LIFE INSURANCE AWARENESS MONTH - AUGUST 2018 - Globe Life ESD
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AUGUST 2018 LIFE INSURANCE AWARENESS MONTH
THE CROW’S NEST
CONVENTION CLUBS GRAND HYATT
AND AWARDS BAHA MAR 2019
As we gear up for the last quarter of the year, be If the clubs and awards sparked your
JUNIOR DIGITAL
sure you’re on track to qualify for Convention! excitement for next year’s Convention, the
CONTENT CREATOR
Madilyn Alexander Check out all the prestigious clubs and awards Grand Hyatt Baha Mar resort amenities will
you could qualify for including: have you qualifying in no time. In addition to
SENIOR GRAPHIC DESIGNER sun-soaked beaches with pristine waters, Baha
Cal Slayton Production Bonus – Earn extra cash Mar is also well-known for their:
when you work extra hard! Agents who
AGENT SERVICES CENTER consistently produce a substantial amount • 100,000 square-foot Baha Mar Casino
(800) 759-1917 of quality business may be eligible for a • 18-hole, 72-par Jack Nicklaus Signature
esdagents@torchmarkcorp.com
cash bonus based on their Net Annualized Golf Course
Premium issued and their Persistency. • Six awe-inspiring, luxurious pools
AGENT SUPPLY
agentsupply@torchmarkcorp.com Email Candace Brooks at CdBrooks@
torchmarkcorp.com for a copy of your NAP • 30,000 square-foot state of the art
ESD SALES TEAM and Persistency. fitness facility
ESDSales@torchmarkcorp.com • Tennis courts
Flagship – Embrace the glory and join
NEW BUSINESS the best top-producing Agents in our elite • Poolside cabanas
SUBMISSIONS Flagship Club, the highest honor! In addition
esdnb@torchmarkcorp.com to year-long bragging rights and exclusive
Fax (888) 367-6213
attendance to the Flagship meeting, first-
WEBSITES time qualifiers will receive a stunning gold
esdglobe.com and diamond Flagship Club ring.
esdglobe.com/agents
Special Production Awards – Each year,
Globe Life ESD honors its best producers
Published regularly by the by recognizing the Gene Calame Top Agent
Employee Services Division of
Globe Life And Accident Insurance
of the Year (Top Personal Production) and
Company for the dissemination the Charles O. Scott MGA of the Year (Top
of information to their Agents. Agency Production). In addition to those,
Prior permission must be obtained we also present an additional award, Jim
from the Home Office for reproduction Kragh Rookie of the Year, for new Agents
or other use of material herein.
who have exceeded expectations, as well as
the Persistency Award to the Agent with the
best persistency.
CODE OF CONDUCT
Torchmark and its affiliates are
committed to maintaining a business
atmosphere and working environment
based on honesty, fair dealing, and Beacon of Light
sound business ethics. As an Agent of
ESD, periodically review the Company “Don’t sell life
Code of Conduct and Ethics found
on the left side of the home page
insurance. Sell
on the Agent Resources website. what life insurance
can do.”
– Ben Feldman
Source: www.inc.com
2 SPINNAKER • August 2018 • Life Happens
perspective
Enhance it. Cherish it. Protect it.
by Chuck Mankamyer
At every stage in our lives and in every element I recently read a story about a young family. The
of our society, life is what matters most. We do husband and wife had been married for 10 years
everything possible to enhance it, cherish it, and and had three young children, ages 3, 5, and 8. The
protect it. father was an avid fisherman and enjoyed spending
But sometimes, no matter what we do, how we do it, part of his weekend out on a nearby lake with a few
or when we do it, life slips away. It may be the result buddies from work. One afternoon, a violent storm
of a prolonged illness or the result of a devastating came up very quickly. Before his boat could make
accident. The final experience is the same. Someone it to shore, the young father was struck and killed
who is deeply loved by a family is gone. The by lightning. Fortunately, he had purchased a life
emotional impact it creates for remaining family insurance policy shortly after he and his wife were
members is profound. The financial impact can be married. Thanks to that policy, his wife was able to
just as profound. As Agents representing Globe remain a stay-at-home mother. She was able to pay
Life ESD, you can’t do much about the immediate off the mortgage on their home and eventually was
emotional impact for a family, but you can do a able to send their three children to college. Because
whole lot about the financial impact. When a family he recognized the value of life insurance, she and her
loses a loved one, the only thing they should focus children were able to maintain the lifestyle they had
on is the grieving process. They shouldn’t have to always enjoyed.
