Robert Horton has committed to the dates October 8 - 10, 2013 to instruct a 203 Ad-vanced Sales Skills class in your territory. I have taken the liberty of attaching an adver-tisement and the registration form for the class for you to email each of your reps. Unlike other courses offered by Colonial Life, there is an investment of $215 to take this class. If reps were to take this course outside of Colonial Life the cost would be approxi-mately $2000. Because of your association with Colonial Life, the investment has been re-duced to only $215.

It has been Robert’s experi-ence that when you (the man-ager) attend the class with your reps, your district produc-tion may increase as much as 50%. Kitty Mellone from Mooresville, NC had that oc-cur during the fourth quarter following the 203 Advanced Sales Skills class. She did not allow anyone to schedule an enrollment and her entire TEAM committed to attend. It was a TEAM effort that proved to be worthwhile. The Pierce Group (Glenn and Don-ald Pierce) in NC hold the class every year in July. As many of you many already know, Glenn’s Public Sector District writes more premium than most Territories in Colo-

nial Life. This is the class that all Advanced Sales Rep qualifiers have the privilege to experience when they qualify for the trip to the home office. Robert has had the honor of instructing 12 different Hall of Fame winners, several Founders Award and Rookie of the Year winners. Most of the Hall of Fame winners (the highest award earned by a sales rep) have attended more than once and some as many a 7 times.

This class is not for the faint of heart. The only people that attend this class are the Top Producers or those that aspire to be!

This is a great TEAM building experience. We believe that you do not send your family to church – you take them to church. This class is im-portant only if you make it important. We recom-mend that the TSM, DGA, ADMs, PSAMs, DDMs, openers, benefit counselors, coordinators and Territory Recruiter attend the class. The skills

and philosophies learned in this class will live on through the managers. If you have taken the class before, it is time for you to re-attend. You will learn twice as much the second time you attend. Some man-agers have experienced the class six times and always learn more than the previ-ous time.

We can instruct as many as 40 people at one session. Classes begin at 8:30 AM and end at 4:00 PM daily. Robert travels around the country and is the only per-son instructing this class. We are not sure how soon he will be able to return to your territory.

Robert is looking forward to being with you to help each of you build and/or increase the production of your district or territory!

NOTE: Registrations forms can be obtained form Marti Black in the Las Vegas Territory Of-fice need to be sent (faxed) to the home office and received on or before Tuesday October 1, 2013. Please follow the instruc-tions on the form.

Vegas! Now’s the time to register!

Managers who have QUALIFIED! 2

Final National Sales Training Webinar of 2013 3

9 Items to Tackle by October 1 4

2104 TKO Updates! 6-7

Updated Training Calendars for September/October 9

People of the Week in the Territory 10

Production Statistics for Week 36 2013 11-14

Inside this issue:

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VOLUME 7, ISSUE 39

Friday, September 27, 2013

3rd quarter is now over.

Page 2

Congratulations to our QUALIFIERS so far this quarter— (for trips, contingent on BQI > 75%)

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

3rd Quarter 2013 DGA Sales Plan Goal - JACQUELINE KOHORST

3rd Quarter 2013 DGA Sales Plan Goal-JULIE ABARZUA

3rd Quarter 2013 ADM Sales Plan Goal-BRIAN ROOD

Leadership Development Conference January 6-9 2014 in Orlando Florida— DEL DOWNEY

Leadership Development Conference January 6-9 2014 in Orlando Florida— ANDRAS GESZ

Leadership Development Conference January 6-9 2014 in Orlando Florida— COURTNEY MCFARLAND

Leadership Development Conference January 6-9 2014 in Orlando Florida— GEORGE SORRENTINO

Leaders’ Conference-May 2014-Italy-Michael W McCarey

Leaders’ Conference-May 2014-Italy - Andrea M. Tierce

Leaders’ Conference-May 2014-Italy - Tammy M. Truman

Page 3

Final NATIONAL Sales Training Webinar of 2013 is Wednesday!

