naifa-dallas and our 2015-2016 program sponsor are proud to … · 2020-04-19 · c u r i n g a m e...
TRANSCRIPT
DECEMBER 2015 | VOLUME 88 | NO. 4 A publication of the National Association of Insurance and Financial Advisors – Dallas
connections that count
IN THIS ISSUE:
5 | 2015-16 NAIFA-Dallas Programs
6 | 2015-16 President’s Cabinet
7 | 2015 IFAPAC Contributors
8 | Need Continuing Education?
10 | FREE One-Year NAIFA Membership Deadline Extended
11 | Advisor of the Year and Hall of Fame Awards Dinner
12 | NAIFA Conference Report
www.naifadallas.org
NAIFA-DALLAS was founded in 1913 as the Dallas Association of Life Underwriters (DALU)
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NAIFA-Dallas and our 2015-2016 Program Sponsor are proud to present:
NAIFA-DALLAS PROGRAMThursday | December 3, 2015
Bryan Flanagan Flanagan Training
Separating Yourself from the Competition: Compete on Value, Not on Pricesee page 5
DECEMBER 2015 | FAN | 2
Pub5597 GEAR 2013-13036
How can you help your clients make more informed decisions?
Tell them something they’ve never heard before.
Registered Representative and Financial Advisor of Park Avenue Securities LLC (PAS) 14990 Landmark Blvd. Suite 300 Dallas TX, 75254 214-346-0985. Securities products/services and advisory services are offered through PAS, a registered broker/dealer and investment advisor. Financial Representative, The Guardian Life Insurance Company of America, New York, NY (Guardian). PAS is an indirect, wholly owned subsidiary of Guardian. This firm is not an affiliate or subsidiary of PAS or Guardian. |PAS is a member FINRA, SIPC|
The Living Balance Sheet® and the Living Balance Sheet® Logo are registered service marks of The Guardian Life Insurance Company of America (Guardian), New York, NY.The graphics and text used herein are the exclusive property of Guardian and protected under U.S. and International copyright laws. © Copyright 2005 – 2013, The Guardian Life Insurance Company of America.
The Living Balance Sheet® is a revolutionary financial model that helps you build a stronger relationship with your clients. As an exclusively authorized user of The Living Balance Sheet®, you’ll provide insight your clients have never
heard before. Give them a big-picture view of their finances. And help them make better decisions through every phase of their financial life.
To learn more, call Thomas Zanovich, CFS at 214-346-0985, or email [email protected].
Thomas Zanovich CFSManaging DirectorOpes One Advisors
15303 N. Dallas ParkwaySuite 550
Addison, TX 75001
DECEMBER 2015 | FAN | 3
Name _______________________________________________ Company ________________________________________________
Address _____________________________________________ City ___________________________ State _____ Zip ____________
Phone ________________________ Fax _______________________ Email _______________________________________________
Check (payable to NAIFA-Dallas) Charge (circle one) VISA MC AMEX Zip Code on billing statement _________________
Credit Card # ________________________________________________________ Expires on _____ / _____ Security Code __________
MAIL TO: NAIFA-Dallas, 16990 Dallas Parkway, Suite 212, Dallas, Texas 75248ONLINE: www.naifadallas.org | SCAN/EMAIL: [email protected]
No refunds unless 24-hour cancellation notice is given.
REGISTRATION FORM
NAIFA-DALLAS PROGRAM PAGE 5
2015-2016 Program Sponsor: The Plus Group Date Time Location Cost
12/3/15 11:15 am - Prestonwood Country Club $25.00 Pre-registered 2015 NAIFA-Dallas Members & their guests 1:00 pm 15909 Preston Road $30.00 at the Door $35.00 Non-members Dallas, TX 75248 2015-16 Meal Plan 2015-16 President’s Cabinet-Prepaid $10 Prospective Members (maximum of 4 consecutive months)
Welcome Pacific Life – December Honor Agency
CE PROGRAM | Following NAIFA-Dallas Luncheon at Prestonwood Country Club PAGE 8
Date Time Course Member | Non-Member 12/3/15 1:15-2:15 pm What Clients Don’t Know About Long-Term Care FREE | $25.00
(1-hr CE) Moderated by Jane Forbes, CFP, CLU, CLTC Sponsored by Pacific Life & Kevin Olson, CRC
ADVISOR OF THE YEAR & O.C. JACKSON HALL OF FAME AWARDS DINNER PAGE 11 Date Time Location
1/14/16 6:30-9:00 am III Forks | 17776 Dallas Parkway, Dallas, TX 75287
Sponsor Packages | See page 11 for sponsor benefits PAGE 11 Diamond Sponsor | $500 Gold Sponsor | $250 Silver Sponsor | $150 Individual Ticket | $50
Save the DatesBOWLING BASH | 3/8/16 | Strikz, 8789 Lebanon Road, Frisco, TX 75034
RACE FOR SUCCESS | 5/13/16 | Lone Star Park, 1000 Lone Star Parkway, Grand Prairie, TX 75050
