INSPIRE by casie sumners

MARCH 2013 速

Best of 2012 Profiles of our Top Team and Personal Production Winners

Ta bl e o f C on t e n t s

Agent Spotlight Brett Casey. Personal Producer of the Year.

2012 Personal Producer of the Year Brett Casey attributes his success to strong work ethic and goal setting capabilities. “We set a schedule and stick to it. You just have to work at it or it won’t happen”.

Carrier Highlight

Expanding Product Opportunities from SureBridge SureBridge continues to expand their product offerings with the addition of term life and whole life final expense plans.

I n sp ir e M a g a z i ne

Ta bl e of C on t e n t s

2012 Top Medicare Producer

2012 Top Association Producer

2012 First Year Achiever

2012 Top Life Producer

2012 Top Health Producer

Ray Plagens

12 13

John Kelly

Pete Denboer

Chris Smith

Alex Wertenteil

16 17 18

2012 Sales Team Of The Year

Greg Teipel

2012 Sales Leader Of The Year

David Piavis

2012 Agency Manager Of The Year

Paul Kaler

2012 Agency Team Of The Year

Gary Roberts

Insite Instructor

InsiteMobile - Best use of Technology in Sales

MARCH 2013

Carrier Highlight

Expanding Product Opportunities from

veryone knows about the broad range of supplemental insurance products available in the SureBridge portfolio, but did you know there are also term life and whole life final expense plans available? These life insurance plans, underwritten by the Chesapeake Life Insurance Company, are designed to be affordable for most every budget. They offer 10- or 20-year terms, death benefits up to $100,000 and can be sold on a simplified issue basis which means a paramedical exam is not required. The 10-year term life policy offers a Critical Condition Rider. This rider combines the most popular components of Critical Illness Direct and Critical Accident Direct and attaches it to the life plan. When a qualifying condition is diagnosed, all or a portion of the death benefit is paid (depending on the rider option and the condition) directly to the member and the available death benefit is reduced by that amount. Paul Kaler, Territory Vice President for the Heartland, says he and his team include a SureBridge life product in every client proposal, as part of “Protection for Life”. We go over the agenda first, and then the fact finder. Once that has been done we present three options that fit the client’s needs. Each option contains life insurance.” According to Kaler, the script his agents use follows along these lines:

Insphere represents multiple Carriers and we have the ability to pair plans that will protect you and your family. We call that the Protection for Life solution. It has a health insurance plan

to cover doctor visits, prescriptions, surgeons and hospitalizations. It also has supplemental insurance that pays cash benefits directly to you. And finally, if the unthinkable happens and you don’t survive an illness or injury, your family will have additional protection, because the plans are designed with a $25,000 term life insurance benefit that can be upgraded if you wish. Now that has to put you at ease doesn’t it? In fact, for an extra $____________ , we can upgrade your life insurance plan to a $100,000 and make sure your beneficiary and family are covered. “ It’s that simple.” At the close of the sale, Paul and his team ask these three simple questions: 1. “How do want to get this package started....monthly or annually?” 2. “Who do you want listed as your beneficiary?” 3. (While looking at the spouse)… “When he passes away, do you want me to bring you a check for $100,000 or just $25,000?” “Either way,” adds Kaler, “the client is getting life insurance and it opens up opportunities to go back and talk about additional life insurance coverage as that life vs. death barrier has been eliminated.” Larry Roth, Agency Manager in California, has this simple advice for increasing sales and commission with the SureBridge life products: just ask. “We must become conditioned to just ask,” notes Roth. “Do you have life insurance? … How much life insurance do you ‘provide’ for your family?”

And for Roth and his team, when putting together a Protection for Life proposal for a client it is a given some life insurance will be included in addition to health, dental, vision, and other appropriate supplemental products. “The only question is do they want the minimum of $25,000 or would they like to see if they could qualify for up to $100,000?” Thanks to the Kaler and Roth sales teams, as well as other Agents who have diligently promoted the SureBridge life products, nearly 3000 term life policies have been issued which represents roughly $1.7 million in annualized premium. Average premium for issued policies is ~$40/month. These SureBridge simplified issue plans have been an important addition to the Insphere life insurance portfolio because can they be used to ensure that clients get a block of life insurance in a very efficient manner. Additionally they serve as a natural pivot point to the fully underwritten options from ING and Minnesota Life In surveying the top selling Agents of SureBridge life insurance products for best practices, we received the following responses from virtually everyone: 1. Include life insurance, either a fully underwritten or a SureBridge simplified issue option, in every proposal you build. 2. Position life insurance as you would the other supplemental products — it is part of Protection for Life, a solution that helps protect your family’s health and income.

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C arrier highlight

Those top selling Agents provided one additional insight related to simplified issue life insurance; it sets you up for an expanded relationship with the client long-term. It gives the agent a reason to follow up with the client to check in for an opportunity to discuss converting it to a fully underwritten plan or to adjust coverage as their needs change over time.

MARCH 2013

Along with its life portfolio, SureBridge has introduced its new wellness product suite, GetWell by SureBridge. The suite includes four modules including a discount services module (dental, vision, prescription medicine and more); a module focused on preventative activities (fitness discounts, fitness/ lifestyle coaching, immunizations, and meal planning); and a module offering

convenient access and assistance with medical services (telemedicine, nurse line, and health advocacy). A fourth module is a one-time preventive screening. Look for additional information and training on GetWell coming soon.

2013 iPad PALOOZA

“It’s even better the second time around!” Contest Period

March 1st – December 31st, 2013 Contest sales Goal: Minimum of 20 memberships sold/placed with 3 consecutive monthly payments received. (Initial payment included in the 3 consecutive monthly payments.) With every 20 memberships sold/placed with 3 consecutive monthly payments received, you will earn your choice of an Apple iPad or $500 AMEX Gift Card. You can win multiple times throughout the contest period. Please allow 30 days to receive prize after your prize selection has been submitted. eliGible ProduCts: Independence Family, Independence Single, Liberty (Americans for Financial Security) and memberships sold for Americans for Seniors will be counted once 3 consecutive monthly payments have been collected by AFS.

Contest Parameters: • All Insphere personal producers are eligible to participate. • All participants must be active and in good standing with Insphere at time of prize distribution. • Eligible AFS Memberships sold and placed during the contest period (3/1/13 – 12/31/13) will be counted once 3 consecutive monthly payments have been received by AFS. Contest reporting will continue through March 2014 to allow time for 3 monthly payments on policies processed in final contest month (December 2013). • This contest promotion is subject to change anytime at the sole discretion of AFS. • Contest reporting will be updated on a monthly basis on the Insphere Resource Center under Contests. Any contest winners to achieve sales goal throughout the contest period will be announced with each monthly update.

This promotion is sponsored by Americans for Financial Security.

2012 TOP MEDIC ARE PRODUCER

2012 TOP MEDICARE PRODUCER

Ray Plagens

ay Plagens came to Insphere with an arsenal of experience when he wrote his first app back in 2007. He was a West Point graduate with over 25 years of service in the Army, and held multiple executive level positions in corporate America. In addition to bringing integrity, dedication to duty and simply ‘doing the right thing’, Ray brought his strongest suit -- a character trait that lends itself to making his customers feel comfortable and ultimately, helps him achieve high persistency rates and referrals. He also brought a desire to be more involved with his family, making the Insphere opportunity a ‘perfect fit’. Five years later, Ray feels that “winning this award is simply proof that if you set a goal, put it in writing and hold yourself accountable, good things will happen.”

me the ability to help my clients with something that is confusing,” says Ray. “Next, is healthcare reform. I do not see major changes when it comes to being able to help people with Medicare. It is a product that will continue to be essentially the same for years to come. So for me, it is comforting given so many other unknowns. Lastly, and a more personally-driven reason, is the incredible residual income you continue to receive in the Medicare market.” And as someone who has been able to help so many others as the Top Medicare Producer for two years, Ray recommends that “all Insphere Agents embrace this market and get out there to help the 10,000 people each day that turn 65. It is a market force to be met by the Insphere Agent.”

He also believes that there were a number of reasons he placed such an emphasis on Medicare. “The first is that my heart is in it. The products give

MARCH 2013

2012 TOP ASSOCIATION PRODUCER

John Kelly

rom day one, John Kelly has been a big fan of the Association.

“From the beginning, when I started in 2008, the Association products allowed me to get creative in helping my clients,” says John who came from a background of athletic training and didn’t know anything about insurance, but realized that he wanted a career where the harder he worked, the more he was rewarded. “What I like best about my career is that I can work with anyone’s situation whether it is guided by health concerns or budget constraints, the possibilities are endless because I can combine all sorts of products to best serve my client’s needs.” John’s greatest source of motivation comes from his wife Andrea, who is also an Agent, “She is my number one supporter. It is nice to be able to run a business together because we can share in the ups and downs since we are both building this together.”

John also knows that a strong work ethic helps him reach his goals day-in and day-out. “I learned from two very hardworking parents the importance of putting your all into everything that you do and that you don’t quit until it’s finished.” In recalling his successes from the day Ronnie Stevenson brought him into this company to today, John reflects: “I think what has helped me grow in this profession is that I take myself out of the equation and act like a sponge. I try to listen to everything everyone says and see if I can incorporate it in the way I run my business. The more you are open to change, the more successful your business will be.”

