,753 70.6 Eric Giglione4. Sonny Gurney 106,153 227,813 71.4 Paul Rumbuc5. Eric LaBossiere 75,713 170,262 76.2 Altig-OrlovicALL TIME RECORD: JIM BIANCHI $250,884 1st Six Mo AgtALL TIME RECORD: JIM BIANCHI $470,822 Net ALPNet to GrossRetentionSGALeoVanDenBusscheCATEGORY AAdolphe, MBJanuary ProductionYTD ProductionMgr 1. Laura Mackin 6,917 Cards MB/ Jacqueline deVooght2. Brenda Stipanovich 5,215 Cards PA/ Tim Farr3. Malka Arony 5,043 Cards Los Angeles/ Rachelle ValdezA 1. L. VanDenBussche 2,728 Cards MB2. Al Wall 2,367 Cards Josh Chalom3. Jacqueline Lowe 2,246 Cards AB4. Laura Mackin 1,737 Cards MB5. Susan Gilbert 1,686 Cards Chicago/ Laurie OnaschB 1. Robin Andrade 2,239 Cards MA/ Susan Kelleher2. Paul Winslow 1,437 Cards St Louis/ Patti Morgan3. Billy Sauers 1,273 Cards Tom Williams4. Erica Dalager 1,253 Cards MN5. Jessica Ingerick 1,127 Cards DC/ Laurie OnaschALL TIME RECORD: 18,960 CardsC 1. Jerry Hartnett 9 Groups Surace-Smith2. Richard Case 7 Groups Surace-Smith3. Kenneth Altizer 6 Groups WV/ Tim Farr4. Heidi Diecedue 3 Groups Joseph Diecedue5. Stephen Crockett 3 Groups Philadelphia/ Tim FarrALL TIME RECORD: VIVIAN DWYER 55 GroupsMgr *1. Laura Mackin 6,917 Cards MB*2. Brenda Stipanovich 2,907 Cards PA3. Malka Arony 2,552 Cards Los Angeles/ Rachelle ValdezA *1. L. VanDenBussche 2,728 Cards MB*2. Al Wall 2,367 Cards Josh Chalom3. Jacqueline Lowe 2,246 Cards AB4. Laura Mackin 1,737 Cards MB5. Susan Gilbert 1,686 Cards Chicago/ Laurie OnaschB *1. Robin Andrade 2,239 Cards MA/ Susan Kelleher*2. Paul Winslow 1,437 Cards St. Louis/ Patti Morgan3. Billy Sauers 1,273 Cards Tom Williams4. Erica Dalager 1,253 Cards MN5. Jessica Ingerick 1,127 Cards DC/ Laurie OnaschALL TIME RECORD: DENISE BOWYER 61,879 CardsC *1. Jerry Hartnett 9 Groups Surace-Smith*2. Richard Case 7 Groups Surace-Smith3. Kenneth Altizer 6 Groups WV/ Tim Farr4. Heidi Diecedue 3 Groups Joseph Diecedue5. Stephen Crockett 3 Groups Philadelphia/ Tim FarrALL TIME RECORD: KENNETH ALTIZER 136 Groups1. Taina 2. Mitch 3. DavidPublic Relations Manager selection guidelines for recognition in the Spotlight are as follows:Lameko Duplantis HausmanMust have two PR Representatives coded and meet all production requirements.Auckland, NZ Long Island City, NYEdison, NJ*1. Taina Lameko 173,655 230,840 96 Steve FriedlanderTim FarrCategory A = SGA categories I and II.*2. Mitch Duplantis 135,150 182,250 68.2 Marc RosenCategory B = SGA categories III, IV, V, VI, VII, and VIII.3. David Hausman 112,165 165,753 70.6 Eric GiglioneCategory C = Top number of group credits signed from all SGA categories.Also, please note, the number of leads will be used to break a tie in Category C.4. Sonny Gurney 106,153 227,813 71.4 Paul Rumbuc5. Eric LaBossiere 75,713 170,262 76.2 Altig-OrlovicALL TIME RECORD: JIM BIANCHI $1,989,902 1st Six Mo AgtALL TIME RECORD: JIM BIANCHI $4,570,094 Net ALP14 Spotlight February 2009 Will 2 Win Will 2 Win Spotlight February 2009 15PaulWinslowCATEGORY BSt. Louis, MOAlWallCATEGORY AToronto, ONJerryHartnettCATEGORY CCleveland, OHPR Directorof the QuarterLauraMackinPR MANAGERWinnipeg, MBRobinAndradeCATEGORY BMalden, MARichardCaseCATEGORY CCleveland, OH