DECEMBER 2015 | FAN | 4
2015-2016 BOARD OF DIRECTORSOFFICERS
NAIFA-DALLAS STAFF 972.991.2364 | www.naifadallas.orgKaren True, Executive Vice President | [email protected] Pam Thompson, Executive Administrative Assistant | [email protected]
IMPORTANT NUMBERSDAHU | Donna McCright, CBA, SGS, LTCP | 214.505.3733Dallas Estate Planning Council
Teresa Moore | 214.340.8020FPA DFW | Melisa Hall | 972.747.0407IFAPAC | Imelda Banda | 214.324.0324IFAPIC | Steve Anderson, LUTCF | 972.424.0484
NAIFA National | 877.866.2432NAIFA-Texas | 512.716.8800SFSP | Patricia Pattison | 817.370.8991WIFS DFW | Patricia Pattison | 817.370.8942Young Advisors Team | Jessica Gibbons | 972.736.9797
Bob Yarborough | 214.420.0158
DIRECTORSCONTENTS 3 | Registration Form
4 | Officers, Directors and Staff
4 | Important Numbers
5 | NAIFA-Dallas Program, 12/3/15 Bryan Flanagan, “Separating Yourself from the Competition: Compete on Value, Not on Price”
5 | 2015-2016 NAIFA-Dallas Programs
5 | Clean Start Initiative
6 | President’s Message
6 | 2015-2016 President’s Cabinet
7 | 2015 IFAPAC Contributors
8 | 1-Hour CE Course Following 12/3/15 Luncheon, “What Clients Don’t Know About Long-Term Care”
9 | Welcome New Members
10 | FREE One-Year NAIFA Membership Deadline Extended
11 | Advisor of the Year and O.C. Jackson Hall of Fame Awards Dinner
12 | NAIFA Conference Report
14 | Thank You Sponsors & Exhibitors
ADVERTISER INDEX 10 | Core Insurance
8 | DI Broker
11 | The Fisher Agency
7 | Insurance Designers
10 | Insurmed Services
2 | OpesOne Advisors/Guardian
9 | Principal Financial Group
9 | Rice & Rice, PC
NAIFA–DALLAS Editorial and Advertising Office16990 Dallas Parkway, Suite 212 Dallas, TX 75248 972.991.2364 www.naifadallas.org | [email protected]
The Financial Advisor News is produced 10 times per year by NAIFA-Dallas. Annual subscription is $1.00 per year for members only. Subscription is included in the dues. Unless specifically stated, the publishing of an article or an advertisement does not imply endorsement by NAIFA-Dallas of either the views expressed or the products advertised.
Financial Advisor NewsFAN
Member InvolvementMary LyonsPersonal Economics Group214.624.5627 [email protected]
Planning & DevelopmentRyan Soulier, CFP, CLUNorthwestern Mutual972.731.4035 [email protected]
ProgramsChristi M. Daughenbaugh, CLTC, CSABorden Hamman Agency214.420.4120 phone214.302.8218 [email protected]
Professional DesignationsKarla Strynadka, CLU, ChFCPrincipal Financial Group972.232.5088 x3406 [email protected]
PresidentCheri C. StanwixStanwix Insurance and Benefits214.455.6623 [email protected]
President-ElectRuth ShannonState Farm972.735.9797 [email protected]
Government RelationsBrad Campbell, CLU, ChFC, CASLState Farm972.795.7841 [email protected]
Professional DevelopmentKarl A. Drescher, Jr., FSS, LUTCF, RICPMutual of Omaha972.424.0484 x227 phone972.874.1234 [email protected]
Community RelationsMark D. ElderNew York Life972.377.5214 [email protected]
SecretaryDanny O’Connell, MBABenefit Resource Group214.750.7557 phone214.750.6101 [email protected]
Treasurer/Chief Investment OfficerMel Meyers, CLU, ChFC, AEP ARMOR Wealth Management469.737.4119 [email protected]
Immediate Past PresidentGrover BrillhartARMOR Wealth Management469.737.4117 [email protected]
National CommitteewomanTallie O. Young, RFC, LUTCFTallie O. Young & Associates214.420.0158 phone214.420.0174 [email protected]
NAIFA-Texas TrusteeLesley Pinckard, CLU, LUTCF, FSSQuestar Capital817.810.0105 [email protected]
Executive Vice PresidentKaren H. TrueNAIFA-Dallas972.991.2364 [email protected]
MembershipClaudia Foraker, NRCMAInsurmed Services972.404.8113 phone972.404.8116 [email protected]
DECEMBER 2015 | FAN | 5
December Honor Agency is Pacific LifePre-register and you will be seated at the Honor Agency reserved table.
TO REGISTER: Fill out the registration form on page 3 and submit via: Scan/Email: [email protected] or Register Online: naifadallas.org
NAIFA-DALLAS PROGRAMThursday | December 3, 2015 | Prestonwood Country Club
NAIFA-Dallas and our 2015-2016 Program Sponsor are proud to present:
“Of all the helping professions, selling ranks with the best of them! Selling is a great way to make a living. I love the sales profession; I love sales people; and I enjoy selling. Yet, selling is
also a challenge. Think about it: If selling were easy, sales managers would still be doing it!” – Bryan Flanagan
Join us for a fast-paced, action-packed sales program. You don’t want to miss this luncheon!