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2012 FIRST YEAR ACHIEVER

Pete Denboer

ete Denboer is quick to say that his success has nothing to do with selling insurance.

“To be honest, I don’t even mention insurance the first 15 or 20 minutes of an appointment. I take that time to get to know my clients and build a rapport,” says Pete who joined Steve Kirsch’s team at Insphere in November of 2011 but who has been in the business for 12 years. “I’ve learned that you can give a product away for free and a customer won’t take it if there isn’t a connection. During this year, I’ve worked hard to fine tune relationships with my customers.” Pete, who would like to give thanks to his wife, Roxanne, and sons, Brandon and Sean, for supporting him in this new endeavor, especially enjoys the one-onone interactions with his customers and feels that with healthcare reform, it is more important than ever to take the opportunity at hand to educate. “With all the supplements we now have to offer, I do my best to get people to rethink the way they look at insurance and provide options that they might not have considered in the past. All while offering help to ensure they have the best plans in place to protect themselves and their families.”

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And to Pete, success is simple: create activity. “It’s honestly just a numbers game. You just have to pick up the phone and dial and always ask for referrals, says Pete who adds, “more importantly, you always have to do what is right for the client.” By following his own formula for success, Pete earned the coveted First Year Achiever Award. “It’s definitely nice to win and get that pat on the back for work you’ve done in the past. I’m a big competitor so it was motivating to see the FYCRs moving upward. I always try to improve and do better than I did the week or month before and watching the numbers gave me that motivation,” adds Pete who gives kudos to Steve Kirsch and Joel Lee as well as those at the Home Office who helped him get his foothold this year. “They were a huge help and support as I learned a new system and way of doing things.” For other up and coming Agents looking to emulate Pete’s success going forward as they begin their careers at Insphere, he gives this advice, “Plug in to the system that is already in place. Go to the training and keep filling that pipeline. And, always keep the customers’ best interest in mind… it’s really just that easy.”

2012 TOP LIFE PRODUCER

Chris Smith

hen it came to reaching his goal to win this award, Chris Smith didn’t take no for an answer. “I set my sights on it early and asked every single client whether they needed life insurance,” says Chris, who has been with the Company for ten years. “And, more importantly, I didn’t take ‘no’ or ‘I’m all set’ for an answer. You have to be persistent and willing to help the customers understand what we have to offer and how it could work for them.” To help stay motivated, Chris says that his determination, organizational skills and competitive nature is important. “I am also motivated by the thought of providing for my family including my wife, Valerie, and our three boys Evan, Tyler and Noah,” adds Chris. “And because I really love my job, and no, that’s not just a cliché, I am motivated each day to get out there and do more for my clients.”

One of the ways Chris does more is by follow-up. “I pride myself on good follow-up. It’s one of the things I do to ensure repeat business and referrals. I have also been very lucky to have the support of Dallas Richens, Lyle Cooper and Rich Castagnozzi as I took on this challenge. With their mentorship, I was able to do even more.” And when it comes to giving advice to others reaching for similar goals, Chris has this to say: “Work a real 40 hour week and never give up. This year, I closed a deal that was three years in the making. It netted $45,000 in commission. I’d say that is motivation enough to just keep going out there and never giving up.”

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2012 TOP HEALTH PRODUCER

Alex Wertenteil

lex Wertenteil understands the importance of health insurance when it comes to any Agents’ book of business. “The message is this: health insurance is still extremely important,” says Alex, who joined Insphere in 2006 and has taken many top accolades during his tenure, including this year’s Top Health Producer. “Even with the impact of healthcare reform and the reductions made to health commissions, there is no doubt that health insurance is a cornerstone.” With very few exceptions, all of Alex’s business started with health insurance. “If you think about it long term, making that health sale is a foot in the door. Then, once the relationship is built, you can offer all the other wonderful product lines available,” says this Sales Leader. “And don’t forget, our Carrier Partners offer huge bonus systems – some up to $20,000 per quarter. That’s definitely something to consider.”

MARCH 2013

Winning this award had great significance for Alex. “It’s an important award because I stayed focused even with healthcare reform and I concentrated on being a good sales leader. I set a goal of eight health apps a week and did my best to maintain it. After all, I tell my Agents daily that if you can sell health insurance, all the other stuff will fall in place.” And for Alex, things did fall in place. “But I couldn’t have done it without my team. They make my job easy giving me the time to focus on my sales. And I thank the Insphere management team for the model they have established – it’s second to none. And, I give a special thank you to Rochelle Wertenteil for her clear focus and her consistent determination and drive. I am also extremely grateful to my wife, Sarah, for giving me the peace of mind to do what I do every day.”

2012 SALES TEAM OF THE YEAR

Greg Teipel

eing leader to the Sales Team of the Year makes Greg Teipel extremely proud.

“Winning confirms that the approach we take as a team works,” says Greg who learned this philosophy first and foremost from Colleen Jerger and Arnie Aloff back when he first joined the team in 2004. “We always go in to help -- not to worry about the pay once we leave. Winning this award affirms that by helping people first and foremost, everything else will fall into place.” For Greg personally, having the ability to help is what makes the time he spends at Insphere so special. “Being able to help people whether it is a customer or an Agent is what I like best. I’m motivated by leaving a customer in a better spot than before we met and just as motivated to see my Agents’ businesses grow so that they can make their lives better for their families.” But being able to help also requires hard work and commitment says Greg. “Obviously, hard work is a quality I think is extremely important and something that those on my team excel in. In fact, we feed off each other. The harder one of us works, the harder the team as a whole works. We don’t make excuses but if we have reason, we find ways to get around the problem rather than complain.” In fact, if the numbers are proof, Greg’s team did collectively push each other to succeed. “Of our Agents writing business, we had many standouts. For example, Ryan Caltagirone came in #3 overall and Jason

Roller finished #2 as a First Year Achiever. They are each great role models especially to our newer Agents and motivate all of us. In addition, two Agents, Matt Sherman and Timothy Nichols, finished and qualified for the Chairman’s Club which is quite impressive.” Also contributing to the team’s overall success is the great working chemistry Greg has with his Agency Manager, Arnie Aloff. The two formulated a system that plays off each other’s strengths when it comes to managing and training in particular. “Arnie does the classroom training and I do the field training. The way we mesh when it comes to this is invaluable. Sonia Martinez, our sales assistant, is always there to pitch in as well. She is a true asset and does so much to make the lives of everyone on our team easier.” After eight years doing what he loves, Greg feels a sense of pride to see the Company grow and undertake such great things. “Yet, we still operate under the same premise of helping. I am so motivated every day to see customers and almost feel a sense of guilt when I’m not out in the field. And when the tables turned and my family hit a rough patch last year, I saw first-hand, help in action from all levels of the Company. Especially my team who rallied to my side and helped me get through a really difficult time by taking my mind off my troubles by keeping me busy and getting me out to help others. I have to say, they worked the hardest when I needed it most.”

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2012 SALES LEADER OF THE YEAR

David Piavis

n the 18 months prior to teaming up with the Insphere, David Piavis held seven sales jobs.

“Each job I took set expectations that I quickly learned couldn’t be met. So I kept going on to the next thing because I wasn’t going to settle,” says David Piavis, the 2012 Sales Leader of the Year. “I wanted to get what I thought was right and obviously, after being with Insphere for 11 years, I found just that.” And although David notes that there can and will be bumps in the road, giving up isn’t an option. “Our team follows a motto of ‘don’t give up until you are told no and then, ask again’. When you hit a snag you have to have faith that you are going to be successful. I wanted to quit at least a 100 times but I never did. I could see potential and I never let go.” When it comes to Agents on his team, David encourages them to come and talk to him when they are struggling. “Together we can find a solution. In fact, one of my most memorable experiences this year was when Alex Zangari, our #1 Agent, came to me because he needed to make things work better. We sat down and mapped out a formula. From that point on, he didn’t look back. As a result, he became the 2012 4th Place Personal Producer and was a role model for all of us including six of the Agents on my team, all of which finished the year in the Top 50 for First Year Achievers. Alex was our team’s rock. And, of course, Diane Keller, our Agency Manager also played a big part in our success.”

MARCH 2013

Balance was also vital to the team’s outcome. “You have to have a good balance between family and work. If there is too much of one, the other will suffer. That’s the difference between this business and any other. Nobody is going to tell you to get up and get going in the morning … that’s something you have to be willing to do. You have to find your own happy medium. My wife Sheryl and my sons David and Jason help me keep my balance and are very supportive of what I do.” Having enough appointments in the pipeline was also a main component to success for David and his team. “It is a basic fundamental that you have to crawl before you can run. At our office, we do a lot of cold calling and contacting small businesses to ensure we get in front of enough people … we don’t just wait for internet leads.” And for David, who thinks that his career at Insphere is not just special but “perfect” will soon welcome his son, David, on board. “It is a perfect career, one in which you are in control of your own destiny no matter what the goal. And I guess you could say that if I am willing to bring my own son in to the business that I certainly did get it right 11 years ago.”