worry about how they can afford to cover the rent, Thousands of families either have no
buy groceries to feed the family, or pay a child’s life insurance or not enough, leaving
college tuition. them one accident or terminal illness
September is Life Insurance Awareness Month away from a financial catastrophe for
(LIAM). When you really think about it, selling life their loved ones. But you can change
insurance is one of the most important jobs you that. You have the desire and the
can have. You may not realize it initially, but you power to make life better for countless
will the first time a life insurance benefit is paid to numbers of families.
a grieving family. That’s when it really hits you: You Feel pride in your association with the
sell a product that can deeply impact the quality of a life insurance industry. Yes, your income
family’s life. That’s a monumental responsibility that potential is amazing, but the look on
puts you and what you do at the top of the the face of a young widow when
hero scale. you deliver a life insurance
We’ve all heard stories that hit hard about the benefit check is even more
importance of life insurance. There’s the young father amazing. You have the
of three children killed in an automobile accident, power to improve
who leaves a stay-at-home mom to support and care the lives of
for the family. Or it may be a young single mother hundreds of
who dies of cancer, leaving her child without a thousands of
caregiver. Generally, we hear these stories from other individuals
Agents or we read them in industry publications. You and families
need to make your prospects and customers more in the United
aware of them. Having adequate life insurance in States.
place when a loved one dies may mean a family may
be able stay in their home, put food on the table, or
send a child to college.
Charles Mankamyer
President of General Agents
Life Happens • August 2018 • SPINNAKER 3
LIFE INSURANCE AWARENESS MONTH 4 SPINNAKER • August 2018 • Life Happens
DID YOU KNOW?
September is Life Insurance Awareness Month (LIAM).
It’s a great time for you to talk with individuals and families about the
importance of life insurance. According to Life Happens, a nonprofit organization
dedicated to educating Americans about life insurance, 40 percent of people haven’t
purchased life insurance because they don’t know what type or how much to buy.
TOP REASONS TO BUY LIFE INSURANCE
1. To cover burial and other final expenses
2. To help replace lost income of the primary wage earner
3. To transfer wealth or leave an inheritance
4. To help pay off the mortgage
5. To help supplement retirement income
2018 LIFE INSURANCE STUDY KEY FINDINGS
90%
of respondents
59%
of adults have some
45%
of respondents
33%
of those who own
believe a family’s form of life insurance own an individually life insurance wish
primary wage earner Of that, 19% feel they purchased life their spouse or
needs to own life do not have enough insurance policy partner would
insurance life insurance purchase more
Life
insurance
63%
say it’s too expensive
61%
say they have other
52%
say they have as much as
purchase though most consumers
overestimate the cost of
financial priorities they need
barriers life insurance three times
more than its actual cost
40%
of Millennials do not
43%
of Millennials
29%
of all consumers
67%
of respondents say
understand much say no financial say they would they would not do
about life insurance professional has research and buy life business with an
and need further approached them insurance online Agent/advisor with
education for life insurance an outdated website
Sources: 2018 Insurance Barometer Study, Life Happens and LIMRA
Life Happens • August 2018 • SPINNAKER 5
NASSAU, BAHAMAS
GRAND HYATT BAHA MAR
JULY 16 –19, 2019
CLUB CANDIDATES ON SCHEDULE
ESD Club Candidates on Schedule: Top ESD Agent and Master General Agent standings are listed each month based on estimated
net annualized premium on business issued year-to-date. ESD Club Members: Each ESD Agent and Master General Agent achieving
club production criteria for the calendar year will be recognized with awards, membership in a club, and entry to the annual Convention.
Bonuses will also be awarded based on production and persistency for all club members. Qualifications period for all clubs is announced
yearly with final standings announced after March 31. To qualify for a club, your ratios must be below 30% cancellation and 35% lapse.