Topics to be addressed:
• Selling more!
• Interpreting your value so you don’t have to defend your price
• Implementing four professional selling principles
• Selling is a proud profession!
• Having fun as you learn!!!
Bryan Flanagan has invested 40+ years learning the sales profession, growing through his profession, and enjoying the journey. He spent 14 years with the IBM Corporation as a salesman, a “people manager” and as a sales instructor at IBM’s National Training Center. He then spent 30 years as Director of Corporate Training for the internationally known Zig Ziglar Corporation. The last few years have been spent in a witness protection program for recovering sales managers!
You will find that Bryan is a triple threat speaker: he is entertaining, he is encouraging, and he always finishes on time!
Save the Dates
2015
12/2 | Dallas Chapter Society FSP Special Needs Planning & Trusts Tresi Weeks & Chris Klemme Maguire’s North Dallas 3:00 - 5:00 pm
12/3 | NAIFA-Dallas Luncheon & CE Bryan Flanagan, Separating Yourself from the Competition 1-Hr CE: What Clients Don’t Know About Long-Term Care CE Sponsor: Pacific Life & Kevin Olson (see pages 3, 5, 8)
12/16 | Estate Planning Council N TX Why Current Developments in Life Should be of Interest to You Kristen Bulat Gleneagles Country Club 7:30 - 9:00 am
2016
1/14 | Awards Dinner III Forks, 6:30 - 9:00 pm (see page 11)
1/26 | YAT Social
1/28 | NAIFA-Dallas Luncheon & CE Toni Harris, Marketing Strategies CE Sponsor: The Plus Group
2/5 | LILI Graduation
2/5 - | NAIFA-Texas Annual Conference Hilton Post Oak, Houston, TX
2/9 | Lunch ’n Learn
2/25 | NAIFA-Dallas Luncheon & CE
3/8 | Bowling Bash, Strikz
3/24 | NAIFA-Dallas Luncheon & CE Practice Management Panel: Sales Ideas
4/12 | Lunch ’n Learn
4/28 | NAIFA-Dallas Luncheon & CE CE Sponsor: The DI Center
5/13 | NAIFA-Dallas Race for Success Lone Star Park
5/26 | YAT Social
6/23 | NAIFA-Dallas Luncheon & CE Celebration of Achievement Installation of 2016-17 Officers and Directors; Daniel Zugell, LUTCF, CLU, ChFC – ESOPs
2/6
Bryan Flanagan, Flanagan Training
Separating Yourself from the Competition: Compete on Value, Not on Price
CLEAN START INITIATIVESupport Homeless Veterans: Donate your unused toiletries
and other items to help a Vet make a clean start.
Donations will benefit Patriot House/Presbyterian Night Shelter’s Veteran Services.
They need the following items: Shampoo & Conditioner, Soap (Bar & Body Wash), Razors & Shaving Cream,
Toothpaste, Toothbrushes, Mouthwash, Wet Wipes
Questions? Contact Melissa at [email protected]
DECEMBER 2015 | FAN | 6
Have you heard the discussion about the Department of Labor’s pending fiduciary ruling? Do you realize NAIFA watches your back in Washington and Austin every day? Our legislative team in
Washington has been fighting for a workable outcome of this ruling for some time. They also monitor proposed legislation and regulations on a daily basis. Watch your email for updates as they are available.
Registration is now open for the 2016 Congressional Conference in Washington D.C., May 24-25, 2016. This is our opportunity to participate and let our voices be heard on Capitol Hill. NAIFA members from every part of the United States travel to Washington D.C. to share NAIFA’s positions with our elected officials. We are one of the few, if not the only, organizations to have a member in every elected official’s jurisdiction. Together, we can and do make a difference! Help protect our industry, our careers, our families, and our clients. I encourage you to join us in Washington D.C., May 24 & 25, 2016 as we share the stories and impact our products have on “Main Street USA” with our lawmakers. Go to NAIFA.org to register TODAY!
Mark your calendars for the NAIFA-Texas Annual Conference, February 5-6, 2016 in Houston. Join members from all over our great state as we hear Stephen Dolce, CFS give an Economic Update, and celebrate our own NAIFA-Dallas Secretary Danny O’Connell graduating from the recent Leadership in Life Institute (LILI). Network with other professionals and participate in the annual business meeting. There will be breakout sessions on social security and medicare, a one-page business plan, and money-saving solutions for the self employed. Registration will open December 1st. Watch for the email in your inbox.
Your NAIFA-Dallas board of directors recently adopted a new policy on recruiting and
association activities. We want to make NAIFA-Dallas activities a safe haven for learning. Thank you in advance for working together to share with members while not using the activities as a forum or means to actively or directly recruit other members or prospective members to your companies or agencies (i.e. proselytizing). Association time and resources must focus on NAIFA-Dallas’ mission to advocate for positive legislative and regulatory environment, enhance business and professional skills, and promote the ethical conduct of our members. Proselytizing is not consistent with this mission and is not appropriate association business.