Agent Spotlight

Brett Casey

rett Casey was quite humbled by the announcement that he had earned rights to the title of Personal Producer of the Year. “Wow! It is humbling to look and find thousands of names on the list and then eye ‘Brett Casey’ as #1,” says this

powerhouse of an agent who made his first sale in February of 2010. “Alex Wertenteil, who won this for the past two years, just kills it and is a machine. I just didn’t think it was possible to catch up to him much less surpass him. In fact, my original goal was to be in the top five thinking that I couldn’t possibly take more than #2. I feel it is quite an accomplishment and know that it is a result of the glory of God.” Brett also feels blessed to have his wife, Andrea, work side-by-side with him in the business. “We work together as a team and I wouldn’t have been able to accomplish what I have this past year without her. She is the administrative side and the brains behind the operation,” says Brett. “We also just had a new baby, Abigail, in December so it’s been an

overall exciting year. My family is my biggest motivation to do what I do and knowing that Andrea and I can provide for Abigail and her sister, Isabella, is an amazing accomplishment. I’ve never been with a company that allowed me to set myself up for retirement or ensure that my girls can go to whatever college they want. Insphere has helped me achieve just that.” To help Casey stay grounded especially this year with all that has come his way, he and his family are very active in their church and volunteer for other organizations as well. “One of my outlets is being a mentor for the Jim Riley Outreach Center an organization dedicated to helping those with drug and alcohol problems. It is super rewarding and definitely grounds

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PERSONAL PRODUCER OF THE YEAR

Personal Producer of the Year me,” says this agent/manager who also took the honor of being the Top Supplement Producer this year. “The guys I work with in the Outreach don’t know anything about insurance or me being #1. To them, I’m just a regular, old guy. Hopefully, I can help them realize that the world is bigger than just what they see is in front of them.” Casey’s success this year is also attributed to a strong work ethic and goal setting capabilities. “We set a schedule and stick to it. You just have to work at it or it won’t happen,” adds Casey who knows working for yourself has its own temptations that can stray focus but who also knows that to stay on top, you just can’t slow down or you’ll feel the effects down the road. “We track weekly numbers, look at all the reports available on the Resource Center and match where we stand with

others. It reminds me of the years when I played golf competitively, it felt better seeing your name climb to the top of the leaderboard rather than falling to the bottom. Another thing we always do is follow-up -- whether it is a thank you call or a handwritten note the day after a sale. We always send our clients handwritten thank you cards thanking them for their business and while at it, ask for referrals. We also customize auto emails and send short text messages to client that don’t answer the phone … it costs us nothing and we get tons of return. With the funds from our LeadForward account, we also take advantage of local advertising including billboards in the Oklahoma City, Oklahoma area.” Aside from the motivation he feels knowing his family is secure, Brett understands that what he does at Insphere is even more special because he also helps other families and individuals each day. “What we do is vital to the average family out there. You just can’t underestimate the ability to help others and especially with all the products and top carriers at our disposal. We are qualified to help our customers make informed decisions that will positively impact their lives. Other lines of work I’ve been in just didn’t offer that. I punched in and punched out, but it didn’t really make a difference.”

because if you are aiming at nothing, you are guaranteed to hit your mark. You must hold yourself accountable and I guarantee work ethic beats talent any day. From experience, I can tell you that you simply can’t give up. When I joined the Insphere team I didn’t work very hard and played a lot of golf instead. That first year, I came in at #641 in the Company! My second year, I decide it was time to hold myself accountable and set goals: I came in #7 in the country. Now, in 2012, the Lord has blessed me enough to earn the ultimate award as the #1 agent at Insphere. If that isn’t proof enough that persistence pays off, nothing does.”

In hopes that he can help and inspire other agents as well, including those on his team in his new role as sales leader, Brett has these reminders. “You have to remember that ultimately, you are your own leader. And always make goals

MARCH 2013

2012 AGENCY MANAGER OF THE YEAR

Paul Kaler

urned out by corporate America and unable to find his calling during a job search in 2000, Paul Kaler was about to cave in and accept a job with a food distributor. But 13 years ago, over breakfast, he had second thoughts. “I saw a newspaper ad promoting the ability to work independently while helping to level the playing field between large corporations and small business owners by providing business benefit packages. It sounded intriguing and later that day I interviewed with UGA (now Insphere),” recalls Paul. “What the Company offered was a great fit -- I could control my own financial future, and I was supported by training and leadership, as well as a unique ownership opportunity that included a Company stock plan based on my performance. Finally, my pay would equate to my own efforts and talents, not a number a hiring manager felt I was worth.” Today it would seem that Paul’s leap of faith back in 2000, was just the calling for which he had been searching. “This is my first National Award and the pinnacle of my career to date,” says Paul, who feels his team gave him the greatest gift as they worked together over the past year with the goal of earning this award. “The accolades are extra special because this award is built around overall growth in three critical areas -- net manpower growth, team FYCR’s, and building teams. Our team grew our net manpower growth base to #4 in the country. We also finished #4 Company-wide in overall FYCR’s and we finished #1 in the Builders Award.

Paul credits his family for his motivation and recalls the financial hardship his parents suffered while he was growing up, yet reminisces how his step-father still had a strong work ethic, an ability to overcome adversity and a 100% commitment to taking care of his family. “My mom, as a single parent for years, relentlessly protected me while making sure I was raised right. Together, they nurtured me into adulthood and taught me many valuable lessons. I’m motivated to pass along the same values to my children and thanks to Insphere, have the ability to provide financially in ways my parents never had the opportunity to do.” And Paul’s advice to the others ready to do the same for their families is this: “Be a good business partner with Insphere – it gives so much yet asks so little. Trust your leadership. They have been in your shoes and want to mentor you, but you have to be open to it. Put together a business plan with goals, then execute and hold yourself accountable. Form good marketing habits and always talk about your business. Find a way to run double digit appointments -- that’s the real job. Make it a mission to go into your communities and help put families in a better position today than what they were in yesterday. After all, that’s what this whole thing is about.”

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2012 AGENCY TEAM OF THE YEAR

Gary Roberts

en years ago in January, Gary Roberts started on his Insphere journey and it’s been a steady rise to the top ever since. “I originally intended it as a means to supplement my income and never even considered this becoming my career,” says Gary who, along with his team, captured the Agency Team of the Year award. “But it just took off and one thing led to the next and ultimately, I was able to start my own Agency.” And, now, when it comes to winning this particular award, Gary says it has extra significance. “Winning as a team is much more rewarding than any individual award I’ve earned,” he says. “And for us to consistently work our way to the #1 slot over the years coming from fourth place, then third and last year second it is just that much more satisfying especially considering that up until the very end, it was a very close race. In fact, Rochelle Wertenteil’s team was $2 million ahead of us just two weeks before the close and that pushed us even harder. That’s when you realize just how important every single Agent and every single app is.” Helping to score the big win in 2012, Gary and his team implemented the philosophy of Nick Saban, coach of the University of Alabama Crimson Tide football team. “His philosophy puts focus on the end result -- not on the score the number of sacks along the way,” he says. “So with that philosophy as a guide, we knew that if we recruited good, solid people the rest would fall in place and I guess the results prove just that.”

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Gary and his team are also inspired on a daily basis by the mantra: no excuses only choices. “I even had bracelets made up with the wording -- and what really surprised me about the success of the ‘little blue bracelet’ as some like to call it, was that not only did it inspire us business-wise, but it inspired us on a personal level as well. In fact, one of our team members was so encouraged by it that she lost 150 pounds in just six months.” Being a football enthusiast, Gary also pulled from Deon Sanders who, upon entering the Hall of Fame noted that he always knew he would win even when others doubted it. So to encourage his team to expect to win, he had key tags inscribed with their ‘why’ … why do you wake up, why do sell, etc. “One of the guys had his son’s name on his tag and when the boy asked about it, he said because ‘you are why I do what I do’. And his son’s reply was, ‘then if it is for me, shouldn’t you work even harder?’ That certainly was motivation enough to get out there and do even more.” Helping to keep the team in line, are what Gary calls, ‘the most valued gems we have in this Company – our sales assistants’. “If it weren’t for my wife, Nicole, and Amy Merrett, what we accomplished as a team just wouldn’t be possible. I’m the guy with the ideas but they are the ones that make it happen.” Gary is also thankful to his children, Jack, Alex, Mitch, and Jake. “They are the coolest and totally understand what my job entails … they also know that although I work hard, I play hard, too.”

And that is the advice Gary wants to offer others out there but especially the new Agents. “You have to be committed to this 100% but you also have to have balance. But the best thing about Insphere is that it allows you the flexibility to do it all and do it well. Just remember to trust the system … you won’t always understand it but the leadership that we have today won’t mislead us. After all, we didn’t become the 14 largest Agency brokerage firm just by chance.”

