January 2022 Issue 19

The next 50 years starts now!

8 essential customer service skills to help you succeed.

AEP? OEP? Aren’t they the same? Not in the least. Check out the differences.

Cybercriminals are a real threat to all technology. Learn how to protect an industry staple: the iPad.

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AmeriLife is moving forward in growth and service.

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January

2022

Contributors PATTY KLEIN, APR Corporate Communications Manager

The AmeriLife Family of Companies Medicare, Life & Health Market

BECKY LOFGREN Graphic Design Specialist III JAMIE VIDITO Account Manager JIM CARROLL Sr. Communications Specialist OLIVIA TROISI Communications Coordinator HOLLY KINGSTON Graphic Design Team Lead JOE GULASH III Internal Sales Trainer BRYAN DREISBACH VP, Product Development

Employee Benefits

AmeriLife Leadership MIKE VIETRI Chief Distribution Officer SCOTTY ELLIOTT President, Life and Health Distribution DENNY SOUTHERN President, Annuities and Retirement Planning Distribution JANET SIPES Senior Vice President KELLY ATKINSON SVP, Brand Management & Creative Services

Direct-to-Consumer

Benefits Direct Blue Chip Benefits

Career Agency

National Insurance Marketing Brokers Taylor & Sons Insurance Services

Wealth Management & Retirement Planning Market

CRYSTAL SANTILLANES Senior Director, Account Management JEFF MALDONADO, Senior Director, Public Relations & Content Strategy DEREK STROKER Director of Creative Services

WE WANT YOUR FEEDBACK AND IDEAS! Contact us at [email protected] with your comments and suggestions about the publication, or your ideas or best practices to potentially share with your peers in future issues of the Xchange.

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Leadership

The Next 50 Years Starts Now! A Message from Denny Southern, President of AmeriLife Annuities and Retirement Planning Distribution There’s an African proverb that tells us, “If you want to go fast, go alone. If you want to go far, go together.” I think that proverb perfectly encapsulates the culture at AmeriLife as we transition into our second 50 years. In 2021, we celebrated a half-century of serving our communities by offering insurance and retirement planning solutions that give Americans peace of mind as they age. Looking back, we can see three forces that characterize working together. They have been a part of AmeriLife’s DNA since its inception and have continued to shape the organization’s success: • Building relationships with agents, advisors, carrier partners and marketing affiliates across the country • A strong portfolio of product offerings from multiple, top-rated carriers • Personalized services delivered to agents and advisors Building relationships has been the cornerstone of the AmeriLife legacy. We have valued our relationships from our earliest days as a single insurance agency office to our time now with more than 40 affiliate partners and more than 60 AmeriLife agency offices. It goes without saying that those relationships forged over the past 50 years

have fueled our growth and success. But those relationships wouldn’t have blossomed if AmeriLife didn’t provide the products to back up its claims. Working with our Product Development Group, we have been at the forefront of developing and delivering new and innovative insurance products. These products give marketers the insurance inventory to help agents and advisors meet the needs of an ever-changing consumer population. Most importantly, AmeriLife affiliates have put a premium on delivering exceptional client services. Agents and advisors can be assured that AmeriLife marketers know their needs and will work diligently to address issues or concerns. In fact, potential affiliates displaying poor customer servicej raise a red flag when we are considering if they will be a good fit with the AmeriLife team. Yes, AmeriLife could have gone fast but instead chose the more successful route to go farther together. And today, we are seeing the fruits of this strategy with unprecedented growth – and that’s because we work together for a common goal. No one can predict what the next 50 years will bring our company. But I am confident that AmeriLife will continue to be an organization that is valued by its clients, respected by its industry peers and successful as a distribution powerhouse. January 2022

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Your Life Sales

Life Insurance:

The Ultimate Valentine How do you show your love on Valentine’s Day? Do you get your loved one a card, flowers or candy? Maybe you go out for a romantic dinner. But there’s an AmeriLife product that can top all those sentimental gestures and is the ultimate expression of love: it’s life insurance.

Why get life insurance? Life insurance can provide families with financial security and peace of mind. Although it’s a distressing thought, imagine all the expenses families would have to cover without the breadwinner’s income. Life insurance covers: • Ongoing expenses, such as food, housing, utilities, health care and insurance.

• Immediate expenses, such as funeral and burial 4

costs, mortgage payments, taxes, credit card debt and uncovered medical expenses. • Future expenses, such as college costs and retirement.

When tragedy strikes and moving forward seems unimaginable, life insurance can help loved ones through the present while also preparing for the future. Life insurance covers virtually any living expense and can ensure beneficiaries are in a good place financially if their loved one’s income is no longer in the picture.

Who needs life insurance? Life insurance is essential if anyone depends financially on another person or if there’s anyone who would suffer if their loved one’s financial

Your Life Sales

Individuals at every stage of life can benefit from having life insurance. Life insurance isn’t one size fits all, and individual situations determine the amount of life insurance needed. Policies can be customized based on clients’ needs. The Life Happens’ Life Insurance Needs Calculator can provide an estimate of how much life insurance coverage clients need, although speaking with an insurance professional is the best way to assess the right policy.

contributions were no longer in the picture. People who could benefit from life insurance include: • Married couples

• Married couples with children • Single parents • Stay-at-home parents • Retirees • Business owners

when the unexpected happens. The power of life insurance can be felt with the story of Stephen and Katie Miller.

Married couple Stephen and Katie Miller began discussing getting life insurance when their first son was born. Stephen was uninterested, given the couple was young and healthy. But Katie was adamant and eventually convinced Protecting loved ones Stephen that life LIMRA’s 2021 Life Insurance insurance was necessary Barometer Study found one for their family. of the top misconceptions Shortly after their about life insurance is that second son was born, Katie it is too expensive. More contracted Ewing’s-Sarcoma than half of Americans cancer. She passed away overestimate the cost of a year and a half later. The life insurance by as much Miller’s life insurance policy as threefold. In reality, life has allowed the family to insurance can be surprisingly maintain the life they had inexpensive. before Katie passed, and A healthy 30-year-old Stephen is able to raise can get a $250,000 20-year their sons without financial policy for just $13 a month or worries. $156 per year. With this type Life insurance is the of policy, loved ones would ultimate Valentine and is receive $250,000 if the a concrete demonstration insured were to pass away of someone’s love for their between the ages of 30 and family. AmeriLife marketers 50. have a wide assortment of life insurance policies from The Millers - Keeping reputable carriers to offer life going agents and advisors. For Tomorrow isn’t promised more information, check out and having financial support the materials available at can make all the difference YourLifeSales.com.

https://lifehappens.org/life-insurance-101/ https://lifehappens.org/life-insurance-101/how-much-life-insurance-do-i-need/ https://www.limra.com/siteassets/research/research-abstracts/2021/2021-insurance-barometer-study/2021_barometer-infographic.pdf https://lifehappens.org/life-insurance-101/what-is-the-average-life-insurance-cost/ https://lifehappens.org/videos/protecting-the-future/

January 2022

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News from Around AmeriLife

News from around

AmeriLife

Notable Notes from the Turn of the Calendar Year Welcome to 2022! While AmeriLife affiliates and associates were busy balancing business obligations with their enjoyment of the holidays, a number of exciting happenings took place that you may have missed. executives and company associates attending. Following the ribbon-cutting, those gathered had the opportunity to tour the new facilities and enjoy cake and refreshments.

Association of Independent Life Brokerage Agencies (NAILBA),

held online in December. The article notes that finding partners that share the same vision and values is essential to culmination of a successful merger or acquisition. Asked about AmeriLife’s approach, Jim said, “We're trying to find entrepreneurs and companies that share our vision and that share a commitment to New Work Space at the adding value throughout the AmeriLife Home Office chain of carriers, agents, and Now Open for Business! customers.” As AmeriLife grows, Jim added, “You can invest more employees have come more in lead generation and onboard, and they need room help the agents do a better to help continue the trend. job with accounting and Arising from this happy compliance and take some AmeriLife CFO Jim necessity, AmeriLife of those headaches off the Quinn Offers Insights on associates were invited to plates of an entrepreneur, Partnership in Leading attend a ribbon-cutting on who most of the time really December 13 to celebrate the Industry Publication just want to get back to opening of this expansive new A recent article published selling.” Read the entire office space. The additional by InsuranceNewsNet shared article here. offices and work stations are the thought leadership of Through its magazine, located on the third floor of AmeriLife Chief Financial website and newsletters, the Heritage Building, which Officer Jim Quinn on the topic InsuranceNewsNet shares the Clearwater, Fla. of consolidations, mergers provides insurance and campus with AmeriLife Place. and partnerships within the financial professionals with AmeriLife CEO Scott Perry industry. The discussion comprehensive news, original served as master of ceremony came from the annual threeinsight and educational for the event with many senior day meeting of the National assets. NAILBA is the trade

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News from Around AmeriLife

association representing more than 300 independent brokers and brokerage agencies committed to providing American consumers with financial and retirement security products such as life and health insurance, annuities, and other supplemental benefits.

‘Medicare Bob’ Shares His Insights by Joining Forbes Finance Council

commented on each point. Fittingly, Bob fielded the health care question. “I’ve spoken with thousands of retirees, and most have the same fear: that they’ll outlive their money,” Bob said. “The single biggest unknown cost as we get older is our health care. The key to protecting and preserving your wealth, especially as inflation continues to rise, is taking the steps necessary to mitigate and ultimately better manage those future costs.” Well-known globally and highly respected, Forbes provides news and information about business, investing, technology, entrepreneurship, leadership and affluent lifestyles. The Forbes Finance Council is an invitation-only organization for senior-level financial services executives and leaders.

In December, Forbes published an article entitled, “Don’t Overlook These 13 Financial Factors in Your Retirement Plan.” The article

drew upon the expertise of the Forbes Finance Council for their thoughts on how people can reach their retirement goals. Among this distinguished group was Robert “Medicare Bob” Bache, founder and chief sales officer at AmeriLife affiliate, Senior Healthcare Direct. The article addressed such concerns as 401(k) contributions, livable annual wages, debt and inflation among other concerns. A different council member

Leon Green to Lead AmeriLife’s Enterprise Project Management Office Earlier this month, AmeriLife welcomed Leon Green as vice president,

Enterprise Project Management Office (EPMO) and IT Delivery. Leon brings nearly 30 years of project management experience to AmeriLife. Reporting to AmeriLife Chief Operating Officer Tim Calvert, Leon’s focus will be on enterprise optimization, new capabilities initiatives and IT services. He is also charged with ensuring EPMO operations and improvement strategies align with business objectives. Tim said, “Leon’s appointment is yet another testament to AmeriLife’s continued investment in operational excellence. I’m thrilled to welcome him to AmeriLife to lead our talented IT Delivery team and help accelerate our EPMO.” Most recently, Leon served as corporate director for the Project Management Office (PMO) at VITAS Healthcare, where he managed transformative health care solutions projects that improved VITAS’ care team collaboration, reduced administrative overhead, and delivered increasing patient and business value. Leon also previously served in senior project manager roles for transportation and logistics company Ryder Systems Inc. and government services company Maximus Inc.

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A milestone worth celebrating.

We launched Nationwide Peak® 10, our newest fixed indexed annuity, one year ago. And oh, what a year it’s been. The product was designed to help meet the needs of people seeking a balance between growth potential and financial protection. And over the past 12 months, we’ve been able to help clients do just that. Cheers for helping to make 2021 a success for Nationwide Peak 10.

