Liberty National Top Agency Builder – September Life Insurance Company for the Dissemination of Information to Its Agents

insight

Are You Ready to Lay the Smack Down? “I’m the best there is, the best there was, Whether you’re a wrestling fan or not, day, with every task. And you don’t have and the best there ever will be.” -Bret Hart you’ve probably heard of the SmackDown! to look at this attitude as one of pride program that features the sport’s most or arrogance, just as total self-assurance This is the point in the year when people popular celebrity wrestlers vying for a top that with any hindrance you face, you will throughout the country might start to spot among their competitors, if only for emerge victorious. slow down a little. The holiday season bragging rights. If you’re unfamiliar with is here, events and parties are filling up I know we all experience times in our the term, Merriam-Webster defines it as your schedule, and the weather doesn’t career filled with doubt or a lack of ‘the act of knocking down or bringing exactly inspire a lot of energetic activity. motivation. I also know these times down an opponent’ and ‘a decisive defeat’. While it may be easy to fall victim to the probably aren’t our most successful or Either way, you can – and should – apply appealing lull of the season, now is the lucrative. Our attitude plays a pivotal this expression to your sales approach. time to invoke that sheer energy inside of role in every aspect of our lives, which us to ensure we end the year on a great is why it is so important not only to note. We need to adopt a mentality that’s have confidence, but to have the determined, motivated, and fierce. We You are the best Agents total confidence that your success is need to sharpen our competitive edge. We guaranteed. need to tell our inner sales expert, it’s time there are, the best You are the best Agents there are, the to lay the smack down! best there were, and the best there ever there were, and the will be – and don’t forget it! It’s time you have the belief in yourselves that I’ve had best there ever will be in you since I was fortunate enough to join this Company. You have the talent, – and don’t forget it! strength, and ability to face the most difficult of circumstances, and to come forward as the champ. With this newfound self-confidence, make sure you end The ‘opponent’ you face in your career the year center stage with hands held could be any number of things … high in victory. And feel free to don a customer objections, no shows, lapsed championship belt when you do. policies, recruiting and training difficulties, or a lack of self-confidence. The way to your ‘decisive defeat’ over these obstacles is striking them with full force by using the same conviction possessed by those burly performers in the ring. Again, fan or not, you should use these grandiose entertainers as inspiration. Consider wrestling great Bret Hart’s quote at the top of the page. This is exactly what I’m talking about. It is this raw confidence that will allow you to compete against (and defeat!) anything that’s holding you back from becoming the best Agent, AUM, Roger Smith UM, or Branch Manager you can be. You President and Chief Executive Officer need to embrace this frame of mind every

2 - torch November 2012 smackdown NEWS

Published by Liberty National Top Agency Builder – september Life Insurance Company for the dissemination of information to its Agents. Prior permission must be Happy Thanksgiving obtained from Liberty National Life Insurance Company for to our Liberty reproduction or other use National Family! of material herein. We are thankful for a great LIBERTY NATIONAL family of insurance Agents and libertynational.com lnlcareers.com Managers who help protect mylibertylife.com From left: AUM Agency Builder Skip Nichols lnlacademy.com with Branch Manager Lonell Plyler hardworking families and torchmarkconvention.com businesses. Have a wonderful

TORCH STAFF holiday putting the SmackDown SUCCESS BEGINS WITH RECRUITING! Marketing Content Manager on some turkey and dressing. Christie Gibson Vickie Ketron, this month’s Top Editor Branch Manager Roberta Boyd King in Category 2, Senior Staff Writers gives a Liberty Making It Official Brynn Caccamo, Katrina Kotzen National shout-out We love photos Staff Writer to Sherice Pack, of our Agents Seth Cohn Knoxville Metro’s and Managers Jr. Staff Writer/Staff high-energy office going after the Photographer Sherice Pack recruiter. Knoxville Opportunity of a Brittany Feagans Metro has been Lifetime. Here’s Senior Graphic Designer rockin’ and rollin’ for months, and Sherice Unit Manager Cal Slayton is a big part of that success. “Last year we Robin Dunn had 125 hires,” says Vickie, “and Sherice of the Steve Contact the Torch staff at probably generated 100 of those herself. Hargis Branch [email protected] We hired probably two people a month with Director Shashi Parekh, signing her to send photos and community until she came two years ago, and now Independent UM Contract. involvement news, or to update your home address. we never go below 10. Most of our production has come from her recruiting efforts. My office would not be where it is IPOD today without her.” Great job, Sherice! Currently playing:

“Smack Down” facebook.com/LibertyNationalIns By Thousand Foot Krutch

twitter.com/LibertyCareers

linkedin.com/company/551206

The Official Liberty youtube.com/LibertyNationalIns National Instagram Site Follow LNL’s newest Official MyLibertyLife.com Social Media site. www.instagram.com/LibertyCareers

flickr.com/photos/LibertyNational

pinterest.com/LadiesofLNL

instagram.com/LibertyCareers follow us! smackdown torch November 2012 - 3 Career seekers use the Internet to research and investigate our Company. That is why we encourage you to post a positive review about Liberty National at www.Glassdoor.com to help with YOUR recruiting initiatives.

Glassdoor.com provides a free inside look at jobs and companies, all posted anonymously by employees and job seekers. In the first three quarters of 2012, Liberty National’s Glassdoor profile received 24,897 page views, indicating job seekers use it as a top resource for information about our Company.

Keeping our Internet reputation positive helps you with recruiting and retention. Posting a review is simple and fast: 1. Go to http://www.glassdoor.com/Reviews/Liberty-National-Life-Reviews-E19017.htm 2. Click on ‘Post a Review’ 3. Type in your information in the designated fields, then click Submit‘ Review’.