Insite Instructor

InsiteMobile - Best use of Technology in Sales InSite Mobile wins Bronze Stevie® Award in 2013 Stevie Awards for Sales & Customer ServiceSM

InSite Training and Support If you need additional information on any of the InSite tools, InSite Mobile or the Activity Center, check out the InSite training library located on the Training page of the Resource Center. Just click on InSite Application Training. Also feel free to email us at:

On February 25th, Insphere was announced as a Bronze Stevie® Award winner in the “Best Use of Technology in Sales” category, for its mobile application, InSite Mobile, in the seventh annual Stevie® Awards for Sales & Customer Service.

Activity Center: ActivityCenterSupport@InsphereHQ.com

InSite Customer Relationship Management Guide If you have ever had questions such as, “How do I get started?” or “How are others using these tools?” the Insphere InSite Customer Relationship Management (CRM) Guide is a great place to get started. The InSite CRM Guide walks through how, with the use of technology and by following CRM practices, you can organize your current and potential customers to help you make the most out of each new and potential customer. Reviewed by the 2012 Activity Center Council, which consisted of some of the top agents, this guide is a great way, whether you are just getting started or just want to learn more, to see how the Activity Center and InSite Mobile can assist you in your day-to-day business. The Insphere InSite Customer Relationship Management Guide is available as both a PDF document you can download and view, or add it to your iBooks collection on your iPad and read it as an iBook.

Resource Center: ResourceCenterSupport@InsphereHQ.com InSite Mobile: InSiteMobile@InsphereIS.com

As an iBook (requires iPad), additional interactive features are available within the guide, including: • Built-in training videos • Interactive images • End of chapter reviews • Take note and add bookmarks Learn more about the Activity enter and how technology can help you manage and organize your business by downloading the new InSite Contact Relationship Management Guide located on the InSite Application Training Page on the Resource Center: http://bit.ly/insitecrmguide

I n spir e M a g a z ine

Lu C k o f t h e

Draw Weekly Drawing = MORE Chances to Win! One LUCKY Winner Every Week Through the End of 2013! Increase Your ODDS, the More ALLIANCE Memberships You Sell!

Weekly Cash DraWing For every Alliance membership you sell, $2.00 goes into a pot for a weekly drawing where you will be the lucky winner if your name is drawn! 1. Alliance will contribute two dollars per membership application submitted during each business week to fund that week’s drawing. (Example: 500 applications submitted by Thursday will create a $1,000 pot for that week’s drawing) 2. For each application entered and monies processed during a business week, the writing FSR will have their name entered into the weekly drawing. (Example: The FSR who submits 6 applications in a week will have 6 entries in that week’s drawing) 3. The drawing will be held one week following completion of the applicable business week. The name of the winning FSR will be forwarded to be announced by Insphere Home Office for payout of that week’s pot. 4. A business week is defined as the Alliance applications (Select, Value, and Core packages) received and keyed Friday through Thursday.

Contest Period

March 1st – December 31st, 2013 eligible MeMbership paCkages inCluDe: Select, Value and Core membership packages for individual or family. Contest paraMeters: • All Insphere personal producers are eligible to participate. • All participants must be an exclusive and active Agent with Insphere at time of prize distribution. • SAS, with approval from Alliance, will send out the awards as required by contest description and rules. • The contest parameters are subject to change at the sole discretion of the Alliance for Affordable Services.

This promotion is sponsored by Alliance for Affordable Services.

Quickstart

MILESTONE QUALIFIERS 2/10/13 through 3/10/13

Complete contest rules, prize distribution and standings are available on the Resource Center. 20,000 FYCRs in 26 WEEKS Quickstart Qualifier Tiffany Dziuban

Micah Anderson Michael Brevik

Hanson, P

Clark, R

12/17/2012

Teipel, G

Aloff, A

11/19/2012

Sales Leader

Agency

Qualified

Donnetta Todd

Gurzi, R

Crawley, S

1/14/2013

Shane Wayland

10,000 FYCRs in 16 WEEKS Quickstart Qualifier

Jamie Taylor

Sales Leader

Agency

Qualified

Casey, B

Crawley, S

11/26/2012

Rice, B

Kaler, P

12/10/2012

Miles, R

Kaler, P

11/26/2012

Tom White

Mariner, D

Bell, R

12/3/2012

James Wigg

Hunsberger, T

Hayes, J

1/14/2013

Wright, J

Hayden, J

11/5/2012

Rhonda Wyley

5,000 FYCRs in 12 WEEKS

Jason Casey

Riggs, T

Kirsch, S

12/10/2012

Quickstart Qualifier

Christoper Cate

Bruce, D

Hendriksen, J

12/3/2012

Phil Barth

Crawley, S

11/12/2012

Jenna Becker

Gorgevich, B

Pineda, J

12/10/2012

Keith Blackwell

Gurzi, R

Crawley, S

1/14/2013

Gyuzel Blake

Shane Daugherty Aileen Dy Tiffany Dziuban

Casey, B

Sales Leader

Agency

Qualified

West, K

Pato, S

12/17/2012

Roughen, C

Kirsch, S

12/17/2012

Dunlap, M

Gleason, K

12/17/2012

Helms, T

Diroberts, C

12/17/2012

Jeff Federoff

Brewer, C

Roberts, G

10/22/2012

Mike Brenner

Randazzo, C

Diroberts, C

12/10/2012

Clark Graves

Rague, K

Miller, D

12/10/2012

Michael Brevik

Rice, B

Kaler, P

12/10/2012

Danna Green

Hamilton, M

Sandlin, T

1/7/2013

Riggs, T

Kirsch, S

12/10/2012

Palmer, N

Paolicelli, M

12/24/2012

Yvette Chaney

Zawicki, E

Zayti, M

2/4/2013

David Crabtree

Pompa, G

Hendriksen, J

1/14/2013

Sayour, R

Sandbach, W

1/14/2013

Folkersen, P

Sandbach, W

1/7/2013

Jamie Hougham

Jason Casey

Steve Ingram

Mainer, R

Socha, G

11/19/2012

Gary Johnson

Ackerman, C

Sandbach, W

12/10/2012

Yanive Dahan

Sayour, R

Sandbach, W

10/29/2012

Linda deFreitas

Duane Levandowski Tim Loan

Gent, A

Kaler, P

12/10/2012

Sean Denney

Sumner, K

Sumner, F

12/3/2012

John Macfarlane

Blake, D

Hendriksen, J

11/5/2012

Dale Dubey

Lovejoy, G

Czaikowski, D

2/4/2013

Bailey, G

Socha, G

12/10/2012

Tiffany Dziuban

Gurzi, R

Crawley, S

1/14/2013

Greenwood, B

Kirsch, S

11/12/2012

Amy Eismann

Long, G

Landaal, S

1/21/2013

Pike, K

Gleason, K

12/10/2012

Tony Moore Michael Odonnell Johanna Pfaff Rich Prim Pam Rhines

Larson, D

Libby, B

12/17/2012

Doug Frew

Degeurin, K

Weis, T

12/10/2012

Matt Gavin

Constantine, E

McAleavy, S

1/14/2013

Jessup, S

Sandlin, T

12/31/2012

Joe Glaser

Zawicki, E

Zayti, M

1/14/2013

Dan Richman

Zawicki, E

Zayti, M

11/26/2012

Ralph Greco

Miller, A

Gleason, K

1/14/2013

Mike Ross

Haggard, T

Crawley, S

12/3/2012

Paul Hodges

Gorgevich, B

Pineda, J

12/24/2012

Sebastian Saetre

Saunders, B

Pato, S

11/5/2012

Sandra Holter

Leon Smith

Young, D

Crawley, S

12/24/2012

Jamie Hougham

Trish Smith

Dunlap, M

Gleason, K

12/3/2012

Wertenteil, A

Wertenteil, R

10/29/2012

Cynthia Swahl

Rice, B

Kaler, P

12/17/2012

Palmer, N

Paolicelli, M

12/24/2012

Gary Johnson

Ackerman, C

Sandbach, W

12/10/2012

Terry Jones

Gorgevich, B

Pineda, J

12/31/2012

I n spir e M a g a z ine

Quickstart

MILESTONE QUALIFIERS 2/10/13 through 3/10/13

Gretchen Keene Beverly Kirchem Ceil Lynn Michael McDonald Paul McLendon Heather Miller Tony Moore