FOR FINANCIAL PROFESSIONAL USE ONLY — NOT FOR USE WITH THE PUBLIC This material is not a recommendation to buy or sell a financial product or to adopt an investment strategy. Investors should discuss their specific situation with their financial professional. A fixed indexed annuity may be appropriate for those who want the opportunity to capture upside potential while having a level of protection from market downturns. Withdrawals taken before age 59½ may incur a 10% early withdrawal federal tax penalty in addition to ordinary income taxes; withdrawals may trigger surrender charges and reduce death benefit and contract value A fixed indexed annuity is not a stock market investment and does not directly participate in any stock or equity investment. Guarantees and protections are subject to the claims-paying ability of Nationwide Life and Annuity Insurance Company. Nationwide Peak is issued by Nationwide Life and Annuity Insurance Company, Columbus, Ohio. Nationwide and its associated entities are not affiliated with Amerilife or its affiliates. Nationwide, the Nationwide N and Eagle, Nationwide is on your side and Nationwide Peak are service marks of Nationwide Mutual Insurance Company. © 2021 Nationwide

FAM-1440AO-AL

Compliance Corner

Getting Ahead of Consumer Complaints about Medicare Health Coverage In the end, we are all here to help consumers make the best decision in regard to their health care coverage. As a marketer, you may not regularly hear complaints directly from consumers, but you understand that dissatisfied customers negatively impact everyone’s business. More importantly, unhappy clients signal a failure to meet the AmeriLife mission of helping people live longer, healthier lives. This is especially true in the realm of Medicare Advantage and Medicare Supplement products. Based on guidance from the YourMedicare Compliance Department, here are steps that marketers can take to enable agents to best meet customer needs.

Prepare your agents to do a needs assessment with their customers.

• Provide content, links or access to carrier information that relate to the medical, prescription or financial needs of the consumer. • Make sure your agents know how the plans you market meet their customers’ needs so they, in turn, can explain the plans’ costs, limitations, features and benefits accurately.

Enable your agents to summarize benefits prior to clients choosing a plan by providing information or direction to platforms such as the YourMedicare Enrollment Center or carrier sites for: • Copayment and coinsurance option details. • Verification that medications and/or services that the customer currently uses are covered by the plan. • An explanation of how a Medicare Advantage plan may affect the annual out-of-pocket limit a member pays for cost sharing.

• Limits regarding out-of-pocket spending for cost sharing in Medicare Parts A & B. • How Medicaid or low-income subsidy (LIS) help affects particular copayment or coinsurance costs to consumers. For example, states determine the level of cost-sharing help.

Keep your agents informed about plan networks and providers, including:

• How in-network and out-of-network provisions differ. • Ensuring your agents are familiar with how HMO, HMO-POS and PPO plans are organized into networks of doctors, specialists, hospitals and pharmacies. • Sharing resources to help agents quickly identify plans that require a referral from a primary care physician for specialist visits. • Helping agents acquire a plan-provider directory or carrier contact information to determine if a health care provider is in a particular network.

Finally, be responsive to agent questions.

Fortunately, a lot of critical information can be found at YourMedicareResources.com and marketers may be able to direct their agents there. However, you can proactively help your agents avoid customer complaints by seeking their feedback regarding recurring questions or pain points and working toward finding and offering solutions.

January 2022

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Back to Basics

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Essential Customer Service Skills for Marketers (and Anyone Else) Like anything worth doing well, providing good customer service requires committed effort and determination to acquire and develop specific abilities. Certainly, this is also true for AmeriLife-affiliated marketers. If being above average in serving your agents is important (spoiler alert: it is), here are eight important skills to work on: 1. Being responsive – Good news! When an agent reaches out to you, it means they are either trying to do business with you or would like to continue doing business with you. Make it easy on them by returning their phone calls, emails or texts as quickly as possible. And if it takes

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a while to provide a solution to their concerns, keep them updated on your progress. 2. Expressing empathy – A simple idea that’s easy to understand but often hard to master, empathy is merely the ability to imagine yourself in another person’s place so you can understand what they are feeling. Once you’re able to do that, customer service becomes a genuine exercise in caring. 3. Staying positive – When you have confidence in yourself, your organization and the products and services you market, maintaining a positive demeanor as you help a customer should be easy. Think about it: if anyone can come through for an agent, it’s you.

Back to Basics

In business, everybody knows the value of good customer service. Yet according to data shared by Salesforce, customers are nearly six times more likely to say that service failed to meet expectations (29%) than that their expectations were exceeded (5%).

4. Communicating clearly – We’re not talking about a high-level concept, but literally things like speaking without mumbling, slowing down if you tend to talk too fast and enunciating your words. Before sending an email, take time to review it and fix typos or sentences that might be confusing. 5. Taking responsibility – Part of this is managing expectations by under-promising so you can over-deliver. But perhaps even more important is letting your agents know that the buck is going to stop with you. Even if a problem isn’t your fault, keep in mind that customers are much more interested in having their issues resolved than in accurately assigning blame. 6. Practicing active listening – When speaking with agents, make sure you focus on hearing what they actually say rather than coming up with a response to what you think they said. If you are unsure of their meaning, ask questions to clarify. Repeat back what you are hearing to avoid any misunderstanding. 7. Nurturing relationships – Check in on your

agents from time to time, just to see how things are going for them. Find out if they have any questions or if you can help them with any problems. They will appreciate your thoughtful attention, making them much less likely to take their business elsewhere. 8. Expanding your knowledge – Educate yourself constantly. This is especially important for marketers who need to fully comprehend features and benefits of often complicated insurance and financial products in order to accurately convey information and value propositions to their agent and advisor audiences. Strive to be the go-to resource for all your customers' questions.

Exceptional presentation skills and the “gift of gab” are great to have, and they can go a long way toward recruiting agents and closing deals. However, it’s the thought, care and effort that you put into serving those clients once any deal is struck that will determine if your business grows in a sustainable fashion. January 2022

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Wellness

Linking COVID-19 to Heart Health February is American Heart Month, a time to raise awareness about the dangers of heart disease. Heart disease has been the leading cause of death in the United States since 1921 and takes an estimated 17.9 million lives each year globally. New research also suggests the COVID-19 pandemic will impact rates of heart disease prevalence and deaths for years to come.

COVID-19 and Cardiovascular Health

According to Donald M. Lloyd-Jones, MD, Sc.M., FAHA, the president of the American Heart Association, the COVID-19 pandemic has undone much of society’s progress in cardiovascular health in areas such as appropriate medical treatment and healthy lifestyle behaviors. Side effects of the pandemic 12

including unhealthy eating habits, lack of physical activity, increased alcohol consumption, the mental toll of isolation and the fear of contracting COVID-19 are having serious impacts on cardiovascular health. A new study published in the American Heart Association’s flagship journal, Circulation, found blood pressure levels have increased for adults during the pandemic compared to pre-pandemic years. This is an alarming addition to the existing 47% of adults in the U.S. who have hypertension, the most significant risk factor for stroke.

Keep Your Heart Healthy

What does this all mean? Keeping your heart healthy is more important than ever. Incorporating healthy habits into your daily routine can play a big part in preventing heart

Wellness

disease. The CDC recommends the following strategies to get your cardiovascular health on track:

• Choose healthy foods and drinks. This includes choosing foods that are high in fiber and low in saturated and trans fats. You also want to eat more fruits and vegetables, aiming for a combined seven to nine servings each day.

• Maintain a healthy weight. Extra weight can put too much stress on the heart and blood vessels. Use the CDC’s Adult BMI Calculator to assess if your weight falls within a healthy range. • Exercise regularly. The U.S. Department of Health and Human Services recommends at least 150 minutes of moderate-intensity physical activity a week for substantial health benefits. A solid diet, weight and exercise regime can help keep your heart healthy, but there are other important areas to keep an eye on as well. You want to make sure you’re getting enough sleep and flossing your teeth daily. Skimping on sleep has been shown to increase the risk of heart attack, while people with periodontal (gum) disease often have the same risk factors for heart disease.

Don’t wait to take care of your heart. Visit the University of Utah Health’s cardiovascular resource center to learn more about heart disease, including how to recognize the symptoms of an unhealthy heart and when to see a cardiologist.

https://www.cdc.gov/mmwr/preview/mmwrhtml/mm4830a1.htm https://www.who.int/health-topics/cardiovascular-diseases#tab=tab_1 https://newsroom.heart.org/news/heart-disease-likely-to-remain https://www.cdc.gov/bloodpressure/facts.htm https://www.cdc.gov/heartdisease/prevention.htm https://www.cdc.gov/healthyweight/assessing/bmi/adult_bmi/english_bmi_calculator/bmi_calculator.html https://health.gov/sites/default/files/2019-09/Physical_Activity_Guidelines_2nd_edition.pdf https://www.ahajournals.org/doi/abs/10.1161/CIRCULATIONAHA.121.057075 https://www.heart.org/en/news/2020/06/05/the-dangers-of-sleep-deprivation https://www.health.harvard.edu/heart-health/gum-disease-and-heart-disease-the-common-thread https://healthcare.utah.edu/cardiovascular/

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Annuity

What if your single allocation strategy doesn’t pan out? Access diversification options and performance strength potential with NAC VersaChoiceSM 10 fixed index annuity Think you know our top-selling 10-year1 VersaChoice? 1. 9 uncapped volatility controlled index strategies illustrating from 3.60 - 9.24% (subject to a participation rate or index margin; based on last 10 years2)

2. Index options from strong financial brands S&P and Fidelity

Discover how a NAC VersaChoice 10 FIA may offer what your client is looking for in their retirement planning. Scan the QR code with your phone’s camera to learn more about VersaChoice or visit versachoice.com:

3. Year-over-year performance strength (with an average interest credited of 6.70% in 2020 and 5.90% in 20193) FOR FINANCIAL PROFESSIONAL USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION PURPOSES. Sammons Financial® is the marketing name for Sammons® Financial Group, Inc.’s member companies, including North American Company for Life and Health Insurance®. Annuities and life insurance are issued by, and product guarantees are solely the responsibility of, North American Company for Life and Health Insurance. Fixed index annuities are not a direct investment in the stock market. They are long term insurance products with guarantees backed by the issuing company. They provide the potential for interest to be credited based in part on the performance of specific indices, without the risk of loss of premium due to market downturns or fluctuation. Although fixed index annuities guarantee no loss of premium due to market downturns, deductions from your accumulation value for additional optional benefit riders or strategy fees associated with allocations to enhanced crediting methods could exceed interest credited to the accumulation value, which would result in loss of premium. They may not be appropriate for all clients. Interest credits to a fixed index annuity will not mirror the actual performance of the relevant index. Insurance products issued by North American Company for Life and Health Insurance®, West Des Moines, Iowa. Product and features/options may not be available in all states or appropriate for all clients. See product materials and state availability chart for further details, specific features/options, and limitations by product and state. While we are featuring specific indexes and crediting methods available on the NAC VersaChoice keep in mind that additional indexes and crediting methods are also available on this product. This should not be viewed as allocation advice. NAC VersaChoiceSM 10 is a fixed index annuity issued on base contract form NA1012A/ICC17-NA1012A.MVA or appropriate state variation including all applicable endorsements and riders. 1. A surrender during the surrender charge period could result in a loss of premium. Surrender charge structure may vary by state. 2. Based on hypothetical projected illustrated rates, last 10 years, high band of $75,000+, and net annual effective rate that reflects applicable strategy charges. 3. Minimum guaranteed interest rate is 0%. Actual interest credited during 2020 calendar year, for policies issued in 2017-2019. Actual interest credited during 2019 calendar year, for policies issued in 2017 and 2018. Past performance is not a guarantee of future results and should not be used to predict future performance. 34069Z REV 11-21

West Des Moines, IA | NorthAmericanCompany.com

Or find out more by calling Sales Support

866-322-7066

Wellness

Heart Health At Any Age Heart health should be a life-long lifestyle goal – no matter what age you are. Here are steps from the American Heart Association on being heart healthy at ALL stages of your life.

IN YOUR 20S H Find a doctor and have regular wellness exams H Be physically active H Don’t smoke and avoid secondhand smoke

IN YOUR 30S H Make heart-healthy living a family affair H Know your family history of heart health H Tame your stress

IN YOUR 40S H Watch your weight H Have your blood sugar checked H Don’t brush off snoring

IN YOUR 50S H Eat a healthy diet H Learn the warning signs of a heart attack and stroke H Follow treatment plans from your doctor

IN YOUR 60S H Get tested to check for peripheral artery disease H Watch your weight H Learn the warning signs of heart attack and stroke

AT ANY AGE H Have a healthy eating plan H Get 2½ hours of physical activity each week

January 2022

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GAGE Spotlight

The GAGE Spotlight: Honoring Associates Displaying 'Great Attitude, Great Effort'

DAWN BALLIS

It’s been just over one year since Life and Health Brokerage Division President Scotty Elliott established GAGE: a guiding principle meant to inspire and celebrate great attitude and great effort within AmeriLife’s L&H division. High productivity and impressive effort spread noticeably through the entire organization, calling on us to expand the distinction to recognize members of the Annuities and Retirement Planning side of the Brokerage division as well. The GAGE Recognition honors two hard working associates for their abilities to motivate peers, foster positive work environments and remain enthusiastic despite tough challenges. For January, we recognize Dawn Ballis and Tessa Wolfe.