v New SGAs with pro-rated objectives are not eligible to compete for Year ToDate Awards. SGAs must be at full objective for the last 6 months of the year.1st Six Month AgentNet ALPCategoryNameNet to GrossRetention1st Six Mo Agt1st Six Mo Obj% of ObjCategoryNameNet to GrossRetentionNet ALPNet ALP Obj% of ObjMarcRosenCATEGORY IIJimSuraceCATEGORY ISimonAriasCATEGORY IIIMarcusSmithCATEGORY ISabrinaLloydCATEGORY VJanuary ProductionYTD ProductionI Surace-Smith 68.4 $287,753 $270,000 107Jatoft-Foti 71.9 232,318 210,000 111II Marc Rosen 68.2 141,209 117,000 121Steve Greer 69.9 109,817 117,000 94III Simon Arias 70.4 115,387 126,000 92V Sabrina Lloyd 82 71,273 52,000 137VI Scott Keeney 71.2 67,414 74,000 91VII John Akers 69.6 57,882 56,000 103I Surace-Smith 68.4 287,753 270,000 107Jatoft-Foti 71.9 232,318 210,000 111II Marc Rosen 68.2 141,209 117,000 121Steve Greer 69.9 109,817 117,000 94III Simon Arias 70.4 115,387 126,000 92V Sabrina Lloyd 82 71,273 52,000 137VI Scott Keeney 71.2 67,414 74,000 91VII John Akers 69.6 57,882 56,000 103JoshChalomCATEGORY IIJimSuraceCATEGORY IImranSattiCATEGORY IIIMarcusSmithCATEGORY ISabrinaLloydCATEGORY VJanuary ProductionYTD ProductionI Surace-Smith 68.4 $543,415 $520,000 105Cohen-Cohen 77.2 326,985 338,000 97II Josh Chalom 69.9 220,406 220,000 100Marc Rosen 68.2 207,793 230,000 90III Imran Satti 71.9 188,819 195,000 97Alt-Orl-Deley 70.4 198,171 210,000 94Imran Satti 72.3 199,249 173,000 115V Sabrina Lloyd 82 78,058 86,667 90VI Scott Keeney 71.2 121,435 130,000 93I Surace-Smith 68.4 543,415 520,000 105Cohen-Cohen 77.2 326,985 338,000 97II Josh Chalom 69.9 220,406 220,000 100Marc Rosen 68.2 207,793 230,000 90III Imran Satti 71.9 188,819 195,000 97Alt-Orl-Deley 70.4 198,171 210,000 94V Sabrina Lloyd 82 78,058 86,667 90VI Scott Keeney 71.2 121,435 130,000 93ScottKeeneyCATEGORY VIJohnAkersCATEGORY VIITop RookieJanuary 20091st Six Month AgentScottKeeneyCATEGORY VITop RookieJanuary 2009Net ALPCategory VCategory VSabrina LloydNet to Gross 821st Six Mo Agt $71,2731st Six Mo Obj $52,000% of Obj 137Sabrina LloydNet to Gross 70.8Net ALP $78,058Net ALP Obj $86,667% of Obj 90The Top Rookie is an SGA with less than one yeartenure who achieved the highest percentage of1st Six Mo Agt Objective for the featured month.The Top Rookie is an SGA with less than one yeartenure who achieved the highest percentage ofNet ALP Objective for the featured month.16 Spotlight February 2009 Will 2 Win Will 2 Win Spotlight February 2009 17

PromotionsRegional General AgentDavid AckermanSteven EngravAaron GebkeDarren MillerChad NeffMaster General AgentHilda AmesMercedes AyalaLesly BernardRichard BlakeLondon BurnettRudi CamenzindJames CunninghamKellen CuttanceBruce DavisAmanda DealJason DutyBenjamin FotiAldonta GarrettZachary HartEvan HolzhauerDanielle JankowskiRencel JonesStephen JubreyKasali KotunAlbert LauJason LobringAntonio Monica25 Years of ServiceRobert Seeber19 Years of ServiceKathleen Unitas17 Years of ServiceCharles Hill15 Years of ServiceTimothy GrayMelinda-Rae Lyse11 Years of ServiceAndre AbramovichManon Brulotte9 Years of ServiceJose SanchezBarbara Stillwell7 Years of ServiceMichelle BaxterPatrick DurayShannon Walker6 Years of ServiceChristopher ClarkDesi DimitrovaByron PazShelly RussellPatrick Stenglein5 Years of ServiceBrenda HadayiaRobert HarrisLeon ThompsonAgtAgtPRPRSGAAgtPRGAGAPRRGAPRRGARGARGAMGARGAMGAMGARGA18 Spotlight February 2009 Will 2 WinMaster General Agent (cont.)Asta RamanauskaitePaul SamraAnderson SooknananBeau SpringerAnca SusanJarred SykesJoshua ToftNichole TurnerDaniel WaltonSara WelchGeneral Agent 60%Ala AwadJulius BakerRobert BiserShawn JamesBradley KampmeierHsiaohsuan LiJamison WeatherspoonJustin WilsonMark ZiemianskiGeneral Agent 57.5%Michael BlackJason BratinBernard CoffeyKevin DavisCara DeFioreMagda FigueiredoJoseph FlynnAnniversaries4 Years of ServiceLennis Hayes AgtThomas Reagan MGARonald Rivera MGAMatthew Willrodt MGA3 Years of ServiceWilliam Chang MGARory Crockford RGATimothy Dawe SABenjamin Eggen AgtKatherine Fallon AgtChristopher