NAIFA - Syracuse • 606 State Tower Bldg. • Syracuse, NY 13202 • Phone/Fax: 474-6775 • www.naifanet.com/syracuse/

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NAIFA-SYRACUSE 2014-15 KICK-OFF MEETING

October Meeting Topic: “BUILDING RAPPORT and BECOMING A TRUSTED ADVISOR” We will consider four phases of client trust and learn rapport development techniques with prospective and new clients. We will also review the ways to maintain and grow client rapport with ongoing account relationships, and create a plan for sustaining client rapport in the future. Building client rapport is like an investment in your sales future.

Speaker: DIANA B. WOLGEMUTH, Director of Professional Development Dale Carnegie of CNY (See bio attached)

Date: Thursday, October 30, 2014 Place:

Justin’s Grill Time: 8:00 – 9:30 A.M. 6400 Yorktown Circle, E. Syracuse, NY

Cost: $5.00 - Breakfast Buffet/Program Free - Season Ticketholders

Schedule: 8:00 AM Breakfast 8:05 AM Meeting Start 8:10 AM Business Meeting 8:20 AM Announcements 8:30-9:30 AM Dale Carnegie Training with Diana Wolgemuth, Director of Professional Development

* * * REGISTER ONLINE AT www.naifanet.com/syracuse/ OR FAX OR E-MAIL YOUR RESERVATION TO THE NAIFA-SYRACUSE OFFICE (FAX #474-6775 or E-MAIL to: cgcrandall@usadatanet.net NO LATER THAN THE RESERVATION DEADLINE. NO PHONE RESERVATIONS PLEASE.

RESERVATION DEADLINE: FRIDAY, OCTOBER 24, 2014

Diana B. Wolgemuth Dale Carnegie of CNY

Diana is the Director of Professional Development for the Dale Carnegie of CNY. She joined the company in February 2009. Diana has received several awards with Dale Carnegie including Silver Award Recipient for 4 consecutive years for Top Sales Growth and consistent independent production of over $300,000.00 in her first year as well as in 2011 & 2012, and she achieved $422,000.00 in sales in 2013. Prior to joining Dale Carnegie, Diana was employed as the Learning and Development Manager at Hand Held Products (known today as Honeywell) in Skaneateles for 7 years. She also worked in a variety of capacities at Welch Allyn. Diana has delivered programs for TACNY, IEEE, ACEC, NSBE at SU, Rotary Clubs in Syracuse and Utica, PMI Chapters in Syracuse and Binghamton, Career Connections in Syracuse as well as for the Youth Group/eCuse for CNY Works programs. She is a past President of the Board of Directors for the CNY Chapter of American Society of Training and Development, and currently serves as the Executive Vice-Chair for CNY Works Board of Directors. Diana makes her home in Baldwinsville with her husband, Mark. Their 22 year old twins, Amanda and Zachary, recently graduated from college and are now pursuing their professional carreers. *******************************

2014 – 2015 NAIFA Syracuse

Meeting Dates: Thursday October 30, 2014 Thursday January 22, 2015 Thursday March 26, 2015 Thursday June 18, 2015

Meeting Location: Justin’s Grille 6400 Yorktown Circle East Syracuse, NY 13057

Meeting Time: 8:00 – 9:30 AM

Meeting Cost: $5 per person. Transferrable Season Tickets available for $20 each

Sign-up at October meeting, or contact: Mike Herholz @ michaelherholtz@gmail.com

President’s Page  

“Nothing is permanent. This is the central teaching of the Buddha. Not a career, not an institution, not a wife, not a tree ... All is change; change is the only truth.”

