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perspectiveAndrew W. KingTechnology .Moving Us ForwardPresident andChief Marketing OfficerThe theme of innovative and advancing technologycertainly is nothing new. Technology is ever-present andever-changing, and it helps the world to continue to thriveand develop.It makes sense, then, to utilize available technology tothe advantage of our Company. It is a valuable resourcethat has virtually limitless possibilities, and it is both theresponsibility and the privilege of Liberty National to offertechnology’s opportunities to our Agents and customers.We utilized technology with the Laptop Sales Presentation,and now we are going a step further.Worksite Online Billing SystemIn this issue of Torch, you will read about Liberty National’sWorksite Online Billing System, a great tool available to ourWorksite Advantage customers. Bookkeepers now have theoption to reconcile invoices, manage company information,and manage multiple companies at once (among otherfunctions), all on a secure online server. They can forget thehassle of paper checks and envelopes and move on to thedigital world of online payment and payment management.What does this mean for you as an Agent?When Liberty National offers an easy-to-use, convenientservice to customers, you have another great feature tohighlight during your sales presentation. Not only do youhave quality products from a financially solid company tooffer your worksite customers, you now have a great onlinefeature to help close the sale.The Worksite Online Billing System doesn’t stop there. Whenyour customers experience the convenience and ease ofthis system, it may help you gain referrals for more business.Coupled with your excellent customer service skills, worksitecustomers will be satisfied customers, which means moresuccess for you!Use the Worksite Online Billing System to your advantage– it is a great selling point. By following your Mondayschedule (Sponsorship Mondays and Worksite Mondays)and by emphasizing Liberty National’s quality productsand benefits, you will have an easy time closing sales andmaintaining persistency.LibertyNational.comOf course, worksite is not the only market you should betargeting. There is an abundance of potential individualbusiness out there. When you focus your efforts on bothworksite and individual sales, staying on bonus will bewithin reach.As Liberty National embraces technology to benefit ourWorksite Advantage customers, we also are advancing in theonline world for potential and existing customers.LibertyNational.com is our Company’s new and userfriendly website, expertly designed and aptly named forsearch engine optimization. With more and more peopleconducting research online, it is important for our Companyto have an online presence for the convenience of anyconsumer who wants to know about Liberty National.LibertyNational.com provides information about ourproducts, including life insurance, Medicare Supplements,and worksite coverage. It also gives background informationon our Company and our financial strength ratings.Customers will find the website’s customization forindividual needs particularly useful. LibertyNational.comdetails different types of insurance and explains why eachis so vital to have. Visitors to the site also have the optionof taking the Life Insurance Selector quiz to see if they arebetter suited for a whole life or term life insurance policy.With the Company website designed to fit an individualcustomer’s needs, you have the confidence of representinga customer-focused Company when you go into a sales call.Tell your prospects about LibertyNational.com after youhave spoken to them on the phone so they can previewour Company before you visit them. Tell your currentclients about it so they can log into the ExistingPolicyholders page, which takes them to the eService Center.A potential customer may even come to you by clicking on‘Find a Local Agent’.Reminder to Branch ManagersEmphasize the importance of our online capabilities toyour Unit Managers and Agents. Your success as a BranchManager depends on their success in the field.continued .torch april 2011 - 4

perspectiveAndrew W. KingTechnology .Moving Us ForwardPresident andChief Marketing OfficerRecruiting is vital to the sustainability of your Branch. OurCompany recommends maintaining 25 ‘paid in school’recruits (in addition to new previously licensed Agents)within a rolling two-week period. Be sure to maintainmetrics of the number of resumes you receive, the numberof recruits who confirm an interview, and the number ofthose who show for an interview.In line with the theme of this issue of Torch, Branch Managersnow have a valuable technological tool to aid in theirrecruitment efforts. DynamicIC.com automated dialing isdesigned to enhance your Branch recruiting and maximizethe Recruiting and Development Bonus each month.DynamicIC.com will help you greatly increase the number ofresumes you contact while reducing the manpower requiredto conduct recruiting calls. Branch Managers may use themoney in their Lead Accounts to pay for this service. Formore information, please visitDynamicIC.com or contact Liberty National’s accountrepresentative, Ed Tamayo, at ed@dynamicic.comor 877-842-6214.Remember, not only does active and successful recruitingbenefit your Branch in the long run, it yields positive resultsfor you in the form of your recruiting bonus.Make it a priority to boost your recruiting efforts; you willthank yourself later. More recruits mean more sales, moresuccess for you, and more success for the Company. Seethe article on pages 11-12 in this issue that highlights whatBranch Managers and Directors have to say about theimportance of recruiting.You have always had a Company with quality products and asolid financial record backing you. Now that same Companyis growing with the technological world to address ourcustomers’ needs and to help our Agents succeed. I am veryexcited to see where the next level of technology takes us– and to see our Agents and customers benefit along everystep of the way.torch april 2011 - 5

