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1
NAIFA-Phoenix—September 2011
Come and join us on Thursday,
September 8, 2011
11:15 am — Luncheon Meeting
Phoenix Country Club
2901 N. 7th Street, Phoenix
Panel addressing “What Is the Direction of our Industry”
Featured Panel members include representatives from our major Sponsors and Advertisers
John Pruitt—MassMutual/The Dollarhide Group, LLC—DIAMOND Sponsor
Bob Castellani, LUTCF—Principal Financial Group—SAPPHIRE Sponsor
Bill Cassidy, CLU, ChFC, LUTCF—Spence, Cassidy & Associates, LLC—Meeting Sponsor
Adam Mosbach, LUTCF, CFP, ChFC—Lincoln Financial Advisors—Meeting Sponsor
Ruthann Laswick—Black Gould & Associates—Golf Sponsor
Plus:: “MDRT Minute Sales Idea” - Loren Grone
Plus: CE Course—1 hour credit: ―Whole Life Insurance: Why Vs How‖
Immediately following the meeting—Instructor, Larry Seaman
SEPTEMBER is LIFE INSURANCE AWARENESS MONTH!
September Luncheon Meet ing
Thursday, September 8, 2011
Special points of
interest:
Thursday, Sept. 8, 2011
11:15 am—Phoenix Country Club
7th St. & Thomas, Phoenix
Current Members: No Charge
Non-Members & Guests: $30
RESERVATIONS REQUIRED FOR
ALL
RSVP to Betty Hartnett by Tues.,
Sept. 6th, 11:00 am
By: emailing her at
naifaphx@cox.net or call
602-374-2385
I N S I D E T H I S I S S U E :
Upcoming Events 2
President‘s Message 3
Advocacy News 5
Article & Martinez Award 6
Member Benefits 7
Officers & Directors 9
IFAPAC Info 10
THE VALLEY ADVISOR
C O N G R A T U L A T I O N S T O O U R 2 0 1 0 - 2 0 1 1
A w a r d s & D e s i g n a t i o n R e c i p i e n t s
Jack E. Bobo Award
Winner:
F. Edward Sandidge, CLU
Outstanding Service
Award:
Bennett Conklin, CLU, ChFC, LUTCF
NMSA Award Winner:
Yvonne J. Knaack, CLU—12 Years
NQA Award winners:
Joseph Rinaldo—18 years
Neil E. Robbins—13 years
Michael B. Welborn, CLU, ChFC, CFP—
5 years
Wesley W. Stahler—14 years
Program
PROTECT YOUR
LIVELIHOOD ! !
2
THE VALLEY ADVISOR—September 2011
WE A R E LOOK ING FO R M EMB ER S TO S ER V E !
U P COM ING E V ENT S
We need committed members to serve on the Membership Committee
this year, as well as other committees and areas of involvement …..
WHY NOT get involved with your association by volunteering to serve?
Call Brad Burr, President at 602-385-7086 to volunteer NOW!
WE GRATEFULLY
ACKNOWLEDGE OUR
ANNUAL SPONSORS:
DIAMOND LEVEL:
The Dollarhide
Financial Group, LLC/
MassMutual www.dollarhidefinancial.com
EMERALD LEVEL:
John Driscoll & Co.,
Inc. http://jdriscollco.com/
SAPPHIRE LEVEL:
Principal Financial
Group www.principal.com/
index.shtm
Thursday, Sept. 8, 2011
Luncheon Meeting 11:15 am
Phoenix Country Club
Program: Panel addressing ―What is the
Direction of our Industry?‖
1 Hr CE Class—1:30—2:30 pm
Thursday, Oct. 13, 2011
Social/Networking Event
Details TBA
Thursday, Nov. 10, 2011
Luncheon Meeting 11:15 am
Phoenix Country Club
Program: Business Practices
Speaker TBA
Thursday, Dec. 8, 2011
Holiday Luncheon Meeting &
Community Outreach Auction
11:15 am—Phx Country Club
Thursday, Jan. 12,
2012
Luncheon Meeting 11:15 am
Program/Speaker TBA
Thursday, Feb 9, 2012
Social Networking Event
Details TBA
Thursday, March 8,
2012
April/May
Golf Tournament—TBA
April/May
Sales Forum with CE
Details TBA
Thursday, June 14, 2012
Luncheon Annual Meeting &
Award Recognition
11:15—Phoenix Country Club
3
THE VALLEY ADVISOR ADVISORSeptember 2011
D O Y O U N E E D E R R O R S & O M M I S S I O N I N S U R A N C E ?