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Product Spotlight webinar -- Disability (last spotlight of the year)

Wednesday, October 2, 2013. 10:00 a.m. PDT, 7:00 a.m. Rita Time

Join the webinar: https://egc.unum.com/prod-spot/ Join by phone: Company mobile phone: (207) 575-6703

Land line: (888) 238-7803 Territory offices: Ext. 56703

Passcode: 2137388# Join in for the last Product Spotlight of the year: Disability. Even though you had the Group Disabil-ity rollout this summer, you don't want to miss these new tips and strategies on how to sell disabil-ity. Join us for an engaging webinar that will enhance your disability knowledge, provide sales ex-

pertise and help increase your sales. The webinar will cover:

Positioning our disability products with employers, employees and brokers

How to use the discovery process to position the right plans

Claims examples

Competitive positioning with both individual and group disability products

Join the webinar and get ready to win with disability during the fourth quarter.

Page 4

9 items to tackle before October 1 (HCR)

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Enrolling employees for the 2014 company health plan will put plan managers to a test like they’ve never seen before. Those that haven’t already immersed themselves in the details are going to be working some very late nights in the next couple of weeks.

John Haslinger, vice president for strategic advi-sory services at ADP, helped BenefitsPro.com compile a list of the essentials that must be exe-cuted in order to comply with the law and avoid sanctions.

Haslinger strongly advises that companies take these requirements seriously. He said the gov-ernment’s decision to delay the corporate plan sanctions piece of the PPACA until 2015 doesn’t let anyone off the hook as far as meeting all the other requirements by Jan. 1. And many items must be completed by Oct. 1.

Here, then, are nine items you need to check off your 2014 checklist to stay out of the PPACA’s woodshed.

1. Notice of coverage or exchange notifica-tion: It’s up to employers to notify every em-ployee, covered by a company health plan or not, of the health care options available to them through the insurance exchanges created by the Patient Protection and Affordable Care Act. This notification must be in an employee’s hands no later than Oct. 1. Employers hired after Oct. 1 have to be notified within 14 days.

Suggestion: If you haven’t started this process, hire a third-party administrator with knowledge of the process to do it for you.

2. The Transitional Reinsurance Fee: This is the $63-per-covered-member fee that plan sponsors and insurers must pay. The money goes to fund insurance for high-risk individuals. Employers and insurers have to report their enrollment numbers to the feds by Nov. 15. You’ll get an invoice back in a month, if all goes as planned, and the bill will come due a month later.

Suggestion: Set aside a good chunk of dough now to cover the cost.

3. Essential health benefits: This section of the PPACA requires non-grandfathered health plans to cover 10 essential health benefits as follows:

(1) ambulatory patient services; (2) emergency services; (3) hospitalization; (4) maternity and newborn care; (5) mental health and substance use disorder services including behavioral health treatment; (6) prescription drugs; (7) rehabilita-tive and habilitative services and devices; (8) laboratory services;(9) preventive and wellness services and chronic disease management; and (10) pediatric services, including oral and vision care.

For newly hired full-time employees who come on board after Jan. 1, coverage must be made available no longer than 90 days after hire.

Suggestion: State EHBs may vary, so make sure you know the requirements where you live.

4. Defining and counting your eligible full-time employees: The PPACA has redefined full-time employees for purposes of healthcare cov-erage. Now, employers must offer coverage to anyone who works an average of 30 hours a week. Calculating the 30 hours can be tricky, so you need to know the details. For instance, hours an employee is paid to work aren’t the only ones you count. You need to include the hours you pay someone not to work, such as vacation time, and hours of unpaid leave, such as jury duty. Having a good fix on who your eligible employ-ees will be come Jan. 1 is critical to meeting the requirements of the law. To provide good data to the feds when they ask for it in 2015, employ-ers will have to start tracking hours beginning this Oct. 1.

Suggestion: If you have put this exercise off be-cause of the delay for sanctions until 2015, start counting now. You’ll need data from 10/1/13. Just because you don’t face sanctions doesn’t mean it isn’t essential to have a handle on this number.

5. 90-day waiting period: Under the PPACA, a group health plan or health insurance issuer offering group health insurance coverage must offer health coverage to new employees within 90 days of their hiring. No more “we’ll get you covered if you survive six months here.”

Suggestion: You might want to test potential hires out as contractors to make sure they’re a fit before you’re committed to coverage after 90 days.