The GAGE Spotlight on Dawn Ballis

How does Dawn demonstrate GAGE? Through her supportive mentality and high-energy approach to her work.

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Dawn Ballis found her true passion when she joined Vertical Vision Financial Marketing almost ten years ago. As the director of new business, she works closely with agents and advisors every step of the way from applications to issue. Her typical duties include processing applications and following up on pending requirements, all while making sure her agents and advisors have the support they need. Dawn strives to give each day her all. Whether she’s in the office or working

remotely, she makes a concerted effort to be upbeat and do her best. She is motivated by her own perseverance and uses her independence to fuel her drive to be successful. It doesn’t hurt that Dawn loves working with her agents too, making a positive attitude and great effort come easily. How does Dawn demonstrate GAGE? Through her supportive mentality and high-energy approach to her work. Dawn says, “There’s no ‘I’ in ‘team.” She believes if she doesn’t do her job effectively, the team cannot fully succeed. Dawn’s great effort can also be seen in her proactive approach to challenges; she cites planning ahead and learning to anticipate hiccups as extremely helpful for reducing delays and keeping processes moving. Dawn’s goal is to show up as her best self, meaning she aims to come to work with a positive attitude every day and makes sure she is available if her peers need anything. Her great attitude and great effort have made a significant impact on her co-workers, and one peer describes Dawn as, “diligent, detail-oriented and an extremely valuable asset to Vertical Vision.” Dawn consistently goes above and beyond and her uplifting attitude will continue to inspire her agents, advisors and fellow employees.

GAGE Spotlight

Those who embody GAGE help build the foundations of encouraging, successful work environments.

The GAGE Spotlight on Tessa Wolfe Tessa Wolfe began her working career at Stephens-Matthews Marketing in 1999 and has remained a vital component of the company ever since. She got her start as a part-time employee and has mastered many roles over the last 23 years before assuming her most recent role as vice president of marketing. Her main responsibilities include marketing support and assisting agents with pending business, product questions and anything else that helps them be successful in their business. Tessa gives 110% knowing the better she does, the better everyone else will do as well. If she is knowledgeable and well-rounded, she can better assist agents in the field who in turn can create better experiences for clients. The domino effect of effort, as well as the importance of her work, motivates Tessa to perform to the best of her ability. To her, insurance marketing isn’t simply a job, or even a career. She firmly believes that being in the business of helping protect people’s health and financial well-being requires consistent, quality effort to avoid making small impediments into tragic catastrophes. Tessa overcomes challenges with careful assessment and patience. She likes to break down the issue and build the solution back up with her team. This

fixes the problem while simultaneously preparing everyone to handle the next challenge. Tessa demonstrates GAGE by constantly working on self-improvement and treating everyone with respect. She refuses to dwell on the negatives in life and instead chooses to channel all mental effort into being productive. Her demeanor makes a difference at Stephens-Matthews, where a co-worker describes Tessa as, “simply spectacular at her job.” The buzz around the office reflects Tessa’s positivity, helpfulness and overall motivational attitude. Tessa’s advice? Find value in what you do and enjoy your work. Success stands on strong, respectful relationships. She encourages us all to build a community of value to make working together both purposeful and fun. Do you have a co-worker who demonstrates GAGE? If so, click here for a GAGE nomination form. Please contact Joe Gulash ([email protected]) if you have any questions.

TESSA WOLFE

Tessa’s advice? Find value in what you do and enjoy your work. Success stands on strong, respectful relationships.

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California Dreaming October 19-23, 2022

Nationwide Peak 10 Fixed Indexed Annuity Contest Exclusively Sponsored by AmeriLife

Qualifying agents will embark on a trip to the breathtaking Hotel Del Coronado on the west coast of California.

Contest Qualifications:

Minimum of $3,300,000 in issued Nationwide Peak 10 Fixed Indexed Annuity premium to qualify.

Contest Period:

June 1, 2021 – May 31, 2022 for submitted and issued Nationwide Peak 10 Fixed Indexed Annuity contracts

For internal use only. For Independent agents contracted with an affiliate and participating subsidiary of AmeriLife Group, LLC (“AmeriLife”). Those participating affiliates are AAA, ABX, AIM, AMFED, ASG, DFS, ESS, FSIB, GORD, GRUPO, JDM, MWM, NISHD, PAM, PINN, PIP, PSM, RAWL, SAM, TAG, TLAS AND VERT. This contest is only for Nationwide Peak 10 Fixed Indexed Annuity contracts. Product features, options and availability may vary by state. Nationwide is not sponsoring this contest in any way. Guarantees are based on the claims-paying ability of the issuing company. The Contest period is defined as follows: Contracts must be submitted between June 1, 2021 and May 31, 2022 and issued by July 15, 2022. The premium must still be in force at the time of the incentive trip I.E. not takens, surrenders, principal withdrawals will net against the production counted for this trip. Contest parameters are as follows: To qualify, an agent must have a minimum of $3,300,000.00 in issued Nationwide Peak 10 Fixed Indexed Annuity premium. Trip is for winning agent plus one adult guest and includes standard airfare and hotel accommodations. Program entry constitutes participant’s agreement to promotion rules. Qualifiers are responsible for reporting prizes for tax purposes. Trip is not transferable, not redeemable for cash, nor can it be substituted or rescheduled by the winner. Certain exclusions, restrictions, and limitations may apply. Contest rules are determined by AmeriLife, LLC in its discretion and are subject to change and cancellation by AmeriLife. This is an invitation-only trip and decisions by AmeriLife regarding contest prizes are final. Trip dates are subject to change by AmeriLife. AmeriLife reserves the right to substitute an alternative prize of equal or comparable value. C06182105

Feeding America Update

YourMedicare Donates

1M+ Meals in 2021

Since debuting its enrollment center in 2019, YourMedicare.com has rapidly become the “go-to” platform for agents enrolling Medicare beneficiaries into Medicare Advantage and prescription drug plans. YourMedicare.com has a two-prong approach when it comes to Medicare products. It first provides Medicare beneficiaries with the information they need to learn about Medicare products and evaluate their options. The site is also a time-saving, multicarrier platform for agents to compare, quote and enroll their clients. The team at YourMedicare.com, under the leadership of Matt Graham, senior vice president of Managed Care Solutions, has continually tweaked and refined the site to offer enhanced features for

marketers and agents. • Added HRA/VBE, which gives agents the opportunity to earn an extra $50 - $100 per application. • Refined the “Shop-by-Doc” feature to make it easier to use and more helpful when a doctor has multiple locations ending the need for agents to go to each carrier site to look up a doctor or PCP. • Added new filters that sort plans by Part B givebacks, 5-star ratings and DVH. • Added a list of preferred pharmacies and doctors accepting new patients for YourMedicare’s larger carriers. • Added the Aetna Hospital Indemnity plan, which is a plus for agents who cross-sell products. ➤ continued on page 21

January 2022

19

Loosen Up in the

Dominican Republic June 7 – 11, 2023

Life & Health Distribution

2022 PEAK PERFORMERS

Melia Caribe Beach Resort Punta Cana, Dominican Republic Trip Qualifications Coming Soon

Feeding America Update

In 2022, YourMedicare will continue honoring AmeriLife associates and carrier partners for their support of the Feeding America fundraiser.

This month, YourMedicare honors:

Tyler Tolbert

with Jack Schroeder & Associates

Patricia Harmon

with Premier Insurance Partners

Renee Lemens

with Jack Schroeder & Associates

Renee Bronson

AmeriLife Compliance Risk Officer continued from page 19

According to Max Krejckant, YourMedicare’s agent support manager, marketers recommended many of the enhancements to the YourMedicare.com site. “To be successful, the YourMedicare.com site needs to remain relevant for agents in the field,” Max said. “Getting marketer feedback helps us incorporate new features that make the site valuable for agents and their daily operations.” The results speak to the efforts of the YourMedicare team. In 2021, agents submitted 136,019 applications through the YourMedicare Enrollment Center. That’s an increase of nearly 50,000 applications over 2020’s total of 88,690. “That’s an amazing 53% YoY growth,” Max said. “Marketers can be certain that we’ll continue to add more features in 2022 that will help agents selling Medicare products.” And those 136,019 applications also served a greater purpose to drive YourMedicare’s fundraiser for Feeding America to its highest donations to date. Feeding America is the nation’s largest domestic hunger-relief organization. Through a network of

60,000 food pantries and 200 food banks, Feeding America helps support the one-in-nine Americans currently facing hunger. For every application agents submit through the YourMedicare Enrollment Center, YourMedicare donates 10 meals to Feeding America. The 136,019 applications submitted through the YourMedicare Enrollment Center in 2021 equaled 1.3 million meals donated to Feeding America. Overall, YourMedicare has donated 2,600,000 meals since 2019. “It’s amazing to think that something so simple as using our application platform resulted in helping so many Americans dealing with food insecurities,” Max said. “This is a cause YourMedicare will continue to support in 2022. I can’t wait to see our numbers next year at this time.” Individual donations for YourMedicare’s Feeding America fundraiser can be made at www.YourMedicareFeedsAmerica.com. For more information on accessing the YourMedicare Enrollment Center, email FeedAmerica@ YourMedicare.com. January 2022

21

Book of the Month

Guiding Your Organization Through Change

8 Steps for Successful Transformation

“Leadership defines what the future should look like, aligns people with that vision and inspires them to make it happen despite the obstacles.” - John Kotter, Leading Change Change is inevitable. Willingness to change and being able to adjust in the increasingly competitive business environment is crucial to survival. Companies are constantly making changes for several reasons: They might want to better align with business strategies, improve outdated processes or retain a competitive edge. Regardless of the main reason, making fundamental change requires careful consideration to be successful. Businesses must take their time moving through phases to avoid devastating consequences. Poorly planned and rushed transformation efforts commonly fail and take entire organizations down with them. Implementing change through carefully curated processes is the only way to make lasting, effective change. Each month, Life and Health Brokerage President Scotty Elliott recommends a book to his leadership team. For December, Scotty chose, “Leading Change,” by John P. Kotter. Kotter is a New York Times best-selling author and award-winning business and management thought leader. Over the past 35 years, Kotter has helped transform thousands of organizations around the 22

Book of the Month

world by teaching people how to better lead. Kotter is known for being the founder of the 8-Step Process for Leading Change, which he cultivated from over four decades of research. In his book, “Leading Change,” Kotter identifies key factors for implementing strategic change and combines them into his eight-step methodology for success.

Establish, Build, Develop

The first step of leading change requires those in charge to create a sense of urgency. Leaders need to energize the impending transformation. Helping others see the need for change and communicating the importance of acting immediately will prepare employees for the hard work ahead. Significant change always has a strong team making it happen. Building a coalition of effective employees will help coordinate, guide and achieve effective transformation. Once the right people are on board, it’s time to develop a strategic vision that clarifies how the team will turn the desired future into reality.

Communicate, Overcome, Win

It’s not enough to merely form a strategic vision. Leaders must also communicate the vision constantly and clearly. Messages should be simple to leave minimal room for misunderstanding. It’s important to also recognize any barriers

that may be blocking successful transformation. Overcoming obstacles together helps empower employees, which will in turn generate lasting impact. Handling problems shouldn’t take all the attention. Effective leaders know how to celebrate short-term wins along the way. Recognizing achievements keeps momentum going, builds morale and reinforces the transformation is underway.

