1. LNL2436

2. Where Are We? +7.2% 1st Qtr. – 2012 1,276 1st Qtr. – 2013 1,375 YTD – 2013 1,397 +9%

3. Where Are We? -2.2% 1st Qtr. – 2012 697 1st Qtr. – 2013 682 YTD – 2013 690 -1%

4. Where Are We? -7.3% 1st Qtr. – 2012 $10,002,955 1st Qtr. – 2013 $9,267,798

5. Where Are We? YTD - 2012 $13,907,239 YTD – 2013 $13,266,757 -5%

7. WOOD – OLD SPACE

10. WOOD – NEW SPACE

13. HANSON – OLD SPACE

17. HANSON – NEW SPACE

24. JACKSON – OLD SPACE

27. JACKSON – NEW SPACE

35. BLANCO – OLD SPACE

38. BLANCO – NEW SPACE

53. LNL2436

54. Individual Growth Laptop Implementation$198,856 Individual Net Submit$93,970 Individual Net Submit Same Time Last Year Growth 112% Tim Aderholt

55. Worksite Growth Worksite Advantage Implementation$611,940 Worksite Net Submit$223,038 Same Time Last Year Growth 174% Tim Nuckolls

56. Can your training system be duplicated? Tim Nuckolls

57. Issue: Creating a system that can be easily duplicated  Top Agents are not always the best field trainers  Top Agents usually use sales skills that are difficult to duplicate Tim Nuckolls

58. Flip Book Presentation? Why use the Flip Book Presentation? Tim Nuckolls

59. It Can Be Duplicated! Using it allows all agents to be trained the same way It gives new agents the confidence they need to prospect First year agents have closed 63 cases so far this year using it! Tim Nuckolls

60. Three Key Points to Train: 1.Introduction 2.The Four Common Responses  All agents are required to memorize these verbatim before going in the field  Being prepared gives agents the confidence they need to be successful  The Flip Book is available as a visual aid for the agent. This helps to walk them through the presentation and keep them on task. Tim Nuckolls

61. Three Key Points to Train: 3.Activity and Verification  Train your Agents to use the 55/10/1 model  Have your Agents keep track of their numbers Tim Nuckolls

62. Organizational Skills: 55/10/1 is designed to close 10% of the appointments that agents run What are your agents doing with the other 90%?!?  Have each agent create a Prospect Book to help them stay organized throughout the week, month and year  Have Prospecting Surveys for agents to write notes on upon leaving a business Tim Nuckolls

65. Closer to the Heart

66. How do I donate? Check Make the check payable to FIDELCO Give the check to Sally East Check Make the check payable to FIDELCO Give the check to Sally East 1 1 Online Go to www.fidelco.org Click ‘How to Help’ and ‘Make a Donation’ Forward a copy of your email confirmation to seast@torchmarkcorp.com Online Go to www.fidelco.org Click ‘How to Help’ and ‘Make a Donation’ Forward a copy of your email confirmation to seast@torchmarkcorp.com 2 2 Our donations will be earmarked to help provide a service dog to a blinded veteran

67. COUNCIL OF CHAMPIONS

68. Tim Aderholt Gainesville 13 Time Qualifier Council Of Champions

69. Brian Cannington Waycross 11 Time Qualifier Council Of Champions

70. Owen Wilson Orlando 9 Time Qualifier Council Of Champions

71. John Hadder Birmingham 7 Time Qualifier Council Of Champions

72. Jeff Miller Springfield 4 Time Qualifier Council Of Champions

73. Mark Woodruff Montgomery 3 Time Qualifier Council Of Champions

74. Clint McLain Jasper 2 Time Qualifier Council Of Champions

75. NEW COUNCIL MEMBERS Council Of Champions

76. Kathy Blanco Tampa Bay Council Of Champions

77. Cedric Higgins Columbus Council Of Champions

78. Vickie Ketron Knoxville Council Of Champions

80. COUNCIL NOTES

81. SUBMITTED POLICIES From: AUTOMAIL@libnat.com [mailto:AUTOMAIL@libnat.com] Sent: Monday, April 08, 2013 10:10 AM To: lnl.jen.e.rahl@tmkweb.com Subject: SubmittedEapps PRIMARY AGENT: BRANCH: 111/77 RAHL,JEN (12345) 555 MAIN STREET, CORINTH MS Phone: (555)246-8976 Cell: (___)___-____ Email: lnl.jen.e.rahl@tmkweb.com Agent Requested Text Message: N ---- SUBMITTED POLICIES ---- APP KEY: LN1117710000 Rahl Jen 130403182524 APP TYPE: FF CLIENT: Rahl Jen E COMMISSIONED AGENT: 12345 MODE: BB PREM AMT FOR APP: $24.00 TOTAL ANNUAL PREMIUM FOR APP: $266.67 NOTIFICATION SENT TO: BM111@LIBNAT.COM lnl.jen.e.rahl@tmkweb.com