Austin, S

Small, M

1/21/2013

Dale Dubey

Cannon, J

Roberts, G

1/28/2013

Tiffany Dziuban

Meachen, C

Oswald, J

12/3/2012

Amy Eismann Steven Fuentes

Lovejoy, G

Czaikowski, D

2/4/2013

Gurzi, R

Crawley, S

1/14/2013

Long, G

Landaal, S

1/21/2013

Meachen, C

Oswald, J

1/7/2013

Whitfield, E

Hendriksen, J

1/7/2013

Wiley, D

Gore, D

12/17/2012

Tanya Gappy

Brooks, B

Diroberts, C

2/11/2013

Constantine, E

McAleavy, S

1/14/2013

Hunsberger, T

Hayes, J

1/21/2013

Matt Gavin

Bailey, G

Socha, G

12/10/2012

Joe Glaser

Zawicki, E

Zayti, M

1/14/2013

Miller, A

Gleason, K

1/14/2013

Traci O Brien

Meachen, C

Oswald, J

1/7/2013

Ralph Greco

Reba Oberle

Jacobi, J

Kirsch, S

1/7/2013

Paul Hodges

Gorgevich, B

Pineda, J

12/24/2012

Rice, B

Kaler, P

12/17/2012

Johanna Pfaff

Larson, D

Libby, B

12/17/2012

John Holter

Melody Pinder

Pike, K

Gleason, K

12/17/2012

Scott Hoover

Amy Ransom

Long, G

Landaal, S

1/28/2013

Jamie Hougham

Palmer, N

Paolicelli, M

12/24/2012

Gretchen Keene

Austin, S

Small, M

1/21/2013

Beverly Kirchem

Cannon, J

Roberts, G

1/28/2013

Mike Marroquin

Monty, B

Small, M

1/28/2013

Brewer, C

Roberts, G

2/25/2013

Whitfield, E

Hendriksen, J

1/7/2013

Wielgosz, L

Socha, G

2/4/2013

Pam Rhines

Jessup, S

Sandlin, T

12/31/2012

Susan Schneider

Austin, S

Small, M

12/17/2012

Roy Schoolfield

Dunlap, M

Gleason, K

2/18/2013

Stuart Schwartz

Wertenteil, A

Wertenteil, R

1/7/2013

Degeurin, K

Weis, T

10/22/2012

Rachel Skaggs

Bailey, G

Socha, G

12/17/2012

Jimmie Smith

Larson, D

Libby, B

12/10/2012

Leon Smith

Young, D

Crawley, S

12/24/2012

Lee Spolan

Ackerman, C

Sandbach, W

12/24/2012

Marian Starnes

Choi, A

Aloff, A

2/4/2013

Murray Sterner

Hoffmann, J

Wertenteil, R

12/17/2012

Brian Sweeney

Stern, J

Wertenteil, R

1/28/2013

Donnetta Todd

Teipel, G

Aloff, A

11/19/2012

Giannetti, N

Aloff, A

12/3/2012

Wehner, M

Sandlin, T

1/7/2013

Orwig, R

Gore, D

12/17/2012

Riegert, M

Kaler, P

1/7/2013

Blake Smith

James Wigg

Hunsberger, T

Hayes, J

1/14/2013

Chuck Smith

Wiley, D

Gore, D

2/25/2013

Erin Wilson

Roughen, C

Kirsch, S

11/19/2012

Dave Smith

Allen, J

McAleavy, S

12/31/2012

Justin Young

Albritton, K

Hayden, J

1/7/2013

June Sotiropoulos

Nice, K

Murray, J

1/21/2013

Riegert, M

Kaler, P

1/28/2013

Brown, R

Myatt, B

1/7/2013

Jeff Sharp

Travis Tuggle Richard Vogsberger Betsy Wampler Michael Whitlow

2,500 FYCRs in 8 WEEKS Quickstart Qualifier

Sales Leader

Agency

Art Baisley

Pompa, G

Gyuzel Blake

Helms, T

Jay Brotman Ashley Butler Yosh Chandler Yvette Chaney

Mike McCarthy Michael McDonald Heather Miller

Hunsberger, T

Hayes, J

1/21/2013

Rick Minkkinen

Levine, C

Pineda, J

1/28/2013

Charlie Monge

Protenic, M

Roth, L

2/25/2013

Levine, C

Pineda, J

2/11/2013

Traci O Brien

Meachen, C

Oswald, J

1/7/2013

Jessica Obrien

Garland, A

Kaler, P

1/21/2013

Boyd Pollard

Gatteri, M

Libby, B

2/4/2013

David Powers

Young, D

Crawley, S

1/7/2013

Amy Ransom

Wielgosz, L

Socha, G

2/4/2013

Bob Nance

Susan Schneider

Austin, S

Small, M

12/17/2012

Roy Schoolfield

Dunlap, M

Gleason, K

2/18/2013

Bailey, G

Socha, G

12/17/2012

Ford, J

Sumner, F

1/21/2013

Rachel Skaggs

Grant Spencer Qualified

Gina Staples

Hendriksen, J

1/14/2013

Marian Starnes

Choi, A

Aloff, A

2/4/2013

Diroberts, C

12/17/2012

Murray Sterner

Hoffmann, J

Wertenteil, R

12/17/2012

Mainer, R

Socha, G

2/25/2013

Erin Sullivan

Wertenteil, A

Wertenteil, R

2/18/2013

Saunders, B

Pato, S

1/28/2013

Brian Sweeney

Stern, J

Wertenteil, R

1/28/2013

Yuen, M

Oswald, J

2/11/2013

Bryan Thomas

Hunsberger, T

Hayes, J

2/4/2013

Zawicki, E

Zayti, M

2/4/2013

Arthur Tonelli

Choi, A

Aloff, A

2/11/2013

Folkersen, P

Sandbach, W

1/21/2013

Richard Vogsberger

Wehner, M

Sandlin, T

1/7/2013

David Crabtree

Pompa, G

Hendriksen, J

1/14/2013

Susan Weick

Riegert, M

Kaler, P

1/14/2013

Yanive Dahan

Sayour, R

Sandbach, W

1/14/2013

Michael Whitlow

Riegert, M

Kaler, P

1/7/2013

Joyce Chatterton

John Davis

Degeurin, K

Weis, T

1/28/2013

James Wigg

Hunsberger, T

Hayes, J

1/14/2013

Linda deFreitas

Folkersen, P

Sandbach, W

1/7/2013

Justin Young

Albritton, K

Hayden, J

1/7/2013

Pam Demeter

Giannetti, N

Aloff, A

1/21/2013

Geza Zirczy

Burns, J

Weis, T

2/11/2013

MARCH 2013

Contest Year Standings Article Name Personal Production

Rank

Agent Name

TOP 200 PERSONAL PRODUCERS Contest Year 12/31/12 - 12/29/13 Standings as of 03/17/13 Agency

