may 2015 | volume 87 | no. 9 a publication of the national...
TRANSCRIPT
MAY 2015 | VOLUME 87 | NO. 9 A publication of the National Association of Insurance and Financial Advisors – Dallas
connections that count
IN THIS ISSUE:
7 | 2014-15 President’s Cabinet
8 | Need Continuing Education?
9 | May is Disability Insurance Awareness Month
10 | Lunch ’n Learn, 5/14/15 Capitivating Company
11 | NAIFA Texas – FREE One-Year NAIFA Membership
12 | NAIFA LUTCF®
13 | Managers Membership Award
14 | NAIFA APIC
14 | NAIFA 2015 Congressional Conference
15 | NAIFA Quality Award
www.naifadallas.org
NAIFA-DALLAS was founded in 1913 as the Dallas Association of Life Underwriters (DALU)
NAIFA-Dallas and our 2014-15 Program Sponsor are proud to present:
NAIFA-DALLAS PROGRAMThursday | May 28, 2015
Judy Hoberman President, Selling In A Skirt
Succeeding in Today’s Marketsee page 6
MAY 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
MAY 2015 | FAN | 3
PERSONAL SERVICE – “So Much More than Just a Quote.”
Unique Sales Support through Conference Calls, Webinars & On-Site Presentations
Multi-Life Discounts at 3 Lives & GSI Begins at 5 Lives
15% Discount for Attorneys, Dentists, Physicians or Veterinarians
Lump Sum DI – Up to $100K with JUST an Application
Making DI EasySM
Andra Grava, CLU, RHU
General Agent
Jim Coyle, CLU, RHU, REBC
DFW & Northwest Texas
Jay Noble, DIA, DHP, LUTCF
North TX, OK, & AR
40 E. McDermott Dr. | Allen, TX 75002
www.MakingDIEasier.com | Toll-Free: (888) 273-5534 | Fax: (972) 774-1792
For Producer Use Only. Not for Use with Clients.
MAY 2015 | FAN | 4
REGISTRATION FORM
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.
NAIFA-DALLAS PROGRAM PAGE 6
2014-15 Program Sponsor: The Plus Group Date Time Location Cost
5/28/15 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 2014-15 Meal Plan 2014-15 President’s Cabinet-Prepaid $10 Prospective Members (maximum of 4 consecutive months)
Welcome The DI Center – May Honor Agency
Are you a new agent or advisor who has been in the business for less than 3 years?
CE PROGRAM | Following NAIFA-Dallas Luncheon at Prestonwood Country Club PAGE 8
Date Time Course Member | Non-Member
5/28/15 1:15-2:15 pm Top 11 Disability Mistakes FREE | $25.00 (1 hr CE) Moderated by Andra Grava, CLU, RHU & Jim Coyle, CLU, RHU, REBC Sponsored by The DI Center
LUNCH ’N LEARN PAGE 10
Date Time Course Location Member | Prospects
5/14/15 11:30 am-1:00 pm Captivating Company Bent Tree Tower II FREE (lunch provided) (no CE) Presented by Nancy Cramer 16479 Dallas Pkwy. #360 Registration required Sponsored by ExamOne Addison, TX 75001
SEE PAGE 11
Join online at www.NAIFA.organd use promo code
NAIFATXFREE
MAY 2015 | FAN | 5
2014-15 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 | Carolyn Goodwin, CBC, SGS | 972.503.4248Dallas Estate Planning Council
Teresa Moore | 214.340.8020FPA DFW | Melisa Hall | 972.747.0407IFAPAC | Joe Kane, RFC, CLU, ChFC, MBA | 972.503.2734IFAPIC | Steve Harris, CLU, ChFC | 972.680.2777
NAIFA National | 877.866.2432NAIFA-Texas | 512.716.8800SFSP | Patricia Pattison | 817.370.8991Women in Insurance & Financial Services
(WIFS) DFW | Patricia Pattison | 817.370.8942Young Advisors Team | Jessica Gibbons | 972.736.9797
DIRECTORSCONTENTS 4 | Registration Form
5 | Officers, Directors and Staff
5 | Important Numbers
6 | NAIFA-Dallas Program, 5/28/15 Judy Hoberman, “Succeeding in Today’s Market”
6 | Association Calendar
7 | President’s Message
7 | 2014-15 President’s Cabinet
8 | CE Following 5/28/15 Luncheon “Top 11 Disability Mistakes”
9 | May is Disability Insurance Awareness Month (DIAM)
10 | Lunch ’n Learn, 5/14/15 “Captivating Company – How to Be Engaging in Your Business and Life”
11 | NAIFA Texas – FREE One-Year NAIFA Membership
11 | Welcome New Members
12 | NAIFA LUTCF®
13 | Managers Membership Award
14 | NAIFA APIC & Legislative Conference
15 | NAIFA Quality Award – Apply Now!
