| 1st Appointment | First meeting with client. |
| 2nd Appointment | Second appointment. Client will be presented with a Financial Plan and, if interested, purchase products suited to their needs. |
| Baseshop | The representatives under an EVP. |
| Clawback | When a client takes a Vitality policy, the rep is ADVANCED a commission. If the client cancels the policy before four years, the portion of the advance commission that is “unearned” needs to be paid back to Genistar. This negative balance is deducted from commissions. |
| Competency | To be deemed competent, and therefore able to do business, there is training that must be completed for each product. |
| Downline | Representatives in a person’s team who are below them. |
| Genistar Presentation | Presentation given to prospective clients and recruits. |
| Hierarchy | This includes all reps and all generations in an EVP’s downline. |
| Introducer | A person who can only refer prospective clients to a licensed representative, who can then conduct the client meetings. They may also be able to refer directly to certain third-party providers. |
| Leaders Board | Tables that show performance by level, baseshop and companywide. |
| Network | An agreement between two EVPs to share the override on a certain person. Often 75% to the accepting EVP and 25% to the releasing EVP. |
| Overrides | The percentage of commission paid to the uplines of the representative who writes business. |
| Persistency | A measure of quality of business. The percentage of businesses that remains on the books out of the total businesses submitted. |
| Reactivation | When a resigned or terminated representative wants to rejoin the company, they will need to complete a new Independent Business Application. |
| Recruit | A person who completes an Independent Business Application. |
| Roll Ups | When clients, teams and commissions of a resigned or terminated rep are transferred up (‘rolled up’) to the terminated rep’s EVP. |
| Split Sale | When business is split between two representatives. |
| Subs | Vitality Life applications. |
| Upline | A representative’s upline includes those at management levels above them (e.g., TL, STL, GL, EVP, SVP). |
| Writing agent / Sales rep / Business writer | The representative who wrote the business or is servicing the client. |