6. Preventive services must be offered with-out cost-sharing: This requires group health plans to cover recommended preventive services without charging a deductible or co-pay/coinsurance. Grandfathered plans are generally excluded from complying with this provision. Among these services are immunization, well-woman visits, screening for gestational diabetes, screening for sexually transmitted diseases, well baby visits, and others.

Suggestion: If your benefits package includes a wellness program, you’ve got more assignments to complete before Oct. 1. The idea behind these new rules is that all employees, regardless of their physical condition, should be able to meet the incentives built into wellness programs. Among the requirements:

7. Reasonable accommodations: Some em-ployees, for various reasons, cannot meet the requirements established by wellness programs, so there must be options available for them built into the system.

8. The program must be designed to promote health or prevent disease: Wellness program goals must be tied to direct health benefits. Also, the goals established must not be “overly bur-densome.”

9. Rewards must be available to all similarly situated employees: Again, because employees present a range of medical conditions, including some that may thwart them from achieving a reward, the conditions present in a given work-place have to be considered when designing the incentives and goals. Notice must be given to these employees of the options available to them.

Suggestion: Have a wellness program profes-sional review your program to make sure that it is fair to all, truly promotes better health and in-cludes incentives that any employee making a reasonable effort can hope to enjoy.

Manual business – re-ceived by Tuesday, Sep-tember 24th, 2013 to guar-antee 3rd Qtr processing.

Clean electronic business – received by 3 pm PDT on Wednesday, September 25th, 2013 to guarantee 3rd Qtr processing.

Clean electronic business – received by 3 pm PDT Fri-day, September 27th 2013 to guarantee 3rd Qtr proc-essing.

New business – will con-tinue to process until ap-proximately 4 p.m. PDT Friday, September 27th, 2013

No compensation payment impacts.

New agent/broker con-tracts – received by Friday, June 21st, 2013 to guaran-tee second quarter process-ing. For the contract to be considered complete, the new candidate must have passed the market conduct test, have a license, and any background issues need to be explained. We’ll process contracts received after June 21st in the order received, but this doesn't guarantee process-ing for the second quarter.

For an easier, faster and paperless contracting sys-

tem, visit the Online Con-tracting page on Propr. Re-view contracts submitted online 24/7 on your online dashboard. Questions? E m a i l C o n -tracts@ColonialLife.com.

Commission Set Up Sheets (CSUS) – 5-business-day turnaround time when received.

Make sure business you submit is clean business.

Deadlines Are Important

When you meet quar-ter-end processing dead-lines, it ensures that we have enough time to proc-ess your business before we calculate quarterly bo-nuses. We'll continue to process your business until the deadline, but we don't guarantee that it will count for this quarter.

To count for quarter-end bonuses, the business must be submitted and processed in this quarter.

For most other bonuses paid on a year-to-date ba-sis, business not submitted and processed on time is counted for the next quar-ter and paid accordingly.

Holding your business or not meeting these dead-lines could affect your bo-nus payout.

See your compensation plan guide for complete details at Compensation > Plans, Schedules & Poli-cies > [your compensation plan for your contract type].

So Please Remember To Submit business immediately

and frequently. Don't wait until the last minute. If you send in your business early, we have more time to address any sub-mission errors or unclean busi-ness. It's even more important toward the end of the quarter so we can process your business before cut-off dates.

Keep your license and appoint-ment current and up to date with us. Fax your updated li-cense for each state in which you need to be appointed to (866) 433-8917 or email to Li-cense@Colonia lLi fe .com. Turnaround time is 24/48 hours to be updated. Please include your producer code number.

Use Electronic Signature Cap-ture when possible for quick processing.

Mail completed paper applica-tions immediately after trans-mitting electronic non-signature business. Always include a copy of your Sales Summary with the signed applications and retain a copy for your records in a secured location.

Use the updated Track-an-App on Propr to track the status of your applications. Click the Business links in Work Essen-tials.

Page 5

Just for the record: These are the FINAL the 3rd Quarter 2013 Business Processing Deadline Dates

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Page 6

Las Vegas / Southern Nevada 2014 TKO Information

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

2014 Territory Kick-Off Meeting LAS VEGAS / SO. NEVADA New venue announcement

Monday, January 27th, 2014, 2012

Managersʼ Meeting 9 pm-12 pm, Full TKO 1 pm̶6 pm

6 pm̶8 pm Awards, Incentives & Dinner Reception

Spouses and significant others are not only welcome but encouraged to attend reception!