FYCRs

Rank

Agent Name

Agency

FYCRs

Ryan Caltagirone

Aloff, A

190,976

Larry Huffman

Kaler, P

71,227

Scott Tucker

Hayes, J

183,302

Tasha Riggs

Kirsch, S

71,145

Alex Wertenteil

Wertenteil, R

169,814

Chris Howell

Roberts, G

71,038

Christopher Smith

Castagnozzi, R

156,461

Richard Karp

Myatt, B

70,680

Jason Roller

Aloff, A

142,367

Andrew Choi

Aloff, A

68,391

Joel Lee

Kirsch, S

129,588

Danny Wilson

Crawley, S

67,326

Alex Zangari

Keller, D

127,035

Chauncey Moore

Paolicelli, M

66,938

Brandon Monty

Small, M

124,883

Kathleen Regan

Murray, J

66,750

Chris Harrison

Aloff, A

122,596

Ryan Windhorst

Sandlin, T

66,609

Jason Hoffmann

Wertenteil, R

121,475

Fares Abil-mona

Weis, T

66,293

Joe Tobey

Paolicelli, M

112,450

Tim Hooten

Kaler, P

65,704

Jack Soloaga

Kirsch, S

111,904

Mickel Roach

Peter Singer

Murray, J

110,820

Carl Lishing

Tracy Walstad

Diroberts, C

110,138

Carolyn Klinger

Mary Dugrenier

Roth, L

107,716

Yael Amyer

Jay Greaney

Socha, G

105,524

Gregory Lovejoy

Brett Casey

Adam Richter

Ryan Gurzi

Crawley, S

103,401

Marc Mc Dermott

Wertenteil, R

102,258

Brian Douglas

Crawley, S

102,117

David Wiley

Chad Ware

Hayes, J

101,621

Jim Carter

Michael Hamilton

Sandlin, T

98,164

Leah Garcia

Josh Hountz

Sandlin, T

98,015

Cristian Nicolescu

Oswald, J

97,656

Rick Yale

Alex Umbach

Randy Samson

Amanda Randazzo

Christopher Bozzuto

Todd Meuth

30 31

Paolicelli, M

65,535

Bell, R

65,434

Zayti, M

65,195

DePeppe, B

65,159

Czaikowski, D

65,083

Landaal, S

64,958

Paolicelli, M

63,040

Gore, D

62,952

Sandbach, W

62,766

Roth, L

62,247

Shiela Bennett

Crawley, S

59,512

Marisa Bloom

DePeppe, B

59,345

Aloff, A

91,774

Tamara Wilfinger

Zayti, M

58,809

Mclean, J

89,928

Paul Folkersen

Sandbach, W

58,501

Miller, D

87,967

Mercy Makarevich

Sandbach, W

58,469

Diroberts, C

87,791

Robbie Taylor Taylor

Kirsch, S

58,328

Pineda, J

85,604

JD Soloaga

Kirsch, S

58,102

Hendriksen, J

81,589

Christopher Shelton

Clark, R

58,085

Richard De Vree

Sandlin, T

81,432

Ryan Frenz

Myatt, B

57,734

Mike Goff

Pineda, J

81,155

Micah Stowe

Lauren Davis

Kirsch, S

80,708

Dean Corliss

Miller, D

80,527

Rob Pelerin

Zayti, M

80,220

Steve Boyer

Czaikowski, D

John Kelly

Wertenteil, R

Paolicelli, M

57,652

John Gatlin

Roberts, G

56,853

Steven Lee

Castagnozzi, R

56,168

Nicole Kern

Kaler, P

55,471

80,077

Renee Brown

Myatt, B

55,428

79,981

John Timperley

Kirsch, S

55,300 55,103

Jay Friedler

Oswald, J

79,856

Cliff Hawkins

Sandlin, T

Danny Gross

Keller, D

79,308

Bubi Gorgevich

Pineda, J

54,957

Alex Kulkarni

Small, M

78,979

Peter Murphy

Czaikowski, D

54,369

Jesse Salinas

Roth, L

76,964

Chad Ruiz

Tad Buchoz

Small, M

76,791

Leonard Ogden

Tracy Johnson

Zayti, M

76,634

Bob Grzyb

Czaikowski, D

75,014

Ryan Herlin

Castagnozzi, R

73,520

Roberts, G

54,328

Paolicelli, M

54,252

David Chase

Small, M

53,842

Brian Lynch

Castagnozzi, R

53,742

Jonathan Jacobi

Kirsch, S

53,542

Ryan Shepard

Bell, R

73,347

Tim Helms

Diroberts, C

53,445

Ronnie Almaraz

Roth, L

73,063

Ray Plagens

Sandlin, T

52,629

Randall Standaert

Diroberts, C

72,913

Peter Forsch

Diroberts, C

52,338

Howard Zimmerman

Sandbach, W

72,467

Jim Fortunato

Roth, L

52,243

Steve Austin

Small, M

72,409

Brian Comer

Hayes, J

52,236

Pete Denboer

Kirsch, S

71,359

100

Romel Akrouche

Small, M

52,162

I n spir e M a g a z ine

Contest Year Standings Article Name Personal Production

TOP 200 PERSONAL PRODUCERS Contest Year 12/31/12 - 12/29/13 Standings as of 03/17/13 Rank