16 | Karen’s Korner
17 | Thank You Sponsors & Exhibitors
ADVERTISER INDEX 10 | Allstate
13 | Assurant Health
14 | DI Broker
3 | The DI Center
11 | The Fisher Agency
8 | Insurance Designers
10 | Insurmed Services
12 | Mutual of Omaha
8 | National Life Group
14 | New York Life
2 | OpesOne Advisors/Guardian
15 | Rice & Rice, PC
9 | State Farm
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
Planning & DevelopmentDanny O’Connell, MBABenefit Resource Group214.750.7557 phone214.750.6101 [email protected]
MembershipClaudia Foraker, NRCMAInsurmed Services972.404.8113 phone972.404.8116 [email protected]
ProgramsChristi M. Daughenbaugh, CLTC, CSABorden Hamman Agency214.420.4120 phone214.302.8258 [email protected]
Professional DevelopmentBrian J. Craig, LUTCFNew York Life972.377.5202 [email protected]
Member InvolvementLacey ZumbergeOpes One Advisors/Guardian214.446.0989 [email protected]
PresidentGrover BrillhartARMOR Wealth Management469.737.4117 [email protected]
President-ElectCheri C. StanwixStanwix Insurance and Benefits214.455.6623 [email protected]
Government RelationsJoseph Kane, CLU, ChFC, RFC, MBAPersonal Economics Group972.503.2734 [email protected]
Professional DesignationsKarl 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]
SecretaryRuth ShannonState Farm972.735.9797 phone877.414.8153 [email protected]
Treasurer/Chief Investment OfficerMel Meyers, CLU, ChFC, AEP ARMOR Wealth Management469.737.4119 [email protected]
Immediate Past President EmeritusJohn Norman, CLU, ChFCARMOR Wealth Management469.737.4076 [email protected]
National CommitteewomanTallie O. Young, RFC, LUTCFTallie O. Young & Associates214.420.0158 phone214.420.0174 [email protected]
NAIFA-Texas TrusteeChris Hatton, CFPMoney Matters817.717.8200 [email protected]
Executive Vice PresidentKaren H. TrueNAIFA-Dallas972.991.2364 [email protected]
MAY 2015 | FAN | 6
Save the Dates
20155/6 - | TAHU State Convention
La Cantera Resort, San Antonio Click here to register
5/8 | NAIFA Great Southwest Golf Tournament 817.559.5393 for information
5/12 | CFT/SMU 2015 Professional Seminar www.cftexas.org/seminar
5/12 - | FPA DFW Financial Planning Symposium Westin Galleria Dallas www.fpadfw.org
5/14 | NAIFA-Dallas Lunch ’n Learn Bent Tree Tower II, Suite 360, Addison 11:30 am - 1:00 pm (see page 10)
5/20 | Estate Planning Council N TX Drafting, Defending and Attacking Premarital and Post-Marital Agreements – Shawna Brown, Don Totusek and Susan Vrna Gleneagles Country Club 7:30 - 9:00 am
5/20 | DAHU Meeting Paycheck Protection or Prevention Insurance? – Andra Grava, CLU, RHU Prestonwood Country Club 11:30 am - 1:00 pm
5/28 | FPA DFW Ballpark Event Globe Life Park, Arlington 7:05 pm - first pitch
5/28 | NAIFA-Dallas Luncheon & CE Judy Hoberman Succeeding in Today’s Market CE Sponsor: The DI Center (see pages 4, 6, 8)
6/1 | DAHU Golf Tournament Prestonwood Country Club
6/11 | YAT Sporting Event Sponsor: Guardian
6/25 | NAIFA-Dallas Luncheon & CE Celebration of Achievement Installation of 2015-2016 Board Robert Gardner Disability Insurance
5/13
5/8
May Honor Agency is The DI CenterPre-register and you will be seated at the honor Agency reserved table.
TO REGISTER: Fill out the registration form on page 4 and submit via: Scan/Email: [email protected] or Register Online: naifadallas.org
NAIFA-DALLAS PROGRAMThursday | May 28, 2015 | Prestonwood Country Club
NAIFA-Dallas and our 2014-15 Program Sponsor are proud to present:
Judy HobermanPresident, Selling In A Skirt
Succeeding in Today’s MarketEveryone is in sales, whether you are providing a product or service, managing a team or selling yourself. In order to succeed in today’s market, we need to recognize what our businesses are built on. That includes
sales, communication and relationships. Communication comes in many forms and is different between genders, generations and industries. In order to increase sales and build our business relationships, we must learn the proper way to communicate with each other. Sales are based on conversations. Building relationships begins with asking questions, and listening will cement those relationships.
We live in a very noisy world so standing out and being unique will be a way to increase your bottom line. What is it that makes you stand out from your competitors? Why would people want to do business with you? Learning how to network with intention will give you some of the proven strategies to build new centers of influence and nurture existing ones and will make a huge impact on your bottom line.
What you will learn:
• The basic communication differences between men and women.
• The importance of recognizing these differences and how to embrace and use those differences as assets.
• The value of asking the right questions and listening to the responses.
• The importance of building relationships in business.
• How to stand out in a business world where everyone is fighting for the same dollars.
Good communication leads to successful relationships that will have a great impact on the success in your business.
Judy Hoberman, President of Selling In A Skirt, has created a suite of workshops, seminars and coaching programs that take the negativity out of selling. Her 30 years in sales has given her both the knowledge and sense of humor about the gender differences that we should all understand and embrace instead of feeling unable to communicate. Judy’s humorous stories about how men and women sell, manage, recruit and supervise differently will enlighten you in learning how both genders can support each other’s successes in a more productive way.
