ORK SMART. PLAY HARD!

ORK SMART. PLAY HARD!

Bart Geiser Director of Agent Recruiting 2015 has come and gone and what a great year it has been for You and Globe ESD! The entire Globe ESD Team here in the Home Office would like to say a huge THANK YOU for all that each and everyone one of you do, each and every day to make Globe ESD the wonderful company we want to continue to see grow. As 2016 kicks into full gear for all of us, I wanted to quote Kathie Jenkins and Stephanie Berg, the team that drives the daily train in McKinney, Texas: In 2016, love each other and spread joy everywhere you go. There are so many people in this world that just need a smile and a hello to help them through their day. Because I know each of your hearts, I know this come easy for each of you. - Kathie As Kathie always says and she quotes former New Mexico Governor Bill Richardson, We cannot accomplish all that we need to do without working together. Globe ESD has become a part of my family. Every day I step into the mode of executing my role as an extension of you, our field force. I will do everything I can to make the tireless job of our Agents as successful as possible from the Home Office. Thank you for all the 2015 memories, stories, and laughter. That is what I remember most, and that is what keeps me going on a daily basis! - Stephanie We will continue to drive improvements in our technologies, processes and the people we bring into the Globe ESD team to support you and your goals. As always, let us know what is on your minds. Starting with this issue, you will see some changes to the format of the quarterly newsletter. Along with more information, you will be receiving the newsletter at the beginning of the quarter instead of at the end. So the Top 50 Agent leaderboard for this issue will contain the top Agents from the fourth quarter in 2015. We are looking forward to the incredible accomplishments that are yet to come in 2016! WE RE EXCITED TO SEE YOU AT THE HYATT ZIVA LOS CABOS THIS JUNE! ESD NEWS JAN. 2016 WORK SMART, PLAY HARD! 2

Through the Fourth Quarter 2015, these producers represent the Top Master General Agent, Top Area Manager, and Top Agent with the highest net annualized premium. The Top Master General Agent, Top Area Manager, and Agent of the Year are presented awards at the annual Convention. Listed at right are the Top 50 Agents for net annualized premium through the Fourth Quarter of 2015. TOP MGA GITW Inc. $3,166,824 TOP AREA MANAGER Partnering Agents Stephen Jackson and Robert Nicolls $1,187,359 TOP AGENT Beverly J. Shea $334,908 01 Beverly Shea $334,908 02 Derek Talley $312,942 03 Randle L. Karli $285,867 04 Shane Lewis $273,739 05 Christopher L. Nicolls $259,224 06 Chad Seymour $246,678 07 Mark Fesler $225,201 08 Robert R. Nicolls $223,806 09 Joseph DeAngelo $200,601 10 Jordan B. Mowry $197,426 11 Augusteen Cowan $184,516 12 David H. Walker $163,672 13 New Financial Worksite Sol. $155,215 14 Stephen P. Jackson $147,026 15 Kenneth R. Harmon $143,110 16 Rick Shirley $129,257 17 Steven Gardner $111,503 18 FMSN Financial Group Inc. $103,367 19 Thaler Schwartz Corp. $102,943 20 Elmer R. Tapper $95,244 21 Walter L. Jones Jr. $90,446 22 James Jordan $87,731 23 Arnold L. Gelfound $87,710 24 Bobbie J. Karli $85,548 25 Brett P. Mowry $80,027 26 Calvin Broyles $74,256 27 Gerald J. Manolas Jr. $73,139 28 Sims & Assoc. Inc. $72,541 29 Shannon D. Swanson $72,541 30 Tyler Smith $68,343 31 Kim Schiffbauer $66,779 32 Deborah Land $66,309 33 Mark Knight $65,970 34 Kevin Smith $64,371 35 Preston & Chase Inc. $63,631 36 Nora Ellison $57,609 37 Jeremy D. Nicolls $57,481 38 Kragh Management Inc. $52,683 39 Christina M. Lang $52,228 40 Robert Cummings $47,895 41 Reginald Sarpong $47,747 42 Stanley Moore $46,226 43 Gary C. Graham $39,769 44 Dorian Faticoni-Manolas $33,276 45 GRIP Inc. $33,134 46 Ronald Dittman $32,760 47 Nila M. Moore $31,420 48 John L. Nelson & Assoc. Inc. $29,963 49 Steven Vinik $28,824 50 Linda Wilburn $27,225 ESD NEWS JAN. 2016 WORK SMART, PLAY HARD! 3