LNL2169S 1012 4 - torch November 2012 smackdown New AUMs at LNL

The October Agency Builder of the Month award October Top Agency Builders # of Assistant goes to Carol Speaks of the Vickie Ketron Branch. Unit Manager Branch Carol coded four Agents in October. Codes Unit Manager The Agency Builder of the Month award 4 Carol Speaks Gabriel Speaks Vickie Ketron recognizes the Assistant Unit Manager who codes 3 David Bailey Tracie Bean John Hadder the most Agents. Carol Speaks 2 Kristin Frier Tommy Wainwright Bill Knowles For her achievement, Carol received a framed certificate of recognition and a letter from Executive 2 Michael Harkin Rachel Fenz Rex Smedley Vice President and Chief Agency Officer, Steve DiChiaro, congratulating her on her commitment to developing new 2 John Holloway Jaquline Fitzgibbon Nick Slagle Agents and helping to expand her Branch and the Company. 2 Ryan Loucks Sean Kimble Aaron Snider

Congratulations to the new AUMs! They’re now 2 Kelly Noe Cynthia Barreira Vickie Ketron ready to suit up, hop in the ring, and lay the absolute 2 Ja’Michael Norwood Jack Wilson Jason Everett SmackDown on production! 2 Joseph Odom Julie Henson Jonathan Jones Timothy Amey Hughes Dewailly Daniel Hunter 2 Daniel Ogle Robert Richerson John Akers Brent Stanton - UM Rachel Fenz - UM Patrick Knowles - UM Tim Nuckolls - BM Rex Smedley - BM Ron Tadle - BM 2 Michael Silvers Ashley Rabon Mitchell Phelps

Alvin Atkinson M. B. Falkenberry Roy Jacobs 2 Ryan Weeks Christopher Graham Stephanie Jackson Patrick Stafford - UM Heath Johnsey - UM Desh Lachman - UM Mark Stone - BM Angela Hanson - BM Owen Wilson - BM 2 Jessica Wright Jonathon Everly Steve Harris

David Bailey Kristen Frier Jonathan Jensen Joseph Odom Kelly Sanders Brent Steininger Tracie Bean - UM Tommy Wainwright - UM Johnny Tanner - UM Julie Henson - UM Cynthia Barreira - UM Robert New - UM John Hadder - BM Bill Knowles - BM John Brooks Jr. - BM Jonathan Jones - BM Vickie Ketron - BM Carl Peevy - BM

Timothy Barron Marvin Glanzer Kimberly Landry Jeremiah Robinson Kimberly Scott Algen Thomas Jackson Mark Wofford - UM Christopher Graham - UM Rachel Fenz - UM Ed Edmondson - UM Tony DiFilippo - UM Carlos Logan - UM Jeff Miller - BM Stephanie Jackson - BM Rex Smedley - BM Mike Isom - BM John Akers - BM Marvin Odell - BM

Johnny Bragg David Hajduch Keith Lard Donnie Roland Terry Shepherd Shane Voutsinas Natalie Newsome - UM Robert Czerwinski - UM Stacey Perkins - UM Jason Joiner - UM Johan Blanco - UM Johan Blanco - UM Brian Cannington - BM Jason Everett - BM Cedric Higgins - BM Ledon Green - BM Kathy Blanco - BM Kathy Blanco - BM

Tammie Bruce Bibi Haniff Kenneth Lewis Matthew Rollins Gloria Sinclair Mark H. Woodruff Mark Wofford - UM Elena Wilson - UM Johan Blanco - UM Alan Beck - UM Larry McDaniel - UM Gary Dobbs - UM Jeff Miller - BM Owen Wilson - BM Kathy Blanco - BM Mike Isom - BM Haim Elfersy - BM Mark Woodruff - BM

Pamela Chaney April Hatchett Ryan Loucks Stewart Ross Jessica Wright William Baltrus - UM Brenda Akins - UM Sean Kimble - UM Lisa Denton - UM Jonathon Everly - UM Brian Cannington - BM Cedric Higgins - BM Brian Snider - BM Kathy Blanco - BM Steve Harris - BM

Kathy Clay Ronda Hein Mary Martin Courtney Caldwell - UM Cathy Meinecke - UM Christopher Graham - UM Vickie Ketron - BM Tim Nuckolls - BM Stephanie Jackson - BM

Candace Craig John Holloway William Moltimore Frank Venezia - UM Jaquline Fitzgibbon - UM Deanna White - UM Eddie Milner - BM Nick Slagle - BM Haim Elfersy - BM

Julie Davis Bryan Howard Ja’Michael Norwood Brian Williams - UM Michael McEachern - UM Jack Wilson - UM Travis Tolliver - BM Jason Neal - BM Jason Everett - BM smackdown torch November 2012 - 5 Congratulations!

new unit managers

Curtis Addison William Baltrus Unit Manager Unit Manager Atlanta West, GA Waycross, GA Carl Peevy Branch Brian Cannington Branch