Jordan MGAEwa Marinaccio GATimothy Nolan AgtRobert Shafer SGAGrant Sharp MGAAnderson Sooknanan MGARicardo Subero MGABradley Weigand MGAMathew White Agt2 Years of ServiceNancy Adkins PRJames AllenMGADonny Bowen RGACarl BrownSANathan Cook GATravis EickGAGeneral Agent 57.5% (cont.)Arlene GrossoClifton HortonBarry JacobyPaul JohnsonDmitriy KaganChristopher KellerErin MoyerDaniel OrrSabrina OwensHumberto QuinteroRobert SlocumRonald StarrAdam TrubaczKristi VangFederico WatkinsGoldie WellsVictoria WnekFrancisco ZarathustraSupervising Agent 55%Jacob AriasAmanda BeyersdorffNicholas BloomJames BuhrowHugo ChavezVanessa ClarkBeverly Diaz de LeonTami DixonDustin DunlapKristin Garramone-HagerJoseph GeerRyan GoodwinSupervising Agent 55% (cont.)Phillip JenkinsJoshua LenixJose LomeliCarlos MartinezMichael McJunkinsMyron MontanoHelen PapazyanYadollah PourjalaliAndrew RanceNicholas RiceEmmanuel VillasenorDavid WheelerEric WilliamsAmelia ZeigerSupervising Agent 52.5%Justin AdamsJanet AlexanderJason AndersonEric AngelinoDebra BellFelix BergerAndre BishopCharles BradleyChad BrownDorian BrownHarmandus BuckleDino BuricWilliam BurnsStephanie BurressSebrena CohenBarbara Corigliano2 Years of Service (cont.)Kenneth Greer MGAKasali Kotun MGAMatthew Lukesh MGAGhina Malaney AgtDale MeyerAgtAntonio Monica MGADuane Robertson GATiffany Roland RGAAlan Weissen GADerek Wiens MGA1 Year of ServiceMoussa Adou MGAOsei Agyeman SAAlek Auxier RGAKiran AyaSAKimberly Bird MGAJames Burke SAJuan Cardona GAWei ChenAgtShanshan Chen AgtKellen Cuttance MGAShannon Donald GAJoan GironSADaniel Griffin AgtJohan Henriksbo MGAJayne Herrick AgtJerrell Johnson GADarryl Jones AgtSharnitha King SADustin Kiss SASupervising Agent 52.5% (cont.)Mario DePintoWendell DingleJennifer HollidaySeth HolmbergMike HoustonGregory JacksonChris JohnsonJacqueline Kabluyen-MitchellAmandeep KaurCarlos KelleyPriya LottCbyrd LucasPhillip McCallEvelyn NkwentiWilliam ParmeterJames RaymondLivingston ReidJacqueline ReimClifford ReneMichael RiveraGregory RochesterCarl RuddAsghar SajjadLily ShipleySeung SuhTasha TorainJoseph UpplegerHector UrenaCharnetta WeemsPatrick Wright1 Year of Service (cont.)Sanele Lafaele AgtEton Lawrence AgtVera LeusMGAMala Manufalealili AgtJason Marlow GARyan NeelSACody Novak MGARyan O’Donnell SASilvia Ortiz SABerlinda Parker AgtWilliam Parmeter SAGerman Pena SAAnne Powihongi SAEddy Prellwitz AgtRobert Reagan GARonald Rhodes SARichadean Rhodes-Hunter AgtErik RiceAgtFrederick Roberts AgtVictor Rodos SAMildred Rush SAJosh Sablan MGABrandon Schwed AgtAdam Smith AgtToafa TeoSABrad Thomas SACurtis Visser AgtDavid Wheeler SACynthia Wilwayco AgtScott Wszolek AgtShawn Yarbrough AgtTimothy Zettlemoyer AgtPerspectiveFind Your Way to WinCongratulations to all of the individual producers and sales leadersrecognized in this month’s issue of the Spotlight! The efforts of theseindividuals will land them on stage at Convention in Beverly Hills ina month or so. They will be recognized as the best of the best…theyfound a way to win.Those being recognized likely possess the Winning Five, what I callthe five fundamental traits of those who enjoy success at American andNational Income Life. These five are:1. Confidence2. Accountability3. Self-Discipline4. Loyalty5. HumilityScott SmithExecutive Vice President& Chief Marketing OfficerConfidence is a must. As a leader, the confidence with which youmake decisions determines the level of confidence others will have infollowing you. As an agent, the confidence with which you presentrecommendations and our products determines the amount of confidenceothers will have in