Judy is the author of Selling In a Skirt, Famous Isn’t Enough, and Pure Wealth, business books for professional women, sales executives, and entrepreneurs. She is the host of a weekly radio show on Tough Talk Radio called “Selling In A Skirt” and is also featured as “The Gender Expert” on Fox News Radio. She has appeared on CNN Headlines, ABC, CBS, CW33, and Good Morning Texas and has contributed articles to Small Business Trends, Dallas Morning News, Dallas Business Journal, Texas CEO Magazine and appeared on the cover of Exceptional People Magazine.
Happy Holidays
Register securely online for all NAIFA events listed
on page 4 at www.naifadallas.org
MAY 2015 | FAN | 7
PRESIDENT’S MESSAGEGrover Brillhart | 2014-15 NAIFA-Dallas President
We had an excellent day at Lone Star Park on Friday, April 24th, as we participated in the Race for CE. Many people took advantage of the opportunity to earn five hours of classroom CE, including the required Ethics course. Daniel
Anderson, CFM did an excellent job of presenting the brand new NAIFA-Texas ethics class, and it was a good discussion that was had on many ethics related topics. Thank you Dan!
The weather was a little rough and races were delayed, but we definitely needed the moisture to bring our area lakes to nearer their full levels. The presenters and topics were: Greg Holmgren, CLU, ChFC of New York Life – “Designing Business Life Insurance Solutions”; Andra Grava, CLU, RHU of The DI Center – “Not Your Father’s Disability Insurance”; and Joe Kane, RFC, CLU, ChFC of Personal Economics Group – “Life Insurance – Choosing Wisely”. They definitely filled my brain to the full mark. I had new products and concepts presented to me, refresher on old products and concepts, and a fun-filled day. Thank you so much to those who sponsored, presented, and just participated in making this a great day.
A BIG THANK YOU to the Race Committee for making this all come together on time -- Brian Craig, Ruth Shannon, Joe Chenoweth, Tom DuRoss, Christina Johnson, John Norman, Danny O’Connell, Cheri Stanwix, and as always, Pam Thompson and Karen True of the NAIFA-Dallas office.
NAIFA-Dallas is looking to grow our membership, and NAIFA National has introduced a new program that NAIFA Texas is supporting as is every NAIFA association in the great state of Texas. If you are licensed less than three years in the business, or know someone who is, that person has the opportunity to receive their first year’s dues for FREE if they join between now and September 30th (see page 11). This is a great opportunity to recruit new members into our association; think of the first few years you were a member and what NAIFA did for your career. The opportunity is there for us to build a new group of members and show them the ropes and help them grow into this wonderful profession.
I had the opportunity to attend a Town Hall meeting with Texas State Representative Jodie Laubenberg recently. It was an opportunity to hear what is going on in the legislature in Austin.
There are several big things going on that have an effect upon our industry. Representative Laubenberg is currently sponsoring three different pieces of legislation that will keep Telehealth in force in Texas. She is approaching the bill for the sake of getting inexpensive coverage in place for children. She gladly let me share with her how those very same goals can be enhanced by allowing Telehealth to stay in force as an employee benefit offered by the employer. She has a much better understanding of how Telehealth will allow employees to be more productive and not have to take off as much time to deal with simple office visits for common ailments.
The Golf Committee is coming together and starting to get the details for this fall’s tournament. We are looking for people who would like to assist in any way possible. We have a good start and just need to wrap up the final details. If you have an opportunity to serve, please call the NAIFA-Dallas office at 972.991.2364.
Serving in any capacity is always a way to show your appreciation of any organization. We just had our election of new board members, and they will be starting to serve soon. Please be sure to say “Thank You” to them as you see them around in meetings.
Volunteers are the life of any organization as we all know, so let’s improve our lives and step up to get things going forward. Karen and Pam do a wonderful job of keeping us on track and hitting deadlines as required, but it would not all get done without the volunteer efforts. I say a big hearty Thank You to all who have served as volunteers over the years.
NAIFA is the premier organization for the insurance industry. NAIFA’s membership is composed of agents from all aspects of the insurance industry. No matter what your particular line of business is, our mission is to serve our client base, to be available in the event of a claim, no matter how small or large. Where would the families, the children, the businesses and employees be without our services? The public would not be as well educated as they are if they only had order-takers and not educators. That is why it is so important to spend time in the classroom sharpening our axes so that we can be as efficient as possible in our services. Let’s do what is necessary and keep our clients informed!
2014-15 President’s Cabinet
Grover Brillhart(at press time)
Steve Anderson, LUTCF
Reed Ashwill, CLU, CFP
David Ayres, CLU
David Blanchard, CLU, ChFC
Lane Boozer, LUTCF
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
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
Christina Johnson
Joseph Kane, CLU, ChFC, RFC, MBA
Lee McCasland, CLU, ChFC
Jay McCluskey, CLU, ChFC, MSFS, MBA
Mel Meyers, CLU, ChFC, AEP
Yuka Nakahara-Goven, CLU, MBA
Beverly Norman
John Norman, CLU, ChFC
Danny O’Connell, MBA
Joe Radovic, CLU, ChFC, CFP, MSFS
Randy Robertson, LUTCF
Ruth Shannon
Cheri Stanwix
Tallie O. Young, RFC, LUTCF
MAY 2015 | FAN | 8
1-Hr CE Following 5/28 LuncheonSponsored by: The DI Center1:15 - 2:15 pm | Prestonwood Country Club | 15909 Preston Road, Dallas, TX 75248 1-Hour CE | FREE NAIFA-Dallas Members | $25.00 Non-Members
Top 11 Disability MistakesCOURSE DESCRIPTION: Casually called “The 11 Mistakes Producers Make Selling DI,” this course focuses solely on the common pitfalls agents run into when talking to clients about Disability Income Insurance and how you can easily avoid them.