Kris Reece Unit Manager Dalton, GA Howard Ralston Branch

anniversaries

38 Years of Service 17 Years of Service 8 Years of Service 2 Years of Service Larry Norris, Agent Marvin Odell, BM Bernard Blassingame, Director Andrew Barrett, Agent John Clark, Agent DeWayne Brown, Agent 34 Years of Service 15 Years of Service Virgin Crosby, Agent David Tompkins, Agent Emily Davis, UM 5 Years of Service Edwin Handy, AUM Gary Johnson, Agent Kimberly Landry, AUM 33 Years of Service 14 Years of Service Kenny West, Agent Louis Norrell, Director Donna Ramsey, Agent Angie McDaniel, Agent Sherri Young, BM 4 Years of Service Tina Nichols, UM 30 Years of Service Armando Cantu, Agent Jeff Splawn, AUM Howard Alexander, Agent 13 Years of Service Michael Chambers, Agent Rodger Reese, Agent 1 Year of Service 28 Years of Service Mallory Michaels, UM Timothy Daniel, Agent Timmy Pullon, Agent 11 Years of Service Travis Tolliver, BM Rodney Homan, AUM Brandon Herndon, UM 25 Years of Service 3 Years of Service Peter Lauderdale, Agent Tommy Lee, UM 10 Years of Service Neal Bailey II, Agent Eva Matthews, Agent Jimmie Dudley, Agent Robin Dunn, UM David Smith, AUM 23 Years of Service Patsy Givens, Agent James Hudspeth, Agent Terry Koval, Agent Michael Smitherman, UM Ryan Potts, Agent 21 Years of Service Jamie Terry, Agent 9 Years of Service Cynthia Thomas, Agent C. Wayne Fisher, Agent Patrick Knowles, UM Jeff Lones, Agent Tommy Rector, Agent Christia Woodford, UM 18 Years of Service David Brooks, UM

LNL anniversaries according to Company records.

6 - torch November 2012 smackdown Director of the Month Congratulations to Director of Sales Allen Nelson for achieving Liberty National’s October Director of the Month Award. Allen’s name will be engraved on a Director plaque displayed at the Home Office. Executive Vice President and Chief Agency Officer Steve DiChiaro recognized Allen at the October Directors’ Meeting.

Director of Sales Allen Nelson

Welcome to the Family! Liberty National would like to welcome our newest sister Company, Family Heritage Life Insurance Company of America, to the Torchmark Corporation family. Based in Cleveland, Ohio, Family Heritage focuses primarily on selling individual supplemental health and life insurance products with a return-of-premium feature.

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FAMILY HERITAGE LIFE LIBERTY NATIONAL insurance company of america life insurance company

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smackdown torch November 2012 - 7 On schedule for the 2013 Convention in SAN DIEGO