FLAGSHIP CLUB HONOR CLUB
AGENTS AGENTS
HIYWINS $187,901 Grant Traphagan $114,718
MASTER GENERAL AGENTS New Financial Worksite Solutions Inc. $111,096
GITW Inc. - Nick Nicolls & David Walker $706,842 Oghenemaro Erhie $106,963
United America Financial Inc. - Elvis Derek Edwards $105,210
$680,197
Onyekwere Riverside American Insurance LLC $99,963
The Financial Crisis Prevention Center - Derek Talley $99,723
$348,008
Charles Scott
Robert Nicolls $99,723
ANNUAL MEMBER QUALIFICATIONS:
Agents: $150,000 Net Annualized Premium Augusteen Cowan $99,531
General Agents: $275,000 Net Annualized Premium
Randle Karli $98,692
Master General Agents: $340,000 Net Annualized Premium
David Val $96,712
Larry Swinton III $77,029
ADMIR AL’S CLUB Brett Mowry $69,235
AGENTS Rick Shirley $61,736
Beverly Shea $142,396 ANNUAL MEMBER QUALIFICATIONS:
MASTER GENERAL AGENTS Agents: $95,000 Net Annualized Premium
General Agents: $175,000 Net Annualized Premium
Time Line Insurance Group LLC - Beverly Master General Agents: $220,000 Net Annualized Premium
$330,297
Shea
ANNUAL MEMBER QUALIFICATIONS:
Agents: $120,000 Net Annualized Premium
General Agents: $220,000 Net Annualized Premium
Master General Agents: $255,000 Net Annualized Premium
6 SPINNAKER • August 2018 • Life Happens
As we gear up for Life Insurance Awareness Month, take a few minutes to get reacquainted with all the tools
Globe Life ESD offers. You can find all the tools you need on the ESD Agent Resources home page.
PREAPPROVED ADVERTISEMENTS
These preapproved ads take the waiting time out of getting an
ad approved, so you can start running ads and reaching out to
people with these documents right away.
GLIMPSE SOFTWARE
The software breaks down expenses based on the plans you
select, and creates organized reports you can print out to
present at your next client meeting.
SALES TOOLS
Under the ‘Sales Tools’ section you will see forms and
information related to government employee benefits. If you’re
unfamiliar with FEGLI benefits, then it’s time to be a resource for
your prospective clients.
ENDORSEMENT LETTERS
Nothing seems more official than bringing a national
organization’s endorsement letter of Globe Life ESD to a
prospective client meeting. We are affiliated with state and
federal organizations, which means you can reach out to your
local office and ask to meet with their employees.
Life Happens • August 2018 • SPINNAKER 7
GLOBE LIFE ESD CONVENTION | JULY 16 –19, 2019
PRODUCTION CLUB
At Globe Life, outstanding achievements can bring many different rewards. Each year at convention, we recognize our
Production Club members. These members’ energy, ability, and enthusiasm took them above the expectation, producing
exceptional results. We’ve listed the requirements to qualify for the Production Club below.
Honor Club
Agents: $95,000 Net Annualized Premium
General Agents: $175,000 Net Annualized Premium
Master General Agents: $220,000 Net Annualized Premium
Admiral’s Club
Agents: $120,000 Net Annualized Premium
General Agents: $220,000 Net Annualized Premium
Master General Agents: $255,000 Net Annualized Premium
Flagship Club
Agents: $150,000 Net Annualized Premium
General Agents: $275,000 Net Annualized Premium
Master General Agents: $340,000 Net Annualized Premium
ESD Convention Production Tracker
MAY JUNE JULY AUGUST
AGENT MGA AGENT MGA AGENT MGA AGENT MGA
$39,585 $91,667 $47,502 $110,000 $55,419 $128,333 $63,336 $146,667
SEPTEMBER OCTOBER NOVEMBER DECEMBER
AGENT MGA AGENT MGA AGENT MGA AGENT MGA
$71,253 $165,000 $79,170 $183,333 $87,087 $201,667 $95,004 $220,000
NASSAU, BAHAMAS
GRAND HYATT BAHA MAR
Important: In addition to Net Annualized Premium, Persistency affects an Agent’s qualifications for the Convention trip, all Clubs, and bonus.
During the qualification period an Agent’s cancelation ratios cannot exceed 30% and 13 month lapse ratio cannot exceed 36%.
The Home Office reviews each Agent’s Persistency at the end of the qualifying year.
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