PRESIDENT’S MESSAGE……
I get a newsletter from Dr. Kevin Elko a motivational speaker you may have seen present at one time
or another, so I have grabbed a couple of lines from his most recent article which I thought were
pertinent to our association. He says:
―In years past fishermen exported their cod live from the United States to China in water tanks,
but the cod, because they just lay in the water during transport, when they arrived, had soft
―meat‖, the cod almost dead. Then, the fishermen started transporting catfish in the water with the
cod, with the catfish nipping at the cod so that the cod stayed alert and actively swam to China.
When the cod arrived, the meat was good because the cod were vibrant. We all need catfish in our
lives to keep us growing and vibrant, but unfortunately comforts outweigh growth for the most part
and few of us look for ―catfish‖ in our lives.‖
When this concept was explained to the University of Alabama football team, the Tides Head Coach
threw his hands up, saying, ―The problem here is we cannot take feedback.‖ I think this is the
problem everywhere. We think criticism is an attack on your person. It is not. So I am personally
inviting you to contact me or any of the board members with what you perceive a problem or a
possible enhancement for improving our local chapter. Whether it is about programs, community
involvement, membership, or just wanting to get more involved, we on the board welcome all you
―catfish‖ to nip at us.
I have a couple of ―catfish‖ on the board, which I truly appreciate, for they constantly keep me on
track to provide meaningful meetings for you all, but we need your help and feedback so that you
will get inspired about what the chapter is doing for you.
Happy Selling!
Brad Burr, CFP
Check out the great deal offered through NAIFA-
CALSURANCE by clicking on the link below:
http://www.naifaeo.com/
WELCOME NEW MEMBERS!
Kathleen Ricketts, LUTCF—
Humana Marketpoint
Karen Holt—Humana
Marketpoint
Mark B. Currier, CMFC—Sun
Life Fin. Distributors
GOT CHANGES?
Please report any Business or
Personal Address, Phone, Fax
and Email changes by emailing
Betty Hartnett at
naifaphx@cox.net
Or calling: 602-374-2385
Or faxing: 602-305-9830
We‘re on the Web!
Www.naifaphx.org
4
5
NAIFA CALLS FOR FINRA TO REGULATE ADVISORS
On August 1st the National Association of Insurance and Financial Advisors announced that its board had voted unani-
mously to recommend the Financial Industry Regulatory Authority Inc. as the adviser SRO. Finra currently regulates
broker-dealers and reports to the Securities and Exchange Commission.
Until now, NAIFA has not gotten involved in the SRO issue. But as it reviewed a LIMRA International report late last
year about the organization, it realized that the majority of its 50,000 members fall under Finra's aegis — 27% are
investment adviser representatives and 63% are registered representatives for broker dealers.
NAIFA asserts that tapping Finra as the adviser SRO would be the ―most efficient, cost-effective answer‖ to increas-
ing oversight of investment advisers.
―Finra is the best choice, especially for our members, who for the most part are already subject to Finra regulation,‖
said Jill Hoffman, NAIFA's assistant vice president for federal government relations.
A decision on an SRO is up to Congress. An SEC report mandated by the Dodd-Frank financial reform law and delivered
in January recommended three options for bolstering adviser examinations: allow the SEC to charge user fees, estab-
lish an SRO or allow Finra to examine dually registered advisers.
The report cited a lack of SEC resources for adviser oversight. The agency last year examined only 9% of the 11,800
registered investment advisers. It also stated that one-third of advisers have never been examined.
―There is a gap in consumer protection,‖ Ms. Hoffman said. ―Nobody really disputes this fact.‖
But there is sharp disagreement over whether an SRO is necessary. Most advisers resist an SRO — and they are ada-
mantly opposed to Finra's becoming the SRO.