TIM ADERHOLT BRANCH TONY CARTER BRANCH CEDRIC HIGGINS BRANCH JEFF MILLER BRANCH LONELL PLYLER BRANCH MARK STONE BRANCH Gainesville, GA Huntsville North, AL Columbus, MS Springfield East, MO Florence, AL Tupelo East, MS DREW ADERHOLT CHRIS CAMP BRENDA AKINS TODD BAXTER JERRY CROWELL KELLYE GAMMELL TIM ADERHOLT JEFF LONES APRIL HATCHETT JAMES BISHOP KAY PERRYMAN PATrick STAFFORD DARREN ALEXANDER CEDRIC HIGGINS* KIM FEAGER RONALD ALLEN TOMMY CLAY BRANCH RODNEY HOMAN A. J. GOOD howard ralston BRANCH RON TADLE BRANCH TIMOTHY BUCKNER Chattanooga South, TN HENRY REECE jacob miller Dalton, GA Cleveland, TN MICHAEL BULLOCK JEFFREY HUNNEKE JEFF MILLER* MARION BEACHAM TONY BAILEY SERGE CLOUATRE MARTHA JOHNSON MIKE ISOM BRANCH ALLISON POBLOSKE mitchell blair DANIEL HUNTER YOLY DALE Albertville, AL TOMMY RECTOR FLOYD BYERS PATRICK KNOWLES CORRIE HILL TROY DEW BRANCH LISA BECK MARK WOFFORD MARK CHANDLER RON TADLE* COREY HULSEY Meridian, MS ED EDMONDSON CYNTHIA GRIFFIN BILL LACOUNT TROY DEW NELLIE WILLARD eddie milner BRANCH BRANDON HERNDON Travis Tolliver BRANCH CHRISTINA LAUDERDALE MARK MCMILLAN Birmingham South, AL DORMAN PETERSON St. Louis South, MO TERRY MEDLIN Stephanie JAckson BRANCH eddie milner* BILL RAPER Mary KArnes RANDY REEVES Haim Elfersy BRANCH Chattanooga North, TN frank venezia CHARLES ROGERS kenny west Jacksonville, FL CHRISTOPHER GRAHAM Mary Venezia GARY SMITH jeff wallmark BRANCH CRAIG WILSON haim elfersy* SCOTT JACKSON JOHN SWINNEY Ft. Smith, AR LARRY MCDANIEL STEPHANIE JACKSON* eddie milner BRANCH VETA MELVIN Pell City, AL TIM REEVES BRANCH KEVIN PETERSON RICKY BEARD BRANCH JASON EVERETT BRANCH DEANE JEWETT BRANCH danny bice Pensacola, FL Corinth, MS Little Rock, AR Columbus North, GA TIMOTHY GARRETT JILL WILMETH BRANCH jamie barnes ROBERT BAILEY emily davis keith mitchell BRANCH pAUL MIKELL Nashville South, TN RICKY BEARD* CHARLES BROWN JR. Deane jewett* Jackson, AL CAMERON SMITH RICHARD CRABTREE DEBBIE BUTLER matt CARTER DOUGLAS LYNCH DONNA CHANCEY STEVE WADE CHAD ESSARY WES COFFEE KIMBERLY JACKSON BYRON SCHREIBER BRANCH ED FOWLER ROBERT CZERWINSKI jonathan jones BRANCH KEITH MITCHELL* Decatur, AL OWEN WILSON BRANCH BRADLEY GRAY DAVID HAJDUCH Brewton, AL SHEILA MITCHELL ANTHONY BALDWIN Orlando North, FL WILLIE MCGEE STEPHEN HARRIS JULIE HENSON SONJA OVERSTREET BYRON SCHREIBER* C.J. COLLAZO SR. TERRI HOGAN PAMELA POWE DANA VICKREY ARCHIE TERRY DESH LACHMAN KATHy BLANCO BRANCH RYAN POTTS SUSAN MCCRAY Tampa Bay, FL PAM STANTON VICKIE KETRON BRANCH Jason Neal BRANCH MICHELE SELLORS BRANCH JULIE PALIUCA JOHAN BLANCO ANTHONY VESTAL Knoxville Metro, TN Cullman, AL Ft. Worth East, TX GARY RUDD KATHY BLANCO* CYNTHIA BARREIRA FRED BUSSEY LISA BLANTON GARY TETREAULT JR. DAVID BURGMAN robert giles BRANCH JAMES BOWMAN MICHELLE BOURDON KYLE TETREAULT STEWART ROSS Lafayette, LA JONATHAN BOWMAN TIM Nuckolls BRANCH KENNETH KEITH OWEN WILSON* tyler MAYO COURTNEY CALDWELL Springfield North, MO BRITTANY SELLORS Elena wilson skip bond BRANCH VICKIE KETRON* JASON ADAMS JEFF SPLAWN Indianapolis North, IN LEDON GREEN BRANCH jack loewy TIMOTHY AMEY LARRY W0OD BRANCH skip bond Macon Central, GA KELLI PORTER MICHAEL CHAMBERS rex smedley branch Charlotte East, NC REGINA GREEN CAROL SPEAKS cathy meinecke Austin, TX TIM BAUCOM John Brooks Jr. BRANCH JASON JOINER GABRIEL SPEAKS TIM NUCKOLLS JUANITA CLARK HILLIARD BUCHANAN IV Dothan, AL BRENT STANTON HUGHES dewailly DEMETRIUS CASSELLAS DAVID BASS JOHN HADDER BRANCH bill knowles BRANCH WENDI THORNTON RACHEL FENZ BUDDY MITCHELL JOHN BROOKS JR.* Birmingham North, AL Macon South, GA TIMOTHY WERTZ MICHAEL HARKIN THOMAS ROGERS TERRY FARRIS TRACIE BEAN TONYA CARDWELL KIMBERLY LANDRY LARRY WOOD* JOHN LOVE TONI BURGIN KAY FORDHAM MARVIN ODELL BRANCH REX SMEDLEY ROBBIE RICHARDS WILLIAM ETHERIDGE tommy wainwright Tuscaloosa South, AL CHRISTOPHER WEDEMEYER MARK WOODRUFF BRANCH jOHN HADDER* DOUGLAS LAVENDER Montgomery North, AL Shannon Brown BRANCH WILLIAM HARRISON SHANNON LAMBETH BRANCH CARLOS LOGAN aaron Snider BRANCH Gary Dobbs Greenville, MS MILDRED JACKSON Baldwin County, AL Indianapolis, IN david morris Shannon Brown* DOUG BARRETT JASON PERRY BRANCH JENNIFER O’ CONNOR GARY OATES ANGELA HANSON BRANCH DEMPSEY BELL Ft. Walton Beach, FL aaron SNIDER CHARLES SMITH BRIAN CANNINGTON BRANCH Alexander City, AL CHARLIE RUSH NICK BOUZIOS MARCEL WARREN AUDRA STRICKLAND Waycross, GA KENNY BUCK hunter SELF JOE CAMPUS IV BRANDY VICKERS BRIAN CANNINGTON* EDWARD CAMPBELL C. WAYNE FISHER ALAN SPAFFORD BRANCH mARK WOODRUFF* KEITH CARR TERESA GRUBBS CLINT MCLAIN BRANCH TODD LOMENICK St. George, UT CAROLYN EDWARDS Jason PErry* SHERRI YOUNG BRANCH HEATH JOHNSEY Jasper, AL Mark hargis STANLEY JOHNSON MARIE TUCK ALAN GOFORTH CHRISTOPHER LOVELESS Enterprise, AL MELISSA MOORE MITCHELL PHELPS BRANCH CLINT MCLAIN* ELIDORA LOVELESS leighanne CREWS SANDRA MULKEY Steve Harris BRANCH PHILIP NICHOLS Charlotte Central, NC JOSEPH LOVELESS ASHTON MCKELVY NATALIE NEWSOME Anniston, AL SCOTT PRITCHETT CHRIS CASTLEBERRY LIZBETH WHITAKER DAVID MILLER tina NICHOLS jonathon everly RAYMOND SMITH CATHERINE COLONNA RICHARD SILVA PAMELA WISE CHRIS O’BERRY JOHNNY GOSS CHRISTOPHER DAVIS sherri young NIKKI SOUTHERS steve harris* MELINDA HARMON PAM ROLLER Mitchell phelps DAVID TOMPKINS Ashley rabon ADAM VAN DALEY

Liberty National recognizes Agents, Assistant Unit Managers, Unit Managers, and Branch Managers, who are on schedule as of 10.29.12 for 8 - torch November 2012 smackdown the 2013 Convention to be held June18 - June 21, 2013. Qualifiers and/or Torch Club honorees must meet applicable Company minimum standards and qualifications for production, persistency, DCN, and recruiting to attend and/or be recognized in our Company magazine. * 10 percent and above growth THE LAW OF magnetism #9 From John Maxwell’s 21 Irrefutable Laws of Leadership

1. Who you are is who you will attract, thus the saying “Birds of a feather flock together.” 2. You will probably find that you and the people who follow you share common ground in several of these key areas:

• Attitude: People with similar attitudes make mutually beneficial decisions more quickly. • Generation: You relate to one another on both a personal and professional level. • Background: You understand and appreciate why team members say the things they say and do the things they do. • Values: You strive for similar goals and objectives. • Life Experience: When you share common experiences, you easily understand one another. • Leadership Ability: You quickly realize what each member of the team needs to do to achieve success and are willing to do it.