Innovation withLiberty NationalIt’s 2011, and we’re surrounded with technology that was unimaginable 50 years ago.We have smart phones, 3-D HD TVs, social networks, online shopping, and even the option topay our bills online. But in today’s modern age, out of 74 insurance companies, fewer than15 percent of payments are made online*. That’s right, 85 percent of payments are still madeby mailing in a check.More businesses are choosing to do online payments,but there are many insurance companies that do notaccommodate that preference. Making a payment byregular mail is a slow process. It uses a lot of paper, there’spostage costs, and it’s simply outdated.There is a need for faster processes in the insuranceindustry overall. A late payment can affect a person’scoverage in a drastic way - possible cancellation. Asefficient and techno-savvy as our society is, you’d thinkthere would be more innovation in online capabilitieswith all insurance companies. Well, we can’t speak for allinsurers, but technology that helps our customers is at thetop of the list with Liberty National.Liberty National’s Worksite Online Billing System is a greattool for worksite customers and for increasing sales. Withthe Worksite Online Billing System, customers can paytheir invoices online. This system is provided at no cost toworksite customers and is designed to make the invoiceprocess faster, easier, and more efficient. Payments aresubmitted instantly on a secure online server. There is nowaiting or worrying about checks getting lost in the mail.It’s instant and easy.In addition, worksite customers can also take advantage ofthe Worksite Online Billing System’s other perks, such as: Managing their company information Reconciling their invoices Reviewing past invoices Adding other employees to the system Managing multiple companies at oncePerhaps even greater than customers’ preference tomake online payments is their use of online research ingeneral. The Internet has become a go-to resource forpeople searching for everything from good restaurantsto affordable life insurance. The Internet might be thefirst place someone looks to conduct research when he orshe hears about a new company or product, which is whythe new LibertyNational.com website is available to ourpotential and existing customers. LibertyNational.com isa convenient resource for customers to learn more aboutour company, our products, to find a local Agent, or to loginto our new Worksite Online Billing System.* http://www.wardinc.com/news/pr 120810.phptorch april 2011 - 6

Liberty National saw a need to enhance our onlineresources and provided the right response. In an age oftechnology, Liberty National Life Insurance Companyproves that not only are we a solid provider of qualityproducts, we’re also a leader in quality customer service.That’s the ideology that has kept this Company successfulfor more than 110 years.Read on to find out more about the Worksite Online BillingSystem and LibertyNational.com.torch april 2011 - 7

Worksite Online BillingLiberty National has made worksite sales even easier.Liberty National is proud to offer our worksite customersaccess to our Worksite Online Billing System. In today’s fast-pacedworld, customers depend on instant and reliable service, and thatincludes how they make their payments. With the Worksite OnlineBilling System, worksite customers can take advantage of technologythrough Liberty National’s online payment system.Easily accessible at LibertyNational.com, worksite customers are just a click away fromlogging in to a convenient payment system that is quicker and easier than traditionalmethods of payment. No more worries about late payments or lost paper checks. Nomore extra work and extra costs of paper and stamps. When they click on ‘WorksiteBilling,’ customers can make payments on a secure server, right at their fingertips.Be sure to take the Worksite Online Billing System Brainshark to learn how the systemworks. This Brainshark will also give you tips on using the billing system as a selling point,how to use it to keep track of policies you have sold, and how to continue to serviceemployees who no longer work for the employer. We have a brochure that promotes theWorksite Online Billing System to the company bookkeeper and a CD-ROM that showsthe bookkeeper how to register with the system and ways they can use it. (Keep readingTorch magazine for updates.)The Worksite Online Billing System is another example of Liberty National’s dedication to its customers and its Agents. WhenLiberty National makes it easier for our customers, we make it easier for our Agents to sell and to retain business. Partnered withour quality products, the Worksite Online Billing System helps keep Liberty National a leader in customer service and satisfaction.torch april 2011 - 8