PAOLO BACIGALUPI, The Windup Girl

When I wrote my first President’s page last month about change, I didn’t realize how prophetic that would be! Not only is change inevitable, sometimes it is also sudden; it comes with mixed emotions that I am announcing my resignation as your association president effective October 11th, 2014. I have accepted a Development Officer position in our Memphis, TN agency starting November 1st and will be moving down there very soon. I am excited for this great career opportunity and new chapter in life for me and my wife, Brigid. At the same time, I am disappointed that I must leave my post as your president only a few months in to my appointment. I hope that all of you can understand that I could not pass up such a wonderful opportunity and I am very confident that you are all in great hands. Your board and I are very confident that we have a great leadership succession plan. Gary Cappon, your current President-Elect, and Dan Dalin, Secretary/Treasurer, have graciously agreed to step up a spot a year early. Having worked with both Gary and Dan for several years, I can say with great confidence that our association is in great hands for many years to come! Although change can be difficult and sometimes unexpected, this potentially could not have come at a better time. Our relationship with NAIFA-NYS is as strong as I can remember and getting stronger, we have a bench of leadership candidates on our board and we have the best executive in the system in Charlotte Crandall!! We are excited for our first program on October 30th and have a great speaker lined up. Although I will not be in attendance, I look forward to the programs that Dan has lined up for us! Our YAT program is as vibrant as ever and Jordan Cushman is doing a great job with it. Our board is very proud of what we have accomplished so far this fiscal year. Our golf tournament was our most profitable to date and our benefactor program has worked better than any of us imagined. I am happy to report that I leave you with a healthy surplus in our budget! I can assure you that business will go on as usual and this will be one of our best years yet. I have enjoyed my short tenure as your president and I wish all of you the very best this association year!! "One key to successful leadership is continuous personal change. Personal change is a reflection of our inner growth and empowerment." — Robert E. Quinn Sincerely, Darren Grahame, CLU, ChFC, CLTC, RHU, REBC, CAP, CASL, RICP, CFP NAIFA-Syracuse 2014-2015 President  

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Using Annual Review Planning to Solidify Client Relationships

Why do year-end planning? We do it for many reasons, not the least of which is to help our clients minimize taxes, review their estate plans and prepare for the next year. Another reason is that you really do solidify your client relationships. You have documentation that you meet with your clients and that you review important planning concepts. These actions will help you with any compliance issues going forward. Finally, not the least important, is creating a great fourth quarter for yourself and your firm. It is an opportunity to see your best clients, year in and year out, to have time to visit with them, and to talk about what is going on in their lives.

Start with your “A” clients We decided to test a year-end plan by first sending letters to our top 72 clients. Because we already had all of their business, we took those last two months to visit with those clients, and talk about planning. The results were really fascinating. We learned that even with our A-list platinum clients, we didn’t have all of their business. And there was a lot more planning we should do and could do. We sent the letter out on October 31; with the letter, we sent an organizer and concerns sheet. Over the course of the next two months, we had 123 meetings — almost all of those in our office. We had 15 unsolicited referrals, 12 of whom became clients. We did 44 transactions for a total of $122,000 first-year commissions. All of this was achieved by doing year-end planning!

The process To begin, sample the process with your top 10, 20 or 30 clients. Learn about what’s on the client’s mind by using a checklist that will prompt you the questions to ask your clients. Such questions include: Schedule A, B, C, D review; ATM review, charitable contributions; qualified plans; planning for the next year; a variety of performance, tolerance and risk review topics. Conduct these appointments at year’s end or in the last quarter of the year. If you have a small practice, you need to set up these appointments yourself. As you grow, your staff can set up these appointments for you.

How to conduct the meeting How do you conduct these meetings? The first thing is to review these checklists from the year before. Did you do the things you said you were going to do? Did the clients do the things they said they were going to do? Then you want to review the documents the clients bring in. Take a quick review of those documents while they are in your office, but then hold them for follow-up analysis and meetings. Schedule a follow-up, if necessary, at this meeting while you are sitting down with the client.

Keep up the momentum Once the meeting is over, the first thing is to review all of the notes and client’s documents from the meeting. Then, and this is very important, you need to send an email summarizing the meeting. It is important for several reasons. First, it reminds the client of the follow-up appointment. Number two, it summarizes all the things you talked about and hits the important points. Number three, the email is great for compliance purposes since you have a record of the meeting and the things you have done. We also now get our fee clients to sign an annual review statement that outlines any changes we need to implement. Prepare any necessary proposals, keeping in mind the last business day of the year. It is important for the clients who are making year-end contributions to retirement plans, 401(k) plans and other business contributions to understand deadlines for such deposits. Of course, you have your personal deadlines as well for your annual goals and dreams.

Some final thoughts If you do nothing else, use a letter, use an organizer, use a checklist and make sure you meet with your clients! Annual review planning will help you with compliance issues and will solidify your client relationships. And, most importantly, as an advisor you exist to educate and teach your clients. Keith M. Gillies, CFP, ChFC, devotes tireless service to our industry, including as a two-term NAIFA National Trustee and NAIFA president of the Greater New Orleans and Louisiana chapters, earning the highest honors of each. After Hurricane Katrina, he chaired the NAIFA—MDRT Agent/Advisor Relief Fund. He is a 10-year MDRT member with four Court of the Table and five Top of the Table qualifications. Gillies’ leadership roles include chairing the prestigious Ameritas Field Advisory Cabinet and serving his community as chair of the Planning and Zoning Commission and the Strategic Planning Committee for Finance. Purchase his entire presentation, along with handouts, at www.mdrtstore.org.