82. SUBMITTED POLICIES From: AUTOMAIL@libnat.com [mailto:AUTOMAIL@libnat.com] Sent: Monday, April 08, 2013 10:10 AM To: lnl.jen.e.rahl@tmkweb.com Subject: SubmittedEapps PRIMARY AGENT: BRANCH: 111/77 RAHL,JEN (12345) 555 MAIN STREET, CORINTH MS Phone: (555)246-8976 Cell: (___)___-____ Email: lnl.jen.e.rahl@tmkweb.com Agent Requested Text Message: N ---- SUBMITTED POLICIES ---- APP KEY: LN1117710000 Rahl Jen 130403182524 APP TYPE: FF CLIENT: Rahl Jen E COMMISSIONED AGENT: 12345 MODE: BB PREM AMT FOR APP: $24.00 TOTAL ANNUAL PREMIUM FOR APP: $266.67 NOTIFICATION SENT TO: BM111@LIBNAT.COM lnl.jen.e.rahl@tmkweb.com 130403182524

83. Cut-off Impact 4 weeks prior 167,350 4 Weeks after 338,303 Difference 170,953 102%

84. Branch Agent Name Agent Status Level Projected PVFC Prior Month PVFC 2 Mo. Prior PVFC Independent Contract Date 1 BM 1 ABM274,173194,552 12/31/2012 2 BM 2 ABM198,574172,666 7/23/2012 3 BM 3 ABM170,996130,729 12/31/2012 4 BM 4 ABM407,128361,240 7/19/2012 PVFC Liberty National Life Insurance Company Analysis of Agent PVFC as of April 2013 month-end using 5% Int. and 2012 Assumptions Projected PVFC consists of both unearned FY commission and projected RY commission. Unearned FY commission includes Advances already paid to the Agent or into the Commission Account. Projected PVFC assumes 100% vesting of RY commission for active Agents. Lapse and mortality assumptions to project PVFC are: - Aggregated for Life and Health. - Distinct for Individual and Worksite.

85. ** $12,500 FOR EVERY $500,000 OVER 2 YEARS BM Promotion Bonus

87. Breakout Sessions

88. MARCH MADNESS

90. Bracket - Aderholt

91. Bracket - Everett

92. Bracket - Final

93. Brackets – Aderholt WEEK 1 WEEK 2 WEEK 3 WEEK 4 WEEK 5 WEEK 6 ADERHOLT BYE PLYLER WOOD HARRIS PERRY BROWN MILLER TOLLIVER BROOKS SMITH MILNER NEAL ISOM OPEN CARTER MIMS BEARD JONES JACKSON WILMETH KNOWLES CONARD WOODRUFF JEWETT HANSON ODELL TADLE ELFERSY MITCHELL BYE CANNINGTON MIMS JACKSON WILMETH CONARD JEWETT ODELL ELFERSY CANNINGTON ADERHOLT PLYLER HARRIS MILLER BROOKS SMITH NEAL CARTER JACKSON WILMETH ODELL CANNINGTON ADERHOLT MILLER SMITH CARTER WILMETH CANNINGTON ADERHOLT CARTER WILMETH ADERHOLT

94. Brackets – Everett WEEK 1 WEEK 2 WEEK 3 WEEK 4 WEEK 5 WEEK 6 NUCKOLLS BYE PEEVY LAMBETH DEW HIGGINS SCHREIBER YOUNG SNIDER HADDER KEMP MCLAIN GILES BLANCO ROBINSON EVERETT HARGIS WILSON BOND REEVES HUBLEY SPAFFORD OPEN KETRON HARTMAN SELLORS STONE PHELPS SMEDLEY SLAGLE BYE RALSTON WILSON REEVES SPAFFORD KETRON HARTMAN STONE SMEDLEY RALSTON NUCKOLLS LAMBETH HIGGINS YOUNG SNIDER MCLAIN GILES EVERETT WILSON SPAFFORD STONE SMEDLEY LAMBETH HIGGINS SNIDER EVERETT SPAFFORD SMEDLEY HIGGINS EVERETT SMEDLEY EVERETT

95. Bracket - Final 44,683 – 19,500 = 25,183 ADERHOLT 37,216 – 12,300 = 24,916 EVERETT NCAA WINNERS BRACKET 62,147 – 19,500 = 42,647 ADERHOLT 62,282 – 12,300 = 49,982 EVERETT Round 1 39,865 – 19,500 = 20,365 ADERHOLT 62,203 – 12,300 = 49,903 EVERETT Round 2 WinnerEVERETT Runner UpADERHOLT

96. Tim Aderholt Runner Up

97. Jason Everett Winner

98. Agency Hierarchy Agent

99. Agency Hierarchy Agent AUM Supervising Agent

100. Agency Hierarchy Agent AUM Supervising Agent UM Agency Director

101. Agency Hierarchy Agent AUM Supervising Agent UM Agency Director Regional Agency Director FUTURE!

102. Agency Hierarchy Agent AUM Supervising Agent UM Agency Director Branch Manager Agency Owner Regional Agency Director FUTURE!

104. WAR Report – Individual Market

109. Call Night Tracker– Individual Market

110. Field Training Report – Individual Market

111. WAR Report – Worksite Market

114. Field Training Report – Worksite Market

116. Closer to the Heart

118. BRANCH GROWTH

119. Stephanie Jackson

120. BRANCH GROWTH

121. Tony Carter

122. BRANCH GROWTH

123. Cedric Higgins

125. COUNCIL NOTES

126. Career Track – AUM

127. Career Track – BM

128. CANCER RIDER VIDEO

132. Breakout Sessions

133. MENTORSHIP