Keep Going and Imbed Change in Company Culture

Initial success doesn’t mean the transformation is complete. Leaders should continuously improve systems to better fit with the vision. Change shouldn’t stop until the vision is a reality. Once transformational change is achieved, it’s important to anchor the new approaches in company culture to avoid slipping back into old habits. Change is never-ending and being able to clearly communicate the connection between the new changes and organizational success will inspire employees to be fearless when the next transformation comes around. “Leading Change” offers a practical model for guidance through change. Kotter’s process can help any leader interested in increasing organizational effectiveness for business success. January 2022

23

Annuity A lifelong journey that begins in the mind

An unfinished product

It’s not easy to reach the top of any profession. That can be especially true in the hypercompetitive insurance and financial services business. While the achievement can be coveted, the barriers along the way help ensure not everyone makes it.

Top producers also pointed to continued learning and self-improvement as a key factor in their long-term success. They do not rest on their laurels. They strive to get better and are students of their craft. Here were a few key areas that were consistent across all our top producer respondents.

The countless hours of unanswered calls. The disappointment of no-show appointments. The constant struggle to sustain what you’ve built and find ways to keep getting better.

Education and professional development Producers in our study constantly read industry news articles, journals, books, listen to podcasts, etc…to stay up-to-date on the latest trends, techniques, products, and technology in the financial services industry. They attend conferences, webinars, seminars, professional development courses, continuing education classes, workshops, career coaching and mentorships to expand their knowledge and skill set.

The truth is, producers shouldn’t have to work that hard only to see their business plateau while their competitors continue to grow and thrive. So what are some of the differences between the frustrated and the fortunate – between the stuck and stellar? How are some producers able to elevate themselves above the rest? At North American, we call it…

The Masterclass MindsetSM The Masterclass Mindset revealed it¬self through a North American survey of hundreds of financial professionals and a series of in-depth, follow-up interviews with dozens of them.

Networking and community involvement

Individually, they shared what’s made them successful, many of them over the course of several decades. Here, we’ve pulled together the common traits most likely responsible for leading them to the top and that could help you on your way there as well.

Producers acknowledge they must be open and flexible to changes and new opportunities in order to evolve and grow in their financial services role. In order to do this, many attend community events and social functions to network with clients and other industry professionals, while others may volunteer or do community service work. Some will connect and network with others online (i.e. LinkedIn, Facebook) to enhance their connectivity. They try to stay open-minded to innovative techniques and strategies that may evolve into new business opportunities or generate leads.

Take a look at some of the insights… Sales career trajectory It could be easy for top producers to grow content. But our research discovered that not only do almost all the top producers we talked to believe their sales career is still growing (over 90%), they far outpace non-top producers in that confidence.

64%

Producers that believe their sales career is growing

92%

of those producing over $3 million

vs

of those producing under $3 million

Want to continue reading? Scan the QR code with your phone camera to get a digital copy of The Masterclass Mindset. Or, call North American’s Sales Support team at 866-322-7066. FOR FINANCIAL PROFESSIONAL USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION PURPOSES.

Sammons Financial® is the marketing name for Sammons® Financial Group, Inc.’s member companies, including North American Company for Life and Health Insurance®. Annuities and life insurance are issued by, and product guarantees are solely the responsibility of, North American Company for Life and Health Insurance. Sammons Financial research study conducted in two phases September 2019 and January 2020. Phase 1 in-depth phone interviews among 23 top producing agents. Phase 2 online survey comprised of 254 life insurance and annuity agents, both sampled from the general insurance market and Sammons Financial member company agents. Agents interviewed sell more than annuities/life insurance and statements provided may not apply directly to the sale of these products. Analysis for educational purposes only. Experience of participants of this 2020 research study may not be representative of the experience of all. 34068Z | PRT 8-21

West Des Moines, IA 50266

NorthAmericanCompany.com

Incentives • Annuities & Retirement Planning

The Nationwide Peak 10 Fixed Indexed Annuity Incentive Encourage Your Agents to Qualify for this AmeriLife-Exclusive Getaway As we march forward into the new year recharged and ready to go, your agents are gearing up to make some serious financial strides. AmeriLife marketers can help get the ball rolling by sharing the news of the Nationwide Peak® 10 Fixed Indexed Annuity incentive, exclusive to AmeriLife. The Nationwide Peak 10 Fixed Indexed Annuity launched in 2021 and is the culmination of a partnership with Nationwide. The Peak 10 provides a balance between growth potential and protection and offers solutions for guaranteed lifetime income that can be a key part of a client’s retirement portfolio. Some features include two distinct indexes available exclusively through the Peak 10: the J.P. Morgan Cycle Index and the Alliance Bernstein Growth and Value (GaVL) Index. These two indexes provide growth potential and protection of policyholders’ principal in continually changing market conditions. The Peak 10 also features a guaranteed income solution with a 4% rollup and an optional Bonus Income+ Rider with a 7% rollup that provides a 10% premium bonus and a joint life option. The 10year fixed indexed annuity provides policyholders access to Nationwide’s Care Concierge program, an extensive resource center to guide clients through complex issues such as medical coverage, counseling and health care issues. Agents who qualify for the Peak 10 incentive will enjoy a five-day getaway on Oct. 19-23 at the breathtaking Hotel Del Coronado, better known as, “The Del,” in Coronado, Calif.

Since welcoming its first visitors in 1888, The Del has dazzled guests with its architectural mastery and spectacular seaside setting. This island-like resort has everything guests need to relax and slip into their SoCal state of mind. The Del has no shortage of opportunities for rest and relaxation. Guests interested in living their best beach life can lounge in soft daybeds and order food and drinks to be delivered right to their spot in the sand. After spending time at the beach, guests can remain stress-free with a session at the seaside spa or by enjoying some live music, fine dining or premier shopping. With five days in California, guests also have plenty of time to explore the city. A fifteen-minute car ride across the Coronado Bridge will take guests to beautiful San Diego. The cultural center of the city can be found at Balboa Park, just minutes from downtown. This botanical oasis has so much to see, including 17 museums and the world-famous San Diego Zoo.

Who Qualifies?

To qualify for this one-of-a-kind trip, agents must meet a minimum $3,300,000 in issued Nationwide Peak 10 Fixed Indexed Annuity premium. The contest period runs from June 1, 2021 to May 31, 2022 and all contracts must be issued by July 15, 2022. Marketers, encourage your agents to channel their new year motivation into qualifying for the Nationwide Peak 10 Fixed Annuity incentive. There is plenty of time for them to qualify for the trip where they can celebrate their hard work while relaxing in sunny California.

January 2022

25

Development

Advance Business Growth by Building a Personal, Online Brand For marketers who represent any number of carriers and product lines, having a powerful personal brand can play a critical role in aiding business growth. A recent Marketing Masterminds webinar explored how marketers might develop compelling personal brands through such online resources as YouTube videos, podcasts, social media platforms and blogs. The Marketing Masterminds session was moderated by Bill DeCourcy, senior vice president, Growth Marketing & Customer Acquisition. Bill set the stage for a panel discussion by asking, “How do you turn your expertise and passion into a powerful brand?” To help find the answer, Bill was joined by Jeff Maldonado, senior director, PR and Content Strategy; Bob Bache, founder and chief sales officer, Senior Healthcare Direct; and Ford Stokes, senior vice president, Annuity Marketing.

26

Building Your Online Brand Using a Q&A format, the webinar provided viewers with a number of keen observations from the panelists. Some of those questions and key takeaways include: • What does it take to become recognized as an industry thought leader?

Jeff advised viewers to present a unique perspective. He also recommended aligning with like-minded thought leaders in your industry to create a “halo effect.”



Bob drew from his own experience to suggest taking on a mentoring and sharing role with the community. Popularly known as “Medicare Bob,” he is well acquainted with the concept of personal branding, having produced numerous videos about Medicare, which are viewed by tens of thousands on YouTube.

Development

“We all know the power of a great brand. It allows us to summarize—in something more than words—your promise of service and quality to the customer.” - Bill DeCourcy,

Senior Vice President, Growth Marketing & Customer Acquisition

• What important aspect of personal branding often goes underappreciated/valued?

Jeff answered, “reputation management” and listed three key components:



1. Transparency – Be your authentic self with your audience.



2. Integrity – Be honest at all times.



3. Accessibility – Be inviting and accepting of criticism and respond gracefully.



Continuing with that line of thought, Ford quoted his grandfather who had said, “You never get in trouble when you do what you’re supposed to be doing.” He stressed building one’s character and prioritizing client needs over your own.

• Which is more important, personality (showmanship) or expertise?





Bob believes there has to be a combination of the two, but seemed to lean toward expertise. “If you have the expertise but the personality isn’t there, perhaps you can still get by with it,” he said.

• How do you create content?

Having a single story to tell can lead to a lot of content, Jeff said. “From there, you’re creating a video, a blog post, and social content. Before you know it, you’ve created a content ecosystem powered by that one thing.”



For Bob, content comes by answering the questions his audience cares about. Ford noted his copanelist’s success with this strategy. “Medicare Bob solved a problem. There is so little information out there for people who are about to turn 65, and they are preparing for one of the most important health care decisions of their lifetime. Bob answered their questions.”

Bill summarized the webinar by reinforcing the need for expertise in order to build credibility. “You need to have an empathetic point of view toward your audience,” he said. “And you need to be Bob then cautioned against presenting yourself proactively creating content that answers questions as an expert if you aren’t. “You can’t sell that perhaps the audience doesn’t even know it Medicare for three months and then be ‘Medicare has.” Sam,’” he observed. “I sold insurance for 10,000 Want more details and tips for building your hours before I ever made a single video.” online brand? Watch the complete episode of Jeff favored empathy over personality and Marketing Masterminds for additional expertise. “Show you understand their problems insights. and navigate them toward a solution,” he said.

January 2022

27

Open Enrollment Period

OEP =

An Opportunity for Changes to Medicare Policies Your knowledge as an insurance marketer that specializes in health care plans is a valuable resource for agents serving Medicare beneficiaries. During OEP, you can share your expertise to give agents the confidence to meet their clients’ Medicare needs throughout the year. 28

Agents just completed another robust Medicare Annual Enrollment Period (AEP). But it’s important for marketers to remember that agents have another Medicare enrollment period underway right now: the Open Enrollment Period (OEP). AEP? OEP? Aren’t they the same thing? Not in the least.

AEP Refresher

AEP runs from Oct. 15 to Dec. 7. During this timeframe, Medicare beneficiaries can: • Change from a Medicare Advantage (MA) plan and return to Original Medicare coverage • Change from Original Medicare coverage and enroll in an MA plan • Elect to move from one MA plan to a new MA plan • Elect to change from one Part D prescription plan to a new Part D prescription plan • Cancel a current Part D prescription plan • Elect to enroll in a Part D prescription plan, if the beneficiary doesn’t have one

Open Enrollment Period Reasons for Change There can be any number of reasons why clients would need to make changes during OEP. • The client’s provider network changes • The client’s dental coverage provided isn’t as comprehensive as needed • Costs associated with certain benefits covered at 80%, such as chemotherapy, durable medical equipment and Part B drugs

Medicare’s OEP Restrictions Medicare restricts agents from directly marketing for new sales during OEP; however, agents CAN answer any questions Medicare beneficiaries might have about their MA plans. Medicare states: Plans/Part D sponsors are prohibited from knowingly targeting or sending unsolicited marketing materials to any MA enrollee or Part D enrollee during the continuous Open Enrollment Period (OEP) (January 1 to March 31). “Knowingly” takes into account the intended recipient as well as the content of the message.

OPEN ENROLLMENT PERIOD (OEP) – January 1 through March 31 Here are the basics of OEP. Each year, MA enrollees – with or without drug coverage – have a 90-day window to switch to another MA plan, drop their MA plan, or return to original Medicare. During OEP, Medicare beneficiaries – enrolled in a Medicare Advantage plan or a Part D plan – can do the following: • Elect to change from one MA plan to another MA plan • Drop an MA plan and return to Original Medicare coverage • Enroll in a Medicare Supplement (or Medigap) plan once disenrolled from an MA plan • Enroll in a stand-alone Medicare Part D plan • Cancel a stand-alone Medicare Part D plan Changes made during OEP go into effect the following month. For instance, if a client makes a change on Feb. 10, the change would go into effect on March 1. It’s important for clients to understand they can only make one-time changes during OEP if they are enrolled in an MA plan. After that, they can’t make any changes until the next AEP.