Thanks to great board members and volunteers, there are a number of opportunities in the coming months to engage in locally. Sponsors recently received a “Got NAIFA” packet outlining all the year’s sponsorship opportunities and events and how they can be involved to reach our membership. If you have not received yours or have questions, please call the NAIFA-Dallas office at 972.991.2364. The first event of 2016 is the Advisor of the Year and O.C. Jackson Hall of Fame Awards Dinner, Thursday, January 14th at III Forks Restaurant. See page 11 for more details. Make plans to have a team participate in the Bowling Bash, Tuesday, March 8th at Strikz in Frisco and mark your calendar for the Race for Success all day Friday, May 13th at Lone Star Park.
Collect your unused toiletries (travel size are easy) and bring them to our next monthly luncheon to donate to the Clean Start Initiative (see page 5) which supports homeless veterans. They need shampoo, conditioner, soap and body wash, razors and shaving cream, toothpaste, toothbrushes, mouthwash, and small wet wipe packages. I look forward to seeing you at Prestonwood Country Club, Thursday, December 3rd at 11:15 a.m. to hear Bryan Flanagan (see page 5).
Happy Thanksgiving,
PRESIDENT’S MESSAGECheri C. Stanwix | 2015-2016 NAIFA-Dallas President
2015-2016 President’s Cabinet
Cheri C. Stanwix(at press time)
Steve Anderson, LUTCF
David Ayres, CLU
Imelda Banda
David Blanchard, CLU, ChFC
Lane Boozer, LUTCF
Grover Brillhart
Brad Campbell, CLU, ChFC, CASL
John Connally, LUTCF
Jim Coyle, CLU, RHU, REBC
Howard Crissey, CLU, ChFC
Christi Daughenbaugh, CLTC, CSA
Scott Dial
Karl Drescher, Jr., FSS, LUTCF, RICP
Tom DuRoss
Donna Thomas Edwards, LUTCF, CASL
Mark Elder
Mike Evans, CLU, ChFC, LUTCF
Danny Fisher, CLU, ChFC
Claudia Foraker, NRCMA
Randy Ford, CLU, ChFC
Frank Frey, CLU, LUTCF
James Garner, CLU, ChFC, AEP, CAP
Jessica Gibbons
Andra Grava, CLU, RHU
Stephen Harris, CLU, ChFC
Todd Healy, CLU, ChFC, AEP, CAP
Beth Henderson, CLU, ChFC
Joseph Kane, CLU, ChFC, RFC, MBA
Lloyd Lowe
Mary Lyons
Lee McCasland, CLU, ChFC, CASL
Mel Meyers, CLU, ChFC, AEP
Yuka Nakahara-Goven, CLU, MBA
John Norman, CLU, ChFC
Danny O’Connell, MBA
Joe Radovic, CLU, ChFC, CFP, MSFS
Randy Robertson, LUTCF
Ruth Shannon
Karla Strynadka, ChFC, CLU
Jeff Taber, CLU, CFS
Liz Wilson
Bob Yarborough
Tallie O. Young, RFC, LUTCF
DECEMBER 2015 | FAN | 7
2015 IFAPAC ContributorsCongressional Council ($3,500+)
Andra Grava
Diplomat ($1,000-$2,499)
Lane Boozer
Todd Healy
Yuka Nakahara-Goven
Randy Robertson
Ruth Shannon
Tallie O. Young
Envoy ($500-$999)
Steve Anderson
Grover Brillhart
Brad Campbell
Cylinda Clark
Scott Dial
Karl Drescher, Jr.
Joseph Kane
John Norman
Daniel O’Connell
Karen True
R. Keith White
Statesman ($300-$499)
Fred Badyna
Christi Daughenbaugh
Stephen Harris
Lannie Jackson
Beverly Norman
Timothy Olsen
Valli Sellers
Cheri Stanwix
Ambassador ($200-$299)
Imelda Banda
Charles Bender
Howard Cohen
John Connally, Jr.
Raymond Crawford, Jr.
Mark Finley
Claudia Foraker
James Garner, Jr.
Robert Hopper
Guy Jones
Michael Kolacz
James Lester
Ambassador (cont.) ($200-$299)
Stephen Maus
Jack McGrael
Mel Meyers
Joseph Radovic
Darrell Tate
Bob Yarborough
Century Club ($100-$199)
Charles Belcher
David Blanchard
Jana Bloom
James Cuthbert
Donna Edwards
Jim Evans
Mike Evans
Danny Fisher
Frank Frey, Jr.
Jessica Gibbons
Larry Harberson
Melinda Harris
Seth Hudgins
Martin Leinneweber
Century Club (cont.) ($100-$199)
Larry Libby
Lee McCasland
Bill Montague
Neil Riddick
John Rivard
James Schwartz
Harold Shepard
William Skeeters
Karla Strynadka
Bonnie Walker
Greg Ward
Pat Wilder
Investors ($50-$99)
Danny Boyd
Richard Christy
Howard Crissey
(at press time)
With 20 years of underwriting experience we could be the difference in placing the case or not. We are here for you!