Clubs and Awards At Globe Life outstanding achievement can bring many different rewards: recognition before your peer group, extra money in your pocket, or a fun-filled trip with other top producers. Here s a complete list of the honors, bonuses, and rewards available to any Globe Life Manager or Agent whose energy, ability, and enthusiasm make him or her stand out in the crowd. Thanks to the hard work and dedication of its Employee Services Agents, Globe Life is one of the most successful companies to enter this specialized area of insurance. Annual Sales Convention Our Annual Sales Convention is a very important part of our organization. Each year Globe Life rewards its top sales people and their spouses with a trip to this prestigious event. Conventions are always held in colorful vacation areas and are the highlight of the sales year. Globe Life has always included the spouse of the Agent because of the sacrifices he or she makes when the Agent is in the field. Very few companies have the family atmosphere, which we have developed over the years, and Convention is a time for families to share in our victories. At Employee Services Division, we will always consider Convention qualifying as our top award. Qualifications for Convention vary from year to year. The qualification period runs for 12 months January 1st through December 24th of the same year. During the next three (3) months, cancellations are charged against business written during the qualification period. Final standings for Convention and all Clubs and awards are released after March 31st of the next year. Convention Qualifications Agents: $70,000 Net Annualized Premium Area Managers: $140,000 Net Annualized Premium Master General Agents: $175,000 Net Annualized Premium Special Production Awards Each year Globe Life honors its best producers by recognizing the Gene Calame Top Agent of the Year (Top Personal Production) and the Charles O. Scott MGA of the Year (Top Agency Production). Each of these winners receives a special award and recognition at the Annual Convention. Awards are based on Net Annualized Premium. Globe Life presents an additional production award by recognizing the Jim Kragh Rookie of the Year. The Rookie ESD NEWS JAN. 2016 WORK SMART, PLAY HARD! 4 of the Year is selected by the sales department staff and must have outstanding total production, persistency, and cancellations. Based on his or her Net Annualized Premium, the Rookie of the Year receives recognition for first-year performance. Globe also acknowledges the producer with the best persistency for the year with the Persistency Award. Production Club Honor Club Agents: $70,000 Net Annualized Premium Area Managers: $140,000 Net Annualized Premium Master General Agents: $175,000 Net Annualized Premium Awards (All Qualifiers): Club members receive a special award each year. In the third year an Agent or Area Manager qualifies for Honor Club, he or she also receives a gold Honor Club ring. Admiral s Club Agents: $90,000 Net Annualized Premium Area Managers: $180,000 Net Annualized Premium Master General Agents: $205,000 Net Annualized Premium Awards (All Qualifiers): Club members receive a special award each year. In the second year an Agent or Area Manager qualifies for the Admiral s Club, he or she also receives a gold Admiral s Club ring. Flagship Club Agents: $115,000 Net Annualized Premium Area Managers: $230,000 Net Annualized Premium Master General Agents: $285,000 Net Annualized Premium Awards (All Qualifiers): Club members receive a special award each year. First-time qualifiers for the Flagship Club also receive a beautiful gold and diamond Flagship Club ring.

Note: The diamond for the ring starts at 1/8 carat and is exchanged each year an Agent or General Agent qualifies for Flagship Club in the following manner. (The five years qualifying does not have to be in succession.) 1st Year: 1/8 carat; 2nd Year: 1/4 carat; 3rd Year: 1/2 carat; 4th Year: 3/4 carat; 5th Year: 1 carat. Special Information Regarding Flagship Club: When an Agent qualifies for the Flagship Club, he or she becomes a qualifying member of the Flagship Club and attends a Flagship Meeting during the year. When an Agent has qualified five years, he or she becomes a Lifetime Member of the Flagship Club. Any Agent or Master General Agent who qualifies for the Flagship Club for 10 years receives the President s Award. Bonus Award Program Definitions Agent: Any individual who personally produces business. Area Manager: Any individual who has at least two (2) producers submitting business during the qualifying period. Master General Agent: Any individual who has at least three (3) producers submitting business during the qualifying period Net Annualized Premium: Premium produced and issued, less cancellations, during the qualifying period. Globe Life established a Bonus Award Program to recognize Agents who consistently produce a substantial amount of quality business on a continual basis. All Club qualifiers may be eligible for a cash bonus based on their Net Annualized Premium issued and their Persistency (Area Managers do not qualify for production bonus outside of their personal production). Persistency determines the amount of the bonus. See the bonus structure below. Agent Net Annualized Premium Issued First Year Lapse Rate (13-month) $70,000 $99,999 % Bonus $100,000 $149,999 % Bonus $150,000 $224,000 % Bonus $225,000 + % Bonus 40.00% 100.00% 0.00% 0.00% 0.00% 0.00% 25.00% 39.99% 1.00% 4.00% 6.00% 8.00% 20.00% 24.99% 1.50% 5.00% 7.00% 9.00% 15.00% 19.99% 2.00% 5.50% 7.50% 9.50% 00.00% 14.99% 2.50% 6.00% 8.00% 10.00% Important: Bonus is not paid if the cancellation/lapse rate is 40% or more. Note: Persistency affects an Agent s qualification for Convention and all Clubs. The Home Office reviews each Agent s Persistency at the end of the qualifying year. ESD NEWS JAN. 2016 WORK SMART, PLAY HARD! 5

y for Convention in Los Cabos, Mexico. Helpful Information Exchange Punctuality is Important New Business submission cut off is every Tuesday at 3 p.m. Central time zone. Any Business submitted after 3 p.m. Central time zone will be processed with the following week s business cycle. Plan ahead to make sure you submit your business on time. Understanding Children s Term to 25 Benefit This benefit is available to all legal children, step children, adopted children, and grandchildren with legal guardianship, between the ages of 30 days to 23 years*. Regardless of the number of children covered under the rider, the total premium is $2 weekly, for a face amount of $10,000 each child. This rider can be converted to an individual Whole Life paid up at 65 policy up to five times the original face or $50,000. Conversion age is 24 to 25 years of age. Useful Websites Work it! In order to be eligible for the Bonus Award Program you have to work your 13 month lapse listings. Don t let the opportunity to increase your profit slip away by not following up with your listings. If you need help with procedures like how to start a payroll deduction, then check out the Useful Websites section we have provided on the Agent Resources home page. Scroll down a little and you will see the Employee Express, US Postalease, and My Pay DFAS & DHS pages in the blue box on the left. These websites can help your business in many ways. The Clubs & Awards information can be found on the Agent Resources website s home page www.esdglobe.com/agents. Need Assistance? Contact us via our Agent Resource phone number at (800) 759 1917. *The Child Rider Benefit is not available in Pennsylvania. ESD NEWS JAN. 2016 WORK SMART, PLAY HARD! 6

CONVENTION JUNE 25-28, 2O17 f11photo / Shutterstock.com Thomas Barrat / Shutterstock.com INTERCONTINENTAL CHICAGO MAGNIFICENT MILE