MODERATOR: Andra Grava, CLU, RHU is a General Agent and Branch Manager with Ameritas Life Insurance Corp. in Dallas, an insurance wholesaling firm specializing in providing Disability Income Insurance products through a distribution network of independent agents, financial planners, and multiline agents. His agency is among the top five Ameritas agencies and has been #1 in DI production for the past 10 years. The DI Center provides a wide array of products including: Life Insurance, Disability Income Insurance, Annuities, Retirement Plans, and Group Dental and Vision.
Andra is an active member in industry associations including NAIFA-Dallas, Dallas Association of Health Underwriters (DAHU), General Agents and Managers Association (GAMA), Financial Planning Association (FPA), International Disability Insurance Society (IDIS), and the Society of Financial Service Professionals (SFSP). He is the Immediate Past President of DAHU and a past President of both NAIFA-Dallas and the Texas Leaders Roundtable. Andra speaks to industry and professional groups both locally and nationally on topics of Sales, Practice Management, and Disability Insurance.
MODERATOR: Jim Coyle, CLU, RHU, REBC is responsible for both traditional individual and Guarantee Standard Issue (GSI) disability and life sales. Jim has specialized in disability and life insurance, both group and individual, since entering the industry in 1993. He started his career with The Paul Revere Companies and later served as the Regional Group Sales Manager in Dallas for both The Union Central Life Insurance Company and One America.
Jim graduated in 1993 from The University of Texas at Austin with a double major in Marketing and Psychology. He has since earned the CLU, RHU, and REBC designations from The American College. He is a member of NAIFA, NAHU, and the SFSP. He also currently serves on the steering committee for the Greater Dallas Business Ethics Award.
SPONSOR: The DI Center | 40 E. McDermott Drive, Allen, TX 75002Andra Grava, CLU, RHU | 972.774.9663 | [email protected]
TO REGISTER: Fill out the registration form on page 4 and submit via: Scan/Email: [email protected] or Register Online: naifadallas.org
With 20 years of underwriting experience we could be the difference in placing the case or not. We are here for you!
Form No. 11405(0613); TC74584(0613)1
National Life Group® is a trade name of National Life Insurance Company, Montpelier, VT, Life Insurance Company of the Southwest (LSW), Addison, TX and their affiliates. Each company of the National Life Group is solely responsible for its own financial condition and contractual obligations. For Agent Use Only.
Christina Johnson Regional Vice President 214-412-3471
National Life Group is concerned with every piece of the puzzle, whether your concern is dying too soon, becoming ill, or living too long.
For more information contact:
Life Insurance You Don’t Have To Die To Use
DieToo Soon
BecomeIll
LiveToo Long
DieToo Soon
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We Honor our Veterans
Monday | May 25, 2015
MAY 2015 | FAN | 9
Let me show you how combining home and auto policies can add up to big savings.Like a good neighbor, State Farm is there.®
CALL ME TODAY.
Come in for a test save.
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homeowners insurance. Each insurance company has sole financial responsibility for its own products.
Average annual household savings based on national 2012 survey of new policyholders
who reported savings by switching to State Farm.State Farm Mutual Automobile Insurance Company,
Bloomington, IL, State Farm Lloyds, Dallas, TX
Total average savings of$825*
Ruth Shannon, Agent18217 Midway RoadDallas, TX 75287Bus: 972-735-9797www.babyruth.biz
May is Disability Insurance Awareness Month
About the CampaignDisability insurance is the most overlooked of the major types of insurance. That’s likely because many people think a disabling illness or injury will never happen to them. But according to a Life Happens survey, a person has a 3 in 10 chance of suffering a disabling illness or injury that would keep them out of work for three months or more during their career.
That’s why each May Life Happens coordinates Disability Insurance Awareness Month. This campaign offers you the perfect opportunity to talk to people in your community about their disability insurance needs – at a time when it may already be on their minds. Life Happens offers you a wide range of tools and resources to make that job easier. Explore the different sections to find which materials are right for you.
Campaign MaterialsLife Happens has created these resources to help you with your marketing and outreach efforts during Disability Insurance Awareness Month. CLICK on any of the resources below for more details:
• Social Media Content – From pre-written social-media content to “info statistics,” you’ll find a wide range of content to choose from.
• Flyers – Storytelling with emotion works! These flyers can be sent digitally or downloaded and printed out.
• Videos – Whether it’s emotion, education or humor, there is something to appeal to everyone.
• Logos – Access logos for all your DIAM communications.
• Shop the Life Happens Store – Life Happens has a range of marketing materials and giveaways that you can use to reach out to prospects and clients and start the disability insurance conversation.