DECEMBER 2015 | FAN | 8
Studies show that producers who regularly offer Disability Insurance to their clients also sell more life insurance than those who don’t. Almost 50% more according to a survey conducted by a large mutual company; surprisingly, less than 10% of producers claim to regularly offer DI. Just saying…
Disability and Long Term Care Products & Services
Howard S. Hanger, RHU, LTCP 5001 Spring Valley Rd. #400E
Dallas, Tx 75244 (877) 636-2112 Toll Free
(469) 233-9674 Cell [email protected]
www.dibroker.com
1-Hr CE Following 12/3 LuncheonSponsored by: Pacific Life & Kevin Olson1:15 - 2:15 pm | Prestonwood Country Club | 15909 Preston Road, Dallas, TX 75248 1-Hour CE | FREE NAIFA-Dallas Members | $25.00 Non-Members
What Clients Don’t Know About Long-Term CareCOURSE DESCRIPTION: Starting in 2011, Baby Boomers began to turn age 65. 10,000+ a day will turn age 65 for the next 18 years and will be eligible for Medicare. This course will discuss three driving factors why you should care about long-term care: 1) Aging population; 2) Growing costs of long-term care; 3) Financial pressures on public funding sources for long-term care. The course will cover terminology, long-term care costs, traditional and hybrid long-term care insurance (LTCI), and planning ideas.
MODERATOR: Jane Forbes, CFP, CLU, CLTC is a long-term care regional director in the North Louisiana, North Texas, and Oklahoma territories for Pacific Life. She is a go-to resource for life insurance with long-term care benefits. She brings more than 20 years of experience to her current role at Pacific Life.
Jane began her career as a paralegal before moving on to financial services. Prior to joining Pacific Life, she was a financial advisor, advanced case design
specialist, senior field consultant, and a regional marketing director for Lincoln MoneyGuard.
Jane received her Bachelor of Science in Business Administration from Drake University in Des Moines, Iowa. She holds FINRA Series 6, 7, 24 and 63 licenses, and has earned the CFP, CLU and CLTC designations.
Jane is from Carroll, Iowa, and lives in Frisco with her husband, Scott. When not working, she enjoys spending time with family, playing golf, exercising, and reading.
SPONSOR: Pacific Life & Kevin Olson, CRC | 800.722.2333 x2216 | [email protected] 700 Newport Center Drive, Newport Beach, CA 92660
Kevin Olson, CRC travels throughout North Texas working with financial professionals in the Independent Planner Channel. As a certified wholesaling consultant, Kevin has spent three years earning this Pacific Life certification and mastering skills in the areas of public speaking, interviewing, referral strategies and the sales process with the goal of bringing more value to financial professionals.
With more than 20 years of industry experience, Kevin delivers proven solutions to help financial professionals and their clients understand the benefits of Pacific Life’s products in simple terms while providing a level of service that builds long-lasting business relationships. His primary goal is to provide proven sales ideas and creative marketing ideas that help make financial professionals’ lives easier and more profitable.
Kevin offers the following business-building services: client seminars and workshops; business-building seminars; industry and product training; continuing education training; and individual client meetings. He earned his Bachelor of Business Administration in Marketing and Minor in Communications from the University of Iowa. He is a Certified Retirement Counselor and holds Series 7, 26, 63, and Texas Life Licenses. Kevin is Dale Carnegie Certified and a Pacific Life Certified Wholesaling Consultant.
Kevin enjoys spending time with his family, golfing, tennis, and shooting sports.
TO REGISTER: Fill out the registration form on page 3 and submit via: Fax: 972.934.1217 or Scan/Email: [email protected] or Register Online: naifadallas.org
IFAPAC ContributionDeadlines
Friday, December 11 – Last possible day to mail check and credit card contributions to IFAPAC at P.O. Box 759063, Baltimore, MD 21275-9063. You cannot overnight any contributions to the P.O. Box address.
Begin overnighting contributions to: IFAPAC, 2901 Telestar Court, 6th Floor, Falls Church, VA 22042.
Additionally, you can fax or email (but not both!) credit card contributions to IFAPAC at 703.770.8151 or [email protected].
Monthly Contributions – Monthly Credit Card New Enrollment Forms received after Friday, December 18 and Monthly Bank Draft New Enrollment Forms received after Tuesday, December 22nd will not be processed in time for a 2015 contribution.
Thursday, December 31 – Check and Credit Card Contributions whether online, by mail, fax or email must be RECEIVED at IFAPAC by 10:00 am Eastern. All contributions received after 10:00 am December 31, 2015 will be processed as 2016 contributions.
DECEMBER 2015 | FAN | 9
WE’LL GIVE YOU AN EDGE®
For all your ancillary group benefit needs
Please contact: Mark A. Montesi
[email protected] 972-232-6859
(972) 997-8220
Welcome New MembersMichael Allen Prudential Advisors
Alberto Barron Ameriseguros (MetLife)
Kim Cao Transamerica
Amolee Chavda Prudential Advisors
Adam Crum Anderson Estate Planning, PLLC Sponsors: Mel Meyers & Karen True
Anthony D’amico Prudential Advisors
Ian Eshelman Prudential Advisors
Rodney Hawkins Prudential Advisors
Christy Henderson Texas Farm Bureau Insurance
Daniel Hendricks Prudential Advisors
Brent Holtz Brent Holtz State Farm Sponsor: Ruth Shannon
Wesley Keeton Prudential Advisors Sponsor: Greg Odell
Gabriela Morlett Prudential Advisors
Larry Newman Prudential Advisors
Joshua Patterson Prudential Advisors
James Powell Prudential Advisors
Phouthong Sichanthavong Prudential Advisors
David Yarbrough Prudential Advisors
THANK YOU to our October
CE Sponsor
Scott Dial214.346.0985
DECEMBER 2015 | FAN | 10
ATTENTION INDEPENDENT AGENTS!