A Marketer’s Role in OEP

Medicare beneficiaries have a vast number of health and benefit plans and more flexible supplement options for coverage. Beneficiaries may be unsure about Medicare’s two enrollment periods. That’s where your role as an AmeriLife marketer comes into play supporting agents. While Medicare does have restrictions, it does allow agents to conduct marketing activities that focus on other enrollment opportunities, including: • Marketing to age-ins (who have not yet made an enrollment decision); • Marketing to dual-eligible and LIS beneficiaries who, in general, may make changes once per calendar quarter during the first nine months of the year; • Sending marketing materials when a beneficiary makes a proactive request; • At the beneficiary’s request, having one-on-one meetings with a sales agent; and • At the beneficiary’s request, providing information on the OEP through the call center. Your knowledge as an insurance marketer that specializes in healthcare plans is a valuable resource for agents serving Medicare beneficiaries. During OEP, you can share your expertise to give agents the confidence to meet their clients’ Medicare needs throughout the year. January 2022

29

When is the best time to buy guaranteed income? HELPING CLIENTS APPRECIATE THE VALUE OF THEIR TIME.

Does this sound familiar? After spending considerable time with a client, running through multiple examples and demonstrations that explain the benefits an annuity can offer to a portfolio, the client says they need more time to think about it. Obviously, retirement decisions are among the most important financial choices we make in life and should be considered thoroughly. The importance of these

decisions may not always translate into how pressing they are. There is a cost to the time spent waiting to buy a guaranteed income solution. One way to help underline the urgency of some retirement options is to help clients understand the potential cost of waiting to buy a guaranteed income annuity.

The cost of waiting Two individual pre-retirees have the same goal: receive $10,000 in annual income when they retire at 65. Both individuals are interested in purchasing an American Equity IncomeShield 10 fixed index annuity, with a Lifetime

Income Benefit Rider that provides 7.25% simple interest to the income account value rate.* The only difference is one purchases at 58; the other at 64.

Income Product: IncomeShield 10 with Lifetime Income Benefit Rider providing 7.25% Simple Interest.

Deciding Dave Age: 58 Retirement age: 65 Goal: Additional $10,000/year in retirement

Waiting Wally Age: 64 Retirement age: 65 Goal: Additional $10,000/year in retirement

Purchase Payment to Reach Goal: $125,754

40

%

Purchase Payment to Reach Goal: $176,754

More capital required for Wally after waiting 6 years

Example shown for illustrative purposes only. Assumes no withdrawals are taken from the contract prior to income payments beginning. Excess withdrawals taken in addition to lifetime income payments will reduce future income payment amounts. TM

The one who works for you!

®

01AD-AE-IM 09.20.21

TM

YourMedicare OEP Training

YourMedicare Helps Agents

Navigate OEP with Targeted Training Agents don’t have much down time between the end of Medicare’s Annual Enrollment Period (AEP) and the start of Medicare Advantage’s Open Enrollment Period (OEP). While AEP ends on Dec. 7, OEP starts on Jan. 1 and runs through March 31. During OEP, Medicare beneficiaries enrolled in Medicare Advantage (MA) plans can: • Switch to different MA plans • Switch back to Original Medicare • Enroll in a prescription drug plan YourMedicare is an online platform that provides agents with the tools they need to compare, quote and enroll their clients in MA and prescription drug plans. However, YourMedicare is taking the extra steps to offer webinars every other week during OEP for agents to learn more about the platform. Max Krejckant, YourMedicare’s agent support manager, presents on two important topics: • YourMedicareBot, which explains field voice signature enrollments for Humana and Aetna plans • YourMedicare Sunfire, which explains remote and face-to-face enrollments for YourMedicare’s main MA and prescription drug carriers; Aetna, Anthem, CarePlus, Centene, Cigna MA, Clover Health, Freedom Health, Humana, Molina Healthcare, Mutual of Omaha, Optimum HealthCare, Oscar Health, SilverScript, UnitedHealthcare and WellCare. The YourMedicare Sunfire presentation also covers enrolling in Aetna Hospital Indemnity and Anthem Med Supp plans. In the webinars, Max demonstrates how to use YourMedicareBot and YourMedicare Sunfire to

ensure agents can efficiently support their clients needs. And there’s always time at the end of the sessions for agents’ questions. Max also offers one-on-one training for agents whose schedules don’t let them attend one of the webinars. Click here to schedule a demonstration. Marketers, give your agents the upper hand this OEP. Check out the dates above and share the information with your agents. January 2022

31

Company Profile

An ‘AIM’ for Honest

and Dedicated Agent Service and Support with Annuities In 2015, Darcy Smith was invited by then AmeriLife CEO Tim North to join the company as principal of a marketing company with a name – AmeriLife Insurance Marketing (AIM) — and not much else. “There were no agents,” Darcy remembered. “We had nothing but office space. We had to buy furniture and everything necessary to open. We didn’t even have a phone system the first couple of months. We did marketer training using giant postit notes that stuck to the wall.” What the Clarkson, Mich.-based AmeriLife affiliate did have, however, was a mission. AIM’s focus is on indexed annuities, and Darcy explained that the company’s unceasing goal is to provide the 32

“best and most honest service” possible for agents and their clients. Darcy doesn’t mince words when expressing AIM’s commitment to its agents. “Over the years I see a lot of marketing companies promise an agent the world and deliver nothing,” he declared. “When an agent asks us a question or needs information, that agent will get the honest-to-God answer. We take serious pride in our integrity at AIM.” The team serving those agents is small. Darcy is joined by national marketing directors Tom Spada, Jr. and Ned Savage as the only members of AIM’s staff. Together, they keep very busy answering incoming calls, assisting agents with product selection based on client need and helping with the

Company Profile

“We find that our agents not only trust us but like the feeling they get by dealing with an honest and trustworthy marketer.” - Darcy Smith,

Principal, AmeriLife Insurance Marketing

application process. All three are also responsible for making a minimum of 65 outbound agentrecruitment calls each day. Most of the business is centered on fixed annuities, but other products offered through AIM include deferred annuities and indexed universal life. AIM has teamed up with such respected carrier partners as Equity, Athene, The Baltimore Life, F&G Annuities, Forethought, Liberty Bankers, Lincoln Financial Group, Mutual of Omaha, Nassau, North American, Oxford, Royal Neighbors of America, and Sentinel Security Life. With that considerable line-up, self-education is an ongoing process for the three-person team. “It is important to know as many products as possible so we can provide our agents with a product that will give the agent the best chance of success,” Darcy said. Being knowledgeable about products and companies is just one part of achieving success as an AIM marketer. Darcy noted that the ability to deal with rejection is prerequisite for promoting annuities. “To be exceptional, you have to be relentless toward achieving your goals,” he commented. “Most of all, you ‘gotta’ want it.”

For AIM, proof of the team’s ambition is now a matter of record. “One of our greatest success stories is when we hit our initial goal by submitting over $100 million in indexed annuity sales,” Darcy said. Having an industryleading parent company is also vital to AIM’s future aspirations. AmeriLife’s scalability, extensive distribution network, product development capabilities and turnkey administrative support enables AIM to offer the insurance and retirement solutions that provide peace of mind and help people live longer, healthier lives. Or as Darcy put it, “AmeriLife Insurance Marketing is proud to say we are AmeriLife strong!” To learn more about AmeriLife Insurance Marketers, visit https://aim2comp.com. January 2022

33

What about investing? This hypothetical scenario shows a six-year wait could cost a 58-year-old client significantly more capital (40%) to shore up $10,000 in guaranteed retirement income. On the other hand, a client may think postponing the purchase allows time to invest and grow assets to a greater value by retirement age. Using the same client scenario as above, a 58-year-old client would need a 5.84% annual compound interest rate of return

on $125,754 to reach to $176,754 in six years. Is it possible? Sure. Probable? The answer depends on how much risk they want to take on. And, as we mentioned earlier, the risk incurred during the transitional years into retirement can be the costliest. In today’s persistently low interest rate environment, they may have to take significant equity market risk to get that kind of return.

Your clients’ time is a top asset Helping clients understand the value of their time can be a useful perspective when preparing a long-term income strategy. Purchasing guaranteed income for a portion of a portfolio now can help reduce the amount of capital needed and increase guaranteed income for life. On the other hand, the more time spent in uncertainty over

purchasing guaranteed income solutions may lead to more income uncertainty over a lifetime. Written by: Ron Grensteiner, President at American Equity Investment Life Company® and Matt Johnson, Product and Distribution Strategist, American Equity Investment Life Company®

* The 7.25% simple interest is credited to the Income Account Value Rate which requires the purchase of the LIBR and Wellbeing Benefit Option 4. The rate is available to take as income only and is not available to take as a lump sum or at surrender. Annuity contract and Rider issued under form series ICC17 BASE-IDX-B, ICC17 IDX-11-10, ICC19 E-PTPC, ICC19 E-PTPR, ICC19 E-MPTP, ICC16 R-MVA, ICC19 R-NCR, ICC19 R-TIR, ICC20 R-LIBR-FCP, ICC20 R-LIBRFSP, ICC20 R-LIBR-W-FSP, ICC20 R-LIBR-W-FCP and state variations thereof. Availability may vary by state. For complete details please see product specific sales brochure(s) and disclosure(s). Guarantees are based on the financial strength and claims paying ability of the issuing company. Eagle Life is a wholly owned subsidiary of American Equity Investment Life Insurance Company® Provisions of the Lifetime Income Benefit Rider, such as Income Account Value Accumulation Rates, (and IAV multiplier) may change prior to issue. Income Account Value is only used to calculate Lifetime Income. It is not part of the underlying Contract Value, or available in a lump sum. Lifetime Income available through the optional Lifetime Income Benefit Rider. Rider fee is calculated based on the income account value and deducted from the contract value on each contract anniversary as long as the rider is attached to the contract. The Wellbeing Benefit is not available in CA, DE. Bonus available on 1st year premiums. Each year after the 1st contract year, clients become vested in a percentage of the bonus, until 100% vested at the end of the 10th contract year. Vested amounts of the bonus are the amounts not forfeited as a result of an early withdrawal or surrender. Bonus, surrender charges, and vesting schedules may vary by state. Surrender charges may be higher in contracts with a premium bonus than in contracts without a premium bonus and may exceed premium bonus. Caps and participation rates may also be lower in contracts with a premium bonus. See brochure and disclosure for details. For Representative use only. Not for use in solicitation or advertising to the public. American Equity Investment Life Insurance Company® does not offer legal, investment or tax advice. Each client has specific needs that should be discussed with a qualified legal or tax advisor.

American Equity Investment Life Insurance Company® 6000 Westown Pkwy, West Des Moines, IA 50266 01AD-AE-IM 09.20.21

www.american-equity.com ● Call us at 888-221-1234

©2021 American Equity. All Rights Reserved.

Cybersecurity

Foil

Cybercriminals

by Securing iPads

The iPad has become the go-to device for the insurance industry. And it makes sense: agents and advisors can easily access a wide range of valuable information from an easy-to-use tool. But that ease of operation is also a useful gateway for cybercriminals wanting to steal sensitive personal information, whether it’s yours or a client's. Jason Artwohl, AmeriLife director of IT Operations, offers these three simple steps agents and advisors can take to thwart sneaky online thieves from creating harm for their clients. And these tips are relevant for anyone with an iPad or similar devices.

1. Physically secure the iPad by concealing it out of public view when not in use.

• Don’t leave the iPad on the table when leaving the room. • Don’t leave the iPad on the front seat of a car. • Disable on-screen notifications when in public places.

2. Logically secure the iPad by using strong user authentication methods. • Create memorable, but hard to guess, passwords.

• A phrase like “life is good” can be converted to “L!f3 !s good.” Notice the spaces between the word “is” and using “!” for an “i” and the number 3 for an “e.” • Use Touch ID to combine one-touch with bio-metric security. • Use lock screen passcodes.