They question whether the organization has the ability to enforce a principles-based fiduciary duty when its experi-
ence has been with the rules-based suitability standard. Finra maintains that it would develop a separate regulatory
regime for advisers that is sensitive to industry characteristics and is shaped with the input of advisers.
SRO opponents advocate the user-fee approach because they want the SEC to maintain its oversight of advisers.
They were dealt a setback recently when the Consumer Federation of America announced that it would support an SRO
over the status quo. But the group stressed that it still prefers bolstering SEC resources so that it can keep adviser
work under its roof.
―I don‘t see this as a seismic shift in the CFA position,‖ said Marilyn Mohrman-Gillis, managing director of public policy
and communications at the Certified Financial Planner Board of Standards Inc., a leading proponent of bolstering the
SEC. ―We don‘t feel like we‘ve lost an ally at all. They made it clear that they believe SEC oversight with adequate
funding is the best solution.‖
Congress, however, is not showing any inclination to provide the SEC the resources it says it needs to implement Dodd-
Frank and perform its core duties. The House Appropriations Committee passed a bill in June that would freeze the
SEC's budget at $1.18 billion, which is $222 million less than the Obama administration's request for fiscal year 2012.
Ms. Hoffman said that it's too early to gauge congressional sentiment on the SRO issue.
―At this point, it's about educating members of Congress,‖ she said of NAIFA's lobbying efforts.
The topic may come up at an Aug. 4 hearing of the House Financial Services Committee on SEC reform. The panel will
focus in part on a study by The Boston Consulting Group, also mandated by Dodd-Frank, that recommends that the
agency improve its oversight and coordination of SROs such as Finra.
THE VALLEY ADVISOR—September 2011
ADVOCACY NEWS ….
From your Nat iona l
Committee Cha irman,
Adam Mosbach, C F P , C h F C
WE GRATEFULLY
ACKNOWLEDGE OUR
ANNUAL SPONSORS:
DIAMOND LEVEL:
The Dollarhide Financial
Group, LLC/MassMutual
www.dollarhidefinancial.com
EMERALD LEVEL:
John Driscoll & Co., Inc.
http://jdriscollco.com/
SAPPHIRE LEVEL:
Principal Financial Group
http://www.principal.com/
index.shtm
6
So what do you say when someone says, ―So what do you do?‖ It is
not as simple as you might think to grab someone‘s interest and at-
tention. But if you put a little thought into it you can give a response that will spark curiosity and
move the potential relationship along.
The elevator introduction is the shortest answer to the question, ―What do you do?‖
It needs to give the person an understanding of the essential nature of your business and the value of
the services you provide. Short doesn‘t mean easy and winging it doesn‘t mean good!
Here are 5 floors to visit on your way to an Effective Elevator Introduction:
Have one- You are missing opportunities
Recognize the worth of being able to sound inspiring vs. boring when asked the question. Remember, you
never know who is asking you what you do and that the average person knows at least 200 people. Just because they
might not be the ‗right‖ fit, someone they know may be. Share yourself and your target markets.
You are your own walking Billboard
First impressions are lasting impressions and they typically only take seconds to be formulated. Present yourself
the way that you want to be remembered. Dress the part. You never know who you will meet.
Elevator Intro vs. Sales Pitch
Your objective is to spark curiosity in you! People know when they are being sold.
An effective intro will accomplish these 5 things:
Create Curiosity. Listen for responses like; ―How do you do that? Can I get your contact information? You
should talk to [fill in the blank].
Articulate a target market. The more focused and targeted the better. It helps jog the person‘s memory
for someone that may be the profile you are seeking.
Highlight a problem that you solve. Avoiding pain is more motivating than seeking pleasure for most, but
both can be effective. Express the benefits of working with you. Share an example of how someone
has benefitted from working specifically with you.
Share your uniqueness. How are you different than most? Use verbs like, ―teach‖, ―guide‖, ―advise‖,
―educate‖, ―support‖. Tell a story to demonstrate what sets you apart.
Present an opportunity for action. Most agents don‘t do this in an elevator intro. Offer free information, a
link to a web site or linked in. Invite them to an event or group. Provide something that can further the
connection.
Humor Helps
Examples are; a health insurance specialist who tells others she ―protects body parts‖ and the LTC insurance spe-
cialist who says he helps people ―avoid becoming Wal-Mart greeters during their retirement.‖ A little humor and
confidence can go a long way!
