september 2011 protect your livelihood ! ! the valley …program: business practices speaker tba...

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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

[email protected] 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


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



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


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

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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

[email protected]

Or calling: 602-374-2385

Or faxing: 602-305-9830

We‘re on the Web!

Www.naifaphx.org

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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.


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

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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.


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!

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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:

[email protected]

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




President: Brad Burr, CFP 602-385-7086 [email protected]

President-Elect/Co-Membership Chair: Scott Craddock, CSA

602-230-2995 [email protected]

Secretary/Treasurer & Advertising & Sponsorship Chairman:

Susan Carlson 602-381-8500 [email protected]

Immediate Past President/Membership Chair: Dan Miller


National Committeeperson: Adam Mosbach, CFP, ChFC 480-824-4114

[email protected]

Director/Programs/Professional Development/Community Outreach

Michael Abbate 480-246-0168 [email protected]

Director/Golf Tournament Chair: Vlasta Duffy, CLU, ChFC


Director: Heather Ladd 480-293-8400

[email protected]

Director/Government Relations Chair: Stan Pelcher, LUTCF


IFAPAC Chair: Bill Cassidy, CLU, ChFC, LUTCF 602-230-2995

[email protected]

Association Administrator: Betty Hartnett, CLU, FLMI

602-374-2385 or 602-317-4438, FAX: 602-305-9830

[email protected]

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


National Dues

Regular Luncheons/Meals

are included in the

Membership fee

PROTECT YOUR

LIVELIHOOD!

We‘re on the

Web!

Www.naifaphx.org

10



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


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

september 2011 protect your livelihood ! ! the valley …program: business practices speaker tba...

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