Agent Name

Agency

FYCRs

Rank

Agent Name

101

Daniel Arreola

Zayti, M

52,135

151

Jared Willis

102

Adam Gent

Kaler, P

50,974

152

Michael Wellde

103

Robert Brooker

Hendriksen, J

50,802

153

Tim Deter

104

Vince LaRocca

105

Randy Sherf

Diroberts, C

50,692

154

Steven Smith

Czaikowski, D

50,374

155

Frank Vale

Agency

FYCRs

Paolicelli, M

41,317

Wertenteil, R

41,196

Gore, D

41,124

Oswald, J

40,974

Kaler, P

40,883

106

Kevin Berthelsen

Kirsch, S

50,191

156

Ben Greenwood

107

Christopher Meachen

Oswald, J

49,811

157

Jim Bendtschneider

McAleavy, S

49,784

158

Mike Gatteri

Libby, B

40,812

Castagnozzi, R

49,601

159

Mark Miesbauer

Mclean, J

40,515

108

Arthur Barlow

109

Bj Carlucci

Kirsch, S

40,854

McAleavy, S

40,842

110

Dave Irish

Diroberts, C

49,465

160

Warren Ray

Myatt, B

40,502

111

Jay Jones

Diroberts, C

48,764

161

Nora Giannetti

Aloff, A

40,225

112

Mike Murray

Zayti, M

48,307

162

Mark Manganello

Roberts, G

40,132

113

Tommy Mattern

Roberts, G

48,283

163

Dion ReyesQuiocho

Roth, L

39,897

114

Tom Law

Roberts, G

47,987

164

George Canova

115

Janis Lee Yong

Sandbach, W

47,868

165

Jay Kizer

116

Victoria Bailey

Wertenteil, R

47,844

166

Wertenteil, R

39,843

Roberts, G

39,724

Antonio Briceno

Kirsch, S

39,393 39,284

117

Michael Cortez

Murray, J

47,696

167

Tom Hardy

Murray, J

118

Thomas Amstadt

Roberts, G

47,654

168

Mo Mazejka

Miller, D

39,140

119

David Walcher

Wertenteil, R

47,622

169

Marc Protenic

Roth, L

39,113

120

Sean Jobin

Castagnozzi, R

47,437

170

Kent Pike

121

Ed Whitfield

Hendriksen, J

47,417

171

Matt Riegert

172

Harold Olshansky

Gleason, K

39,079

Kaler, P

39,024

Diroberts, C

38,962

122

John Napolitano

Mclean, J

47,309

123

Ken Fletcher

DePeppe, B

46,971

173

Greg Westhead

Bell, R

38,723

124

Dan Zangari

Keller, D

46,922

174

Valarie Munier

Crawley, S

38,680

125

Sharon Harris

Wertenteil, R

46,567

175

Paul Argus

Myatt, B

38,661

126

Rob Colaianni

Libby, B

46,095

176

Jeryl Madfis

Sandbach, W

38,416

127

Ray Sayour

Sandbach, W

45,889

177

Bret Anton

Roberts, G

38,275

128

Peter Maghimbi

Wertenteil, R

45,628

178

Brian Ruigrok

Gleason, K

38,119

129

Michael Dunbar

Roberts, G

45,329

179

Jason Cannon

Roberts, G

38,000

Sandlin, T

45,310

180

Wayne Fontenot

Weis, T

37,997

McAleavy, S

45,016

181

Dennis Hasenbank

Kaler, P

37,944

130

Randy Greb

131

Courtney Jensen

132

Craig Cohen

Pato, S

44,892

182

Artemio Mateo

133

Tracy Evans

Kaler, P

44,678

183

Peter Jundt

134

Rick Hayes

135

David Green

136

Paolicelli, M

37,458

Gore, D

37,424

Zayti, M

44,655

184

Dick Kulvin

Roth, L

37,281

Roberts, G

44,655

185

Mike Sherman

Oswald, J

37,143

Douglas Carlson

Miller, D

44,450

186

Jared Cannon

Roberts, G

37,100

Czaikowski, D

36,959

137

Chibu Chikere

Murray, J

43,857

187

Pat McNally

138

Dan Sheckler

Kaler, P

43,612

188

Josh Cooksey

Diroberts, C

36,861

139

Terry Hairston

Paolicelli, M

43,473

189

Angie Naquin

Roberts, G

36,819 36,496

140

Pete Barbieri

Sandbach, W

43,171

190

Allan Emley

Bell, R

141

Matthew Gardner

Diroberts, C

43,137

191

Rob Gregory

Castagnozzi, R

36,263

142

Scott Brokaw

Miller, D

42,906

192

Robert Fishbaugh

Roberts, G

36,198

143

Patrick Althof

Bell, R

42,848

193

Gary Boverhof

Sandlin, T

36,190

144

Joe Musser

Crawley, S

42,633

194

Michael Wehner

Sandlin, T

36,116

145

Dean Harvey

Crawley, S

42,619

195

Tony Hunsberger

Hayes, J

36,093

146

Mary Gilbert

Kirsch, S

42,511

196

Cynthia Gitts

Sandbach, W

36,022

147

Jeremy Stern

Wertenteil, R

42,508

197

Tani McLean

Mclean, J

35,749

148

William Swartzbaugh

Clark, R

42,493

198

Kari Osborne

Wertenteil, R

35,666

149

Randy Roberts

Wertenteil, R

42,247

199

Cody Randazzo

Diroberts, C

35,568

150

Phillip Hankins

Hayden, J

41,385

200

Jeanna Bading

Hendriksen, J

35,512

MARCH 2013

Contest Year Standings Article Name Team Production

Rank

Sales Leader

TOP 100 SALES LEADERS Contest Year 12/31/12 - 12/29/13 Standings as of 03/17/13

Agency

FYCRs

Rank

Sales Leader

Agency

FYCRs

Greg Teipel

Aloff, A

643,356

Joey Wright

Hayden, J

190,663

Scott McEvoy

Bell, R

574,859

David Wiley

Gore, D

189,205

Ronnie Almaraz

Roth, L

498,415

Joe Feeney

Myatt, B

187,424

Wertenteil, R

489,404

Cody Randazzo

Diroberts, C

186,656

Keller, D

477,701

Dave Miller

Wertenteil, R

183,705

Paolicelli, M

467,251

Jeff Howle

Mclean, J

182,922

Alex Wertenteil

David Piavis

Brian Douglas

Eric Zawicki

Zayti, M

448,922

Chris Howell

Roberts, G

181,052

Douglas Carlson

Miller, D

426,539

John Napolitano

Mclean, J

176,542

Michau Yuen

Oswald, J

425,318

Tom Law

Roberts, G

175,893

Michael Murray

Murray, J

348,078

Paul Folkersen

Sandbach, W

165,036

Matthew Gardner

Diroberts, C

341,930

Roland Denman

Czaikowski, D

164,603

Nick Palmer

Paolicelli, M

340,885

Jared Cannon

Roberts, G

163,392

Ryan Gurzi

Crawley, S

339,065

Dan Sheckler

Kaler, P

161,940

Christopher Smith

Castagnozzi, R

339,059

Kevin Christ

Socha, G

161,214

Andrew Choi

Aloff, A

337,215

Jesse Pena

Hayes, J

160,585

Kurt Delfin

Zayti, M

330,797

Bill Rice

Kaler, P

159,883

Myatt, B

158,526

Wertenteil, R

155,110

Neil Steinman

Small, M

329,945

Warren Ray

Art Garland

Kaler, P

323,636

Jason Hoffmann

Jeremy Stern

Wertenteil, R

320,264

Michael Hamilton

Michael Wehner

Sandlin, T

315,516

Ron Richards

Carl Ackerman

Sandbach, W

305,347

Steve Austin

Small, M

146,992

Jack Mesmer

Sandbach, W

303,007

Anne Miller

Gleason, K

144,906

Tony Hunsberger

Hayes, J

298,196

Christopher Meachen

Oswald, J

144,089

Crawley, S

287,758

Peter Hanson

Clark, R

142,702

Kirsch, S

284,808

Mike Gradek

Pineda, J

142,461

Hendriksen, J

137,265

Sandlin, T

153,433

Hendriksen, J

152,767

Brett Casey

Joel Lee

Kevin Berthelsen

Kirsch, S

274,430

Todd Meuth

Gary Boverhof

Sandlin, T

268,015

Tim Helms

Diroberts, C

136,597

Michael Dunbar

Roberts, G

252,908

Mark Dunlap

Gleason, K

133,444

Keith West

Pato, S

250,270

Chris Brewer

Roberts, G

133,416

JD Soloaga

Kent Pike

32 33

Kirsch, S

247,760

Douglas Strout

Clark, R

133,191

Gleason, K

240,614

Tim Deter

Gore, D

131,296

Chris Roughen

Kirsch, S

238,269

Jack Gonzalez

Matt Riegert

Kaler, P

236,583

Ray Sayour

Landaal, S

130,726

Sandbach, W

128,243

Yael Amyer

DePeppe, B

233,764

Don Larson

Bob Brooks

Diroberts, C

227,859

Chad Wojtkow

Bubi Gorgevich

Pineda, J

219,587

Virgil Dortch

Diroberts, C

218,942

Gregory Lovejoy

Czaikowski, D

118,399

Roth, L

212,779

Bill Saunders

Pato, S

115,276

Sandlin, T

114,826

Dave Irish

Marc Protenic

Brian Lynch

Castagnozzi, R

212,196

Cliff Hawkins

Rodger Morrison

Paolicelli, M

211,220

Nora Giannetti

George Canova

Wertenteil, R

209,666

Ben Clark

Libby, B

127,100

Mclean, J

125,031

Gore, D

120,363

Aloff, A

112,758

Roberts, G

110,470

Silas Jessup

Sandlin, T

209,544

Steve Eddinger

Roberts, G

110,413

Brandon Monty

Small, M

208,671

Chantelle Storm

DePeppe, B

107,223

Karen Degeurin

Dave Koller

Weis, T

201,709

Tad Buchoz

Small, M

106,385

McAleavy, S

198,575

Tasha Riggs

Kirsch, S

104,047

46 47

Arnold Goldberg

Roberts, G

195,639

Ryan Frenz

Ron Brown

Oswald, J

195,505

Rosalind Deasy

Bob Michaud

Steve Cassellius

Keith Nice

Myatt, B

104,009

Landaal, S

103,422

Clark, R

195,016

Adam Gent

Kaler, P

102,092

Czaikowski, D

194,916

Rob Gregory

Castagnozzi, R

101,300

Murray, J

192,036

100

Dustin Bruce

Hendriksen, J

100,445

I n spir e M a g a z ine

Contest Year Standings Article Name Team Production

TOP 25 AGENCY TEAMS Contest Year 12/31/12 - 12/29/13 Standings as of 03/17/13 Rank

Agency

FYCRs

Rank

Agency

FYCRs

Gary Roberts

1,537,729

Rich Castagnozzi

745,849

Rochelle Wertenteil

1,409,717

Larry Roth

711,214

Steve Kirsch

1,254,313

Rick Bell

698,208

Paul Kaler

1,246,255

Diane Keller

686,946

Tom Sandlin

1,194,060

Joe Hayes

656,108

Marc Paolicelli

1,136,628

Randall Clark

629,021

Arnie Aloff

1,135,280

Johnny Pineda

613,582

Cliff Diroberts

1,111,984

David Gore

591,116

Wayne Sandbach

1,015,331

Donna Miller

587,921

Matthew Small

867,468

Bruce Myatt

579,747

Mark Zayti

790,556

James Hendriksen

555,024

Scott Crawley

787,098

Derek Czaikowski

551,531

Jeffrey Oswald

771,822

MARCH 2013

Contest Year Standings Article Name Career Personal Production

Rank

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 17 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54

Agent Name

Agency

LEVEL 15 - 5,500,000 FYCRs Keller, D LEVEL 14 - 4,500,000 FYCRs Keller, D Bill Kohler Roth, L Jim Fortunato LEVEL 12 - 3,250,000 FYCRs Weis, T Fares Abil-Mona Miller, D Dean Corliss Diroberts, C Tim Helms LEVEL 11 - 2,750,000 FYCRs Wertenteil, R Alex Wertenteil Clark, R Robert Weymouth Socha, G Sam Dean Clark, R Douglas Strout Miller, D Douglas Carlson Bell, R Bill Hawkins Gleason, K Keith Gleason LEVEL 10 - 2,250,000 FYCRs Roberts, G Thomas Amstadt Castagnozzi, R Christopher Smith DePeppe, B Yael Amyer Czaikowski, D Steve Boyer Weis, T Wayne Fontenot Czaikowski, D Randy Sherf Sandbach, W Ray Sayour Diroberts, C Amanda Randazzo Diroberts, C Amanda Randazzo LEVEL 9 - 2,000,000 FYCRs Clark, R William Swartzbaugh Bell, R Carl Lishing Keller, D Stacy Mc Bride Hendriksen, J Ron Stubing Clark, R Christopher Shelton Clark, R Randall Clark Roberts, G Michael Dunbar Tom Haberkorn Aloff, A LEVEL 8 - 1,750,000 FYCRs Diroberts, C Randall Standaert Socha, G Jay Greaney Keller, D Robert Shelderfer Sandlin, T Michael Wehner Gleason, K Brian Ruigrok Sandlin, T Michael Hamilton Keller, D Joan Graf-Carrero Hayes, J Chad Ware Sandbach, W Marianne Edwards Bell, R Robert Zgonc Gleason, K Ronald Crawford Aloff, A Ryan Caltagirone Clark, R Christopher Storms Aloff, A Andrew Choi Kirsch, S Ronald Morss LEVEL 7 - 1,500,000 FYCRs Crawley, S Gary Hook Socha, G Michael Jackson Miller, D Fred De La Torre Diroberts, C John Enright Wertenteil, R Rochelle Wertenteil Myatt, B Paul Argus Roth, L Ronnie Almaraz Castagnozzi, R Brian Lynch Keller, D Kenneth Cole Sandlin, T Russ Moe Danny Gross

Career Personal Production Contest Year 12/31/12 - 12/29/13 Standings as of 03/17/13 Career FYCRs

4,735,590 4,338,851 4,162,355 3,211,046 3,168,251 2,907,765 2,660,911 2,557,700 2,496,709 2,420,427 2,349,943 2,307,829 2,285,057 2,239,808 2,161,686 2,114,382 2,110,832 2,087,954 2,065,865 2,058,931 2,056,407 1,929,575 1,921,864 1,868,731 1,819,309 1,818,520 1,817,275 1,767,029 1,766,879 1,759,408 1,747,919 1,746,183 1,713,145 1,666,385 1,662,519 1,633,124 1,620,405 1,603,958 1,593,588 1,581,957 1,570,608 1,566,545 1,537,648 1,509,414 1,507,998 1,498,560 1,492,473 1,490,483 1,474,310 1,417,411 1,417,032 1,404,194 1,401,788 1,396,948 1,393,316

Rank

55 56 57 58 59 60 61 62 63 64 65 66 67 68 69 70 71 72 73 74 75 76 77 78 79 80 81 82 83 84 85 86 87 88 89 90 91 92 93 94 95 96 97 98 99 100 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116