Tell your story; if not yours, someone’s
‗The best way to tell you about what I do would be to give you an example.‖ Stories resonate and they connect
people emotionally. What is your story? Why are you in the business? This is a great way to tell people with enthu-
siasm and confidence your passion for helping people.
If your story is based on pain that you or someone you know experienced, this can be a powerful way to help people
really connect with you and want to learn more.
THE VALLEY ADVISOR—September 2011
5 Floors to an Effective
Elevator Introduction
NAIFA-Phoenix wins the
NAIFA-Arizona’s Martinez
Community Service Award
for 2010-11 again this
year!
Vlasta Duffy, CLU, ChFC, Golf
Tournament Chairman accepts
the coveted Award at the State
ALC Meeting, Aug. 12, 2011
Thanks to Bennett Conklin,
Community Outreach Chairman
and all of his committee for
their outstanding efforts which
benefited FutureforKids!
7
THE VALLEY ADVISOR—September 2011
every third Tuesday of the month,
or a biannual charity auction.
If space is available, this is a good
place to insert a clip art image or
some other graphic.
This story can fit 175-225 words.
If your newsletter is folded and
mailed, this story will appear on the
back. So, it‘s a good idea to make it
easy to read at a glance.
A question and answer session is a
good way to quickly capture the
attention of readers. You can either
compile questions that you‘ve re-
ceived since the last edition or you
can summarize some generic ques-
tions that are frequently asked
about your organization.
A listing of names and titles of
managers in your organization is a
good way to give your newsletter a
personal touch. If your organization
is small, you may want to list the
names of all employees.
If you have any prices of standard
products or services, you can in-
clude a listing of those here. You
may want to refer your readers to
any other forms of communication
that you‘ve created for your organi-
zation.
You can also use this space to re-
mind readers to mark their calen-
dars for a regular event, such as a
breakfast meeting for vendors
B a c k P a g e S t o r y H e a d l i n e
Caption describing picture or graphic.
Committed to Your Career?
NAIFA MEMBERSHIP CAN IMPROVE YOUR BOTTOM LINE and PROTECT YOUR LIVELIHOOD!
With 200,000 members and their associates nationwide, NAIFA is the largest financial services mem-
bership association in the United States. NAIFA is a federation of 700 state and local association all
striving for the same common goal: to protect your livelihood and your clients' financial security. Join
today and get the power of NAIFA behind you!
Connections That Count: Just as you connect your clients to the services they need, NAIFA con-
nects you to the resources you need to be successful. We are your voice on Capitol Hill and in your
backyard, fighting for a positive legislative and regulatory environment for insurance and financial
professionals. We provide education and networking opportunities that help your business grow.
NAIFA communications — in print and online — enhance your understanding of the industry.
Member Benefits Include:
ADVOCACY: There is power in numbers! Our voices must be heard at the state and federal gov-
ernmental Levels. NAIFA’s staff of experienced lobbyists works with Members of Congress and
state legislatures to protect your career and your valuable business interests. Stay connected and
involved with NAIFA Frontline and Action Alerts that help you protect your business and your cli-
ents.
SALES IDEAS AND PRACTICE RESOURCES: NAIFA Members have access to valuable sales and
practice management tips, business resources and product discounts through the association’s
award winning national magazine, Advisor Today, as well as online publications like e-tips and web
exclusive features on AdvisorToday.com
PROFESSIONAL DEVELOPMENT AND NETWORKING: Earn valuable continuing education credits
and network with some of the industry’s most respected and successful professionals. NAIFA’s
results oriented programming is specifically tailored to provide you with tools necessary to compete
and succeed in our changing industry. Stay ahead and stay connected by attending local, state
and national association meetings.
INDUSTRY WIDE RECOGNITION AND AWARDS: Use your NAIFA membership to qualify for
industry-wide recognition like the Million Dollar Round Table (MDRT), the National Quality Award,
the National Multiline Award, The National Sales Achievement Award and the Life Underwriter
Training Council Fellow (LUTCF) designation.
Www.naifa.org or call 1-877-TO NAIFA (866-2432)
We‘re on the
Web!