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THANK YOU TO OUR NAIFA-SYRACUSE

BENEFACTORS’ PROGRAM CONTRIBUTORS FOR 2014-15

The support of the following individuals have helped us to continue to provide benefits to our members. Their generosity is greatly appreciated!

Visionary Level ($500.00) Matthew M. Dauksza Robert A. Derrenbacker Milton A. Hill Patrick A. Mannion

Advocates Level ($250.00) James S. Young

Sustainers Level ($100.00) Edward J. Bailey H. Frank Baritell, Jr. Gary F. Cappon Matthew T. Champion Michael C. Herholtz Patrick A. Mannion David D. Mirabito Frederick A. Noack Mansukh J. Shah Geoff Wright Associates Level (Under $100) Richard J. Naylor

2014-2015 NAIFA-SYRACUSE “BUILD A PACKAGE” ADVERTISING PROGRAM

___ PREMIER – PROGRAM MEETING SPONSORSHIP - $2000 ($2400 VALUE) (Includes Full Year of Full Page Ads, One Special Event Joint Sponsorship, Website Ad w/ Link, & Digital Directory Sponsor)

___$1500 each #1 FULL PAGE ADS FOR FULL YEAR (FROM DATE OF CONTRACT) IN MONTHLY DIGITAL NEWSLETTERS* ___$1000 #2 ONE-HALF PAGE ADS FOR FULL YEAR (FROM DATE OF CONTRACT) IN MONTHLY DIGITAL NEWSLETTERS* ___$900 #3 FULL PAGE ADS IN 6 MONTHLY DIGITAL NEWSLETTERS * ___$600 #4 ONE-HALF PAGE ADS IN 6 MONTHLY DIGITAL NEWSLETTERS * ___$100 each #5 SPECIAL EVENTS JOINT SPONSOR W/ NAIFA-SYRACUSE (i.e. CE SEMINARS, DISTINGUISHED SERVICE AWARD, & OTHER SPECIAL EVENTS/AWARDS.) ** ___$500 each #6 YAT SPECIAL EVENTS SPONSORSHIP-5 EVENTS AVAILABLE (First Come-First Served) ___$500 #7 DIGITAL DIRECTORY AND WEBSITE ADS WITH LINK (One Full Year) ___$200 #8 DIGITAL DIRECTORY AD (One Full Year) *No Newsletters are published in July and August **Does Not Qualify for 20% Discount)

20% DISCOUNT IF 3 OR MORE OPTIONS ARE SELECTED

FOR MORE INFORMATION, PLEASE CONTACT JOSEPH EPPOLITO AT 315-449-3000 X358

TO: NAIFA-SYRACUSE PHONE AND FAX: 315-474-6775 606 STATE TOWER BLDG. 109 S. WARREN ST., SYRACUSE, NY 13202 E-MAIL: cgcrandall@usadatanet.net

NAME: ______________________________________________________________________________________ COMPANY: ______________________________________________________________________________________ ADDRESS: ______________________________________________________________________________________ ______________________________________________________________________________________ PHONE: ________________________________________ FAX: ___________________________________ E-MAIL _______________________________________________________________________________________ ATTACHED IS MY CHECK, PAYABLE TO NAIFA-SYRACUSE, IN THE AMOUNT OF $___________________ FOR THE ABOVE CHECKED OPTIONS. DATE: ___________________________ SIGNATURE: __________________________________________ Revised 7/29/14

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The following applicant has been provisionally elected to membership by our Board of Directors. In accordance with the By-Laws, you have five (5) days from the receipt of this notice to register, in writing, with any officer, any objection you may have to final acceptance of any individual applicant: PROPOSED MEMBER COMPANY SPONSOR Edward J. Shepard Northwestern Mutual NAIFA-Direct

* * * Our 2014-15 “Build A Package” advertising options allow you to participate at any time during the year and still receive a full year’s benefit. For more information, see enclosed flyer or contact Joe Eppolito at jeppolito@financialguide.com or Charlotte Crandall at cgcrandall@usadatanet.net.

* * * Get involved with your Association! We are always looking for volunteers to serve on a committee or project. If you are interested, please contact President Gary Cappon at gary_cappon@glic.com or call him at 234-5500. Thank you.

* * *

CHECK OUT OUR WEBSITE AT: www.naifanet.com/syracuse/

ADVERTISING POLICY NAIFA-Syracuse realizes that its members are fully aware of their individual contractual and moral obligations. We publish limited advertising in our newsletter from various companies and agencies to keep our entire membership informed. Our advertisers are fully aware that an agent’s own company agency is his/her primary source, and that serving his/her clients is the agent’s primary responsibility. Our advertising policy reflects this awareness.