CLICK HERE for more information on the DIAM Campaign and Resources.
Need Continuing Education? See page 8
MAY 2015 | FAN | 10
1040
75
With Allstate life insurance,love wins.
We can help you protect your growing family at an affordable price.
Do you have enough life insurance? It’s one of the best ways to provide for your family if something happens to you. With the right coverage, love wins. Call a local Dallas/Fort Worth Allstate agent for a free life insurance quote today.
Availability from a particular company varies by product. Subject to availability and qualifications. Life insurance issued by Allstate Life Insurance Company, Northbrook, IL, and Lincoln Benefit Life Company, Lincoln, NE. In New York life insurance issued by Allstate Life Insurance Company of New York, Hauppauge, NY. Guarantees are subject to the claims-paying ability of the issuing company. Allstate Property and Casualty Insurance Co., Allstate Fire and Casualty Insurance Co., Allstate Insurance Co., Allstate Texas Lloyd's, Allstate Indemnity Co., Allstate Vehicle and Property Insurance Co. © 2011 Allstate Insurance Co.
Allstate is a proud sponsor of the NationalAssociation of Insurance and Financial Advisors.
Lunch ’n LearnThursday | May 14, 2015 | Bent Tree Tower II Sponsored by: ExamOneThird Floor Conference Room | 16479 Dallas Parkway, Addison, TX 75001 FREE NAIFA-Dallas Members and Prospects | Lunch Provided
11:30 am - 12:00 pm – Registration, Lunch and Networking 12:00 - 1:00 pm – Sales Presentation (does not qualify for CE)
Captivating Company – How to Be Engaging In Your Business and In Your LifeDESCRIPTION: Nancy will cover such topics as:• How to know people’s needs and how to exceed their expectations• How to communicate to be understood by understanding people• How to prepare, follow up and make a great impression• Learn how to control your emotions before they control you
PRESENTER: Nancy Cramer is a unique expert in strategy, sales and family dynamics having worked with complex multifaceted corporations, family businesses and organizations that act like families. She takes the best global practices in organizational dynamics and distills them for any size or type of company. She’s a highly sought-after speaker who provides unique approaches that turn her listener’s strength and passion into extraordinary business results. Her book titled Captivating Company was released in 2014.
SPONSOR: ExamOne | 6330 LBJ Freeway, Suite 130, Dallas, TX 75240Jacob Gray | 214.675.8303 | [email protected] Tackett | 972.596.9767 | [email protected]
TO REGISTER: Fill out the registration form on page 4 and submit via: Scan/Email: [email protected] or Register Online: naifadallas.org
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
MAY 2015 | FAN | 11
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.
WELCOME NEW MEMBERS
Michael Digan Assurant Health
E.J. Pipkin
Lawrence Whaley John Hancock Financial
Services
NAIFA Texas – FREE One-Year Membership if you Join NAIFA Today
For additional 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 September 30, 2015. Open to new NAIFA members only.
Join online at www.NAIFA.organd use promo code
NAIFATXFREE
MAY 2015 | FAN | 12
NAIFA-Dallas to Present Class Beginning July 13, 2015NAIFA is proud to announce a partnership with the College for Financial Planning and a new, dynamic and interactive curriculum for NAIFA’s Life Underwriter Training Council FellowSM (LUTCF®) designation.
What is the NAIFA LUTCF?
LUTCF stands for Life Underwriter Training Council Fellow – a long-standing industry designation owned by NAIFA.
NAIFA played a leading role in the creation of the Life Underwriter Training Council in 1947. The establishment of LUTC is one of many points in NAIFA’s history of commitment to practical training for agents and advisors in the field and to the peace of mind of consumers.
The LUTCF designation was established in 1984, and since then more than 50,000 LUTCF designations have been conferred. NAIFA is proud of its long history associated with the LUTCF designation. It has been and will continue to be the proven designation for agents and advisors across the country. The underlying principle of providing valuable industry-specific training to NAIFA members has never been more important for the industry than it is today.
How is the NAIFA LUTCF Changing?
For years, the NAIFA LUTCF program was administered on behalf of NAIFA by The American College. That partnership is ending, effective July 1, 2015.
However, NAIFA has entered in a new partnership with the College for Financial Planning to re-launch the program. Information regarding the new curriculum, requirements for completion, pricing and other details about the new NAIFA LUTCF® program can by found by CLICKING HERE.
About the College for Financial Planning
Founded in 1972, the College for Financial Planning provides accessible and flexible degree, non-degree, and continuing professional education programs to students nationwide. Shortly after its founding, the College introduced the Certified Financial Planner™ certification, which has evolved into the world’s most recognized and respected financial planning credential, with more than 60,000 professionals in the U.S. having earned the designation.
In addition it its CFP® Certification Professional Education Program, the College offers three graduate degree programs, for more in-depth knowledge of the finance industry. Professional designation programs are also available, with specializations ranging from asset management to retirement planning. College for Financial Planning is accredited by the Higher Learning Commission and is a member of the North Central Association. More than 140,000 students have graduated from the College’s programs. For more information, CLICK HERE.