Www.naifaphx.org
NAIFA-Phoenix
3030 E. Ocotilla Lane
Phoenix, AZ 85028
Email:
naifaphx@cox.net
ANNUAL DUES $550
Includes Local, State and
National Dues
Regular Luncheons/Meals are
included in the Membership
Fee
PROTECT YOUR
LIVELIHOOD!
8
A REMINDER:
When you receive a
GOV ALERT, please
read and respond!
NAIFA is your voice on Capitol Hill, and with a
powerful government relations and political
grassroots team on your side, NAIFA works
as your personal advocate in Washington, D.C.,
and in state legislatures, educating and lobby-
ing lawmakers to protect the insurance and
financial-services industry and the interests
of your clients.
9
THE VALLEY ADVISOR—September 2011
B a c k P a g e S t o r y H e a d l i n e
Caption describing picture or graphic.
President: Brad Burr, CFP 602-385-7086 bburr@lovitt-touche.com
President-Elect/Co-Membership Chair: Scott Craddock, CSA
602-230-2995 craddocksp@hotmail.com
Secretary/Treasurer & Advertising & Sponsorship Chairman:
Susan Carlson 602-381-8500 susan@heartlandltc.com
Immediate Past President/Membership Chair: Dan Miller
480-638-2148 dmiller10@metlife.com
National Committeeperson: Adam Mosbach, CFP, ChFC 480-824-4114
Adam.mosbach@lfg.com
Director/Programs/Professional Development/Community Outreach
Michael Abbate 480-246-0168 Michael@mabbate.com
Director/Golf Tournament Chair: Vlasta Duffy, CLU, ChFC
480-305-5676 vduffy@financialguide.com
Director: Heather Ladd 480-293-8400
heather.ladd.iya7@statefarm.com
Director/Government Relations Chair: Stan Pelcher, LUTCF
602-224-3889 spelcher@pfc.nef.com
IFAPAC Chair: Bill Cassidy, CLU, ChFC, LUTCF 602-230-2995
billc@scaaz.com
Association Administrator: Betty Hartnett, CLU, FLMI
602-374-2385 or 602-317-4438, FAX: 602-305-9830
naifaphx@cox.net
3030 E. Ocotilla Lane, Phoenix, AZ 85028
2 0 1 1 - 2 01 2 NAI FA - P h o e n i x B o a r d o f
D i r e c t o r s a n d C h a i rm e n
ANNUAL DUES $550
Includes Local, State and
National Dues
Regular Luncheons/Meals
are included in the
Membership fee
PROTECT YOUR
LIVELIHOOD!
We‘re on the
Web!
Www.naifaphx.org
10
B a c k P a g e S t o r y H e a d l i n e
Caption describing picture or graphic.
HAVE YOU CONTRIBUTED TO YOUR IFAPAC YET
THIS YEAR?
HELP SUPPORT & PROTECT YOUR PROFESSION BY
MAKING A CONTRIBUTION TODAY ….
CONTACT IFAPAC CHAIRMAN, BILL CASSIDY at
602-230-2995 TO CONTRIBUTE OR FOR MORE
INFORMATION!
Investor Level - $50 – 99
Century Level - $100 - $199
Ambassador Level - $200 - $299
Statesman Level - $300 - $499
Envoy Level - $500 - $999
Diplomat Level - $1,000 - $2,499
Emissary Level - $2,500 - $4,999
Capitol Level - $5,000
NAIFA's Political Action Committee is the top PAC in the insurance industry
and ranks among the top one percent of all 3,700 PACs registered with the
Federal Election Commission. In the last election cycle, the national IFAPAC
and the 50 state IFAPACs contributed approximately $3 million to federal
and state candidates and committees.
The term Insurance and Financial Advisors Political Action Committee
(IFAPAC) describes the PAC sponsored by NAIFA at the federal level and
the PACs sponsored by each state association.
ANNUAL DUES $550
Includes Local, State and
National Dues
Regular Luncheons/Meals
are included in the
Membership fee
PROTECT YOUR
LIVELIHOOD!
We‘re on the
Web!
Www.naifaphx.
org
THE VALLEY ADVISOR—SEPTEMBER 2011
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