A similar approach to life and business can make success easier to reach. But you all know people who achieve success through diversity, with differences fueling the fires of creativity and accomplishment. Whatever works for you … embrace it and challenge yourself and your Branch to accept NO LIMITS!

smackdown torch November 2012 - 9 Sacrificing for Success On August 22, John Holloway walked into Liberty National’s Springdale, Arkansas, Branch office on a mission. The former fast food shift manager was hungry for change and in search of the Opportunity of a Lifetime. John had placed his resume on CareerBuilder and received a phone call to come in for an interview. Not satisfied with his job in fast food, John decided to give it a shot and see what Liberty National was all about.

As soon as John walked in that door, confidently he was promoted to Assistant Unit Manager (AUM) after announcing his arrival, the gleam in his eye revealed drive, hitting the $10,000 AP mark! Two days later, John had his passion, and purpose. After conducting a successful first first code. Now that’s dedication! interview and Career Briefing, John left to think about the John has yet to purchase a new gun or guitar, but he’s potential of a career with Liberty National. John didn’t using this as an opportunity to upgrade his equipment. just want a great career, he wanted a chance – a chance to John has already qualified for Leadership Academy 101, better his life and prove his ability. This industry provides putting him one step closer on the road to success! so many with the opportunity to gain real control over Congratulations, John! their own destiny through financial gain, as well as the ability to offer the same opportunity to others. John was offered the Opportunity of a Lifetime with Liberty National on August 23, with one stipulation: He would have to come up with the required $170 for his Arkansas State Life and Health Insurance Producer License. This was an obstacle on John’s path to success, but he decided to take a Leap of Faith and hurdle over. In life we all have things we’re passionate about, and on the top of John’s list are hunting and music. The sacrifice John made that day was to put his beloved shotgun and guitar for sale, two things that brought happiness in his life, so that he could pursue a dream. John bet on himself and went all in with Liberty National, and on October 8,

From left: Branch Manager Nick Slagle with AUM John Holloway in Springdale, Arkansas

10 - torch November 2012 smackdown Council of Champions gets Closer to the Heart

The Liberty National Council of Champions meeting was held October 14-17 at the luxurious Monterey Plaza Hotel in Monterey, California. While these Liberty elite were meeting, they also made time to give back to the community with a Closer to the Heart project benefitting the Hope Center Food Pantry of Monterey County.

The Hope Center was founded in 2010 and is staffed entirely by volunteers, funded by donations and grants, and 100% of all The Liberty National Closer to the Heart spouse team volunteered at Hope Center in Monterey during the recent Council of donations collected are used to distribute food, toiletries, baby food, Champions meeting. From left: Christy Thornburg, Melissa Woodruff, pet food, and supplies to those in need. The people who receive Kelly McClain, Mark Young, Holly DiChiaro, Elena Wilson, Kim Aderholt, assistance from the Hope Center are ordinary working folks – the very and Sarah Everett. Liberty’s donation, along with matching funds from families Liberty National serves – who have come upon hard times. Torchmark, was $11,000. Donations were collected from Council members, and President and CEO Roger Smith presented $5,500 to Hope Center Board members, Michelle Russell and Maryanne Reynolds, during the meeting. Matching funds from LNL’s parent Company, Torchmark Corporation, will double the total amount of the donation. According to Russell and Reynolds, this is the largest single donation ever received by the Hope Center. While the Council was meeting, Holly DiChiaro, wife of Executive Vice President/Chief Agency Officer, Steve DiChiaro, organized a group of Council spouses and guests to purchase and deliver more than $1,000 worth of disposable diapers for the Hope Center storage room. In addition to this generous donation, Holly, Branch Manager Tim Aderholt and wife Kim, BM Owen Wilson and wife Elena, and BM Sherri Young and husband Mark volunteered at the Hope Center’s semimonthly distribution day. The group organized clothing donations, helped bag fresh produce, and distributed food and goods to an estimated 125 families in Monterey. Launched in April 2012, Closer to the Heart is a long-term humanitarian project extending Torchmark Corporation Affiliates’ Branch Manager Sherri Young commitment to the community by making financial and service organizes clothes to be donated. contributions to programs that provide hands-on assistance in the communities we visit.

Branch Manager Sherri Young and her husband, Mark, helped bag fresh produce.

Branch Managers Owen Wilson, Tim Aderholt, Sherri Photos Courtesy: Sarah Everett Young, and their spouses, with Holly DiChiaro. smackdown torch November 2012 - 11 StepStep intointo thethe ringring …… IIt’t’ss timetime toto • Vital for stability and future growth • Even if every new Agent remained with Liberty National until retirement, we would still need to recruit to bring in new life, new business, and new motivation to our Branches • You must be willing to invest your time and effort to ensure your Agents’ opportunity to thrive

• FYAs are the future of LNL, so make sure they realize their importance! Branch Managers – you didn’t advance to the Main Event by sitting on the sidelines, did you? Of course not! It took hard work to earn your way into the • Keep your FYAs producing for a greater Liberty limelight, and it’s your time to shine. chance to keep them in your field force for years to come! Now it’s time for you to put the SMACKDOWN on recruiting, FYA production, • Recognize what your FYAs need, and coding, and retention. These four key areas will lead you to that glorious world provide it to them champion belt at Convention. Step into the ring and show your Branch how to obliterate objections, knock out negativity, and be the best that they can be.