Maggiano’s Little Italy Restaurant

3200 Las Vegas Blvd South, Suite 2144

Las Vegas, Nevada 89109

(in the Fashion Show Mall)

Page 7

San Diego 2014 TKO Information

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

2014 Territory Kick-Off Meeting SAN DIEGO

Tuesday, January 21st, 2014,

Managersʼ Meeting 9 pm-12 pm, Full TKO 1 pm̶6 pm,

6 pm̶8 pm Awards, Incentives & Dinner Reception

Spouses and significant others are not only welcome but encouraged to attend reception!

Location to be announced in two weeks

Terie Bradford, 2012 MVP

Page 8

Territory Calendar for September 29—November 2 2013

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

OCTOBER 2013 Calendar 

Sunday  Monday  Tuesday  Wednesday  Thursday  Friday  Saturday 

September 29 September 30 Steve Polk: LV Steve Polk 8 am MGR conf call

1 Steve Polk: LV 4 Q 2013 DDP Kickoff in Culver City

2 Steve Polk: LV Final National Sales Webinar of 2013: Disability Spotlight

3 Steve Polk: LV

4 Steve Polk: LV Stephen PTO

5

6 7 So Nev/San Diego 4Q Manager Mtg in Las Vegas at The M Resort (Steve Polk: LV)

8 ROBERT HORTON IS IN LAS VEGAS!!! (Steve Polk: LV)

9 ROBERT HORTON IS IN LAS VEGAS!!! (Steve Polk: LV) SD CLC: Prospecting (171)

10 ROBERT HORTON IS IN LAS VEGAS!!! (Steve Polk: LV) SD CLC: Prospecting (171)

11 Steve Polk: LV

12

13 14 Steve Polk: LV Steve Polk 8 am MGR conf call

15 LV CLC: Prospecting (171) Steve Polk is in Concord CA

16 LV CLC: Prospecting (171) Steve Polk is in Concord SD CLC: DDP Sales

17 Steve Polk is in Concord CA SD CLC: DDP Sales

18 Steve Polk: LV Stephen PTO

19

20 21 Steve Polk: SD Steve Polk 8 am MGR conf call

22 Steve Polk: SD SD CLC: DDP Recruiting SWAT

23 Steve Polk: SD LV CLC: Presenting to the DM (161) Stephen PTO

24 Steve Polk: SD LV CLC: Presenting to the DM (161) SD CLC: Group Briefing

25 Steve Polk: SD

26

27 28 Steve Polk: LV Steve Polk 8 am MGR conf call

29 Steve Polk: LV 30 Steve Polk: LV

31 Steve Polk: LV

November 1 Steve Polk: LV

November 2

Page 9

LDC Standings for DGAs and PSMs ONLY through 9/21/2013; there will be no further updates until attendees are officially announced

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Managers, You can track all of this yourself at https://my.coloniallife.com/producers/Compensation%20and%20Incentives/Incentives%20and%20Awards/Leadership%20Development%20Conference/LDC%20Qualifications.aspx; this is where you get the data below:

How to Qualify: District Managers Contracted in 2012 or Prior

√ Achieve 75% of your third quarter year-to-date sales plan. (Note the target is a percentage of your year-to-date plan, not your annual plan.) , 6 new produc-ers , 2 openers

*An opener is defined as an individual who produces at least $20,000 new account net opener sales premium in a quarter. A single opener may be counted a maxi-mum of once per quarter (four times per calendar year). Manager’s personal production is excluded from the opener qualification.