3. Add multi-factor authentication (MFA) across all devices and applications, a best practice that makes it harder for thieves to gain authorized access. • Accessing AmeriLife’s email requires MFA, a password plus an authenticator.

• Set up MFA on your banking app, Facebook, Amazon, and wherever it is available for added personal security.

January 2022

35

Home Office Feature

Education is the Key to Success in the Medicare Supplement & Specialty Health Sphere

“We have incredible carrier partners who see the value of partnering even more deeply with AmeriLife and want to find ways to do more business together on multiple product fronts.” - Greg Etchison,

Vice President, Medicare Supplement & Specialty Health

36

Home Office Feature

These days when it comes to health care coverage for Medicare beneficiaries, Medicare Advantage (MA) plans seem to get most of the attention. However, it is the role of AmeriLife’s Greg Etchison to keep marketers and agents well apprised of the broader range of options that will help families make the best choice regarding their health care needs during retirement. Greg joined the company in July of 2021 as vice president, Medicare Supplement and Specialty Health (MS&SH). Having 22 years of experience with MS products, he recognizes that there will always be disruptive influences in that market, but says, “The one thing I’m confident in is that individuals want options. There are those who like paying their premiums and knowing that – for the most part — they are covered. There are others who are comfortable with deductibles and copays.” He continues, “We need to focus on making sure our marketers and agents are comfortable with both types of products [MA and MS]. It is most important to educate and allow clients to ask questions and make choices that best fit their needs.”

MS&SH: More than a Party of One

As a department of one, Greg has a lot on his plate. Along with supporting the growth of MS&SH products for the Brokerage, Career and Directto-Consumer (DTC) divisions, he is charged with establishing relationships with key carrier partners and affiliate companies to ensure alignment of direction, messaging, and realization of sales potential. Greg also communicates industry trends, emerging market developments and carrier updates to key audiences and provides the SME perspective in all product development discussions. Additionally, Greg helps identify distribution organizations for possible acquisition. Though “one is the loneliest number,” Greg seldom lacks for company in his day-to-day duties. “With close ties to the Product Development Group, along with the affiliate partners, it feels like I’m part of something much larger than a party of one,” he says.

Just a half year into his tenure with AmeriLife, Greg has already: • Established an eight-person Medicare Supplement Advisory Board, comprised of affiliate leaders who provide critical input on key issues pertaining to product designs, incentives and industry trends. • Aligned with affiliate partners to support and promote the Cigna DVH (dental/vision/hearing) bonus for marketers. • Working with AmeriLife’s MA team, established an MS section at www.YourMedicare.com. • Successfully released the Prosperity MS product. • Hosted hospital indemnity product training (featuring four carriers) for all marketers prior to AEP. • Aligned affiliates on the appropriate compensation for the National Care dental product. Greg doesn’t expect things to slow down in the new year. Initiatives on tap for MS&SH for 2022 include: • Continue rollout of the Prosperity MS product in what will likely be in two more waves. • Orchestrate Centene MS rollout – DTC-only (at first) with assistance from affiliate downline call centers and some external organizations. The program will attempt to convert Centene/ Wellcare PDP members to a Medicare Supplement policy. • Introduce American Home Life (AHL), a combination MS and final expense product that will be exclusive to AmeriLife. • Rollout LifeShield, a combination MS and DVH product that will also be an AmeriLife exclusive. • Establish a Supplemental Health Advisory Board along the lines of the MS Advisory Board. Greg observed, “Traditionally, we’ve done a great job of keeping the MS/MA products at the front of marketers’ minds; however, there’s lowhanging fruit on the specialty health side. As these products continue to gain momentum, marketers and agents gain confidence in their value, which leads them to seek more information. As they gain knowledge, so too comes the confidence to offer them.” January 2022

37

Life & Health Sales Leaderboard • Product Feature

Guarantee Trust Life’s Heritage Plan Helps

Protect Clients’ Financial Futures

This month, the Xchange explores the Heritage Graded Whole Life Final Expense Plan from Guarantee Trust Life (GTL), a third-generation, family-run, mutual insurance company with over 80 years of providing competitive health, accident, life and special-risk insurance programs. GTL offers graded whole life insurance coverage through the new Heritage Plan. Developed in conjunction with AmeriLife, the Heritage Plan is designed to help protect clients’ families from the financial burdens of final expenses.

Heritage Plan Highlights

GTL’s Heritage Plan is available in 48 states and D.C. (The plan is not available in New York or California.). The application process is easy with six 38

simple health questions. There is no additional underwriting, including no height or weight qualifications and no MIB, RX or PHI. Applications are submitted exclusively through GTL’s e-App with no need for a medical exam of any kind. The Heritage Plan has guaranteed premiums that will stay the same as long as the insured has effective coverage. Coverage will never be changed or canceled while premiums are paid. Social Security Deposit Billing is also available with the Heritage Plan, making it possible for agents to draft premium payments on the exact date policyholders receive their Social Security benefits.

Policy Size

The Heritage Plan can be issued to individuals ages 50-90 years old. The size of the policy can

Product Feature • Life & Health Sales Leaderboard

Graded Death Benefit If the insured passes away because of an illness within the policy’s first year, the beneficiary receives premiums paid plus 5%. • Death Benefit in year two is 50% of the face amount. • Death Benefit in year three is 100% of the face amount. GTL will pay the full face amount on accidental death in year one and year two under the Temporary Accidental Death Benefit.

Premiums

GTL’s Heritage Plan has a $10,000 graded benefit plan monthly premium. Age

Female

Male

55

$46.50

$59.83

65

$64.83

$87.33

75

$114.00

$147.33

Additional Information Agents need to consider additional guidelines deciding if GTL’s Heritage Plan is right for their clients. 1. Replacement of another agent’s in-force Heritage Plan is not permitted. 2. There is a two-policy maximum (not to exceed maximum face amount) per insured. 3. Power of attorney/Guardianship will not be accepted.

range from $2,500-$20,000. • Ages 50-85: $2,500 – $20,000 • Ages 86-90: $2,500 - $10,000 The National Funeral Directors Association reports the national average cost of a funeral in 2021, with viewing and burial, was nearly $8,000. A Heritage Plan can help families with these expenses and the additional costs of cemetery plots, headstones and other final expenses.

AmeriLife marketers want their agents to have access to plans that deliver the care and coverage their clients deserve. With minimal underwriting, level premiums and permanent life insurance coverage, Guarantee Trust Life’s Heritage Graded Whole Life Final Expense Plan can be a valuable addition to your agents’ final expense product lineup. Want to learn more about the GTL Heritage Plan? Check out a product overview presentation at YourLifeSales.com.

https://www.gtlic.com https://fast.wistia.com/embed/channel/obxd6y05jj?wchannelid=obxd6y05jj&wmediaid=yum9zm5wfz https://www.gtlic.com/wp-content/uploads/2018/10/GTL-E-App-User-guide-2018.pdf https://nfda.org/news/statistics https://www.gtlic.com/state-approval-lists/

January 2022

39

Four Seasons Prague • May 23-28, 2023

Be Enchanted in Prague

Earn Best in Class.

MARKETERS AND PRINCIPALS MUST THE RIGHT TO CALL THEMSELVES

Qualifications

Qualifications

See contest poster for complete details.

See contest poster for complete details.

Annuities & Retirement Planning Brokerage Distribution

Life & Health Brokerage Distribution

Incentive Update

BASK IN THE SUN & SEA

FINAL WINNERS Life & Health

Annuities & Retirement Planning

Donna Searcy • NISHD

Darcy Smith • AIM

Jeff McCright • PSM

Ned Savage • AIM

Mary Degonzague • NISHD

Dan Gunther • PAM

Lisa Kantout-Vinson • NISHD

Jin Choi • PAM

Greg Segovia • PSM

Lukas Brown • PAM

Principal winners coming soon

Jerry Hraban • PIP Greg Dudley • PIP Brad Tison • TAG Neal LaPierre • TLAS Paul Rauch • TLAS Shannon Greene • TLAS Chris Seats • VERT James Underwood • VERT Joshua Lumme • VERT

Standings show commissions earned during the contest period for Executive Marketing Directors that also currently have 15% YOY growth. Only the top 5 Executive Marketing Directors will qualify. Standings may change extensively from month to month as commission income fluctuates. Please see the contest poster for full qualification guidelines. Standings as of 12/31/21.

Standings as of 12/31/21. In order to qualify, the Marketer must achieve their 2021 plan and their Principal must qualify as well. The Affiliates of the above Marketers have met the requirements through the end of the previous month. There will be additional Affiliates that meet the requirements as the contest continues. Their Marketers will then go into the Eligible Marketer Pool for that Affiliate, and then the individual Marketer’s standing will be reviewed. Marketers are also competing among themselves at each affiliate that qualifies.

January 2022

41

Annuities & Retirement Planning Sales Leaderboard • December 2021

Are YOU on Target? ANNUITY ISSUED PREMIUM Rank

Team*

1

2021 Actual Submitted Premium

2021 Actual Issued Premium

December

December-YTD

December

December -YTD

Prosperity Advantage Marketing

$169,653,259

$1,540,373,695

$125,751,282

$1,388,759,927

2

The Life and Annuity Shop

$104,621,364

$1,103,716,855

$65,258,839

$981,617,677

3

Southwest Annuities Marketing

$71,794,990

$893,329,397

$58,917,885

$733,606,723

4

Rawlings Insurance Services

$55,648,028

$628,901,351

$37,812,096

$544,335,783

5

Premier Insurance Partners

$34,753,441

$373,691,953

$24,060,449

$335,884,200

6

Joshua David Mellberg, LLC

$32,954,000

$419,053,968

$26,363,200

$334,820,639 $290,291,800

7

Vertical Vision

$30,968,319

$329,185,979

$25,547,852

8

DFS Marketing

$22,336,680

$193,084,122

$17,612,459

$154,367,192

9

The Achievement Group

$13,686,902

$134,118,988

$8,731,688

$123,844,583

10

American Federal Benefits

$11,238,604

$160,931,391

$8,622,546

$121,768,311

11

AmeriLife Insurance Marketing

$14,220,926

$127,216,584

$11,376,741

$101,773,267 $72,222,433

12

Gordon Marketing

$10,374,325

$91,913,907

$8,014,021

13

Forward Strategies

$16,770,146

$82,159,781

$10,748,538

$61,186,876

14

American Benefits Exchange

$8,909,435

$57,311,375

$4,234,739

$46,643,233

15

Agent Support Group

$350,209

$2,258,660

$280,167

$1,957,865

TOTAL

$598,280,630

$6,137,248,007

$433,332,504

$5,293,080,510

All annuity premium numbers come from the finance department.