Introducing LibertyNational.comLibertyNational.com is a new resource to aid you in increasing your sales!Liberty National has rolled out its brand new website, with arecognizable and fitting domain name: LibertyNational.comIn order to better serve our customers, both existing andpotential, we have created a user-friendly, yet sophisticated,website detailing our Company and products. Though Agentsmay utilize this site for information, it was specifically designedto aid our customers. Please be sure to let your prospects andcustomers know about LibertyNational.com as a convenientsource of information for them.We hope you find this new and improved tool helpful inincreasing your sales. LibertyNational.com is a great resource forconsumers, so please spread the word!You may contact branchhelp@torchmarkcorp.com if you haveany questions.Our new website features: Information about different Liberty Nationalproducts, includingοο Life Insuranceοο Supplemental Health and Accident Insurance,including Medicare Supplements, Cancer,Critical Illness, and Accidentοο Worksite Information about understanding insurance ingeneral, and why it is so important to have it A form to find a local Agent A Life Insurance Selector with questions designed toidentify which type of life insurance may be betterfor a customer Information for existing policyholders Easy access to Worksite Billing A link to Liberty’s Agent recruiting website,lnlcareers.com Access to the Agent Services website through the‘Agent Services’ link in the upper right cornerWhether consumers are searching for appropriate insurance,recommending Liberty National to a friend, or have questionsabout their existing policies, LibertyNational.com offersnumerous resources to its visitors.Be sure to visit the website to familiarize yourself with it. Havingpersonal experience will make you more adept at speaking withyour customers about it.torch april 2011 - 9

Liberty National’s First DiagnosisCash Cancer PolicyLiberty National is excited to announce its First Diagnosis Cash Cancer Policy.Issue Ages*0-69 for individual; 15-69 for single parent or familyLump-Sum Benefit Amounts 10,000, 20,000, 30,000, 40,000, or 50,000 (be sure tocheck your state on the Cash Cancer product page of theAgent Services website as benefit limits may vary)Selling Points Heredity is not considered for policy issue, only thehealth of the applicant. No physical exam is required (just a few simple healthquestions). Premiums do not increase as customers age – just ona class basis by state.With this lump-sum benefit, customers may chooseto spend it on medical treatment, but they don’t haveto. This benefit offers covered individuals somethingextremely valuable: choice!Remember, on a single parent or family plan, if one familymember gets cancer and collects the lump-sum payment,the remaining covered family members are still coveredfor the full amount of the benefit selected.This cash benefit may be used toward: Medical treatment your customer’s doctor deemsappropriate Lost income replacement Paying mortgage or bills Travel expensesCovered individuals may even wish to use it for a family vacation it is up to them!Additionally, this policy is guaranteed renewable for life (until insured’s one-time cash benefit is paid).Please be sure to check the Agent Services website for more information on this product.The First Diagnosis Cash Cancer Policy pays the selected maximum benefit amount for the first written diagnosis by a physician in the UnitedStates of internal cancer or malignant melanoma (all other skin cancer is not covered under this policy). No benefit is payable if cancer firstmanifests itself before the policy has been in force for 30 days from the effective date shown in the policy schedule. Benefit is paid upon writtensatisfactory proof of first-time diagnosis of cancer while policy is in force. Applicants should consult a tax advisor regarding tax treatmentassociated with any potential benefit under the plan. *Note: Medicare Supplement Notice (LMSNOT-1) is required for issue ages 65-69 andmust be left with applicant at time of application.torch april 2011 - 10

Recruiting, Recruiting, Recruiting!Every Liberty National Branch Manager and Agent should know that recruiting is vital to the success andsustainability of their Branches. Recruiting new talent brings new life, new energy, and new sales!What are you doing to increase recruitment in your Branch? Here is some advice to consider:Successful Recruiting Strategies“We try to use every tool available to hit the goal everymonth – it’s all about activity. We measure it weekly, wetalk about it daily, and we don’t let anything stand in theway of us hitting our goal.”–Sean Valley, Manager, Branch 107“The bigger the area you cover, the bigger the base ofquality people you’ll find looking to improve their careers.”–Jason Everett, Manager, Branch 170volume of dials with minimum personnel hours spent.Thanks to Andy King, Branches can now utilize these toolsand charge the expenses to the Lead Account.”–Carl Peevy, Director, Region 8“I recruit every day like I have just lost my top twoproducers.”-Rex Smedley, Manager, Branch 670“The rule is simple: see more people, and you will findindividuals who are interested in an opportunity.”–Tom Botts, Manager, Branch 645“It is exciting to see more Branchesworking the Key Metrics to grow ourBranches, our Company, and our incomes.”–Carl Peevy, Director, Region 8“By sharing the Recruiting and Development Bonuswith my Agents and Unit Managers, we have been ableto increase the amount of potential candidates comingthrough the door on a weekly basis.”–Jeff Skipper, Manager, Branch 69201“Get all of the Unit Managers involved.”–Jason Adams, Manager, Branch 176“Constant activity is key. Get the participation of yourUnit Managers and Agents and show them what’s in it forthem.”–Doug Murdock, Director, Region 14“Have several centers of influence – such as church pastors.They know those members who are not happy with theiremployment and those who are unemployed.”–Howard Ralston, Manager, Branch 86“We have so many tools available to assist our Branchesmeet the Recruiting objectives. Branches utilizingDynamicIC, Constant Contact, and Kall8 are getting hugetorch april 2011 - 11