Qualification Period: Jan. 1 to Sept. 28, 2013

Manager Standings as of 9/21/2013:

☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺☺

How to Qualify: District Managers Contracted in 2013

√ Contracted in first quarter: , $70,000 in sales premium , 7 new producers , 2 openers ,

√ Contracted in second quarter: $70,000 in sales premium , 5 new producers , 1 opener

√ Contracted in third quarter: $50,000 in sales premium , 3 new producers , 1 opener

OR achieve 75% of your 3rd quarter YTD sales plan (note: the target is a percentage of your year-to-date plan, not your annual plan), 6 new producers , 2 openers

New Manager Standings as of 9/21/2013:

MEETING QUAL MGR NAME AREA # % OF THIRD

QTR YTD SALES PLAN

YTD SALES PREM THIRD QTR YTD SALES

PLAN

YTD NEW PRODUCERS

YTD TOTAL OPENER TERRITORY MANAGER REGION

YES DOWNEY, DEL EUGENE A05624 94.23 $2,198,590.07 $2,332,999.00 7 5 POLK, STEVEN B WEST REGION

YES GESZ, ANDRAS A34073 81.36 $839,636.88 $1,031,999.00 8 2 POLK, STEVEN B WEST REGION

YES MCFARLAND, COURTNEY A34101 107.52 $222,797.03 $207,200.00 13 2 POLK, STEVEN B WEST REGION

YES SORRENTINO, GEORGE MICHAEL A05901 112.94 $746,557.86 $661,001.00 6 3 POLK, STEVEN B WEST REGION

NO ABARZUA, JULIE A34098 100.30 $209,630.16 $209,000.00 13 1 POLK, STEVEN B WEST REGION

NO HUNDLEY, ALFRED AA0170 10.76 $22,059.36 $205,000.00 6 0 POLK, STEVEN B WEST REGION

NO HUNTER, KENNETH EARL AA0605 0.00 $0.00 $11,500.00 0 0 POLK, STEVEN B WEST REGION

NO KOHORST, JACQUELINE A34111 251.72 $181,245.12 $72,000.00 0 0 POLK, STEVEN B WEST REGION

NO MINNEY, MICHAEL JAY A05458 85.25 $715,027.57 $838,720.00 3 1 POLK, STEVEN B WEST REGION

NO ORNELLAS, RITA S A06069 79.25 $115,232.58 $145,400.00 22 0 POLK, STEVEN B WEST REGION

NO RENTERIA JR, JESSE P34084 67.00 $1,289,120.21 $1,924,002.00 16 4 POLK, STEVEN B WEST REGION

NO RIFFEL, CHRISTOPHER TAVIS A05811 70.40 $299,202.26 $425,000.00 1 1 POLK, STEVEN B WEST REGION

NO ROTH, CHRISTOPHER ALLAN A05900 60.83 $234,386.88 $385,280.00 5 1 POLK, STEVEN B WEST REGION

NO SATHRUM, SCOTT AA0601 11.13 $667.80 $6,000.00 0 0 POLK, STEVEN B WEST REGION

NO SMITH, TIMOTHY MITCHELL AA0413 71.58 $128,857.68 $180,000.00 4 0 POLK, STEVEN B WEST REGION

NO TRUMBO-MCGRATH, MICHELE YVETTE AA0543 4.92 $1,930.28 $39,200.00 4 0 POLK, STEVEN B WEST REGION

NO UDY, NATHAN A34107 3.70 $2,438.40 $65,900.00 6 0 POLK, STEVEN B WEST REGION

NO VARGASON, ANGELA KAY A34033 55.09 $199,151.70 $361,500.00 2 0 POLK, STEVEN B WEST REGION

NO WELTY, JEFFREY MICHAEL A05604 62.83 $955,054.18 $1,520,000.00 8 3 POLK, STEVEN B WEST REGION

NO WESTLUND, LORIN KULM A05898 68.49 $342,483.49 $500,000.00 9 1 POLK, STEVEN B WEST REGION

NO ZULIC, PATRICIA ANDRENIA A06185 38.91 $16,731.44 $43,000.00 0 0 POLK, STEVEN B WEST REGION

MEETING QUAL

MGR NAME AREA # MGR START

DATE YTD SALES

PREM YTD NEW

PRODUCERS

YTD OPENER TOTAL

TERRITORY MAN-AGER

REGION

YES MCFARLAND, COURTNEY A34101 01/02/2013 $222,797.03 13 2 POLK, STEVEN B WEST REGION

NO HUNTER, KENNETH EARL AA0605 08/26/2013 $0.00 0 0 POLK, STEVEN B WEST REGION

NO KOHORST, JACQUELINE A34111 08/12/2013 $181,245.12 0 0 POLK, STEVEN B WEST REGION

NO ORNELLAS, RITA S A06069 02/03/2013 $115,232.58 22 0 POLK, STEVEN B WEST REGION

NO SATHRUM, SCOTT AA0601 08/26/2013 $667.80 0 0 POLK, STEVEN B WEST REGION

NO TRUMBO-MCGRATH, MICHELE YVETTE AA0543 06/11/2013 $1,930.28 4 0 POLK, STEVEN B WEST REGION