Are you ready to work with an agency that provides you with both
training and support?
Consider joining the CORE BENEFITS TEAM and grow alongside of us. You’ll have the
ability to offer your clients a wide range of health, life and
supplemental options.
Ask me how easy they are to work with!
Dana Call, Licensed Agent Mobile: 214-385-0014
2300 Valley View Lane Suite 550
Irving, TX 75063 www.mycoreinsurance.com
Claudia ForakerPresident
Insurmed Services
Concourse Office Park 6330 LBJ Freeway
Suite 130 Dallas, TX 75240
T 972-404-8113 F 972-404-8116
www.Insurmed.com
About NAIFANAIFA is the only organization serving and representing insurance and financial advisors regardless of the products they sell or the focus of their practice. Our focus is to help your business, help you grow your business and promote ethical business conduct.
Here are just a few ways NAIFA helps you grow your business The NAIFA LUTCF® – The Life Underwriter Training Council Fellow designation combines online and classroom learning with field training to equip young agents with the knowledge and skills to advise on the real-life issues of today.
Solutions Sessions – Each month, NAIFA features a different practice management topic and invites young agents to participate in a one-hour, interactive group coaching session led by Advisor Solutions Coach Daniel C. Finley.
NAIFA membership includes more than 50 professional programs, free webinars and products designed to enhance skills and provide value-added business services. New agents also have access to first-rate sales training and the largest mentoring and networking group in the industry as part of the Young Advisors Team (YAT).
NAIFA is the only organization that protects your business Your business – and your ability to help families save for their future – is at risk from threats on Capitol Hill and in every statehouse.
• Only NAIFA has the reach to make your voice heard on every issue.
• Only NAIFA represents you at both the Federal and State level.
• Join NAIFA, and you’ll be joining other advisors in speaking to legislators with one, clear voice.
Act Before Offer Expires December 31st!NAIFA Texas – FREE One-Year Membership if you Join NAIFA Today
For information, contact Monica Lopez at 512.716.8793 or monica.lopez@naifa-texas org
Eligibility: New agents and advisors (who have been in the business for less than 3 years) in Texas (must live or work within the state) are eligible for a FREE one-year membership with NAIFA. The agent or advisor must also join the Texas State association and a Texas Local association.
Valid from April 1, 2015 through December 31, 2015. Open to new NAIFA members only.
Join online at www.NAIFA.organd use promo code
NAIFATXFREE
Get 2015 Tax Deduction!Renewals are the core of your business AND Renewals are the core of your association!
ATTENTION BANK DRAFT MEMBERS: Your membership dues for 2016 will automatically renew on your anniversary date.
RENEW TODAY to support the association which was created to support YOU!
Visit www.naifa.org to renew or update your information.
DECEMBER 2015 | FAN | 11
Advisor of the Year and O.C. Jackson Hall of Fame
Awards DinnerThursday, January 14, 2016 | 6:30 - 9:00 pm
III Forks | 17776 Dallas Parkway | Dallas, TX 75287
You are cordially invited to join us as we announce and honor the 2015 winners of:
ADVISOR OF THE YEAR This award was initiated in 1978 and honors one of our members
for outstanding service and achievement.
O.C. JACKSON HALL OF FAME This award was initiated in 1985 to recognize those
who have given long and meritorius service to our industry.
SPONSOR PACKAGES: Diamond Sponsor | $500
4 Tickets, 4 Drink Tickets, Bottle of Wine, Recognition in Program & Powerpoint, Preferential Seating, Complimentary Valet Parking
Gold Sponsor | $250 2 Tickets, 2 Drink Tickets, Recognition in Program & Powerpoint,
Preferential Seating, Complimentary Valet Parking
Silver Sponsor | $150 1 Ticket, 1 Drink Tickets, Recognition in Program & Powerpoint,
Preferential Seating, Complimentary Valet Parking
Individual Ticket | $50 Complimentary Valet Parking
REGISTRATION: Check desired package above
Name __________________________________ Company __________________________________
Address _________________________City ___________________ State _____ Zip ______________
Phone __________________________ Email_____________________________________________
Check (payable to NAIFA-Dallas) VISA MC AMEX (circle one) Billing Zip _________________
Credit Card # ____________________________________ Expires ____ / ____ Security Code ______
MAIL TO: NAIFA-Dallas, 16990 Dallas Pkwy. #212, Dallas, TX 75248 ONLINE: www.naifadallas.org SCAN/EMAIL: [email protected]
Register securely
online for
all NAIFA events
listed on page 3 at
www.naifadallas.org
DECEMBER 2015 | FAN | 12
NAIFA Career Conference & Annual MeetingNew Orleans, LA | October 3-6, 2015Tallie O. Young, RFC, LUTCF – National Committeewoman
NAIFA-Dallas had a great showing at our annual meeting, including Ruth Shannon, President-Elect; Danny O’Connell, Secretary; Tallie O Young, National Committeewoman; Brad Campbell, Government Relations Director; Imelda Banda, PAC Chair; Jessica Gibbons, YAT Co-chair; Bob Yarborough, YAT Co-Chair; Yuka Nakahara-Goven, Andra Grava, Derek True, Randy Robertston, and Karen True, Executive Vice President, as well as our state representatives, Lane Boozer, Immediate Past President, and Lesley Pinkard, Trustee.