Agent Name

Agency

Castagnozzi, R Jason Colby Pato, S Zahra Javaherpour Diroberts, C Bob Brooks Libby, B Sue Moon Roberts, G Janet Rogers Landaal, S Charles Goldmacher Gore, D David Wiley Keller, D Alex Zangari Libby, B Mike Gatteri Mclean, J David Rosenberg Paolicelli, M Glen Gay Crawley, S Brett Casey Oswald, J Jay Friedler Small, M Matthew Small Landaal, S Joann Holt Roberts, G Chris Howell Keller, D David Piavis Clark, R Christopher Mc Guire Wertenteil, R Mark Trent Wertenteil, R Jeremy Stern Pineda, J James Draeger Roth, L William Bailey Sandbach, W Carl Ackerman LEVEL 6 - 1,250,000 FYCRs Sandlin, T Randy Greb Mclean, J Debbie Whitworth Sandlin, T Jeff Schoenfeld Diroberts, C Eric Buckingham Bell, R Joseph Kravec Wertenteil, R Jason Hoffmann Miller, D Bob Vengren Bell, R Greg Westhead Roberts, G Arnold Goldberg Craig Cohen Pato, S Crawley, S Joe Musser Gore, D Jerry Westbrooks Czaikowski, D David Keddie Sandlin, T Troy Holder Roberts, G Jane Baker Hendriksen, J Jimmy Weaver Aloff, A Boris Glikberg Roth, L Dick Kulvin Wertenteil, R David Walcher Roberts, G Betty Recker Aloff, A Greg Teipel Castagnozzi, R Kate Pensak Ryan Frenz Myatt, B Kirsch, S Joel Lee Diroberts, C Rob Hess Roberts, G Robert Fishbaugh Bell, R Vincent Monateri Mclean, J Jeff Mclean Crawley, S Joan Dixon Sandlin, T Staci Miller Zayti, M Tracy Johnson Paolicelli, M Brian Douglas Kirsch, S Chris Roughen Diroberts, C Dave Irish Sandlin, T Ray Plagens Myatt, B Bruce Myatt Roberts, G David Green Diroberts, C Wendy Larsen Hayden, J Bill Phipps

Career FYCRs

1,392,820 1,391,761 1,387,302 1,381,687 1,372,196 1,365,942 1,354,163 1,340,131 1,333,168 1,331,204 1,319,817 1,313,855 1,305,979 1,305,766 1,297,566 1,290,995 1,286,108 1,284,094 1,281,559 1,276,714 1,274,965 1,272,234 1,266,862 1,240,007 1,238,092 1,237,751 1,234,747 1,231,166 1,224,282 1,223,594 1,222,552 1,222,006 1,218,873 1,213,012 1,204,743 1,203,866 1,202,804 1,202,293 1,197,933 1,193,101 1,181,644 1,179,405 1,177,042 1,174,310 1,173,275 1,171,040 1,144,719 1,138,883 1,137,459 1,130,832 1,129,731 1,127,110 1,116,663 1,111,079 1,105,659 1,097,413 1,096,185 1,088,694 1,087,830 1,078,990 1,078,720 1,076,733

I n spir e M a g a z ine

Contest Year Standings Article Name Career Personal Production

Career Personal Production Contest Year 12/31/12 - 12/29/13 Standings as of 03/17/13 Rank

117 118 119 120 121 122 123 124 125 126 127 128 129 130 131 132 133 134 135 136 137 138 139 140 141 142 143 144 145 146 147 148 149 150 151 152 153 154 155 156 157 158 159 160 161 162 163 164 165 166 167 168 169 170 171 172 173 174 175 176 177 178

Agent Name

Agency

Wertenteil, R Joseph Neuman Crawley, S Wendell Flynt Pato, S Keith West Hayes, J Scott Tucker Small, M Marv Law Wertenteil, R Dennis Shefski Miller, D Sheila McCarthy Bell, R Chet Mazur Wertenteil, R Sharon Harris Pato, S Neal Ressa Hayden, J Joey Wright Sandlin, T Silas Jessup Clark, R Nancy Meyer Small, M Neil Steinman Zayti, M Dan Orfin Kaler, P Patti Roseboom Roberts, G Lester Coe LEVEL 5 - 1,000,000 FYCRs Kirsch, S Brian Hulyk Aloff, A Marijane Reeves Peter Marshall Clark, R Hendriksen, J David Overpeck Paolicelli, M Mickel Roach Roberts, G Tony Valcarcel Louis Shirley Myatt, B Miller, D Jason Packard McAleavy, S Jeff Allen Diroberts, C Ken Greene Paolicelli, M Leonard Ogden Keller, D Karen Thompson Kaler, P Bill Rice Landaal, S Marc Mc Dermott McAleavy, S Dave Koller Oswald, J Christopher Meachen Pato, S Terry Roth Kaler, P Sandra Haugland Libby, B Daniel Rankin Mike Gradek Pineda, J Christine Gensler Czaikowski, D Roberts, G Mark Manganello John Kelly Wertenteil, R Ron Richards Hendriksen, J George Tucci Mclean, J Gary Zintak Roberts, G Adam Richter Wertenteil, R Michael Wellde Wertenteil, R Pete Barbieri Sandbach, W Micah Stowe Paolicelli, M Jack Wiener Pato, S Danny Firestone Pato, S Mary Powers Gore, D Robert Brodie Pineda, J Mark Zayti Zayti, M Steven Caviggiola Sandlin, T Geoffrey Dailey Aloff, A Karen Campbell Gore, D Don Bazemore Paolicelli, M Cliff Hawkins Sandlin, T Robin Mainer Socha, G Ken Palluotto Weis, T Mike Odle Hayes, J Marilynn Lewis Paolicelli, M Ryan Windhorst Sandlin, T

MARCH 2013

Career FYCRs

1,074,861 1,072,916 1,066,792 1,064,835 1,060,219 1,057,737 1,050,891 1,044,067 1,028,424 1,028,272 1,017,511 1,017,029 1,013,400 1,009,975 1,008,016 1,004,228 1,001,904 998,277 991,842 991,391 985,166 985,146 983,144 981,661 979,856 979,047 972,343 972,110 967,928 961,497 959,563 946,964 945,857 945,744 944,747 943,948 943,684 940,637 938,983 935,997 929,092 926,574 924,453 919,499 914,118 912,601 910,298 907,264 901,623 900,845 893,356 891,776 886,287 878,801 878,356 877,851 877,240 876,233 871,337 871,111 868,644 866,356

Rank

179 180 181 182 183 184 185 186 187 188 189 190 191 192 193 194 195 196 197 198 199 200 201 202 203 204 205 206 207 208 209 210 211 212 213 214 215 216 217 218 219 220 221 222 223 224 225 226 227 228 229 230 231 232 233 234 235 236 237 238 239 240

Agent Name

Larry Huffman Randy Lentini Alex Umbach

Agency

Kaler, P Roberts, G Mclean, J LEVEL 4 - 850,000 FYCRs Phyllis Hamill Bell, R Ken Fletcher DePeppe, B Lee Jackson Pato, S Steven Krebs Landaal, S Rodger Morrison Paolicelli, M Vernon Lipscomb Wertenteil, R Charles Todorich Clark, R Todd Meuth Hendriksen, J Nora Giannetti Aloff, A Bruce Libby Libby, B Dan Sheckler Kaler, P Jay Jones Diroberts, C Wayne Ladner Clark, R JD Soloaga Kirsch, S Marc Paolicelli Paolicelli, M Derek Czaikowski Czaikowski, D Felton Stephenson Mclean, J Gregory Mayer Diroberts, C Jim Pickering Gore, D Dennis Fetterman Paolicelli, M Jerald Baden Miller, D Mark Miesbauer Mclean, J Romel Akrouche Small, M Virgil Dortch Gore, D Darryl Miller Kirsch, S Douglas Buchheit Mclean, J Josh Harrington Miller, D Laura Shipman Kaler, P Rich Castagnozzi Castagnozzi, R Alex Kulkarni Small, M Jonathan Jacobi Kirsch, S Peter Dornemann Miller, D Jesse Salinas Roth, L Fran Lovelace Gleason, K Richard De Vree Sandlin, T George Canova Wertenteil, R Don Heath Pato, S Michael Coppola Wertenteil, R Annie Ballantine Wertenteil, R James Nelson Kirsch, S Steve Austin Small, M Brandon Robb Kirsch, S Jack Mesmer Sandbach, W Richard Williams Clark, R Matthew Sherman Aloff, A Randy Samson Miller, D Adam Gent Kaler, P Michael Ales Zayti, M Randy Fox DePeppe, B Rachel Tran Roth, L Janis Lee Yong Sandbach, W Daniel Canales Roth, L Kevin Michalek Roberts, G Lizzy Hutton DePeppe, B Nicholas Dadasis Murray, J Greg Reed Paolicelli, M Joe Wright Weis, T Bruce Craven Mclean, J Warren Ray Myatt, B

Career FYCRs

863,687 858,379 855,383 849,427 848,162 845,564 844,032 840,334 838,588 837,832 833,321 828,123 826,384 826,212 825,408 816,642 812,954 811,487 810,772 805,512 802,766 802,735 801,579 796,639 796,459 796,249 793,685 792,825 784,037 781,838 780,724 779,744 779,507 779,198 779,079 774,949 769,445 768,936 763,463 762,808 758,116 747,690 747,618 746,248 745,325 743,552 740,524 740,324 740,018 736,963 736,313 734,241 733,348 731,888 728,570 728,094 723,895 722,721 722,477 721,329 716,064 713,343

Insphere Inspire® Magazine is published monthly by Insphere Insurance Solutions, Inc. (“Insphere”) for the benefit of our Agents. All contents are copyrighted and may not be reproduced or used without written permission by Insphere. Published March 2013. ©2013 Insphere Insurance Solutions, Inc. All rights reserved.