NO UDY, NATHAN A34107 05/16/2013 $2,438.40 6 0 POLK, STEVEN B WEST REGION

VOLUME 7, ISSUE 39 Page 10

Leaders’ Conference 2014 Standings! Agency and Public Sector Channel Leaders’ Conference Standings as of 5 am PDT 09/23/2013

New and Rookie Sales Representatives -- Net Sales Credits 9: Ray Gong 29: Maria Gonzalez New and Rookie Public Sector Sales Reps - Net Enroller Sales Premium New and Rookie Sales Representatives -- Number of New Accounts 33: Amber Dimmick New and Rookie Public Sector Sales Representatives -- New Account Net Sales Premium 28: Lori Wilkinson Sales Representatives 2: Mike McCarey (already qualified) 110: Rodney Shepherd 32: Andrea Tierce 130: Maria McGlothen 62: Cathy Buffone 131: Margo Ramirez 87: Tammy Truman 151: Peter Crosby 98: Kym Dunham 155: Lisa Renteria 99: Nancy Northrop Sales Representatives -- Number of New Accounts 6: Mike McCarey 43: Christina Polk 38: Maria McGlothen 49: Cathy Buffone Sales Representatives -- Benefits Counselors (Enrollers) 8: Rodney Shepherd 45: Jennifer Weller 11: Margo Ramirez 68: Edwin Velasquez 13: Ray Gong 72: Crystal Eckenroth 29: Kym Dunham 78: Joe Rubino 34: Roger Kenchel 88: Veronica Jarque-Uribe Sales Representatives -- Coordinators 2: Andrea Tierce (already qualified) 9: Tammy Truman (already qualified)

Manager Leaders’ Conference Standings Agency Development Managers 14: Melissa Carrillo 25: Chelsea Ware Public Sector Assistant Managers 46: Tony Thielges District General Agents and Public Sector Managers 33: George Sorrentino 99: Andras Gesz 63: Jackie Kohorst 124: Mike Minney 65: Del Downey 164: Jesse Renteria 69: Courtney McFarland 180: Chris Riffel Territory Managers 21: Steve Polk

Manager President's Club Standings Agency Development Managers 14: Melissa Carrillo Public Sector Assistant Managers 36: Tony Thielges District General Agents -- Small Office 29: Mitch Smith District General Agents -- Medium Office 8: George Sorrentino 38: Mike Minney District General Agents -- Large Office District General Agents -- Premier Office 17: Del Downey Public Sector Managers 7: Jesse Renteria Territory Managers 28: Steve Polk

Page 11

People of the Week in the Territory for Week 39 2013

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Sales Representative of the Week (Opener): Peter Crosby (Minney District)

New / Rookie Sales Representative of the Week: Joel Parks (Abarzua District)

Benefits Counselor of the Week: Margo Ramirez (Downey District)

Coordinator of the Week: Andrea Tierce (Downey Dis-trict)

Highest Number of Net Sales Credits for the Week): Pe-ter Crosby (Minney District)

Assistant Manager of the Week: Ernie Dobson (Minney District)

District Manager of the Week: Jacqueline Kohorst

WELCOME NEW SALES REPS: √ ASR Jessie Brown (Julie Abarzua District) √ ASR Salwa Khalil Mishreki (Alfred Hundley District)

Page 12

Territory Leaders for Week 39 2013 (week ending Sept. 28, 2013)

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Weekly Top 5 in Sales Credits Rank Agent Name District Weekly Sales Credits

1 CROSBY, PETER MUZZY MINNEY 33,265.06

2 MCCAREY, MICHAEL WAYNE DOWNEY 11,515.58

3 TIERCE, ANDREA MARIE DOWNEY 9,680.72

4 PAYNE, MICHELLE RENE RENTERIA 8,996.10

5 TRUMAN, TAMMY M. TERRITORY COORDINATOR 7,991.31

Weekly Top 5 in Net New Account Sales Premium Rank Agent Name District Weekly Sales Premium