The Opening Ceremony began with the Presentation of Flags, which is a great tradition started by Texan Steve Ehlers years ago. It is a wonderful way to remind everyone that every state is being represented at this great event.
After the welcome by incoming President Jules Gaudreau, Jr. and current President, Juli McNeeley, we got the good news that NAIFA membership has grown in 28 state associations and 267 local associations!
Incoming Secretary Keith Gilles’ address was, “How do we make NAIFA viable today and in the future?” His game plan was: First, we must change our governance structure; second, professionalize our membership process, and consider a financial reward to our members who recruit members, have more state capital events; and third, too many local leaders have done the same position repeatedly. We need to make NAIFA membership a valued investment. He reminded us that 10 years ago many people said New Orleans was not worth rescuing; today, many say the same for NAIFA. I can assure you, New Orleans was vibrant! We can be too!
The Keynote speaker was Bo Eason. He spoke about how we must each have our own story. The three things your story MUST be are personal, physical, and with generosity – give ‘em everything you’ve got! You’ve got to be able to share yourself with others.
Sunday, we heard from Kevin Mayeux, the new NAIFA CEO. He believes in developing effective teams. He’s passionate about achieving organizational goals. He’s been reaching out to NAIFA leaders and sponsors. The average life expectancy of a Fortune 500 company is 40 to 50 years. NAIFA is older than
the top 20 companies in the industry. We ignore lessons of the past at our own peril. In the early 1990s, there were 2000 life insurance companies, now there are 850. Currently, less than 25% of NAIFA agents are captive. Some examples of companies not changing with the times: Blockbuster and Kodak. A company that adapted to challenge: BMW (top selling luxury car in U.S., 11th largest company worldwide). He asked, “How will we change?” 1) We must have an enterprise mindset that is open to change; 2) We must think and act holistically; 3) We must adapt our business model to changing conditions. He asked, “Is your agency changing? A successful business should not look the same way it did even five years ago.” We need to diversify our revenue sources. We need to show value to our corporate partners. VP of Development is a new position at NAIFA. “I ask you to join me in embracing change.”
Later that day, we welcomed the Japanese AIFA and their President, where our own Yuka Nakahara-Goven acted as translator. Then we enjoyed an MDRT Big Idea, “What is your ‘team’ doing to prepare for the ‘big game’?” by Danny O’Connell. His teachable moment was: 1) we have to prepare every day to do the best for our clients. Share your story. 2) We can do everything right, but it’s the little things that make the difference. 3) It can happen to you. 4) Have the conversations with your clients about protecting insurability of their children. 5) Be sure to have the conversations with your clients about the power of cash value.
The next MDRT Big Idea came from Matt Hoesly with Resource One in VA. He is a member of the Heritage Group, a “think tank” for agents who are in the business with their parents. He said we need to maintain consistency in our strategy with our clients and further our education. Your clients are wondering, “When is my current advisor going to retire?” We all need to have a plan in place, and we need to communicate that to our clients. Make sure everything you do is personal. Their newsletter is about them (not business); use lots of photos. Realize “no” doesn’t always mean “no”; sometimes it means “not now”. Sometimes clients move for things that are totally out of your control. Getting published ANYWHERE helps your creditability. A calculated risk can help us grow. Commit to
your decision.
Next on the agenda were the Life Happens presentations. The websites to use are: lifehappenspro.org (for a free trial offer, use “NAIFA”) or lifehappens.org/reallife.
The John Newton Russell Award went to the great Peter Browne with Ameritas. His words of wisdom included types of relationships you need for success in this business: family relationships, client relationships, peer relationships, company relationships (the companies you work with) and industry relationships. The greatness of our industry begins and ends with relationships. The future is not a place we are going to, but one we are creating.
Monday, in her President’s report, Juli McNeeley told us there are now three companies who have implemented auto-enroll NAIFA membership: Prudential, Thrivent and AXA. NAIFA signed a partnership agreement with WIFS. The WIFS Partnership will strengthen members’ access to Professional Education and Political Advocacy. And she reminded us all to ATTEND Congressional Conference on May 24-25 in Washington, DC.