12 - torch November 2012 smackdown StepStep intointo thethe ringring …… IIt’t’ss timetime toto • Recruiting is just the first step – getting an Agent to code is VERY important to recruiting, so recognize new Agents that get coded! • If you set your appointments and are willing to travel, LNL will keep you coded on a weekly basis • The Agency Builder of the Month award recognizes the AUM who codes the most Agents

• Recruiting is only effective if you retain the Agents you recruit • Offer new Agents what they need to Branch Managers – you didn’t advance to the Main Event by sitting on the be successful sidelines, did you? Of course not! It took hard work to earn your way into the • Production is essential for the retention Liberty limelight, and it’s your time to shine. of our sales force Now it’s time for you to put the SMACKDOWN on recruiting, FYA production, • New Agents will only stay if they have coding, and retention. These four key areas will lead you to that glorious world a reason to stay! champion belt at Convention. Step into the ring and show your Branch how to obliterate objections, knock out negativity, and be the best that they can be.

smackdown torch November 2012 - 13 Lassie just fled from the ring ‘cause Liberty National’s putting the Double-Atomic-Dog SmackDown on Facebook Likes. Bow wow wow yippee yo yippee yay.

Did you know President and CEO Roger Smith is on Facebook? Follow the leader. Follow Liberty National’s Official Social Media sites. When we achieve 1,500 ‘Likes’ on the Official Liberty National Facebook page, we will give away a FREE Laptop to ONE person who has ‘Liked’ the page. Tell your friends, family, Lassie lovers – you don’t have to work for our Company to get the chance to win the Laptop. facebook.com/LibertyNationalIns

14 - torch November 2012 smackdown perspective

Mark Woodruff Branch Manager Montgomery North, AL Training & Recruiting: A Balancing Act

Finding the time to train would be so simple if we didn’t have to it takes for us to hit the numbers we set out to hit, both as a recruit. Branch and a Company. With that system in place, implemented by competitive UMs and ambitious AUMs, this insurance sales Finding the time to recruit would be so simple if we didn’t have thing is smooth sailing. to train. The ability to overcome this conflict – or rather, these two conflicts – is what separates good Liberty National Managers from outstanding ones. But what separates those Managers from Once we perfect the balance the absolute best-of-the-bunch is this: realizing that balancing those two tasks doesn’t represent conflict at all. It represents stability. between training and recruiting, In my 12 years’ experience as a Branch Manager, I’ve found we’re on an unstoppable track to the key to a well-functioning Branch – that is, a Branch that embraces both training and recruiting – is to maintain a schedule. “Just a schedule?” you might ask. No – not just any $100 million per year in production. schedule, but a rock-solid, universally understood schedule agreed upon by every Manager and Agent in your Branch. A Branch lacking this type of schedule is, to me, a Branch lacking a Stephen R. Covey, author of The Seven Habits of Highly Effective culture. People, was a brilliant man. He died just a few months ago but left behind a mountain of wisdom from which we can all take For all Branch Managers, here’s the test to determine if your something. He wrote of being proactive, setting goals, and, like Branch has the type of rock-solid, universally understood me, he wrote of balance. He said, and I paraphrase: schedule I’m referring to: “The balance between production and production • Does it take ALL the uncertainty out of the day? capability is often a difficult judgment call … but I • Does it establish a framework for your people and, in turn, suggest it is the very essence of effectiveness.” their people? Once we, as individual Branches and as a Company, perfect If you’re part of a Liberty National Branch, it’s essential you know the balance between training and recruiting, we’re on an what’s expected of you throughout the course of the day – at unstoppable track to $100 million per year in production. Do morning meetings, during training sessions, during call clinics, you believe it? Know this … I believe it! Steve DiChiaro believes etc. Sure, if you’re good, you might hit your production numbers it! Roger Smith believes it! With that, I’d like to mention one even without a structured schedule. But why risk it? Put your more quote from Stephen R. Covey: Branch in a position to reliably hit those numbers and achieve “The environment you fashion out of your beliefs is that perfect balance again and again, month after month. Have the only climate you will ever live in.” your schedule in place! Is the environment you’re fashioning one of success? Is it one For all UMs, you are the backbone for making this whole that breeds prosperity throughout your Branch? It’s important training-recruiting balance work. To explain: I put myself in we ask ourselves these questions. With that, let’s have an a position where I have UMs who know exactly what I want. outstanding month, team! They know the all-important schedule; they know their role in communicating that schedule to my AUMs; and they know what

smackdown torch November 2012 - 15 official agent standings: 2012 production

OCTOBER

2. Charles Brown Jr. 3. Corey Hulsey 4. David Miller Little Rock, AR Gainesville, GA Enterprise, AL $37,693 $36,240 $27,878 Melissa Nuckolls - UM Craig Wilson - UM Kim Vinson - UM Jason Everett - BM Tim Aderholt - BM Sherri Young - BM

5. Terri Hogan 6. Wendi Thornton 7. Bill Lacount Little Rock, AR Springfield North, MO Gainesville, GA $24,170 $23,362 $22,085 1. Jason Adams Melissa Nuckolls - UM Cathy Meinecke - UM Craig Wilson - UM Springfield North, MO Jason Everett - BM Tim Nuckolls - BM Tim Aderholt - BM $39,014 Brent Stanton - UM Tim Nuckolls - BM libertynational-nuckolls.com