1 CROSBY, PETER MUZZY MINNEY $36,923.28

2 ROOD, BRIAN CRAIG DOWNEY $7,824.48

3 WELTY, BRETT JASON WELTY $4,975.51

4 SAI, EDWIN ABARZUA $3,739.92

5 HIRSCH, TIMOTHY DOUGLAS $3,535.02

Weekly Top 5 in New & Rookie Sales Credits Rank Agent Name District Weekly Sales Credits

1 PARKS, JOEL ABARZUA 5,982.32

2 SAI, EDWIN ABARZUA 2,057.01

3 HIRSCH, TIMOTHY DOUGLAS ABARZUA 1,944.29

4 DIMMICK, AMBER MARIE DOWNEY 1,477.08

5 GO, CHRISTINE L. ORNELLAS 1,102.31

Weekly Top 5 Districts in Area New Account Premium Rank District Manager Name Area Name Weekly Sales Premium

1 KOHORST, JACQUELINE LAS VEGAS $77,237.52

2 MINNEY, MICHAEL JAY SAN DIEGO $36,923.28

3 ABARZUA, JULIE LAS VEGAS $30,249.60

4 DOWNEY, DEL EUGENE SAN DIEGO $12,197.61

5 WELTY, JEFFREY MICHAEL SAN DIEGO $6,073.65

Page 13

Territory Leaders for Week 39 2013 (week ending Sept. 28, 2013)

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Weekly Top 5 Openers Rank Agent Name District Weekly Sales Credits

1 CROSBY, PETER MUZZY MINNEY 29,996.39

2 MCCAREY, MICHAEL WAYNE DOWNEY 11,515.58

3 ROOD, BRIAN CRAIG DOWNEY 6,815.70

4 MICHAEL-MARTIN, ELIZABETH ANN WESTLUND 6,506.36

5 BUFFONE, MARY CATHERINE RENTERIA 5,260.39

Weekly Top 5 Benefit Counselors Rank Agent Name District Weekly Sales Credits

1 RAMIREZ, MARGARITA ALEJANDRA DOWNEY 7,067.80

2 KENCHEL, ROGER STUART TERRITORY ENROLLMENT TEAM 6,873.87

3 GONZALEZ, MARIA EUGENIA TERRITORY ENROLLMENT TEAM 5,933.28

4 ZEICHNER, ISIDORO TERRITORY ENROLLMENT TEAM 5,876.83

5 GONG, RAYMOND KWOCKMAN TERRITORY ENROLLMENT TEAM 5,872.61

Weekly Top 5 Coordinators Rank Agent Name District Weekly Sales Credits

1 TIERCE, ANDREA MARIE DOWNEY 9,669.55

2 PAYNE, MICHELLE RENE RENTERIA 8,996.10

3 TRUMAN, TAMMY M TERRITORY COORDINATOR 7,991.31

4 CROSBY, PETER MUZZY MINNEY 1,761.54

5 ROOD, WENDY HARUYE DOWNEY 1,214.65

Page 14

Territory Leaders for Week 39 2013 (week ending Sept. 28, 2013)

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Top Ten Reps YTD Net Sales CreditsTop Ten Reps YTD Net Sales Credits Rank Agent Name District Sales Credits

1 MCCAREY, MICHAEL WAYNE DOWNEY 877,082.51 2 TIERCE, ANDREA MARIE DOWNEY 279,146.75 3 BUFFONE, MARY CATHERINE RENTERIA 220,241.87 4 TRUMAN, TAMMY M. TERRITORY COORDINATION TEAM 188,873.65 5 DUNHAM, KYM ELIZABETH RENTERIA 177,045.23 6 NORTHROP, NANCY MARIES GESZ 176,446.35 7 SHEPHERD, RODNEY BRYAN DOWNEY 167,544.41 8 MCGLOTHEN, MARIA L. RENTERIA 155,116.63 9 RAMIREZ, MARGARITA ALEJANDRA DOWNEY 154,508.82

10 GONG, RAYMOND KWOCKMAN TERRITORY COORDINATION TEAM 146,335.99

Top Reps YTD New Account PremiumTop Reps YTD New Account Premium Rank Agent Name District Premium