Then Jules Gaudreau, Jr., Incoming President, reminded us we have woven ourselves like golden threads into the financial lives of Americans. For our practices, we must review our model. Does it help our clients both now and in the future? NAIFA will operate under a business plan based on NAIFA 2020. NAIFA must be less reliant on member dues (86% of revenue). We will ask local and state associations to review their member value. We need more key contacts for each legislator. We need to train and support states for days on the Hill. We need to focus on the jobs and support our industry provides. Advocacy involves spreading our message not only to legislators, but to the public. NAIFA represents the boots on the ground in the insurance industry. What will our profession be like in five years?
At the Texas meeting we discussed both resolutions, which would expand governance committee from 10 to 12, adding past
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Our October speaker, Jules Gaudreau, Jr., was installed as 2015-2016 NAIFA President at the Conference in New Orleans.
NAIFA is always there for us, protecting our industry and protecting our careers.
... and Danny O’Connell Randy Robertson, Andra Grava, Derek True, and Lane Boozer get ready to cast their votes.
Your NAIFA-Dallas delegates working for you... (l to r) Tallie O. Young, Bob Yarborough, Imelda Banda, Ruth Shannon, and Jessica Gibbons
Two of our own took center stage, Yuka Nakahara- Goven...
NAIFA Career Conference & Annual MeetingNew Orleans, LA | October 3-6, 2015Tallie O. Young, RFC, LUTCF – National Committeewoman
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presidents, change the chair from Secretary to Immediate Past President, and limit membership on the committee to two consecutive three-year terms. Texas delegates do not vote as a block, but we discuss the issues and candidates before the vote. We also covered the fact that Texas may look at closing more small associations and pull them into Lone Star. The goal is to find additional revenue sources for state. We are currently proactively working with the Texas Department of Insurance.
The Proposed Bylaws Amendment read, “The NAIFA Bylaws assigns the NAIFA Committee on Governance the responsibility to select nominees for Officer and Trustee positions. For years, the Governance Committee has focused, often unsuccessfully, on providing a contested election with as many nominees as possible for Trustee and Secretary. In an effort to bring more potential candidates into the process, the Governance Committee is changing its focus to creating a rigorous vetting process which will result in one committee-endorsed nominee for each
position. This will make it possible for potential candidates to be considered for office without going through a long and taxing campaign and open the process to a larger number of potential candidates. In order to have the best committee and procedures in place to carry out the new nomination process, the committee recommends amendments to the NAIFA bylaws.” The Proposed Bylaws Amendment passed.
Also, we had to vote on the Proposed Resolution. The resolution, proposed by NAIFA-Iowa, would direct the Committee on Governance to submit to the NAIFA Board of Trustees, by January 1, 2016, a proposal to change the nominations and elections process for consideration by the NAIFA Board. The resolution would empower the Governance Committee to propose changes such as a more robust vetting process for potential candidates, nomination of only one candidate for each available position, elimination of a state endorsement requirement for candidates, reduced allowable expenses in the event a candidate runs from the floor, and other
changes the Committee deems appropriate to ensure the best possible candidates are considered for election to the NAIFA Board. The Proposed Resolution did not pass.
The meeting concluded with the vote and election of officers. Keith Gilles, LA, was voted in as the new Secretary. He ran unopposed. Jules Gaudreau, Jr., MA, is the incoming President; Paul Dougherty, MD, is President-Elect; Matt Tassey, MN, is Treasurer; and Juli McNeeley, WI, is Immediate Past President. Elected to the board for the first time are: Aprilyn Geissler, NM; Todd G. Grantham, NC; Bryon A. Holz, FL; Booker Joseph, AL; and Cammie K. Scott, AR. Newly appointed to one-year terms on the Board of Trustees are: Thomas O. Michel, CA; and Van E. Mueller, WI. Remaining on the board as Trustees are: Michael O. Brown, OK; Brock T. Jolly, VA; Charles M. Olson, NE; and James J. Van Ham, IL.
And once again, I would like to remind all of you to please join us at the Congressional Conference on May 24-25 in Washington DC. There is strength in numbers!
DECEMBER 2015 | FAN | 14
THANK YOU 2015-2016 SPONSORS & EXHIBITORS
Is your company listed here and getting free promotion?
If not, why not? Call the NAIFA-Dallas office at 972.991.2364.
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Tom Ditzer | 214.393.1614 [email protected]
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Christi Daughenbaugh | 214.420.41201 [email protected]
Mike Smith, LTCP, SGS | 800.442.4915 [email protected]
Nathan Otto | 513.773.4040 [email protected]
Jack Heller | 214.385.0014 [email protected]
Andra Grava, CLU, RHU | 972.774.9663 [email protected]
Howard Hanger | 469.233.9674 [email protected]
John Davis, Sr., CLU | John Davis, Jr., CLU 214.696.9756 | www.insdesign.com
Claudia Foraker | [email protected]
Scott Fanatico | [email protected]
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Richard Dopson | [email protected]
Reed Schnittker | [email protected]
Mark A. Montesi | [email protected]
Danny Fisher, CLU, ChFC | [email protected]
Kathy & Mark Rice | [email protected]
Ruth Shannon | [email protected]
Scott Dial | [email protected]
GROVER BRILLHART(representing ARMOR Wealth Mgmt.)
Polly Condon | [email protected]
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