purchasing from you. Why would someone believe inyou if you don’t believe in yourself? The level of confidence you exudewhen verbalizing your expectations to others sets the stage for the resultsthat will follow.Accountability removes excuses. Being accountable in the eyes of yourboss means little unless you’re accountable in your own eyes as well. Yourboss and coworkers do not see everything you do or hear everything yousay, and they certainly cannot read your thoughts. Every action, everythought, every word moves you in either one of two directions, towardssuccess or away from success. When you hold yourself accountable, youwill seal off the destructive excuses that justify non-performance andmove you away from success.Self-Discipline triggers both ethical conduct and maximum effort. Tohave self-discipline means you don’t take short cuts. You do the thingswinners do, and you do what is required as opposed to what is desired.You act based on future gains despite current pains. You get to work alittle earlier, you stay at the office a little later, and you always give yourfull effort no matter what. The key to self-discipline is the concept of“no matter what.” Whether you’re tired or you had a bad day - no matterwhat, you act like a winner 365 days a year. You must never let up.Loyalty is an absolute condition of winning. Without loyalty, yoursuccess is just a facade that will eventually crumble. Loyalty is aninvestment of your time and your energy in somebody else, and its returnis priceless. Loyalty means recognizing another’s accomplishments,challenging others to reach new heights in their careers, and empoweringthose around you to own a piece of your organization’s vision. It meansbelieving your company is the best, believing those around you arethe best, and believing you are the best. Loyalty is the passion andcommitment you cultivate in your heart and your mind, and it createsin yourself and in others genuine enthusiasm for your company. Loyaltyis the driving force behind a one-for-all and all-for-one effort. Whenpeople and organizations contain strong relationships, any storm canbe weathered. Your success and the success of those around you isunshakable; winning is undeniable.Humility fuels your desire to be better and to stay ahead of the curve.When champions begin to bask in their own press clippings, theystart to rely on their current and past accomplishments rather thanconquering the challenges of the next test. People who show humilityrespect the need to get better at what they do. Once you start loathing inyour success, you lose you’re momentum and your performance declines.There is no “ceiling” to success; therefore, you can never reach the “top.”As soon as you think you have, right behind you is the next guy willingand able to do more and achieve more in order to pass you up. Everydayyou must challenge yourself to reach new heights no matter howsuccessful you are or you will fall behind, guaranteed.The champions and winners in this month’s issue possess more thanjust these five attributes. They, of course, possess integrity and they areprepared, resourceful, patient, and internally motivated. But each willacknowledge the way to win is through these five attributes and theresulting WILL 2 WIN. Let the words of Vince Lombardi ring trueto your WILL: “I firmly believe that any man’s finest hour, the greatestfulfillment of all that he holds dear, is that moment when he hasworked his heart out in a good cause and lies exhausted on the fieldof battle - victorious.”Will you find a way?Will 2 Win Spotlight February 2009 19