NAIFA LUTCF®
LUTCF Course 1Introduction to Life Insurance and Practice FundamentalsSponsored by: NAIFA-Dallas
Start Date: 7/13/15 | Mondays – 8 weeks
Time: 2:00 - 5:00 pm
Location: NAIFA-Dallas office | 16990 Dallas Parkway, Suite 212 | Dallas, TX 75248
For more information and an application for this class, call Karl Drescher at 214.707.4168 or the NAIFA-Dallas office at 972.991.2364.
M27899_0113
Kim MurphyAdministrative ManagerNorth Texas Division Office800 E. Campbell Road, Suite 241Richardson, TX [email protected]/agency/northtexasdo
People come to us looking for something important:
■ More meaningful work■ More control over their
schedule■ A culture that values them
and their dreams■ A company that gives them
built-in name recognition■ A business to call their own■ Great income potential
They stay because we deliver all of that and more.
QAre you earning what you are worth in your current position?
Are you happy doing what you do?
Do you have a clear path for the future?
QUALITYNAIFAAWARD
2015
The NAIFA Quality Award offers award qualification options for all NAIFA members from every practice specialty…
• Life Insurance and Annuities• Financial Advising and Investments• Health and Employee Benefits• Multiline• Combinations of Multiple Specialties
national association of insurance and financial advisors
Since 1945 the NAIFA Quality Award has been the seal of dedication to
client service, ethics and excellence.
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Applications Due May 30th, 2015
See page 15
MAY 2015 | FAN | 13
The Managers Membership Award: Connecting You to the Recognition You Deserve!NAIFA’s Managers Membership Award (MMA) is an award developed by NAIFA and GAMA International to recognize managers and their organizations for their support and commitment to the financial services industry. The MMA is the highest honor given to an organization manager by NAIFA. We encourage qualifying agencies to apply for this prestigious award.
2015 Managers Membership Award Application
QualificationsAgencies must meet the requirements of number of agents and percentage of NAIFA members as outlined below:
Achievement MatrixNumber of Agents in Organization Percent of Membership Required*5 agents (minimum) 100%6–10 agents 100%11 agents or more 90%*(Rounded to the next whole number. For example, if you get a figure of 9.1, it will be rounded down to 9. If you get a figure of 9.5, it will be rounded up to 10.)
Agency managers must be GAMA members and must meet the achievement matrix in order to achieve the MMA.
Applications must be submitted online and will only be accepted online. Faxes, mailed or emailed applications will not be accepted. The deadline for all applications is Friday, June 12, 2015. Apply today!
Agents’ NAIFA ID numbers are required for processing applications. ID numbers can be found on the agents’ Advisor Today mailing labels. For privacy purposes, only individual members may contact the NAIFA Member Service Center. We are unable to provide lists of NAIFA members to agencies. If an agent does not have his or her number, the agent may contact NAIFA’s Member Service Center at 1-877-866-2432.
RecognitionAward achievers are recognized at NAIFA’s Career Conference and Annual Meeting and at LAMP – the GAMA International Annual Meeting. They will also receive a certificate for display, a commemorative lapel pin and congratulatory letter from the national presidents of NAIFA and GAMA International.
NAIFA-Dallas will also provide special recognition for the management and members of the award recipient’s organization.
If you have any questions regarding the Managers Membership Award, please call 703.770.8268 or email [email protected].
For NAIFA membership information, please visit the NAIFA website at www.naifa.org or call NAIFA toll-free at 1-877-TO-NAIFA (866-2432).
For GAMA membership information, please visit the GAMA website at www.gamaweb.com or call GAMA toll-free at 1-888-275-0091.
No matter the need, you’ll have the solutionYou never want to say no to a client.
With Assurant Health, you won’t have to.
We offer you one of the broadest portfolios
in the industry — from major medical and
fixed-benefit plans, to supplemental and
even temporary health plans. When you
have options like these, you can meet the
needs of nearly every individual and
small-business client.
Learn more today!
Assurant Health Small Group Sales Office 214.891.2300
Assurant Health is the brand name for products underwritten and issued by Time Insurance Company. J-113524-V-KJ (10/2014) © 2014 Assurant, Inc. All rights reserved.
2015 Managers Membership AwardApplications Due Friday, June 12, 2015
NAIFA LUTCF Course 1 Begins July 13, 2015
See page 12
MAY 2015 | FAN | 14
Did You Know?• In less than five minutes, you can help NAIFA!
• Have you met with your legislator or attended a political fund raiser in the last six months?
• Do you personally know a current legislator or member of their staff? Are you neighbors? Do your children play on the same sports team? Do you go to the same house of worship?
• If so, please report your relationship with the legislator by emailing [email protected] or calling 703.770.8154 or CLICK HERE to complete the online form. Additionally, please notify your State APIC Chair and State Association Executive.
You may have never run for public office. You might not know much about politics. But you can still make a difference and influence how Congress votes on legislation that is important to insurance and financial services professionals. You can get involved in a number of ways. The level of involvement
is up to you. For more information, please contact Maggie Fogg at [email protected].
NAIFA Congressional Conference 2015May 19-20, 2015 | Washington, DC
YOU CAN MAKE A DIFFERENCE by joining hundreds and hundreds of NAIFA members at the NAIFA Congressional Conference on May 19-20, 2015 in Washington, DC.
The first 600 Congressional Conference registrants may be eligible for a travel expense reimbursement up to $350. Spots will go fast, so register today!