8. Corrie Hill 9. David Burgman 10. Serge Clouatre Gainesville, GA Tampa Bay, FL Gainesville, GA $21,445 $20,647 $20,631 Randy Reeves - UM Johan Blanco - UM Ritch Wharton - UM Tim Aderholt - BM Kathy Blanco - BM Tim Aderholt - BM

AGENT BONUS FOR THOSE ON A FOUR-WEEK AVERAGE Qualifier Amount Unit Manager Timothy Wertz $4,075 Brent Stanton

William Moltimore $3,169 Deanna White

Donald Houseknecht $3,013 Charles Rush

Timothy Amey $2,933 Brent Stanton

Hughes Dewailly $2,922 Rachel Fenz

Drew Aderholt $2,752 Craig Wilson

Cynthia Griffin $2,649 Kris Reece

Bobby Wood $2,535 David Brooks

Mary Karnes $2,446 Darla Waters

Ronald Allen $2,157 Terry Medlin

YEAR-TO-DATE

2. Bill Lacount 3. Corrie Hill 4. Serge Clouatre Gainesville, GA Gainesville, GA Gainesville, GA $193,087 $187,809 $186,324 Craig Wilson - UM Randy Reeves - UM Ritch Wharton - UM Tim Aderholt - BM Tim Aderholt - BM Tim Aderholt - BM

5. Douglas Lavender 6. Charles Brown Jr. 7. Jason Adams Tuscaloosa South, AL Little Rock, AR Springfield North, MO $178,376 $165,070 $161,196 1. Corey Hulsey Carlos Logan - UM Melissa Nuckolls - UM Brent Stanton - UM Gainesville, GA Marvin Odell - BM Jason Everett - BM Tim Nuckolls - BM $329,068 Craig Wilson - UM Tim Aderholt - BM libertynational-aderholt.com

8. Darren Alexander 9. Kay Fordham 10. C. Wayne Fisher Gainesville, GA Macon South, GA Ft. Walton Beach, FL $150,358 $148,963 $148,507 Craig Wilson - UM Tommy Wainwright - UM David Brooks - UM Tim Aderholt - BM Bill Knowles - BM Jason Perry - BM

smackdown torch November 2012 - 17 official unit manager standings: 2012 production

October

Top 10 Unit Managers - First Year Agent Production in October

2. Tim Baucom 3. Steve Wade 4. Craig Wilson Charlotte East, NC Nashville South, TN Gainesville, GA $39,138 $38,595 $37,465 Larry Wood - BM Jill Wilmeth - BM Tim Aderholt - BM

1. Gabriel Speaks Knoxville Metro, TN $48,475 5. Ashley Rabon 6. Brent Stanton 7. Heath Johnsey Vickie Ketron - BM Charlotte Central, NC Springfield North, MO Alexander City, AL $35,698 $33,862 $33,038 libertynational-ketron.com Mitchell Phelps - BM Tim Nuckolls - BM Angela Hanson - BM

8. Chris Camp 9. Elena Wilson 10. Brandon Herndon Huntsville North, AL Orlando North, FL Dalton, GA $31,554 $29,319 $28,198 Tony Carter - BM Owen Wilson - BM Howard Ralston - BM

Highest Total Production in October UNIT MANAGER BONUS Qualifier Amount Branch Manager Craig Wilson $5,144 Tim Aderholt

Brent Stanton $4,726 Tim Nuckolls

Rachel Fenz $4,668 Rex Smedley 1. Craig Wilson 2. Ashley Rabon Gainesville, GA Charlotte Central, NC Gabriel Speaks $4,343 Vickie Ketron $120,164 $84,515 Tim Aderholt - BM Mitchell Phelps - BM Steve Wade $3,734 Jill Wilmeth

Christopher Graham $3,660 Stephanie Jackson

Mitchell Blair $3,613

Julie Henson $3,489 Jonathan Jones 3. Gabriel Speaks Knoxville Metro, TN Gary Dobbs $3,242 Mark Woodruff $80,965 Vickie Ketron - BM Melissa Nuckolls $3,227 Jason Everett

YEAR-TO-DATE

Top 10 Unit Managers - First Year Agent Production Year-to-Date

2. Tim Baucom 3. Todd Baxter 4. Rachel Fenz Charlotte East, NC Springfield East, MO Austin, TX $317,091 $279,730 $261,444 Larry Wood - BM Jeff Miller - BM Rex Smedley - BM

1. Gabriel Speaks Knoxville Metro, TN $411,324 5. Courtney Caldwell 6. Brandon Herndon 7. Paul Mikell Vickie Ketron - BM Knoxville Metro, TN Dalton, GA Pensacola, FL $259,001 $241,621 $228,930 libertynational-ketron.com Vickie Ketron - BM Howard Ralston - BM Tim Reeves - BM

8. Craig Wilson 9. Cathy Meinecke 10. Henry Reece Gainesville, GA Springfield North, MO Columbus, MS $227,837 $223,610 $219,926 Tim Aderholt - BM Tim Nuckolls - BM Cedric Higgins - BM

Highest Total Production through October

1. Craig Wilson 2. Gabriel Speaks Gainesville, GA Knoxville Metro, TN $922,769 $588,632 Tim Aderholt - BM Vickie Ketron - BM

3. Tim Baucom Charlotte East, NC $519,036 Larry Wood - BM

CATEGORY LEADERS

Brian Cannington Vickie Ketron Keith Mitchell Category 1 Category 2 Category 3 libertynational-cannington.com libertynational-ketron.com libertynational-mitchell.com