Shooting for 25 ‘Paid in School’ Recruits“We look at all avenues of schools and prelicensing courses you have to decide what works best in your area or stateregarding passing ratios.”–Windi Gates, Manager, Branch 126“Whatever number you think is needed to staff a Branch,double it. There will always be surprises not planned for.”–Tim Aderholt, Manager, Branch 49“Get recruits in school at the beginning and get them tocommit that way.”–Jason Adams, Manager, Branch 176“The secret to keeping 25 in school is: Recruit, Recruit,Recruit!”–Carl Peevy, Director, Region 8The Impact of Recruiting“We have a long way to go to reach our goals, but I canalready see the impact that recruiting is making in myBranch production as well as to my income.”–Windi Gates, Manager, Branch 126“The Recruiting and Development Bonus that LibertyNational has come out with has greatly helped mefinancially Thank you Liberty National for giving us thisopportunity to earn all this money.”–Sean Valley, Manager, Branch 107“Andy King convinced me in 1991 as a new Branch Managerthat constant recruiting in volume would solve most of myproblems. That philosophy has served me well.”–Tim Aderholt, Manager, Branch 49“Sam Walton knew that if he wanted to sell more, he neededmore stores In order to grow, we have to have moresellers.”–Jason Everett, Manager, Branch 170“More sellers, more sales!”–Jeff Miller, Manager, Branch 178“Recruiting is the lifeblood of my Branch.”–Rex Smedley, Manager, Branch 670“We use a ‘Ferris Wheel’ method. Picture 25 people on aFerris wheel. At each stage of the circular motion, we arewith them in support. When they are at the 25 percentcompletion mark, they receive a call; then 50 percent, 75percent, all the way to the testing. As they get off the wheel,we then know to add new candidates on.”–Jeff Miller, Manager, Branch 178“The higher level of recruiting has impacted our production,training capacity, and morale. We aren’t just a team, we are afamily with everyone striving for the same thing: success.”–Jeff Skipper, Manager, Branch 69201“Recruiting has brought us increased production andactivity and new management candidates. Bringing newpeople in has also brought a higher level of excitement.”–Doug Murdock, Director, Region 14“We have so many recruits, we have an overload in Agentsper Manager therefore we are using ‘Promote Promotion’to management.”–Tom Botts, Manager, Branch 645“Recruiting has impacted our Branch in a very big way.Since our recruiting numbers have gone up, our productionnumbers have gone up, too.”–Jason Adams, Manager, Branch 176“The only way to increase the number of people you havein school is to make sure you’re interviewing enough qualitypeople each and every week.”–Jeff Skipper, Manager, Branch 69201“Advance recruiting of quality people has had, and still has,the greatest impact on the success that our Branch hasenjoyed for many years.”–Howard Ralston, Manager, Branch 86“Recruit from within. Ask who your employees know andwho is looking for work.”–Doug Murdock, Director, Region 14“It is exciting to see more Branches working the Key Metricsto grow our Branches, our Company, and our incomes.”–Carl Peevy, Director, Region 8torch april 2011 - 12

Metrics for Success!The fifth Branch Manager Training Program was heldat the Home Office March 16 - March 18. This trainingstressed the importance of ‘Metrics for Success’, whichinvolves tracking and increasing recruiting, activitymanagement, and production. Other topics includedneeds-based selling, the Laptop Sales Presentation,and DynamicIC.com and Constant Contact to assistrecruiting efforts.Guest speakers included Branch Managers, Vicki Ketron,Mar

woRKsite aDvaNtaGe UpDate worksite advantage Required Forms packets have been updated to include a new worksite online Billing Form (R-3750). as of Friday, april 8th, the payroll Deduction Department can no longer accept worksite Required Forms packets without the worksite online Billing Forms. to access the updated worksite Required Forms