CLICK HERE to register
I found it was really easy to establish a relationship with our elected Representative. We just have to keep in mind they’re our neighbors who happen to be working in Washington and they want to hear what their neighbors have to say.
– David B. Malkin, CLU, ChFC Former NAIFA President, Livingston, NJ
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
Newly Opened North Dallas Sales Office Management TeamSame Industry – Different Image Dream BIG, work HARD, have a BLAST!
2600 Network Blvd., Suite 130, Frisco, TX 75034 972-377-5201 | Fax 972-377-5259 [email protected]
MAY 2015 | FAN | 15
NAIFA Quality AwardThe NAIFA Quality Award provides advisors at any career stage, the opportunity to demonstrate a commitment to exceptional:
• Professionalism through education and earned designations
• Production measured by performance metrics customized for each practice specialty
• Adherence to the NAIFA code of ethics, and
• Service to your industry association.
NAIFA Quality Award 2015 Online ApplicationsCLICK HERE to apply for the 2015 NQA – Life Insurance and Annuities Application
CLICK HERE to apply for the 2015 NQA – Health and Employee Benefits Application
CLICK HERE to apply for the 2015 NQA - Financial Advising and Investments Application
CLICK HERE to apply for the 2015 NQA - Multiline Application
CLICK HERE for the NQA 2015 Financial Advising and Investments Letter (PDF)
CLICK HERE for the NQA 2015 Health and Employee Benefits Letter (PDF)
Advisors specializing in Life & Annuities, Financial Advising & Investments, Health & Employee Benefits, Multiline Sales or any combination of these specialties have the opportunity to demonstrate the quality that is the mark of a true professional.
One award, the NAIFA Quality Award, reflects all the varied practice specialties of NAIFA members with a singular mark recognized by all. The NAIFA Quality Award is the mark of distinction to be recognized by not just your colleagues, but by your clients and companies. Be recognized for your commitment to excellence in service to your clients and your industry, in your pursuit of education and training and in your adherence to NAIFA’s Code of Ethics. It is time for all NAIFA members to display proudly the mark of NAIFA Quality.
If your practice spans more than one specialty area, the unique bonus mul tiplier credits allow you to build credit toward your production qualifications by combining production across specialties. A demonstrated commitment to professional education and association leadership also earns you qualification credit.
The NAIFA Quality Award is a continuation of the former NAIFA Industry Awards. Previous recipients of the NAIFA Industry Awards will carry over their years of achievement to the NAIFA Quality Award. Previous recipients of NAIFA’s National Quality Award and National Sales Achievement Award will find the NAIFA Quality Award Life Insurance and Annuities Qualification is comparable. Previous recipients of NAIFA’s National Multiline Sales Award will find the NAIFA Quality Award Multiline Qualification is comparable.
Membership RequirementsIn order to apply for the award, an advisor must be a current NAIFA member by the closing of the application period, May 30, 2015. If your company will provide NAIFA a list of potential qualifiers, NAIFA will confirm the membership requirement. There is an application fee of $30 per application. NAIFA will coordinate with any company wishing to cover the application cost for your representatives.
Awards DistributionAwards will be sent to each recipient’s local NAIFA association for distribution in the fall of 2015. In the event that the recipient does not have a local association or is a member of an At-Large State Association, the awards will be sent to the state office for distribution.
(972) 997-8220
QUALITYNAIFAAWARD
2015
The NAIFA Quality Award offers award qualification options for all NAIFA members from every practice specialty…
• Life Insurance and Annuities• Financial Advising and Investments• Health and Employee Benefits• Multiline• Combinations of Multiple Specialties
national association of insurance and financial advisors
Since 1945 the NAIFA Quality Award has been the seal of dedication to
client service, ethics and excellence.
NOTE This form is designed for use with Adobe Reader. http://get.adobe.com/reader/
Save Form
Print Form
Submit Form
MAY 2015 | FAN | 16
KAREN’S KORNERKaren H. True | Executive Vice President
Mean MomsEditor’s Note: All moms are mean for a reason. As I grew into an adult, I knew why my Mom was mean. I became a mean Mom too!
Melissa, David and Derek, now that you are old enough to understand the logic that motivates a parent, I want you to know that:
I loved you enough... to ask where you were going, with whom, and what time you would be home.
I loved you enough... to insist that you save your money and buy a bike for yourself even though I could afford to buy one for you.
I loved you enough... to be silent and let you discover that your new best friend was a creep.
I loved you enough... to make you go pay for the bubble gum you had taken and tell the clerk, “I stole this yesterday and want to pay for it.”
I loved you enough... to stand over you for two hours while you cleaned your room, a job that should have taken 15 minutes.
I loved you enough...to let you see anger, disappointment and tears in my eyes. Children must learn that their parents aren’t perfect.
I loved you enough... to let you assume the responsibility for your actions even when the penalties were so harsh they almost broke my heart.
But most of all, I loved you enough... to say NO when I knew you would hate me for it. Those were the most difficult battles of all. I’m glad I won them, because in the end you
won, too. And someday when your children are old enough to understand the logic that motivates parents, you will tell them...
Was your Mom mean? I know mine was. We had the meanest mother in the whole world!