1 MCCAREY, MICHAEL WAYNE DOWNEY $646,690.02 2 CARRILLO, MELISSA DEE SORRENTINO $116,219.67 3 MCGLOTHEN, MARIA L. RENTERIA $105,088.56 4 BUFFONE, MARY CATHERINE RENTERIA $84,786.04 5 DIMMICK, AMBER MARIE DOWNEY $73,150.20 6 VALLE, LUIS RAFAEL DOWNEY $72,336.87 7 PACK, WENDY DAWN RIFFEL $69,905.04 8 BAKER, PATTI JO GESZ $63,863.90 9 POLK, CHRISTINA DIANE TERRITORY ENROLLMENT TEAM $54,282.90

10 MICHAEL-MARTIN, ELIZABETH ANN WESTLUND $53,809.15

Top Reps YTD Case CountsTop Reps YTD Case Counts Rank Agent Name District Case Count

1 MCCAREY, MICHAEL WAYNE DOWNEY 14.00 2 CARRILLO, MELISSA DEE SORRENTINO 7.00

3 (TIE) BAKER, PATTI JO GESZ 6.00 3 (TIE) MCGLOTHEN, MARIA L. RENTERIA 6.00 3 (TIE) MICHAEL-MARTIN, ELIZABETH ANN WESTLUND 6.00 3 (TIE) POLK, CHRISTINA DIANE TERRITORY ENROLLMENT TEAM 6.00

7 BUFFONE, MARY CATHERINE RENTERIA 5.00 8 ROOD, BRIAN CRAIG DOWNEY 4.50

9 (TIE) DIMMICK, AMBER MARIE DOWNEY 4.00 9 (TIE) PACK, WENDY DAWN RIFFEL 4.00 9 (TIE) STACY, TONI ABARZUA 4.00 9 (TIE) WELTY, BRETT JASON WELTY 4.00

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Territory Leaders for Week 39 2013 (week ending Sept. 28, 2013)

SOUTHERN NEVADA\HAWAI’I\SAN DIEGO TERRITORY NEWSLETTER

Top Districts YTD New Account PremiumTop Districts YTD New Account Premium RankRank District ManagerDistrict Manager New Account PremiumNew Account Premium

1 DOWNEY, DEL EUGENE $574,102.66 2 RENTERIA, JUNIOR, JESSE JOHN $269,362.89 3 SORRENTINO, GEORGE MICHAEL $266,185.49 4 GESZ, ANDRAS $206,338.89 5 WESTLUND, LORIN KULM $172,141.74 6 MINNEY, MICHAEL JAY $168,176.46

7 MCFARLAND, COURTNEY JEANNE $167,315.37

8 ABARZUA, JULIE $160,621.68 9 WELTY, JEFFREY MICHAEL $141,322.93

10 SMITH, TIMOTHY MITCHELL $125,687.40

Top Districts YTD Case CountTop Districts YTD Case Count RankRank District ManagerDistrict Manager Net YTD Case CountNet YTD Case Count

1 (TIE) DOWNEY, DEL EUGENE 21 1 (TIE) RENTERIA, JUNIOR, JESSE JOHN 21 3 (TIE) GESZ, ANDRAS 17 3 (TIE) WESTLUND, LORIN KULM 17

5 WELTY, JEFFREY MICHAEL 14.5 6 ABARZUA, JULIE 14

7 SORRENTINO, GEORGE MICHAEL 13

8 (TIE) MCFARLAND, COURTNEY JEANNE 10

8 (TIE) MINNEY, MICHAEL JAY 10 10 RIFFEL, CHRISTOPHER TAVIS 8

Territory YTD StatisticsTerritory YTD Statistics New Account Premium $2,750,945.70

Total Sales Premium $8,913,485.16 New Cases 168.50

Broker Tiers 3 New Broker Contracts 38 YTD 2013 Contracts 146

Known Pending Contracts 5

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Las Vegas, Nevada 89135-1214 702.861.1951

MBlack@ColonialLife.com

SOUTHERN NEVADA/HAWAI ’ I/SAN DIEGO/RIVERSIDE/IMPERIAL TERRITORY

California:

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858.386.4452

Updated Territory Hard Calendar (up-to-date September 27, 2013)

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