Larry Wood Steve Harris Cedric Higgins Category 4 Category 5 Category 6 libertynational-wood.com libertynational-harris.com libertynational-higgins.com

Skip Bond Top Startup libertynational-bond.com

20 - torch November 2012 smackdown official branch manager standings: 2012 production

CATEGORY LEADERS

Category Branch Manager Growth % FYA % Performance Factor Production YTD 1 Brian Cannington 10% 45% 55% $1,729,190 2 Vickie Ketron 35% 74% 109% $1,144,728 John Hadder 32% 54% 86% $1,176,067 Jeff Miller 25% 58% 83% $947,082 Owen Wilson 29% 44% 73% $1,414,517 Mark Woodruff 16% 50% 66% $1,139,183 Ricky Beard 24% 35% 59% $1,179,600 3 Keith Mitchell 27% 41% 68% $817,074 Clint McLain 16% 45% 61% $620,705 4 Larry Wood 55% 61% 116% $521,876 Kathy Blanco 53% 57% 110% $672,867 Jason Perry 28% 40% 68% $727,714 John Brooks, Jr. 13% 49% 62% $785,497 - date - to year 5 Steve Harris 46% 68% 114% $416,250 Haim Elfersy 41% 59% 100% $371,194 Deane Jewett 26% 72% 98% $390,989 6 Cedric Higgins 128% 97% 225% $601,737 Eddie Milner 78% 50% 128% $624,809 Byron Schreiber 48% 66% 114% $310,703 Ron Tadle 19% 74% 93% $307,364 Shannon Brown 18% 68% 86% $194,212 Stephanie Jackson 11% 66% 77% $320,959

MONTH-TO-DATE UNDER CONSTRUCTION NEW DESIGN COMING JANUARY 2013

Qualifiers and/or Torch Club honorees must meet applicable Company minimum standards and qualifications for production, persistency/DCN, and recruiting to attend Torch Club and/or be recognized in our Company magazine. smackdown torch November 2012 - 21 Being an LNL lady isn’t always easy. Between handling responsibilities for your own family and working to help financially protect other American families, there’s not a lot of extra time leftover. Ladies, have we got somethin’ for you! “Drumroll, please!” Check out LNL’s OFFICIAL Pinterest page to spice things up with fast and easy recipes, fashion tips, motivational phrases, quick fitness routines, and MORE! When life becomes routine, make things Pinteresting! Peace, love, and GIRL POWER!

22 - torch November 2012 smackdown perspective

Steve DiChiaro Executive Vice President and Chief Agency Officer Keep the Pedal to the Metal!

Did you know water boils at 212 degrees Fahrenheit to produce through acquaintances, friends, and family members. The more steam? No, not 211 degrees, but 212 degrees. When produced activity you create around recruiting, the more codes you’ll on a large scale, steam has been used to power ships, trains, generate in your Branch. Remember, everyone is a prospect, and tractors, construction equipment, tanks, and even rockets. It’s almost everyone may be a recruit. Make recruiting an all-the- been said steam engines were the moving force behind the time, everywhere process! Industrial Revolution. Where might our country be today if not for that extra degree? That one-degree difference is something you should embrace When you are willing to extend at Liberty National. What would be the result if every Branch Manager, UM, AUM, and Agent added one additional degree of effort … one more prospecting call each day … one more yourselves just a little, the impact can recruiting contact each day … one more sales presentation each week … one more Call Clinic each week … one more career be massive and far reaching. briefing each month? I’ll tell you what the result would be. INCREASED ACTIVITY!! You’re making strides in First-Year Agent production, and you Increased activity in all these areas means increased production, don’t want to give up an inch of what you have fought so hard increased income, and eventually increased renewals. When you to achieve this year. Like a great running back, continue to move are willing to extend yourselves just a little, the impact can be forward, never give up yardage, momentum, or steam to get into massive and far reaching. the end zone. Remember what you do now until the end of the As you approach the end of 2012, I believe you are going in the year sets the tone for 2013. right direction. Month after month, I’ve seen improvements in Have you ever heard the holidays are the worst time to look for recruiting, hiring, prospecting, training, coding, etc., but you’re a job, because no one hires this time of year? Guess what? It’s not there yet. As the year winds down and you set your goals for not true! Liberty National recruits and hires every day, week, 2013, remember … and month in the year and 2012 is no exception. Intensify your Recruiting must be the foundation for your Branch culture. recruiting efforts in the next month. The people you hire in the Present the ‘Opportunity of a Lifetime’ every time you turn coming weeks will be your new Agents at the start of 2013. The around … and I mean that literally. If you’re standing in line at Agents who code from now until the end of this year will be your the grocery store or bank, turn around and engage the person AUMs in 2013 and your future Agency builders. These are critical behind you in conversation. You never know, but that individual components of growth for you, your Branch, and the Company. may be primed to accept the Opportunity of a Lifetime. Personal Don’t take your foot off the accelerator. Keep the pedal to the recruiting was the only recruiting method many of you had in the metal in terms of recruiting, hiring, training, and production. early days, and it’s still important. Nothing replaces the personal Create a strong foundation NOW and build upon it in 2013. touch, whether it’s in recruiting, hiring, training, or selling. Use Social Media, personal networking, and word-of-mouth recruiting

smackdown torch November 2012 - 23 P.O. Box 8080 • McKinney, TX 75070

Sitting on the couch won’t get you to San Diego. Get up. Get in the ring.

2013 Convention June 18-21 www.torchmarkconvention.com www.hoteldel.com