While other kids ate candy for breakfast, we had to have cereal, eggs, and toast.
When others had a Pepsi and a Twinkie for lunch, we had to eat sandwiches and fruit.
And you can guess our mother fixed us a dinner that was different from what other kids had, too.
Mother insisted on knowing where we were at all times. You’d think we were convicts in a prison. She had to know who our friends were, and what we were doing with them. She insisted that if we said we would be gone for an hour, we would be gone for an hour or less.
We were ashamed to admit it, but she had the nerve to break the Child Labor Laws by making us work. We had to wash the dishes, make the beds, learn to cook for ourselves, vacuum the floor, do laundry, empty the trash and all sorts of cruel jobs. I think she would lie awake at night thinking of more things for us to do.
She always insisted on us telling the truth,
the whole truth, and nothing but the truth.
By the time we were teenagers, she could read our minds. Then life was really tough!
Mother wouldn’t let our friends just honk the horn when they drove up. They had to come up to the door so she could meet them.
While everyone else could date when they were 12 or 13, we had to wait until we were 16.
Because of our mother, we missed out on lots of things other kids experienced. None of us have ever been caught shoplifting, vandalizing other’s property nor we were ever arrested for any crime. It was all her fault.
Now that we have left home, we are all educated, honest adults. We are doing our best to be mean parents just like Mom was.
I think that is what’s wrong with the world today. It just doesn’t have enough mean moms.
– Anonymous
THOUGHT FOR THE MONTH:
“The phrase ‘working mother’ is redundant.”
– Jane Sellman
Sunday | May 10, 2015
MAY 2015 | FAN | 17
THANK YOU 2014-15 SPONSORS & EXHIBITORS
Kellie Demaree | 972.866.8000 [email protected]
Joe Radovic, CLU, ChFC, CFP, MSFS469.737.4000 | [email protected]
Kim Murphy | 972.424.0484 [email protected]
Andra Grava, CLU, RHU | 972.774.9663 [email protected]
Beverly Norman | 469.222.6055 [email protected]
Tom Brown | 800.608.9868 option 1 [email protected]
Al Chernay | 972.415.7554 [email protected]
Grant Griffin | [email protected]
Scott Hoke, CLU, ChFC | [email protected]
Bill Brooks, RHU | [email protected]
Lee Ripley | 713.728.7320 [email protected]
Trey Smith | [email protected]
Bob Nelson | 972.238.7411 [email protected]
Christi Daughenbaugh | 214.420.41201 [email protected]
Danny O’Connell, MBA | 214.750.7557 [email protected]
Meyer Bodoff | [email protected]
Andy Fancher | [email protected]
Michael Scovel, MSM, CLU, ChFC | [email protected]
Marshall Muse, CLU, ChFC | 972.542.5676 [email protected]
972.424.0484 [email protected]
Bill Izor, CLU, ChFC, CFP | [email protected]
Craig Hallenberger | [email protected]
Lane Boozer | 940.566.0800 [email protected]
Mike Smith, LTCP, SGS | 800.442.4915 [email protected]
Christina Johnson | [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]
Erin Cover, CLU, CFS | [email protected]
Chris Ratterree, CFP | [email protected]
Dan Lengyel | 972.246.1816 [email protected]
Will Pearce | 972.377.5201 [email protected]
Brian Craig, LUTCF | 972.377.5202 [email protected]
David Johnson | 225.333.9330 [email protected]
Steve Luby | 972.774.2360 [email protected]
Harold Phillips | 214.500.0647 [email protected]
Lacey Zumberge | [email protected]
Thomas Mahony, CLU, LUTCF | 817.600.4713 [email protected]
Bob Smith | 972.998.1382 [email protected]
Dupree Ballew | 214.402.4327 [email protected]
Mike Evans | 972.393.3070 [email protected]
Reed Schnittker | [email protected]
Mark A. Montesi | [email protected]
Jacob Gray | 214.675.8303 [email protected]
Andie Tackett | 972.596.9767 [email protected]
Russell Hamilton | 817.829.3787 [email protected]
Danny Fisher, CLU, ChFC | [email protected]
Kathy & Mark Rice | [email protected]
Taylor Wencis | [email protected]
David Reas | [email protected]
Ruth Shannon | [email protected]
Gentrie Pool | 817.454.9304www.sterlingadministration.com
Gregg Caldwell | [email protected]
Brad Campbell, CLU, ChFC, CASL | [email protected]
Scott Dial | [email protected]
Rodney Mogen | [email protected]
Steve Chambers | [email protected]
CJ Johnson | [email protected]
GROVER BRILLHART(representing ARMOR Wealth Mgmt.)
KARL A. DRESCHER, JR.,FSS, LUTCF, RICP
YUKA NAKAHARA-GOVEN,CLU, MBA
JACKSON NATIONALLIFE INSURANCE
RANDY T. ROBERTSON, LUTCF
TALLIE O. YOUNG,RFC, LUTCF
BETH HENDERSON, CLU, ChFC
Kevin Olson | [email protected]
Joe Kane, CLU, ChFC, RFC, MBA972.503.2734 | [email protected]
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
Insurmed Services
Is your company listed here and getting free promotion?
If not, why not? Call the NAIFA-Dallas office
at 972.991.2364.