Life & Health Sales Leaderboard • December 2021 LIFE

42

Rank

Team

MTD Production

MTD Production per Marketer $41,837 

YTD Production

YoY Production

YTD Production per Marketer $583,334 

1

AmeriLife Marketing Group

$1,547,978 

$21,583,355 

$3,213,392 

2

Equita Group

$1,870,284 

$20,734,501 

$6,951,476 

3

Gordon Marketing

$415,988 

$11,527,605 

4

Agent Support Group

$646,407 

5

Precision Senior Marketing

$342,178 

$38,020 

$6,152,072 

$137,118 

6

Network Insurance Senior Health Division

$159,799 

$7,990 

$5,455,979 

$564,049 

$272,799 

7

Midwestern Marketing

$322,727 

$107,576 

$4,155,653 

$1,147,932 

$1,385,218 

$995,168 

$6,256,006 

$915,552  $683,564 

8

AAA Marketing Services

$242,222 

$60,555 

$3,980,673 

$1,337,420 

9

The Personal Producer Network

$178,884 

$35,777 

$3,656,341 

$1,060,444 

$731,268 

10

Grupo LatinoAmericano de Seguros

$204,367 

$34,061 

$2,624,806 

$1,283,338 

$437,468 

11

Jack Schroeder and Associates

$73,800 

$2,171,199 

$396,807 

12

Premier Insurance Partners

$96,879 

$13,840 

$1,888,349 

-$306,043

$1,782,993 

$656,572 

$1,374,117 

$18,513 

13

Stephens-Matthews Marketing

$137,153 

14

Prosperity Advantage Marketing

$82,640 

15

Insurance 360

$0

$784,726 

16

Equitable Senior Solutions

$25,406 

$227,067 

-$5,576

17

AmeriLife Mid-Atlantic Marketing

$21,225 

$177,047 

$58,607 

TOTAL

$6,367,936

$41,320 

$2,123 

$94,532,488

$269,764 

$687,059 

$17,705 

December 2021 • Life & Health Sales Leaderboard MEDICARE SUPPLEMENT Team*

MTD Production

MTD Production per Marketer

YTD Production

YoY Production

YTD Production per Marketer

1

AmeriLife Marketing Group

$15,227,962 

$411,567 

$105,533,485 

-$16,169,685

$2,852,256 

2

Jack Schroeder and Associates

$7,277,054 

$77,896,280 

-$9,487,372

Rank

3

Precision Senior Marketing

$4,703,965 

4

Pinnacle Financial Services

$4,895,435 

5

Stephens-Matthews Marketing

$3,113,210 

6

Network Insurance Senior Health Division

$3,148,502 

7

Gordon Marketing

$1,617,438 

8

Premier Insurance Partners

$841,134 

9

Senior Market Advisors

$343,906 

$522,663 

$157,425 

$4,242,302 

$38,180,720 

-$535,165

$37,858,124 

-$921,606

$25,057,597 

-$16,773,729

$24,954,639 

$2,457,312 

$1,247,732 

$5,389,607 

-$36,481

$769,944 

$1,739,898 

$1,722,475 

$1,408,758 

-$2,513,542

$22,870,274  $120,162 

10

Equitable Senior Solutions

$36,248 

11

Prosperity Advantage Marketing

$142,059 

$71,030 

$976,678 

-$4,909

12

Midwestern Marketing

$130,280 

$43,427 

$822,652 

-$514,937

$274,217 

13

AAA Marketing Services

$159,855 

$39,964 

$810,950 

-$9,391

$202,738 

14

Grupo LatinoAmericano de Seguros

$90,502 

$15,084 

$740,110 

-$296,709

$123,352 

15

AmeriLife Mid-Atlantic Marketing

$4,658 

$466 

$51,131 

-$19,519

$5,113 

16

The Personal Producer Network

$12,655 

$2,531 

$14,193 

-$2,573

$2,839 

TOTAL

$41,744,863

YoY Production

YTD Production per Marketer

$488,339 

$344,305,096

MEDICARE ADVANTAGE MTD Production per Marketer

Rank

Team*

MTD Production

1

Jack Schroeder and Associates

15,091 

102,707 

19,925 

2

Pinnacle Financial Services

0

71,140 

22,136 

3

AmeriLife Marketing Group

100 

3 

43,023 

6,779 

1,163 

4

Network Insurance Senior Health Division

129 

6 

33,604 

471 

1,680  2,946 

5

Gordon Marketing

343 

6

Precision Senior Marketing

110 

7

Stephens-Matthews Marketing

267 

YTD Production

32,874  12 

26,512 

-4,455

22,722 

17,362 

8

Senior Market Advisors

8,634 

20,826 

19,688 

9

Grupo LatinoAmericano de Seguros

624 

104 

4,251 

1,686 

709 

10

Premier Insurance Partners

21 

3 

4,146 

806 

592 

11

AAA Marketing Services

3 

1 

632

-109

158 

12

Midwestern Marketing

103 

34 

547 

129 

182 

13

Prosperity Advantage Marketing

0

0 

166 

-240

83 

14

AmeriLife Mid-Atlantic Marketing

0

0 

48 

6 

5

15

The Personal Producer Network

0

0 

19 

18 

3.80 

TOTAL

25,425

YoY Production

YTD Production per Marketer

56,197 

18,614 

1,519 

46,516 

-10,083

363,217

PRESCRIPTION DRUG PLANS Rank

Team*

MTD Production

MTD Production per Marketer 3 

1

AmeriLife Marketing Group

119 

2

Jack Schroeder and Associates

8,452 

3

Network Insurance Senior Health Division

119 

4

Pinnacle Financial Services

0 

5

Precision Senior Marketing

105 

6

Gordon Marketing

87 

7

Premier Insurance Partners

2 

8

Senior Market Advisors

910 

9

Midwestern Marketing

449 

10

Stephens-Matthews Marketing

67 

6  12 

YTD Production

28,612 

5,921 

27,218 

16,995 

1,431 

24,669 

7,615 

2,741 

3,966 

2,180 

567 

2,828 

2,495 

2,826 

1,391 

1,430 

-82

11,787  0  150 

942 

11

Grupo LatinoAmericano de Seguros

5 

1 

377 

-109

12

AAA Marketing Services

0 

0 

313 

-29

63  78 

13

Prosperity Advantage Marketing

0 

0 

100 

2 

50 

14

AmeriLife Mid-Atlantic Marketing

0 

0 

61 

60 

6 

TOTAL

10,315

206,900

January 2022

43

?

Life & Health Marketer Leaderboard • December 2021

How Do You

Rank

1–2 YEARS OF SERVICE Rank

Marketer

1–2 YEARS OF SERVICE

Company

Calls Made

Rank

NISHD

2,738

1

Tina Owens

Marketer

Company

1

Carol O'Brien

2

Heather Karrick

PPN

2,171

2

Charles Boule

3

Jordan Paulson

PPN

2,084

3

Matthew Mclain

4

Denise Glenn

NISHD

1,942

4

Jay Ramirez

5

Benjamin Martin

PIP

1,906

5

Carol O'Brien

6

Nicole French

PPN

1,902

6

Ulkeitha Bardney

7

Melinda Hugo

PIP

1,859

7

Christopher Bruner

8

Courtney Boeding

1,739

8

Mirna Gledhill

9

Jessica Blomme

PPN

1,681

9

Daniel Fuller

10

Charles Boule

NISHD

1,680

10

Lori Amada

PPN

1–2 YEARS OF SERVICE Rank

Marketer

Company

390

NISHD

295

AMA

278

NISHD

230

NISHD

212

AMA AMA

AMA

199 192 189

AMA

163

AMA

160

3–4 YEARS OF SERVICE Completed Contracts

Rank

49

1

Catherine Grim

Marketer

Company

Calls Made

PAM

955

1

Lin Bianchi

2

Mirna Gledhill

AMA

45

2

Michael Wineberger

3 Tie

Charles Boule

NISHD

43

3

Steven Herald

NISHD

692

3 Tie

Carol O'Brien

NISHD

43

4

Darlene Lazier

NISHD

556

44

GLS

NISHD

Kits Sent

4

Tina Owens

NISHD

36

5

Richard Claiborne

5

Sean Hoyer

AMA

33

6

Allen Oliver

6

Jay Ramirez

NISHD

32

7

Hector Marmol

7

Nicole French

PPN

27

8

Jacob Smith

8

Cynthya Mendoza-Plascencia

22

9

Gregory Dudley

9

Lori Amada

19

10

Ryan Jones

AMA

GLS

AMG

AMA

AMA AMG PSM PIP

AAA

902

483 429 412 368 323 314

December 2021 • Life & Health Marketer Leaderboard

3–4 YEARS OF SERVICE

3–4 YEARS OF SERVICE Rank

Producing Contracts

Kits Sent

Rank

Marketer

164

1

Melissa Figueroa

139

2

Jose Ramos

GLS

157

101

3

Ryan Jones

AAA

86

AAA

63

4

Darlene Lazier

PSM

53

5

Steven Rodriguez-Giudicelli

49

6

Richard Claiborne

32

7

Hector Marmol

AMG

49

14

8

Brandon Ronk

PSM

46

11

9

Allen Oliver

5

10

Catherine Grim

Marketer

Company

1

Allen Oliver

AMA

2

Richard Claiborne

3

Darlene Lazier

4

Ryan Jones

5

Jacob Smith

6

Brandon Ronk

7

Catherine Grim

8

Melissa Figueroa

9

Jose Ramos

10

Hector Marmol

AMA

NISHD

PSM PAM AMG

GLS AMG

Company AMG

309

NISHD

75 GLS

AMA

AMA

73 53

38

PAM

36

5+ YEARS OF SERVICE Rank

Marketer

Company

Total First Year Revenue Paid December 2021

1

Jeff McCright

PSM

$42,494

2

Donna Searcy

NISHD

$38,643

3

Greg Segovia

PSM

$29,351

4

Mary Degonzague

5

Lisa Kantout-Vinson

6

Dick Weers

7

Amber Allen

8

Frank Ragsdale

9

Nicholas Koustis

NISHD

$16,380

10

Gerald Rhoades

AMG

$15,901

NISHD NISHD

PIP

$24,533 $22,872 $22,411

AMG PSM

$19,321 $17,616

January 2022

45

Sweet HAVE A

VALENTINE'S DAY!

January 2022 • Issue 19

Ad Index

Upcoming Events

Nationwide Peak 10: 1 Year Anniversary .. . . . . . . . . . . . . . . p. 8

Important Dates

A milestone worth celebrating.

National Freedom Day

We launched Nationwide Peak® 10, our newest fixed indexed annuity, one year ago. And oh, what a year it’s been. The product was designed to help meet the needs of people seeking a balance between growth potential and financial protection. And over the past 12 months, we’ve been able to help clients do just that.

��������������������������������� February 1

Cheers for helping to make 2021 a success for Nationwide Peak 10.

NAC VersaChoice 10

Groundhog Day

FOR FINANCIAL PROFESSIONAL USE ONLY — NOT FOR USE WITH THE PUBLIC This material is not a recommendation to buy or sell a financial product or to adopt an investment strategy. Investors should discuss their specific situation with their financial professional. A fixed indexed annuity may be appropriate for those who want the opportunity to capture upside potential while having a level of protection from market downturns. Withdrawals taken before age 59½ may incur a 10% early withdrawal federal tax penalty in addition to ordinary income taxes; withdrawals may trigger surrender charges and reduce death benefit and contract value A fixed indexed annuity is not a stock market investment and does not directly participate in any stock or equity investment. Guarantees and protections are subject to the claims-paying ability of Nationwide Life and Annuity Insurance Company.

08

Nationwide Peak is issued by Nationwide Life and Annuity Insurance Company, Columbus, Ohio. Nationwide and its associated entities are not affiliated with Amerilife or its affiliates.

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . p.14

Nationwide, the Nationwide N and Eagle, Nationwide is on your side and Nationwide Peak are service marks of Nationwide Mutual Insurance Company. © 2021 Nationwide

�������������������������������� February 2

FAM-1440AO-AL

"Big Game" Sunday

Annuity

What if your single allocation strategy doesn’t pan out?

Discover how a NAC VersaChoice 10 FIA may offer what your client is looking for in their retirement planning.

Access diversification options and performance strength potential with NAC VersaChoiceSM 10 fixed index annuity

California Dreaming

Think you know our top-selling 10-year1 VersaChoice?

(subject to a participation rate or index margin; based on last 10 years2)

2. Index options from strong financial brands S&P and Fidelity

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . p.18

3. Year-over-year performance strength (with an average interest credited of 6.70% in 2020 and 5.90% in 20193) FOR FINANCIAL PROFESSIONAL USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION PURPOSES. Sammons Financial® is the marketing name for Sammons® Financial Group, Inc.’s member companies, including North American Company for Life and Health Insurance®. Annuities and life insurance are issued by, and product guarantees are solely the responsibility of, North American Company for Life and Health Insurance.

Contest Period:

Fixed index annuities are not a direct investment in the stock market. They are long term insurance products with guarantees backed by the issuing company. They provide the potential for interest to be credited based in part on the performance of specific indices, without the risk of loss of premium due to market downturns or fluctuation. Although fixed index annuities guarantee no loss of premium due to market downturns, deductions from your accumulation value for additional optional benefit riders or strategy fees associated with allocations to enhanced crediting methods could exceed interest credited to the accumulation value, which would result in loss of premium. They may not be appropriate for all clients. Interest credits to a fixed index annuity will not mirror the actual performance of the relevant index.

While we are featuring specific indexes and crediting methods available on the NAC VersaChoice keep in mind that additional indexes and crediting methods are also available on this product. This should not be viewed as allocation advice.

14

1. A surrender during the surrender charge period could result in a loss of premium. Surrender charge structure may vary by state. 2. Based on hypothetical projected illustrated rates, last 10 years, high band of $75,000+, and net annual effective rate that reflects applicable strategy charges. 3. Minimum guaranteed interest rate is 0%. Actual interest credited during 2020 calendar year, for policies issued in 2017-2019. Actual interest credited during 2019 calendar year, for policies issued in 2017 and 2018. Past performance is not a guarantee of future results and should not be used to predict future performance.

Qualifications

Life & Health Brokerage Distribution

See contest poster for complete details.

See contest poster for complete details.

An unfinished product Top producers also pointed to continued learning and self-improvement as a key factor in their long-term success. They do not rest on their laurels. They strive to get better and are students of their craft. Here were a few key areas that were consistent across all our top producer respondents.

The countless hours of unanswered calls. The disappointment of no-show appointments. The constant struggle to sustain what you’ve built and find ways to keep getting better.

Education and professional development Producers in our study constantly read industry news articles, journals, books, listen to podcasts, etc…to stay up-to-date on the latest trends, techniques, products, and technology in the financial services industry. They attend conferences, webinars, seminars, professional development courses, continuing education classes, workshops, career coaching and mentorships to expand their knowledge and skill set.

The truth is, producers shouldn’t have to work that hard only to see their business plateau while their competitors continue to grow and thrive.

The Masterclass Mindset revealed it¬self through a North American survey of hundreds of financial professionals and a series of in-depth, follow-up interviews with dozens of them.

Producers acknowledge they must be open and flexible to changes and new opportunities in order to evolve and grow in their financial services role. In order to do this, many attend community events and social functions to network with clients and other industry professionals, while others may volunteer or do community service work. Some will connect and network with others online (i.e. LinkedIn, Facebook) to enhance their connectivity. They try to stay open-minded to innovative techniques and strategies that may evolve into new business opportunities or generate leads.

Take a look at some of the insights… Sales career trajectory It could be easy for top producers to grow content. But our research discovered that not only do almost all the top producers we talked to believe their sales career is still growing (over 90%), they far outpace non-top producers in that confidence.

64%

92%

vs

of those producing over $3 million

of those producing under $3 million

24

Want to continue reading? Scan the QR code with your phone camera to get a digital copy of The Masterclass Mindset. Or, call North American’s Sales Support team at 866-322-7066. FOR FINANCIAL PROFESSIONAL USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION PURPOSES.

Sammons Financial® is the marketing name for Sammons® Financial Group, Inc.’s member companies, including North American Company for Life and Health Insurance®. Annuities and life insurance are issued by, and product guarantees are solely the responsibility of, North American Company for Life and Health Insurance. Sammons Financial research study conducted in two phases September 2019 and January 2020. Phase 1 in-depth phone interviews among 23 top producing agents. Phase 2 online survey comprised of 254 life insurance and annuity agents, both sampled from the general insurance market and Sammons Financial member company agents. Agents interviewed sell more than annuities/life insurance and statements provided may not apply directly to the sale of these products. Analysis for educational purposes only. Experience of participants of this 2020 research study may not be representative of the experience of all. 34068Z | PRT 8-21

West Des Moines, IA 50266

NorthAmericanCompany.com

When is the best time to buy guaranteed income? HELPING CLIENTS APPRECIATE THE VALUE OF THEIR TIME.

Does this sound familiar? After spending considerable time with a client, running through multiple examples and demonstrations that explain the benefits an annuity can offer to a portfolio, the client says they need more time to think about it. Obviously, retirement decisions are among the most important financial choices we make in life and should be considered thoroughly. The importance of these

decisions may not always translate into how pressing they are. There is a cost to the time spent waiting to buy a guaranteed income solution. One way to help underline the urgency of some retirement options is to help clients understand the potential cost of waiting to buy a guaranteed income annuity.

The cost of waiting Two individual pre-retirees have the same goal: receive $10,000 in annual income when they retire at 65. Both individuals are interested in purchasing an American Equity IncomeShield 10 fixed index annuity, with a Lifetime

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Presidents Day

Incentive Trips

Networking and community involvement

Individually, they shared what’s made them successful, many of them over the course of several decades. Here, we’ve pulled together the common traits most likely responsible for leading them to the top and that could help you on your way there as well.

Producers that believe their sales career is growing

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Annuity A lifelong journey that begins in the mind It’s not easy to reach the top of any profession. That can be especially true in the hypercompetitive insurance and financial services business. While the achievement can be coveted, the barriers along the way help ensure not everyone makes it.

The Masterclass MindsetSM

American Equity: Guaranteed Income. . . . . . p.30

Qualifications

Annuities & Retirement Planning Brokerage Distribution

West Des Moines, IA | NorthAmericanCompany.com

So what are some of the differences between the frustrated and the fortunate – between the stuck and stellar? How are some producers able to elevate themselves above the rest? At North American, we call it…

ProjectApex: The Masterclass MindsetSM. . . . . . . . . . . . . . . . . . p.24

Awarded at the 2022 National Kickoff Conference

866-322-7066

NAC VersaChoiceSM 10 is a fixed index annuity issued on base contract form NA1012A/ICC17-NA1012A.MVA or appropriate state variation including all applicable endorsements and riders.

34069Z REV 11-21

December 1, 2020 to November 30, 2021

Or find out more by calling Sales Support

Insurance products issued by North American Company for Life and Health Insurance®, West Des Moines, Iowa. Product and features/options may not be available in all states or appropriate for all clients. See product materials and state availability chart for further details, specific features/options, and limitations by product and state.

Loosen Up in the Dominican Republic. . . . . . . . . . . . . . . . . . . p.20

2 0 2 1 PEAK PERFORMERS

Scan the QR code with your phone’s camera to learn more about VersaChoice or visit versachoice.com:

1. 9 uncapped volatility controlled index strategies illustrating from 3.60 - 9.24%

Income Benefit Rider that provides 7.25% simple interest to the income account value rate.* The only difference is one purchases at 58; the other at 64.

Income Product: IncomeShield 10 with Lifetime Income Benefit Rider providing 7.25% Simple Interest.

Deciding Dave Age: 58 Retirement age: 65

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June 12-15, 2022

Goal: Additional $10,000/year in retirement Purchase Payment to Reach Goal: $125,754

Waiting Wally Age: 64 Retirement age: 65

40%

Goal: Additional $10,000/year in retirement

Purchase Payment to Reach Goal: $176,754

More capital required for Wally after waiting 6 years

30

Example shown for illustrative purposes only. Assumes no withdrawals are taken from the contract prior to income payments beginning. Excess withdrawals taken in addition to lifetime income payments will reduce future income payment amounts.

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The one who works for you!

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01AD-AE-IM 09.20.21

American Equity: Investing.. . . . . . . . . . . . . . . . . . p.34

Be Enchanted in Prague ���������������������������������May 23-28 2023 Loosen Up in the Dominican Republic

What about investing? This hypothetical scenario shows a six-year wait could cost a 58-year-old client significantly more capital (40%) to shore up $10,000 in guaranteed retirement income. On the other hand, a client may think postponing the purchase allows time to invest and grow assets to a greater value by retirement age. Using the same client scenario as above, a 58-year-old client would need a 5.84% annual compound interest rate of return

on $125,754 to reach to $176,754 in six years. Is it possible? Sure. Probable? The answer depends on how much risk they want to take on. And, as we mentioned earlier, the risk incurred during the transitional years into retirement can be the costliest. In today’s persistently low interest rate environment, they may have to take significant equity market risk to get that kind of return.

��������������������������������������������������������������������������������������������June 7-11, 2023

Your clients’ time is a top asset Helping clients understand the value of their time can be a useful perspective when preparing a long-term income strategy. Purchasing guaranteed income for a portion of a portfolio now can help reduce the amount of capital needed and increase guaranteed income for life. On the other hand, the more time spent in uncertainty over

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purchasing guaranteed income solutions may lead to more income uncertainty over a lifetime. Written by: Ron Grensteiner, President at American Equity Investment Life Company® and Matt Johnson, Product and Distribution Strategist, American Equity Investment Life Company®

* The 7.25% simple interest is credited to the Income Account Value Rate which requires the purchase of the LIBR and Wellbeing Benefit Option 4. The rate is available to take as income only and is not available to take as a lump sum or at surrender. Annuity contract and Rider issued under form series ICC17 BASE-IDX-B, ICC17 IDX-11-10, ICC19 E-PTPC, ICC19 E-PTPR, ICC19 E-MPTP, ICC16 R-MVA, ICC19 R-NCR, ICC19 R-TIR, ICC20 R-LIBR-FCP, ICC20 R-LIBRFSP, ICC20 R-LIBR-W-FSP, ICC20 R-LIBR-W-FCP and state variations thereof. Availability may vary by state. For complete details please see product specific sales brochure(s) and disclosure(s). Guarantees are based on the financial strength and claims paying ability of the issuing company. Eagle Life is a wholly owned subsidiary of American Equity Investment Life Insurance Company® Provisions of the Lifetime Income Benefit Rider, such as Income Account Value Accumulation Rates, (and IAV multiplier) may change prior to issue. Income Account Value is only used to calculate Lifetime Income. It is not part of the underlying Contract Value, or available in a lump sum. Lifetime Income available through the optional Lifetime Income Benefit Rider. Rider fee is calculated based on the income account value and deducted from the contract value on each contract anniversary as long as the rider is attached to the contract. The Wellbeing Benefit is not available in CA, DE. Bonus available on 1st year premiums. Each year after the 1st contract year, clients become vested in a percentage of the bonus, until 100% vested at the end of the 10th contract year. Vested amounts of the bonus are the amounts not forfeited as a result of an early withdrawal or surrender. Bonus, surrender charges, and vesting schedules may vary by state. Surrender charges may be higher in contracts with a premium bonus than in contracts without a premium bonus and may exceed premium bonus. Caps and participation rates may also be lower in contracts with a premium bonus. See brochure and disclosure for details. For Representative use only. Not for use in solicitation or advertising to the public. American Equity Investment Life Insurance Company® does not offer legal, investment or tax advice. Each client has specific needs that should be discussed with a qualified legal or tax advisor.

p.40

American Equity Investment Life Insurance Company® 6000 Westown Pkwy, West Des Moines, IA 50266 01AD-AE-IM 09.20.21

www.american-equity.com ● Call us at 888-221-1234

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©2021 American Equity. All Rights Reserved.

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VALENTINE'S DAY!

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Hall of Fame.. . . . . . . Back Cover

Connect With Us! An AmeriLife recognition program honoring leaders, innovators and visionaries in the AmeriLife family. Life & Health Distribution Qualifications:

Annuities & Retirement Planning Distribution Qualifications:

Principals: $10M minimum aggregate/ additive EBITDA under candidate’s leadership and 10 years of service.

Principals: $5B additive issued premium under candidate’s leadership and 10 years of service.

Marketers: $3M in commissions and 10 years of service.

Marketers: $3B additive issued premium and 10 years of service.

BC

Rules and winners of the award are determined by AmeriLife in its discretion and are subject to change and cancellation by AmeriLife. Qualifiers as of September 1st of the previous year will be inducted at that year’s National Kickoff Conference. Otherwise, qualifiers will be inducted during the following year’s National Kickoff Conference. B01112201

January 2022

47

An AmeriLife recognition program honoring leaders, innovators and visionaries in the AmeriLife family. Life & Health Distribution Qualifications:

Annuities & Retirement Planning Distribution Qualifications:

Principals: $10M minimum aggregate/ additive EBITDA under candidate’s leadership and 10 years of service.

Principals: $5B additive issued premium under candidate’s leadership and 10 years of service.

Marketers: $3M in commissions and 10 years of service.

Marketers: $3B additive issued premium and 10 years of service.

Rules and winners of the award are determined by AmeriLife in its discretion and are subject to change and cancellation by AmeriLife. Qualifiers as of September 1st of the previous year will be inducted at that year’s National Kickoff Conference. Otherwise, qualifiers will be inducted during the following year’s National Kickoff Conference. B01112201